{"id":24883,"date":"2025-11-27T11:47:47","date_gmt":"2025-11-27T08:47:47","guid":{"rendered":"https:\/\/oldwww.amazes.pro\/?p=24883"},"modified":"2025-11-27T12:04:24","modified_gmt":"2025-11-27T09:04:24","slug":"a-case-study-on-how-a-company-went-through-three-waves-of-strategic-transformation-without-losing-its-people-and-becoming-a-food-company","status":"publish","type":"post","link":"https:\/\/oldwww.amazes.pro\/en\/a-case-study-on-how-a-company-went-through-three-waves-of-strategic-transformation-without-losing-its-people-and-becoming-a-food-company\/","title":{"rendered":"Case Study: How a Company Went Through Three Waves of Strategic Transformation Without Losing People and Becoming a Product Company"},"content":{"rendered":"","protected":false},"excerpt":{"rendered":"","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"templates\/project.php","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[66,68,4],"tags":[],"class_list":["post-24883","post","type-post","status-publish","format-standard","hentry","category-aleksandra-egorushkina-2","category-irina-sotnikova-2","category-project"],"acf":{"article_bg":6411,"project_title":"\u041a\u0435\u0439\u0441: \u041a\u0430\u043a \u043a\u043e\u043c\u043f\u0430\u043d\u0438\u044f \u043f\u0440\u043e\u0448\u043b\u0430 \u0442\u0440\u0438 \u0432\u043e\u043b\u043d\u044b \u0441\u0442\u0440\u0430\u0442\u0435\u0433\u0438\u0447\u0435\u0441\u043a\u043e\u0439 \u0442\u0440\u0430\u043d\u0441\u0444\u043e\u0440\u043c\u0430\u0446\u0438\u0438, \u043d\u0435 \u043f\u043e\u0442\u0435\u0440\u044f\u043b\u0430 \u043b\u044e\u0434\u0435\u0439 \u0438 \u0441\u0442\u0430\u043b\u0430 \u043f\u0440\u043e\u0434\u0443\u043a\u0442\u043e\u0432\u043e\u0439","project_text":"\u0420\u0430\u0437\u0431\u043e\u0440 \u043f\u0440\u043e\u0435\u043a\u0442\u0430 \u0438\u0437\u043d\u0443\u0442\u0440\u0438 \u2014 \u0433\u043b\u0430\u0437\u0430\u043c\u0438 \u043a\u043e\u043d\u0441\u0443\u043b\u044c\u0442\u0430\u043d\u0442\u0430, \u043a\u043e\u0442\u043e\u0440\u044b\u0439 \u043f\u0440\u043e\u0432\u0451\u043b \u043a\u043e\u043c\u0430\u043d\u0434\u0443 \u0447\u0435\u0440\u0435\u0437 \u043a\u0440\u0438\u0437\u0438\u0441\u044b, \u043a\u0430\u043d\u043d\u0438\u0431\u0430\u043b\u0438\u0437\u0430\u0446\u0438\u044e \u0441\u043e\u0431\u0441\u0442\u0432\u0435\u043d\u043d\u043e\u0433\u043e \u043f\u0440\u043e\u0434\u0443\u043a\u0442\u0430 \u0438 \u0442\u0440\u0438 \u0440\u0435\u0441\u0442\u0440\u0443\u043a\u0442\u0443\u0440\u0438\u0437\u0430\u0446\u0438\u0438","about_project_img":6411,"project_logo":24884,"content":"<h1>When a company matures, but decisions are still made by a &quot;three&quot; people<\/h1>\r\n&nbsp;\r\n\r\n\u0415\u0441\u043b\u0438 \u0432\u044b \u043a\u043e\u0433\u0434\u0430-\u043d\u0438\u0431\u0443\u0434\u044c \u0443\u043f\u0440\u0430\u0432\u043b\u044f\u043b\u0438 \u0431\u0438\u0437\u043d\u0435\u0441\u043e\u043c, \u0432 \u043a\u043e\u0442\u043e\u0440\u043e\u043c \u0431\u043e\u043b\u044c\u0448\u0435 500 \u0441\u043e\u0442\u0440\u0443\u0434\u043d\u0438\u043a\u043e\u0432, \u0442\u043e \u0437\u043d\u0430\u0435\u0442\u0435: \u0441\u0442\u0440\u0443\u043a\u0442\u0443\u0440\u0430 \u043d\u0430\u0447\u0438\u043d\u0430\u0435\u0442 \u0436\u0438\u0442\u044c \u0441\u0432\u043e\u0435\u0439 \u0436\u0438\u0437\u043d\u044c\u044e.\r\n\u041f\u043e\u044f\u0432\u043b\u044f\u044e\u0442\u0441\u044f \u043f\u0440\u043e\u0446\u0435\u0441\u0441\u044b, \u0440\u043e\u043b\u0438, \u0443\u0440\u043e\u0432\u043d\u0438, \u0438 \u0432\u0434\u0440\u0443\u0433 \u0432\u0441\u0451, \u0447\u0442\u043e \u0440\u0430\u043d\u044c\u0448\u0435 \u0440\u0435\u0448\u0430\u043b\u043e\u0441\u044c \u00ab\u043d\u0430 \u043b\u0435\u0442\u0443\u00bb, \u043f\u0440\u0435\u0432\u0440\u0430\u0449\u0430\u0435\u0442\u0441\u044f \u0432 \u043d\u0435\u0441\u043a\u043e\u043d\u0447\u0430\u0435\u043c\u0443\u044e \u0446\u0435\u043f\u043e\u0447\u043a\u0443 \u0441\u043e\u0433\u043b\u0430\u0441\u043e\u0432\u0430\u043d\u0438\u0439.\r\n\u0412 \u043e\u0434\u043d\u043e\u0439 \u043a\u0440\u0443\u043f\u043d\u043e\u0439 \u043a\u043e\u043c\u043f\u0430\u043d\u0438\u0438 (\u043d\u0430\u0437\u0432\u0430\u043d\u0438\u0435 \u043e\u043f\u0443\u0441\u043a\u0430\u0435\u043c \u043f\u043e \u044d\u0442\u0438\u0447\u0435\u0441\u043a\u0438\u043c \u043f\u0440\u0438\u0447\u0438\u043d\u0430\u043c) \u043c\u044b \u0441\u0442\u043e\u043b\u043a\u043d\u0443\u043b\u0438\u0441\u044c \u0441 \u044d\u0442\u043e\u0439 \u0441\u0438\u0442\u0443\u0430\u0446\u0438\u0435\u0439 \u0432 2013 \u0433\u043e\u0434\u0443.\r\n\u041a\u043e\u043c\u043f\u0430\u043d\u0438\u044f \u0440\u0430\u0431\u043e\u0442\u0430\u043b\u0430 \u043d\u0430 \u0440\u044b\u043d\u043a\u0435 \u0443\u0436\u0435 \u0431\u043e\u043b\u044c\u0448\u0435 15 \u043b\u0435\u0442, \u0432 \u0441\u0444\u0435\u0440\u0435 \u0443\u0441\u043b\u0443\u0433 \u0434\u043b\u044f \u0431\u0438\u0437\u043d\u0435\u0441\u0430, \u0438\u043c\u0435\u043b\u0430 \u043e\u043a\u043e\u043b\u043e <strong>1000 employees<\/strong> - and in fact it was held on <strong>three people<\/strong>: \u0434\u0432\u0443\u0445 \u0441\u043e\u0431\u0441\u0442\u0432\u0435\u043d\u043d\u0438\u043a\u0430\u0445 \u0438 \u043a\u043e\u043c\u043c\u0435\u0440\u0447\u0435\u0441\u043a\u043e\u043c \u0434\u0438\u0440\u0435\u043a\u0442\u043e\u0440\u0435.\r\n\r\n&nbsp;\r\n\r\n\u041a\u0430\u0436\u0434\u0443\u044e \u043f\u044f\u0442\u043d\u0438\u0446\u0443 \u043e\u043d\u0438 \u0441\u043e\u0431\u0438\u0440\u0430\u043b\u0438\u0441\u044c \u00ab\u043d\u0430 \u043f\u0430\u0440\u0443 \u0447\u0430\u0441\u043e\u0432\u00bb, \u043f\u043e\u0442\u043e\u043c \u043d\u0430 \u0446\u0435\u043b\u044b\u0439 \u0434\u0435\u043d\u044c, \u043f\u043e\u0442\u043e\u043c \u2014 \u0438 \u043f\u043e \u0441\u0443\u0431\u0431\u043e\u0442\u0430\u043c.\r\n\u0420\u0435\u0448\u0430\u043b\u0438 \u0432\u0441\u0451: \u043a\u0442\u043e \u0437\u0430 \u0447\u0442\u043e \u043e\u0442\u0432\u0435\u0447\u0430\u0435\u0442, \u043a\u043e\u043c\u0443 \u043c\u043e\u0436\u043d\u043e \u043f\u043e\u0434\u043f\u0438\u0441\u044b\u0432\u0430\u0442\u044c \u0441\u0447\u0435\u0442\u0430, \u043a\u0430\u043a \u0432\u0437\u0430\u0438\u043c\u043e\u0434\u0435\u0439\u0441\u0442\u0432\u0443\u044e\u0442 \u043e\u0442\u0434\u0435\u043b\u044b.\r\n\u041a\u043b\u0430\u0441\u0441\u0438\u0447\u0435\u0441\u043a\u0430\u044f \u0440\u0443\u0447\u043d\u0430\u044f \u0441\u0438\u0441\u0442\u0435\u043c\u0430 \u0443\u043f\u0440\u0430\u0432\u043b\u0435\u043d\u0438\u044f, \u043a\u043e\u0442\u043e\u0440\u0430\u044f \u0434\u0435\u0440\u0436\u0438\u0442\u0441\u044f \u043d\u0430 \u044d\u043d\u0435\u0440\u0433\u0438\u0438, \u0430 \u043d\u0435 \u043d\u0430 \u0441\u0438\u0441\u0442\u0435\u043c\u0435.\r\n\r\n&nbsp;\r\n<blockquote>&quot;We simply don&#039;t have time to solve everything. People need to start thinking and acting without us,&quot; is how the owners formulated their request.<\/blockquote>\r\n&nbsp;\r\n\r\nThis is where it all started <strong>first cycle of transformation<\/strong>.\r\n\r\n&nbsp;\r\n<h1>The first transformation: from manual control to a mature structure<\/h1>\r\n&nbsp;\r\n\r\nWe conducted an organizational diagnosis using the Adizes methodology and saw a familiar picture:\r\n\r\n&nbsp;\r\n<ul>\r\n \t<li>premature aging,<\/li>\r\n \t<li>high dependence on owners,<\/li>\r\n \t<li>dominance of the administrative style,<\/li>\r\n \t<li>weak automation,<\/li>\r\n \t<li>a stable but tired team.