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11/17/2019 How Can We Turnaround Dysfunctional Teams? | flevy.com/blog
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How Can We Turnaround Dysfunctional Teams?
Contributed by Joseph Robinson on August 6, 2018 in Management & Leadership
Building Effective Teams
111-slide PowerPoint presentation
Executive Team Building
38-slide PowerPoint presentation
Total Leadership Series (Course
8) - Leading Your Team
18-slide PowerPoint presentation
Consulting Project Management
Leadership & Team
Effectiveness
51-slide PowerPoint presentation
Assuming a new position in a Company is never easy. Everyone in the Company knows that
Leadership (and extended) Team is vital to achieving success Yet, this is not always the case.
Often, new executives get to face dysfunctional, non-performing, and poorly organized “team
inheritances.”
This can be a challenging dilemma when management is increasingly confronted with a
volatile, uncertain, complex, and ambiguous (VUCA) business environment. Surviving a
VUCA environment requires a “dynamic team” that strikes towards a common direction in
unifying action to achieve one purpose.
11/17/2019 How Can We Turnaround Dysfunctional Teams? | flevy.com/blog
https://flevy.com/blog/how-can-we-turnaround-dysfunctional-teams/ 2/14
In today’s world where competition has become stiffer, sharper, and rough, the importance of having High-Performing Leadership Teams”
has come to a fore. Never shall executives allow dysfunctional teams to continue as deadwood that barely keeps our heads above water.
Definition of a Dysfunctional Team… Can You Say “The Miami Heat?”
In 2011, LeBron and his Miami Head “team self-implode during the 2011 NBA finals. The ESPNS poll showed that 49 states in the U.S. wanted
to see Dallas beat Miami. The lesson was pretty obvious. The NBA finals showed that dysfunction within a team, regardless of the level of
talent of the individuals, inhibits organizations from reaching their goals (in the case of the Miami Heat, an NBA championship). The good
news is organizational dysfunction can be corrected by understanding the underlying causes that prevent teams from working as one.
Common Leadership Team Dysfunctions
Having a good understanding of common leadership team dysfunctions and the underlying causes that led to the creation of deadwoods in
organizations can give Executives a better handle of rallying the troops to fly high.
11/17/2019 How Can We Turnaround Dysfunctional Teams? | flevy.com/blog
https://flevy.com/blog/how-can-we-turnaround-dysfunctional-teams/ 3/14
1. Collective Delegation Up
A team that “delegates up” decision is unwilling to make and own its decisions. This can be a limiting factor to Executives wanting to focus
their energies on strategic issues. The team cease to be a tactical resource an Executive can tap to achieve planned results.
Worse, a collective delegating up can create a culture of fear where team members become static and poor performing.
2. Collective Dysfunction
Inheriting a low energy, poorly engaged, and not committed extended Leadership Team is like an Executive hitting a blank wall. A common
brand, goals, role clarity, and group processes have not been established in forging the team. As a result, members are not actively involved in
11/17/2019 How Can We Turnaround Dysfunctional Teams? | flevy.com/blog
https://flevy.com/blog/how-can-we-turnaround-dysfunctional-teams/ 4/14
important decisions during meetings.
Credibility is lost more so when mediocrity is promoted and “yes” people are elevated to higher positions.
3. Organization Silos
During transition, Executives may inherit hierarchical and siloed organizations.
Definition of Silo Mentality in Business:
This traditional model of organization can lead to delays in decision making, lost opportunities, and erroneous non-adaptive responses to
shifting business environments.
Team Turnaround Strategies
Existence of dysfunctional teams indicate the presence of ineffective management system in companies. It has created a culture that is not
supportive towards the attainment of its goals and objectives.
Coming up with the appropriate Team Turnaround Strategies is necessary. Foremost in the priorities of the company is to diagnose the
situation and determine the factors that have detrimentally contributed to its development. Appropriate diagnosis will then effectively guide
our company in identifying the appropriate strategy necessary for specific team dysfunctions.
There are 3 dysfunctional Team Turnaround Strategies, each addressing a specific dysfunction.
1. Shared Accountability
2. Energized Commitment
3. Synchronized High Performance
The Silo Mentality as defined by the Business Dictionary is a mindset present when certain departments or sectors do not share
information, goals, tools, priorities, and processes with other departments. Silo is a business term that has been passed around
and discussed at many board room tables over the last 30 years.
