Well Paid Receptionist

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Well Paid Receptionist Case Analysis This paper provides a case analysis and recommendations for action by Harvey Finley, the owner of Troupville Business systems as described in The Well-Paid Receptionist (Cousins, 1992). As a framework for analysis and discussion we will consider aspects of our case with respect to important value drivers as described in the philosophy of Value Driven Management (Pohlman, 2000) an evolution of Market Based Management (Gabel, 1993). In this case the owner of the business, Harvey Finley has started a business and at the outset requires one versatile person that “would be a combination receptionist/secretary and general assistant” (Cousins, 1992, p. 1). Mr. Finley interviewed several candidates but found his ideal candidate in Ms. Cathy Brannen. In his words she was “…absolutely captivating…very articulate, obviously quite bright, and most important, very enthusiastic about assisting with the start-up of a new venture…he was determined that, somehow, Cathy Brannen would be his first employee” (Cousins, 1992, p. 2). Mr. Finley decided that to make the position attractive to Ms. Brannen, he would offer her a slightly below market salary augmented with a two percent sales override. Mr. Finley’s company was successful and grew to seventeen employees over the first seven years. After seven years it was brought to Mr. Finley’s attention how much Ms. Brannen was being paid for her services that prior year, $127, 614.21. Some key aspects of the case will be described later but we will mention one key quote here to complete the introduction to this case. “During the first seven years of the company’s existence, Cathy Brannen had proven truly indispensable. Her performance exceeded Harvey’s highest expectations” (Cousins, 1992, p. 4). Problem/Opportunity Statement Mr. Finley, the owner of Troupville Business Systems must decide

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