A Senior Director’s Perspective on the Importance of Relationship Building and Core Values

César Luz is a Senior Director with Alvarez & Marsal’s (A&M) Transaction Advisory Group (TAG) in Sao Paulo, Brazil. He earned a bachelor’s degree from the Universidade Presbiteriana Mackenzie and a master’s degree from Insper Instituto de Ensino e Pesquisa.

In the Q&A below, César discusses his passion for tackling challenges, insights gained from his trainee program, alignment with A&M's values and the significance of relationships. From his emphasis on agility to his hobbies of reading and gaming, César's narrative reflects his commitment to growth and well-rounded approach to life.

What influenced your decision to pursue a career in consulting? Were there any pivotal moments that sparked your interest?

I have a strong passion for tackling diverse challenges across various knowledge domains. When I discovered that this is a daily endeavor in the consulting field, I knew it was the career path I wished to pursue.

A pivotal moment that ignited my interest in consulting occurred during my involvement in a trainee program at a Big Four firm. Over the course of two months, I engaged in knowledge acquisition and its practical application across a range of tasks. This experience, before engaging with actual clients, provided me with profound insight into the essence of consulting: a continuous cycle of learning, skill refinement and value creation for both clients and society.

Tell us about your experience in Latin America and the skill sets you strengthened or acquired at A&M.

Latin America offers abundant opportunities for the Brazilian office, especially considering its current collaboration with other regional offices. This experience further enhanced my capacity to effectively engage with diverse cultures.

What Are the Benefits of Returning to a Former Employer?

You recently rejoined A&M in March 2023. What prompted your return to our firm, and what aspects of the company culture or opportunities attracted you?

I chose to rejoin A&M because its values strongly align with my beliefs. Among these values, those that particularly resonate with me are quality, objectivity and personal reward. A&M maintains a steadfast commitment to delivering results that genuinely benefit clients, all while avoiding the convoluted processes and bias often observed in the market.

Who do you consider to be your closest mentors at A&M?

Fabio Pires and Paulo Mota—their experience both in consulting and A&M culture has been very helpful to me.

What key learnings or insights did you gain while away from the firm, and how do you anticipate applying those learnings in your work?

Throughout my absence from A&M, I gained valuable insights into how complexity and bureaucracy can erode value for our clients. This experience has reinforced my belief in the importance of agility, efficiency and innovation in our approach. While upholding unwavering quality standards, I've realized that when we operate swiftly and intelligently, exceptional results follow. At A&M, I am dedicated to further embedding myself within this framework and driving its success.

Is Relationship Building Important in Consulting?

How do you approach building and maintaining relationships with colleagues and clients, and how do you believe these relationships contribute to your effectiveness and success in your role?

I consistently strive for utmost honesty when interacting with both clients and colleagues. I profoundly respect their differences and needs, fostering a welcoming atmosphere where open communication is encouraged and everyone is inclined to assist.

What advice or insights would you give other professionals considering returning to our firm or rejoining a former employer?

Returning to a former employer presents a unique opportunity to surpass even the accomplishments of the initial tenure. The decision to rejoin signifies a continuation of the trust in your abilities, motivating you to maintain your established standard of excellence while consistently seeking improvement with each endeavor.

How would you describe Brazil's business culture and work environment, and how does it differ from other countries where our firm operates?

The Brazilian business culture is deeply rooted in establishing personal bonds and close relationships, intertwining social connections with professional interactions. This emphasis on interpersonal rapport fosters a collaborative atmosphere where trust and mutual understanding lay the foundation for successful endeavors. This differentiates it from the more transactional and efficiency-focused approach often observed in other countries.

What cultural nuances or customs are important when working with clients or colleagues in Brazil?

In many cases, knowing sports, especially soccer, or other shared interests is an effective way to initiate conversations and build rapport when engaging with clients.

How would you describe the office culture in Sao Paulo?

Friendly, fun and inclusive.

What are some of your hobbies and passions outside of work?

I have a keen interest in reading a wide range of materials, along with a passion for playing racing car games and indulging in drawing.

What are some fun facts about you?

I never lend books to anyone. Sometimes, I will buy a book to give away instead of lending my copy.