Case Studies
Real life examples of how we have helped our clients hire exceptional leaders, and how they've grown their businesses significantly
Client: US Valve Manufacturer:
Dresser Italia, now Baker Hughes
Challenge:
Our client had a world-beating valve brand. They were ranked no.1 in every market but China, where they were stalled at no.3 for 12 years. Was it the market or the leadership? Then an anonymous internal tip decided the issue. HQ moved to replace the GM and Sales Director. This became an urgent situation, and the APAC Regional Sales Director, camped out in Beijing for weeks on end to hold down the fort, asked if we could help.
Solution:
This was a critical situation for the RSD and the company. We briefed
with the RSD to be sure we understood him, the product, the company’s situation. Then we began our deep dive into the market. Within three weeks of being engaged, we recruited a Chief Rep/Sales Director for
our client from a major competitor.
Result:
Under her leadership, revenues grew an astonishing 92% the first year, adding US$ 35 million to the top line. Within 2 years, she had tripled
the sales, and taken the company to $105 million in revenues and into two new previously-unexplored market segments.
You can achieve similar results for yourself.
Never make a regrettable hire in China again.
I work 1:1 with senior decision makers to hire China GMs and APAC leaders so the hire doesn’t go wrong before the search even starts.
If leadership hiring in China is a priority for you, working with Palio is the right move.
Book a call or email me and we’ll determine whether your current setup will lead to the right hire—or another regret.
If it’s easier, start your China Hiring Readiness Checklist below. It's the same checklist I use with CEOs to pressure-test their hiring processes.
Eric Strecker
Vice President Sales Asia
Dresser Italia S.R.L.
(now Baker Hughes)
"I've seen our revenue grow 92% from Year One to Year Two, and then revenue triple by Year Three... after 12 years at GDP growth rates.
Michael recruited the Chief Rep / Sales Director who is drving this remarkable performance."
Client: US/German Tier One Auto Supplier:
Vehicle Access Systems Technology
Challenge:
Our client had lost control of its China manufacturing joint venture.
The GM had gone rogue. Growth was good but profitability was beginning to shrink and quality and other problems were threatening the loss of global OEM accounts.
The local GM, a minority partner of the JV, ran a very autocratic and secretive, almost hostile fiefdom. Communication flows were one way and drying up. It was difficult to get a straight answer as to what was going on.
Somehow, the US/German company had to regain control of its China joint venture -- as quickly as possible.
Solution:
After a thorough briefing, we recruited a seasoned joint venture-experienced infighter as Chairman, a man with an exceptionally strong operational background.
Result:
Within a year of being recruited, the Chairman had engineered the buy-out of the minority partners after a protracted and bruising battle. He cut headcount by 50%, grew revenues by 40%, and doubled profits. Over the next four years, he grew revenues from $37M to $88M, and profits from $1.1M to $8M.
You can achieve similar results for yourself.
Never make a regrettable hire in China again.
I work 1:1 with senior decision makers to hire China GMs and APAC leaders so the hire doesn’t go wrong before the search even starts.
If leadership hiring in China is a priority for you, working with Palio is the right move.
Book a call or email me and we’ll determine whether your current setup will lead to the right hire—or another regret.
If it’s easier, start your China Hiring Readiness Checklist below. It's the same checklist I use with CEOs to pressure-test their hiring processes.
Vlad Hermann
President
VAST Alliance LLC
"Thanks to Mike's support, we were able to multiply our China profits from USD 1 million to 8 million and more than double revenues from USD 37 million to USD 88 million, while nearly freezing headcount. That's phenomenal!"
Client: European Airport Baggage Handling Systems Company
Vanderlande Baggage Systems
Challenge:
Our client, a world leader in its field, had decided to close its offices
in China and cut its losses after 5 years without winning a single airport bid – unless an effective leader could be put in place quickly.
Solution:
We briefed with the client and determined that this was a character search, not a requirements search. The client believed strongly that airport systems experience was key and a must. After investing time
and effort in learning about the client’s business, we disagreed and challenged that wisdom. We insisted on an industry outsider but with exceptionally strong track record of dealing with government officials similar to the military veterans he would find running airport projects.
Result:
The Managing Director North Asia we recruited won the company its first bid victory in China. He grew annual revenues from near zero to US$ 53 million in less than 7 years, led the company from last to first in industry rankings in China, and won several iconic international airport projects that significantly enhanced the company's global reputation.
You can achieve similar results for yourself.
Never make a regrettable hire in China again.
I work 1:1 with senior decision makers to hire China GMs and APAC leaders so the hire doesn’t go wrong before the search even starts.
If leadership hiring in China is a priority for you, working with Palio is the right move.
Book a call or email me and we’ll determine whether your current setup will lead to the right hire—or another regret.
If it’s easier, start your China Hiring Readiness Checklist below. It's the same checklist I use with CEOs to pressure-test their hiring processes.
Are you ready to hire in China?
Click below to start your free China Hiring Readiness Checklist and discover how prepared your organization is for success!
3 minutes