Improving C-Suite Decision Capability - Middle East

EQUIPPING CLIENTS FOR OPPORTUNITIES IN NEW ENVIRONMENTS

CLIENT CHALLENGE

The client was a large and traditional Middle Eastern service provider that was wanting to take advantage of some of the USD$3 trillion worth of new opportunities anticipated to become available through government-led sustainability projects over the next ten years. The client lacked any internal knowledge base in this area and had no established protocols or policies in place with limited internal capacity to identify or seek out tender opportunities in this space. They required an executive decision-making structure to be designed and implemented that would allow the organisation to spend their fledgling capacities in the most productive direction. The client had also identified a lack of cohesive direction and control in the management of new opportunities which, on occasion was resulting in unnecessary duplication, uncoordinated practices and rogue outcomes.

SCRIPTUS SOLUTION

Scriptus was engaged to deliver new structures to support future growth objectives.  We began with a review of existing decision making and project control structures, existing policies procedures and the outcome of the three most recent projects of the client.  Using a combination of client interviews with the executive, workshops with the company’s finance and legal teams, our project team was able to map an initial process and structure that supported the quick examination and definition of opportunities into a structured analysis that provided the executive team make a ‘go/no-go’ decision, assign resources and a project steering group for new opportunities within three days of their identification.  The new systems and processes prescribed by Scriptus were trialled by C-Suite and Executive Officers over a month long period with the process and aligned policies rolled out across two business units in the first instance.  Our team led the training and change management approach as the new process was embedded, including uplift to staff capability for those using the new structures.

RESULTS

The new approach is now implemented across the entire organisation and the client continues to utilise the internal decision-making processes Scriptus designed for them, providing an agile and value focused approach to the management of opportunities and their prioritisation.  The executive team have been able to better align opportunities to their growth objectives and capability while minimising the impact of the new work on existing customers and the staff’s BAU workload. In addition to the efficiency benefits when responding to government tenders, the new formal processes are now being used to manage new opportunities in addition to government and private sector formal tenders where the potential value is above USD$10,000,000.