ABOUT THE CLIENT
Credit Agricole Bank Polska S.A. is a universal bank that has been operating on the Polish market for over 20 years, has over 400 branches, and is one of the most frequently recommended banks in Poland.
Industry: retail and universal banking
CHALLENGES AND NEEDS
The program’s goal was to build a teamwork strategy in the CABP sales macro-region, covering 7 regions and 90 bank branches (1/4 of the bank’s operations in Poland). The key organizational objectives of the program, defined by the new Macro-Regional Director, were:
- Streamlining daily communication between regional directors,
- Enhancing regional teamwork (exchange of practices, knowledge, etc.),
- Increasing the engagement, initiative, and business creativity of regional directors,
- Promoting a more constructive and less emotional approach to
conflict resolution among regional directors, - Reversing the downward trend in sales results.
The main challenges for the program were:
- Diverse management and leadership styles of regional directors,
- An ingrained results-oriented management style, low level of teamwork,
- Numerous divisions within the team, low level of coordination,
- Management practices brought by directors from various corporate cultures such as American (CITI), French (CA), Polish (Alior), and German (Allianz).
SCOPE OF SUPPORT
As part of the agreed support, Scaleup conducted a comprehensive, 3-month support and development program.
The program included elements such as:
- Comprehensive analysis of leadership and teamwork challenges according to a proprietary methodology,
- A series of individual executive coaching sessions with the Macro-Regional Director,
- A series of group business coaching workshops with the Regional Directors.
Workshop participants rated their value for teamwork among CABP sales regions at 8.6 on a scale of 1-10 (where 1=no value, and 10=excellent value)
RESULTS
As a result of the program, the macro-region recorded the following organizational benefits:
- A 59% increase in awareness of the regional directors’ team’s resources and competencies,
- A 123% increase in the presence of cooperation rules within the team,
- An 81% increase in addressing internal team conflicts without escalating them,
- A 77% increase in the presence of open communication within the team,
- The team defining new cooperation principles and implementing them in daily work,
- Intensive exchange of management and leadership practices within the macro-regional team,
- Implementation of effective mechanisms for further, ongoing exchange of management practices,
- The team transitioning from the storming phase to the norming phase,
- Team members understanding and respecting each other’s management styles,
- Acquisition of a set of tools to stimulate and sustain change by the macro-regional
director.
Thanks to improved cooperation among the heads of individual macro-region units, despite an unfavorable macroeconomic environment and reduced employment:
- Increased cash loan sales by 20% year-on-year,
- Increased the cross-sell ratio of personal accounts to cash loans from 21.5% in January to 31% in August,
- Doubled investment fund sales year-on-year.
Additionally, at the end of the program, regional directors anonymously expressed their willingness for further coaching cooperation with Maciej Szturmowicz at 8.9 on a scale of 1-10 (where 1=none, 10=absolutely yes).
CONTACT
Want to talk about a similar project? Schedule a free online consultation with me, write to me at ms@scaleup.center or contact me at 503 09 09 83.
