Having met with the business unit leaders and the IT function leadership, BSG confirmed the current role of IT in the business and defined the desired future role of the function. With this context, the project team identified gaps and hotspots for optimisation, which laid the foundation for the development of an optimised TOM. The accompanying business-driven strategy included a detailed description of the IT functions and capabilities, as well as the development of a service model, an organisation and governance model, an application strategy and success measures.

With the optimised TOM and the business-driven strategy in hand, the project team developed a pragmatic set of steps, or a roadmap, for the rollout. Once the TOM and accompanying strategy were approved by the executive leadership of the business and the IT function, the project team supported in the creation of a sales force effectiveness application, to be used by the organisation’s African sales team.

By making use of best practice and industry research and insights, the BSG team was able to create credibility and ensure it effectively provided value-adding advisory services to the client. The team was immersed in the client environment, which allowed them to design a practical TOM and a strategy that made sense to the client. This also allowed for regular collaboration with client stakeholders, ensuring buy-in from senior leadership throughout the project.