61 .

CKNCJ$CPMU
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57$,'%6 #FFTGUUKPI1WT*KIJ2TKQTKV[2GTUQPPGN+UUWGU FKXWNIKPIVJGOCKPKFGCQHVJGRTQRQUCN

YJKEJWUGUVJGKPFKTGEVCRRTQCEJ
#U[QWTGSWGUVGFCHVGTNCUVOQPVJoU5VCVGQHVJG9QTMHQTEGOGGVKPI+oXGDGGPGZRNQTKPI 6JGQRGPKPIRCTCITCRJUGTXGUCUC
RQVGPVKCNTGURQPUGUVQVJGVQRVJTGGRGTUQPPGNKUUWGUVJGVGCOKFGPVKƂGFLQDUCVKUHCEVKQP TGOKPFGTQHVJGKTRTGXKQWUFKUEWUUKQPVJG
RQUKVKQPTGCFKPGUUCPFUWEEGUUKQPRNCPPKPI9GYGTGCNNEQPEGTPGFCDQWVVJGEQUVCPF VCUMJGYCUIKXGPCPFVJGGZRGEVCVKQPU
VKOGEQOOKVOGPVTGSWKTGFVQVCEMNGVJGUGDKIKUUWGUUQVJGEQPUGPUWUTGCEJGFCV CDQWVJQYJGYQWNFCRRTQCEJKV
VJGOGGVKPIYCUVQRTKQTKVK\GVJGKUUWGUCPFCFFTGUUVJGOQPGCVCVKOG
6JKUUKPINGUGPVGPEGRCTCITCRJKUVJG
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RTQOKUGUCUQNWVKQPVJCVKUDGVVGTVJCP
#TGCUQH%QPEGTP(KPFKPI%QOOQP6JTGCFU GZRGEVGF
6JGpDKIVJTGGqKUUWGUFGƂPKVGN[HGGNQXGTYJGNOKPIYJGPYGEQPUKFGTVJGEJCPIGU
PGGFGFKPQTFGTVQOCMGOGCPKPIHWNKORTQXGOGPVUKPCNNQHVJGO6JGTGKUJQRGKPVJG
FGVCKNUJQYGXGT%QOOQPVJTGCFUTWPVJTQWIJCNNVJTGGCTGCUCPFYGECPCFFTGUUOCP[
QHVJGRTQDNGOUYKVJCUKPINGUQNWVKQP

6QTGXKGYVJGVJTGGKUUWGU

r ,QDUCVKUHCEVKQP4GUWNVUHTQOVJGNCUVHQWTKPVGTPCNUWTXG[UUJQYCFKUVWTDKPI
RCVVGTPQHFKUUCVKUHCEVKQPYKVJOCP[GORNQ[GGUGZRTGUUKPIWPEGTVCKPV[CDQWV
YJGTGVJGKTECTGGTUCTGJGCFKPIEQPHWUKQPCDQWVJQYVJG[ƂVKPVQVJGDKIRKEVWTG
CPFCPIGTCDQWVPQVDGKPIIKXGPHCKTEQPUKFGTCVKQPHQTRTQOQVKQPU

r 2QUKVKQPTGCFKPGUU/CPCIGTUHTGSWGPVN[EQORNCKPVQWUVJCVQWTGORJCUKUQP
RTQOQVKPIHTQOYKVJKPKUFKHƂEWNVHQTVJGOVQCFJGTGVQDGECWUGVJG[ECPoVƂPF 6JKUUGEVKQPUWOOCTK\GUVJGRTGXKQWU
GPQWIJGORNQ[GGUYJQCTGTGCF[VQOQXGKPVQRQUKVKQPUQHITGCVGTTGURQPUKDKNKV[ FKUEWUUKQPYJKNGNC[KPIVJGITQWPFYQTM
'ORNQ[GGUWUWCNN[JCXGVJGVGEJPKECNUMKNNUDWVOCPCIGTUUC[VJCVOCP[NCEMVJG HQTKPVTQFWEKPICMG[TGCUQPHQTVJG
XKUKQPVQUGGJQYVJGKTKPFKXKFWCNGHHQTVUEQPVTKDWVGVQVJGNCTIGTGHHQTVQTNCEMVJG RTQRQUCNJGKUIQKPIVQOCMGYJKEJKU
RTQHGUUKQPCNKUOPGGFGFVQHWPEVKQPCVCJKIJNGXGNCTQWPFEWUVQOGTUGZGEWVKXGU VJCVJGJCUHQWPFCEQWRNGQHEQOOQP
CPFDWUKPGUURCTVPGTU VJGOGUKPVJGVJTGGCTGCUQHEQPEGTP

