Karen Leary case Preamble * Karen hired Chung exclusively to care for with Chinese prospects * She tried to set fall out to know him better * Chung had distanced himself from her and the otherwise FCs * Karen congratulated Chun with his big account * Karen expressed concern or so some of Chungs trades, i.e. risky stocks * She cautioned him to develop other Formosan nodes * Chung basically dismissed Karen: * More accounts would follow * The Taiwanese customer knew around the risks * He thought he deserved a cliquish office * An office being basically out of the question, Karen could not naming him this The company * Merill Lynch: one-s fleet fiscal shopping * Known for the bond that brokers formed with clients (Chung does this!) * gentility and research provided * FCs rarefied of company * Senior management reason brokers Change * From account executive to financia l consultant * exit towards customer-oriented service, cloaked around the customer (Chung does this!
) * New products requiring more culture * Focus on customers long financial goals * Cost go for and increased productivity required * Compensation system to privilege asset gathering and top brokers * FC must add lever by satisfying a customers long-term financial objectives (!) Commentary * Some customers entrust only deal with brokers they like (Chung) * Broker motivation is legato high-stakes financial rewards and irritation * Bottom line will always be how v ery much you bring in with commissions Lear! y * Ran family business * Started as FC (=broker), so majestic and trained * Created client list (her way of working) * Was product coordinator (before flip?) * Enjoyed doing in the first place risk-free stuff for clients (home, college for kids) * Went on to become sales animal trainer (without formal study!) * Then resident VP * Then GM at Elmville (big setoff!) * At Elmville,...If you want to get a full essay, ordain it on our website: OrderCustomPaper.com
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