Business Case Studies, HRM / Organizational behaviour Case Study, Allen & Co.: People as Profit Centers

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HRM / Organizational behaviour Case Study

Case Title:

Allen & Co.: People as Profit Centers

Publication Year : 2004

Authors: Guru Dutta, G Srikanth

Industry: Banking, Insurance and Financial Services


Case Code: HRM0005

Teaching Note: Available

Structured Assignment: Available

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Allen & Co., one of the leading investment bankers specialises in forging long-lasting and lucrative relationships with the corporate leaders. Ever since its inception, the firm believed in people and their capabilities. Allen & Co.'s unique business proposition was its operating style that treated the senior bankers of the firm as 'profit centres’. With this unique relationship marketing, the company was able to strike many historical deals that made it the leading broker in the entertainment and technology sector.

Pedagogical Objectives:

  • To discuss the human resource practices of Allen & Co.
  • To discuss the role of relationship marketing in the making of a firm.

Keywords : Allen & Co., Investment banking, High networth individuals, Asset management companies, Sun Valley conference, Relationship managers, Herbert A Allen, Venture capital financing,HRM Case Study, Money management, People as profit centres, Relationship marketing, Entrepreneurship, Employee compensation, Investment management


  • Introduction
  • The Making of Allen & Co.
  • People as Profit Centers:
  • Allen's Relationship Marketing – The Road Ahead

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