r 5WEEGUUKQPRNCPPKPI6JKUJCUDGGPCRTKQTKV[HQTUGXGTCN[GCTUDWVYGPGXGT
UGGOVQOCMGOWEJJGCFYC[VQYCTFRWVVKPICTGCNRTQITCOKPRNCEG9GoXG
UQNXGFQPGUKFGQHVJGGSWCVKQPtKFGPVKH[KPICNNVJGETKVKECNOCPCIGTKCNCPF
RTQHGUUKQPCNTQNGUYJGTGYGoTGXWNPGTCDNGVQGORNQ[GGUNGCXKPIQTDGKPI
RTQOQVGFtDWVYGJCXGPoVƂIWTGFQWVJQYVQKFGPVKH[CPFRTGRCTGRTQOKUKPI
ECPFKFCVGUVQOQXGKPVQVJGUGRQUKVKQPU
*GKPVTQFWEGUVJQUGVYQVJGOGUYJKEJ
UJCRGVJGRTQRQUCNJGKUCDQWVVQOCMG
#U+FWIVJTQWIJVJGUGKUUWGUVYQVJGOGUMGRVRQRRKPIWRCNCEMQHUJCTGF 6JKUYQTMUCUVJGKPVGTGUVUVCIGQHVJG
RWTRQUGCPFKPCFGSWCVGTGNCVKQPUJKRDWKNFKPI #+&#OQFGNUKPEGKVRTGUGPVUCPKPVTKIW
KPICPFWPGZRNQTGFCPINGQPKUUWGU
RTGXKQWUN[FKUEWUUGF

EQPVKPWGF

Figure 14.8 Internal Proposal

The manager in charge of his company’s employee development efforts has a solution to three worrisome workforce issues that he has previously
discussed with his boss, the director of human resources. He uses this memo-format proposal to outline a new employee mentoring program and
suggest how the company can get started on it.8
 2CIG

6JG.CEMQH5JCTGF2WTRQUG

6JGEQORCP[JCUCNYC[URTKFGFKVUGNHQPCVVTCEVKPIVJGDGUVRGQRNGKPGXGT[HWPEVKQPCN
URGEKCNV[DWV+DGNKGXGVJKUJCUTGUWNVGFKPCPQXGTGORJCUKUQPJCTFUMKNNUCPF *GTGJGQHHGTUOQTGKPHQTOCVKQPCDQWV
KPFKXKFWCNQWVRWVVQVJGFGVTKOGPVQHUQHVUMKNNUCPFCPQXGTCNNUGPUGQHVGCOYQTMCPF VJGVYQVJGOGUJGFKUEQXGTGFCUJGEQP
UJCTGFEQPVTKDWVKQP+VoUPQUWTRTKUGVJCVUQOCP[GORNQ[GGUHGGNCFTKHVCPF VKPWGUVQNC[QWVVJGTGCUQPUHQTJKU
FKUEQPPGEVGFYJGPYGFQPoVHQUVGTCEQOOWPCNUGPUGQHJQYVJGEQORCP[HWPEVKQPU RTQRQUGFUQNWVKQP
CUCPKPVGITCVGFGPVGTRTKUG9GJCXGUQOGQHVJGDTKIJVGUVGORNQ[GGUKPVJGKPFWUVT[
DWVOCP[CTGVQQHQEWUGFQPVJGVCEVKEUQHVJGKTQYPLQDU

+PCFGSWCVG4GNCVKQPUJKR$WKNFKPI

#HVGTTGXKGYKPIVJGGORNQ[GGUWTXG[FCVC+YCPVGFVQIGVCOQTGRGTUQPCNVCMGQP
VJGUGKUUWGUUQ+KPVGTXKGYGFOQTGVJCPVYQFQ\GPRTQHGUUKQPCNUVCHHGTUCPF
OCPCIGTUCETQUUCNNFKXKUKQPU6JGUGKPVGTXKGYUWPEQXGTGFCPQVJGTVTQWDNKPIF[PCOKE
9GoTGPQVXGT[IQQFCVDWKNFKPIRTQHGUUKQPCNTGNCVKQPUJKRUVJTQWIJQWVVJGQTICPK\CVKQP

