Engagement

7Madison

VICKY EMBARKED ON HER PLAN. Her next step was to meet with each of her people individually: get their thinking, probe their views on the group's disappointing track record, and work to develop agreement about how to go forward. She asked each of them to find a convenient time to meet. Vicky wasn't surprised that Madison, her marketing manager, was first to sign up.

Madison welcomed Vicky with the mannered enthusiasm of a veteran marketer. She was on her feet, big smile, hand outstretched, as Vicky entered Madison's office. Madison's tone was enthusiastic. “Vicky, thanks so much for coming over to marketing central.”

“My pleasure,” Vicky responded, as she took in the colorful riot of memorabilia and photos spread over the walls and work surfaces in Madison's office. They conveyed the image of a celebrity—a smiling, self-possessed, stylish woman who always seemed to be at center stage. “Your office has a lot of character,” Vicky added.

“Thanks. That means so much to me. I hope it shows how important my work is to me and the company. But I know you didn't come here to talk about my decorating panache. You want to talk about how we can improve the business.”

“Exactly,” Vicky interjected.

“I can't tell you how happy I am to work with you, and I really want to help in any way I can.”

“I appreciate that, Madison. I'm sure you're aware that the group's business results have been disappointing, and we need to fix that.”

“Well, we've had some problems, but it's nothing that we ...