Introduction

A multinational company with over 50,000 professionals operating in 100 plus countries approached AA to work with them to enhance the overall performance of one of their top 10 business accounts. 

Defining the Problem

AA had a meeting with the top management and HR of the account and conducted a brief study using the TVT tool to identify key issues.

·        Upgrade / align business centric operations to meet customer management challenges.

·        Enhance productivity of senior team members to cope with increased challenges and opportunities.

Developing a Solution and Implementation Plan

AA together with the top management identified 5 senior managers heading 5 separate sub-streams of the account a few key aspects of their:

·        Management style

·        Self management 

AA also identified several initiatives to be introduced through the senior managers in their areas of operation. The common initiatives were:

·        Competency Enhancement Plan

·        Control Systems

·        Motivation Systems

·        Succession Plans

Deploying the Plan

AA used the mentoring approach and worked through senior managers to deploy initiatives and at the same time improve productivity. 

The assignment was worked through a regular process of activity review at all stages. The progress of senior management development and initiative implementation led to a high level of overall achievement at all stages. 

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 

·        Management intervention was required for SM-4 and SM-5

·        Overall the performance of the Business Account was rated ‘very good’ for the financial year. 80% of the managers were either promoted or given higher level roles. 

Designing and Delivering a Maintenance Plan

AA worked with each senior manager and developed a ‘Follow Through’ action plan to maintain and grow the performance of their respective groups.

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