CASE STUDY #3 - Strategic Initiatives Workshop
Results / Case Study 3
A Global vendor and its local Australian Distributor despite strong connections in USA and Europe had failed to capitalise on these results in Australia. Both local management teams believed there was no other option but to cease doing business.
Internationally this was not feasible. Consequently, on advice from US management, it was agreed both Australian management teams, including CEOs & Sales & Marketing Directors would attend an Organised Solution’s Strategic Initiative workshop to define how they need to develop better teamwork and reverse the business results. US representatives from both businesses attended the 1-day workshop, due to the severity of the problem.
The workshop required a large amount of research and pre work including each business summarising a SWOT analysis of each other’s business. The workshop objective was to find common Initiatives to change the way both businesses worked together to produce positive results for both.
A defined number of Initiatives were workshopped, questioned and challenged. The nett result being the selection of three (3) key objectives which multi-teams would work on for a period of 3 months, coached by the workshop facilitator.
Over the next 3 months these multi-teams with members from both businesses including the US representatives web conferencing into the meeting, thrashed out their issues and differences under the guidance of the facilitator. The outcome being described by the US Vendor Global manager as “the best executed Initiatives workshop and outcome he’d ever been involved with”.
The following quarter the Distributor meet its’ Vendor sales and rebate targets for the first time in five (5) quarters.
Internationally this was not feasible. Consequently, on advice from US management, it was agreed both Australian management teams, including CEOs & Sales & Marketing Directors would attend an Organised Solution’s Strategic Initiative workshop to define how they need to develop better teamwork and reverse the business results. US representatives from both businesses attended the 1-day workshop, due to the severity of the problem.
The workshop required a large amount of research and pre work including each business summarising a SWOT analysis of each other’s business. The workshop objective was to find common Initiatives to change the way both businesses worked together to produce positive results for both.
A defined number of Initiatives were workshopped, questioned and challenged. The nett result being the selection of three (3) key objectives which multi-teams would work on for a period of 3 months, coached by the workshop facilitator.
Over the next 3 months these multi-teams with members from both businesses including the US representatives web conferencing into the meeting, thrashed out their issues and differences under the guidance of the facilitator. The outcome being described by the US Vendor Global manager as “the best executed Initiatives workshop and outcome he’d ever been involved with”.
The following quarter the Distributor meet its’ Vendor sales and rebate targets for the first time in five (5) quarters.