Internal Evaluation System

Implementing Autoevaluation Process in Europe for a leading energy group

About This Project

Overview & Challenge

A global leader in energy sector wanted to achieve commercial excellence by enhancing the decision-making process to sales and marketing activities in European markets, and in turn deliver significant increase in the company’s bottom line. But doing so presented significant cultural and logistical challenges. Altair helped design Autoevaluation Process, mapping roles, standardizing key procedures and communicating clearly to business units.

Altair’s Solution

Approach

The Autoevaluation Process is designed to continuously optimize the management decision-making process in order for the company to achieve commercial excellence.

The logic of the process goes as follows:

  1. Identify what are the main areas of management improvement, prioritize and set up an action plan whose impact translates into visible financial results.
  2. Ensure the focus of the management stays with the most relevant aspects within each business unit.
  3. Facilitate a formal and structured tracking and feedback system, reducing the risk of uncertainties happening during decision-making process and adding value to action plans aligned with the objectives and daily operations of each business unit.
  4. Develop a more data-driven and balanced management style, taking into account the management issues within the framework of the EFQM Excellence Model

 

Recommendation

Based on the preliminary study, Altair proposed a three-stage plan:

  • Preparation: In this stage, the working team would focus on data collection (interviews, focus group and questionnaires, etc.) and analysis to come up with an initial plan of Autoevaluation implementation, customized to each business unit’s unique situation.
  • Evaluation: Moving on to the evaluation stage, sessions of Autoevaluation Process would be carried out as pilot projects in selected business units to gather updated data and refine the inital model. A final action plan would be submitted to the leadership and the end of the stage.
  • Improvement: The full rollout in the organization would include incorporation of the best practice, following constant fine-tuning on a regular basis

Outcome

Altair’s support helped the company on their journey to growth, improved profits and enhanced capabilities. The client managed to capitalize on their significant opportunity in sales and marketing with the new Autoevaluation tools and processes and a disciplined and dynamic approach to pricing.

Country

Spain

Date
Category
Oil & Gas

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