“
11/17/2019 How Can We Turnaround Dysfunctional Teams? | flevy.com/blog
https://flevy.com/blog/how-can-we-turnaround-dysfunctional-teams/ 5/14
1. Turnaround Strategy to address Collective Delegation Up: Shared Accountability
A culture of Shared Accountability must be created where team members can vigorously debate issues and make choices by themselves
without fear of retribution. Culture change is not easy. Hence, a more systematic approach is necessary to engage and facilitate culture
change.
Culture change must be promoted and celebrated when members display decision making behaviors necessary to achieve Shared
Accountability.
2. Turnaround Strategy to address Collective Dysfunction: Energized Commitment
11/17/2019 How Can We Turnaround Dysfunctional Teams? | flevy.com/blog
https://flevy.com/blog/how-can-we-turnaround-dysfunctional-teams/ 6/14
Turning around a low energy, poorly engaged, and not committed team is not easy or instant. This can be a challenge specially if it is the
collective belief of the team that needs to be changed. The Executive must be able to determine the root cause of the team’s belief and
behavior to be able to turnaround the team.
A collective dysfunction can be turned around into an “Energized and Committed Team.” Our company must be able to recognize
discretionary energy and efforts. It is necessary that the Executives must be able to visibly demonstrate, communicate, and reinforce this to
the team.
3. Turnaround Strategy to address Organization Silos: Synchronized High Performance
Resolving the conundrum of organization and team silos can be best done by constructing “team of teams.” Organizing “team of teams’ can
dramatically improve strategic and operational capability of the organization to substantially scale up performance.
Achieving synchronized performance requires change at multiple levels in what the team believes and how they are organized.
Interested in gaining more understanding on how to turnaround dysfunctional teams? You can learn more and download an editable
PowerPoint about Team Turnaround Strategies here on the Flevy document marketplace.
Are you a management consultant?
You can download this and hundreds of other consulting frameworks and consulting training guides from the FlevyPro library.
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11/17/2019 How Can We Turnaround Dysfunctional Teams? | flevy.com/blog
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About Joseph Robinson
Joseph Robinson is the Vice President of Strategy at Flevy. Flevy is the marketplace for best practices in business management. Learn how
the Fortune 100 and global consulting firms do it. Improve the growth and efficiency of your organization by leveraging Flevy's library of best
practice methodologies and templates. The documents at Flevy (https://flevy.com) are of the same caliber as those produced by top-tier
management consulting firms, like McKinsey, BCG, Bain, and Accenture. Most were developed by seasoned executives and consultants with
20+ years of experience. Flevy covers 200+ management topics, ranging from Digital Transformation to Growth Strategy to Lean Management. You can
peruse a full list of management topics available on Flevy here. Prior to Flevy, Joseph worked as an Associate at BCG and holds an MBA from the Sloan
School of Management at MIT. You can connect with Joseph on LinkedIn here.
View all posts by Joseph Robinson →
11/17/2019 How Can We Turnaround Dysfunctional Teams? | flevy.com/blog
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[Whitepaper] How Can We Turnaround Dysfunctional Teams?

  • 1. 11/17/2019 How Can We Turnaround Dysfunctional Teams? | flevy.com/blog https://flevy.com/blog/how-can-we-turnaround-dysfunctional-teams/ 1/14 evyblog Flevy Blog is an online business magazine covering Business Strategies, Business Theories, & Business Stories. MANAGEMENT &LEADERSHIP STRATEGY,MARKETING,SALES OPERATIONS&SUPPLYCHAIN ORGANIZATION&CHANGE IT/MIS Other How Can We Turnaround Dysfunctional Teams? Contributed by Joseph Robinson on August 6, 2018 in Management & Leadership Building Effective Teams 111-slide PowerPoint presentation Executive Team Building 38-slide PowerPoint presentation Total Leadership Series (Course 8) - Leading Your Team 18-slide PowerPoint presentation Consulting Project Management Leadership & Team Effectiveness 51-slide PowerPoint presentation Assuming a new position in a Company is never easy. Everyone in the Company knows that Leadership (and extended) Team is vital to achieving success Yet, this is not always the case. Often, new executives get to face dysfunctional, non-performing, and poorly organized “team inheritances.” This can be a challenging dilemma when management is increasingly confronted with a volatile, uncertain, complex, and ambiguous (VUCA) business environment. Surviving a VUCA environment requires a “dynamic team” that strikes towards a common direction in unifying action to achieve one purpose.
