In 1997, the merger of retail giant Dean Witter and the investment bank Morgan Stanley was the year when Bob Sculthorpe was appointed director of private clients (PCS) at Morgan Stanley Dean Witter (MSDW). The company is still operating under two separate broker-dealer registration, and there was no satisfactory solution to the dilemma faced by the leaders of the retail division of securities MSDW. Where Morgan Stanley PCS and high net worth necessary focus on retail / investment banking giant? If Morgan Stanley PCS be combined with 10000 to executives at Dean Witter? Sculthorpe face several dilemmas: Would highly compensated MS PCS brokers to stay in a unit of broker? Customer retention can also be a problem if the two were combined salesforces thus incompatible with branding, either. With a few key investment PCS experts in various stages of consideration, to leave the competition, he knew that he must act quickly and decisively. "Hide
by Thomas J. DeLong, Catherine Conneely, Ann Rusher, David Darst Source: Harvard Business School 17 pages. Publication Date: December 18, 1998. Prod. #: 899107-PDF-ENG
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