<\/li>\r\n<\/ul>\r\n&nbsp;\r\n\r\n\u041a\u043e\u043c\u043f\u0430\u043d\u0438\u044f \u0437\u0430\u043d\u0438\u043c\u0430\u043b\u0430 \u0434\u043e\u043c\u0438\u043d\u0438\u0440\u0443\u044e\u0449\u0443\u044e \u0434\u043e\u043b\u044e \u0440\u044b\u043d\u043a\u0430, \u043f\u0440\u0438\u0431\u044b\u043b\u044c \u0431\u044b\u043b\u0430, \u043a\u043b\u0438\u0435\u043d\u0442\u044b \u043b\u043e\u044f\u043b\u044c\u043d\u044b.\r\n\u041d\u043e \u0440\u043e\u0441\u0442\u0430 \u2014 \u043d\u0435\u0442.\r\n<h2><\/h2>\r\n<h2>Tool: Diagnostics and cross-functional problem-solving teams<\/h2>\r\n&nbsp;\r\n\r\n\u041f\u0435\u0440\u0435\u0434 \u0442\u0435\u043c \u043a\u0430\u043a \u0442\u0440\u043e\u0433\u0430\u0442\u044c \u0441\u0442\u0440\u0443\u043a\u0442\u0443\u0440\u0443 \u0438\u043b\u0438 \u0441\u0442\u0440\u0430\u0442\u0435\u0433\u0438\u044e, \u043c\u044b \u043d\u0430\u0447\u0430\u043b\u0438 \u0441 \u0434\u0438\u0430\u0433\u043d\u043e\u0441\u0442\u0438\u043a\u0438.\r\n\u041c\u044b \u043f\u0440\u043e\u0432\u0435\u043b\u0438 \u043a\u043e\u043c\u043f\u043b\u0435\u043a\u0441\u043d\u0443\u044e <strong>organizational diagnostics<\/strong> \u043f\u043e \u043c\u0435\u0442\u043e\u0434\u043e\u043b\u043e\u0433\u0438\u0438 Adizes.\r\n\r\n&nbsp;\r\n\r\n\u041c\u044b \u043d\u0430\u043a\u043e\u043f\u0438\u043b\u0438 \u0431\u043e\u043b\u0435\u0435 200 \u043f\u0440\u043e\u0431\u043b\u0435\u043c, \u043f\u043e\u043b\u043e\u0432\u0438\u043d\u0430 \u0438\u0437 \u043a\u043e\u0442\u043e\u0440\u044b\u0445 \u043d\u0430\u043a\u0430\u043f\u043b\u0438\u0432\u0430\u043b\u0430\u0441\u044c \u0432 \u043a\u043e\u043c\u043f\u0430\u043d\u0438\u0438 \u0433\u043e\u0434\u0430\u043c\u0438. \u041c\u043d\u043e\u0433\u0438\u0435 \u0438\u0437 \u043d\u0438\u0445 \u0433\u043e\u0432\u043e\u0440\u0438\u043b\u0438 \u043e \u0442\u043e\u043c, \u0443\u043f\u0440\u0430\u0432\u043b\u0435\u043d\u0447\u0435\u0441\u043a\u0438\u0435 \u0441\u0431\u043e\u0438 \u043b\u0435\u0436\u0430\u0442<strong> not in people, but in the connections between departments and processes<\/strong>.\r\n\r\n&nbsp;\r\n\r\n\u041d\u0430\u043f\u0440\u0438\u043c\u0435\u0440, \u043f\u0440\u043e\u0434\u0430\u0436\u0438 \u043e\u0436\u0438\u0434\u0430\u043b\u0438 \u043e\u0442 \u043f\u0440\u043e\u0438\u0437\u0432\u043e\u0434\u0441\u0442\u0432\u0430 \u0441\u043a\u043e\u0440\u043e\u0441\u0442\u0438, \u043f\u0440\u043e\u0438\u0437\u0432\u043e\u0434\u0441\u0442\u0432\u043e \u2014 \u0447\u0451\u0442\u043a\u043e\u0433\u043e \u0422\u0417, \u0430 \u0444\u0438\u043d\u0430\u043d\u0441\u044b \u2014 \u0447\u0442\u043e\u0431\u044b \u0432\u0441\u0451 \u0431\u044b\u043b\u043e \u00ab\u0441\u043e\u0433\u043b\u0430\u0441\u043e\u0432\u0430\u043d\u043e \u0432\u0447\u0435\u0440\u0430\u00bb.\r\n\r\n&nbsp;\r\n\r\n\u041f\u043e\u044d\u0442\u043e\u043c\u0443 \u043f\u0435\u0440\u0432\u044b\u043c \u0448\u0430\u0433\u043e\u043c \u0441\u0442\u0430\u043b\u043e \u043d\u0435 \u201c\u0447\u0438\u043d\u0438\u0442\u044c \u043e\u0442\u0434\u0435\u043b\u044b\u201d, <strong>and establish interaction between them<\/strong>.\r\n\r\n&nbsp;\r\n\r\n\u0414\u043b\u044f \u044d\u0442\u043e\u0433\u043e \u043c\u044b \u0437\u0430\u043f\u0443\u0441\u0442\u0438\u043b\u0438 \u0441\u0438\u0441\u0442\u0435\u043c\u0443 <strong>cross-functional teams<\/strong> \u2014 \u043d\u0435\u0431\u043e\u043b\u044c\u0448\u0438\u0445 \u0433\u0440\u0443\u043f\u043f, \u0432 \u043a\u043e\u0442\u043e\u0440\u044b\u0435 \u0432\u0445\u043e\u0434\u0438\u043b\u0438 \u0440\u0443\u043a\u043e\u0432\u043e\u0434\u0438\u0442\u0435\u043b\u0438 \u0438\u0437 \u0440\u0430\u0437\u043d\u044b\u0445 \u0431\u043b\u043e\u043a\u043e\u0432. \u041a\u0430\u0436\u0434\u0430\u044f \u043a\u043e\u043c\u0430\u043d\u0434\u0430 \u0444\u043e\u0440\u043c\u0438\u0440\u043e\u0432\u0430\u043b\u0430\u0441\u044c \u043f\u043e\u0434 \u043a\u043e\u043d\u043a\u0440\u0435\u0442\u043d\u0443\u044e \u043f\u0440\u043e\u0431\u043b\u0435\u043c\u0443 \u0438 \u043e\u0431\u044f\u0437\u0430\u0442\u0435\u043b\u044c\u043d\u043e \u0442\u0430\u043a, \u0447\u0442\u043e\u0431\u044b \u0432\u0441\u0435 \u0437\u0430\u0438\u043d\u0442\u0435\u0440\u0435\u0441\u043e\u0432\u0430\u043d\u043d\u044b\u0435 \u0432 \u0440\u0435\u0448\u0435\u043d\u0438\u0438 \u043f\u0440\u043e\u0431\u043b\u0435\u043c\u044b \u043f\u043e\u0434\u0440\u0430\u0437\u0434\u0435\u043b\u0435\u043d\u0438\u044f \u0431\u044b\u043b\u0438 \u043f\u0440\u0435\u0434\u0441\u0442\u0430\u0432\u043b\u0435\u043d\u044b. \u0422\u0430\u043a \u0436\u0435 \u043c\u044b \u0441\u043b\u0435\u0434\u0438\u043b\u0438, \u0447\u0442\u043e\u0431\u044b \u0443 \u043a\u043e\u043c\u0430\u043d\u0434 \u0431\u044b\u043b\u0438 \u0440\u0435\u0430\u043b\u044c\u043d\u044b\u0435 \u043f\u043e\u043b\u043d\u043e\u043c\u043e\u0447\u0438\u044f \u043d\u0430 \u0440\u0435\u0448\u0435\u043d\u0438\u0435 \u044d\u0442\u043e\u0439 \u043f\u0440\u043e\u0431\u043b\u0435\u043c\u044b.\r\n\r\n&nbsp;\r\n\r\n\u041a\u0430\u0436\u0434\u0430\u044f \u043a\u043e\u043c\u0430\u043d\u0434\u0430 \u0440\u0430\u0437\u0431\u0438\u0440\u0430\u043b\u0430 <strong>one specific systemic problem from a wide variety of areas<\/strong>: \u043e\u0442 \u0446\u0435\u043d\u043e\u043e\u0431\u0440\u0430\u0437\u043e\u0432\u0430\u043d\u0438\u044f \u0434\u043e \u0430\u0434\u0430\u043f\u0442\u0430\u0446\u0438\u0438 \u0441\u043e\u0442\u0440\u0443\u0434\u043d\u0438\u043a\u043e\u0432 .\r\n\r\n&nbsp;\r\n\r\n\u0418\u0445 \u0437\u0430\u0434\u0430\u0447\u0435\u0439 \u0431\u044b\u043b\u043e \u043d\u0435 \u043f\u0440\u043e\u0441\u0442\u043e \u00ab\u043f\u043e\u0436\u0430\u043b\u043e\u0432\u0430\u0442\u044c\u0441\u044f \u0432\u0432\u0435\u0440\u0445\u00bb, \u0430 \u0432\u044b\u0440\u0430\u0431\u043e\u0442\u0430\u0442\u044c <strong>a real solution<\/strong>, agreed upon by all parties. And then submit the decision for approval.\r\n\r\n&nbsp;\r\n<blockquote>\u201cFor the first time, we began not to look for the guilty, but to fix the process together.\u201d<\/blockquote>\r\n&nbsp;\r\n\r\nThese teams became <strong>the first experience of horizontal interaction<\/strong> \u0432 \u043a\u043e\u043c\u043f\u0430\u043d\u0438\u0438.\r\n\u0418 \u0438\u043c\u0435\u043d\u043d\u043e \u0431\u043b\u0430\u0433\u043e\u0434\u0430\u0440\u044f \u0438\u043c \u043f\u043e\u0437\u0436\u0435 \u0440\u043e\u0434\u0438\u043b\u0430\u0441\u044c \u043a\u0443\u043b\u044c\u0442\u0443\u0440\u0430 \u0441\u043e\u0432\u043c\u0435\u0441\u0442\u043d\u043e\u0433\u043e \u043f\u0440\u0438\u043d\u044f\u0442\u0438\u044f \u0440\u0435\u0448\u0435\u043d\u0438\u0439, \u0431\u0435\u0437 \u043a\u043e\u0442\u043e\u0440\u043e\u0439 \u043d\u0435\u0432\u043e\u0437\u043c\u043e\u0436\u043d\u043e \u0431\u044b\u043b\u043e \u0431\u044b \u0441\u0442\u0440\u043e\u0438\u0442\u044c \u0446\u0435\u043d\u0442\u0440\u044b \u043f\u0440\u0438\u0431\u044b\u043b\u0438 \u0438 \u043d\u043e\u0432\u0443\u044e \u0441\u0442\u0440\u0443\u043a\u0442\u0443\u0440\u0443.\r\n\r\n&nbsp;\r\n<h2>Tool: Mission and Profit Centers<\/h2>\r\n&nbsp;\r\n\r\nThe next thing we did was help the company <strong>formulate a mission.<\/strong>\r\n\r\n&nbsp;\r\n\r\nIt wasn&#039;t &quot;inspirational&quot; in the startup sense, but it did provide clarity:\r\n\r\n&nbsp;\r\n<blockquote>\u201c\u041c\u044b \u2014 \u0434\u0438\u043d\u0430\u043c\u0438\u0447\u043d\u043e \u0440\u0430\u0437\u0432\u0438\u0432\u0430\u044e\u0449\u0430\u044f\u0441\u044f \u043a\u043e\u043c\u043f\u0430\u043d\u0438\u044f, \u043f\u0440\u0435\u0434\u043b\u0430\u0433\u0430\u044e\u0449\u0430\u044f \u043a\u043b\u0438\u0435\u043d\u0442\u0430\u043c \u0441\u043f\u0435\u043a\u0442\u0440 \u0438\u043d\u0444\u043e\u0440\u043c\u0430\u0446\u0438\u043e\u043d\u043d\u044b\u0445, \u043a\u043e\u043d\u0441\u0430\u043b\u0442\u0438\u043d\u0433\u043e\u0432\u044b\u0445 \u0438 \u043e\u0431\u0443\u0447\u0430\u044e\u0449\u0438\u0445 \u0443\u0441\u043b\u0443\u0433.