  • 2. 11/17/2019 How Can We Turnaround Dysfunctional Teams? | flevy.com/blog https://flevy.com/blog/how-can-we-turnaround-dysfunctional-teams/ 2/14 In today’s world where competition has become stiffer, sharper, and rough, the importance of having High-Performing Leadership Teams” has come to a fore. Never shall executives allow dysfunctional teams to continue as deadwood that barely keeps our heads above water. Definition of a Dysfunctional Team… Can You Say “The Miami Heat?” In 2011, LeBron and his Miami Head “team self-implode during the 2011 NBA finals. The ESPNS poll showed that 49 states in the U.S. wanted to see Dallas beat Miami. The lesson was pretty obvious. The NBA finals showed that dysfunction within a team, regardless of the level of talent of the individuals, inhibits organizations from reaching their goals (in the case of the Miami Heat, an NBA championship). The good news is organizational dysfunction can be corrected by understanding the underlying causes that prevent teams from working as one. Common Leadership Team Dysfunctions Having a good understanding of common leadership team dysfunctions and the underlying causes that led to the creation of deadwoods in organizations can give Executives a better handle of rallying the troops to fly high.
  • 3. 11/17/2019 How Can We Turnaround Dysfunctional Teams? | flevy.com/blog https://flevy.com/blog/how-can-we-turnaround-dysfunctional-teams/ 3/14 1. Collective Delegation Up A team that “delegates up” decision is unwilling to make and own its decisions. This can be a limiting factor to Executives wanting to focus their energies on strategic issues. The team cease to be a tactical resource an Executive can tap to achieve planned results. Worse, a collective delegating up can create a culture of fear where team members become static and poor performing. 2. Collective Dysfunction Inheriting a low energy, poorly engaged, and not committed extended Leadership Team is like an Executive hitting a blank wall. A common brand, goals, role clarity, and group processes have not been established in forging the team. As a result, members are not actively involved in
  • 4. 11/17/2019 How Can We Turnaround Dysfunctional Teams? | flevy.com/blog https://flevy.com/blog/how-can-we-turnaround-dysfunctional-teams/ 4/14 important decisions during meetings. Credibility is lost more so when mediocrity is promoted and “yes” people are elevated to higher positions. 3. Organization Silos During transition, Executives may inherit hierarchical and siloed organizations. Definition of Silo Mentality in Business: This traditional model of organization can lead to delays in decision making, lost opportunities, and erroneous non-adaptive responses to shifting business environments. Team Turnaround Strategies Existence of dysfunctional teams indicate the presence of ineffective management system in companies. It has created a culture that is not supportive towards the attainment of its goals and objectives. Coming up with the appropriate Team Turnaround Strategies is necessary. Foremost in the priorities of the company is to diagnose the situation and determine the factors that have detrimentally contributed to its development. Appropriate diagnosis will then effectively guide our company in identifying the appropriate strategy necessary for specific team dysfunctions. There are 3 dysfunctional Team Turnaround Strategies, each addressing a specific dysfunction. 1. Shared Accountability 2. Energized Commitment 3. Synchronized High Performance The Silo Mentality as defined by the Business Dictionary is a mindset present when certain departments or sectors do not share information, goals, tools, priorities, and processes with other departments. Silo is a business term that has been passed around and discussed at many board room tables over the last 30 years. “
