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Align, Engage and Execute

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Background

606 sales employees were invited to participate in an organizational network assessment survey. A 87% response rate (526 employees) was achieved.

Respondents were asked to name up to thirty five people within all of Waters Corp. who they consider important in their professional network, and then evaluate their relationships in the following areas: Sources of Information

Need for Greater Access

Interaction Time

Energy

From the 526 employees, network data could be generated from 404 employees (67%). Unless otherwise noted, the following analysis is based upon relationships between the 404 respondents from Sales and the 2,163 unique Waters employees that were named within their networks.

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Objective

Goal:

– Ensure that the appropriate connectivity exists throughout the Sales and Marketing organization (effective collaboration)

Action Items:

– Indentify those individuals (nodes) that energize others.

– Identify likely bottlenecks/overload and set plans to resolve.

– Identify low tenure / new hires who may need better integration to the informal networks.

Measurements:

– Improvement in the Field’s Network (informal) and structure (formal) to allow effective and efficient information flow across the global organization.

– Improvement in the speed and direction of information flow.

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What did we learn?