The client has a strong legacy in electronics manufacturing and services and is a leader in IT peripherals, track & trace products and Point-of-Sale devices.

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Key Challenge

• Development of business strategy was done with a annual business planning mindset and tended to focus on sales and achieving the revenue goals.

• BU Heads and Corp Function Heads looked at revenue goals as the primary objective rather than big picture of how to envision the company in the future.

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Effilor's Solution

• Strategy Development – With a detailed study of various business units and their revenue streams, the organizational objectives for the next 3 years was developed through a collaborative workshop with the leadership team. These objectives were used to set success milestones for each business unit.

• Sales Drivers – In order to achieve the success milestones a money map was created to sharpen focus on which revenue streams to prioritize with the base input being the 3 horizon based categorization.

• Business Planning – Using the OGSM approach (Objective-Goals-Strategies-Measures) a guideline on converting the strategy into annual business plan was created and socialized with the leadership team.

• Mentoring – Each BU Head and the Sales Heads were mentored on the process to be followed to translate strategy using OGSM approach into their respective business plans. The business plans were reviewed as part of their year end cycle with clearly identified goals and lead indicators to meet the revenue and margin budgets.

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Client Impact

• The larger objective of the organization is well understood by all business leaders

• All business units have a clear understanding of their horizons and how to govern each horizon

• A repeatable process for strategy development and business planning is in place