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The Relationship Coaching Institute

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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© Martyn Carruthers 2003 All rights reserved


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Workshop

Systemic Coach Training  (Calendar)

Systems 1 How to evaluate relationship dynamics and recognize common entanglements
Systems 2 How to define life goals, identify blocks, resolve objections & plan for success
Systems 3 How to provide or continue goalwork using interactive metaphors and Dreamwork
Systems 4 How to dissolve the consequences of abuse and trauma, and rebuild motivation
Systems 5 How to change limiting beliefs and codependence for emotional freedom
Systems 6 How to recognize and resolve identity loss: recover lost qualities and lost skills
Systems 7 How to resolve therapist or spiritual damage and provide inspirational mentorship
Systems 8 How to coach partners to build lasting happiness and avoid partnership breakdown
Systems 9 How to coach parents to resolve family problems and to set and enjoy family goals
Systems 10 How to coach team leaders to develop teams while solving team problems
Specialty Advanced workshops and specialty training tailored to fulfill your goals and needs

Copyright © Martyn Carruthers 1996-2009 All rights reserved. These Systemic Solutions were primarily developed by Martyn Carruthers. We coach and train people to succeed by solving emotional and relationship problems. This information is for your general knowledge only. Please consult a physician about medical conditions and before changing any medical treatment. Link to our pages, but get Martyn's written permission to post or publish his work.

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