Ask an Expert: Matteo Bianchini
It has been six months since the World Health Organisation (WHO) declared Coronavirus COVID-19 a global pandemic. Since then our normal way of life and work has changed dramatically. In our latest Ask an Expert series, we spoke to Matteo Bianchini, Head of Sales and Business Development at Capital GES on his role, responsibilities, and the changes he has experienced during COVID-19.
Matteo joined Capital GES in August 2016, initially joining as a Sales Executive. In Summer 2019, he was promoted to Sales Team Leader, and since December 2019, Matteo is Head of Sales and Business Development for Capital GES. Before joining Capital GES, Matteo gained lots of experience in the international HR recruitment industry working in several countries including Australia, Ireland, Italy, and Switzerland. Through the previous roles he held, Matteo has enriched his knowledge and ability to work with clients from different fields and backgrounds.
Q: Describe your role? And how has it evolved?
I started in Capital as a sales executive where my role quickly developed into account management. After several years, I was offered the role of sales team leader. In December last year, I became Head of Sales and Business Development. My day to day duties includes supporting and providing guidance to the Sales and Business Development team as well as working with the other departments to improve processes and achieve company goals.
Q: What changes have you implemented as a leader?
Over the last year, we have increased our technology use. As the sales and business development teams are located all over the world, it is important for me that we have regular meetings and use video more frequently. One of the first changes I made was increasing the time spent on daily calls. Before the change, the team spent 15 minutes discussing topics but now we have 40-60 minute calls. These longer sessions are more productive, and they allow me to interact with the group more as well as receive feedback and ideas from everyone.
Another change that I worked on was developing our CRM capabilities which have helped us streamline in many ways. Now, all communication reports with our customers are saved in the system which allows our sales reps to jump on any conversation with clients when needed without wasting any time. Again, our CRM can now track daily activities and set reminders for the individuals and the team. Moreover, thanks to our new system, we can also provide an accurate forecast when it comes to revenue value and gross profit on a monthly and quarterly basis. With the team all working in different time zones, it is important that our technology is strong and that there is less reliance on individual members. As there was not as much face to face collaboration during lockdowns, we relied on technology a lot more for collating and building our data.
Q: How has COVID-19 affected the way you manage your team?
When stricter regulations were announced in March, our offices in Dublin, Switzerland, and Brazil were given limited access, so we decided to move all staff to work remotely. I have worked remotely for many years, so nothing changed for me personally, but for some of the team members, it was their first time working from home.
As everyone was working remotely as a team for the first time, it was important to communicate regularly. Scheduling daily meetings helped keep tasks on track and allowed everyone to discuss how they felt about the COVID-19 situation. Additionally, remote working is vastly different from working in the office, so part of my role was to help everyone adapt to the new reality by developing strategies for remote working. While everyone was in lockdown we managed to improve productivity.
Q: How has COVID-19 affected the way you do business?
Working remotely has actually made it easier to do business. Before COVID-19, we would communicate with clients by either phone or scheduling physical meetings in advance. Since global lockdowns, everyone is more comfortable communicating virtually. This new relaxed structure allows both parties the opportunity to have clear concise meetings more regularly without having to meet face to face.
Q: What are the trends that you see emerging after countries remove lockdowns?
While it is too early to tell, we can already see some new trends emerging as a result of COVID-19.
Increase in demand for remote working
Since the start of the pandemic, we have seen an increase in the demand for remote working. Before COVID-19, there was some interest in remote working. However, what the global lockdown has shown is that most people can work efficiently at home which has given businesses more opportunities when hiring staff. Until a vaccine or a reliable treatment is found for COVID-19, we are more likely to see businesses’ workforces include a mixture of local, office-based workers and dispersed, global, remote workers. While the hybrid workforce will be used locally, hiring remote workers becomes more attractive for companies who wish to expand their business globally.
Business agility is important during unprecedented times. To deal with uncertainty and change, organisations have had to reset and rebuild their business continuity plan. As expanding globally can be difficult during these times, it is important that businesses future proof their organisation with a more distributed workforce.
New emerging industries
While many industries have been severely affected by COVID-19, some are thriving. We noticed as more people worked remotely from home, companies saw opportunities to grow their business. Several industries such as tech and entertainment saw huge demand and as a result, are now hiring remote workers globally.
Q: Why using an employer of record (EOR) solution has become more evident during COVID-19?
It has been six months since the WHO declared COVID-19 a pandemic and so much of the world has changed. COVID-19 has brought so much uncertainty, so future-proofing and resetting the business strategy is vital for businesses during this time.
We have no guarantees on when lockdowns will occur in various countries, so expanding globally can be difficult for businesses at this time. However, using an EOR solution allows businesses to continue to expand into other countries and hire new workers regardless of whether there are restrictions for travelling or new lockdowns implemented.
Q: What changes have occurred since the merger with People 2.0 last year?
Since last year, the People 2.0 has expanded further. Earlier in the year, the company completed three more international acquisitions: WePayPeople, TCP Solutions, and Entity Solutions Group. With these new additions, the company can expand its international capabilities, solidifying People 2.0’s position as industry leader in global workforce deployment. As a sales leader, I am pleased that we have been able to share resources, ideas, and technology systems with each of the acquisitions which ultimately helps us to continue to secure new business and provide the right support to all our customers during these difficult months.
Using Capital’s international employer of record (EOR) solutions for your foreign expansion plans
Capital GES has helped thousands of clients achieve their goal of establishing a business presence overseas. Whether your company is looking to expand into Europe, Latin America, South Africa or Asia, Capital GES can help. Our team consists of dedicated international in-country specialists who are on-hand to provide round-the-clock support whenever our clients need them.
If you are thinking of expanding your business and looking to hire internationally, contact us at firstname.lastname@example.org or via phone: +41 32 732 97 00 or +1 833 972 6346 to see how we can help.