Worldwide Leader in Detection and Imaging Devices Establishes New Business Development Functions to Drive New Go-to-Market Strategies
Company Profile:
- A worldwide leader in state-of-the-art detection and imaging devices, including advanced military, scientific, and commercial sensing and vision systems
- More than $300M Southern California-based business unit with about 800 employees locally and global sales
Business Challenge:
- The existing organization structure was not aligned with the company’s vision for the future or its emerging markets worldwide
- A poor design led to an underperforming leadership team, lack of attention to new business development opportunities, and continual production delays
Organizational Assessment and Organization Design solutions provided include:
- Worked directly with the General Manager to assemble the Design Team and officially launch the initiative
- Facilitated an all-day project kickoff session with the GM and Design Team members to clarify the project approach and initiate the current-state assessment
- Conducted extensive interviews with numerous senior leaders, program managers, customers, and support personnel; Identified 173 discrete operational issues and more than 20 common themes as a result
- Led Design Team members in determining which issues must be addressed by the new design; Developed new organization structures and ancillary business processes based on these requirements
- Created a functional structure organized around major activity groups and divided into three major components – Shared Resources, Strategic Planning and Business Development, and Program Operations
- Defined the implementation strategy to successfully deploy the approved design and process changes
- Provided ongoing communication and transition management support to review new design elements with key stakeholders, detail job descriptions for new positions, and document the cross-functional processes
Key Business Results:
- Created a smaller, more agile senior leadership team with improved decision-making capabilities and only five direct reports to the GM
- Defined clear operational accountabilities that provided enhanced customer focus as well as direct line of sight from the GM to his strategic functions
- Established a new “Entrepreneurial & Innovation Team” and instituted a focused sales and marketing organization to pursue expansion into new markets
