Management

Introduction

Leadership is by far not an easy thing, it takes time, negotiations and a lot of hard work. Quinn (1996,292) mentions two management roles that work together well, being the Broker and the Innovator. These two roles work together because the Innovator is the type of manager that will introduce change and develop new ideas, whereas the Broker is the person that will sell it to the people. One of the oldest and long-running problem that organisations have had to struggle with for hundreds of years is change, the job of the broker is to help people see the benefit to the change.

Main Body

The Broker Role

The Macquarie Dictionary (1996) describes the Broker as a "Middleman (sic) in bargains; agent who negotiates contracts of purchase and sale" where as the Thesaurus states "Agent; Negotiator; Dealer"

Power and Influence for the Broker Role can be identified by observing the most important affiliations for this manager. Quinn (1996,293) identifies the high level of importance for a Hospital Manager as:

• Mayors Office

• Main Employee Union

• Eleven smaller unions and employee associations

• Civil Service

• Affiliated medical School

• Accreditation Agencies.

The Brokers competencies are:

? Building and maintaining a power base

? Negotiating agreement and commitment

? Presenting ideas: Effective oral presentations

From the above areas, one could assume that a Broker is a negotiator. This negotiation can also lead to networking where help given may be used later as a resource. Quinn (1996,298) states that Networking is a crucial sub-skill of brokering. Brokering includes the ability to persuade people that your ideas, projects, values, and assumptions are valid and urgent. But the information and talent necessary to put your ideas into motion are usually delivered by good networking. A good broker knows where to go for answers and whose support is necessary to carry the day.

A broker spends a good percentage of their time brokering information, and also are very good in matching the needs and abilities of people to work together better. The Broker role has two managerial elements, the first of which is the need to represent the organisation. The Broker is required to make speeches, and attend meetings of association to the organisation. The second element is of power, authority and influence in the organisation (Quinn et al, 196a). Breen (1999,63) states, that the Broker role focuses on the interacting nature of an organisation with its external environment.

The Broker is a very important part of any organisation, and when relating this role to the club industry the role best suits most Chief Executive Officers or alike of many registered clubs. The job of a CEO in a Registered Club is to focus and position the club in the community and represent the reasoning of the incorporation of the club. In relation to the Bankstown Sports Club, the Secretary Manager is responsible to plan for the future and ensure that the club is situated in good stead in years to come. The Bankstown Sports Club was formed to support sport in the local community, and therefore the another job for the Secretary Manager and the Board is to ensure that the club remains on this focus.

The job of planing for the future, renovating, expanding, incorporating and focusing on the community cannot be better represented by the Role of a Broker. The job requires negotiating and the power that this role incorporates is also needed at the top level of the organisational chart. This power is not only earned from the manager themselves but is also represented by the position.

The manager represented by the Broker Role often is represented by the other managerial roles beneath him. The innovators and mentors as such can be seen in the various managers in departmental heads. This situation is also a classic sign of a Broker Role because the broker is good at matching the skills and needs of people to perform their job better.

Quinn (1996,263) developed a plan showing the power and dependency analysis of the position of a hospital manager. This plan is mention previously in this report but interestingly can be compared to the club manager position. The club manager position would rate a high affiliation to;

• Mayors