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© Copyright TME 2010 Provider Code 3927
425 High Street, Kew 3101, Victoria• 516-524 Level 1, Bridge Road, Richmond 3121, Victoria
Phone: (03) 9853 0400 • Fax: (03) 9853 0500
Services Offered
Situation
A large financial services company developed a new strategic direction in response to a changing
financial marketplace, but it lacked the right leadership to compete in the context of the new business
design. Management asked Mercer to build a leadership model for executive, senior, and
vice-presidents that would ensure the company's future success.
Challenge
Mercer found that the company lacked hiring practices geared to securing the right talent,
criteria to identify and promote the next generation of leaders, and sufficient investment in training
and development. A tight labor market exacerbated its situation. Also, management had not defined
or communicated new performance expectations, organizational changes, or new roles to employees.
Actions
We began by interviewing key executives to understand the new business strategy.
Based on these discussions, we defined the new business model and developed roles and
responsibilities for executive and senior leadership. We conducted behavioral-event interviews with
top performers to create a benchmark performance model with specific examples of behavior that
was most desirable. HR used these examples to prepare position descriptions, conduct training, and
select the best candidates for employment and promotion. Finally, we prepared a custom analysis
from our leadership competency database to create a senior executive model, validated through
self-assessments and management review.
Results
The client integrated the new competency profile into performance management, hiring, promotion,
and assessment procedures with good results. Management has found it particularly valuable to
have clearly defined behavioral goals to illustrate the company's expectations for innovation, teamwork,
cooperation, and customer focus. Most important, the company is now positioned for long-term
success in the marketplace.
