Client Success Spotlight - Planning for Growth

Client Success Spotlight

PLANNING FOR GROWTH A once high-growth global hardware manufacturer was falling flat. Market Strategy Group helped the client improve its strategy across regions and divisions, which led to increased revenue growth and alignment throughout all levels of the organization.

Formerly in double-digits growth, an industry-leading hardware manufacturer had been failing to meet its year-over-year growth targets and suddenly experienced a sharp decline in financial and operational performance. The company was not only failing in achieving its 8% growth target, but was experiencing negative growth and struggled to deliver on its centrally-agreed upon corporate growth initiatives.

At the heart of the matter, Market Strategy Group (MSG) discovered a major strategy gap: this company lacked a aligned and holistic strategic planning process as well as a structured method to ensure different divisions successfully followed through with their planned strategic initiatives. Also in lack was a process for filtering its strategic plan throughout all organizational levels and enabling synergies. To address these challenges, MSG implemented the bellow alignment and planning process to overcome this “strategy gap.”

Figure 1. Strategic Alignment Process

TEMPLATE DEVELOPMENT • Aligned regional goals through standardized templates • Increased transparency across BUs • Exploited internal opportunities via departmental synergies

INITIATIVE COACHING • Identified initiatives that supported organization’s overall strategy • Prioritized initiatives according to fit across BUs’ strategies • Coached BU leadership through standardizing initiatives into template

MESSAGE FILTERING

TRANSPARENT PROGRESS

• Augmented internal communications structure

• Standardized quarterly business reviews

• Segmented communications to specific audiences

• Implemented templates to monitor goal progress during quarterly reviews

• Developed process for filtering BU strategic plan across other parts of the organization

© Market Strategy Group 2017

• Established standardized metrics to improve BU accountability

MSG Insights – May 2017 www.mkt-strat.com

How We Helped Ultimately, this alignment achieved by the revamped planning process resulted in a well-formed, cohesive strategic plan that enabled our client to exceed performance targets in following years. Once implemented, the company experienced a 12% growth rate in the subsequent year and exceeded its growth target by over 20% in the following years. In developing this plan hand-in-hand with our client’s executive leadership, MSG melded financial, fiscal and strategic discipline throughout the process, enabling the hardware manufacturer to execute more efficiently and create a benchmark for future comparison.

Client Annual Net Income 200

Millions($)

150

100

50

MSG Intervention 0 2008

2009

2010

2011

2012

2013

-50

Our Work in High Tech & Communications Market Strategy Group has a successful history of working with a variety of high-profile, best-in-class technology and communication companies, and have helped them evolve in the wake of major technological developments over the past decade. Some of our recent clients are featured below:

About Market Strategy Group Market Strategy Group sees business differently. To us, winning isn't about going from Point A to Point B. It's about aligning three distinct dimensions — business direction, people & process, and markets & customers — to drive growth.

Getting this right is critical to your bottom line. And it’s not a siloed challenge – it requires multiple departments to work cohesively. We have helped organizations get to an answer custom to your unique situation. We should chat if this is an issue. Giles Jacknain (giles.jacknain@mkt-strat.com) or Alex Kruzel (alex.kruzel@mkt-strat.com).

© Market Strategy Group 2017

http://mkt-strat.com/

MSG Insights – May 2017 www.mkt-strat.com