Beruflich Dokumente
Kultur Dokumente
2011
22 Nov,
Who we are?
Hello everybody, my name is Waqas Khan; I am a member of team of consultants,
Bobbit consulting group. We are specialized in planning and implementing performance
improvement programs.
Why we are here?
I am here to assist you (Trust Us PLC) to consider the planning and implementation
phases of the consultancy process model within a pressurized team environment.
Overview of Trust us PLC (Public Liability Company)
Trust us PLC is a financial quoted services with a complex organizational structure
consisting of 26 trading companies resulting in 18 board meetings every month.
The Trust Us PLC shareholders dividends have been maintained over the last few years
but only by profit transfer from reserves.
From the last three years the performance of sales teams has not been very good and
2010 looks tough year for the company.
But the good thing is the performance of the investment funds has been outstanding
and the company has received awards for the best fund management in the last three
years from Money Management Magazine.
Trust us PLC works in market sectors of:
Life insurance
Individual and corporate pensions
Consumer finance
Residential and commercial property
1864
229
440
81
Mission Statement:
We deliver the highest quality of service to Trust US PLC Policy Holder Through
effective team work, whilst maximizing value to our shareholders
Muhammad Waqas Presentation on Change Management
22 Nov,
Trust us PLC shareholders dividends are maintained from reserves, the poor
performance of sales teams in the last the last three years, clearly indicate that sales
need to be increased by improving the performance of sales teams, also one thing more
cost cutting in the entire organization to reduce the expenditures or outgoing funds. This
will let the company pay the dividends to its shareholders from profit but not from
reserves.
So Improvements are required in:
To improve the sales and reduce the cost of the whole organization, a consulting team
from an extremely well reputable firm i.e. BUSOM consulting has been working with the
board. BUSOM consulting carried out an analysis of the organization looking at both
Hard and Soft data. They have generated targets for improvement in the organization in
2011 and 2012. They have arranged the organization to go though from three main
processes.
Bring together all the distribution channels into single offices in the field at the
end of 2011.
75% of all sales men doing 15 visits per week by the end 2010.
Reduce sales staff turnover to 30% from 50% by the end of 2010.
22 Nov,
Organize self management team and customer action line at the end of 2010.
To achieve all these 11 specific tasks we have to go through a process by using any
change management model, we are using the model by the leadership and change
management guru, John Paul Kotter. A professor at Harvard Business School and
world-renowned change expert, Kotter introduced his eight-step change process in his
1995 book, "Leading Change." We look at his eight steps for leading change below.
22 Nov,
Identify potential threats, and develop scenarios showing what could happen
in the future.
Examine opportunities that should be, or could be, exploited.
Start honest discussions, and give dynamic and convincing reasons to get
people talking and thinking.
Request support from customers, outside stakeholders and industry people to
strengthen your argument.
Behaving with Urgency Every Day
22 Nov,
Position Power: enough key players on team, so that those left out cannot affect
the progress.
Expertise: All relevant points of view should be represented so that effective
22 Nov,
Imaginable: They convey the clear picture of what the future will look like
Desirable: They appeal the long term interest of employees, customer,
changing conditions.
Communicable: They are easy to communicate and can explain easily and
quickly.
Develop a short summary which clearly defines what you see the future of your
organization.
Create a strategy to execute that vision.
Ensure that your change coalition describe the vision in or less than 5 minutes.
Practice your vision speech often.
22 Nov,
Once the vision is created it will determine your success. Most companies under
communicate their vision. When you trying to communicate some new vision of the
future some new strategy for getting there, watch out, how much, and where, and what
are the vehicles for communicating, because it is very very easy for you not to under
communicate a little bit, but to under communicate by huge amounts, in a way that will
literally kill a change effort, even if its a brilliant strategy, even if its obviously so
important to the people at top of the organization, super under communication results
dead change.
Now why this is happened, lets assume, you are a part of core team, which is trying to
device a new strategy, better yet you have just bought a SAP, you are putting in this
huge new information technology system, you may spending half or three quarters of
your day, working on this humongous change which is going to happen in the
organization, now every day the amount of information thats coming at you and you are
passing out, the communication is coming at you and you are passing out on this
project is just humongous, and its feels like that there is just gigantic amount of time,
almost too much time spending on communicating about this stuff, so when you get to
that phase where you really need to make lots of people understand, why ? You are
putting in this new system? What it is? How it ties to some vision you have of the future
of the company being a winner? What is the strategy for doing it etc etc?
There is a tendency to use a few channel, a few speeches, a few memos or electronic
equivalent, and never the less it feels inside like you have communicated a lot but when
I see situations like this, I go down three levels in hierarchy and people are saying
what? They dont understand.
Because in their lives if you look at what they are doing and look at the time that the
communication came at them, as a part of their lives may be its 1/10 th of 1% or 1/100 of
1% of the time in their week, and off course the data being blasted at them constantly its
gets totally loosed. They dont know whats going on.
And the problem wasnt just little bit of under communication, it was a huge amount.
Can you something practical about that? Companies do. They find new vehicles of
communication, and they use interesting merging technologies, they find ways to be
efficient, and thats the key not driving resource after resource in to gigantic
communication program, they find ways to efficiently use whats going on, to beam out
information in lots of different ways, to lots of different people constantly not once a
month, but daily. And that is phenomenally important to make it successful.
22 Nov,