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Entrepreneurs Panel

Debbie Pierce
Michael Oliver
Richard O'Sullivan
Jeremy Roberts
David Pollock
Jennie Johnson
Laura Tenison
Charlie Mullins
Julie Meyer
Brian Hay
Steve Purdham
Tony Caldeira

To bin or not to bin?

David Pollock

Set up Chess in 1993 to take advantage of the deregulation of the utilities market by re selling water, gas and electricity. In 1996 the business began to specialise in telecoms – reselling telecoms services to businesses throughout the UK - and since his first acquisition in 2004 has completed at least 24 more (many of which involved purchases of client bases and assets rather than entire businesses). Highly-focused on his staff, Pollock places the Chess “culture” at the heart of his ambitious expansion plans.

Question: 

I have a grossly under-performing salesman who I have been considering firing for some time. He has just asked to be transferred off the product... Can I just bin him anyway?

Answer: 

An underperforming salesman is no good to anyone. The product shouldn’t make any difference – it’s an excuse to keep his job/salary. Bin him or cut his pay and move him into another role.

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