Bottom Line, Inc.
Individual Contributor - Participant’s Workbook
THE WINDFALL Case Study
General Situation
You work for Sludge Brothers Inc., a company which manufactures and sells specialist oil-well pumps for the
petroleum industry. The company makes excellent profits and, as a result, the managing director has said that
there is extra money in the kitty for department who put up a good case. The extra cash available for the
remaining six months of this financial year depends on the number of departments represented at the
forthcoming meeting:
3 departments $285,000 available
4 departments $380,000 available
5 departments $475,000 available
You will be representing one of the following departments at this 45-minute meeting and the objective is to
secure a reasonable “slice of the pie” for that department, bearing in mind the needs of the company as well
as those of the department.
At the end of the 45 minutes, if the group fails to agree on division of the extra cash, then no department gets
anything extra.
The output from your meeting should be on a flip chart showing the departments and the sum of cash for
each agreed by all departments.
THE ORGANIZATION
BOARD
FINANCE
PRODUCTION
FREIGHT
Mgr. + Secretary
16 Staff
Mgr. + Secretary
80 Staff
Mgr. + Secretary
6 Staff
PERSONNEL AND
TRAINING
SALES
Mgr. + Secretary
6 Staff
Mgr. + Secretary
10 Staff
45 | P a g e