Talking heads: Paul Gleeson

Position: New Zealand managing director for International Management Group (IMG)

What does your job involve?

Working with the stars. IMG is the world's largest sports marketing and television company and manages clients including Dame Kiri Te Kanawa, Sir Bob Charles and Frank Nobilo. The stars are usually a pleasure to deal with but media demands create extra pressure.

Our team is involved in event organisation, sponsorship sales and marketing, arts and entertainment projects and television rights sales. We create/organise events such as the Mission Estate concerts, Air New Zealand world-wide Golden Oldies sports festivals, the Crown Lager NZ Golf Open, the V8 Supercars event and the Air New Zealand Ironman in Taupo.

My job is developing and leading the company's strategic direction as well as seeking new business. I also advise and support the event managers and sales staff.

How did you get to where you are today?

On an elephant. I started as a teller at the Auckland Savings Bank. In the early 1970s I introduced the Auckland Zoo's elephant, Kashin, as a branding symbol for ASB. It was my first insight into real marketing and promotion. Later as special promotions controller for Air New Zealand I developed my organisation skills. Seeing a need for sports marketing, I left to establish my own company and initiated and managed a number of successful sporting projects. In 1990, IMG bought my company and retained me to head their operation in NZ.

What makes your day at work?

Assisting people to achieve their personal targets. I like to see them excited about finalising a sponsorship sale, or a well-received presentation, confirming a top artist for a concert, or placement of a TV programme; creating a new event or managing a successful one.

What is your work philosophy?

Deliver on promises - even if the delivery costs you financially - and if something prevents delivery, be upfront with the client. Mutual respect and reputation is more important than image.

Never ask somebody to do something that I have not or would not do myself.

Detail is the most important element of any event. I make a detailed checklist which spells out everyone's role and is constantly reviewed and updated with every project team member.

Be client-focused and flexible and deliver what the market demands.

What are the most important things that you have learnt so far?

Be a good listener and never suggest that a new idea won't work. We developed many concepts which some people viewed as crazy and unachievable but we persevered and the results speak for themselves - Kiri Te Kanawa performing in concert in a vineyard, beside a quay or on a golf course.

Staff is our biggest asset and there is no substitute for honesty and integrity.

What advice would you give to someone starting out in your field today?

Be prepared to listen, learn and be involved with all aspects of a project regardless of how menial the tasks may be. Don't think that you are going to change the world overnight, take each project one step at a time. Obtain experience in your own time organising local events because there is no substitute for experience.

Who was your main mentor?

James Erskine, the former managing director for IMG in Australia, encouraged me to look "outside the square" and taught me that nothing was impossible to achieve if it was well planned and had corporate support. Malcolm Boyle (PR consultant and part-owner of the Warriors) was also a big influence.

What was your biggest break?

About 15 years ago when I was invited to represent IMG in New Zealand. With IMG's worldwide network and resources, everything just started to happen.

What's the biggest challenge for your organisation in the present economy?

Getting IMG's name in front of corporates and ensuring that our reputation as the owner/organiser of some of NZ's most important events is unchallenged.

What is the biggest workplace challenge you've faced?

Organising the first stage of the Pope's NZ visit, and coping with the media after John McEnroe suddenly left town after his tennis match with Ivan Lendl when he was supposed to attend a press conference and play another match the following day!

How do you relax?

I try to read a lot, especially short stories. I am really relaxed with my wife and our three sons at our Coromandel beach house.

What ambitions do you have?

I'd like to be able to continue to enjoy what I have been doing for over 30 years organising events. I draw enormous satisfaction and pleasure from our achievements and by sharing these results with our team.

What skill would you like to have?

To be able to turn off outside the office would be nice but I seem to take my work with me.

How important is a sense of humour?

Very important. There have been many situations in the past where my sense of humour has helped overcome potentially tricky situations.

* Paul Gleeson talked to Susan Axford.