'ORNQ[GGUCPFVJGKTOCPCIGTUVGPFVQUVC[KUQNCVGFYKVJKPVJGKTHWPEVKQPCNUKNQUCPF
FQPoVUGGOVQWPFGTUVCPFQTGXGPECTGCDQWVVJGEJCNNGPIGUHCEGFD[VJGKTEQNNGCIWGU
KPQVJGTFGRCTVOGPVU1PGOCTMGVCPCN[UVFGUETKDGFETQUUHWPEVKQPCNOGGVKPIUCU
pUVTCPIGTUHQTEGFVQEQQRGTCVGYKVJUVTCPIGTUq/CPCIGTUVT[KPIVQƂNNRTQOQVKQPCN
QRRQTVWPKVKGUUQOGVKOGUFQPoVMPQYYJGTGVQNQQMDGECWUGVJG[TCTGN[IGVVQMPQY
GORNQ[GGUQWVUKFGVJGKTQYPEJCKPQHEQOOCPF#PFGXGT[RTQHGUUKQPCNUVCHHGT+VCNMGF
VQGZRTGUUGFUQOGXCTKCVKQPQHHGGNKPINQUVYKVJPQQPGVQVWTPVQHQTEQPƂFGPVKCNECTGGT
CFXKEG

2TQRQUGF5QNWVKQP'ORNQ[GG/GPVQTKPI
%NGCTN[YGJCXGUQOGEJCNNGPIGUQPQWTJCPFU6JGIQQFPGYUKUVJCVYGJCXGVJG
RQVGPVKCNVQUQNXGOCP[QHVJGOYKVJCPGORNQ[GGOGPVQTKPIRTQITCO*GTGKUCDTKGH #VVJKURQKPVJGKUTGCF[VQUJKHVHTQO
QXGTXKGYQHOGPVQTKPIRTQITCOUVJGKTDGPGƂVURQVGPVKCNUVWODNKPIDNQEMUCPFC pUGNNKPIVJGRTQDNGOqCPFNC[KPIVJG
TGEQOOGPFGFUVTCVGI[HQTNCWPEJKPIQWTQYPRTQITCO ITQWPFYQTMVQRTGUGPVKPIJKUUQNWVKQP

%QOOQP(GCVWTGUQH/GPVQTKPI2TQITCOU

*GTGCTGVJGMG[HGCVWTGUEQOOQPVQOQUVOGPVQTKPIRTQITCOU

r +VoUCHQTOCNRTQITCOOCVEJGUKPVGTGUVGFGORNQ[GGUYKVJOCPCIGTUCPF
UGPKQTRTQHGUUKQPCNUVCHHKPQPGQPQPGEQCEJKPITGNCVKQPUJKRU6JGEQCEJKPI
ECPKPXQNXGLQDURGEKƂEEJCNNGPIGUYQTMNKHGDCNCPEGYQTMRNCEGEQPƃKEVUQT 6JKUDTKGHQXGTXKGYQHGORNQ[GGOGPVQT
CP[VJKPIGNUGVJGRCTVKEKRCPVUFGEKFGKUWUGHWN KPIRTQITCOUGUVCDNKUJGUEQOOQPITQWPF
YKVJJKUTGCFGTUQJGECPDGUWTGVJG[
r 'ORNQ[GGUCPFVJGKTOGPVQTUOGGVQTCVNGCUVVCNMQPCTGIWNCTUEJGFWNG
CTGVJKPMKPICDQWVVJGUCOGVJKPI
%QPVKPWKV[KUGUUGPVKCN

EQPVKPWGF

Figure 14.8 Internal Proposal (continued )

 2CIG

r *4RTQXKFGUVJGpOCVEJOCMKPIUGTXKEGqVQJGNRƂPFVJGQRVKOWORCKTKPIUCPF
OCPCIGFGOCPFDWVKUPoVKPXQNXGFKPVJGCEVWCNOGPVQTKPI

r /GPVQTKPITGNCVKQPUJKRUCTGEQPƂFGPVKCNIKXKPIDQVJUKFGUVJGHTGGFQOVQVCNM
QRGPN[

2QVGPVKCN$GPGƂVUQH/GPVQTKPI2TQITCOU

/GPVQTKPIECPIQCNQPIYC[VQYCTFUQNXKPIVJGUGRTQDNGOUQHUJCTGFRWTRQUGCPF
TGNCVKQPUJKRDWKNFKPIDWVEQORCPKGUTGRQTVCPGXGPYKFGTTCPIGQHDGPGƂVUHTQOVJGKT
OGPVQTKPIRTQITCOU
*GTGJGRTGUGPVUVJGIGPGTCNDGPGƂVUQH
r 'ORNQ[GGUECPNGCTPJQYVQRTQHGUUKQPCNN[PCXKICVGVJGEQTRQTCVG OGPVQTKPIRTQITCOUKPCYC[VJCVEQP
GPXKTQPOGPVHTQOUWDVNGKUUWGUUWEJCUDWUKPGUUGVKSWGVVGVQDTQCFGT PGEVUVJGOVQVJGVYQVJGOGUJGKFGPVK
SWGUVKQPUUWEJCUJQYVJG[EQPVTKDWVGVQEQORCP[ITQYVJ ƂGFGCTNKGT
r 'ORNQ[GGUECPFKUEWUURTQDNGOUCPFYQTTKGUYKVJCVTWUVGFCFXKUQTYKVJQWV
HGCTQHTGVTKDWVKQP

