Introduction

AA was approached by an MNC (over 20,000 professionals worldwide) to work with one of their business accounts to enhance performance levels. The objective was to capitalize on growth opportunities in the near future. 

Defining the Problem

AA studied the ‘As Is’ and ‘To Be’ states of the business account using it’s PMT tool and identified 4 focus areas

·        Process Enhancement

·        Business Development

·        Competency Build up

·        Group motivational level enhancement

 Developing a Solution and Implementation Plan

AA used multiple tools from the AA basket to identify specific details under each area. AA then worked with the client to form 4 Strategic Performance Initiative Teams (SPITS) and jointly worked out a charter for each team. Each team also had a top management nominated ‘Senior Manager’ to spearhead each of the SPITS.

 ·        Each team focused on 4 – 6 key areas with detailed implementation plans (Project management techniques were used)

·        Outside support sought from departments like HR, QA, training etc. Cross functional MOU were informally agreed to with the concerned departments. 

Deploying the Plan

AA provided continuous mentoring support with periodic intervention sessions to review progress and facilitate course corrections. 

Demonstrating Effectiveness

Effectiveness of the assignment was seen through plan achievements. Details are as follows. 

Achievement Rating: BA=0-50%: A=51-60%: G=61-70: VG= 71-80 EX=81-90: OS=91-100 

Overall the ‘Business Account’ was given the ‘Best Account’ award from among the top 30 accounts of the company. 

Designing and Delivering a Maintenance Plan

AA has separate meetings with the top management and delivered an ‘Annual operating Plan’ to be followed for each initiative. ‘Lesson Learnt’ was also discussed and group communication plans were formulated for dissemination.

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