Trium

Background

Our client, a high-profile global leader in money management, 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 of 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 Role

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 the sales force vision and targets.

Next Case Study: Premier Financial Services Organization