Case Study

Organizational Design for a $10B Oil and Gas Company

"SLKone designed a ground-up commercial organization to drive consistent commercial discipline and adapt to a dynamic operating environment"

Industry
Services Performed

Situation

  • The client was a $10B oil and gas company, spanning nine product lines and seven regions
  • The organization had no centralized commercial organization despite increasing reliance on cross-regional and cross-product line projects
  • Lack of consistent processes, policies and organizations
  • Existing commercial organizations relied heavily on a select number of ‘heroes’ with a wide range of local organizational maturity
  • The organization was losing market share at the same time as continued price deflation for their products and services

Bespoke Solutions

  • SLKone assessed the maturity level of each existing commercial organization
  • Activities levels were reviewed against organizational maturity to determine delegation of authority, commercial organization skill requirements, and time demands
  • Key commercial roles were developed and rationalized and organizational structures developed to support individual organizations and a Commercial CoE was established
  • Process maps, operating rhythms, and role and responsibility mappings were developed to train the business in the new commercial operating model

Leading With Results

  • Identified and addressed underserved markets and product lines helping to drive an 8% increase of revenue in the proceeding 9 months
  • Developed the approach for “Critical Win” projects leading to dominant market share in several key countries where previous challenges existed
Case studies and expertise may represent projects and engagements performed by SLKone team members prior to their employment at SLKone