Managing and changing the course of an electrical installation company
Summary
ST strategy helped the company manage a situation of debt arising from historical issues and a headcount higher than necessary, despite sufficient production.
Electrical installation has become a service in which generating added value seems, a priori, a relevant challenge.
In this case, the company ElectricInstallations* was able, some years ago, to understand that the key lay in customer relations and in the quality and personalisation of the service.
ST strategy helped the company manage the necessary change in its workforce, its service and its invoicing.
Electrical installations
Internal reorganisation
Strategic plan
The full story
Opportunity
Most companies in the sector focus on managing invoicing and base their day-to-day on the gross margin of the business, depending on the projects and the staff the company manages.
In a traditional sector, staff management, quality and personalisation of service, invoicing and cash flow are key differentiating factors. Once these were identified, we worked on the strategy needed to carry out the change.
Axes of change
Based on the analysis carried out by ST strategy, a new strategic plan was designed to enable the company to make the necessary change.
- Internal organisation: It was necessary to reorganise the staff, create new internal protocols and right-size the workforce, always based on competencies and productivity, so that management could continue to run the company properly.
- Customer service: The strategic plan considered the different options to work on, always focused on personalising customer service.
- Invoicing: It was necessary to prioritise projects based on their likelihood of recurrence and the type of customer.
Recommendations
ST strategy made several recommendations within the framework of the company’s new strategic plan. Some turned out to be quick wins that generated a rapid impact. The following stand out:
- Personalisation of customer service.
- A new organisational chart based on productivity.
- An internal feedback methodology for day-to-day work.
- Leveraging the company’s internal database to optimise outputs.
- Profitability analysis of projects based on the cash flow required.
* The confidentiality of our clients is a priority of the company. Although we have changed their names, the information is real.