Leadership Development - Case


A major automotive distributor faces important strategic challenges due to a quickly evolving automotive market. Increased leadership at all levels is required to enable the organisation to anticipate on these developments and define and manage the required changes across the whole business.


For several years, SC² Consultants has set up and executed a leadership development program formiddle to senior managers based on the principles of engagement:
  • Giving sense participatively = participatively sharing goals and objectives and constructing an action plan (collective and individual) to reach them
  • Correct feedback on (individual and collective) results and behaviour
  • Encourage individual contribution and support personal development of employees
The format to engage the teams followed a standard proven structure.  


Leadership skills were significantly improved as measured by repeated 360° feedbacks after the program: 20% better scores on key dimensions as “participation” and “coaching”. Some testimonials from participants:
  •  My team generates and implements significant, sometimes unpopular, operational measures
  • Through this approach I have succeeded in bringing structure into my management style yielding clarity and purposefulness
  • Since I have introduced follow-up meetings on achievements compared to agreed objectives, the motivation of my team has risen dramatically
In addition, over the course of the 6 months’ program, interesting business results have been achieved:
  • First call resolution rate increased by 7%
  • Significant increase in sales by concentrating on star sales people en having them come up with ideas to improve efficiency and cooperation
  • 50% increase in sales of insurance related to leasing contracts for trucks
  • Measurable increase in efficiency through redistribution of tasks across the team members
In its fourth year, some 100 managers have attended the program.