Tribal Leadership Examples
Case Study #1 — CBRE Private Client Group + Grubb & Ellis
Started CBRE Private Client Group. Took it from 0-100+ million in 4 years.
“What made the growth more freaky was that this was all achieved in a sector of the market that most people thought you couldn’t build a viable solution.” — Glen Esnard
Used Tribal Leadership implementation to increase revenues while President of Capital Markets at Grubb & Ellis by 170% in 30 months.
“Because of Tribal Leadership, we became the first company in the history of the commercial real estate space that a large group of practitioners voluntarily shared all their contact and business information. That’s an industry that is perceived and still perceive it as a place where your rolodex is your value rather than your service is your value. We had 120 practitioners around the country and 60-65 teams who voluntarily shared their rolodex. They realized by sharing their information, it would empower each and every one of them to be better in the marketplace and deliver a more unique value proposition and make them more successful. It was counterintuitive at the beginning.” — Glen Esnard
Case Study #2 — Scott Kaplan’s CBRE Office
“Through implementing Tribal Leadership, our office grew from 11 million to 50 million in revenues in 4 years. Before implementing Tribal Leadership, our revenues were shrinking and we were losing talent. Through this cultural initiative, we started to gain so much attention in the company that we became our own region. Through implementing Tribal Leadership, I went from running an office, to running a region, to running half the entire country for the firm.” — Scott Kaplan
Case Study #3 - ARUP Africa
“Before implementing Tribal Leadership, we were projecting a 10% loss in revenues and an additional loss in profits due to the financial crisis. Through implementing this methodology into our company, we ended up making our pre-financial crisis revenue numbers and came in just shy of 1% of our pre-financial crisis profit numbers. Next year, we beat both revenue and profit targets for the first time in 6 years.” — Craig Bihari
Case Study #4 — First Service Solutions
Company was a few days away from going out of business
“Tribal Leadership saved our company and is the key reason we exist today.” — Ann Hambly, CEO of First Service Solutions