Women Empowerment and Business Development. A Study in Kigali Markets

AMS was highly centralized and organized by industryБЂ”CGI was highly decentralized and organized by geography. DonnaБЂ™s approach to changing the new organization to a more sales-driven culture concentrated on three legs of a stool.БЂњWe focused on (1) how we sell, (2) who we sell to, and (3) what we sell,БЂ«she said. The first focus area centered on the need to adopt consistent and proven sales disciplines across CGI-AMS (the how). Second, Donna pushed the organization to adopt a new approach to segmenting the market (the who), with the goal of focusing the majority of CGI-AMSБЂ™s account management and business development resources on a smaller number of strategic accounts. Finally, she worked with her leadership team to БЂњoverlayБЂ«the geographically oriented organization structure with an industry focus-enabling CGI-AMS to articulate a clear go-to-market strategy for each of its core industries (the what). The result was less focus on pure one-off customer consulting and more focus on their core competencies and industry solutions where they already had deep expertise and a solid track record of performance ...»