Trium

Background

A high-profile global leader in money management, our client was planning the launch of a new line of exchange-traded index funds for the retail investor market. A successful launch required:

• A new organizational entity charged with delivering an entirely new product outside their traditional institutional channels
• Distinct business practices designed to address the unique challenges and needs of the retail market
• Total integration of the new business unit with the rest of the organization, which has its own strong brand and market presence
• Breaking away from traditional consensus-based management models to create a new, more entrepreneurial culture: decisive, informed and positioned to execute quickly.

Trium's Approach

Trium was tasked with accelerating time-to-execution by aligning teams behind a common mission, vision and set of operating practices. Our initial assessment confirmed challenges that could prevent the new team from reaching its ultimate potential. These included:

• Inherent friction between the new model and the overall corporate business structure
• Limited experience working together among leaders
• Traditional “big-company” culture rather than the entrepreneurial spirit that was required

Trium's approach included a multi-day process with 20 members of the new leadership team, followed by working sessions with the remaining 60. With the client, we clarified and aligned behind a new organizational vision and the standards required to build a high-performance culture.

Client Impact

Despite challenging market conditions, the client has successfully launched 42 new products, dramatically exceeding revenue and market penetration projections. Most importantly, the team operates from a new cultural foundation that will support their future. Trium continues to help the client address challenges and, most recently, has helped realign sales force vision and targets.

Next Case Study: Premier Financial Services Organization