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Transforming While Attaining Stretch Goals

Blog: Jim Sinur

It’s hard to imagine making a significant transformation within a large multi-national B2B organization while dealing with the complications of COVID and supply chain issues. However, this case does just that while attaining the triple crown of business benefits of increased revenue, decreased costs, and a significant value increase by reducing the “time to respond.” This organization achieved impressive results by leveraging an outside-in approach to customer outcomes while driving results with goal-led collaboration. As a result, they were able to expand during the time of COVID on a large scale. Let’s check this case study out.

The Challenge

· The order to dispatch cycle was six weeks on average, creating problems for all customers.

· The customers were also delayed in providing products and services to their customers/dealers.

· The complexity of change across multiple markets and countries

This large organization has leadership in three major business sectors. First, it must continue providing products and services while significantly changing the ordering process, compounding problems downstream. Second, this 3+ billion-dollar revenue company has to improve across all 100+ countries it services. All of these forces were being affected by the COVID impacts. Third, the innovation required will insist on including the customers and the customers of the direct customers.

The Solution

It started with understanding the current situation and what the customers wanted. This was done leveraging an outside-in approach to creating customer confidence. This organization used the CEM Method to guide the process that helped discover the customer’s real needs, design customer profiles around the real needs, and deploy smoothly. These efforts were managed with goal-led collaborations that linked actions to outcomes from the sponsor all the way to the doers with clear visibility.

· Providing solid and stable providers

· Providing products/services as and when specified

· Run without disruption

The Benefits

These benefits were derived from goal-led collaboration guided by the CEM method, continuous optimization individually and collectively aimed at the primary goals. There was a significant reduction in order dispatch resulting in cost reduction and revenue increases while increasing customer confidence in the uncertainty of COVID

· Order dispatch time reduced from 6 weeks to 2 days

· Increased revenue by 29%

· Reduced costs by 30%

Net; Net:

This approach generates happier customers with significant changes to business results. This case study reached the triple crown of increased revenue, decreased costs, and more value by leveraging goal-led collaboration while looking at the problem and solutions from the “outside-in.”

This case study was provided and assisted by Parallel  Click here for a link

Case Study Goal Life Cycle Impacts Highlighted in Blue

For an Explanation of the Goal Life Cycle Components, Please Refer to the Blog Posts Below

For a Goal Life Cycle Explanation, click here

For Better Goal Management, click here

For Goal Led Technologies, click here

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