Situation Analysis

Wendy Peterson, manager at AccountBack, had just completed the annual

review of one of her sub-ordinates, Fred Wu.
Wu was hired by Wendy to attract the Chinese clientele. 8 months after he was
hired, Wu acquired the largest client in the downtown office. Wu concentrated
most of his efforts on this client instead of trying to add more clients. Wus
behavior hindered the work of other teams.
In the annual review, Wu had asked for a personal sales assistant to handle his
administrative work. This put Wendy in a spot of bother as only senior sales
associates, who handled more than 30 accounts got their own personal
assistant. Wendy conveyed this to Wu.
Later, Wu came to Wendy and told her that a competitor had approached Wu
with a job offer. He stated that he liked the work at AccountBack, but would be
unable to perform his sales work without an assistant. Wendy felt that Wu was
using his position to exploit the situation at hand.

Problem Statement
Should Wendy provide Wu with an assistant and retain his services?