GE Energy Services Project

General-ElectricSituation:

Sometimes the design of an organization limits its potential for growth. GE Energy Services, with seven business lines and a global sales force of more than 1200, wanted to increase its sales by 10% while improving efficiency by 10%.

Solution:

AlignOrg Solutions led an extensive data gathering effort to learn about the current sales process – how customers were purchasing and how they preferred to interact with GE sales people, the key steps in the sales process, and what support was needed from marketing, legal and finance. We analyzed the data to determine key customer touch points and identify the work activities with the greatest strategic value. We led a global design team that decided on the best ways to group products and services according to customer feedback. With that team, we created a new global sales organization, defined roles and decision rights, and identified key metrics. After senior management approved our team’s recommendations, we facilitated a detailed redesign and implementation plan to support roll-out of the new organization model.

Results:

Total cost savings were more than 15%, which exceeded the original goal of 10%. GE Energy Services also experienced double-digit sales growth following the redesign.