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1、www.hbr.orgHBRCASESTUDYANDCOMMENTARYShouldSid’sweightFatChancebeafactorinBill’sdecision?byBronwynFryerandJuliaKirbyFourcommentatorsoffer•expertadvice.ReprintR0505ASidhasputhishatintheringforaclient-servingposition.He’sgottheskillsandtheknowledge—theproblemis,
2、he’salsoobese.Canhisweightbeafactorinthedecision?HBRCASESTUDYFatChancebyBronwynFryerandJuliaKirbyBillHouglanwasthreepagesdeepintohisterviewingcandidatesoverthenextmonthorspreadsheetwhenhefeltthethud,thud,thudso.”throughtherough-hewnfloorofthehallway“Terrific,”S
3、idsaid.“Well,Ihopeyou’llkeepconnectingsalesandmarketingwiththedesk-meinmind.”toppublishinggroup.“HerecomesSid,”he“Sure,Sid,”Billresponded,turningtostarethought.athiscomputerscreen.“I’llkeepyouposted.”TheSeattleofficesofNMOFinancialSer-He’sagoodguy,Billthought,
4、asSidcontin-vices,charminglysituatedinaquaintoldbuild-ueddownthecorridor.Youcan’tblamehimforingonacitywharf,wererathersensitivetothecomingbytohelphiscause.Ormaybeitwasrattleofpassingtrucks—andtoSidShawn’sthedelitraythathadluredSiddownthishall-400-poundfootste
5、ps.ThedoortoBill’sofficeway?Avendorhadtreatedtheproductionwasopen,soinsteadofjustpassingby,thegrouptolunchthatday,andthereweresand-obesemanstoppedandlookedin.wichesandcookiesleftoverfortherestofthe“How’sitgoing,Sid?”Billsaid.Henoticedstaff.Almostassoonasthatno
6、tionenteredhisthatSid’sfacewasabitmoist;heseemedshorthead,Billrebukedhimselfforit.Heleanedofbreath.backandsighed,nothappyaboutthedecision“Goinggreat,”Sidreplied,smilingandgivinghewouldhavetomake.NMO’sVPofsalesandmarketingalittlesalute.Aten-yearveteranofNMOand
7、amainstay“Hey,didTerryhappentospeakwithyou?”ofthepensionsmarketinggroup,Sidhadal-“Uh,yes,”Billsaid.“Sheputyourrésuméandwaysbeenagood,consistentworker.Asaprod-everythinginthesystem.I’msupposedtobein-uctspecialist,hewasaninvaluableresourcetoOPYRIGHT©2005HARVARD
8、BUSINESSSCHOOLPUBLISHINGCORPORATION.ALLRIGHTSRESERVED.CHBR’scases,whicharefictional,presentcommonmanagerialdilemmasandofferconcretesolutionsfromexperts.harvardbusinessreview•may2005page1Fa
