Our Work & Insights

An international retailer aimed to evolve its sales strategy from a transactional to a relationship-focused model to improve customer experience, sales, and loyalty. To support this transformation, ROIG Group was hired to help the client implement our full consultative sales and leadership frameworks, C.R.E.A.T.E. and L.E.A.D.

Results at a Glance: Increased Customer Loyalty. Better Quality Sales. Higher Attach Rate. National Customer Service Awards.

A 100-store national bricks-and-mortar retail chain found that its performance varied widely from one location to another and needed a better way to performance manage the stores, close gaps, and properly incentivize top performance, average performers, and under-performers.

A national bank, significantly impacted by the Durbin Amendment's limits on transaction fees, needed a comprehensive five-year strategy to navigate a rapidly evolving financial landscape. Our client had just made a significant acquisition, however the investment community did not understand its strategy and their stock value had significantly declined. Confronted with financial, regulatory, and cultural challenges, the bank's Management Team and Board of Directors enlisted The ROIG Group to help shape a forward-looking strategy. The goal was to align the bank’s divisions around growth, renewal, innovation, and optimization, while addressing critical talent and culture challenges.

Change is hard. Any kind of change. But transformational change takes it to a new level, largely because we must overcome the inertia of our past successes. Transformational change requires counter balancing forces to change the orthodoxy in companies. ROIG has studied the challenges associated with change. The Laws were developed as an antidote to these implementation challenges.

Artificial Intelligence (AI) holds the promise of transforming industries, optimizing operations, and driving unprecedented innovation. And it is forcing us to mature, adapt and change. Yet, despite its potential, many organizations struggle to fully adopt AI capabilities. Six key barriers often impede AI adoption, leaving critical organizational needs unaddressed.

A US-based steel manufacturer utilized ROIG’s expertise in Retail Planning to completely redesign its Sales and Operations Planning (S&OP) process. The client faced significant gaps between its sales and operations functions due to decentralized operations and underdeveloped capabilities. ROIG's approach aimed to bridge these gaps by:
1. Aligning on key planning elements, such as made-to-stock vs. made-to-order and service levels.
2. Identifying and defining critical metrics, along with developing supporting reports and tools.
3. Redesigning the S&OP process and business rhythms (weekly, monthly, quarterly, and annually).

These initiatives led to improved inventory turnover, enhanced in-stock performance, and a more efficient operational network.

Nearly all businesses have portfolios of products and/or services (business units). And much like a financial portfolio, they are not created equal, nor should they be expected to perform in the same way. Our Portfolio Management Model factors in several insights – customer, industry, competitive, and internal performance, to name a few – with the goal of accomplishing three objectives: seamlessly connect company strategy to business unit strategy, ensure the proper allocation of scarce resources, and optimize overall performance.

Most companies do not employ a holistic view to remuneration (compensation). Unfortunately, this results in employee dissatisfaction with their fixed or variable pay or both. It also creates disconnection between the employee and management related to pay for performance and creates the potential for barriers to change efforts. Ultimately this leads to suboptimal performance and turnover.

ROIG developed a Nine Elements of Compensation Philosophy to combat these barriers and guide leadership through the compensation development process. This process leverages our in-depth knowledge of performance analytics and how they connect to strategy, coupled with both financial and human resource acumen.