Roger the Regional who Cares

Someone has to manage the managers. Is it a regional director? Complex manager? Partner? Owner? Yes. Unless you are the owner of the firm (and you are certainly welcome here) you have a boss. Everyone else: you are in middle management. For this story, the term “regional” covers anyone who is the boss of someone who manages investment advisors.

Don’t fool yourself though. In big firms, the regional has a boss too. That dude has a boss. And she has a boss. Even the CEO has a boss in the Board of Directors. So unless you have pictures of your immediate boss with a lubed up barnyard animal ready for a trip to happy happy land, you are not safe. Nope. Not ever. You might be the son in law of the CEO but if you have a major problem you will be toasted crispy brown and kicked to the curb like a dead cat’s carcas. Yea. You too.

You see, all organizations survive with a certain jungle-like, “survival of the fittest”, kill or be killed environment. They have to by definition. So when you are managing investment advisors where anything can and probably will go wrong, if you’ve got the regional who cares, you are fortunate indeed.

But understand there are limits. No regional will step in front of a career ending bullet for you. Like Captain America, they can deflect some shots. The good ones do it all the time. The best do it sometimes when you don’t even know it. But if it is a career ender, that shield will disappear as fast as a Kardashian’s clothes in front of a camera.

Roger the Regional had a number of branches under his jurisdiction. George worked for him running a smallish place that was relatively quiet yet profitable. George did a pretty good job but he would describe himself as no super star. Roger was the regional who cared.

How did George know he cared? Some of it was obvious and some not so obvious. Try out this list (in no particular order of significance):

1. He knew the name of George’s wife and asked about her and the kids.
2. He had directly managed advisors before become a regional. He knew hard the job was.
3. In reviews, he covered strengths and weaknesses with equal energy.
4. He didn’t shy away from dealing with George’s mistakes.
5. When stumped, Roger said “I don’t know” but got back with an answer.
6. Roger somehow made George feel good even after George botched something.
7. When visiting George’s office, Roger made a point to greet every employee from corner office producers to operations cubby hole dwellers.
8. On weekly conference calls, Roger did not berate any individual but did not hesitate to point out where the group was underachieving. Praise for individuals was in good supply. Praise in public. Repremand in private.
9. Roger was honest. George felt there were often times Roger didn’t give him a complete answer to his questions (particularly political inquiries) but George never felt lied to. Sometimes the boss knows stuff he can’t disclose. But you knew that already as that’s how you have to operate in your office too.

Let’s be clear though. Roger made plenty of tough decisions including firing managers. And he did it professionally. The ones that got it had to know it was coming even if they felt they didn’t deserve it.

So what are the commandments of dealing with regionals like Roger?

1. Be honest with him/her. Always.
2. Give him a heads up if you have a brewing issue of significance. If you surprise your boss you can destroy trust. That is not in YOUR best interest.
3. Communicate important stuff. He won’t care if one of your married assistants is having an affair. Unless its with a producer. Or you.
4. If you have political insights that would help your regional, share it. Whether it is good news or bad.
5. There are times the regional needs your help. If you expect his help, you have to be willing to give it when asked – even if it is not convenient or easy. Just do it.
6. If the firm is doing something you think is stupid, inane, incompetent, moronic, futile, or idiotic, find the right way and the right time to express that. If it’s one of those “you aren’t going to like this but the decision is made and you’re going to have to suck it up” kind of things, pounding the regional in a public setting is not the right time or way to express yourself. Shooting the messenger is rarely in your best interest.
7. Find a way to say thanks. Regionals are people too. Just don’t tell them this website said so. Just as your job can pretty lonely, the regional’s can be worse.
8. If your regional is trying to claw his way to the top, you don’t necessarily have to help, but you better not ever hurt. If you have a good relationship with someone who moves on or particularly if the move is up, it can’t possibly hurt you. Do your job well and everyone wins.
9. When she is coming for a visit, prep her on landmines she might encounter. If axes are going to be ground, its better if she is ready. She’ll probably still get some sort of grief as that is part of the visit, but prepping her for anything serious, especially from big producers is a good idea. It also shows you are in touch with what is going on there. And yes, someone will bitch about you.
10. Most of all, thank your lucky stars you are working for a Roger.

Got stories of working with your regional or equivalent? Well, don’t just sit there. Send them to manageia2@gmail.com. We want to hear the good the bad and ugly. Yes, your identity will be our dirty little secret! Or not so dirty but certainly secret!