Case studies

First Time General Manager
Accelerates Results
Through Integration

CHALLENGE

A multi-national consumer products organization owned two businesses providing similar lines of products. Both businesses were underperforming … market share was declining, innovation had stalled, costs were high, and neither company was effectively leveraging the shared resources of the parent corporation.

To salvage the businesses, the two underperforming units were merged into a single, unified division. A new GM was promoted from within and ineffectual leaders let go. The new leader was tasked with creating and rejuvenating a new leadership team, defining a growth plan, reducing costs, optimizing all available resources, and returning the organization to its previous growth pattern.

Despite significant talent and business acumen, the new leader had never held a full-fledged General Manager role. PrimeGenesis was poised to help this GM quickly tap his talent, establish his leadership and set a new direction and momentum for the team.

ACTIONS

Helped the new leader get on his front foot by preparing a well-rounded 100-Day Action Plan outlining goals, priorities, stakeholder planning, leadership messaging and key milestones

Accelerated team alignment behind the leader by facilitating an assimilation session that level-set expectations, removed the mystery behind the changes, engaged the team in a conversation about the future and addressed the team members’ key concern, “What does this change mean for me?”

Engaged broader organization behind a well-crafted “growth through integration” message

Kick started the integration process with a framework including criteria and checkpoints for decision-making, communication and execution

Enabled early “people” decisions to provide immediate clarity for the new leadership team

Regular behind-the-scenes coaching to help GM focus on priorities and where he could drive results

Facilitated two-day Team Imperative Workshop, a galvanizing event to unify the two teams around common mission, vision, values, goals, actions plans, operating cadence and communications.

RESULTS

Unified, integrated, efficient team operating effectively against a co-created plan
Exceeded financial goals in first 2 quarters in the role, first time the unit(s) had achieved plan in 3 years
Focused negotiation resulted in new $20 million commitment from previously under-performing customer
Exceeded aggressive cost-saving/integration goals by 2%
Retained key employees during integration exercise
Redefined sales organization utilizing best practices of both companies and corporate resources
Optimized corporate resources to accelerate plan, progress and results
New leader has full confidence of self, team, boss and board