Strategic restructuring within a power supply company

One of Germany's largest utility companies underwent a profound restructuring in order to adjust to the deregulated market. After a first successful phase of growth the management saw the necessity to restructure the sales organisation in order to face the competition which was growing stronger in an innovative and focused way.

A group of twelve managers with very good cross-functional knowledge formed an Action Lab team. A new business model was developed during six successive Action Lab sessions by starting to better understand customer requirements, identifying relevant customer segments, redesigning core processes as well as logistic processes to support them, and developing a new implementation plan. Since the team learned to handle changes in a better way, problems were dealt with and a powerful new concept was created.

The new organisational concept was discussed with the medium-level management and was broadly accepted. The strong dynamics of the complete organisation helped to quickly and effectively implement the new business model.