Leading When You’re Not the Boss: How to Get Th ings Done in Complex Corporate Cultures

CHAPTER 2

Leader, Know Thyself

Dave felt tired, almost a little nauseous, as he exited the Changi airport and hit the hot humid Singapore air. The truth was, he didn’t like this whole trip, necessary as it was. In fact, it was Dave himself who had called for a meeting of all parties involved in the EPLE account—one of the world’s largest consumer goods companies with almost three hundred thousand employees and over $72 billion in revenues, and Dave’s client. Working as a Global Account Director (GAD) at XAM, the market leader in mobile software, Dave’s served as EPLE’s advocate within XAM and balanced short- and long-term interests in developing the account.

Waiting in line for a taxi, Dave thought about the impetus for calling this meeting. ...