\r\n\u041c\u044b \u0441\u0442\u0440\u0435\u043c\u0438\u043c\u0441\u044f \u043a \u043f\u043e\u0441\u0442\u0440\u043e\u0435\u043d\u0438\u044e \u0434\u043e\u043b\u0433\u043e\u0441\u0440\u043e\u0447\u043d\u044b\u0445 \u043e\u0442\u043d\u043e\u0448\u0435\u043d\u0438\u0439 \u0441 \u043a\u043b\u0438\u0435\u043d\u0442\u0430\u043c\u0438 \u0437\u0430 \u0441\u0447\u0451\u0442 \u043b\u0443\u0447\u0448\u0435\u0439 \u0441\u043f\u0440\u0430\u0432\u043e\u0447\u043d\u043e-\u043f\u0440\u0430\u0432\u043e\u0432\u043e\u0439 \u0441\u0438\u0441\u0442\u0435\u043c\u044b, \u0430\u043a\u0442\u0438\u0432\u043d\u043e \u0440\u0430\u0437\u0432\u0438\u0432\u0430\u044f \u0434\u043e\u043f\u043e\u043b\u043d\u0438\u0442\u0435\u043b\u044c\u043d\u044b\u0435 \u043d\u0430\u043f\u0440\u0430\u0432\u043b\u0435\u043d\u0438\u044f \u2014 \u043e\u0431\u0443\u0447\u0435\u043d\u0438\u0435 \u0438 \u043a\u043e\u043d\u0441\u0443\u043b\u044c\u0442\u0430\u0446\u0438\u0438, \u0430 \u0442\u0430\u043a\u0436\u0435 \u0443\u0441\u0438\u043b\u0438\u0432\u0430\u044f \u0441\u0432\u043e\u0438 \u043f\u043e\u0437\u0438\u0446\u0438\u0438 \u0432 \u0440\u0435\u0433\u0438\u043e\u043d\u0430\u0445 \u0437\u0430 \u0441\u0447\u0451\u0442 \u043f\u0440\u0438\u0440\u043e\u0441\u0442\u0430 \u043d\u043e\u0432\u044b\u0445 \u043a\u043b\u0438\u0435\u043d\u0442\u043e\u0432 \u0438 \u043f\u043e\u0432\u044b\u0448\u0435\u043d\u0438\u044f \u043a\u0430\u0447\u0435\u0441\u0442\u0432\u0430 \u043e\u0431\u0441\u043b\u0443\u0436\u0438\u0432\u0430\u043d\u0438\u044f.\u201d<\/blockquote>\r\n&nbsp;\r\n\r\nThe mission resulted in the following major changes: <strong>Develop regions, focus on long-term relationships with clients, and launch new services, namely consulting and training for clients.<\/strong>\r\n\r\n&nbsp;\r\n\r\n\u041c\u0438\u0441\u0441\u0438\u044f \u2014 \u044d\u0442\u043e \u043d\u0435 \u043b\u043e\u0437\u0443\u043d\u0433, \u0430 \u0438\u043d\u0436\u0435\u043d\u0435\u0440\u043d\u043e\u0435 \u0437\u0430\u0434\u0430\u043d\u0438\u0435 \u043d\u0430 \u043f\u0440\u043e\u0435\u043a\u0442\u0438\u0440\u043e\u0432\u0430\u043d\u0438\u0435 \u0441\u0438\u0441\u0442\u0435\u043c\u044b \u0443\u043f\u0440\u0430\u0432\u043b\u0435\u043d\u0438\u044f.\r\n\r\n&nbsp;\r\n\r\n\u0415\u0441\u043b\u0438 \u0432\u044b \u043d\u0430\u043f\u0438\u0441\u0430\u043b\u0438 \u00ab\u0440\u0430\u0437\u0432\u0438\u0432\u0430\u0442\u044c \u0440\u0435\u0433\u0438\u043e\u043d\u044b\u00bb, \u0437\u043d\u0430\u0447\u0438\u0442, \u0432 \u0441\u0442\u0440\u0443\u043a\u0442\u0443\u0440\u0435 \u0434\u043e\u043b\u0436\u043d\u044b \u043f\u043e\u044f\u0432\u0438\u0442\u044c\u0441\u044f <strong>those who will be responsible for regional development, not during additional, but during regular working hours<\/strong>.\r\n\r\n&nbsp;\r\n\r\n\u0415\u0441\u043b\u0438 \u043d\u0430\u043f\u0438\u0441\u0430\u043b\u0438 \u00ab\u0440\u0430\u0437\u0432\u0438\u0432\u0430\u0442\u044c \u043e\u0431\u0443\u0447\u0435\u043d\u0438\u0435 \u0438 \u043a\u043e\u043d\u0441\u0430\u043b\u0442\u0438\u043d\u0433\u00bb \u2014 \u0434\u043e\u043b\u0436\u043d\u044b \u0431\u044b\u0442\u044c <strong>separate units responsible for the creation of these areas.<\/strong>\r\n\r\n&nbsp;\r\n\r\n\u0427\u0442\u043e \u043c\u044b \u0438 \u0441\u0434\u0435\u043b\u0430\u043b\u0438.\r\n\r\n\u0421\u043b\u0435\u0434\u043e\u043c \u043f\u043e\u044f\u0432\u0438\u043b\u0430\u0441\u044c \u043d\u043e\u0432\u0430\u044f \u0441\u0442\u0440\u0443\u043a\u0442\u0443\u0440\u0430:\r\n\r\n&nbsp;\r\n<ul>\r\n \t<li><strong>five profit centers (green)<\/strong> \u2014 by region.<\/li>\r\n<\/ul>\r\n\u041e\u043d\u0438 \u043e\u0442\u0432\u0435\u0447\u0430\u043b\u0438 \u043d\u0435 \u043f\u0440\u043e\u0441\u0442\u043e \u0437\u0430 \u043f\u0440\u043e\u0434\u0430\u0436\u0438, \u0430 \u0437\u0430 \u043f\u043e\u043b\u043d\u0443\u044e \u044d\u043a\u043e\u043d\u043e\u043c\u0438\u043a\u0443 \u0440\u0435\u0433\u0438\u043e\u043d\u0430: \u0434\u043e\u0445\u043e\u0434\u044b, \u0440\u0430\u0441\u0445\u043e\u0434\u044b, \u043a\u043b\u0438\u0435\u043d\u0442\u0441\u043a\u0443\u044e \u0431\u0430\u0437\u0443, \u043a\u0430\u0447\u0435\u0441\u0442\u0432\u043e \u0441\u0435\u0440\u0432\u0438\u0441\u0430.\r\n\r\n\u0422\u0430\u043a \u043c\u044b \u0432\u044b\u0432\u0435\u043b\u0438 \u0443\u043f\u0440\u0430\u0432\u043b\u0435\u043d\u0438\u0435 \u043f\u0440\u0438\u0431\u044b\u043b\u044c\u044e \u0438\u0437-\u043f\u043e\u0434 \u043e\u0434\u043d\u043e\u0433\u043e \u0447\u0435\u043b\u043e\u0432\u0435\u043a\u0430 \u043d\u0430 \u0443\u0440\u043e\u0432\u0435\u043d\u044c \u043a\u043e\u043d\u043a\u0440\u0435\u0442\u043d\u044b\u0445 \u0443\u043f\u0440\u0430\u0432\u043b\u0435\u043d\u0446\u0435\u0432 \u0432 \u043f\u043e\u043b\u044f\u0445.\r\n\r\n\u042d\u0442\u043e \u043f\u043e\u0437\u0432\u043e\u043b\u0438\u043b\u043e \u0443\u0432\u0438\u0434\u0435\u0442\u044c \u0440\u0435\u0430\u043b\u044c\u043d\u0443\u044e \u043a\u0430\u0440\u0442\u0438\u043d\u0443 \u2014 \u0433\u0434\u0435 \u043a\u043e\u043c\u043f\u0430\u043d\u0438\u044f \u0437\u0430\u0440\u0430\u0431\u0430\u0442\u044b\u0432\u0430\u0435\u0442, \u0430 \u0433\u0434\u0435 \u0442\u0435\u0440\u044f\u0435\u0442, \u0438 \u043a\u0442\u043e \u0434\u0435\u0439\u0441\u0442\u0432\u0438\u0442\u0435\u043b\u044c\u043d\u043e \u0443\u043f\u0440\u0430\u0432\u043b\u044f\u0435\u0442 \u0440\u0435\u0437\u0443\u043b\u044c\u0442\u0430\u0442\u043e\u043c.\r\n\r\n&nbsp;\r\n<ul>\r\n \t<li><strong>production blocks (red)<\/strong> \u2014 created content and ensured product quality.<\/li>\r\n<\/ul>\r\n\u0414\u043e \u044d\u0442\u043e\u0433\u043e \u0432\u0435\u0441\u044c \u043a\u043e\u043d\u0442\u0435\u043d\u0442 \u0431\u044b\u043b \u201c\u043e\u0431\u0449\u0438\u043c\u201d, \u0431\u0435\u0437 \u043e\u0440\u0438\u0435\u043d\u0442\u0430\u0446\u0438\u0438 \u043d\u0430 \u043a\u043e\u043d\u043a\u0440\u0435\u0442\u043d\u0443\u044e \u0430\u0443\u0434\u0438\u0442\u043e\u0440\u0438\u044e.\r\n\r\n\u0422\u0435\u043f\u0435\u0440\u044c \u043f\u0440\u043e\u0438\u0437\u0432\u043e\u0434\u0441\u0442\u0432\u043e \u0441\u0442\u0430\u043b\u043e \u0432\u043d\u0443\u0442\u0440\u0435\u043d\u043d\u0438\u043c \u043f\u043e\u0441\u0442\u0430\u0432\u0449\u0438\u043a\u043e\u043c, \u043a\u043e\u0442\u043e\u0440\u044b\u0439 \u0440\u0430\u0431\u043e\u0442\u0430\u0435\u0442 \u0434\u043b\u044f \u00ab\u043a\u043b\u0438\u0435\u043d\u0442\u043e\u0432 \u0432\u043d\u0443\u0442\u0440\u0438 \u043a\u043e\u043c\u043f\u0430\u043d\u0438\u0438\u00bb \u2014 \u0440\u0435\u0433\u0438\u043e\u043d\u0430\u043b\u044c\u043d\u044b\u0445 \u0446\u0435\u043d\u0442\u0440\u043e\u0432 \u043f\u0440\u0438\u0431\u044b\u043b\u0438.\r\n\r\n\u042d\u0442\u043e \u0441\u0440\u0430\u0437\u0443 \u043f\u043e\u0432\u044b\u0441\u0438\u043b\u043e \u043f\u0440\u043e\u0437\u0440\u0430\u0447\u043d\u043e\u0441\u0442\u044c: \u0437\u0435\u043b\u0451\u043d\u044b\u0435 \u043f\u0435\u0440\u0435\u0441\u0442\u0430\u043b\u0438 \u0433\u043e\u0432\u043e\u0440\u0438\u0442\u044c \u00ab\u043d\u0430\u043c \u043f\u043b\u043e\u0445\u043e \u0441\u0434\u0435\u043b\u0430\u043b\u0438\u00bb, \u0430 \u043a\u0440\u0430\u0441\u043d\u044b\u0435 \u2014 \u00ab\u043d\u0430\u0441 \u043d\u0435 \u0446\u0435\u043d\u044f\u0442\u00bb.\r\n\r\n\u041a\u0430\u0436\u0434\u044b\u0439 \u043d\u0430\u0447\u0430\u043b \u043f\u043e\u043d\u0438\u043c\u0430\u0442\u044c, \u0437\u0430 \u0447\u0442\u043e \u043e\u0442\u0432\u0435\u0447\u0430\u0435\u0442 \u0438 \u043a\u043e\u043c\u0443 \u0441\u043e\u0437\u0434\u0430\u0451\u0442 \u0446\u0435\u043d\u043d\u043e\u0441\u0442\u044c.