In the increasingly competitive marketplace, Mega.Net Communications Company Limited* set an ambitious goal of maintaining its rapid expansion, growing at a year-to-year rate of 30 percent to 35 percent.
The company’s strategy called for strong growth, both organically and through targeted acquisitions. But with geographically diverse and fragmented operations, Mega.Net’s CEO needed to transform the company from an organization where business managers worked independently into a fully integrated culture that focused on the customer.
Africorp worked closely with Mega.Net’s CEO and top executive team to develop and implement a comprehensive performance improvement transformation plan. We started by evaluating three critical performance areas:
Optimizing sales: To identify key areas for improvement, we conducted a diagnostic review of customers, the sales organization, analysts, competitors, processes and incentives.
Integrating mergers and acquisitions: We developed a step-by-step M&A integration plan to ensure that Mega.Net could capture the full value of both current and future acquisitions.
Performance scorecards: To gauge the company’s health, we designed a performance scorecard based on 10 key metrics that enable the CEO to quickly detect problems and take corrective action.
The performance improvement transformation we collaboratively developed with Mega.Net’s CEO has turned around an under-performing sales organization, put in place aggressive—and achievable—growth targets, improved customer management and provided a road map for successful acquisitions.
Increasing NPV: Net Present Value is projected to top Kshs 50 million over five years.
Rising sales: New account management practices boost winning bids by 20 percent, with a 30 percent increase in growth for existing accounts.
Organizational redesign: The transformation plan won broad support with no attrition among senior management.
ClientMega.Net Communications Company Limited
Completion DateDecember 2018