Metso is a leading services provider for the mining and construction industries. Metso offers products such as grinding mills, mining crushers, etc. and value added serivces for installation, diagnostics, maintenance, training etc to its customers. The slowdown in the Indian mining and construction industries hit the sales of Metso products, so the company started moving towards a solutions and services approach to grow the busness. Managers needed to move from product selling to solution selling. Senior and middle managemnet needed to collborate across functions to provide the most relevant solutions to their clients. They also needed to balance high quality standards with cost of delivering them. Managers across functions needed to understand the financial impact of their decisions and actions.
WHAT WE DID
Using our Relevance-Engagement-Impact(REITM) system, enParadigm designed and delivered a 6 month business intervention to drive strategic orientation, cross-functional collaboration and financial acumen for a cross-functional team of CEO minus two managers.
Participants also went through weekly post program retention modules, defined SMART (Specific, Measurable, Achievable, Result & Timebound) goals, and worked on implementing them. enParadigm put in a place a followup and review mechanism to measure impact over the next 6 months.
– Reduction in production lead time from 3 weeks to 10 days by removing usused machines on the shop floor, and creating more space for simultaneous fabrication.
-Reduction in OSMI (outstanding material inventory) materials by 2-3% by ordering materials just in time instead of keeping stock.
-Extending roles of direct reports cross-functionally to enhance collaboration and ownership.
-Doubling of sales of non standard offerings through better understanding of customer needs and enhanced collaboration between technical and sales teams.