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Systemic Solutions Case History (3)

Managing Conflict in Organizations

PROJECT: Increase sales and create a corporate plan
CLIENT: Software Development, Sales and Training (35 employees)
CONSULTANT: Martyn Carruthers
BENEFITS: Recover sales performance

BACKGROUND: This company was started in 1989 by a university computer science graduate, who sold and later developed specialty software products. The owner described himself as having been both a creative designer and a dynamic salesman. Yet his sales volume dropped despite improved, innovative products. The owner requested strategic planning to regain sales volume.

SITUATION: Employees included a computer science professor and students as trainers and developers. Although the owner reported good internal communication, the technical staff were not interested in selling the products that they developed. The owner's wife had taken charge of marketing, with a shared assistant (the owner's first employee) as a part-time sales manager.

SYSTEMIC DIAGNOSIS: The owner described a "linear" management structure, with little delegation of power. As the structure included the owner and his wife, the structure had some qualities of a family. The wife sometimes treated the technical staff as children. The downturn in sales had coincided with his wife becoming "marketing manager" while the owner assumed an executive role. The drop in sales coincided with the owner delegating sales and marketing.

GOAL DIAGNOSIS: The owner could consider little except "increasing sales". Systemic planning exposed a real and immediate need for the owner to reactivate and use his dormant qualities of creative-developer and dynamic-salesman. Strategic planning would be simple once the owner could easily access and use these qualities.

SOLUTION: Systemic coaching helped the owner regain access to two "missing" qualities. Strategic planning then lead to a vision of the company as a stable, profitable organization that could be sold or franchised. The first step required that the owner initiate "difficult" discussions with his wife and with their assistant to clarify the situation and find acceptable solutions. Systemic coaching prepared the owner for these discussions.

The second step was to change the management relationships and the third step to optimize the marketing processes in alignment with the new structure. The changed management would make space for quality sales people. Methods for recruiting quality salespeople and some innovative marketing strategies were identified. The owner plans to obtain regular Systemic Coaching.

NOTES: Following systemic diagnosis, solutions may appear obvious. The owner had felt torn between a 3-part conflict - being a manager, a creator and a dynamic seller. Such conflict often produces high confusion, in an executive and in an organization (especially in an organization structured as an extended family).

Organizational performance is one result of clear relationships. Systemic Solutions accelerates both relationship clarity and productivity.

Case History 1: Mentorship in Upper Management

Case History 2: Manage Families in Organizations

Case History 4: Entrepreneurial Management in a Bank

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Have You Suffered Enough?

 Where are you now? Understand your emotions, fixations and enmeshments
What do you hope for? Know your goals and stop sabotaging yourself
Do you feel resourceful? Learn to develop your inner resources
Do emotions block you? Relationship problems and mentor damage
Do your beliefs limit you? Change limiting beliefs and end dependence
Do you feel connected? Resolve identity issues to recover lost resources
Is your partner happy? Build healthy partnership (or separate peacefully)
Are your children healthy? Happy parents better manage family problems
Do you want team success? Team leaders and their teams develop together
Do you have complex goals? Specialty coaching, counseling & therapy

Plagiarism is theft. Copyright © Martyn Carruthers 1996-2018  All rights reserved. Soulwork Systemic Coaching was primarily developed by Martyn Carruthers to help people solve emotional problems and relationship conflicts to achieve their goals. These concepts and strategies are for general knowledge only. Consult a physician about medical conditions and before changing medical treatment. Don't steal intellectual property ... get permission to post, publish or teach Martyn's work - email