Transformation / New activity
Situation
An international group in the metal industry wishes to add to its product and offer a service offer developed by its design office for specific situations.
Objectives
To develop a new service (and associated equipment) by carrying out several pilot projects.
Prepare technical and marketing files to support sales.
Organise the commercial development of this offer with a geographical priority on the SEA and Africa and the recruitment of “project” skills to complete the teams.
Tasks
Our assignment was initiated at the request of the Group’s Chairman: we recommended a ‘project’ organisation that would report directly to him with the necessary degree of autonomy to rapidly deploy the plan after validation – with an interim manager experienced in systems sales and familiar with the international markets targeted by this new business development.
In this context, our Interim Manager has:
- In the first phase took ownership of the technical and marketing elements of the new development (about six months),
- Implemented the pilot projects and prepared the sales materials,
- Deployed the commercial action with its own teams in the priority areas,
- At the end of the first year, proposed a progressive integration of this new activity into the company’s organisation.
Results
Our “project” approach to managing the initial phase and the commercial roll-out phase proved effective during an eighteen-month assignment.
The same interim manager was then tasked with integrating this new activity into the company’s structure.
