AUBIH SARAJEVO

HBS Case Study and Commentary #8

World-Class Bull

Ena Selimbegovic, Erna Merdic, Halil Sulejmanovic, Senka

Kulenovic - 2E

Sarajevo, April 2013

Sulejmanovic, Merdic, Kulenovic, Selimbegovic

World-Class Bull
Introduction
Chris Knox was a top performer of Specialty Fleet Services. Knox was the highly
desirable employee, and recently approved his knowledge and capability by breaking logjam
with Armadillo. According to the words of his superiors he was absolutely brilliant, witty and
enormously resourceful. On the case at hands we are introduced to the failures, successes, and
clever deceptions. Will Meyerss incapacity to conclude contract with Dale Landry,
Armadillos CFO, led Knox to get on going with the case on his own. Dale was the target.
Knox precipitously came down on the task. Eventually, he has gotten desirable results, but the
ways and means he has used gave raise to variety of controversy.
The Problem Statement
An issue is, whether the way of influencing and dealing with a situation by Mr. Knox
endangered and/or violated rules of ethics imposed by company or not? We have to take all
environmental conditions, consequences, and especially final outcomes in account. As such,
we shall base our research and decision making process on the facts that it is victimless
violation, even if there is any, and that both sides was better off.
The Environmental Analysis
Will Meyers, regional sales manager at SFS, has been working on FleetNet project for
the company. On the other side he had Dale Landry, Armadillos CFO as mentioned, skeptical
and old-school business manager. Every each, of their numerous meetings, lasted generally
shortly and resulted in Dales dissatisfaction, and without getting closer to the points of Wills
presentation. In fact, the system, Will Meyers was striving to contract on, was great step
forward from technological aspects. Knox got on it.

Sulejmanovic, Merdic, Kulenovic, Selimbegovic

Knox strategy was controversial, but highly productive and influential. Chris did his
research, introduced to the product in details, and to the target mainly. Tactic, he was
emphasizing, has had as main objective Dales private life and interests. Knox has planned to
enter Landrys personal life, to get under his skin, and to freely indicate Dale to chase him
about the product. First of all, Knox accidently crashed on his hobby ranch having in mind
to meet his wife and the bull. The bull, Big Buddy, was the core of Knoxs operation. Chris
staged it as he was fascinated with the beauty, and the guard of Big Bull and it was inevitable
to stop and photograph him in his natural environment. Dale was proud on his awarded bull.
The problem arose when Knox used those few instances, Dales personal interests, his
personal life, and his wife to get to the point. After a few months, and couple of crashes to
Landrys house, meanwhile giving them picture of their bull as a gift, Knox made Dale
profoundly maddened about the product of the SFS. Later on, in conclusion, Dale arranged
second meeting with Will Meyers, of course with Know present, and signed contract of
mutual cooperation. Armadillo finally bought the product of Specialty Fleet Services.
Alternative Strategies
In fact, there are two possible outcomes; either to disregard final outcomes and the
circumstances that no one was harmed, cheated, or paid bribe or kickback, and to prevent
such a things to occur once again no matter on positive results; or, to let it be as such, and to
act in the manner of great and successful businesses and to embrace Knoxs strategy, and let it
maximize companys profit and well-being.
Firstly, company has to have in mind that there are people within the company that are
highly condemn Chriss strategy. Those people, such as Sam Williams that held Knoxs tactic
questioned companys etiquette, imposed difficulties to the company to accept the strategy.
However, those people did not clearly point out their arguments where there are mentioning

Sulejmanovic, Merdic, Kulenovic, Selimbegovic

possibility of leaking of an information about the strategy out of the company; and, influence
of acceptance of that strategy to the further way of situation salvation by the other employees.
On the other hand, company has the possibility to neglect those counter-claims and to
embrace Knoxs rules. Whether the company should do as such is in the hands of the head
of the organizational structure. As it is obviously noticeable, Knoxs approach was not rigid,
fraudulent, and was victimless. If we take statistic outcomes, there is no space for weighing or
hesitation; as such, Knox has full allowance to do so.
The Recommendation
As a group, we would base our opinion on statistical evidences. Whole process,
dealing with situation and final results make us believe in successfulness of Knoxs tactic.
Strategy that makes an organization maximize its profit, workability, and/or efficacy gives as
full freedom to see it wonderful and brilliant as Knox, and his superiors wisely presumed to
be. Indeed, our approach would comply Jeremys and Will Meyerss praises, and we would
encourage, if we are head office of some organization, our workers to do the same thing as
long as we are acting not fraudulently, misrepresenting our selves, or endangering the other
sides status, person, or property.