\r\n\r\n&nbsp;\r\n<ul>\r\n \t<li><strong>incubator of new directions<\/strong> \u2014 for consulting and training.<\/li>\r\n<\/ul>\r\n\u042d\u0442\u043e \u0431\u044b\u043b \u043e\u0441\u043e\u0437\u043d\u0430\u043d\u043d\u044b\u0439 \u0448\u0430\u0433: \u043d\u0435 \u043f\u0440\u0435\u0432\u0440\u0430\u0449\u0430\u0442\u044c \u043d\u043e\u0432\u044b\u0435 \u0438\u0434\u0435\u0438 \u0441\u0440\u0430\u0437\u0443 \u0432 \u043e\u0442\u0434\u0435\u043b\u044b, \u0430 \u0434\u0430\u0442\u044c \u0438\u043c \u043f\u0440\u043e\u0441\u0442\u0440\u0430\u043d\u0441\u0442\u0432\u043e \u0434\u043b\u044f \u0440\u043e\u0441\u0442\u0430, \u0431\u0435\u0437 \u0434\u0430\u0432\u043b\u0435\u043d\u0438\u044f \u0442\u0435\u043a\u0443\u0449\u0435\u0433\u043e \u0431\u0438\u0437\u043d\u0435\u0441\u0430.\r\n\r\n\u0418\u043d\u043a\u0443\u0431\u0430\u0442\u043e\u0440 \u043f\u043e\u0437\u0432\u043e\u043b\u044f\u043b \u043f\u0440\u043e\u0431\u043e\u0432\u0430\u0442\u044c, \u043e\u0448\u0438\u0431\u0430\u0442\u044c\u0441\u044f, \u0442\u0435\u0441\u0442\u0438\u0440\u043e\u0432\u0430\u0442\u044c \u0444\u043e\u0440\u043c\u0430\u0442\u044b \u2014 \u043d\u0435 \u0440\u0430\u0437\u0440\u0443\u0448\u0430\u044f \u043e\u0441\u043d\u043e\u0432\u043d\u0443\u044e \u043e\u043f\u0435\u0440\u0430\u0446\u0438\u043e\u043d\u043a\u0443.\r\n\r\n&nbsp;\r\n\r\n\u0422\u0430\u043a \u0441\u0442\u0440\u0443\u043a\u0442\u0443\u0440\u0430 \u0431\u0443\u043a\u0432\u0430\u043b\u044c\u043d\u043e \u201c\u043f\u0435\u0440\u0435\u0432\u0435\u043b\u0430\u201d \u043c\u0438\u0441\u0441\u0438\u044e \u043a\u043e\u043c\u043f\u0430\u043d\u0438\u0438 \u0432 \u0443\u043f\u0440\u0430\u0432\u043b\u0435\u043d\u0447\u0435\u0441\u043a\u0443\u044e \u0440\u0435\u0430\u043b\u044c\u043d\u043e\u0441\u0442\u044c:\r\n\r\n&nbsp;\r\n<ul>\r\n \t<li>regional development - in the form of independent profit centers,<\/li>\r\n \t<li>customer retention - through quality managers,<\/li>\r\n \t<li>new directions - through a separate incubator.<\/li>\r\n<\/ul>\r\n<h3><\/h3>\r\n<h3>What worked<\/h3>\r\n&nbsp;\r\n<ul>\r\n \t<li>Cross-functional teams spent a year preparing the company for horizontal collaboration.<\/li>\r\n \t<li>The established decision-making system for team work has increased the responsibility and involvement of managers.<\/li>\r\n \t<li>Solving problems that had not been solved for years increased motivation and energy in the company.<\/li>\r\n \t<li>Profit centers began to compete for efficiency rather than for the CEO&#039;s attention.<\/li>\r\n \t<li>The managers saw the numbers and started thinking about margins.<\/li>\r\n \t<li>Management maturity has increased, and profits have increased by 30% per year.<\/li>\r\n<\/ul>\r\n<h3><\/h3>\r\n<h3>What was difficult<\/h3>\r\n&nbsp;\r\n<ul>\r\n \t<li>Emotional resistance.<\/li>\r\n \t<li>People were afraid of the \u201cnew structure\u201d \u2013 especially those who had worked there for 10+ years.<\/li>\r\n \t<li>The first RACI matrices (who is responsible for what) were difficult to create.<\/li>\r\n<\/ul>\r\n<h3><\/h3>\r\n<h3>Tools<\/h3>\r\n&nbsp;\r\n<ul>\r\n \t<li>RACI matrices delineate areas of responsibility.<\/li>\r\n \t<li>Goal Book - Each team has defined how their contribution impacts the mission.<\/li>\r\n \t<li>Colored budgets - \u201cgreen\u201d managers were responsible for profit, \u201cred\u201d - for cost efficiency.<\/li>\r\n<\/ul>\r\n<h1><\/h1>\r\n<h1><\/h1>\r\n<h1>The Second Transformation: When a Black Swan Destroys a Business Model<\/h1>\r\n&nbsp;\r\n\r\nIn 2016, something happened that no one expected. A key partner\u2014a foreign company whose platform was used for legal databases\u2014announced:\r\n\r\n&nbsp;\r\n<blockquote>&quot;We&#039;re winding down support. The product will be gone in a year and a half.&quot;<\/blockquote>\r\n\u0414\u043b\u044f \u043a\u043e\u043c\u043f\u0430\u043d\u0438\u0438 \u044d\u0442\u043e \u0437\u0432\u0443\u0447\u0430\u043b\u043e \u043a\u0430\u043a \u043f\u0440\u0438\u0433\u043e\u0432\u043e\u0440: \u0432\u0435\u0441\u044c \u0431\u0438\u0437\u043d\u0435\u0441 \u0441\u0442\u043e\u044f\u043b \u043d\u0430 \u044d\u0442\u043e\u0439 \u0441\u0438\u0441\u0442\u0435\u043c\u0435.\r\n\r\n\u0420\u0435\u0430\u043a\u0446\u0438\u044f \u2014 \u0448\u043e\u043a. \u041f\u043e\u0442\u043e\u043c \u2014 \u0440\u0435\u0448\u0435\u043d\u0438\u0435.\r\n\r\n&nbsp;\r\n<blockquote>\u201cIf a partner leaves, it\u2019s time to make your own product.\u201d<\/blockquote>\r\n<h2>Own online platform<\/h2>\r\n&nbsp;\r\n\r\nThe company decided to develop <strong>own online service<\/strong>.\r\n\r\n&nbsp;\r\n\r\n\u042d\u0442\u043e \u0431\u044b\u043b\u043e \u043d\u0435 \u043f\u0440\u043e\u0441\u0442\u043e \u00ab\u0441\u0434\u0435\u043b\u0430\u0442\u044c \u0441\u0432\u043e\u0439 \u043f\u0440\u043e\u0434\u0443\u043a\u0442 \u0432\u043c\u0435\u0441\u0442\u043e \u0447\u0443\u0436\u043e\u0433\u043e\u00bb.\r\n\r\n&nbsp;\r\n\r\n\u042d\u0442\u043e \u0431\u044b\u043b <strong>transition to a fundamentally different business model and technological architecture.<\/strong>\r\n\r\n&nbsp;\r\n\r\nPreviously, the product was an offline format:\r\n\r\n&nbsp;\r\n<ul>\r\n \t<li>local installation,<\/li>\r\n \t<li>periodic updates,<\/li>\r\n \t<li>a heavy system that was physically \u201cbrought and installed.\u201d<\/li>\r\n<\/ul>\r\n&nbsp;\r\n\r\nThe new product had to be: <strong>online, flexible, personalized, accessible from anywhere and on any device.<\/strong>\r\n\r\n&nbsp;\r\n\r\nMain differences:\r\n\r\n&nbsp;\r\n<ul>\r\n \t<li><strong>SaaS model and subscription<\/strong>, and not a \u201cbox\u201d license.<\/li>\r\n<\/ul>\r\n\u041a\u043b\u0438\u0435\u043d\u0442 \u0442\u0435\u043f\u0435\u0440\u044c \u043d\u0435 \u043f\u043e\u043a\u0443\u043f\u0430\u0435\u0442 \u0441\u0438\u0441\u0442\u0435\u043c\u0443 \u043d\u0430\u0432\u0441\u0435\u0433\u0434\u0430 \u2014 \u043e\u043d \u043f\u043e\u0434\u043f\u0438\u0441\u044b\u0432\u0430\u0435\u0442\u0441\u044f \u0438 \u043c\u043e\u0436\u0435\u0442 \u0443\u0439\u0442\u0438.\r\n\u042d\u0442\u043e \u043c\u0435\u043d\u044f\u0435\u0442 \u0432\u0441\u0451: \u043a\u0430\u0447\u0435\u0441\u0442\u0432\u043e, \u0441\u043a\u043e\u0440\u043e\u0441\u0442\u044c \u043e\u0431\u043d\u043e\u0432\u043b\u0435\u043d\u0438\u0439, \u043a\u043b\u0438\u0435\u043d\u0442\u043e\u043e\u0440\u0438\u0435\u043d\u0442\u0438\u0440\u043e\u0432\u0430\u043d\u043d\u043e\u0441\u0442\u044c, \u0441\u0435\u0440\u0432\u0438\u0441\u043d\u0443\u044e \u043c\u043e\u0434\u0435\u043b\u044c.\r\n\r\n&nbsp;\r\n<ul>\r\n \t<li><strong>Continuous updates<\/strong>, not &quot;once a month\/quarter&quot; patches.<\/li>\r\n<\/ul>\r\nLawyers and accountants must receive current legislative changes practically in real time.\r\n\r\n&nbsp;\r\n<ul>\r\n \t<li><strong>Web access + mobile access<\/strong>, instead of a permanent installation.<\/li>\r\n<\/ul>\r\nPreviously, the system only worked on my work PC. Now it works from the office, at home, and on business trips.\r\n\r\n&nbsp;\r\n<ul>\r\n \t<li><strong>Personalized feed and notifications<\/strong>, and not a \u201ccommon base\u201d for everyone.<\/li>\r\n<\/ul>\r\nEach user sees only what is relevant to their profile and industry.\r\n\r\n&nbsp;\r\n<ul>\r\n \t<li><strong>Behavioral analytics and data mining<\/strong>.