How to maximize opportunities when your Global Executive visits your region?

My first 15 years of corporate work, were in the “field”. Due to that, I consider myself? a "territory person", in spite of having worked in many global roles during the last 15 years of my career. I never forget how deeply embedded I was? in my market, knowing nuances of each partner and client that , very probably, nobody else knew. The combined experience of local and global roles? taught me an important lesson: we often don’t fully take advantage of having global leaders when they’re right there in our own territory.

The role of a global leader is, fundamentally, to define the overarching strategy that aligns the whole company. When I held global roles in partner ecosystems, my job was to set the global vision and objectives for the ecosystem, then ensure that these were communicated effectively to regional teams. This requires a combination of strategic vision and providing the support or resources the regions need to execute the global plan effectively.

Local teams, in turn, are responsible for executing that strategy while tailoring it to their specific needs and opportunities. This is no small task. Territories bear a lot of responsibility for hitting quotas, driving revenue, and maintaining relationships with clients and partners. Simply put, the regions are where the real action happens—and where the bulk of the revenue is generated.

In my view, global leaders should always be at the service of the territories. After all, any strategy we create must be grounded in real-world insights from clients and partners, as well as an understanding of what’s happening in each market. I’ve recently visited many countries—India, Singapore, Australia, Brazil, Chile, Argentina, the UK, Spain, France, Germany, italy and the US, where I’m based. During these trips, I’ve noticed that some local teams fully leverage my visit, while others don’t fully capitalize on the opportunity.

Some local leaders asked about my preferences, like what I like to eat, which hotels I prefer, and whether I mind putting in extra hours. They made efforts to help me experience the local culture, inviting me to events or informal gatherings to gain a deeper understanding of their environment. Others took a more pragmatic approach, using my presence to meet with important clients, close deals, finalize marketing plans, or open doors that would otherwise remain shut.

Based on these experiences, here are my recommendations for making the most of a global executive’s visit to your region:

1. Leverage Access to C-Level Executives Global leaders often have connections and influence that open doors you might not normally get through. Use their visit as an opportunity to secure meetings with C-level executives or high-profile clients that are otherwise out of reach.
2. Gain Strategic Insights in Transit Travel time with your global leader is a rare chance to ask questions about company strategy, discuss regional challenges, and clarify any areas of uncertainty. Make use of every moment to get the information that will help you align with the global vision.
3. Close Strategic Alliances and Make Some Noise If there are key partnerships or alliances to be solidified, use the global executive's presence to move things forward. Secure press coverage to amplify local successes and make sure the market is aware of what your company is accomplishing.
4. Build a Personal Connection and Share Your Aspirations A global executive’s visit is also an opportunity for you to connect on a personal level. Share your career goals and aspirations—they may be able to support you in ways you hadn’t anticipated, opening doors both personally and professionally.

Reflecting on these visits, I’m reminded of how crucial it is for me, as a global leader, to spend time in the field. It’s the best way to truly understand the challenges local teams face and to build relationships that go beyond the workplace. Plus, it’s a unique way to experience each region's culture, which you just can’t get as a tourist.

Ultimately, this relationship should be a win-win; the local team should benefit from the global executive's support and insights, while the global leader gains valuable on-the-ground perspectives that inform a more effective global strategy.

I’m grateful for the opportunity to visit these incredible regions and for the partnerships that continue to grow as a result. During the holiday season in many countries, I couldn’t think of a better moment to express my appreciation.