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Openworks
Overview
Redesigning sales structure for nation-wide service organization.
Industry:
Facilities Management
Location:
Scottsdale, AZ
Website:
HTTPS://openworks.com
Challenges / Opportunities
OpenWorks was looking for a partner to assess their organization and make recommendations on an optimal organizational structure to support their rapid growth both effectively and cost-efficiently with increased employee retention.
Recommendations & Implementations
IMPLEMENTATION
- Review strategic plans, sales and services results and organizational structure
- Develop targeted questions for live interviews
- Interview 18 people representing a cross section of the organization
- Obtain feedback from a Certified Public Accountant
- Compile and develop a report reflecting interview results, our 26-year experience and best practice
- Present report to key Corporate Leadership Team
- Facilitate a ’future-state’ session
- Facilitate a working session with Divisional Area Directors
MFI RECOMMENDATIONS
- Simplified Structure
- Single sales department
- Franchise and strategic sales are contained, but report up to sales department
- Agility
- Virtual offices with area hubs
- Correct ratio of manager to staff (one manager to 8 staff, approx.)
- Customer experience
- Experienced salespeople
- Account sales focus
- Improve the skill and service level of franchisees
- Employee experience
- Training, career path opportunities
- Change management and communication
- Meaningful connections and teaming
Results
The organization reported implementing several of our recommendations. They were able to adapt to a simplified structure that aligned with their values, company focus areas and key strategies.