<\/li>\r\n<\/ul>\r\n\u041a\u043e\u043c\u043f\u0430\u043d\u0438\u044f \u0432\u043f\u0435\u0440\u0432\u044b\u0435 \u043d\u0430\u0447\u0430\u043b\u0430 \u0432\u0438\u0434\u0435\u0442\u044c, \u0447\u0442\u043e \u0438\u043c\u0435\u043d\u043d\u043e \u0447\u0438\u0442\u0430\u044e\u0442 \u043a\u043b\u0438\u0435\u043d\u0442\u044b, \u043a\u0430\u043a\u0438\u0435 \u0442\u0435\u043c\u044b \u0432\u043e\u0441\u0442\u0440\u0435\u0431\u043e\u0432\u0430\u043d\u044b, \u0433\u0434\u0435 \u043f\u0430\u0434\u0430\u0435\u0442 \u0438\u043d\u0442\u0435\u0440\u0435\u0441.\r\n\u0414\u043e \u044d\u0442\u043e\u0433\u043e \u043e\u0431\u0440\u0430\u0442\u043d\u0430\u044f \u0441\u0432\u044f\u0437\u044c \u0431\u044b\u043b\u0430 \u0443\u0441\u043b\u043e\u0432\u043d\u043e\u0439 \u0438 \u0437\u0430\u043f\u0430\u0437\u0434\u044b\u0432\u0430\u043b\u0430 \u043d\u0430 \u043c\u0435\u0441\u044f\u0446\u044b.\r\n\r\n&nbsp;\r\n<ul>\r\n \t<li><strong>Ability to quickly A\/B test and launch new features<\/strong>.<\/li>\r\n<\/ul>\r\nThere&#039;s no need to wait for a &quot;version&quot; to be released\u2014you can roll out improvements continuously.\r\n\r\n&nbsp;\r\n<ul>\r\n \t<li><strong>Content by industry<\/strong>, and not \u201cone database for everyone.\u201d<\/li>\r\n<\/ul>\r\n\u042d\u0442\u043e \u043e\u0437\u043d\u0430\u0447\u0430\u043b\u043e \u043f\u0435\u0440\u0435\u0441\u0442\u0440\u043e\u0439\u043a\u0443 \u043d\u0435 \u0442\u043e\u043b\u044c\u043a\u043e IT, \u043d\u043e \u0438 \u043a\u043e\u043d\u0442\u0435\u043d\u0442\u043d\u043e\u0433\u043e \u043f\u0440\u043e\u0438\u0437\u0432\u043e\u0434\u0441\u0442\u0432\u0430.\r\n\r\n&nbsp;\r\n\r\n\u0418\u043d\u044b\u043c\u0438 \u0441\u043b\u043e\u0432\u0430\u043c\u0438, \u043a\u043e\u043c\u043f\u0430\u043d\u0438\u044f \u043f\u0435\u0440\u0435\u0445\u043e\u0434\u0438\u043b\u0430 \u0438\u0437 \u043c\u0438\u0440\u0430 <strong>an offline product with a heavy operating system into the world of digital services based on data, speed, and customer scenarios.<\/strong>\r\n\r\n&nbsp;\r\n<blockquote>\u201c\u042d\u0442\u043e \u0431\u044b\u043b\u0430 \u043d\u0435 \u0437\u0430\u043c\u0435\u043d\u0430 \u0441\u0438\u0441\u0442\u0435\u043c\u044b. \u042d\u0442\u043e \u0431\u044b\u043b \u043f\u0435\u0440\u0435\u0445\u043e\u0434 \u0438\u0437 XX \u0432\u0435\u043a\u0430 \u0432 XXI.\"<\/blockquote>\r\n\u041d\u043e \u0433\u043e\u0432\u043e\u0440\u0438\u0442\u044c \u043e\u0431 \u044d\u0442\u043e\u043c \u043e\u0442\u043a\u0440\u044b\u0442\u043e \u043d\u0435\u043b\u044c\u0437\u044f \u0431\u044b\u043b\u043e \u2014 \u043a\u043e\u043c\u0430\u043d\u0434\u0430 \u043e\u0441\u0442\u0430\u0432\u0430\u043b\u0430\u0441\u044c \u043b\u043e\u044f\u043b\u044c\u043d\u0430 \u0441\u0442\u0430\u0440\u043e\u043c\u0443 \u0431\u0440\u0435\u043d\u0434\u0443.\r\n\r\n&nbsp;\r\n\r\n\u041f\u043e\u044d\u0442\u043e\u043c\u0443 \u0440\u0430\u0437\u0440\u0430\u0431\u043e\u0442\u043a\u0430 \u0432\u0435\u043b\u0430\u0441\u044c \u00ab\u0432 \u0442\u0435\u043d\u0438\u00bb: \u0432\u043d\u0443\u0442\u0440\u0438 \u0434\u0435\u043f\u0430\u0440\u0442\u0430\u043c\u0435\u043d\u0442\u0430 \u0440\u0430\u0437\u0432\u0438\u0442\u0438\u044f, \u0442\u043e\u0433\u043e \u0441\u0430\u043c\u043e\u0433\u043e \u0438\u043d\u043a\u0443\u0431\u0430\u0442\u043e\u0440\u0430, \u043f\u0430\u0440\u0430\u043b\u043b\u0435\u043b\u044c\u043d\u043e \u0441 \u0442\u0435\u043a\u0443\u0449\u0435\u0439 \u0440\u0430\u0431\u043e\u0442\u043e\u0439.\r\n\r\n&nbsp;\r\n\r\n\u041a\u043e\u0433\u0434\u0430 \u0441\u0435\u0440\u0432\u0438\u0441 \u0431\u044b\u043b \u0433\u043e\u0442\u043e\u0432, \u043f\u0435\u0440\u0435\u0434 \u043a\u043e\u043c\u043f\u0430\u043d\u0438\u0435\u0439 \u0432\u0441\u0442\u0430\u043b \u0432\u043e\u043f\u0440\u043e\u0441: <strong>Who will sell the new service and how?<\/strong>\r\n\r\n&nbsp;\r\n\r\n\u041f\u0435\u0440\u0432\u0430\u044f \u043c\u044b\u0441\u043b\u044c \u2014 \u0447\u0435\u0440\u0435\u0437 \u0441\u0443\u0449\u0435\u0441\u0442\u0432\u0443\u044e\u0449\u0438\u0435 \u0440\u0435\u0433\u0438\u043e\u043d\u0430\u043b\u044c\u043d\u044b\u0435 \u0446\u0435\u043d\u0442\u0440\u044b \u043f\u0440\u0438\u0431\u044b\u043b\u0438.\r\n\r\n&nbsp;\r\n\r\n\u042d\u0442\u043e \u0432\u044b\u0433\u043b\u044f\u0434\u0435\u043b\u043e \u043b\u043e\u0433\u0438\u0447\u043d\u043e\u2026 \u0438 \u0431\u044b\u043b\u043e \u0431\u044b \u043a\u0430\u0442\u0430\u0441\u0442\u0440\u043e\u0444\u043e\u0439.\r\n\r\n\u0421\u043e\u0442\u0440\u0443\u0434\u043d\u0438\u043a\u0438 \u0431\u044b\u043b\u0438 \u043f\u0440\u0435\u0434\u0430\u043d\u044b \u0441\u0442\u0430\u0440\u043e\u043c\u0443 \u043f\u0440\u043e\u0434\u0443\u043a\u0442\u0443, \u043a\u043b\u0438\u0435\u043d\u0442\u044b \u0442\u043e\u0436\u0435.\r\n\r\n\u041d\u0438\u043a\u0430\u043a\u0430\u044f \u0441\u0438\u0441\u0442\u0435\u043c\u0430 \u0431\u043e\u043d\u0443\u0441\u043e\u0432 \u043d\u0435 \u0437\u0430\u0441\u0442\u0430\u0432\u0438\u043b\u0430 \u0431\u044b \u0438\u0445 \u0438\u0441\u043a\u0440\u0435\u043d\u043d\u0435 \u043f\u0440\u043e\u0434\u0430\u0432\u0430\u0442\u044c \u201c\u043a\u043e\u043d\u043a\u0443\u0440\u0435\u043d\u0442\u0430\u201d \u0441\u0432\u043e\u0435\u043c\u0443 \u043b\u044e\u0431\u0438\u043c\u0446\u0443.\r\n<h2><\/h2>\r\n<h2>Solution: Switch to a product structure<\/h2>\r\n&nbsp;\r\n\r\nThe company made a risky but correct decision:\r\n\r\n&nbsp;\r\n<ul>\r\n \t<li>the top level of the structure became <strong>grocery<\/strong>,<\/li>\r\n \t<li>each product is a separate profit center,<\/li>\r\n \t<li>appeared <strong>industry content teams<\/strong> (trade, services, production, public sector).<\/li>\r\n<\/ul>\r\n&nbsp;\r\n\r\n\u042d\u0442\u043e \u0440\u0435\u0448\u0435\u043d\u0438\u0435 \u043d\u0435 \u0440\u043e\u0434\u0438\u043b\u043e\u0441\u044c \u00ab\u0432 \u043a\u0430\u0431\u0438\u043d\u0435\u0442\u0435 SEO\u00bb.\r\n\r\n&nbsp;\r\n\r\n\u041c\u044b \u043f\u0440\u043e\u0432\u0435\u043b\u0438 \u0441\u0435\u0440\u0438\u044e \u0441\u0435\u0441\u0441\u0438\u0439 \u0441 \u0443\u043f\u0440\u0430\u0432\u043b\u0435\u043d\u0446\u0430\u043c\u0438, \u043d\u0430 \u043a\u043e\u0442\u043e\u0440\u044b\u0445 \u043a\u043e\u043c\u0430\u043d\u0434\u0430 \u0431\u0443\u043a\u0432\u0430\u043b\u044c\u043d\u043e <strong>restructured my thinking<\/strong>: \u0438\u0437 \u00ab\u043c\u044b \u043e\u0431\u0441\u043b\u0443\u0436\u0438\u0432\u0430\u0435\u043c \u043a\u043b\u0438\u0435\u043d\u0442\u043e\u0432\u00bb \u2014 \u0432 \u00ab\u043c\u044b \u0441\u043e\u0437\u0434\u0430\u0451\u043c \u043f\u0440\u043e\u0434\u0443\u043a\u0442, \u043a\u043e\u0442\u043e\u0440\u044b\u0439 \u0440\u0435\u0448\u0430\u0435\u0442 \u0437\u0430\u0434\u0430\u0447\u0443 \u043a\u043b\u0438\u0435\u043d\u0442\u0430\u00bb.\r\n\r\n&nbsp;\r\n\r\n\u041d\u0430 \u043e\u0434\u043d\u043e\u0439 \u0438\u0437 \u0441\u0435\u0441\u0441\u0438\u0439 \u0441\u0442\u0430\u043b\u043e \u043e\u0447\u0435\u0432\u0438\u0434\u043d\u043e: \u043f\u0440\u0435\u0436\u043d\u044f\u044f \u0440\u0435\u0433\u0438\u043e\u043d\u0430\u043b\u044c\u043d\u0430\u044f \u0441\u0442\u0440\u0443\u043a\u0442\u0443\u0440\u0430 \u043c\u0435\u0448\u0430\u0435\u0442 \u0440\u043e\u0441\u0442\u0443. \u041f\u0440\u043e\u0434\u0430\u0436\u0438, \u043a\u043e\u043d\u0442\u0435\u043d\u0442 \u0438 \u043e\u0431\u0441\u043b\u0443\u0436\u0438\u0432\u0430\u043d\u0438\u0435 \u0440\u0430\u0431\u043e\u0442\u0430\u043b\u0438 \u043f\u0430\u0440\u0430\u043b\u043b\u0435\u043b\u044c\u043d\u043e, \u043d\u043e \u043d\u0435 \u0432\u043c\u0435\u0441\u0442\u0435.\r\n\r\n&nbsp;\r\n\r\n\u041d\u0443\u0436\u043d\u043e \u0431\u044b\u043b\u043e \u0441\u043e\u0437\u0434\u0430\u0442\u044c <strong>unified product bundles<\/strong>, where marketing, content and service are united around one industry and client.