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CASE STUDIES

CASE STUDY: BERKSHIRE MORTGAGE FINANCE COMPANY

The Challenge: In a sector becoming ever more competitive, larger financial institutions threaten to dominate Berkshire Mortgage Finance and other medium-sized providers. BMF needs to execute a growth plan by acquiring and melding together the corporate cultures of two companies with its own culture in a manner that builds one successful company.

The Process: Sarkady began working with top management in 1999 to transform the company’s strategic planning and simultaneously accomplish cultural change. By working together on shared goals, three executive teams became one. As the strategic plan evolved, management’s definition of success evolved. The new goal was to become one of the top two or three companies specializing in Fannie Mae multi-family lending.

The CEO committed himself and the company to create “leadership force” as a principle of competitive advantage. Through the strategic planning cycle, a small team emerged that passionately embraced the CEO’s idea of leadership. Sarkady and an Associate worked with the company team to create a multi-year leadership development process uniquely tailored to the company, while drawing on best practices of leadership development, all focused on accomplishing the growth strategy.

The Result: BMF has indeed become the top Fannie Mae multi-family lender, acquiring a second and third company. It is on the verge of becoming the dominant lender in its sector.