business and organization transformation: organizational review and restructuring to support business turnaround in China
client overview
the client, an insurance brokerage company in China, sells insurance products through agents and online platforms. The business was experiencing financial losses due to a misaligned organizational structure, talent gaps, and a compensation system that failed to drive desired sales behaviours
objective
align compensation and incentives with business performance to motivate high performers
review and propose a new target operating model to meet business needs
identify the required skills and talent mix post-restructuring
approach
conducted a comprehensive organizational review to identify inefficiencies and misalignments
redesigned the sales incentive program to reward performance and drive desired behaviors
developed and implemented a new target operating model, clearly defining the roles of headquarters and sales offices
realigned critical talent to support the new business strategy
outcome
successfully launched and communicated a new target operating model, improving organizational clarity and efficiency
designed and implemented a meritocratic sales incentive program, increasing sales productivity and agent motivation
strategically realigned talent to fit the new operating model, ensuring the right skills were in place to support the business turnaround
positioned the company for sustainable growth and profitability
