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Quick Links
Business Transformation. People Due Diligence and Organisational change.
Are you prepared? How will you improve performance?
Successfully transforming a business starts with successfully identifying the talent to manage the process and to implement the new strategy.
In a constantly shifting business environment, re-assessing and restructuring your business to better meet the needs of your clients is either a continual process or you fall behind your competitors. Its that simple. Do you have the people to manage it?
Many companies have been moving from product sales to a customer-tailored solution approach. It’s a strategic move that comes with the potential for great rewards, but it is also a complex endeavour.
Among the many considerations, perhaps the most important is identifying the new capabilities needed to manage the change in how clients are serviced. At the same time, there are the small matters of implementing a supportive internal organisational structure and promoting the renewal of company values and culture.
These are core changes, requiring the creation of a new vision and strategy and a plan for implementing them effectively.
If your organisation is going through the transformation process, Copernicus can help. We’ll work with you to assess the competition and the needs of your customers - the starting point for deciding what kind of business you need to build to deliver results. We’ll then help you match key roles with the right people to create an effective organisation strategy. We will then assist you to identify, acquire, develop and integrate any other talent you still need to make your transformation successful.
People Due Diligence
Before the transformation, merger or acquisition takes place, due diligence should be applied to people as well.
The value of an acquisition is in its future potential. The valuation is, therefore, directly linked to the competence of the leadership team to deliver in the long term.
It is also invaluable to know how ably and swiftly the integration process will be run so that the asset will be operating at peak performance.
This requires knowing the capabilities and potential of your people—individual managers and teams on different levels, as well as the teams leading the integration.
A management capability review, linked to the requirements of the emerging new company, adds vital information to the total due diligence effort. The results can and should be used as another factor in the pricing of the asset.
More importantly, it is a proactive way to start building new management teams. It gives the opportunity to identify those managers and team members who will adopt and promote the strategic vision of the acquisition, and who are well prepared to take over and run the company from day one.
Copernicus has experience working with businesses in transformation and in merger or acquisition situations. We bring an understanding of key business drivers and the challenges of the marketplace and competition, coupled with our expertise in understanding people and predicting performance. By helping you to ensure that the right people are in place, we can make sure your organisation is prepared to take full advantage of the investment.
People in a Merger Situation
Once a merger is complete, you have to make it work. It all comes down to having the right people.
30% of all mergers or acquisitions increase shareholder value. 30% are outright failures. Time after time, we’ve seen that the difference is a direct result of the people involved and of how the integration process is set up.
No matter how closely two companies are aligned on the surface, the merging of cultures and people after the deal is done plays a dominant role in the success or failure of the new venture.
The conditions that contribute to a successful merger process are:
- Clear leadership of the change process
- Proper talent selection for the first levels of the organisation
- Clearly structured integration process
The opportunity this presents is obvious - by dealing with people issues proactively, organisations can smooth the transition in times of change.
By selecting capable and motivated integration teams and offering coaching and guidance, you can minimise the risk of losing valuable employees and maximise the effectiveness of key people.
Copernicus understands the emotional landscape and the different phases that organisations go through in a merger. We can assist with planning the integration, selecting the right people and forming the right teams. We can also coach managers and teams and guide the progress of transition and integration. By proactively intervening in people issues, we can help you ensure a successful start and outcome for your new acquisition.
Improving Performance
The fastest way to improve organisational performance is to ensure that you have the right people in key roles.
There are many ways to try and boost performance. Research shows that investing in incremental changes alone is unlikely to produce the shift in performance you’re looking for.
The key here, as with all facets of business, is in ensuring that the best people are in the right roles to maximise results. And that they have the tools and skill set needed to meet every challenge of today’s business environment.
A good place to start is an analysis of your operational effectiveness:
- Are there opportunities to improve?
- What barriers exist, and how can we overcome them?
- How can we help key people be their best?
Copernicus can help improve your operational effectiveness. A strategic capability analysis clarifies the business needs and the impact our recommendations will have. By reviewing the gap between your existing capabilities and your future needs, we can develop tailored programmes to help your key people close it.
Account Management & Sales Effectiveness
New demands have transformed the sales function and, for many organisations, sales is a whole new game. The challenge is greater, but so is the potential.
In many organisations, the sales role has gone through some big changes. What was once a presentation of features and benefits has become a process of partnering, based on knowing the customer’s business and value chain inside and out.
This puts a tremendous emphasis on the sales manager’s / account manager’s ability to understand and direct key customer relationships. The success or failure of developing new front-end capabilities has a more significant impact than ever on the organisation as a whole.
Because of these changes, many sales executives have become key account managers, with more responsibility for leading account teams successfully.
The changes are reflected in recruitment and selection, with much more importance being put on leadership skills.
Copernicus can help identify the right individuals, internally or externally, who will be successful at managing your high value customer relationships. With an emphasis on leadership skills, we will find and help develop the talent that can improve performance now and in the future.
Organisational Change
Organisational changes are successful when they combine a review of individual roles with a “big picture” assessment of internal processes and overall structure.
In today’s volatile business environment, companies have to keep pace with the needs of customers and stakeholders and stay ahead of the competition. This can mean making significant changes not only at the individual level, but also to the very way the company operates on a day-to-day basis.
Copernicus has experience in assessing the capabilities you need to drive the change process forward. We will make recommendations for selecting, deploying and organising your people as effectively as possible.
At the same time, we can work with you to develop your internal processes and overall organisation design to ensure there are no obstacles to the strategy implementation process.
This combination ensures that, as the organisation changes, success at an individual level will translate into success for the company as a whole.
To begin to transform your business contact us today info@copernicus-consulting.com