Saying Goodbye? July 5
I’m seriously thinking of a career move lately. This is somewhat due to changes in the business trends but more so due to the many disadvantages of being an intermediary. As an intermediary, I’m dependant on a or several principal corporations for products and services. Having being in such a position for many years have slowly opened my eyes to see things I’ve not noticed. If you are an agent, a franchisee, independant contractor or any such relationship, you are in the same boat as I am, and perhaps can relate to this.
Now, I not naive to think that corporations will stay the same forever. If they did, you better steer clear of them, since they are going the way of the dinosaur. It is no surprise to me that CEOs and board of directors will push for growth in market share, increase in profitability, ROI or shareholder value, or all the above!
And most companies, will need to restructure every few years making sometimes drastic actions to face changes in the markets. This is not surprising. They have to take makes these changes either to take advantage of opportunities coming to the market or to survive the changing business environment.
The sad thing is, when corporations that depend on intermediary wants market share, they tend to treat them well. However, once that goal has been reach, they tend to switch to profitability. And reduced compensation to intermediaries is one of the easiest ways these companies take to increase profitability.
Worst of all, management of these corporations, from my experience anyway, tend to blame the environment or regulators telling half truths to the reps. Eventually, these half truths begin to reveal themselves. I think, when management don’t have integrity and be transparent, it is time to say goodbye.
I’ve experience the same problem as an employee. Long story short, management tells the staff to cut cost, including mileage claims, yet the top level management went on to purchase new luxury cars on the company’s account.
Don’t fall into the trap when corporations wants market share and promises a lot only to disappoint when that growth has been achieve. I’d also like to hear is from other who have experienced something like this. That others might have the right expectations on principal-intermediary relations. What did you do when it happened to you?
