Global FMCG company assessed for ability to secure strategic growth
A global FMCG company with USD 1.5b turnover in Asia had planned significant growth and expansion over a five year period.
Requirements:
Salzer Consulting was engaged to conduct a thorough assessment of the senior management teams across the Asia Pacific to evaluate the abilities of these managers to meet the rapid growth targets contained in the strategic plans.
Process:
Salzer Consulting employed a “bottom –up” strategic analysis process which was designed to explore the capabilities and the attitudes of the team. This process ensured that the individuals concerned were open and candid - able to express their concerns as well as making positive suggestions. It was also designed to uncover the real issues which could act as inhibitors to growth.
Key Issues:
The company was driven by WHQ and RHQ to achieve quarterly results with the significant focus on the short term bottom line and a disincentive to long term thinking – hence a cynicism had developed as to whether the growth strategies could be achieved. There was a climate of aggression causing some defensiveness and frustration, poor internal communication and a lack of experience and engagement in acquisitions and new category growth.
Most of the senior management teams throughout the region were talented and deeply committed with a deep corporate culture.
Outcome:
Salzer Consulting recommended a refocus of incentives, restructuring of RHQ, an upgrade of marketing in the region and training and modification programs. Most of the above were adopted and perceivable positive changes including regional growth are apparent.
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