OPERATING MODEL DESIGN
How should you organise your business such that it is fit for purpose, operating efficiently and effectively to deliver your commercial goals ?
What is the right blend of roles that you need in your front office commercial organisation and back office supporting functions to ensure you can meet customer expectations day in, day out?
How will you identify resource requirements and allocate these effectively? What skills and capabilities are needed and how will you close any gaps?
What processes and tools will you need to optimise your organisation?
How do you overcome the inertia of ‘that’s the way we’ve always done it’? How do you break down the functional silos that exist, by accident rather than design, in so many organisations?
What are the performance measures that you will establish that embed cross functional alignment and business delivery?
How can you be confident that this change will stick?
We adopt a thorough and pragmatic approach to work through these questions to help you arrive at the right model to deliver your commercial transformation.
ORGANISATIONAL ANALYSIS
In this stage we diagnose the current state to understand your existing organisational design and identify the business challenges to be addressed. These may be a need to reduce the cost base, redeploy resources from declining sales channels to new, growing ones, drive efficiency to free up back office to rebalance to front office effort. Here we will also agree on the design principles for the operating model.
ORGANISATIONAL DESIGN
Businesses need structure. The networks that are established across individuals and teams underpin your performance. We will ensure the right organisational structure is in place across your customer facing roles and the supporting functions with the appropriate spans of control and layers. Role profile design, ways of working definition and high-level business process will be key elements to ensure your internal network is effective.
RESOURCE PLANNING
Sales resources are precious, and it is imperative that they are deployed where the best opportunities exist. It’s equally important that each sales head is productive with balanced workload and spends quality time with your customers to generate revenue. Identifying where from a geographic or channel perspective you have a too little resource and need to hire in, or where you have oversupply that needs reallocating will size the level of change required.
CHANGE MANAGEMENT PLANNING
You may be fundamentally restrucuturing or just expanding a few key areas but in any event, planning properly for the change is key to success. We can work with your teams on the implementation planning which typically involves creating content, defining the communication approach and tracking of change so that you stay close and can adjust.