\r\n\r\n&nbsp;\r\n<h3>Tools<\/h3>\r\n&nbsp;\r\n<ol>\r\n \t<li><strong>Scenario modeling of the structure<\/strong> \u2014 We calculated three options for the future model and chose the product-based one as the least risky with the highest return, while retaining elements of the regional one.<\/li>\r\n \t<li><strong>Roles and Areas of Responsibility (RACI)<\/strong> \u2014 helped to quickly restructure processes between the new \u201cgreen\u201d and \u201cred\u201d blocks.<\/li>\r\n \t<li><strong>Open recruitment format for leaders<\/strong> \u2014 consciously used as a tool for cultural transformation: not to prescribe, but to give the opportunity to manifest.<\/li>\r\n<\/ol>\r\n&nbsp;\r\n<blockquote>&quot;When they announced: &#039;We need industry team leaders for a new product,&#039; people came forward themselves.<\/blockquote>\r\n&nbsp;\r\n\r\n\u0420\u0443\u043a\u043e\u0432\u043e\u0434\u0438\u0442\u0435\u043b\u044c HR-\u0441\u043b\u0443\u0436\u0431\u044b \u0441\u043a\u0430\u0437\u0430\u043b\u0430: \u201c\u0425\u043e\u0447\u0443 \u0432 \u0431\u0438\u0437\u043d\u0435\u0441. \u0412\u043e\u0437\u044c\u043c\u0438\u0442\u0435 \u043c\u0435\u043d\u044f \u0432 \u0442\u043e\u0440\u0433\u043e\u0432\u043b\u044e.\u201d\u00bb\r\n\r\n&nbsp;\r\n\r\n\u0422\u0430\u043a \u0440\u043e\u0434\u0438\u043b\u0438\u0441\u044c \u043f\u0435\u0440\u0432\u044b\u0435 \u043f\u0440\u043e\u0434\u0443\u043a\u0442\u043e\u0432\u044b\u0435 \u043a\u043e\u043c\u0430\u043d\u0434\u044b \u2014 \u043d\u0435 \u0441\u0432\u0435\u0440\u0445\u0443 \u0432\u043d\u0438\u0437, \u0430 <strong>from within the organization<\/strong>, people willing to take risks with the company. One of the key victories was that not a single employee was lost during this global restructuring\u2014everyone found new positions.\r\n\r\n&nbsp;\r\n<h3>What didn&#039;t work right away<\/h3>\r\n&nbsp;\r\n<ul>\r\n \t<li>In the first months, the product sold poorly: the market was unfamiliar with it, and the employees were still \u201cliving in the past.\u201d<\/li>\r\n \t<li>The old profit centers, by inertia, were drawing resources towards familiar products.<\/li>\r\n \t<li>I had to enter \u201c<strong>&quot;Sharing Taxation&quot; \u2014 a procedure for protecting budgets<\/strong>, when the heads of the red divisions convinced the green ones what was worth paying for from their budget.<\/li>\r\n<\/ul>\r\n&nbsp;\r\n\r\nOnly after a year the service reached <strong>7% revenue from the old product<\/strong>, \u043d\u0430\u0447\u0430\u0432 \u0437\u0430\u0445\u0432\u0430\u0442\u044b\u0432\u0430\u0442\u044c \u043d\u0438\u0436\u043d\u0438\u0439 \u0441\u0435\u0433\u043c\u0435\u043d\u0442.\r\n\r\n\u041d\u043e \u0433\u043b\u0430\u0432\u043d\u043e\u0435 \u2014 \u043a\u043e\u043c\u043f\u0430\u043d\u0438\u044f <strong>I learned to think in terms of products<\/strong>, \u0430 \u043d\u0435 \u0444\u0443\u043d\u043a\u0446\u0438\u044f\u043c\u0438.\r\n\r\n\u0418 \u0441\u0442\u0440\u0430\u0442\u0435\u0433\u0438\u0447\u0435\u0441\u043a\u0438 \u044d\u0442\u043e \u0431\u044b\u043b \u043f\u0440\u043e\u0440\u044b\u0432: \u043a\u043e\u043c\u043f\u0430\u043d\u0438\u044f <strong>cannibalized herself<\/strong>, before competitors did.\r\n<h1><\/h1>\r\n<h1><\/h1>\r\n<h1>The third transformation: from service to product<\/h1>\r\n&nbsp;\r\n\r\n\u041a 2019 \u0433\u043e\u0434\u0443 \u043a\u043e\u043c\u043f\u0430\u043d\u0438\u044f \u043e\u043a\u0430\u0437\u0430\u043b\u0430\u0441\u044c \u0432 \u0442\u0438\u043f\u0438\u0447\u043d\u043e\u0439 \u043b\u043e\u0432\u0443\u0448\u043a\u0435 \u0440\u043e\u0441\u0442\u0430.\r\n\r\n&nbsp;\r\n\r\n\u041a\u0430\u0437\u0430\u043b\u043e\u0441\u044c \u0431\u044b \u2014 \u043d\u043e\u0432\u0430\u044f \u0441\u0442\u0440\u0443\u043a\u0442\u0443\u0440\u0430 \u0440\u0430\u0431\u043e\u0442\u0430\u0435\u0442, \u043e\u043d\u043b\u0430\u0439\u043d-\u043f\u0440\u043e\u0434\u0443\u043a\u0442 \u0440\u0430\u0441\u0442\u0451\u0442, \u043a\u043e\u043c\u0430\u043d\u0434\u0430 \u043d\u0430\u0443\u0447\u0438\u043b\u0430\u0441\u044c \u043c\u044b\u0441\u043b\u0438\u0442\u044c \u043f\u043e-\u043d\u043e\u0432\u043e\u043c\u0443. \u041d\u043e \u043f\u043e\u0434 \u043a\u0430\u043f\u043e\u0442\u043e\u043c \u043d\u0430\u0447\u0430\u043b\u0438 \u043f\u043e\u044f\u0432\u043b\u044f\u0442\u044c\u0441\u044f \u0442\u0440\u0435\u0449\u0438\u043d\u044b.\r\n\r\n&nbsp;\r\n\r\n\u0420\u0435\u0433\u0438\u043e\u043d\u0430\u043b\u044c\u043d\u044b\u0435 \u0446\u0435\u043d\u0442\u0440\u044b \u043f\u0440\u0438\u0431\u044b\u043b\u0438 \u0431\u043e\u043b\u044c\u0448\u0435 \u043d\u0435 \u0441\u043f\u0440\u0430\u0432\u043b\u044f\u043b\u0438\u0441\u044c. \u041e\u043d\u0438 \u0431\u044b\u043b\u0438 \u0432\u044b\u0441\u0442\u0440\u043e\u0435\u043d\u044b \u043f\u043e\u0434 \u043e\u0444\u043b\u0430\u0439\u043d-\u0431\u0438\u0437\u043d\u0435\u0441: \u0442\u0435\u0440\u0440\u0438\u0442\u043e\u0440\u0438\u0430\u043b\u044c\u043d\u044b\u0435 \u043f\u0440\u043e\u0434\u0430\u0436\u0438, \u043a\u043b\u0438\u0435\u043d\u0442\u0441\u043a\u0430\u044f \u0431\u0430\u0437\u0430, \u043e\u0447\u043d\u043e\u0435 \u043e\u0431\u0441\u043b\u0443\u0436\u0438\u0432\u0430\u043d\u0438\u0435.\r\n\r\n&nbsp;\r\n\r\n\u0410 \u0442\u0435\u043f\u0435\u0440\u044c \u0443 \u043a\u043e\u043c\u043f\u0430\u043d\u0438\u0438 \u2014 <strong>digital product<\/strong>, \u0438 \u043a\u043b\u0438\u0435\u043d\u0442 \u0432 \u043e\u0434\u043d\u043e\u043c \u0440\u0435\u0433\u0438\u043e\u043d\u0435 \u043d\u0438\u0447\u0435\u043c \u043d\u0435 \u043e\u0442\u043b\u0438\u0447\u0430\u0435\u0442\u0441\u044f \u043e\u0442 \u043a\u043b\u0438\u0435\u043d\u0442\u0430 \u0432 \u0434\u0440\u0443\u0433\u043e\u043c.\r\n\r\n\u0413\u0440\u0430\u043d\u0438\u0446\u044b, \u043d\u0430 \u043a\u043e\u0442\u043e\u0440\u044b\u0445 \u0441\u0442\u0440\u043e\u0438\u043b\u0430\u0441\u044c \u043f\u0440\u0435\u0436\u043d\u044f\u044f \u043c\u043e\u0434\u0435\u043b\u044c, \u043f\u0440\u043e\u0441\u0442\u043e \u0438\u0441\u0447\u0435\u0437\u043b\u0438.\r\n\r\n&nbsp;\r\n\r\n\u0412\u0442\u043e\u0440\u0430\u044f \u0431\u043e\u043b\u044c \u2014 <strong>competition between old and new products<\/strong>.\r\n\r\n\u0414\u0432\u0435 \u043a\u043e\u043c\u0430\u043d\u0434\u044b \u043f\u0440\u043e\u0434\u0430\u0432\u0430\u043b\u0438 \u043e\u0434\u0438\u043d \u0438 \u0442\u043e\u0442 \u0436\u0435 \u0441\u043c\u044b\u0441\u043b \u043f\u043e\u0434 \u0440\u0430\u0437\u043d\u044b\u043c\u0438 \u0431\u0440\u0435\u043d\u0434\u0430\u043c\u0438 \u0438 \u0441 \u0440\u0430\u0437\u043d\u043e\u0439 \u0440\u0435\u0430\u043b\u0438\u0437\u0430\u0446\u0438\u0435\u0439. \u041e\u0434\u0438\u043d \u2014 \u043f\u0440\u0438\u0432\u044b\u0447\u043d\u044b\u0439, \u0441\u0442\u0430\u0431\u0438\u043b\u044c\u043d\u044b\u0439, \u043f\u0440\u0438\u043d\u043e\u0441\u044f\u0449\u0438\u0439 \u0432\u044b\u0440\u0443\u0447\u043a\u0443. \u0412\u0442\u043e\u0440\u043e\u0439 \u2014 \u043f\u0435\u0440\u0441\u043f\u0435\u043a\u0442\u0438\u0432\u043d\u044b\u0439, \u043d\u043e \u043f\u043e\u043a\u0430 \u0443\u0431\u044b\u0442\u043e\u0447\u043d\u044b\u0439.\r\n\r\n&nbsp;\r\n\r\n\u041f\u043e \u0441\u0443\u0442\u0438, \u043a\u043e\u043c\u043f\u0430\u043d\u0438\u044f \u043d\u0430\u0447\u0430\u043b\u0430 <strong>compete with yourself<\/strong>, \u0430 \u043d\u0435 \u0441 \u0440\u044b\u043d\u043a\u043e\u043c.