I am accountable for bad results but have no say. Help!

Aunty B is on leave. This article first appeared on February 1, 2010.

Dear Aunty B,

I am about to be dragged over the coals by my boss but it’s not my fault!

Our firm is made up of lots of small groups and each group focuses on one sector: retail, education, government and so on.

The boss sets the targets and also does the pitch to clients. Yet we are held accountable for the results.

We have had a very tough few years and this year looks no better. The government stimulus for schools has actually kept us afloat and in work, but that has now dried up.

I am about the be hauled over the coals for my groups’ performance in the last quarter but I don’t feel I have any control over how the work is being pitched and sold (he refuses to hire sales staff because he won’t spend the money.) I also have no say over the pricing which he sets too low so we get the contract but then leaves us open to making a loss.

I also think we need to change focus and chase after work I know we can get instead of the work he thinks he can get.

What can I do? Do I have to leave?

In despair,
Vic

Dear In despair,

Gosh. It sounds to me like this was a badly run business that did okay when times were good but gets found out when things are tough. The bad news is that this year will still remain tough for companies like yours and you must change direction and chase clients you know you can get and who will pay you what you need to make a profit.

You are actually spot on about accountability. You can’t be held responsible for results when you have no say in the clients you pursue, the way the work is sold and the prices charged.

You have two options. Leave and find a company that is well run. Second, start your own firm. You seem to have a good grasp on the business basics. And it is often just such a situation – where you can see that you can do a better job than the boss – that prompts someone to leave their job and start their own business.

But meanwhile, prepare for the meeting. Tell your boss that you want more responsibility: that you want to be in charge of which clients you target and the pitch and pricing.

Good luck,
Your Aunty B