If a healthy root system lies beneath a vineyard, the stage is set for a robust grape harvest. Likewise, E. & J. Gallo Winery’s culture lies beneath its leadership program, feeding the production of strong leaders and abundant employee engagement. In this session, you will learn how E. & J. Gallo Winery handcrafted a development program from the inside out, based on its leadership model: envision, enlist, engage and execute. Experience powerful stories shared by top company executives in video vignettes that were created to serve as the seeds of growth for leaders at all levels. The results have been tremendous — engagement surveys continue to climb, and E. & J. Gallo Winery has had one of the strongest years for financial and brand performance in its 77-year history. They were just announced as a finalist for the 2010 CLO Learning In Practice Vanguard Award. Kristi Marsella, Vice President, Talent Management, E. & J. Gallo Winery Maryann Billington, Senior Partner, Leadership and Talent Consulting Group, and Global Leader for Executive Education, Korn/Ferry International

1. Unleashing Learning:
From Strategy to Execution
Unleashing Learning:
From Strategy to Execution
1
Growing Your Own Leaders:
E. & J. Gallo Winery’s
Hand-Crafted Leadership Success

2. CLO Symposium
September 27, 2010
Growing Your Own Leaders:
E. & J. Gallo Winery’s
Hand-Crafted Leadership Success
Presented by
Maryann Billington, Senior Partner
Korn/Ferry Interna6onal
Special Guest
Kris6 Marsella
Vice President, Talent Management
E. & J. Gallo Winery

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Leadership Development – YOUR Way
▶ “Home grown” leadership development trend
▶ Leaders teaching leaders
▶ Learning and leadership journeys
▶ Developing the bench – and growing roots
▶ In your own words …

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About Kris6 Marsella
▶ Current 6tle: Vice President, Talent
Management
▶ Joined Gallo in 1994
▶ Gallo HR Generalist, 1998
▶ Became the leader of HR for G3 Enterprises, a
Gallo family owned company
▶ Returned to the Winery in 2007 as VP of HR
▶ Returning to G3 as VP of HR Strategy and to
form the G3 Learning Division in January 2011

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About E.&J. Gallo Winery
▶ 4,500 employees
▶ Founded in 1933
▶ Largest family‐owned winery in the world

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Engagement Survey Results ‐ 2007
Focus Area:
“My company develops leaders at
all levels of the organiza;on.”

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All Leaders Need BOTH Skill Sets
Vice Presidents
Directors
Managers
Entry Level
Supervisors
TACTICAL FOCUS
STRATEGIC FOCUS
2009
2010
2011
2012
2012
2011
2010
2009
Management
Fundamentals
“Entry Level
Then Up”
Approach
Leadership
Fundamentals
“VP Level Then
Down”
Approach

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Gallo Management Fundamentals
▶ Phase 1: 6‐day series* for entry‐level managers (Launched
2009)
▶ Phase 2: 5‐day series for mid‐level managers (Launched 2010)
▶ Phase 3: 3‐day series for high‐level managers (Launching
2011)
*This series is now a permanent installment in the Gallo curriculum, offered
quarterly to new hires or promoted supervisors

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Gallo Management Fundamentals
Supervisory Series
▶ Part 1: 3 Days
▶ Gallo Organiza6on Structure
▶ Fundamentals of Inspiring Teams and Seing Goals
▶ Managing Performance
▶ Financial Basics
▶ Part 2: 3 Days
▶ Gallo in the Marketplace
▶ Conflict Resolu6on
▶ Team Dynamics
▶ Presenta6on Skills
▶ Wine Educa6on and Tas6ngs
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▶ Part 1: 2 Days
▶ Building Internal/External Customer Partnership
▶ Project Management Fundamentals
▶ Part 2: 3 Days
▶ Facilita6on Skills
▶ Problem Solving and Decision Making
▶ Communica6on Skills
▶ Budge6ng and Business Planning
▶ Wine Educa6on
Gallo Management Fundamentals
Manager Series
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▶ Cross‐func6onal team of managers
▶ “What makes a Gallo employee successful in their
first assignment with direct reports?”
▶ “What learning is cri6cal to the success of Gallo
mid‐level managers?”
▶ OD Department assessed, designed, and tested
▶ Gallo leaders facilitate, senior leaders host
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Crea6ng the GMF Program

