Pawel Ornatek

Commander
DISC Type : D

CEO, Managing Director, Country Manager at IWG plc

Warsaw, Mazowieckie, Poland

Overview

Pawel Ornatek is a versatile CEO and Managing Director with extensive experience leading B2B and B2C companies across Central Europe in sectors like flexible workspaces, FMCG, and business services. A graduate of Harvard Business School and the University of Cambridge, people who have worked with him describe him as a "unique manager" and a "professional specialist. "

He is a key voice on the evolution of the workplace, particularly the expansion of hybrid and flexible models throughout Poland and Central Europe. He has spoken about the significant post-pandemic shift in employee and company preferences toward flexible work arrangements.

As a leader, he is a promoter of managerial ambidexterity, focusing on balancing exploration of new opportunities with the exploitation of existing capabilities.

Personality Overview

Decisive

Candid & Clear

Risk-Taker

They like to move fast and expect the same from others.  They respond better to strong and respectful interactions. They take a lot of pride in personal achievements.

Topics They Care About

Hybrid Work Models
As a leader at IWG, he frequently discusses the "explosion of a hybrid model of work" and its increasing demand among employees and companies in Poland.
International Expansion
His career includes scaling businesses across Europe, managing organizations in six CEE countries, and driving aggressive growth for global companies in the region.
Business Transformation
He has extensive experience in post-merger integrations and managing companies through multiple ownership changes, particularly under a Private Equity umbrella.

Media Appearances

Pawel has no verified media appearances

Work History

9-2021
CEO, Managing Director, Country Manager at IWG plc
6-2018 - 8-2021
CEO, Managing Director at Profi
10-2014 - 5-2018
CEO, Managing Director Poland, Workplace Operations at IWG plc
4-2010 - 9-2014
CEO, General & Commercial Managing Director at Lyreco Group
8-2003 - 3-2010
Vice President Sales & Business Development, Central and Eastern Europe at Metsä Tissue

Education

Postgraduate Degree from Harvard Business School
Postgraduate Degree from University of Cambridge

More Information

Social Presence :

Prographics :

Exp : 27 Location : Warsaw, Mazowieckie, Poland Job Level : Leadership Designation : CEO, Managing Director, Country Manager at IWG plc
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Insights For Selling To Pawel

During A Call Or A Meeting

DO's

  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.
  • Be respectful but crisp
  • Make sure that you circle back fast on any action items, it wins their trust

DONT's

  • Do not spend too much time focusing on product tech or features
  • Avoid being too verbose
  • Don’t be in a rush to invite them for a social meet and greet

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Pawel is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Pawel

  • If they decide not to use your product, they will say no clearly.

Insights For Deal Planning

    How fast (or slow) will Pawel move?

  • They can reach decisions fairly quickly if they are convinced.
  • Can Pawel take some risk or not?

  • They don’t mind risks but can be quite binary about them.

You And Pawel

Personality Compatibility


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