Integrating Teams at Hernandez and Associates

Case Study

Marco Hernandez is chairman of Hernandez & Associates Inc., a full- utility advertising performance after a while clients abutting North America. The posse provides a difference of marketing utilitys to patronage its separate cluster of clients. Whether denominated on to propagate a strategic intention, produce interactive Web residences, or put concomitantly a full-blown instrument war, the team at Hernandez & Associates prides itself on fanciful solutions to its clients’ marketing braves.

The decided was founded in 1990 after a while an marrow in the existent domain perseverance. It at-once large its client corrupt to comprise soundness wariness, as well-mannered-mannered as food and consumer products. Like divers trivial decideds, the posse grew at-once in the “high-flying” 1990s, but its functional costs to allure and answer affaires besides skyrocketed. And, as after a while divers affaires, the performance’s affair was extremely unsupposable by the terrorist attacks of September 11, 2001, and the economic downturn that followed. Clients’ timid budgets up-hill them to layer end their affair after a while Hernandez & Associates, and staff cutbacks meant that clients needed past marketing patronage utilitys as opposed to full-layer wars.

Hernandez & Associates now faced a brave—to work its affair to nucleus on what the clients were exploration for. Specifically, clients, after a while their reprieved staffs, were looking for succor corresponding to their customers’ re- quests and looking for ways to compel the most of their scant marketing budgets. Its trivial, ropy staff of 20 employees needed to compel some secure shifts.

As chairman of Hernandez & Associates, Marco Hernandez knew his team was up for the brave. He had worked resistant to produce an environment to patronage a fortunate team—he recruited inhabitants who had resistant performance test, and he gratefully transmitted the decided’s sidearm to his team. He made resolute the team had all the instrument it needed to surpass and forever took hoard of these instrument. He had built his team as he built his affair and knew the cluster would corcorrespond to his commencement. But where to set-on-foot? Getting the team to under- depend that augmentation depended on a disfix in how it answerd its clients was not up-hill—each of the employees of the trivial decided had sufficient con- adroitness after a while the clients that they knew client needs were changing. But making momentous shifts to the foundation quo at Hernandez & Associates would be up-hill. Cluster roles had to shift—fanciful folks had to gard environing how to extension a client’s phone inquiries and Web residence visits; recital inhabitants needed a meliorate recognition of the client’s covet for past performance commencement. And everyone needed a meliorate recognition of the costs compromised. The posse as a undivided required a past  integrated appropinquation to serving clients if they hoped to survive. Marco needed a intention.

Discussion Questions

  1. Like divers leaders, Marco has a team in fix and does not feel the epicurism of architecture a new team to work to the changing affair environment his decided now faces. Use the TLM to succor Marco diag- nose the problems faced by the decided and identify leverage points for shift.
    1. Consider the superior functions of the TLM—input, arrangement, and out- put. Where do most of the decided’s braves droop?
    2. What are the team’s goals for outputs?
  2. Identify germinative instrument for Marco and his team in implementing a strategy to shift the way they do affair at Hernandez & Associates.


Hughes, R. L., Ginnett, R. C., & Curphy, G. J. (2015). Leadership: enhancing the lessons of test (pp. 436-437). New York, NY: McGraw-Hill Education.

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