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Learning Materials: Managing Change

 

Motivating People Through Change

 

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role-playing or discussion on a coaching skills programme. Ideal for senior management and HR professionals. For guidance on how to facilitate this, or for more materials, please contact us at newworldtalent@thescalagroup.co.uk

Background

Donald Winchmore is Head of Specialised Financing and a member of the Executive Committee at Handel Credit Ltd, one of the UK's leading leasing and credit companies. Specialised Financing are specifically responsible for arranging special financing and leasing transactions for the oil, gas and aviation industries. The other departments at Handel's are responsible for general automotive leasing and for personal financial services.

 

Until recently, Handel's was jointly owned by Britten plc who are one of the UK's big clearing banks and by Bernstein and Gerschwin Inc., a leading American life assurance company. The two parent companies used to leave Handel's management to run their business with a great deal of autonomy and independence. Bernstein and Gerschwin have however had financial difficulties for a long time and so they have sold their stake in Handel's to Britten plc. Negotiations stretched over several months and during this time rumours ran rife. It was particularly felt that, if they gained sole control, Britten plc would take a more hands-on approach and that Handel's would get swallowed up in the mechanistic, bureaucratic clearing banking way of doing things. This has caused a great deal of discontent around Handel's, especially in Specialised Financing. During the negotiations and, indeed, since the announcement, Donald has repeatedly asked Derek Walker-Smith, the chief executive of Handel's to speak to the staff about these negotiations and then latterly about the change in ownership; but he refuses, saying that there is nothing to say and decisions on Handel's future have not yet been taken.

 

Donald is becoming seriously worried about how to retain and motivate his staff. He has 20 people working in his area, of whom 15 are high-flying, entrepreneurial ‘managers’. Specialised financing work tends to be complex. Each of the managers is responsible for his or her own marketing and business development. Moreover, Handel's is consistently rated as a leader in the specialised financing field and is known for doing the more sophisticated deals. As a consequence, the people working in this area are academically well-qualifed, highly individualistic, results-oriented people. They can easily see and measure their worth to the business and they are constantly being chased by headhunters...

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