CASE STUDY
Kim Overall, Global Executive VP Consumer Strategy
Sony
Leading Global Change. A Personal Story
The Business and Personal Challenge
The business challenge I faced was to define, build and lead a global innovation team and I was charged with developing a data, insight and analytics capability, to enhance the profitability and effectiveness of the global distribution business. Ultimately, this would require commitment throughout the organisation and a shift in culture towards a more a more consumer-focused business model.
This personally involved an international move to the US and transition into a newly created role in Consumer Strategy - whilst passionate about understanding consumers I knew little about advanced analytics & data science, yet needed to establish a strong presence, engaging with the existing Executive Team and broader business stakeholders to effect profitable change rapidly.
A former colleague who had worked with Sheena introduced us, and after meeting, I felt we had the right chemistry. There was a level of trust between us that meant I was comfortable, but I knew that she would challenge me - without that, you can’t make progress. I knew coaching was a two-way street, and hoped that it would help me find ways of working more effectively - smarter thinking and new approaches, whilst still staying true to myself.
Laying the Foundation
Immediately before my first coaching session, I was nervous - mostly because I wanted to make it work, and to see a return on the time invested. I wasn’t sure how the coaching would be, but Sheena put me at ease very quickly.
I’m a very conceptual person, and was looking for frameworks or tools to reference, which would help me to embed new behaviour. However, when we first started working together, Sheena helped me to re-frame ways of approaching challenges, and it quickly became clear that this work was less about tools and techniques, and more about me as a leader. Looking at how I build connections and empathy with others, the coaching was practical and included disciplines and practices, which were invaluable.
"The effect of the coaching on my performance has been immense. The way I think now enables me to be the most curious and brave that I can possibly be. This is the most powerful coaching I have ever had. What started as structure in the new environment became a career defining experience"
Kim Overall
Global Executive VP Consumer Strategy
Sony
Down to Work
As I moved to the US, our sessions became more focused and we agreed a tight set of objectives. Sessions felt fairly free-flowing, but there was always an underlying structure to keep us on track. I wanted to be held accountable, so Sheena always followed up and tracked progress - for me, this was key to ensuring that what I achieved in coaching, lived on in practice.
The nature of our work together changed over time, but the common theme weaving throughout was how to engage new, varied and tough stakeholders and groups around the most challenging business propositions. The challenge for me was getting some of the most senior people in the business (a tight-knit, well-established group) to share my belief that data and analytics could transform our business.
This wasn’t about logic, but about overcoming some of the most human resistance to change. My strategy for achieving transformational change, was to take the time that was needed, and to truly invest in relationships. I stopped talking technically, and built trust.
Now, I have an agility in the way I approach and speak to people. I am bold - and I lead with self-belief and confidence.
Reaping the Benefits
Coaching led me to a whole new level of confidence - it has helped me speak my mind, and to actively seek the bigger conversations. I don’t get caught up now in the small stuff anymore.
My belief fired the belief of others. There was a transition from people understanding at a rational level, to being willing to experiment and work in a different way. I saw minds opening, and people prepared to be vulnerable as they considered new ways of operating. This is now wired into our processes, and the very fabric of our business.
How do I know I’ve succeeded? By the regular requests for more input and support from my team, because it’s making a fundamental business difference. And of course, there are the hard figures - last year our new ways of working added $50-$100M dollars in gross profit to the bottom line…