A few years ago, I had a candidate interviewing for a Global Head role. The position was client-facing and involved managing a team across multiple time zones. For the final interview, he met with the CEO, who asked one of the best questions I’ve ever heard:
What do you prioritise – your customers, your team, or the management team of the company?
It’s a big, open-ended question. One that changes depending on your context, values, and role. But it also says a lot about how someone thinks — and how they lead.
The Candidate’s Answer
He said his allegiance would be to his team. His thinking was that by supporting his team, he could control his own environment — the people and culture immediately around him.
He couldn’t always control what senior leadership decided. Nor could he directly control customer behaviour or demand. But if he built a strong, supported team, they’d deliver great work and create a better experience for customers — and ultimately, the business.
The CEO’s Perspective
The CEO disagreed. He believed that a leader’s allegiance should lie with the management team and the company. For him, leadership meant alignment with the company’s mission, direction, and messaging — and being able to cascade that effectively down the line.
And in many ways, that makes sense. Loyalty and belief in the company’s vision are traits every CEO wants in their senior leadership.
Still, the candidate left wondering if he’d be stepping into an autocratic culture, one where alignment mattered more than autonomy.
My Take
Here’s my opinion.
People who prioritise customers tend to be the top billers, the best relationship builders, the closers. They’re the stars in sales, client success, and partnerships because they’re wired to serve and deliver.
People who prioritise the management team often go on to become the MDs, the COOs, the C-Suite. They align tightly with the business mission and often rise by being the voice of the company.
But those who prioritise their team? Their path is less clearly defined.
Yet they’re the ones we need more of. They’re the leaders who build better working cultures and often get overlooked because they’re too focused on lifting others.
If we want better businesses, we need to start recognising and promoting these people too.
As for me? I’ve asked myself this question. And honestly, I almost always prioritise the client.
What would your answer be?
