SEES THE BIGGER PICTURE Has a good head for business. Is commercially aware. Knows how to make money and save money. Is close to their customers and as a result of this spots opportunities. Is profit focussed and delivers good margins. Has a good head for figures, resulting in solid negotiating and managing risks. Knows what they have to do to manage costs and cash Manages a budget and controls their operational costs and cash Sets and delivers challenging financial targets Actively takes full accountability for their P&L Shapes business plans and Carillion s long-term strategic direction Knows what their costs are Is financially aware and considers the payback any spend will have Seeks value for money when negotiating with suppliers and others Regularly involves key stakeholders in driving better margins Engages senior clients with innovative projects which focus on value-add, not just price their customer needs, costs and budget Stays close to their customers and delivers on budget and to standard Collaborates with local customers to drive efficiencies and improve margins Adopts rigorous processes in their business area to help clients save money and reduce waste Delivers substantial cost benefit and ROI on large projects for national and international clients Appreciates the fundamentals in risk management Uses tools and processes to identify key risks in assignments Anticipates risks and manages them ahead of time with key decision makers Works across Carillion to build a risk management mindset and model Creates a culture where colleagues care about every facet of protecting the Carillion brand
SEES THE BIGGER PICTURE Thinks and looks several steps ahead. While delivering today s commitments has an eye on tomorrow. Gets the right balance between being immersed in the operational priorities and future business challenges. Manages the short-term by understanding the strategic direction of the business. Simplifies the complex for customers and colleagues and in doing so, keeps one step ahead of the competition. Knows their competitors and how they operate in the market Is fully aware of how Carillion differentiates itself from the competition Exploits Carillion s differentiation to bid and win work Leverages Carillion s local and national know-how to find the edge over our main rivals Drives growth by maintaining competitive edge and identifying further differentiation Makes decisions driven by urgent priorities Keeps self informed about Carillion s short-term operational priorities Actively manages the tension between getting short-term results and leading tomorrow Engages others behind Carillion s strategy and its relevance to their day-to-day work Shapes a long term vision and actively communicates this in a way that enthuses others Knows the history of their current business area Shares their customer knowledge and understanding with peers Makes quality time to review customers future plans and thinking Networks with a range of clients in their business area and informs their future plans Works with industry leaders and opinion formers and ensures Carillion has a voice Focuses on tasks, operational priorities and challenges Delivers good work to build customer trust and loyalty Wins repeat work by strengthening client relationships Promotes Carillion as a brand leader to increase market share in their business area Strategically and politically positions Carillion as a market leader by winning high profile, cutting edge work
BUILDS LASTING RELATIONSHIPS Makes relationships work: by regular two way dialogue. Puts themselves in other s shoes, sees things from their perspective. Listens and respects others opinions. Articulates points with passion and conviction. Engenders goodwill through their warmth and humility. Openly talks about the issues which matter. Build trust by delivering on their promises. Expresses their views clearly Seeks to understand others, before seeking to be understood Listens between the lines and gets to the real issues quickly Uses language and approach which appeals to a range of people commitment and generates excitement through a convincing communication style that is accessible to all Keeps their word with others Is honest and transparent in their dealings with others Gets shared commitment and ownership from a range of people Builds enduring relationships with colleagues and clients within and outside of Carillion Invests time to keep their network alive, despite being busy and leveraging this for Carillion s benefit Is friendly and approachable Makes time to get to know others professionally and personally Builds goodwill with people, by being reasonable when the chips are down Gets out and about and personally connects with as many people as they can Is memorable by consistently acting on the things which matter to colleagues at every level Finds ways to collaborate with colleagues Is open with their praise, views and actions Consistently works for winwin outcomes Regularly brings people together to resolve conflict and find a lasting solution Facilitates key evens and workshops with a range of players to create new partnerships
BUILDS LASTING RELATIONSHIPS Is great to work with. Finds ways to play to people s strengths. Coaches colleagues, shares feedback and recognises the effort colleagues put in not just the results they achieve. Plays down self and builds up others. When things go wrong, looks in the mirror and when they go well, gives credit to others. Engenders goodwill be supporting and challenging in equal measure. Sets goals for individuals which to play to their natural strengths Knows how to build a team to complement each other Coaches colleagues to fulful their potential Coaches and mentors a range of people across the business Coaches, energises and motivates people across the business to be their best Has a Personal Development Plan Actively pursues own development and learning Supports and encourages others to invest in their own development Links personal and team development for the benefit of the business Creates a climate of continuous learning, increasing people performance and developing and retaining talent Says thank you when colleagues have lent a hand Gives credit and praise to other colleagues, who have gone above and beyond in delivering results Consistently recognises the effort team members put into work, not just the results they achieve Celebrates the small wins and the major milestones making colleagues feel proud and bolstering morale Creates a high performance culture, founded on success being praised and recognised at every level Seeks feedback on personal effectiveness Provides straightforward evidence based feedback to colleagues and peers in their network Seeks and gives constructive and effective feedback to colleagues acts on it and expects others to do the same Invites customers and key influencers to their business area and share first hand feedback, of great service and where there is room for improvement Creates an open, no blame culture where honest feedback and performance improvement is an expected part of everyday working practice
