SERVICES Company Turnaround - Interim Leadership
C-Suite Leadership
We specialize in providing a C-suite executive plus a team to turnaround a company or function
Whole Company Turn-Around / CEO Replacement
Functional Turnarounds / Interim Leadership
Chief Commercial Officer
Growth strategy & execution
Sales force & commercial operations upgrade
Strategic partnerships & channel relations
Pricing and margin management
Product line expansion/optimization
New market entry
COO / VP Operations
Plant operations & network
Sourcing execution / cost-out
S&OP and inventory redesign
Logistics and distribution
Product & major capital launch and startup
Off-shoring & SGA reductions
Chief Commercial Officer
Full finance department rebuild
Full FP&A and analytics team
Carve-outs/integrations both operational & technical
Audit & assurance support
Financial statement, disclosure prep, restatements
New accounting standard, fresh-start and bankruptcy emergence accounting
Turnaround Approach and Timeline
Time is the enemy … we execute a rigorous playbook to drive change from day one.
LAUNCH ON DAY 1
Fix Critical Near-Term Issues
- Triage critical issues in the business – execute quick hits to stop the bleeding
- Quickly assess current strategy, metrics and organizational capability
- Upgrade analytical team, deploy needed surge resources from W&N
- 30 and 60 day tactical plans to stabilize key issues – daily LT check-in to ensure execution
Deliverables:
- Lower expense/cash spend
- Assess stock adequacy
- Begin fixing key customer service concerns
- Key item price vs volume imbalances
LAUNCH DAY 30+
Build Growth Plan / Where To Play
- Assess credibility of growth plans, competitor analysis, and SWOT to determine where and how to win sustainably
- Gauge commercial Ops capabilities, team structure, compensation plans
- Develop growth plans linked to best strategic and economic outcomes
Deliverables:
- Focus commercial ops
- Pricing and profitability eval
- Sales force evaluation
- Customer / channel growth plan
LAUNCH DAY 60+
Implement Strategic Plan
- Execute strategic commercial growth plans & team refocus
- Implement lean improvements across the value chain
- Execute SG&A optimization plans
- Develop cross-functional business deployment strategy linking growth plans to functional imperatives
Deliverables:
- Execute initiatives
- Upgrade processes
- Commence recruiting efforts
SITUATION DEPENDENT
Sustain and Transition out Surge Resourcing
- Implement operating rhythm that leads with financials & spotlights key issues
- Culture instilled to quickly implement corrective actions
- Upgrade key roles / begin exit of surge resourcing
Deliverables:
- Backfill or exit surge resources
- Transition to permanent management
The approach for each company is customized … with more challenged situations extending the triage/stabilization stages
Functional Deep-Dive
Driving Transformation Across the Business Enterprise
BUSINESS ELEMENT
Triage and Stabilize
Execute Improvements
Deliver Results and Sustain
Business Strategy & Financial Overhaul
- Deep dive into P/L, balance sheet and commercial strategy
- Build strategy on a page for all functions – deliverables and dates
- Establish structured cadence of meetings to start with KPIs
Leadership & Organizational Capability
- Assess organization capability with a focus on senior leadership and key commercial roles
- Bring in additional W&N resources as needed FP&A, Commercial Operations, MFG and Distribution
- Partner with HR and Board to access ad upgrade talent and re-align organization chart for success.
Customer, Product Portfolio & Service Performance
- Collect “voice of the customer”, what’ going well, where are the pain points
- Full review of product and customer profitability as well as share analysis
- Sales plan assessment & upgrades.
- Implement targeted product/customers plans linked to the sales strategy – rationalization, expansion, service level upgrades
- Sales operations/customer support upgrades. Focus on establishing success KPIs, capability upgrades & sales growth
- Pricing strategy assessment and upgrades.
- Upgrade go-to-market business model (aligned with sales strategy).
- Implement detailed weekly/monthly review of key sales, margin and service KPI’s with accurate reporting. Link to S&OP process.
- Upgrade talent for sustainable leadership.
Operations, Procurement, & Supply Chain
- Review operational footprint and key metrics Identify key gaps to growth and profitability. Deep dive procurement review- vendors, terms stocking levels
- Utilize lean methods to identify biggest waste drivers in value chain and implement root cause fixes. Set hard savings targets for top 80% of spend.
- Implement balanced scorecard across all key operating units. Cost, Delivery, Quality and Turns
SG&A Optimization
- Review operational footprint and key metrics Identify key gaps to growth and profitability. Deep dive procurement review- vendors, terms stocking levels
- Utilize lean methods to identify biggest waste drivers in value chain and implement root cause fixes. Set hard savings targets for top 80% of spend.
- Implement balanced scorecard across all key operating units. Cost, Delivery, Quality and Turns