Interviews with:
Cherie CHU, the Protagonist, Branch Manager
Douglas CHEUNG, Senior Wealth Management Director
Henry FUNG, Senior Wealth Management Manager
Joanne LI, Wealth Management Manager
Kendy YEUNG, Financial Planner
all from AIA Hong Kong.
Quick updates from Cherie Chu and the other four interviewees via WhatsApp from late July to late August 2025
Secondary sources:
Information Deck — AIA High Net Worth Proposition (February 2025)
Simplified Version - AIA Personal Medical Case Management Services with Rehabilitation Management
Other documentary evidence in the reference list
At American International Assurance Hong Kong, Cherie Chu leads a team of financial planners striving for a foothold in the high-net-worth insurance market. Despite a decade of encouragement, progress has stalled. Facing intensifying competition and rapidly shifting client purchasing priorities, Cherie must reconsider her hands-off, laissez-faire style. The case challenges students to evaluate how a tailored blend of leadership styles, accounting for varied member capabilities and readiness, as well as the complex market dynamics, can enable effective change. The case prompts reflection on contextual, organizational, team, interpersonal and personal factors that shape leadership strategy in a change scenario.
This case study is suitable for postgraduate and senior-year undergraduate leadership courses where students have two years or less of full-time work experience, particularly in scenarios focusing on choice among (a blend of) leadership styles in competitive, rapidly changing business environments.
While adaptable to online format, in-person delivery is particularly recommended to facilitate richer discussion through debates and small-group deliberations.
