Why Interim Managers Should Master the “Land and Expand” Strategy

Interim managers often find themselves navigating complex projects solo, leading change through their expertise and experience. While some large projects come with a dedicated team, many interim managers must take a hands-on approach, making key decisions from the start.

So, how can you, as an interim manager, thrive in these environments? The answer lies in preparation and, when the opportunity arises, using the Land and Expand strategy to your advantage.

The Power of Preparation: Gathering Key Information

One of the essential elements for success in interim management is preparation. Before diving into a project, gathering as much relevant information as possible is critical to your performance. There are two key approaches to ensuring you’re well-prepared:

First, if you’re working with an Interimsanbieter, they can share valuable insights from prior discussions with the client. Their input can give you an understanding of the company’s challenges, culture, and their previous experience with interim managers.

Alternatively, if you’re on your own, it’s crucial to ask the right questions during your initial interview with the client. For example, ask if they’ve worked with interim managers before and what results were achieved. This will help you understand the company’s strengths, weaknesses, and the potential impact of your work.

Pro Tip 1: You can often uncover key insights by conducting a quick LinkedIn search. Looking at past interim managers who have worked for the company can offer clues about what worked and where there might still be room for improvement.

Using the “Land and Expand” Strategy

Once you’ve landed the project and gathered enough information, consider applying the Land and Expand strategy. This involves starting with a small, defined project, and using your success to expand your role into broader responsibilities.

Take, for example, one of our interim managers who used this strategy to great effect. Initially hired to reorganise local supply chain processes, his success led management to expand the transformation across all European plants.

As the scope of the project increased, we provided additional interim managers to assist with the larger workload, helping him build a strong team and overcome internal resistance.

Building Strong Relationships with Management

The success of the Land and Expand strategy often hinges on your ability to build strong relationships with upper management.

It’s important to help them understand how the changes you implement locally can bring value to the organisation globally. By earning their trust early, you open doors for expanding your role and responsibilities.

Pro Tip 2: Invest time in these relationships and make sure to articulate the global advantages of scaling successful initiatives.

Conclusion: The Benefits of “Land and Expand”

For interim managers, mastering the Land and Expand strategy can significantly impact career growth. It allows you to:

• Demonstrate value early in a project.
• Expand your responsibilities.
• Increase your daily rate.
• Gain valuable global experience and glowing references.

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