Case study: “How can I im­prove?”

Business Spotlight - - BUSINESS SKILLS -

Daniela Livorno works as a mar­ket­ing man­ager in Rome for a large Ger­man com­pany. Her re­gional man­ager, Dirk Hatke, is vis­it­ing from Ber­lin. Over lunch, Daniela dis­cusses her per­sonal de­vel­op­ment with Dirk. The con­ver­sa­tion does not go ex­actly as she ex­pects.

Daniela: Dirk, could I ask you how you see my per­sonal de­vel­op­ment. How can I im­prove? Dirk: Well, you def­i­nitely need to be bet­ter at pub­lic speak­ing. I’ve seen quite a few of your cus­tomer pre­sen­ta­tions. To be hon­est, it would be good to see you be­ing more as­sertive, more con­vinc­ing.

Daniela: Oh, re­ally? That’s the first time you’ve men­tioned that. I have an ex­cel­lent re­la­tion­ship with my cus­tomers. I was ac­tu­ally think­ing more about de­vel­op­ing more brand and mar­ket­ing skills. I don’t feel strong enough there.

Dirk: Those skills will come with the role. I think you need to fo­cus on com­mu­ni­ca­tion, and also strate­gic skills. Your role needs to grow. I feel you’re too op­er­a­tional and not tak­ing enough time to think strate­gi­cally about the fu­ture and al­ter­na­tive busi­ness mod­els. The world is chang­ing so fast. Daniela: Yes, maybe. But if I want a re­gional role in a cou­ple of years, I’ll need to know more about de­vel­op­ing in­ter­na­tional brands. Dirk: Why don’t you think about sales? Step out of the mar­ket­ing role for a while and work with cus­tomers more closely. You should also talk to Marc in R&D. They’re run­ning a lot of re­ally in­ter­est­ing pro­jects. You could learn a lot from him.

Daniela: Yes, but that’s R&D, and work­ing with those peo­ple, you know, is never easy for me. I know what I’m good at and I want to fo­cus on my strengths.

Dirk: OK, look, why don’t you think about what I said, and we can dis­cuss this more for­mally next month dur­ing the half-year ap­praisal. Daniela: OK. Thanks, Dirk.

What to think about

What does Daniela think her per­sonal de­vel­op­ment pri­or­i­ties are?

What are Dirk’s aims with his feed­back?

How well does Daniela re­act to Dirk’s sug­ges­tions? How could Dirk have han­dled this con­ver­sa­tion more ef­fec­tively?

Newspapers in English

Newspapers from Austria

© PressReader. All rights reserved.