Removing Impediments To High Performance – Increasing Market Share In A Fast-growing Market
About The
Company
| SECTOR | Agriculture & Farm Equipment |
|---|---|
| SCALE | 6000+ Employees Revenue size – 10,000+ cr |
| GEOGRAPHY | India |
| DURATION | 15-18 months |
The
Challenge
This Company had existed in India for over two decades to grow slowly to have a humble presence in a fast-growing aggressive market, where the Market Leader owned almost 70% of the market share.
The company had engaged a leading Consulting firm to help Re-organize the organization to stimulate Focus, Alignment & Growth, & a second large Consulting firm to re-visit & re-cast Strategy – all to no avail.
It was during the visit of their new Global CEO that the conversations geared to Cultural challenges and old ways of doing things, that may be at the center of the Growth challenges the organization was persisting despite so many attempts to manage Change. They decided to reach out to a top-class OD firm. This is where Capstone stepped in!
The
Approach
Diagnose
Design
Deploy
Sustain
The
Approach
Diagnose
Capstone used its Proprietary Discovery Process to understand the challenges and inertia for converting High Performance across levels. The challenges were different and the challenges were the same.
People, Systems, Processes, Mental Modes, Problem solving capabilities & trapped in old paradigms were collectively responsible for some of the inertia for leveraging High Performance opportunities.
The
Approach
Design
Capstone spent considerable time in the Gemba to identify ground level challenges, the channels of communication, Problem solving orientations and the loss of productivity across levels. There were Mindsets & Skillsets that needed to be re-engineered. There was also room for Positive Self-belief and Inspiration.
The
Approach
Deploy
Capstone Designed a Company-wide multi-pronged Change agenda in conjuncture with the Guiding Coalition of internal Leaders identified for this intervention.
- Top Leadership Capability Building & participation in Workstreams for Change, including becoming the Tipping Point group to build momentum for a High-Performance Culture
- The Middle Managers across India, ALL locations were brought in to build the Mindsets & Skillsets for High Performance
- Every single Frontline Employee was spoken to. Collectively they learnt of the Winning Mindsets as Leaders, Customer-centricity, & Collaboration, Crucial Conversations for High Performance, how to navigate Impediments to High Performance and most of all to remain differentiated to deliver Customer Delight!
We documented these stories of gallant Change. We saw our presence in the market improve. We saw the Technology become differentiated.
The
Approach
Sustain
We created all along the Change agenda a growing Guiding Coalition of Leaders who were the credible face of Change and delivered several High Performance Culture related sessions across group companies, to vendors & partners and other stakeholders to become the Face and Voice of Change…
This still continues – they live and onboard Talent, they continue building Leaders through these communication platforms
Not only were Systems, Processes and Mindsets palpably improved – so did their Market share by 60% ; E-SAT scores by 40%; Attraction & Retention of Talent improved, Won Innovation & Business Excellence Awards.
Faculty
Review
