When Pfizer bought out Warner Lambert, the company wrestled with the problem of merging the operations of the two companies. In the sales organization, a multitude of questions arose: What should I do about E-mail and voice mail, who does my expense reports, how do I get my money back, and what about sales reports?
The post-merger environment was a breeding ground for Below The Line® behavior. Common complaints included, “We should have had this all ready,” “This should have been thought through beforehand,” “This isn’t working,” and “My new manager doesn’t know what is going on!” Every level-reps, district managers, regional managersfound themselves thrust onto a communications battlefield.