A logistics executive in China faced a high-stakes challenge: leading a third consecutive year of productivity transformation with a team exhausted from squeezed operations and strict lockdowns. The zero-Covid policy had impacted the business unit's bottom line, so substantial cost savings were a top priority for management. The executive needed to enable teams to deliver efficiency gains while building frontline engagement. The project was a success: targeted savings were met, and engagement stayed strong.
A structured, results-driven coaching approach uncovered key opportunities for the logistics executive. Active listening was crucial to understanding plant managers' concerns and re-engaging them, while open questioning empowered collaboration, enabling them to co-create transformation initiatives for lasting impact. Tailored, actionable strategies enabled the executive to build trust fast and secure quick wins at every opportunity.
Plant managers had mixed feelings about corporate’s demands, seeing them as unrealistic - especially after their teams had outperformed during COVID. Some believed pressure from struggling sales and marketing teams was being unfairly shifted onto the frontline.
To bridge the gap, we advised the executive on leading a listening tour across regional plants, using a strategic, pre-aligned approach to connect with local management and frontline teams. He prioritized relationship-building at every site, gaining critical insights. Local managers had first-hand experience of their plant’s strengths and opportunities. They also had the respect of their teams, who trusted their managers to represent and protect their interests fairly.
The systematic analysis of the tour led to global recommendations: empower plant managers and leverage locally-based relationships drive sustainable success. We recommended the executive collaborate with local managers to identify, track, and implement cost-saving opportunities for maximum impact.
With a competitive, high-performance culture, we advised that the company leverage its industry-leading excellence to engage plant managers and frontline teams. Quarterly best practice-sharing sessions, culminating in an annual awards ceremony, provided a platform to showcase innovations and drive regional performance gains. This structured knowledge exchange boosted engagement and delivered measurable productivity improvements across all plants.
Our partnership helped the logistics executive deliver a third year of productivity transformation. His plant managers felt heard and valued - they appreciated the investment he made in his relationships with them, and the faith he put in them and their teams to find new ways to increase operational efficiency. The business unit came back to bottom line growth the following year - a feat made possible by developing very lean, high-performing plant operations.
The virtual coaching engagement was nine months.
The logistics executive managed 23 plants.
The leader transformed results by elevating 2 leadership skillsets.
Thank you for the work you did with our leader. We got great feedback from them and are pleased with the results.
Regional People VP
I have greatly valued your leadership coaching and advice. The time has been very enjoyable for me. I have always looked forward to our meetings and taken a lot from the resources you recommended. I will miss our coaching work!
Logistics Executive
