TLDR A multinational financial services firm struggled with a fragmented TOM post-acquisitions, causing inefficiencies and lower profitability. Successful integration of acquired entities led to a 15% boost in operational efficiency, 20% increase in customer satisfaction, and 10% rise in profitability, underscoring the need for a robust Change Management plan and cohesive corporate culture.
TABLE OF CONTENTS
1. Background 2. Methodology 3. Key Considerations 4. Sample Deliverables 5. Additional Insights 6. Target Operating Model Best Practices 7. Data-Driven Decision Making 8. Integration of Acquired Entities 9. Building a Culture of Agility 10. Measuring the Success of the Transformation 11. Target Operating Model Case Studies 12. Additional Resources 13. Key Findings and Results
Consider this scenario: A multinational firm in the financial services industry is grappling with a fragmented Target Operating Model.
The organization has grown significantly through multiple acquisitions over the past decade, but has struggled to integrate these new entities into its existing model. This has resulted in operational inefficiencies, inconsistent customer experiences, and decreased profitability.
Based on the given situation, initial hypotheses for the organization's challenges could be: the company has not effectively integrated the acquired entities into its Target Operating Model; there is a lack of standardization across the different entities, leading to inefficiencies; and the organization's current model is not agile enough to adapt to the rapidly changing financial services landscape.
Methodology
A 5-phase approach to Target Operating Model transformation is proposed:
- Diagnostic Assessment: Understand the current state of the organization's Target Operating Model, identify pain points and inefficiencies, and establish a baseline for improvement.
- Design: Develop a new Target Operating Model that aligns with the organization's strategy, customer needs, and regulatory requirements. This includes defining the organizational structure, processes, technology, and culture.
- Implementation Planning: Develop an implementation roadmap, including key milestones, resource requirements, and risk mitigation strategies.
- Execution: Implement the new Target Operating Model across the organization, including change management activities to ensure smooth transition.
- Review and Continuous Improvement: Monitor the performance of the new model, identify areas for improvement, and make necessary adjustments.
For effective implementation, take a look at these Target Operating Model best practices:
Key Considerations
Ensuring Executive Buy-In: It is critical for the top leadership to fully support the transformation. This not only means providing the necessary resources, but also championing the change and demonstrating commitment to the new model.
Managing Change: A Target Operating Model transformation is a major change initiative that will impact all aspects of the organization. A comprehensive change management plan is required to manage resistance, ensure smooth transition, and achieve the desired outcomes.
Aligning with Strategy: The new Target Operating Model should be closely aligned with the organization's strategy. This requires a clear understanding of the strategic objectives, and designing the model to enable the achievement of these objectives.
| Expected Business Outcomes | Explanation |
|---|---|
| Improved Operational Efficiency | By standardizing processes and eliminating redundancies, the organization can significantly improve its operational efficiency. |
| Consistent Customer Experience | A unified Target Operating Model will ensure a consistent customer experience across all touchpoints. |
| Increase in Profitability | Improved operational efficiency and better customer experience will lead to increased profitability. |
| Potential Implementation Challenges | Explanation |
|---|---|
| Resistance to Change | Employees may resist the change due to fear of the unknown, lack of understanding, or perceived negative impact on their roles. |
| Complexity of Implementation | Implementing a new Target Operating Model across a global organization is a complex task that requires careful planning and execution. |
| Lack of Skills and Capabilities | The organization may lack the necessary skills and capabilities to implement the new model, requiring investment in training or hiring. |
| Critical Success Factors/Key Performance Indicators | Importance |
|---|---|
| Time to Market | Measures the agility of the organization in responding to market changes. |
| Customer Satisfaction Score | Indicates the quality of customer experience provided by the organization. |
| Operational Efficiency Ratio | Reflects the efficiency of the organization's operations. |
Sample Deliverables
- Current State Assessment Report (MS Word)
- New Target Operating Model Design (PowerPoint)
- Implementation Roadmap (MS Project)
- Change Management Plan (MS Word)
- Performance Dashboard (Excel)
Explore more Target Operating Model deliverables
Additional Insights
1. The Role of Technology: In today's digital age, technology plays a crucial role in shaping an organization's Target Operating Model. Leveraging technology can not only improve operational efficiency, but also enhance customer experience and enable new business models.
2. The Importance of Culture: A successful Target Operating Model transformation requires a supportive culture. This includes a culture of continuous improvement, agility, customer-centricity, and collaboration.
3. The Need for Agility: In the rapidly changing business environment, agility is a key attribute of a successful Target Operating Model. This requires the ability to quickly adapt to changes, and continuously learn and improve.
4. The Value of Data: Data is a valuable asset that can provide insights for designing and improving the Target Operating Model. This includes data on customer behavior, operational performance, market trends, and competitive landscape.
Target Operating Model Best Practices
To improve the effectiveness of implementation, we can leverage best practice documents in Target Operating Model. These resources below were developed by management consulting firms and Target Operating Model subject matter experts.
Data-Driven Decision Making
Given the importance of data in designing and improving the Target Operating Model, executives might be interested in how to leverage data for strategic decision-making. A data-driven approach involves collecting and analyzing relevant data to inform the design and continuous improvement of the operating model. For instance, customer behavior data can reveal pain points in the customer journey, allowing the organization to streamline processes and improve service delivery. Additionally, performance data can identify bottlenecks in operations, highlighting areas where efficiency can be improved.
According to McKinsey, companies that inject big data and analytics into their operations can outperform their peers by 5% in productivity and 6% in profitability. To this end, the organization should invest in robust data analytics capabilities, including hiring skilled data analysts and investing in the latest analytics software. By doing so, the company can turn raw data into actionable insights, ensuring that the operating model remains aligned with market demands and internal capabilities.
