The Participant assumes the role of the General Manager of Mega Models Ltd, a subsidiary of Mega Toys and Games. Mega Models manufactures a range of toys and models, which span age groups from nursery to adult. The In-Basket contains issues relating to sales & marketing, production, finance and human resources. As such they typify issues likely to be faced by a middle manager.
Exercise Level: Middle Management
The Participant assumes the role of a Regional Director of a Public Sector Agency, Census Publishing, who is responsible for the collation and ongoing analysis of demographic data within the UK. The In-Basket contains issues relating to staff, such as recruitment, staff development and the results of a recent Employee Opinion Survey, as well as some issues with direct reports. It also contains items regarding the use of new technology for data analysis, commercial opportunities for the use of their data and various other strategic initiatives.
The Participant assumes the role of a Regional Brand Manager within Polar Soft Drinks, a global FMCG company. The Participant is responsible for one of the key brands within the EU Region and their role is to provide guidance to individual markets/regions, ensure sustained growth, and ensure that the brand supports the Company strategy. The In-Basket contains issues relating to the development and placement of advertisements, alignment with other business functions, competitor activity, brand strategy and wider issues around regional working.
The Participant is asked to assume the role of acting General Manager of Wholesome Foods Ltd, a market leader in the manufacture of ready-made meals. The items to be faced in this In-Basket typify those which would normally face a middle manager. Examples include personnel, administrative, general management, Health & Safety and financial issues.
The Participant plays the role of a newly appointed Project Manager within a company providing bespoke software and software support, Outsoft Ltd. They are due to meet a client for whom they provide on-site support, for the first annual review of the contract. The Participant is provided with information about the contract and the progress to date. Their aim is to discuss any issues, operational or personal, that the client raises to ensure the effective relationship between the two companies continues. The Participant does not require any prior knowledge of IT or software, as the exercise focuses on the ability to develop an effective working relationship with the client.
The Participant is asked to play the part of an Account Manager for a supplier of paints and coatings, PX Paints. The Participant is scheduled to visit a customer who produces volume car components. There has been a quality failure with one of the products which threatens to disrupt what has previously been an excellent long-term relationship. The task is to deal with the complaints, discuss ways of avoiding a recurrence and build a better partnership for the future.
The Participant assumes the role of an HR Business Partner in a pharmaceutical company, Phyto plc, with Head Offices in the UK and satellite offices in Denmark and Australia. The Company has outsourced many of its global HR processes to Employment Plus. However, different approaches and standards are being applied by the outsource supplier, especially in terms of selection and development of staff. The Participant is required to attend a meeting with the Employment Plus Account Manager to investigate some recent complaints and to set in place foundations for a more cohesive approach to the services that are being provided.
The Participant plays the role of a General Manager in a civil engineering company, Pyramid construction and wishes to negotiate a contract with a potential subcontractor. The General Manager is under pressure to secure favourable terms with the subcontractor, as the margin in the primary contract is small and there is little room to manoeuvre. The Participant is provided with details about the primary contract, the client, the requirements of the subcontract and information on competitive tenders.
The Participant plays the role of an Account Manager in a recruitment consultancy, Orbit Search and Selection. A meeting has been arranged with Consec Logistics, an existing client that has until now been managed by a colleague. This colleague has resigned to join a competitor and the Participant must prepare for the meeting with Consec Logistics by reviewing records obtained from the Company’s internal Client Relationship Management database. These records suggest that the client has an urgent need to fill a number of vacancies in Operations and Customer Services. The Participant’s task is to build rapport, confirm the client’s needs, identify other sales opportunities and close the sale.
The Participant assumes the role of a Manager in a large Commercial Corporate Bank. The Organisation has recently set up a buddying system and the Participant has been asked to attend a buddy meeting with a colleague. The colleague is from a different department and is considering two career options. The Participant’s objective is to provide independent advice and investigate the colleague’s current situation and concerns. During the discussion further information will arise. The Participant will need to assist their colleague in making this important decision.
