Control Data UK

Helping to develop a new sales and marketing strategy - and then aligning the workforce with it

Control Data UK is part of the global messaging organisation, now Syntegra.com (part of British Telecommunication). Faced with challenging domestic market conditions, Control Data introduced a new management team to both respond to those challenges and to prepare the organisation for IPO or possible sale.

Opportunity

To evaluate the viability of the operation in the United Kingdom, establish a strategy for leading the organisation into profit, and ensure the organisation and its people were fit and ready for the changes ahead.

Action taken by True North

Working alongside the management team and professionals at Control Data, True North:

• provided consultancy support in the establishment of a new sales and marketing vision strategy and plan.
• conducted an organisational review.
• provided support in the design and establishment of policy and process for a performance management and objective setting system.
• designed and implemented a programme to upskill and align the activities of all the UK based professionals with the strategy and business plans.

The programme included the development of the skills, knowledge and attitudes required to be successful in the following areas; managing change, selling ideas, leadership and management, team building, life skills, personal and organisational visioning, Inter personal skills, rapport building, gaining co-operation, effective communication, understanding yourself and others (value and belief systems).

Results

The team at Control Data reversed a loss making position and achieved a profit making position and best relative performance position in Europe within 9 months. Perhaps as importantly, they established a highly professional, skilled, focused & motivated team who enjoyed working together to successfully rise to the challenge.