ACTING FOR LAWYERS
Case 2: Ms. E.W.

Ms. E.W. came to us in a jam. She had moved to a multi-national coropration as corporate counsel. She was asked to make a speech to a large conference of regional managers and marketing representatives.

This was a tough assignment. She had bad news for her audience, requiring them to change their business practices. Due to new anti-trust regulations related to price-fixing, the relationship between the corporation and its key customers needed to be changed. Ms. E.W. had to announce and explain the new corporate policy and the new marketing procedures.

She presented us with some standard slides which spelled out the pertinent law and scolded the marketing reps for their overbearing and coercive approach to their customers.

After just a few coaching sessions, we helped Ms. E.W. create a new way to deliver her bad news. Ms. E.W. developed a sharp, funny scenario about the troubles and tribulations of "Mark the Marketer" in his various encounters with "Dick the Dealer". Using this scenario and new slides, she was able to offer a positive strategy for price counseling and to guide the reps to new and unimpeachable ways of working with their customers.

Her speech was a huge success. Ms. E.W. was immediately hailed as a bright new star in the corporation's horizon and within a year was promoted to a high level, high visibility position.

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