Professional Documents
Culture Documents
Submitted by:
Shahid Ali Dar
Submitted to:
Rohit Khandelwal
Dr. Sonia Munjal
Himanshu Sanga
Kunal Jha
Parth Singhai
Rahul Chaturvedi
Contents
• Case Introduction
• Company Introduction
• Problems
• Solutions
• Suggestions
Case Introduction
This case is about issues that Ken Winston, the
regional office manager Campbell and Bailyn’s Boston
Office faced with as a result of the two recent changes
in organizational structure and performance
management system to react to the dynamic of the
industry and market. The issues created by these two
changes were process complication, limitation in
competitive advantages, and discouragement on
internal collaboration.
Company Introduction
Campbell and Bailyn (C & B), found in the early 1900s
and based in New York, was one of the five largest
investment bank in the worlds. The firm has good
reputation and was doing well in all segments of the
investment banking industry, including corporate
finance, investment management, mergers and
acquisitions, and securities sales and trading.
Problems
1. Profit margins were narrowing due to entry of new
competitors and products in the market.
2. Market share was falling due to lack of detailed
product expertise.
3. Difficulties in recruiting bond salesperson.
Solutions
Key Account Team (KAT) was created in the taxable bond
group and five top sales generalists were combined in a
new key account team and each salespersons were
assigned a speciality sub –segment of the firm’s product
offering.