Leadership Transitions: The Watkins Collection (4 Items)

are likely to be relationships between Beta’s technicians and

specific users of the company’s equipment in Omega hospitals.

In between are relationships between Beta’s account represen-

tatives and purchasing people in Omega. The dotted line is the

potential relationship between Paul and Alex, Omega’s VP of

procurement.

Paul used the ladder-of-influence model to evaluate the state

of the relationship between Beta and Omega, by making the

following assessments:

•

Identify the full set of rungs. Where are all the points of

contact between the two organizations?

•

Evaluate the strength of each rung. What is the state of

the various relationships? Which are still cordial and

which are strained? Which have been maintained and

which have been allowed to decay? Have ...