\r\n\r\n&nbsp;\r\n\r\n\u0418 \u0432 \u044d\u0442\u043e\u0442 \u043c\u043e\u043c\u0435\u043d\u0442 \u0441\u0442\u0430\u043b\u043e \u043e\u0447\u0435\u0432\u0438\u0434\u043d\u043e: \u0441\u0442\u0440\u0443\u043a\u0442\u0443\u0440\u0430, \u043a\u043e\u0442\u043e\u0440\u0430\u044f \u0441\u043f\u0430\u0441\u043b\u0430 \u0431\u0438\u0437\u043d\u0435\u0441 \u0442\u0440\u0438 \u0433\u043e\u0434\u0430 \u043d\u0430\u0437\u0430\u0434, \u0442\u0435\u043f\u0435\u0440\u044c \u0441\u043d\u043e\u0432\u0430 \u0435\u0433\u043e \u0441\u0434\u0435\u0440\u0436\u0438\u0432\u0430\u0435\u0442.\r\n\r\n&nbsp;\r\n<blockquote>&quot;To live, we must combine the old and the new. The food principle no longer works\u2014we&#039;re eating ourselves.&quot;<\/blockquote>\r\n<h2><\/h2>\r\n<h2><\/h2>\r\n<h2>Solution<\/h2>\r\n&nbsp;\r\n\r\nThe company has combined two products into a single ecosystem and completely rebuilt the model:\r\n\r\n&nbsp;\r\n<ul>\r\n \t<li>At the top level, there is only one product line left,<\/li>\r\n \t<li>instead of regional profit centers there appeared <strong>industry (trade, services, manufacturing, public sector)<\/strong>,<\/li>\r\n \t<li>and functional services were restructured to support digital logic: analytics, automation, content by topic, not by department.<\/li>\r\n<\/ul>\r\n&nbsp;\r\n\r\nBasically, the company <strong>moved from the service business to the product business<\/strong>, from &quot;customer service&quot; to <strong>creating digital solutions for different segments<\/strong>.\r\n<h3><\/h3>\r\n<h3><\/h3>\r\n<h3>Production: From Generalists to Subject Matter Experts<\/h3>\r\n&nbsp;\r\n\r\n\u0413\u043b\u0430\u0432\u043d\u043e\u0435 \u044f\u0434\u0440\u043e \u043a\u043e\u043c\u043f\u0430\u043d\u0438\u0438 \u2014 \u043a\u043e\u043d\u0442\u0435\u043d\u0442-\u0430\u043d\u0430\u043b\u0438\u0442\u0438\u043a\u0430 \u2014 \u0442\u043e\u0436\u0435 \u043f\u0435\u0440\u0435\u0441\u0442\u0440\u043e\u0438\u043b\u043e\u0441\u044c.\r\n\u0412\u043c\u0435\u0441\u0442\u043e \u0444\u0443\u043d\u043a\u0446\u0438\u043e\u043d\u0430\u043b\u044c\u043d\u043e\u0433\u043e \u0434\u0435\u043b\u0435\u043d\u0438\u044f \u043f\u043e\u044f\u0432\u0438\u043b\u0438\u0441\u044c <strong>thematic teams<\/strong>: \u043d\u0430\u043b\u043e\u0433\u043e\u0432\u043e\u0435 \u043f\u0440\u0430\u0432\u043e, \u0442\u0440\u0443\u0434, \u043d\u0435\u0434\u0432\u0438\u0436\u0438\u043c\u043e\u0441\u0442\u044c \u0438 \u0442.\u0434.\r\n\r\n&nbsp;\r\n\r\n\u0421\u043d\u0430\u0447\u0430\u043b\u0430 \u0441\u043e\u0442\u0440\u0443\u0434\u043d\u0438\u043a\u0438 \u0431\u043e\u044f\u043b\u0438\u0441\u044c: \u201c\u0410 \u0432\u0434\u0440\u0443\u0433 \u044f \u043f\u043e\u0442\u0435\u0440\u044f\u044e \u043a\u0432\u0430\u043b\u0438\u0444\u0438\u043a\u0430\u0446\u0438\u044e, \u0435\u0441\u043b\u0438 \u0441\u043e\u0441\u0440\u0435\u0434\u043e\u0442\u043e\u0447\u0443\u0441\u044c \u0442\u043e\u043b\u044c\u043a\u043e \u043d\u0430 \u043d\u0430\u043b\u043e\u0433\u0430\u0445?\u201d\r\n\r\n&nbsp;\r\n\r\n\u041d\u043e \u0441\u0442\u0440\u0430\u0445\u0438 \u043d\u0435 \u043f\u043e\u0434\u0442\u0432\u0435\u0440\u0434\u0438\u043b\u0438\u0441\u044c.\r\n\r\n&nbsp;\r\n\r\n\u0427\u0435\u0440\u0435\u0437 \u043d\u0435\u0441\u043a\u043e\u043b\u044c\u043a\u043e \u043c\u0435\u0441\u044f\u0446\u0435\u0432 \u043b\u044e\u0434\u0438 \u0433\u043e\u0432\u043e\u0440\u0438\u043b\u0438 \u043e\u0431\u0440\u0430\u0442\u043d\u043e\u0435: \u201c\u0422\u0435\u043f\u0435\u0440\u044c \u044f \u0447\u0443\u0432\u0441\u0442\u0432\u0443\u044e \u0441\u0435\u0431\u044f \u044d\u043a\u0441\u043f\u0435\u0440\u0442\u043e\u043c. \u042f \u0432\u0438\u0436\u0443, \u043a\u043e\u043c\u0443 \u0438\u043c\u0435\u043d\u043d\u043e \u043f\u043e\u043c\u043e\u0433\u0430\u044e.\u201d\r\n\r\n&nbsp;\r\n\r\n\u0410 \u0435\u0441\u043b\u0438 \u043d\u0430\u0434\u043e\u0435\u0434\u0430\u043b\u043e \u2014 \u043f\u0435\u0440\u0435\u0445\u043e\u0434\u0438\u043b\u0438 \u0432 \u0434\u0440\u0443\u0433\u0443\u044e \u043a\u043e\u043c\u0430\u043d\u0434\u0443.\r\n\r\n&nbsp;\r\n\r\n\u0412 \u043a\u043e\u043c\u043f\u0430\u043d\u0438\u0438 \u043f\u043e\u044f\u0432\u0438\u043b\u0430\u0441\u044c <strong>internal mobility<\/strong> and the culture of movement.\r\n<h3><\/h3>\r\n<h3><\/h3>\r\n<h3>Digitalization and automation<\/h3>\r\n&nbsp;\r\n\r\nIn parallel, large-scale automation was underway: implementation <strong>ERP,<\/strong> digital tools, analytics, and, during the pandemic, a complete transition to remote work <strong>in one day<\/strong>.\r\n\r\n&nbsp;\r\n<blockquote>\u201cWe just got up from our offices, sat at home and continued working.\u201d<\/blockquote>\r\n&nbsp;\r\n\r\n\u041d\u0438\u043a\u043e\u0433\u043e \u043d\u0435 \u0443\u0432\u043e\u043b\u044c\u043d\u044f\u043b\u0438.\r\n\r\n\u041f\u0440\u043e\u0441\u0442\u043e \u043d\u0435 \u043d\u0430\u043d\u0438\u043c\u0430\u043b\u0438 \u0437\u0430\u043c\u0435\u043d\u0443 \u0443\u0445\u043e\u0434\u044f\u0449\u0438\u043c, \u0438 \u043a\u043e\u043c\u043f\u0430\u043d\u0438\u044f \u0435<strong>Naturally, it reduced its staff by 30%<\/strong>, while maintaining efficiency.\r\n<h3><\/h3>\r\n<h3><\/h3>\r\n<h3>Culture of change<\/h3>\r\n&nbsp;\r\n\r\n\u0427\u0435\u0440\u0435\u0437 \u0433\u043e\u0434 \u043f\u043e\u0441\u043b\u0435 \u0442\u0440\u0435\u0442\u044c\u0435\u0439 \u0442\u0440\u0430\u043d\u0441\u0444\u043e\u0440\u043c\u0430\u0446\u0438\u0438 \u043c\u044b \u043f\u0440\u043e\u0432\u043e\u0434\u0438\u043b\u0438 \u0441\u0435\u043c\u0438\u043d\u0430\u0440 \u0434\u043b\u044f \u043d\u043e\u0432\u044b\u0445 \u0440\u0443\u043a\u043e\u0432\u043e\u0434\u0438\u0442\u0435\u043b\u0435\u0439.\r\n\r\n&nbsp;\r\n\r\n\u0417\u0430\u0434\u0430\u0435\u043c \u0432\u043e\u043f\u0440\u043e\u0441:\r\n\r\n&nbsp;\r\n<blockquote>\u201cWhich of you has remained in the same position, in the same department, over the past year?\u201d<\/blockquote>\r\nOut of 20 people, one raised her hand. <strong>one girl<\/strong>Everyone else changed roles, departments, or even professions. And that&#039;s not a problem. It&#039;s the norm.\r\n\r\n&nbsp;\r\n<blockquote>&quot;Yes, things change every year. And that&#039;s okay,&quot; they said.<\/blockquote>\r\n&nbsp;\r\n\r\nThis is how it was born <strong>culture of adaptation<\/strong> - without stress and panic.\r\n<h3><\/h3>\r\n<h3><\/h3>\r\n<h3>What helped us get through three waves without losses?<\/h3>\r\n&nbsp;\r\n<ul>\r\n \t<li><strong>Transparency and trust<\/strong><\/li>\r\n<\/ul>\r\n\u041a\u043e\u043c\u043f\u0430\u043d\u0438\u044f \u043d\u0438\u043a\u043e\u0433\u0434\u0430 \u043d\u0435 \u043e\u0431\u043c\u0430\u043d\u044b\u0432\u0430\u043b\u0430 \u0441\u043e\u0442\u0440\u0443\u0434\u043d\u0438\u043a\u043e\u0432.\r\n\u0415\u0441\u043b\u0438 \u0433\u043e\u0432\u043e\u0440\u0438\u043b\u0438, \u0447\u0442\u043e \u0437\u0430\u0440\u043f\u043b\u0430\u0442\u0430 \u0441\u043e\u0445\u0440\u0430\u043d\u0438\u0442\u0441\u044f \u043f\u0440\u0438 \u0441\u043c\u0435\u043d\u0435 \u043f\u043e\u0437\u0438\u0446\u0438\u0438 \u2014 \u0442\u0430\u043a \u0438 \u0431\u044b\u043b\u043e.\r\n\u042d\u0442\u043e \u0441\u043d\u044f\u043b\u043e \u0441\u0442\u0440\u0430\u0445 \u00ab\u043f\u043e\u0442\u0435\u0440\u044f\u0442\u044c \u043c\u0435\u0441\u0442\u043e\u00bb.\r\n\r\n&nbsp;\r\n<ul>\r\n \t<li><strong>Joint development of solutions<\/strong><\/li>\r\n<\/ul>\r\n\u0414\u0430, \u0432\u0441\u0435 \u0442\u0435 \u0436\u0435 \u043a\u0440\u043e\u0441\u0441-\u0444\u0443\u043d\u043a\u0446\u0438\u043e\u043d\u0430\u043b\u044c\u043d\u044b\u0435 \u043a\u043e\u043c\u0430\u043d\u0434\u044b.\r\n\u041a\u0430\u0436\u0434\u0430\u044f \u0441\u0442\u0440\u0443\u043a\u0442\u0443\u0440\u0430, \u043c\u0438\u0441\u0441\u0438\u044f, KPI \u2014 \u0441\u043e\u0437\u0434\u0430\u0432\u0430\u043b\u0438\u0441\u044c <strong>together with the leaders<\/strong>.