r /CPCIGTUICKPKPUKIJVUKPVQVJGEJCNNGPIGUGORNQ[GGUCTGHCEKPIDG[QPFVJG
VCEVKECNFGOCPFUQHVJGKTLQDUYJKEJYKNNJGNRVJGOOCPCIGCPFNGCFOQTG
GHHGEVKXGN[

r /CPCIGTUCPFGORNQ[GGUNGCTPCDQWVVJGEJCNNGPIGUCPFEQPVTKDWVKQPUQH
QVJGTHWPEVKQPCNCTGCUYJKEJYKNNHQUVGTDGVVGTEQQRGTCVKQPDGVYGGP
FGRCTVOGPVU

r 6JTQWIJVJGKTOGPVQTUGORNQ[GGUECPOGGVQVJGTOCPCIGTUGZGEWVKXGU
CPFKPƃWGPVKCNUGPKQTUVCHHGZRCPFKPIVJGKTPGVYQTMUYKVJKPVJGEQORCP[CPF
QRGPKPIOQTGECTGGTFQQTU

r /CPCIGTUECPOQPKVQTVJGRTQITGUUQHRTQOKUKPIGORNQ[GGUCPFIWKFGVJGO
KPVQPGYQRRQTVWPKVKGU

r #UCPGORNQ[GGDGPGƂVOGPVQTKPIECPJGNRWUCVVTCEVCYKFGTCPFOQTG
FKXGTUGRQQNQHQWVUKFGLQDECPFKFCVGU

r /GPVQTKPIECPDQQUVRTQFWEVKXKV[D[JGNRKPIGORNQ[GGUƂPFVJGDGUVYC[UVQ
KPXGUVVJGKTVKOGCPFETGCVKXGGPGTI[

r 2TQCEVKXGOGPVQTKPIECPJGNRVJGEQORCP[IGVVJGHWNNRQVGPVKCNHTQO
GORNQ[GGUYJQFQPoVHGGNNKMGVJG[CTGRCTVQHVJGpKPETQYFqYKVJKPVJG
EQORCP[

r 6JTQWIJpTGXGTUGOGPVQTKPIqUGPKQTUVCHHCPFOCPCIGTUOC[JCXG
QRRQTVWPKVKGUVQNGCTPCDQWVFKIKVCNOGFKCWUGCPFQVJGTXCNWCDNGUMKNNUVJG[
JCXGPoVJCFVQGODTCEGKPVJGKTECTGGTU

6JGDQVVQONKPGKORCEVQHOGPVQTKPIRTQITCOUKUPoVCNYC[UGCU[VQOGCUWTGDWVO[
TGUGCTEJHQWPFUQOGEQORGNNKPIƂIWTGU(QTGZCORNGEQORCPKGUJCXGUGGP

EQPVKPWGF

Figure 14.8 Internal Proposal (continued )

 2CIG

5JCTKPIVJGRQUKVKXGQWVEQOGUVJCVQVJGT
VWTPQXGTFTQRD[CUOWEJCURGTEGPVKPVJG[GCTCHVGTOGPVQTKPIYCUNCWPEJGF EQORCPKGUJCXGGZRGTKGPEGFUJQWNF
CPFVJGOCLQTKV[QHGORNQ[GGUCPFOGPVQTUCNKMGTGRQTVKORTQXGFLQDUCVKUHCEVKQPCU JGKIJVGPJKUDQUUoUFGUKTGVQGZRNQTGVJG
CTGUWNVQHDGKPIKPXQNXGFKPOGPVQTKPI RQUUKDKNKV[QHUVCTVKPICRTQITCO

