Controller Style

TaoLead, headquartered in London, is a leading leadership development provider through blended learning, serving clients globally with offices in the UK, Greece, Saudi Arabia, Colombia, and Belgium. Georgia, the EVP of Sales and Marketing, proposes decentralizing their currently centralized structure to enhance customer focus and competitiveness. Her plan involves relocating national account executives closer to major clients and establishing regional teams, with primary resistance coming from salespeople over relocation costs and change management.Theo is the CEO and Peter is the COO.

TAOLEAD RESTRUCTURING

"Peter, I need your support to introduce this restructuring plan to Theo. He trusts you, and your endorsement will give me the credibility I need."Peter: "Georgia, I understand. Let’s start by steadily providing him with detailed information. We need to make him feel like he’s uncovering the solution himself."

Initiating the Information Flow

Georgia: "We need to ensure every piece of information is thorough and factual. Theo needs to see every detail laid out logically."Peter: "Right. Let’s emphasize the problems first and then build up to the proposed solutions. We’ll provide everything he needs to make the decision himself."

Preparing Detailed Information

Peter: "Theo, we’ve compiled detailed customer reports and financial projections for you to review. They highlight some pressing issues we need to address." (Hands over the folder)Theo: "What’s the basis for these projections?"Georgia: "We’ve included comprehensive data from recent market studies and internal audits. Each point is backed by specific analytics." (Points to key data in the folder)Theo: "I’ll look through these. Expect some questions."

Delivering the First Batch of Data

Theo: "I’m seeing some inconsistencies here. Explain these."Georgia: "We’ve noted those inconsistencies as well. Here’s some new research from Walker Consulting, which seems to contradict the study we commissioned last year." (Hands over additional documents)Peter: "We believe further analysis is needed to reconcile these differences. We’ve provided all the data points for you to review."Theo: "I’ll need more time to go through these. Ensure everything is accurate."

Second Batch: Addressing Queries and Providing More Data

Peter: "Theo, we’ve continually updated you with all the necessary information over the past few months. This final proposal integrates all the insights we’ve gathered."Georgia: "This reorganization plan is detailed and structured, addressing all the identified issues comprehensively."Peter: "Here’s our proposed action plan, with a detailed schedule of milestones."Georgia: "We’ve provided all the data points, and every step is backed by thorough analysis. It’s your decision now."Theo: "Alright, I see the thoroughness in your approach. Let’s discuss the next steps."

Third Batch: Finalizing the Proposal through Persistent Information Flow

Cheet Sheet

Aligning with the Needs of Followers:The proposed approach aligns well with the needs of a follower leader like Theo due to the following key elements:Emphasis on Proven SuccessFollowers need reassurance through proven examples. Georgia and Peter present detailed case studies of successful restructurings from other industries, highlighting how similar companies have implemented the changes effectively. This helps Theo feel secure knowing that the approach has been tried and tested elsewhere.Credibility Through Trusted SourcesFollowers trust known and reputable sources. By consulting multiple reputable experts and ensuring that Peter, a trusted executive, is involved in the presentation, Georgia establishes credibility. This helps Theo feel confident that the information is reliable and trustworthy.Concrete Examples and Detailed PlansFollowers prefer concrete, specific information. Georgia and Peter provide specific details about how the restructuring will work, supported by data and real-world examples. They present a detailed action plan with milestones, minimizing the perceived risk and making the proposal more tangible.Minimizing Risk While Appearing InnovativeFollowers avoid high-risk decisions but appreciate innovation. Georgia and Peter frame the restructuring as innovative yet proven, showing that it’s a new approach within the industry but has been successful in other contexts. This balances Theo’s need for safety with his desire to be seen as forward-thinking.Encouraging Involvement and CustomizationFollowers value input and customization. By presenting multiple options and encouraging Theo to mix and match elements, Georgia and Peter involve him in the decision-making process. This makes Theo feel more invested in the plan and gives him a sense of control.Quick Decision-MakingFollowers act quickly once convinced. By providing comprehensive information and demonstrating low risk through case studies and detailed planning, Georgia and Peter help Theo feel ready to make a swift decision.By emphasizing proven success, leveraging trusted sources, providing concrete examples, minimizing risk while highlighting innovation, encouraging involvement, and facilitating quick decision-making, Georgia effectively aligns her approach with Theo’s needs as a follower, ensuring he feels confident and supported in making a decision.

On the approach