Execution Case Study: Turnaround Management
Challenge
- Recently acquired manufacturing business was losing money and in need of a turnaround and restructuring to return the business to profitability
- Products were produced at several facilities, sales were conducted thorough an expensive network, and overheads were high and not properly utilized
Outcome Achieved
- $2 million annual loss was turned into a $4 million annual profit, subsequently generating $6 million repeat annual profits
- Revenues of $36 million maintained
Engagement
- Profit Improvement Plan (PIP) with a detailed scorecard was developed, approved and executed
- PIP consisted of eight specific action plans in three distinct areas with monthly tracking of profit increases for each of the eight action plans
- Tracking included initial budgeted and forecast improvements, actual results achieved, and variances to budget on a monthly basis
- Action plans resulted in closing down an inefficient production facility, refocusing the R&D staff to profit generating programs, shifting to new inexpensive channels to market, and rationalizing the overhead structure
Why the Solution Enterprises Team?
- Principal took over business unit as acting Executive, returning it to the management team after improvements were institutionalized
- Problems were identified quickly
- Scorecard developed was transparent and improvements were easy to see and measure
- Sustained improvements were achieved
- Principal structured and implemented the engagement as well as executed the solution beyond completion of the original objectives