The client, a large dairy equipment manufacturer in India, wanted to grow its turnover five times in three years by expanding into new states. It partnered with PeopleWiz to manage an organizational transformation called "Akanksha" to prepare for this aggressive growth. PeopleWiz used a program management methodology and formal change management approach to help the client design and implement new organizational structures smoothly. Through training, communication efforts, and process improvements, the transformation helped align the organization and employees to achieve the business's growth objectives. Initial results of the transformation have been positive, putting the business on track to achieve its goals.

1. Case Study in Managing
Business Transformation
Scaling up the turnover
PeolpleWiz Project Archive

2. Client Overview
• The client is one of the largest manufacturers of milk and other dairy processing equipment
in India. The company plans to expand sales to two more states. With over 100 employees in
the staff and worker cadre, the company has seen steady growth.
• The brand is established in the western and southern part of the nation and the company has
planned aggressive growth in the domestic business through tender based and direct sales.
• With a plan to grow the turnover five times in the coming three years, the management was
keen on taking its organization design to the next league.
• Implementing new organization structure to prepare for growth and expansion and provide
its employees a professional work environment was seen as the cornerstone for preparing
for success.
• PeopleWiz partnered the client as Business Transformation partners with focus on managing
people and processes to support the aggressive growth plans. The Transformation
programme was branded ‘Akanksha’

3. Business Challenge
The rider is set.
Organizational growth
strategy is created and
blueprint of the future is
ready.
But no amount of
muscle power will
move the Elephant.
Unless the people,
structure and processes
are aligned and engaged
for the change, any
transformation initiative is
bound to fail.
-3-

4. The Seven Ton Challenge to Akanksha
Lack of awareness
on modern manufacturing
methods, quality
systems and processes Lack of robust
performance
management
Risk averse
culture that
is owner Inadequate manpower
Inadequate
driven in managerial cadre
training
Lack of shared
Lack of collaborative
vision for
working across
the future
functions
-4-

5. Motivating the Elephant
Benefits led business transformation
Create Business
case, identify benefits
and track benefits to
motivate business
readiness
Engage key Align organizational
influencers and architecture with the
opinion makers in the process and
organizations to technology
create a positive architecture. Clarify
momentum new roles, performance
measures and institute
best practices in
people management
Make people understand Equip the
what they are working workforce with
towards and relevant skills
how they will achieve it based on the new
together roles identified for
them
Beginning with benefits identification, ensures that all business change
activities are aligned to benefits realization

6. Akanksha Program Plan
Transformation Future state Solution Introducing Monitor & track
Imperative and objectives Roadmap change
Change Levers
Organization Organisation Impact Change Agent Process, Role & Org Process, Role, Org change implmtn.,
Design Assessment Engagement Impact Assessment & Change education for users
Stakeholder
Business Identify Key Communications Delivery, Feedback Analysis, Resistance
Stakeholders Stakeholder Strategy Management
Engagement
Readiness
Communication Communication Communication Strategy Support
Analysis & Plan Ongoing Communication Events
Communications
Training Strategy
Learning & Training Design Training Material Training Delivery, Feedback
development & Prototype
Training Needs Development Analysis,
Analysis Review for next Phase
Business Overall
Implementation Programme team Org readiness criteria, planning & assessment Remedial planning
Readiness
approach Realisation prep

7. Success
•Through the adoption of a Program Management methodology and a formal change
management (CM) approach, the organization was able to design and employ organizational
design changes effectively and smoothly.
•The business is prepared to perform in the new setting. The CM effort has provided employees
the information and tools they need to embrace change and integrate it into everyday work
practice. In addition, CM is integrated with employee training and support.
•Better collaboration, vendor development and process correction in procurement & production
planning has resulted in an increase of 12% production level and continues to improve.
•The restructured and sector based sales team has increased the number of relevant enquiries.
The order conversion ratio is on a steady rise.
•The first year business results since launch of Akanksha have been encouraging. The business is
set to achieve its goal. PeopleWiz continues to support the client in its transformation journey.