Problem Identification
David is convinced that his boss wants to fire him. He will not meet 6-month and 12-month sales plan unless he uses creative accounting.
Root Cause Analysis
There is relationship conflict between David and his boss. Some elements did not fit with each other (open system). Carter had his own favorite, so promoting David created political situation (individual–informal organization, work–informal organization). Promotion rules were faulty, as David was promoted without his boss consent and basing on one presentation (work-formal organization). Above mentioned are situational factors in MARS model. Looking at abilities David had little agreeableness expressing his displeasure with flight booking and making impression of being pompous. Although very assertive, hid did not talk to Carter to explain political situation. David also did not have clear role perception as subordinate to Carter. He did not submit requested information or did it in unsatisfactory way, e.g. status of Meryll Lynch. He did not inform the office, where he was, if he changed plans. It made his position weaker to question Carter’s sales plans. After talking to clients, he believed Carter was too optimistic or even had fabricated forecasts to get promoted.
Solution Building
David should start obeying rules (call the office and inform about his whereabouts, deliver information Carter asks for, hand in assignments on time, arrange travel plans using Small World). He ought to follow instructions concerning constructive calls. Changing his attitude, being more agreeable and conscious will help him to avoid such mistakes and opinion of “smart ass”. He should talk to Carter to clarify political situation emphasizing his motivation to meet expectations and that his goal is to prove that he was even better choice and he hopes Carter will give him a chance. At the same time it is necessary he discusses with Carter his doubts about sales plans presenting conclusions from visits to clients and seeks advice how to meet the quotas. Finally he ought to send a memo to Dawson with a copy to Carter, apologizing, about his commitment to change and the meeting with Carter. If the meeting is not satisfactory he should inform Dawson about his objections concerning forecasts.
Action Planning
Assuming that the meeting with Carter will not be successful, David should write in the memo that he discussed sales plans, still has some doubts and ask for a meeting. Talking personally he ought to express his suspicions about forecasts and support with data. David should ask for advice what to do next, as he considers sending CV or moving to another group in effect moving Dawson from let it happen to help it happen. Then Dawson can move Carter from against to let it happen.