How a high-tech company saved a continued dive in revenue by mapping how work actually flowed in its organization, using Organization Network Analysis.
A fast-growing high-technology company’s revenues suffered when its sales people skirted company process and contacted engineers directly to create new products. The sales teams felt they should develop more special products for their customer, many of them “one-off.” Pressure for quick turnaround on these spontaneous projects affected communication, as well as the engineers’ ability to coordinate existing workloads.
Thinking the problem was communication; the company hired three consultants to conduct communication workshops. None of these consultants found or solved the real problem.
Seity Insight was brought in because Organization Network Analysis (ONA) offered them a service very different from other consulting offers. They expected the assessment to determine the root cause so they could make changes accordingly.
At least 20 highly engaged management people attended the final executive presentation. When Seity Insight showed the results and maps, the CEO made some immediate changes. It surprised him to find out strategy and decision-making was not being pushed down to the lower levels as intended. Communication was pointing to a lack of training and procedures based on the frequency of interaction.
The results helped the company determine the root cause of the sales people going around the process directly to engineers. Their product development team of only five people, mostly made up of management-level employees, could not service the demands from sales. Once they saw the visual of how many communication paths flowed around this group, they immediately expanded the group and redefined their charter. They basically eliminated the bureaucracy made apparent in the analysis.
Sales revenues and company profits can increase if you know how the work actually gets done in your company. Do you know, for sure?
Contact Seity Insight at firstname.lastname@example.org for a free consultation to help you find out.