Ileana Sodani: Focus on Your People First

May 24, 2017

Written by: Ileana Sodani | Head of Business Development for Asset Servicing in EMEA, BNY Mellon

On my arm sit the words Just Do It. No, I am not a walking sports company ad. What this symbolises is a leader willing to push her team to the limit for her clients. It is there to remind me to be resilient and to rely on my mental strength to overcome any anxiety or doubt.

Successful leaders and companies tend to focus firstly on their people, secondly on their clients and finally on their shareholders. In my role as Head of Business Development for Asset Servicing in Europe, the Middle East and Africa, I see myself as someone who thrives being hand in hand with her team to help our clients succeed.

I fully support the premise that your people are your biggest asset. Why? They will walk through walls to follow and perform for effective leaders; execute for you and be by your side through calm and stormy waters; and connect the dots to ensure your clients and your shareholders are successful.

So how does this happen in practice I hear you say? I have been with BNY Mellon for over 25 years because of our people and our culture. I like networking and connecting with colleagues to get the best result. I don't like being told something cannot be done because I believe we can achieve our goals through compromise and resilience. And if this isn't possible, it is crucial to communicate 'the why not' to stakeholders so they feel part of the decision.

Those who know me are aware that my Italian emotional passion is a part of my everyday life. I work with a sense of urgency, allied to a sense of responsibility. I want to be there to support my team, teach them and allow them to develop and flourish. I am also honest and blunt - perhaps this is the American in me? I believe it is important to be honest with yourself, honest with your staff and honest with your clients.

I have always felt it is important to lead by example, demonstrate my commitment and passion to my team, otherwise how can I expect them to do the same? Recognising this and rewarding people for their resilience and commitment is core to building and maintaining a successful team, and in turn successful clients.

In my role I deal with many different cultures both internally and externally. We are located in 35 countries and many of our teams are based in different countries from their manager. Physical and emotional intelligence is vital when speaking to your colleagues, prospects and clients. And don't forget that your approach and first encounter can make a lasting impression.

Our clients are our life-blood. They keep us in business, push us to think outside the box, and encourage us to innovate and think strategically. If you don't listen to your clients - I mean really listen - you won't succeed. If you don't realise you can't be everything to everyone, you won't succeed. And if you don't align your own values and goals with those of your clients, you won't succeed.

Asset servicing is a fiercely competitive market on technology, digitisation, efficiency and price but it's our people that make the difference in terms of client service, innovation, and developing and implementing the right solution. Our mission is to make sure clients recognise and value the expertise, commitment and integrity of our people. Clients who see service providers connect strategically, ethically and culturally with them are more likely to partner with these providers. This is why we focus on our client's strategy and their challenges to ensure we develop the right solutions with them. This is what we continue to build on from our foundations which date back over two hundred and thirty years.

It is being part of this journey - to be invested in our clients and our people and to outperform. I am proud to be part of a successful and winning team here at BNY Mellon and I believe we have the people and drive to succeed. This is our culture. We are invested.