Success story · December 2025
Interim Commercial Management as a guarantor of stability during a generational handover in an ICT company
A five-month project to safeguard sales and ensure a professional handover of leadership within the family business.
Client and Sector Our client, a well-established ICT company based in Castile and León, was facing the most delicate moment in the history of a family business: the generational handover. Having built a solid track record under the leadership of the first generation, the organisation needed to manage the transition to the second generation without allowing internal uncertainty to affect the market.
The Situation / Need (The Pain) The organisation faced a dual challenge: emotional and operational. The transition from the first to the second generation carried an inherent risk of instability in the management of key accounts. The owners identified the critical need to ensure there was no risk to sales during this ‘transition’ period. A senior, external and objective profile was required, capable of maintaining commercial momentum and preventing customer churn in the face of perceived internal changes, all within a cost-efficient model.
The Approach and Solution EPUNTO EPUNTO immediately brought in an interim manager specialising in sales management and family business management to take on the role of CCO on a part-time basis. For five months, the executive joined the management committee with a clear assignment: to safeguard the profit and loss account and oversee the handover of responsibilities.
The intervention focused on three key areas of accountability:
Portfolio Protection: Direct management of strategic clients to convey a message of continuity and corporate stability.
Professionalising the Succession: Intensive mentoring of the second generation, transferring methodology and strategic commercial vision.
Objectivity in Decision-Making: Acting as an emotional ‘firewall’ between the generations, ensuring that commercial decisions were based exclusively on data and profitability.
Frequently asked questions
What was the main challenge in this project?
The challenge was to mitigate commercial risk in a highly sensitive environment such as a generational handover. It was imperative that the market should not perceive any leadership vacuum whilst the internal change of leadership was taking place, thereby ensuring that turnover remained stable.
Why was an interim manager chosen rather than a traditional recruitment process?
The situation required surgical intervention and a temporary appointment (5 months). A traditional recruitment process would have been slow and would have entailed an unnecessary fixed cost. The role of the Interim Manager made it possible to bring in immediate seniority and external objectivity, something that a permanently employed executive would find difficult to provide amidst family tensions.
What was the most significant impact during the first 90 days?
Stabilising market confidence. Our Interim Manager acted as a credible point of contact for major clients, ensuring the renewal of key contracts and preventing competitors from taking advantage of the transition period to gain market share.
How did EPUNTO ensure the transfer of knowledge once the mission was complete?
Our methodology was based on shadowing. The Interim Manager not only led the department but also empowered the second generation, equipping them with management control and negotiation tools, ensuring that, after five months, the successors had full and professional control of the sales department.
What unique feature did EPUNTO bring to this solution?
The flexibility of the part-time model combined with being over-qualified. We provide a top-level executive whom the company would not have been able to (nor needed to) hire on a full-time basis, offering a high-impact solution with variable costs and tangible results during a critical period in the company’s life.
