Read how CE combines remote leadership and WFH

New follow-up method and frequency enhance leadership impact across borders (and during COVID/WFH)

STARTING POINT

• Significant market potential for CE
• Offices in 4 countries, 90+ employees, and a distinct value proposition
• High collaboration joy, pride, and enthusiasm among colleagues
• Numerous analyses, plans, and meetings over time

CHALLENGE

• Commercial behavior isn’t naturally ingrained in employees’ DNA
• Sales performance and pressure rest on a few partners/offices
• Seniors hesitant about sales, with other job motivations
• Partners need to expand sales responsibility among seniors to drive growth
• Employees seek clearer expectations, communication, and leadership
• Execution is now required

PROCESS

• Gap analysis (Deep Dive, in-depth interviews, thesis catalog, recommendations)
• Reporting on 7 concrete, prioritized recommendations to achieve goals
• Development and design of weekly 10-minute Check-in conversations (follow-up format)
• Training partners and managers in selling, framework setting, questioning methods, and processes
• New gap analysis 12 months later documenting results, new gaps, and next steps

RESULT

• Higher profit and reduced churn with the same time investment (for partners/managers)
• CE’s sharpened culture attracts heavy profiles from both domestic and international talent pools
• Clear role allocation and explicit expectations increase employee satisfaction
• Tighter value chain and fewer fallbacks

TIPPING POINTS

• Method replaces annual reviews, freeing up productive partner time
• Conversation structure creates overview, transparency, and motivation for new behavior
• Frequency ensures deviations and potential conflicts are addressed early on