2. Facts of the case
 It was a quarter to four on Friday afternoon Brian
Lorigan (V.P) Visited Rob Leonard and Given him
folder
 Rob Leonard is a 26 year old assistant broker in the
mortgage banking division of Old Dominion Trust, a
relatively small interstate bank located in the mid
Atlantic region.
 About Brian Lorigan - Brian Lorigan was senior vice
president, Mortgage Banking for Old Dominion and
executive Vice President for the Annandale Branch
Office. He was not only Leonard’s supervisor, but his
mentor and partner in several important projects.
 About the Project-federally funded mortgage program
that would permit low-to-middle-income, first time
home buyers to obtain financing at very low rates

3. Facts of the case
 Assumption- Leo started to explaining the progress of the
program which V.P. did not ask – Information about the project
program has been more than six months in development and
would require the co operation of state and local officials if it
were to work.
 Brian Lorigan (V.P) Visited Rob Leonard on behalf of Mr. Gidley
to speak about the new loan program to a group of Capitol Hill
neighborhood .Mr. Gidley missed his return flight – The Air lines
has allotted his seat to some other person
 “Mr Lorigan asked if I would fill in for Dick at the neighborhood
group meeting this evening and speak about the new loan
program. “The details are all in this package,” he said. I got a
phone number, a set of street directions to a renovated fire
station on Rhode Island Avenue, and the name of the woman
who would introduce me.
 It was five minutes to four, and this thing in Washington was
scheduled for seven o clock.”

4. Assumptions
 Rob Leonard has actively involved in the federally
funded mortgage program from preparation of the
documents prepared for the bank and for the select
committee that had prepared the legislation.
 Rob Leonard has received sufficient information from
the details of the package given by Brian Lorigan

5. Important Characteristics
Name of the company
Old Dominion Trust, small Interstate bank
Location
Mid Atlantic Region
Characters
Brian Lorigan :
 Senior vice president, mortgage banking for old dominion and
executive Vice President for the Annandale Branch Office
Rob Leonard :
 Assistant broker in the mortgage banking division of old
dominion trust
 Brian lorigan was leonard’s supervisor, but his mentor and
partner in several important projects.
Mr. Gidley:
 Brian Lorigan principal assistant

6. PROBLEM
Rob Leonard has an initial hesitation to stand-up in
public and speak about the program for which he was
not the Incharge

7. Solution
Rob Leonard will go and deliver the speech
and
consider the following Questions

8. 1. Assuming you are in Rob Leonard’s position, what
would you do? Would it be a good idea to tell
Mr. Lorigan you’re just not ready (or willing) to give
that speech?
Accept the V.P’s Request
and
Take it as a challenge

9. 2. What would you want to know about the
audience that you don’t already know? Where
could you find that information?
 Social status
Community, Incomes, Age Group, Population Density
 Information Sources:
 From the woman who would introduce
 The details of the package handover by the V.P
 Any collogue staying in that area (if any )
 Call Mr.Gidlay and get some information from him
and get copy of his speech (If he prepared)

10. 3. What would you want to know about the
occasion and speaking situation that you don’t
already know?
 Complete Time Schedule of the Meeting
 Any important persons attending the Meeting
 Dress code

11. 4. Is there anything you think you should know about
the physical layout of the room or the arrangements in
the fire station that you’ll be speaking in?
 Is it open or close area?
 Number of People Attending?
 Facilities Available (Mike,projector,Power,Dinner)

12. 5.How would you go about preparing your notes
for this speech?
 Take Tips from Mr. Gidley
 Take Tips from V.P.
 Note down important points from the package given
by V.P.

13. 6. What else would you bring with you for this event?
Do you have time to get visual aids or flip charts made?
Is that a good idea?
 Package given by V.P.
 Print material from the mail if you receive any mail
from Mr. Gidley
 I will Prepare Visual aids in journey which will help in
presentation

14. 7.How should you dress for this occasion?
Call-up the lady/Mr. Gidley and find out the Dress
Code

15. 8.What do you think your principal message
should be for these people?
 Old dominion Trust is here to help you buying your
dream Home.
 This is Federally funded Mortgage program for first
time home Buyers to provide home loans at very low
interest.

16. Thank you
THANK YOU