One global business, competing as one

This global telecoms and network services provider positioned itself as a one-stop shop for international clients: mobiles, networks, office systems, anywhere in the world. In practice, internally it operated as separate businesses with local governance: no global price book, no shared discounting authority, and internal disagreement every time a global bid came in. The engagement acted as Transformation Director for the commercial director of the global enterprise business, adapting the legal entity structure, redefining internal governance and contracting authority, and aligning financial and reporting systems. The result was faster responses to opportunities, more confidence in client proposals and subsequent contract performance, and a more competitive posture.