A LAST MINUTE CHANGE AT OLD DOMINION TRUST

Facts of the caseIt was a quarter to four on Friday afternoon Brian

Lorigan (V.P) Visited Rob Leonard and Given him folder

Rob Leonard is a 26 year old assistant broker in the mortgage banking division of Old Dominion Trust, a relatively small interstate bank located in the mid Atlantic region.

About Brian Lorigan - Brian Lorigan was senior vice president, Mortgage Banking for Old Dominion and executive Vice President for the Annandale Branch Office. He was not only Leonard’s supervisor, but his mentor and partner in several important projects.

About the Project-federally funded mortgage program that would permit low-to-middle-income, first time home buyers to obtain financing at very low rates

Facts of the caseAssumption- Leo started to explaining the progress of the

program which V.P. did not ask – Information about the project program has been more than six months in development and would require the co operation of state and local officials if it were to work.

Brian Lorigan (V.P) Visited Rob Leonard on behalf of Mr. Gidley to speak about the new loan program to a group of Capitol Hill neighborhood .Mr. Gidley missed his return flight – The Air lines has allotted his seat to some other person

“Mr Lorigan asked if I would fill in for Dick at the neighborhood group meeting this evening and speak about the new loan program. “The details are all in this package,” he said. I got a phone number, a set of street directions to a renovated fire station on Rhode Island Avenue, and the name of the woman who would introduce me.

It was five minutes to four, and this thing in Washington was scheduled for seven o clock.”

Assumptions

Rob Leonard has actively involved in the federally funded mortgage program from preparation of the documents prepared for the bank and for the select committee that had prepared the legislation.

Rob Leonard has received sufficient information from the details of the package given by Brian Lorigan

Important Characteristics

Name of the company Old Dominion Trust, small Interstate bank Location Mid Atlantic RegionCharacters Brian Lorigan : Senior vice president, mortgage banking for old

dominion and executive Vice President for the Annandale Branch Office

Rob Leonard :Assistant broker in the mortgage banking division of old

dominion trust Brian lorigan was leonard’s supervisor, but his mentor

and partner in several important projects.Mr. Gidley:Brian Lorigan principal assistant

PROBLEM

Rob Leonard has an initial hesitation to stand-up in public and speak about the program for which he was not the Incharge

Solution

Rob Leonard will go and deliver the speech

and consider the following Questions

1. Assuming you are in Rob Leonard’s position, what would you do? Would it be a good idea to tell Mr. Lorigan you’re just not ready (or willing) to give that speech?

Accept the V.P’s Request and Take it as a challenge

2. What would you want to know about the audience that you don’t already know? Where could you find that information?

Social status

Community, Incomes, Age Group, Population Density

Information Sources:

From the woman who would introduce The details of the package handover by the V.P Any collogue staying in that area (if any ) Call Mr.Gidlay and get some information from

him and get copy of his speech (If he prepared)

3. What would you want to know about the occasion and speaking situation that you don’t already know?

Complete Time Schedule of the MeetingAny important persons attending the MeetingDress code

4. Is there anything you think you should know about the physical layout of the room or the arrangements in the fire station that you’ll be speaking in?

Is it open or close area? Number of People Attending? Facilities Available

(Mike,projector,Power,Dinner)

5.How would you go about preparing your notes for this speech?

Take Tips from Mr. GidleyTake Tips from V.P.Note down important points from the

package given by V.P.

6. What else would you bring with you for this event? Do you have time to get visual aids or flip charts made? Is that a good idea?

Package given by V.P.Print material from the mail if you receive

any mail from Mr. GidleyI will Prepare Visual aids in journey which

will help in presentation

7.How should you dress for this occasion?

Call-up the lady/Mr. Gidley and find out the Dress Code

8.What do you think your principal message should be for these people?

Old dominion Trust is here to help you buying your dream Home.

This is Federally funded Mortgage program for first time home Buyers to provide home loans at very low interest.

Thank you

THANK YOU