Great leadership in good times and bad

REGIONAL DIRECTOR

We worked with the regional director professional services of a global data warehousing business. He had been hugely successful in setting up and growing his part of the business, however, the global board were now demanding tighter cost control and a focus on sustaining recent growth.

The director’s challenges were primarily around mindset and leadership maturity. His strengths in the start-up situation had been his blue-sky strategic thinking and entrepreneurial flair. For his people, rewards and prospects were good and they readily put up with the turmoil and pain of rapid change. However, his people now feared for their jobs and he needed to provide stability and consistency and focus on retaining core business.

Through his Accelerated Success executive programme the director quickly saw that to control costs and retain staff he needed to build a culture of collaboration between his and other functions, something that had not previously been a priority. He developed a new set of strategic goals that were aligned with those of other functions and the business as a whole, and paid much more attention to how he communicated with other function heads and with his own management team. He also worked with his management team to refocus their teams and reassure them that they had a long term future with the company.

He was able to steady the ship, reduce costs and instil a sense of confidence across the region. Staff retention has been very good and his part of the business continues to grow rapidly, exceeding revenue targets year on year.