  • 5. 11/17/2019 How Can We Turnaround Dysfunctional Teams? | flevy.com/blog https://flevy.com/blog/how-can-we-turnaround-dysfunctional-teams/ 5/14 1. Turnaround Strategy to address Collective Delegation Up: Shared Accountability A culture of Shared Accountability must be created where team members can vigorously debate issues and make choices by themselves without fear of retribution. Culture change is not easy. Hence, a more systematic approach is necessary to engage and facilitate culture change. Culture change must be promoted and celebrated when members display decision making behaviors necessary to achieve Shared Accountability. 2. Turnaround Strategy to address Collective Dysfunction: Energized Commitment
  • 6. 11/17/2019 How Can We Turnaround Dysfunctional Teams? | flevy.com/blog https://flevy.com/blog/how-can-we-turnaround-dysfunctional-teams/ 6/14 Turning around a low energy, poorly engaged, and not committed team is not easy or instant. This can be a challenge specially if it is the collective belief of the team that needs to be changed. The Executive must be able to determine the root cause of the team’s belief and behavior to be able to turnaround the team. A collective dysfunction can be turned around into an “Energized and Committed Team.” Our company must be able to recognize discretionary energy and efforts. It is necessary that the Executives must be able to visibly demonstrate, communicate, and reinforce this to the team. 3. Turnaround Strategy to address Organization Silos: Synchronized High Performance Resolving the conundrum of organization and team silos can be best done by constructing “team of teams.” Organizing “team of teams’ can dramatically improve strategic and operational capability of the organization to substantially scale up performance. Achieving synchronized performance requires change at multiple levels in what the team believes and how they are organized. Interested in gaining more understanding on how to turnaround dysfunctional teams? You can learn more and download an editable PowerPoint about Team Turnaround Strategies here on the Flevy document marketplace. Are you a management consultant? You can download this and hundreds of other consulting frameworks and consulting training guides from the FlevyPro library. Readers Are Also Interested in These Resources Building Effective Teams 111-slide PowerPoint presentation Executive Team Building 38-slide PowerPoint presentation Total Leadership Series (Course 8) - Leading Your Team 18-slide PowerPoint presentation Consulting Project Management Leadership & Team Effectiveness 51-slide PowerPoint presentation Team Turnaround Strategies 22-slide PowerPoint presentation GRPI Model for Team Development 24-slide PowerPoint presentation
  • 7. 11/17/2019 How Can We Turnaround Dysfunctional Teams? | flevy.com/blog https://flevy.com/blog/how-can-we-turnaround-dysfunctional-teams/ 7/14 Post to Facebook Add to LinkedIn Post to Twitter About Joseph Robinson Joseph Robinson is the Vice President of Strategy at Flevy. Flevy is the marketplace for best practices in business management. Learn how the Fortune 100 and global consulting firms do it. Improve the growth and efficiency of your organization by leveraging Flevy's library of best practice methodologies and templates. The documents at Flevy (https://flevy.com) are of the same caliber as those produced by top-tier management consulting firms, like McKinsey, BCG, Bain, and Accenture. Most were developed by seasoned executives and consultants with 20+ years of experience. Flevy covers 200+ management topics, ranging from Digital Transformation to Growth Strategy to Lean Management. You can peruse a full list of management topics available on Flevy here. Prior to Flevy, Joseph worked as an Associate at BCG and holds an MBA from the Sloan School of Management at MIT. You can connect with Joseph on LinkedIn here. View all posts by Joseph Robinson →
  • 8. 