A Culture-Shifting Mindset Leads Transformation
With our help, the senior leadership team committed to lead the transformation with a culture-shifting “Prioritize, Align, and Simplify" (PAS) mindset:
Prioritize – the most critical drivers of profitable growth and strategic advantage
Align – resources against these strategic priorities
Simplify – unnecessary complexity that was getting in the way of these objectives
Cross Business Group Drives Operational Improvements
After helping to develop financial guideposts for this work, we collaborated with executives to apply these cultural and leadership principles to specific operational improvement opportunities that front-line employees could internalize, understand, and implement.
One initiative focused on maximizing sales of the company's mid-tier brands. Historically, the organization excelled in selling its top products within each market, but neglected other valuable parts of its product portfolio.
With Schaffer’s support, a cross-business group agreed on the criteria for identifying these brands in any given market. We then designed a process that local sales, marketing, and operations staff could use to identify no-cost or low-cost opportunities for incremental growth from these brands. The process was piloted in four markets, then refined and quickly expanded to the top 20 global markets, all within six months. Each local team developed a customized plan to maximize revenue from co-selling, new markets and channels, and prevention of price erosion. Ideas were then aggregated and shared across markets to allow for even bolder target-setting.