\r\n\u041e\u043d\u0438 \u043f\u043e\u043d\u0438\u043c\u0430\u043b\u0438 \u043d\u0435 \u0442\u043e\u043b\u044c\u043a\u043e \u201c\u0447\u0442\u043e \u043c\u0435\u043d\u044f\u0435\u0442\u0441\u044f\u201d, \u043d\u043e \u0438 \u201c\u043f\u043e\u0447\u0435\u043c\u0443\u201d.\r\n\r\n&nbsp;\r\n<ul>\r\n \t<li><strong>Subsequence<\/strong><\/li>\r\n<\/ul>\r\n\u0422\u0440\u0430\u043d\u0441\u0444\u043e\u0440\u043c\u0430\u0446\u0438\u0438 \u0448\u043b\u0438 \u0446\u0438\u043a\u043b\u0430\u043c\u0438.\r\n\u041a\u043e\u043c\u043f\u0430\u043d\u0438\u044f \u0442\u0440\u0435\u043d\u0438\u0440\u043e\u0432\u0430\u043b\u0430\u0441\u044c \u043d\u0430 \u201c\u043c\u0430\u043b\u044b\u0445 \u0444\u043e\u0440\u043c\u0430\u0445\u201d, \u043f\u0440\u0435\u0436\u0434\u0435 \u0447\u0435\u043c \u043c\u0435\u043d\u044f\u0442\u044c \u0432\u0441\u0451.\r\n<h1><\/h1>\r\n<h1><\/h1>\r\n<h1>Tools that actually worked<\/h1>\r\n&nbsp;\r\n<ul>\r\n \t<li><strong>Decision-making system for improvements<\/strong> \u2013 created transparency and increased the responsibility of employees and managers.<\/li>\r\n \t<li><strong>Annual diagnostics of problems<\/strong> \u2013 allowed us to maintain the rhythm and make necessary changes in a timely manner.<\/li>\r\n \t<li><strong>Restructuring<\/strong> \u2013 allowed us to redistribute work in a timely manner and maintain focus on strategic goals.<\/li>\r\n \t<li><strong>RACI matrices<\/strong> \u2014 helped to clearly distribute roles and responsibilities.<\/li>\r\n \t<li><strong>Books of Goals<\/strong> \u2014 synchronized the units&#039; contribution to the mission.<\/li>\r\n \t<li><strong>Colored budgets<\/strong> \u2014 made the connection between money and decisions visible.<\/li>\r\n \t<li><strong>New product incubator<\/strong> \u2014 turned initiatives into real ventures.<\/li>\r\n \t<li><strong>Synerteams (problem solving teams)<\/strong> \u2014 did not allow conflicts to fester.<\/li>\r\n<\/ul>\r\n<h1><\/h1>\r\n<h1><\/h1>\r\n<h1>Mistakes and pitfalls<\/h1>\r\n&nbsp;\r\n<ul>\r\n \t<li>We tried to integrate a new product into the old sales system - it doesn\u2019t work.<\/li>\r\n \t<li>Overestimated employees&#039; readiness for digital thinking.<\/li>\r\n \t<li>The first attempts to delegate without reviewing powers caused chaos.<\/li>\r\n<\/ul>\r\n&nbsp;\r\n\r\nThe main conclusion is - <strong>structure does not live separately from culture.<\/strong>\r\n\r\nIf the culture is not ready, the structure will collapse.\r\n<h1><\/h1>\r\n<h1><\/h1>\r\n<h1>Results after 6 years<\/h1>\r\n&nbsp;\r\n<ul>\r\n \t<li>95% revenue - from the new product.<\/li>\r\n \t<li>30% staff optimization without layoffs.<\/li>\r\n \t<li>Increased profitability.<\/li>\r\n \t<li>A team where \u201cevery year something changes, and that\u2019s okay.\u201d<\/li>\r\n \t<li>And a new challenge: the product becomes <strong>platform<\/strong> for a family of digital products.<\/li>\r\n<\/ul>\r\n<h2><\/h2>\r\n<h2><\/h2>\r\n<h2>New mission<\/h2>\r\n&nbsp;\r\n<blockquote>\u201cWe serve the needs of businesses, legal and economic information in a secure digital space for transactions.\u201d<\/blockquote>\r\n&nbsp;\r\n\r\n\u042d\u0442\u043e \u0443\u0436\u0435 \u043d\u0435 \u043f\u0440\u043e\u0441\u0442\u043e IT-\u0441\u0435\u0440\u0432\u0438\u0441. \u042d\u0442\u043e \u044d\u043a\u043e\u0441\u0438\u0441\u0442\u0435\u043c\u0430, \u0432\u043e\u043a\u0440\u0443\u0433 \u043a\u043e\u0442\u043e\u0440\u043e\u0439 \u0441\u0442\u0440\u043e\u044f\u0442\u0441\u044f \u043d\u043e\u0432\u044b\u0435 \u0432\u0435\u043d\u0447\u0443\u0440\u044b.\r\n\u0418 \u044d\u0442\u043e \u2014 \u043d\u0430\u0447\u0430\u043b\u043e \u0447\u0435\u0442\u0432\u0451\u0440\u0442\u043e\u0439 \u0442\u0440\u0430\u043d\u0441\u0444\u043e\u0440\u043c\u0430\u0446\u0438\u0438.\r\n<h2><\/h2>\r\n<h2><\/h2>\r\n<h2>What should owners take away?<\/h2>\r\n&nbsp;\r\n<ol>\r\n \t<li><strong>You can&#039;t change structure for the sake of structure.<\/strong>\r\nIf the mission is not clear, the org chart will not help.<\/li>\r\n \t<li><strong>Trust is more important than processes.<\/strong>\r\nWithout it, any transformation turns into \u201clossy optimization\u201d.<\/li>\r\n \t<li><strong>It&#039;s better to practice with small changes.<\/strong>\r\nA culture of change is not built by PowerPoint presentations, but by experience.<\/li>\r\n \t<li><strong style=\"font-size: inherit; font-family: -apple-system, system-ui, BlinkMacSystemFont, 'Segoe UI', Helvetica, Arial, sans-serif, 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol';\">Cannibalization is normal.\r\n<\/strong>If you don&#039;t kill your product in time, the market will.<\/li>\r\n<\/ol>\r\n<h1><\/h1>\r\n<h1><\/h1>\r\n<h1>Instead of a conclusion<\/h1>\r\n&nbsp;\r\n\r\n\u041a\u043e\u0433\u0434\u0430 \u043c\u044b \u0441\u0435\u0433\u043e\u0434\u043d\u044f \u0441\u043c\u043e\u0442\u0440\u0438\u043c \u043d\u0430 \u044d\u0442\u0443 \u043a\u043e\u043c\u043f\u0430\u043d\u0438\u044e, \u043c\u044b \u043f\u043e\u043d\u0438\u043c\u0430\u0435\u043c: \u0442\u0440\u0430\u043d\u0441\u0444\u043e\u0440\u043c\u0430\u0446\u0438\u044f \u2014 \u044d\u0442\u043e \u043d\u0435 \u043f\u0440\u043e\u0435\u043a\u0442, \u0430 \u043e\u0431\u0440\u0430\u0437 \u0436\u0438\u0437\u043d\u0438.\r\n\r\n\u041e\u0440\u0433\u0430\u043d\u0438\u0437\u0430\u0446\u0438\u044f \u043c\u043e\u0436\u0435\u0442 \u0431\u044b\u0442\u044c \u0436\u0438\u0432\u043e\u0439, \u0435\u0441\u043b\u0438 \u0432\u043d\u0443\u0442\u0440\u0438 \u0435\u0441\u0442\u044c <strong>energy of meaning<\/strong>, and not just KPIs, instructions and reports.\r\n\r\n&nbsp;\r\n<blockquote>&quot;We used to be an airline that knew how to fly passengers. Now we&#039;re a company that knows how to build airplanes.&quot;\r\n\r\n&nbsp;<\/blockquote>\r\nIt is this phrase from the CEO that best describes what real means <strong>smart transformation<\/strong>.\r\n\r\n&nbsp;","project_stats_text":"","statistics_list":null,"project_worked_list":[297,340],"directions":"\u0421\u0442\u0440\u0443\u043a\u0442\u0443\u0440\u0430","experts":"\u0418\u0440\u0438\u043d\u0430 \u0421\u043e\u0442\u043d\u0438\u043a\u043e\u0432\u0430"},"_links":{"self":[{"href":"https:\/\/oldwww.amazes.pro\/en\/wp-json\/wp\/v2\/posts\/24883","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/oldwww.amazes.pro\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/oldwww.amazes.pro\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/oldwww.amazes.pro\/en\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/oldwww.amazes.pro\/en\/wp-json\/wp\/v2\/comments?post=24883"}],"version-history":[{"count":6,"href":"https:\/\/oldwww.amazes.pro\/en\/wp-json\/wp\/v2\/posts\/24883\/revisions"}],"predecessor-version":[{"id":24890,"href":"https:\/\/oldwww.amazes.pro\/en\/wp-json\/wp\/v2\/posts\/24883\/revisions\/24890"}],"acf:post":[{"embeddable":true,"href":"https:\/\/oldwww.amazes.pro\/en\/wp-json\/wp\/v2\/posts\/340"},{"embeddable":true,"href":"https:\/\/oldwww.amazes.pro\/en\/wp-json\/wp\/v2\/posts\/297"}],"wp:attachment":[{"href":"https:\/\/oldwww.amazes.pro\/en\/wp-json\/wp\/v2\/media?parent=24883"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/oldwww.amazes.pro\/en\/wp-json\/wp\/v2\/categories?post=24883"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/oldwww.amazes.pro\/en\/wp-json\/wp\/v2\/tags?post=24883"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}