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▶ 3‐day Senior Leadership Forum
▶ Focused on visionary and strategic
leadership role of a manager
▶ Introduced Gallo Leadership
Model
▶ Level‐appropriate explora6on of
each “E”
▶ Work plan project to plan
applica6on
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Gallo Leadership Fundamentals

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▶ Created unique leadership model
▶ “What makes Gallo, Gallo?”
▶ Built training framework
▶ Engaged Korn/Ferry
▶ Trained VPs and Senior Directors
▶ Trained VP facilitators
▶ Rolling out to Directors and Senior Managers
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Crea6ng the GLF Program

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GLF Program Objec6ves
▶ Share the DNA of leadership at Gallo through the
Gallo Leadership Model
▶ Develop leaders who teach as a means of sharing
vision, culture, and knowledge
▶ Equip leaders to create posi;ve change

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Mapping Your Leadership Journey
Big Promotion
Divorce
Layoff
Valedictorian
Chose wrong
college

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A Leader’s Collec6on of Stories…
▶ Reveals their authen6c self
▶ Reflects the peaks and valleys that define leadership
▶ Demonstrates how the experiences have affected the
way they lead
▶ Inspires reflec6on, learning, and change on the part
of the listener
▶ Example…

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Video Clip
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George Marsden, VP & General Manager,
Europe

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Linking the Story to the Model

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Cold Media Warm Message
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▶ Used storytelling to convey compelling leadership
lessons
▶ “Why do you think it is cri6cal for a Gallo leader to be able to: envision
future opportuni6es/develop long‐las6ng partnerships/mobilize the
people who can make your idea a reality/out‐execute the
compe66on?”
▶ “Where/How did you first learn that?”
▶ Captured on video
▶ Featuring video clips on‐line training
▶ “Library” available on‐line for coaching and
development
▶ Personalizes and humanizes
▶ Examples…

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Video Clip
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Susan Hensley, VP Strategic Planning, PR &
Community Affairs

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Video Clip
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Maq Gallo, VP North Coast Opera6ons

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Leadership Development Tools

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Measurable Results
▶ A recent Employee Engagement Survey jumped 13 points over
2007 (from 49 to 62) on the ques6on, “My company develops
leaders at all levels of the organiza6on”
▶ All par6cipants report a deeper understanding of their cross‐
func6onal colleagues in the process
▶ Par6cipants described the experience as “life changing” and a
high point of their careers
▶ In 2009, Gallo experienced one of the strongest years for
financial and brand performance in its 76‐year history

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The Future
▶ 2011
▶ GLF Managers’ and Supervisors’ Version
▶ GLF Senior Leaders’ Forum
▶ GMF Senior Series
▶ New GMF “Deep Dives” on hot tools and topics
▶ 2012
▶ GLF training materials will be available employees
at all levels, focused on leadership by individual
contributors: “The Leader in All of Us”
▶ Video Library of Leadership Lessons available
on‐line

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The Big Ideas
1. Make line management your design partner.
2. Build training around your cultural strength.
3. Take 6me to customize.
4. Let leaders teach. They may surprise you.
5. Leverage storytelling (with purpose).

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Stories from the Front
Stories from the front
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1. Glenn
2. Rene
3. Kris6
4. Maryann

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Audience Par;cipa;on: A Leadership Point of View
Your Stories
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1. Crar your story
2. Share your experience

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Q&A
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A Toast to…
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32. Unleashing Learning:
From Strategy to Execution
Unleashing Learning:
From Strategy to Execution
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