Acad Group – 25

Aayushi Batra PGP-18-083

Anugrah Nimavat PGP-18-103
Nikunj Agarwal PGP-18-126
Sanya Kapoor PGP-18- 148
Syed Safdar PGP-18-158

Thomas Green:
Power, Office Politics and a Career in Crisis
Work Styles & Personalities Actions vs Expectations
THOMAS GREEN
WORK STYLE: PIONEER
• Had good relations with McDonald.
• Made constant trips to corporate
headquarters in order to prove that he
must be considered for promotion.
• Constantly explained the customer
perceptions and strategies to be
implemented.
PERSONALITY: ENTP
• Rational and logical in sales forecast.
• Had a good rapport with the clients.
• Tried to grab opportunities across
countries.
Mistakes – A 360° Review What’s Next??
FRANK DAVIS
WORK STYLE: GUARDIANS
• Organized and rigorous in his work.
• Unwilling to take high risk.
• Had a problem in accepting Thomas
Green as the new senior market
specialist.
PERSONALITY: ESTJ
• Wants quick results for the efforts put in.
• Too rigid and detail-oriented.
• Believes in past experience of 10%
growth and ignored the future
perspectives.
Work Styles & Personalities Actions vs Expectations Mistakes – A 360° Review What’s Next??

ACTIONS BY THOMAS GREEN

• Green stated in the meeting that Davis has given a unrealistic sales target to achieve.
• He thinks that all the data, presentation are fancy. So, he believes in face to face talking with the clients.
• He thinks that updating a schedule is an unnecessary task. It is better to follow potential clients during that time.
• He believes that talking to accountants and clients is crucial to understand the market situation and accordingly he
develops strategy.

EXPECTATIONS OF FRANK DAVIS

• Davis wants Green to prepare a plan to achieve his predicted sales target in the next period.
• He expects that Green should have data reports as a backup to support his point during his meeting with the
client.
• He expects Green to update his schedule and report whenever he assigns him a particular task.
• He expects that Green should analyse market data to develop strategy instead of relying on his interaction with
accountants and clients.
 Work Styles & Personalities Actions vs Expectations Mistakes – A 360° Review What’s Next??

OUR REVIEW - THOMAS GREEN’S PERFORMANCE:

Thomas Green’s performance in terms of client relationship is good and he understands market trends and customers
expectations very well. But he is still struggling to fulfill Davis expectations.
Mistakes:
1) Thomas challenged Davis goals for 2008 but he didn’t put efforts to support his point with market data.
2) Missed to follow up when Davis asked for information about clients e.g. Organizational chart.
3) Thomas is not documenting business strategies, marketing approaches, charts, etc which can be used by the whole team.

ROLE OF DAVIS AND McDonald:

Davis has been working in corporate office from a long time while his junior has been on the fields for most of the times. This
difference in experience is actually the main cause of behavior of the two.
Mistakes:
1) No proper training has been given to Thomas by Davis. Explanation on the requirements of top management is needed.
2) Davis should also explain his point of view to his junior while respecting his opinion in order to take him into confidence;
as of now he has just highlighted Green’s behavior as been pessimistic and negative. Reason behind could be lack of trust
in Green’s candidature as senior marketing specialist.
 Work Styles & Personalities Actions vs Expectations Mistakes – A 360° Review What’s Next??

Green should take some time to carefully He should show that he is

introspect where has possibly gone willing to change under
wrong. He should mend his relationship Davis’s guidance else, else
with Davis and start delivering things in he will just be caught up in
the manner which Davis wants. This will office politics and would
also be reassuring to McDonalds who end up losing his position
showed trust in Green in the first place. too.

On the other hand he should

take a clear stand on things he
believes in like wrong
projections for his department.
But again, instead of just
declaring that he disagrees
with Davis, he should give data
to support his argument.
THANK YOU!!