11/17/2019 How Can We Turnaround Dysfunctional Teams? | flevy.com/blog https://flevy.com/blog/how-can-we-turnaround-dysfunctional-teams/ 8/14 4 Ways to Improve Customer Communication 1 comment • 3 years ago Avatar 24Task — Your blog is really a well-explained piece of information about Hire Virtual Assistant. Working with 24Task a virtual assistant can completely change the way that you – and your 5 Growth Hacking Tools for B2B Marketers 2 comments • 4 years ago Avatar Ashish — Interesting list of growth hacking tools. If you want to create mobile responsive landing pages quickly then use Sunny Landing Pages, www.sunnylandingpages.com. It helps every 4 Business Metrics Everyone Needs To Know 1 comment • 4 years ago Avatar Stephen Alagaratnam — Excellent pick of metrics! may I add Product/Service Quality? ForEx Trading Robot ROFX Review 1 comment • 2 years ago Avatar Mark Waschkowski — Hi,Now that you have been using the service for a while, how have you found it? I would like to join you but hesitate as I'm unsure of the company...Thank you,Mark ALSO ON FLEVY BLOG 0 Comments Flevy Blog Login1 t Tweet f Share Sort by Best LOG IN WITH OR SIGN UP WITH DISQUS Name Start the discussion… ? Be the first to comment. Subscribe✉ Add Disqus to your siteAdd DisqusAddd Disqus' Privacy PolicyPrivacy PolicyPrivacy🔒 Recommend
  • 9. 11/17/2019 How Can We Turnaround Dysfunctional Teams? | flevy.com/blog https://flevy.com/blog/how-can-we-turnaround-dysfunctional-teams/ 9/14 FEATURED DOCUMENTS Financial Ratios (Comparables) Analysis 22-slide PowerPoint presentation Evaluating Financial Ratios (or Financial Comparables) is a crucial method for evaluating the financial and competitive health of a company relative to its competitive peers. This document provides an overview to Financial Analysis, as well as deep dive into 20 widely used Financial Ratios. [Read More] Retail Bank Business Capability Model 1-page PDF document A business capability model for a Retail Bank. To be used as a core document for Enterprise Architects and EA work. Also very valuable to Business Architects and Business Architecture projects/programmes. [Read More] POPULAR DOCUMENTS ON FLEVY Digital Transformation Strategy 118-slide PowerPoint presentation Complete Business Frameworks Reference Guide 388-slide PowerPoint presentation ITIL 4 Foundation - PPT + ITIL 4 Poster (New) 210-slide PowerPoint presentation Get Your Cloud Strategy Right 170-page PDF document Strategic Biz Plan Template Automatic reports & dashboards to quickly & easily create your company's strategic plan. LUZ Excel Spreadsheets Open
  • 10. 11/17/2019 How Can We Turnaround Dysfunctional Teams? | flevy.com/blog https://flevy.com/blog/how-can-we-turnaround-dysfunctional-teams/ 10/14 ITIL 4 Poster (ITIL 4 - 2019, ITIL 4 SVS) - New 2-page PDF document Pharma Marketing Plan 2.0 277-slide PowerPoint presentation 1000+ Consulting Diagrams, Templates, Graphics & Icons 1125-slide PowerPoint presentation 875+ High Impact Presentation Templates 878-slide PowerPoint presentation Complete Guide to Value Creation 101-slide PowerPoint presentation Customer Experience Strategy - Template and Guide 56-slide PowerPoint presentation POPULAR ARTICLES
  • 11. 11/17/2019 How Can We Turnaround Dysfunctional Teams? | flevy.com/blog https://flevy.com/blog/how-can-we-turnaround-dysfunctional-teams/ 11/14 Introduction to Strategy Development and Strategy Execution Note from the Editor: This article is an excerpt from the presentation, Introduction To Strategy Development and Strategy Execution, which is available as ... 4 Effective Ways to Manage Resources More Efficiently All workplaces are an integration of numerous departments working together as one to ensure the business runs smoothly. Almost every sector is reliant on o... The 8 Most Critical Levers to Managing and Sustaining Change Most Transformation initiatives fail to achieve their anticipated objectives. Change Management is all about engaging and rallying people at all levels ... Avoid the Mistake of Taking Inventory Accuracy for Granted Inaccurate inventory leads to loss of sales, poor customer experience, and may indicate a more drastic issue of retail theft. Inventory Records Accuracy (... Top 4 Time Wasters Identified and Ways to Increase Productivity Time management is the act or process of planning and exercising conscious control over the amount of time spent on specific activities, especially to incr... The “Hard” Side of Change When discussing Change Management, most Change professionals focus on the "soft" factors that influence the success of a change program. These include ele... Do You Have What It Takes to Be an Effective Leader? Leadership is the single most important human capital issue that organizations face. In fact, in today’s 21st century business, leadership has become a vit...
