Case Studies
Case 5: Coaching to Enhance Executive Impact
Client Situation:
A Director of a global pharmaceutical company received feedback
through the company’s 360 feedback process. Based on his
leadership approach and communication style, he was not as effective
as he wanted to be with peers and direct reports. Although 360
feedback was only used for “development purposes”
within this organization, the Director was concerned that this
assessment from these two constituencies might adversely impact
his career aspirations.
Solution:
We met with the client and began the process of gathering specific,
anecdotal feedback on his behavior and how well it matched the
organization’s culture. We identified specific objectives
he wanted to work on, which would support him in successfully
meeting his business goals while meeting the needs and preferences
of his peers and staff.
In considering his leadership approach, he recognized that he
had been with his last organization for more than 8 years, and
folks there were quite familiar and accepting of his direct and
action-oriented approach. In coaching sessions, we were able to
have the executive think through why this same approach might
be ineffective in his current organization. We reviewed how he
would normally approach meetings (in both one-to-one and large
group settings) and strategized how he might adjust his approach
to achieve his desired results.
Results:
In addition to preparing (differently) for his meetings, the
Director recognized that taking time to get to know his staff
and peers (their values, accomplishments, desires and then sharing
his own with them) provided a solid foundation needed to support
his direct, action-oriented personality and receive a positive
response. He realized that, in the past, he would have viewed
this thought process and preparation as “coddling”
staff and co-workers. He now sees this approach as a powerful
way to get a critical mass of energy working in support of the
business imperatives. His senior management is impressed with
his ability to work within their organizational climate and consider
him to be a vital part of their company’s future.
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