TAOLEAD RESTRUCTURING
TaoLead, headquartered in London, is a leading leadership development provider through blended learning, serving clients globally with offices in the UK, Greece, Saudi Arabia, Colombia, and Belgium. Georgia, the EVP of Sales and Marketing, proposes decentralizing their currently centralized structure to enhance customer focus and competitiveness. Her plan involves relocating national account executives closer to major clients and establishing regional teams, with primary resistance coming from salespeople over relocation costs and change management. Theo is the CEO and Peter is the COO.
Preview with COO Peter
Georgia: "Peter, I’ve outlined the restructuring plan. Here are the main points. I know you have concerns, so let's address them." Peter: "Georgia, the relocation costs and potential resistance, especially from the sales team, are big issues. How do we mitigate these?" Georgia: "I've got follow-up plans for each concern. Let me show you." (She hands him follow-up memos.)
Preparing for the Meeting
Georgia (to herself): "Theo likes to steer discussions. I’ll use the whiteboard to keep it interactive. These charts are just for reference." Georgia (thinking): "I need a detailed report ready for him afterward, covering all implementation details and risk assessments."
Presentation to the Senior Executive Committee
Georgia: "Here’s the current organizational structure and its problems." (She draws a diagram.) Theo: "Interesting. What’s your proposed solution?" Georgia: "This new structure will improve our competitiveness and customer focus." (Draws new structure on the whiteboard.) Theo: "Bold. I like it." Georgia: "But we must consider the costs and potential resistance, especially from the sales team."
Detailing the Risks
Georgia: "Here’s a risk assessment for the implementation. If it fails, here's the impact, and these are the steps to minimize risks." Theo: "Good, we need to be thorough. What about the risk of doing nothing?" Georgia: "We risk losing major customers. Three are already considering competitors due to our current structure."
Wrapping Up the Meeting
Georgia: "I’ve prepared a detailed schedule with milestones. Here’s the report, with an executive summary and an in-depth analysis. You might find the section on risk assessment particularly useful." Theo: "Great, I’ll review this on my flight. What’s the impact on our biggest customers?" Georgia: "It’s detailed in the table 'Impact on Our Ten Largest Customers.'"
Cheet Sheet
