Case History

Lucent Technologies UK (now Avaya)

Client situation
Following a growth from launch to £90million over a ten year period, the Managing Director had been tasked with a further 100% growth in sales within twelve months. While sales trends were encouraging, the MD feared that the existing organisation wasn't equipped to handle such a growth within the required timeframe, and that a breakdown in service standards, customer loyalty, and staff morale may be unavoidable.

Client problem
To gear up the organisation to double in sales and delivery capability, while doubling income and profits simultaneously, and retaining and developing the human capital.

What we did
Supported the Board to:

• Diagnose the mood of the organisation and listen to its demands
• Specify the leadership style and culture needed for success
• Assess existing leadership style and its impact, and craft individual and collective Development Plans for the Board and the Senior Management Team
• Develop an inspiring vision for change and enrol the organisation

Results
The project completed on time and organic sales levels exceeded target by 20% in the period following the programme. It also meant that the organization was well positioned to integrate acquisition structures that led to revenues of £240M within two years.

"Although the focus of the projects was not directly on revenues and cost management, I am certain that the cultural and teamwork benefits we gained contributed to the 100%+ growth in business we have achieved during that time.

I am particularly impressed by the extraordinary variety of methods and experiences you brought to us in the group workshops with the Executive Team, most of which were new to me, and which opened our eyes to some valuable lessons about ourselves and the way we run the company."