249 Bruno Gaussorgues, Country Manager, Societe Generale

 


“If you want to impact people, first, you need to trust
them—and then give them space.”


“You forget about collective decision-making in Japan—you
build consensus privately, one by one.”


“The best execution comes from ideas people believe are
their own.”


“I listen first. Then I discuss. Then I decide. But
always, I listen first.”


“Leadership is not about being the hero—it’s about
helping the team become the heroes together.”


Previously for Societe Generale, Bruno was Head of Risk on
Capital Market Activities and ALM, Co-Head of Market Risk, Risk
Assessor on Capital Market Activities; Head of Market Risk for
Natixis, Head of Market Risk on Capital Market Activities ENGIE,
Head of Market Risk On Credit Derivatives Credit Agricole CIB;
Head of UK Market Risk for LCL.


Bruno emphasizes that trust is the foundation of leadership—both
giving it and earning it. He believes in creating space for team
members to voice their ideas, as people are most committed when
implementing their own suggestions. When he arrived in Japan, he
made it a priority to listen first. Recognizing that he was new
to the local context, he relied heavily on the insights of his
team, who had decades of experience. His role, as he sees it, is
to synthesize their ideas into a clear strategy, advocate for it
at headquarters, and ensure it gets the green light.


He highlights the cultural difference in decision-making between
France and Japan. In France, decisions emerge through open
challenge and brainstorming. In Japan, consensus must be built
privately through one-on-one discussions before any meeting. He
adopted this approach, understanding that Japanese professionals
are less likely to speak up in group forums but are open and
candid in private. These individual conversations are
time-consuming but essential for building alignment and trust.


Bruno also sees leadership as deeply tied to authenticity and
leading by example. His background in risk management taught him
that courage—especially the courage to stand up for what’s right,
even against pressure—is critical. His teams observe whether he
is willing to defend their ideas and protect their interests.
That credibility is what earns their loyalty.


He’s learned that new ideas are more likely to succeed when they
come from the team, not top-down. Japanese staff often hesitate
to share ideas if early feedback is lukewarm, so Bruno takes care
to signal encouragement and patience, giving them time and space
to think creatively. When they do, the results are powerful—his
team’s strategic proposal was not only approved by Paris but
became the only strategic initiative for Japan in the region.


Bruno’s approach is to listen deeply, guide gently, champion
ideas effectively, and push for change when it makes sense
locally. He believes culture is not something to impose, but to
live consistently. By modelling respect, patience, courage, and
transparency, he creates an environment where trust grows and
leadership becomes a shared endeavour. He calls this collective
success—not about being the hero himself, but about helping the
team become successful.


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About The Author


Dr. Greg Story, President Dale Carnegie Tokyo Training


Contact me at greg.story@dalecarnegie.com


Bestselling author of “Japan Sales Mastery” (the Japanese
translation is "The Eigyo" (The営業), “Japan Business Mastery” and
"Japan Presentations Mastery".  He has also written "How To
Stop Wasting Money On Training" and the translation "Toreningu De
Okane Wo Muda Ni Suru No Wa Yamemashoo" (トレーニングでお金を無駄にするのは止めましょう)
and his brand new book is “Japan Leadership Mastery”.


Dr. Greg Story is an international keynote speaker, an executive
coach, and a thought leader in the four critical areas for
business people: leadership, communication, sales and
presentations. He leads the Dale Carnegie Franchise in Tokyo
which traces its roots straight back to the very establishment of
Dale Carnegie in Japan in 1963 by Mr. Frank Mochizuki.


He publishes daily blogs on LinkedIn, Facebook and Twitter


Has 6 weekly podcasts:


1.     Mondays -  The
Leadership Japan Series,


2.    Tuesdays – The Presentations Japan
Series


Every second Tuesday - ビジネス達人の教え


3.    Wednesdays - The Sales Japan Series


4.    Thursdays – The Leadership Japan Series


Also every second Thursday - ビジネスプロポッドキャスト


5.    Fridays - The Japan Business Mastery
Show


6.    Saturdays – Japan’s Top Business
Interviews


Has 3 weekly TV shows on YouTube:


1.     Mondays - The Cutting Edge Japan
Business Show


Also every Second Thursday - ビジネスプロTV


2.    Fridays – Japan Business Mastery


3.    Saturdays – Japan Top Business
Interviews


In the course of his career Dr. Greg Story has moved from the
academic world, to consulting, investments, trade representation,
international diplomacy, retail banking and people development.


Growing up in Brisbane, Australia he never imagined he would have
a Ph.D. in Japanese decision-making, become a 40 year veteran of
Japan and run his own company in Tokyo.


Since 1971, he has been a disciple of traditional Shitoryu Karate
(糸東流) and is currently a 6th Dan.


Bunbu Ryodo (文武両道-both pen & sword) is his mantra and he
applies martial art philosophies and strategies to business.