The CEO Forum Group Magazine Business 2023 (1) - Flipbook - Page 26
Kate Gutmann
Our successful labor negotiation this year illustrates
it best. It took most of the summer to reach a
contract with our drivers. At times, we faced a lot
of noisy rhetoric, and it got intense. Despite the
challenges, UPSers never missed a beat. And we
reached a win-win-win agreement on issues that
are important for our company, our employees
and our customers. This contract allows us to
keep providing value for customers by investing in
growth, efficiency and our people.
Let’s talk about you personally. What was a
challenge you faced that shaped your business and
personal philosophy?
In my three decades at UPS, I’ve had my share of
learning opportunities. One that springs to mind
occurred very early in my career. I was just a few years
out of college when a customer asked me to travel to
Japan to sell UPS services to his management team.
It was a big opportunity and a big responsibility. I
was nervous. But I was determined to succeed.
As my trip approached, I read everything I could
about Japanese business culture. I prepared what I
thought was a rock-solid sales presentation. Then I
flew from the U.S. to Japan, where I led the meeting
with confidence.
I was stunned when I did not get the sale. I flew home
disappointed and humbled. But instead of dwelling on
it, I analyzed the feedback that the customer was kind
enough to share. I updated my proposal and convinced
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