In 2016 we were contacted by a client for an executive coaching. The challenge was clear: two years after opening the subsidiary, their Thai subsidiary was still underperforming. The Thai employees lacked motivation and ambition, and needed constant guidance and control. The Italian Country Manager was under pressure to meet the revenue targets, and very stressed due to the continuous need of micromanagement.
HOW WE RESPONDED
One of our Executive Coaches with a strong expertise in Far Eastern cultures worked with the Italian Country Manager at three levels: understanding how he was perceiving his Thai staff and how his unconscious negative beliefs were impacting the relationship, understanding what his Thai staff needed from him in order to trust him and feel motivated, and ultimately understand how to change his approach in order to get his team to change.
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Within only very few Executive Coaching sessions over the phone, the Italian Country Manager identified what was holding himself and his staff back. He immediately changed his approach and engaged the management team in organizing an important sales event he had been putting off for two years. The event was a huge success and greatly exceeded sales targets, the staff was motivated like never before. That year, revenues in Thailand went up by 43% compared to the previous year. The Regional HR manager for South East Asia reported that the team had become ‘phenomenal’.
Successful leaders are not automatically successful everywhere, despite their skills and good intentions. A leader who is ready to question themselves, to look at the people and context from a different perspective, and to take consistent action can make a big difference not only to the people they manage, but also to the organization’s bottom line. Partnering with an experienced Executive Coach can kick-off the process, and accelerate it.