  • 12. 11/17/2019 How Can We Turnaround Dysfunctional Teams? | flevy.com/blog https://flevy.com/blog/how-can-we-turnaround-dysfunctional-teams/ 12/14 COMPLIMENTARY BUSINESS TRAINING GUIDES What is Business Strategy without How can we anticipate & manage Embed View on Twitter Tweets by @flevydocs 2h 5 Tips for Retailers Starting an Ecommerce Store ift.tt/2NSSaIE #BCG Growth-Share Matrix - 9-slide deck flevy.com/browse/tweet/d…#smb #kaizen Flevy.com @flevydocs Flevy.com @flevydocs
  • 13. 11/17/2019 How Can We Turnaround Dysfunctional Teams? | flevy.com/blog https://flevy.com/blog/how-can-we-turnaround-dysfunctional-teams/ 13/14 proper Execution? Many companies develop robust strategies, but struggle with operationalizing their strategies into implementable steps. This presentation from flevy introduces 12 powerful business frameworks spanning both Strategy Development and Strategy Execution. [Learn more] BIG Organizational Change? This 48-page whitepaper, authored by consultancy Envisioning, provides the frameworks, tools, and insights needed to manage serious Change— under the backdrop of the business lifecycle. These lifecycle stages are each marked by distinct attributes, challenges, and behaviors. [Learn more] Want to save hours on your future presentations? We've developed a very comprehensive collection of Strategy & Transformation PowerPoint templates for you to use in your own business presentations, spanning topics from Growth Strategy to Brand Development to Innovation to Customer Experience to Strategic Management. [Learn more] Do you work in Operational Excellence or Lean Six Sigma? We have compiled a collection of 10 Lean Six Sigma templates (Excel) and Operational Excellence guides (PowerPoint) by a multitude of LSS experts. These tools cover topics including 8 Disciplines (8D), 5 Why's, 7 Wastes, Value Stream Mapping (VSM), and DMAIC. [Learn more] RECENT ARTICLES BY CORPORATE FUNCTION MANAGEMENT & LEADERSHIP Finding Corporate Philanthropy a Challenge? Let This Primer Guide You How to Achieve GREATER VALUE in M&A? Do the Fundamentals of Post-merger Integration OK, the Merger's Done. How Do We Secure the Promised Revenue Synergies? Why PLUS Decision Making Model is Essential to Ethical STRATEGY, MARKETING, SALES Customer-centric Culture: An Imperative in Today’s Age of the Customer How to Design a Breakthrough Customer Experience? How Do We Maximize Impact of Customer Experience on Value Creation? The 6 Core Capabilities of a Customer-centric Organization: Your OPERATIONS & SUPPLY CHAIN Making it Right the First Time: The Road to Operating Model Transformation Business Process Reengineering (BPR): Are We Succeeding or Failing? How Do We Maximize Impact of Customer Experience on Value Creation? Just Too Many Processes? Gain Back your ORGANIZATION, CHANGE, HR Advancing Digital Transformation in the Highest Form: The Next-gen Operating Model Making it Right the First Time: The Road to Operating Model Transformation Having Productivity Issues? Learn the Basics of Workplace Productivity The Age of Digital Transformation Is INFORMATION TECHNOLOGY Where Will We Feel the Greatest Impact of Robotic Process Automation (RPA)? When Data is Not Enough: The Need to Understand Purpose-driven Analytics The Age of Digital Transformation Is Unstoppable: Why the Need for Workforce Digitization The 6 Core Capabilities of a Customer-centric CORPORATE COMMUNICATIONS When Sustaining Stakeholder Interest Is Essential: The Importance of Corporate Social Responsibility (CSR) Sources of Value You're Building a Customer- centric Organization, So Where's the Customer Department? What's the Best Way to Manage and Communicate with Virtual Teams?
  • 14. 11/17/2019 How Can We Turnaround Dysfunctional Teams? | flevy.com/blog https://flevy.com/blog/how-can-we-turnaround-dysfunctional-teams/ 14/14 About Flevy.com / Terms / Privacy Policy Organizations Conducting PMI? Here Are the Critical 8 Decision Levers to Evaluate Ammunition to Winning a Highly Demanding Customer In this Digital Age, Are You Ready for Digital Reinvention? Competitiveness through Global Process Optimization How to Achieve GREATER VALUE in M&A? Do the Fundamentals of Post-merger Integration Unstoppable: Why the Need for Workforce Digitization In this Digital Age, Are You Ready for Digital Reinvention? Organization: Your Ammunition to Winning a Highly Demanding Customer Why Knowledge Management Strategy Is Important for Business Sustainability Can Business Communication Be Thought of As a Science? 4 Ways to Improve Customer Communication The Flevy Business Blog (http://flevy.com/blog) is a leading source of information on business strategies, business theories, and business stories. Most articles have been contributed for management consultants and industry executives with over 20 years of experience. If you would like to contribute an article, please email our editor David Tang at dave@flevy.com. Flevy (http://flevy.com) is the marketplace for premium business documents, such as management frameworks, presentation templates, and financial models. Our documents are of the same caliber produced by top tier consulting firms, like McKinsey, Bain, Accenture, BCG, and Deloitte. Learn more about Flevy here. Connect with Flevy: © 2019. Flevy LLC. All Rights Reserved.