Retention Through Redemption

Case: M. Abrashoff, Retention through Redemption (R0102L-PDF-ENG) February 2001.

1. Read the Case by M. Abrashoff (Retention through Redemption) and reflect on your answers to the following questions:

a. What leadership style was Abrashoff was trying to change? What are the advantages and disadvantages of that style?

-Described as command and control style- do what command says and don’t ask questions or comment.

-Works during times of warfare and when it was less technology intensive

-Today though no single person can manage all the technology and make a split second decisions

-He recognized that the ship has many different skill sets and brain power, creativity and know how

b. What finally convinced him to change his leadership style?

-Shocked that the crew was cheering when he replaced his predecessor

-Determined to provide vision, and values and to guide, coach or even follow his people

c. How did he do it, and what was the impact?

-The Benfold has set all time records for performance and retention and there is a waiting list of officers and personnel who what to transfer to the Benfold. Hardly any spots open because no one wants to leave

d. What are the advantages and disadvantages of the new style?

-handed over responsibility, made everyone feel accountable, held interviews to ask what each thought was good or bad about the ship

2. Read the Five Practices of Exemplary Leadership article and reflect on the impact that each of the five practices can have in your current/former job role. What aspects of your workplace facilitate or inhibit the expression of these five practices?

Model the way- This is the practice I most use when it comes to managing my business, I tend to forge ahead with plans and usually people will see that and join in on an initiative

Inspire a Shared Vision- Chattem as a company does a good job with holding bimonthly conference calls to talk about shared visions for a particular brand, how the brand is currently performing, what the future forecasts look like, and how the sales team can help achieve goals.

Challenge the Process-this is probably the 2nd practice I use most and it mainly has to do with coming from another company and implementing things at my current position (ie trade show ideas, marketing kit ideas, etc.

Enable Others to Act- I thought of my boss when I read about this practice- he is always there to give us the right tools to succeed and if he personally can’t then he will reference us to someone who can. He is great at introducing me to people at sales meetings he thinks would help further my career or someone I can help.

Encourage the Heart- Chattem is very good about rewarding contributions and outstanding performance. Since I’ve been at the company (only 2yrs) my sales region has won region of the year twice and I’ve won the Pyramid award once for having the best customer of the year. We also are awarded a bonus based on sales and have the