HAS PERSONAL CREDIBILITY Is self aware and never stops learning. Invests time in their own development seeks feedback and is honest with themselves in how well they role model the Carillion values. Holds their hands up to mistakes and learns from them. Is genuine and straightforward in their dealings with others. Shows tact and diplomacy in difficult situations. Is calm under pressure and never gives in. Is enthusiastic Has infectious enthusiasm Actively enthuses their team by showing belief in their capabilities Uses enthusiasm to focus team on achieving improved business performance Has the capacity to enthuse others about the business objectives, even during the tough times Is calm under pressure Stays calm and focuses on the things they can control Readily coaches their team through problems objectively Has capacity to take on responsibilities additional to their day job, whilst staying calm Has the capacity to take responsibility for complex operations, whilst staying calm and keeping others at ease Is keen to learn Knows what they need to learn to be the best they can be Actively seeks out appropriate learning opportunities Encourages sharing of best practice and lesson learnt between teams Encourages others to learn from and demonstrate industry best practice Is keen to develop self awareness Has the humility to accept others feedback and admit when they re wrong Uses awareness of situation to be flexible in leading others Encourages awareness of colleagues from different technical, social and cultural backgrounds Can balance being honest and true to themselves with showing confidence and awareness to act as a great ambassador for Carillion
HAS PERSONAL CREDIBILITY Expects more from themselves than anyone else. Has an insatiable appetite for delivery great work. Gives it 100% and infects others with their energy and commitment. Focuses on the things which will make the biggest difference to the business and makes smart choices in how they spend their time. Works through every-day difficulties Works tenaciously to meet their goals Persists, despite the odds in delivering their big goals Provides hope and encouragement to functional teams to keep going Has the vision to deliver this year s goals and progress future imperatives Has small daily wins Has the drive to meet their commitments and then some Cares about doing a good job and coaches others to take pride in their work Regularly works with teams to exceed their targets through drive, energy and teamwork Enables teams to be successful in their own right and empowers them to succeed Matches daily workload to time available Plans their weekly workload to meet objectives Each month prioritises and makes the right choice Each quarter ensures conflicting operational and strategic priorities are resolved Delivers results by creating an environment where resources and expertise can be shared across the Carillion businesses Is keen to do more each day Actively seeks opportunities to get involved in improvement teams Is entrepreneurial and looks for better, smarter, quicker ways of achieving results Works with business area teams to generate new ideas for making money or saving money Taps into innovation at every level in the business and backs the best ideas
DELIVERS THROUGH OTHERS Manages complex projects with ease. Is well organised, resourceful and practical in breaking complex projects into manageable pieces. Agrees clear targets and goals. Provides both accountability and responsibility to colleagues for doing the right things for customers. Celebrates successes and motivates others to go above and beyond. Makes small everyday improvements in the way they work Improves own understanding of critical business processes Finds ways to streamline and make more efficient key processes Involves suppliers and key players in their business area, in improving core processes Creates an environment that leads to industry best practice in Carillion Delivers work in a safe manner Is up-to-date on matters of health and safety Through their actions, shows they take health and safety seriously Sets new standards of health and safety in their business area colleagues to find ways to sustain exemplary health and safety practices across Carillion Keeps a record of own achievements Manages own performance Holds regular team and oneto-one reviews with others to set project related objectives Always makes time to review the progress of projects against agreed timescales Coaches teams and provides expertise to others in managing the delivery of complex projects Contributes to a team effort to fix problems Takes personal accountability for resolving issues Takes responsibility to work with colleagues and fix internal issues which prevent timely delivery of project Promotes team accountability and responsibility for delivering a project on time and to budget, within their business area Recognises, rewards and praises colleagues who use their initiative to safeguard Carillion s reputation
DELIVERS THROUGH OTHERS Leads others through the good times and the tough times. Makes it clear how changes out there are driving change in here. Keeps colleagues focused on the things they can control and to recognise the things they can not influence. Cares about the team and is accessible and visible to talk about the concerns colleagues have. Shares what they do know and prevents rumours from proliferating. Is open to new ideas and practices Responds to legislative and market changes Clearly communicates change to colleagues and what it means for them Proactively prepares colleagues in their business area for on-going changes At every opportunity repeats the business case for change Makes real changes in their day-to-day work Knows how to sustain changes in their project Challenges colleagues who want to go back to the old way of doing things Engages as many colleagues as they can in their business area, to drive change locally Encourages senior colleagues to role model change themselves Takes a lead on things now and again Knows what leadership in Carillion is all about Leads their tem through personal power rather than position power Motivates own team to develop the leadership capabilities of others clients and other business leaders to partner Carillion Is constructive during the tough times Focuses on what they can control, rather than what they can t Keeps team focused on business as usual deliverables, during uncertain times Celebrates the colleagues in their business area who embrace new working practices Holds regular cross-carillion forums to talk openly and candidly about current changes and emerging changes in the business