Case Study
Turnaround: Exceptional growth
Situation
A multibillion-pound business was experiencing low growth in a mature and flat market. There was huge pressure to cut costs to restore profitability. A workforce of many thousands was disillusioned with structural changes, broken promises and internal competition.
Strategy
Despite very tough market conditions and the enormous cost-pressure, the company set out to grow. It set the challenge of doubling the size of the business.
Intervention
A vast amount of time and emotional energy was spent in rebuilding trust with the workforce, especially between interdependent lines of business and in cross-selling.
We engaged expertise throughout the company, re-kindling the emotional power of real collaboration and innovation. Employee “constellations” were created to capture recommendations and build commitment to improvements in operating procedures, and to clear roadblocks to shared working.
We established a new forum where staff were coached to bid for new investment. Their best ideas were taken to market. Every conversation was turned into one of belief, agency and growth.
Multiple sales channels were merged into one overarching pipeline. Sales pitches and major negotiations were simulated and rehearsed. The rules of the business operating model were rewritten.
Impact
- This strategy delivered exceptional growth.
- It turned what had previously been a “Cash Cow” into a “Rising Star”.
- A marked impact on shareholder value.
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