Buff Spalding

Buff Spalding Case Interview

Part I: Decision History – Buff Spalding

Situation: Amidst rumors that Buff Spalding, a sales associate for Omega, has been utilizing his contacts to leverage his personal Real Estate business. The company policy forbids this type of conflicting relationship as Omega clients and developed contacts are privileged relationships and should not be subjected to personal use. This demonstrates a clear conflict of interest.

Decisions: So as to not disrupt or bring further attention to the matter, I have decided to take several approaches in order to control and assess the situation.

First Decision: During routine one on one’s with each sales associate I ask if each individual may be aware of any conflicts of interest they may have noticed anyone engaging in. I do not bring up Buff’s name in particular as I do not want to plant the idea but rather solicit uninterferred with feedback.

Result: Several sales associates have mentioned Buff’s name directly in regards to conflict of interest. In particular it is mentioned that he may be living beyond his Omega salary means. A few associates mention that they are aware he is using his business contacts to make real estate sales. It is mentioned that this income supplementation is a conflict of interest.

Second Decision: Accompany Buff on Sales Calls

Result: During the accompaniment with Buff on his calls I discover that he is a decent sales representative and has the skills that Omega desires in order to sell the business. I notice he makes an effort to gain his clients trust and is adept at developing personal relationships. I can see where this may lead to contacting the client outside of the business to solicit personal business. I do not mention this to Buff as I am trying to objectively observe his behaviors.

Third Decision: Meet with management to calibrate on course of action.

Result: Management is in agreement that if the rumors and accusations are true this is a clear case of...