This chapter examines how the DGM's leadership of the division influences new business creation (Table 14.1). DGMs rely on three major levers to try to change the division's mindset and behavior for new business creation: getting people to buy into the vision and strategy for new business creation; educating and training them for the task; and motivating and supporting them appropriately.

These actions do not bear fruit fast enough without a parallel effort to properly assess, appoint, reposition, and remove people – especially the key players – when necessary. Some DGMs either consciously or sub-consciously avoid this difficult task. DGM Mike Walker of AMP Sigcom stands out as the master to learn from in this area.

Changing the division's mindset and behavior

Getting people to buy into the vision and strategy for new business creation

DGMs try to get the people in the division to buy into their vision and strategy for new business creation by various means: by getting them to buy in one person at a time, by involving them in creating the vision, by communicating the vision over and over again, and by reassuring them if the vision does not produce results as rapidly as expected.

Getting people to buy in one person at a time DGM Mike Walker described how he was able to get a key player in AMP Sigcom on board by showing him why the strategy was important and how it could be sold to others: