Case Studies

Australian Bank

Situation:

  • Australian Bank having undergone significant growth and major restructure
  • Client division had increased funds under management, loan book, and deposits.

Challenges:

  • Leadership Team was given a new target that was significantly higher than previous years.
  • Team members were exhausted and unclear how to meet these new targets, and there was a general state of confusion within a poor team climate.
  • New members had been recruited into the organisation. However, the destructive climate was driving down morale of even the new recruits.
  • A restructure was required; however, it was imperative that the performance of the business did not drop in the intervening period.

Resolution:

  • A climate program was implemented to lift the climate of the organisation during the period of the restructure.
  • A strategic facilitation program was implemented, aligning personal and professional goals.

Outcomes:

  • Results did drop during the time of the restructure, but at significantly lower levels than previous restructures.
  • The organisation was able to continue with strategic initiatives and is on track to deliver goals.

 

Financial Service Sector

Situation:

  • Financial services organisation had been asked to lift targets significantly.
  • Organisation had already done some sales training, but this had failed to significantly impact results.

Challenges:

  • Sales executives still saw themselves as product providers and did not have requisite skills to influence clients or the industry.
  • Many of the state managers did not have a high sense of accountability for targets and lacked the entrepreneurial skills to realise strategic outcomes.

Resolution:

  • A strategic influencing program was implemented for all sales executives, from the State Manager to the individual Business Development Manager.

Outcomes:

  • Some non-performing sales managers decided to leave the organisation after acknowledging they would not be able to influence at the level required.
  • Results show a significant increase in the revenues and they are on track to execute on the strategy.

 

Fund Manager

Situation:

  • Large international fund manager
  • Successfully grown the business from Greenfield site to over $9 Billion.

Challenges:

  • Team conflict.
  • Some team members were experiencing professional and personal stress.
  • Many of the team members were struggling to keep up the leadership requirements needed to shift from being a manager to a leader.
  • Some team members were not in the correct roles and were struggling to stay inspired.

Resolution:

  • Leadership coaching, identifying, and implementing next levels of leadership skills required by individuals to achieve growth targets
  • Team leadership program implemented, identifying and resolving team conflict through structured, facilitated feedback sessions, so team members could authentically address areas while maintaining strong working relationships.

Outcomes:

  • Team has increased revenues by 60% in the period of a year.
  • Energy of the team was redirected toward the market rather than each other.
  • An uninspired team member self-selected out of the organisation, releasing significant amounts of energy within the team.

 

Professional Services

Situation

  • Professional services firm was mid-tier in their rankings within the industry.

Challenges

  • Individuals promoted on technical skills to levels for which they did not have the requisite leadership or entrepreneurial skills.
  • Many successful technically proficient managers left the organisation, as they felt they would not be able to pick up the leadership or entrepreneurial skills required to be a successful partner at the firm.

Resolution

  • Create and implement a leadership development program at all levels of the organisation building from Analyst, Associate, Junior Partner and Senior Partner to Director.

Outcomes

  • Drop in turnover at the pre-partner level and subsequent increase in billing revenues
  • Using the leadership development framework as attraction, retention, and engagement tool across the organisation