Growth operating model

It may sound obvious, but this is the hardest part of delivering your growth strategy and often the most overlooked

In most companies the organisational structure of the commercial functions hasn’t changed much over the past decades. Yet, what we do to engage customers has changed almost beyond recognition. Commercial tools and strategies that were cutting-edge just a few years ago are fast becoming obsolete, and new approaches are appearing every day. So WHAT we are doing has changed – yet HOW we are organised has not.

Commercial leaders know this is a problem. They understand that their operating models need an overhaul and are tearing up their organisation charts and processes. However, they are struggling with how to draw new ones.

We don’t believe there is a single operating model blueprint that exists

There is no silver bullet. It starts with understanding your growth strategy and your company’s DNA so we can design YOUR WAY.

Based on our experience, building a growth operating model consists of six elements.

1. You must have the right people with the right commercial competencies and behaviour
2. You need a solid governance structure with clear accountability
3. Your culture should support the strategic objectives and allow for effective collaboration
4. Your commercial processes must enable teams to respond to the market with agility, speed and efficiency.
5. Your performance review structures need to support desired goals and behaviour.
6. And you must have the relevant commercial tools and technology to support the business.

We often get the question – “does this pay off?”

In our experience, companies that invest in building their growth operating model are 3 times more likely to grow faster than the industry average.

Leaders tell us that the war on talent and The Great Resignation are keeping them up at night. And we know that employees who do not feel they are developing or well taken care of are 12 times more likely to leave.

So in our opinion, investing in building your growth operating model is the best growth investment you can make.

The question is – is your company really set up to support your Growth Strategy?

How we have supported clients within growth operating models