Problem Solution: Intersect Investments

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Problem Solution: Intersect Investments

University of Phoenix

Transformational Leadership MBA/520

October 22, 2007


Problem Solution: Intersect Investments

Intersect Investment Services is a once profitable company that has been struggling for the past four years due to the volatile climate. Frank Jeffers, the CEO of Intersect has identified a new vision for the company but the current executive vice president does not agree, so he intentionally does not implement the philosophy and single handedly causes the company to lose credibility with Wall Street and lose the trust of clients. Frank must make some harsh decisions to bring the company back to the top of the financial services industry. He fires and hires a new executive vice president of marketing and sales and gives her 12 months to get the sales department on boars with the customer intimacy model.

The Vice President of Sales continues to express her opposition to the customer intimacy model. Now the new executive vice president of marketing and sales has the task of unfreezing, changing and refreezing how the sales team thinks to make the company profit again. The question is can she sway the Vice President of Sales and any other employee who doubts the process? Kotter's eight steps for leading organizational change and Lewin's Model for change say yes, if followed and implemented properly.

Situation Analysis

Issue and Opportunity Identification

Intersect Investment Services allowed an executive vice president that did not agree with a new philosophy cause them to face near bankruptcy because he did not agree with the customer intimacy policy. Frank lost the trust of his client and the credibility of Wall Street due to not enforcing the new philosophy sooner. Not providing enough perks to sell...