%QUVUCPF2QVGPVKCN%JCNNGPIGU

6JGDGPGƂVUQHOGPVQTKPIFQPGGFVQDGYGKIJGFCICKPUVEQUVUCPFUQOGRQVGPVKCN
EJCNNGPIGU

r /CP[EQORCPKGUƂPFVJGOUGNXGUYKVJOQTGKPVGTGUVGFGORNQ[GGUVJCPVJGKT
RTQITCOUECPUWRRQTVUQYGPGGFVQOCPCIGVJGFGOCPFKPCHCKTCPF
VTCPURCTGPVYC[
*GKUQRGPCDQWVVJGFQYPUKFGUQH
r 6JGTGYKNNDGUQOGFKTGEVCPFKPFKTGEVEQUVUKPENWFKPIVTCKPKPIHQTOGPVQTUCP OGPVQTKPIRTQITCOUYJKEJCFFTGUUGU
CWVQOCVGFU[UVGOHQTOCVEJKPIOGPVQTUYKVJGORNQ[GGUCUVJGRTQITCO UQOGRQVGPVKCNQDLGEVKQPUCPFJGNRU
UECNGUWRCPFENGTKECNCPFUWRGTXKUQT[YQTMNQCFHQT*4 OCKPVCKPJKUETGFKDKNKV[QPVJGUWDLGEV
r /GPVQTKPITGSWKTGUVKOGCPFGPGTI[UQOGPVQTUoYQTMNQCFUYKNNPGGFVQDG
CFLWUVGFCEEQTFKPIN[

r /GPVQTKPIECPETGCVGEQPƃKEVUYKVJGORNQ[GGUoFKTGEVUWRGTXKUQTUUQ*4YKNN
PGGFVQQHHGTOGFKCVKQP

9GECPRTGFKEVUQOGQHVJGUGEQUVUCPFEQORNGZKVKGUDWVVJGOQUVCEEWTCVGYC[VQ
CUUGUUVJGOYKNNDGVQTWPCRKNQVRTQITCOCU+RTQRQUGKPVJGPGZVUGEVKQP
p0GZVUVGRUqUKIPCNUJKUUJKHVVQVJGCEVKQP
0GZV5VGRU&GXGNQRC$WUKPGUU%CUGCPF.CWPEJC2KNQV RJCUGQHVJG#+&#OQFGN*GQWVNKPGUC
2TQITCO DTKGHRNCPVQOQXGHQTYCTFCPFEQPENWFGU
D[CUMKPIHQTCOGGVKPIVQIGVVJKPIU
6JGTGUGCTEJOCMGUCENGCTECUGHQTOGPVQTKPIRTQXKFGFKVKURNCPPGFECTGHWNN[CPF TQNNKPI
OCPCIGFYGNN+RTQRQUGVJCVYGFGXGNQRCHQTOCNDWUKPGUUECUGHQTCOGPVQTKPI
RTQITCOCPFRTGUGPVKVVQVJG'ZGEWVKXG%QWPEKN9GPGGFVQRFQYPUWRRQTVCPFVJG
RCTVKEKRCVKQPQHGZGEWVKXGUVJGOUGNXGUCUOGPVQTUUQ%NGXGNDW[KPKUGUUGPVKCN

4CVJGTVJCPNCWPEJKPIEQORCP[YKFG+VJKPMYGUJQWNFUVCTVYKVJCNKOKVGFRKNQV
RTQITCOYKVJRGTJCRUVYQQTVJTGGFQ\GPRCTVKEKRCPVU6JKUYKNNNGVWUƂPGVWPGVJG
RTQITCOCPFIGVCENGCTGTGUVKOCVGQHEQUVUKPQTFGTVQTGƂPGDWFIGVUDGHQTGUECNKPI
WR

/[TQWIJGUVKOCVGKUVJCVVJGRKNQVRTQITCOYKNNTGSWKTGQPGHWNNVKOGUVCHHOGODGTKP
*4VQHCEKNKVCVGOCVEJOCMKPIOGFKCVGEQPƃKEVUCPCN[\GTGUWNVUCPFRNCPVJG
EQORCP[YKFGTQNNQWV6JKUPGYRQUKVKQPYKNNJCXGCNQCFGFEQUVQHCRRTQZKOCVGN[
M+UJQWNFPoVJCXGCP[RTQDNGOENGCTKPIQWVVJKUOWEJKPO[QRGTCVKPIDWFIGV
RTQDCDN[D[ECPEGNKPIVJGNQYGUVTCVGFVTCKPKPIEQWTUGU
CUYGoXGDGGPFKUEWUUKPI
FQKPICP[YC[

%CP+IGVQP[QWTECNGPFCTUQOGVKOGPGZVYGGMVQIQQXGTVJGRQVGPVKCNUVTWEVWTGQH
VJGRTQITCOCPFCPUYGTCP[SWGUVKQPUQTEQPEGTPU[QWOC[JCXG!

Figure 14.8 Internal Proposal (continued )