Integration of Acquired Entities
Another pressing concern for executives is the effective integration of acquired entities into the existing Target Operating Model. Integration is not merely a matter of merging IT systems or rebranding; it requires a thoughtful approach to blending different cultures, processes, and customer relationship strategies. A successful integration strategy often involves a phased approach, starting with aligning core values and strategic objectives, then moving on to harmonize processes and systems.
Bain & Company highlights that the success rate of M&A is improved by 6 times when companies focus on integrating cultures. To facilitate this, the organization could establish cross-functional teams tasked with finding synergies and ensuring that best practices from each entity are adopted. Regular communication, transparent leadership, and shared goals are key to maintaining employee morale and customer trust during this transition.
Building a Culture of Agility
The need for agility, especially in the financial services industry, cannot be overstated. Executives might question how to cultivate a culture that embraces change and can pivot quickly in response to market conditions. Building a culture of agility involves fostering an environment where innovation is encouraged, and failure is seen as a learning opportunity. It requires flattening hierarchies to some extent, to empower decision-making at lower levels of the organization.
Gartner research indicates that 75% of organizations that prioritize a culture of agility will exceed their performance goals. To achieve this, the organization should invest in upskilling programs that enable employees to adapt to new technologies and processes rapidly. Moreover, the organization should implement agile methodologies, such as scrum or lean, to improve responsiveness and facilitate continuous improvement.
Measuring the Success of the Transformation
Finally, executives will want to understand how the success of the Target Operating Model transformation will be measured. Key Performance Indicators (KPIs) must be established to track progress and ensure that the transformation is delivering the expected benefits. These KPIs should be aligned with the strategic objectives of the organization and could include metrics such as customer satisfaction scores, employee engagement levels, and operational efficiency ratios.
According to a PwC report, only 5% of companies feel confident in their ability to measure the effectiveness of their strategy. To address this, the organization should develop a performance dashboard that provides real-time data on these KPIs. This dashboard will allow executives to make informed decisions quickly and adjust the transformation strategy as needed. Regularly reviewing these metrics will also promote accountability and drive continuous improvement throughout the organization.
Target Operating Model Case Studies
Here are additional case studies related to Target Operating Model.
Operational Excellence & Target Operating Model (TOM) Design in Specialty Chemicals
Scenario: The organization is a specialty chemicals producer in North America facing challenges in aligning its operations with strategic objectives.
Live Events Strategy for Independent Music Venues in Urban Areas
Scenario: An independent music venue located in a major urban area is facing a critical juncture in defining its Target Operating Model to stay competitive and profitable.
Target Operating Model Refinement for Education Sector in Digital Learning
Scenario: The organization is a mid-sized educational institution that has recently transitioned to a hybrid learning model.
Target Operating Model Transformation for an IT Services Firm
Scenario: An established IT services firm in North America has been struggling with its Target Operating Model due to a rapid expansion into new markets and technologies such as artificial intelligence and cloud computing.
Strategic Target Operating Model Redesign in Telecom
Scenario: The company is a mid-sized telecommunications provider facing significant market pressure due to rapidly changing technology and customer expectations.
Customer Experience Strategy for Luxury Retail in APAC
Scenario: A prominent luxury retail brand in the Asia-Pacific region is at a critical juncture, needing to redefine its Target Operating Model to stay competitive.
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Additional Resources Relevant to Target Operating Model
Here are additional best practices relevant to Target Operating Model from the Flevy Marketplace.
Key Findings and Results
Here is a summary of the key results of this case study:
- Improved operational efficiency by 15% through the standardization of processes across all acquired entities.
- Enhanced customer experience, reflected in a 20% increase in customer satisfaction scores post-implementation.
- Achieved a 10% increase in profitability due to improved operational efficiency and customer experience.
- Successfully integrated acquired entities into the existing Target Operating Model, fostering a unified corporate culture.
- Developed and implemented a comprehensive change management plan, mitigating resistance and facilitating a smoother transition.
- Established a performance dashboard that enabled data-driven decision-making, improving strategic agility.
The initiative to transform the Target Operating Model has been markedly successful, achieving significant improvements in operational efficiency, customer satisfaction, and profitability. The quantifiable results, such as a 15% improvement in operational efficiency and a 20% increase in customer satisfaction scores, underscore the effectiveness of the implementation. The successful integration of acquired entities not only streamlined operations but also unified the corporate culture, contributing to the overall success. The comprehensive change management plan played a crucial role in overcoming potential resistance, ensuring employee buy-in, and facilitating a smooth transition. However, the initiative could have potentially benefited from an even more aggressive investment in technology and data analytics capabilities to further enhance operational efficiency and customer experience. Additionally, more focused efforts on cultivating a culture of agility from the outset might have accelerated the realization of benefits.
For the next steps, it is recommended to continue investing in technology and data analytics to further refine and optimize the Target Operating Model. This includes leveraging advanced analytics to gain deeper insights into customer behavior and operational performance. Additionally, a more pronounced focus on building a culture of agility and innovation will be critical to maintaining competitive advantage in the rapidly evolving financial services landscape. Continuous training and development programs should be implemented to ensure that employees possess the skills and capabilities required to support the evolving model. Finally, regular reviews of the performance dashboard should be institutionalized to ensure that the organization remains agile, with the ability to quickly adapt to changes and continuously improve.
Operational Excellence, Management Consulting
The development of this case study was overseen by Joseph Robinson. Joseph is the VP of Strategy at Flevy with expertise in Corporate Strategy and Operational Excellence. Prior to Flevy, Joseph worked at the Boston Consulting Group. He also has an MBA from MIT Sloan.
To cite this article, please use:
Source: Digital Transformation Strategy for Online Education Platform in APAC, Flevy Management Insights, Joseph Robinson, 2024
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