The Leadership Culture Panel Mike Marks, Managing Partner INDIAN RIVER CONSULTING GROUP

1 What Are We Talking About? It is hard to understand leadership without its link to culture Culture is the unwritten code of behavior that guides employee interactions with each other, their customers, and their suppliers –It is very hard to change It is created, over the long term, by executive actions

2 What Makes Wholesalers Different? Selling service is really mass customization created by individual wholesaler employees –Variation is the core difference between wholesaling and retailing Steve Kaufman was right when he said that wholesaler assets go home at night and you hope that they come back in the morning Since quality people can create competitive advantage, how long is the list of folks who want to work for your firm?

3 Employment Culture Loyal to an individual Supports the goals Wins by following the rules and norms Supports leadership Feels power Loyal to the company Owns the goals Wins by achieving results and goals Challenges leadership Feels responsibility CompliantCommitment Participation triggers commitment!

4 Your Challenge Today Listen closely to three very interesting panelists, specifically –How have they made employee participation part of their individual cultures? –How do they tolerate individual initiative and action? –What limitations have they freely placed on their executive position power over others? What can you take back to your own firm?