Case Study 1
You are a Midas Investment Services specialist in housing planning. You give lectures to various groups for a year about housing planning. You ask for a non-profit group (church, etc.) just to replace your expenses; You charge a fee for a non-profit group, fees plus fees. These costs add to your income well, and talk is also an extraordinary exposure for you and your company. Every February for the past five years, the Gardner Manufacturing Company has hired you to hold an eight-hour workshop (two hours every Monday night for four weeks) on retirement and plantation planning for employees over 60 or who are thinking of taking early retirement. This workshop is very popular and has produced clients for your company. Last February's session went smoothly, as you would expect. Today, suddenly, you get a letter from Hope Goldberger, Director of Employee Benefits at Gardner, asking you to hold a workshop every Tuesday night next month for a regular fee. He did not say whether this is an additional series or whether it will replace the upcoming February series. You can't do it. Your partner, a microbiologist, gives a paper invited at an international conference in Paris next month and you both bring your children, ages 13 and 9, on a three-week trip to Europe. (You have made an agreement with the school authorities to make children lose class three weeks.) Your spouse's trip will be tax-deductible, and you have been waiting and planning trips for the past eight months. Unfortunately, Midas Investment Services is a small group, and the only other person who knows anything about housing planning is a bad speaker. You can suggest a friend at another financial management company, but you don't want Gardner to permanently switch to someone else; You enjoy doing workshops and finding them a good way to get direction.
a) Use the PAIBOC analysis for the letter you will make for Hope Goldberger.
b) Write a letter to Hope Goldberger in accordance with PAIBOC analysis and continue to show goodwill.