How Quanta helped a telecommunications manufacturer to fundamentally change the way in which it worked worldwide

Our client was faced with remarkable business opportunities, but the de-centralised structure of its global organisation represented a barrier to success.

The client’s new service offering was niche in the marketplace and the client wanted to develop a more robust delivery model – and then allow the ‘countries’ to gain autonomy as their competence grew in the use of the model.

For the client to achieve this through normal means would require that 80% of the relevant staff would need up-skilling. The competition in the market dictated that this would take far too long, so a short-term tactical approach was required.

The short-term approach recommended by Quanta was based on one of its established and successful business relationships, where Quanta had supplied its resource solutions services – including utilising process, interim managers and contract staff.

This would require a large team of new programme directors to be placed within the Internet consulting division. These assignments would be around the world and responsibilities of the project directors would range from bids, through to deal close and to solution delivery. This initiative was deemed as key to the development of the client’s core business. ‘Getting it right’ was considered to be vital.

Approach

Because of the global nature of the opportunities and the flat structure of the organisation, time was lost before suitable details were available to the programme director group. Tactical measures would be necessary; coupled with longer term planning and improved preparation, this would drive down the ongoing costs and deliver quality to the programme director resource capability.

Process

  • A one-day ‘discovery workshop’ was planned on the client’s site, followed by a second day for Quanta and its associates to develop viable solutions.
  • A programme was devised to fulfil the need for:

    - tactical resource requirements.
    - development centre facility for ‘product directors’ and a supporting resource pool.
    - competency-profiling and productivity-assessment.
  • Role profiles were created and Quanta formed a virtual resource pool to provide ‘super-persons’ on tap for the programme director roles.
  • Standard programme director competence profiles were created.
  • A profile assessment of all potential FTE candidates was devised to filter and identify individual training and development needs.
  • A programme director ‘boot camp’ was planned, designed to provide specific components of the candidates’ training and development. External experts would also be required to support the training.
  • Process development, a global opportunity pipeline would be established.
  • Master resource scheduling would be employed to track programme director utilisation and availability (to minimise the risk of closing opportunities).

Outcome

  • A ‘virtual resource pool’ was established with programme directors being selected and resident on all continents – the primary focus was on Europe and Asia.
  • A ‘prospect review’ in conjunction with the master resource schedule revealed a demand profile for programme directors in the coming quarter.
  • The programme developer ‘boot camp’ became an integral part of the client’s own training facility and curriculum.
  • The improved response from the programme developer group resulted in a marked improvement of the prospect communication across the globe.
  • Projects ‘at risk’ were identified and, following their assessment, relevant expertise was deployed. This resulted in a recovery of both the project at risk and the end client’s confidence.

The ‘discovery workshop’ had enabled fresh thinking to be applied. The undoubted benefit was a single programme that brought together all of the constituent parts to deliver the results expected – on time.

Quanta had been extensively utilised to the extent that what had appeared to be a ‘no-way forward’ project situation was quickly turned around.

The adaptability of the service permitted the client to select those components which were needed, without taking the unnecessary cost.

The partner concept between client and Quanta was proven to have true meaning and the strength of the relationship was further increased.