Managing change of a rapidly growing startup’s corporate structure to enable long-term scalable growth

This business report focuses on managing change of a rapidly growing startup’s corporate structure to enable long-term scalable growth. It includes a literature review on workflow management and optimisation, types of sales workflow management and optimisation, and the impact of workflow management and optimisation on pre-sale and post-sale period of Rowlinson Knitwear. The report also recommends ways that would be used by Rowlinson Knitwear to manage their workflow within the business organisation.

Business Report
(Managing change of a rapidly growing start-
up’s corporate structure to enable long-term
scalable growth)

Table of Contents
INTRODUCTION...........................................................................................................................3
Background of the research....................................................................................................3
Research problem statement...................................................................................................3
Research aim, objectives and questions.................................................................................3
Rationale of the research........................................................................................................4
Outline of the research chapters.............................................................................................4
Summary of the findings........................................................................................................4
Definitions of key terms.........................................................................................................4
Assumptions, delimitations, and justification for the scope of research................................5
Conclusion..............................................................................................................................5
LITERATURE REVIEW................................................................................................................6
Basic concept of workflow management and optimisation....................................................6
To identify the types of sales workflow management and optimisation that helps in improving
pre and post sales of Rowlinson Knitwear............................................................................7
To analyse the impact of workflow management and optimisation on pre-sale and post-sale
period of the Rowlinson knitwear. ........................................................................................8
To recommend the ways that would be used by Rowlinson Knitwear to manage their
workflow within the business organisation............................................................................9
REFERENCES..............................................................................................................................11

INTRODUCTION
Background of the research
Workflow management can be defined as the discipline of documenting, creating,
improving and monitoring upon the series of workflow or steps that is needed for completing the
particular task (Chalupa, Petříček and Ulrych, 2021). Whereas working optimisation is defined
as the improvement of the present workflow, by minimising operating costs, improving the
working efficiency, adding new functions to the present workflow. Sales workflow is the set of
different steps that sales team takes for turning prospects into potential customers (Foris and et.
al., 2020). The chosen organisation in the present research is Rowlinson Knitwear which is
established in 1935. The company deals in manufacturing and supplying high quality garments
for the customers such as corporate wear and school wear.
Research problem statement
The main problem identified in this research is that if the company do not follow a proper
workflow management and optimisation than the sales of the business will decrease. So it is
important for the business organisation to adopt workflow in an effective manner so that the pre
and post sales can improve.
Research aim, objectives and questions
Research aim
To identify the role of workflow management and optimisation in improving pre and post
sales within an organisation. A study on Rowlinson Knitwear
Research objectives
 To study the basic concept of workflow management and optimisation
 To identify the types of sales workflow management and optimisation that helps in
improving pre and post sales of Rowlinson Knitwear
 To analyse the impact of workflow management and optimisation on pre-sale and post-
sale period of the Rowlinson knitwear
 To recommend the ways that would be used by Rowlinson Knitwear to manage their
workflow within the business organisation
Research questions
 What is the basic concept of workflow management and optimisation

 What are the types of sales workflow management and optimisation that helps in
improving pre and post sales of Rowlinson Knitwear
 What is the impact of workflow management and optimisation on pre-sale and post-sale
period of the Rowlinson knitwear
 What are the ways that would be used by Rowlinson Knitwear to manage their workflow
within the business organisation
Rationale of the research
The main purpose of conducting this present research is workflow management which
helps in optimising the steps involved in the workflow to ensure that the given task is completed
efficiently, correctly and consistently (Ageron, Bentahar and Gunasekaran, 2020). The research
fulfils two objectives such as personal and professional. In terms of personal objective, the
researcher will gain knowledge for increasing growth in the career. While on the other hand, in
terms of professional objective, the researcher will attain skill and knowledge about the sales
workflow so that they gain benefit at the time of job.
Outline of the research chapters
The present research mainly outlines five chapters in which first chapter is about the
introduction about the topic, second chapter is about the summarised information that is literature
review, third chapter is research methodology which helps in knowing about the research
method. Fourth chapter is data analysis and finding, and fifth chapter is conclusion and
recommendation on the given topic.
Summary of the findings
The result obtained by using both primary and secondary data the researcher gain more
knowledge and detailed information about the topic and in defining different key variable in
different way.
Definitions of key terms
Workflow management helps in identification, coordination and organisation of a
specific set of work tasks that produce a particular outcome. Workflow optimisation can be
defined as use of tactics and strategies for increasing the efficiency of industrial, administrative
and different processes in an organisation.

Assumptions, delimitations, and justification for the scope of research
The scope of the present research is to determine the new and existing workflow of the
company in order to identify the congestion and bottlenecks in the existing system. The
following research also focus on identifying the business functions that help the departments in
operating in an effective manner. This particular research is conducted through primary research
so that accurate information can be attained on the selected topic. The scope of the current
research is wide and the researcher mainly focus on providing recommendations for the sales
workflow the business.
Conclusion
Workflow management will helps in ensuring efficient and consistent daily operations,
reducing costs and improving the profitability of the business in an effective way. With the help
workflow management and optimisation the pre sales and post sales within an organisation gets
improved and this results in gaining high growth and success.

LITERATURE REVIEW
Basic concept of workflow management and optimisation
As per the view of Loureiro and et. al., (2018), workflow management and optimisation is
the strategy of tactics which is used by the company to enhance the effectiveness and efficiency
of the administration and other process. It is very important for the retail sector to optimise the
flow of work. It reduces the cost, incidence of errors and time which incurred to complete the
task or project. Workflow management helps the in managing the chain of activity so that
repetitive process can be cut down and work can be done in best way. Sales workflow
management refers to the set of stages that is taken by the sale team in order to turn target
audience into potential buyers. An efficient workflow management helps in selling the products
and services of the company to the audience. A good workflow management helps in covering
all the aspects of the company such as business, sale team, customers, services and many more.
A good sale workflow management covers various elements such as:
Customer focused: It is very important for the company to experience growth and success
which can be enhanced while managing the sale workflow. Company who manage their flow of
work at the time of pre-sale and post-sale gain success as well as create more focus on the
customer. It is very important for the company to design a sale strategy so that they can manage
their goods and services along with the flow of work.
Adaptable: Changing the proficient of sale is much easier procedure. Having efficient
sale process helps the company to quickly adopt the strategy and managing sale as per the
business prospect. Using effective workable sale procedure can easily improve the sale of the
company and provide better results.
It is very important for the company to have effective workflow optimisation and management as
it streamline in making the process faster so that product can be deliver in given time duration. It
also helps in increasing the success rate of the organisation as well as also assist in utilising the
resources in effective way. There are seven core workflow optimization tactics which can be
used by the organisation as to charge the whole business in sound manner. Some of them are as
follow:
Improve the inventory management workflow: One of the vital tactic which can be
used by the organisation to improve their sale in managing the inventory workflow. It is very

important for the company to manage the inventory in regular manner. If stock is managed in
manually then it can become headache for the company at the time of post-sale. Company need
to track the customer invoices so that they can deal with the left out inventory in right manner.
For tracking the invoices company can use automated machines so that chance of error can be
reduced in large way.
Streamline logistic operation: Another strategy which can be used by the company to
manage the sale workflow is streamline the logistic operations. This will help them to cut down
the paper work at the time logistic. Tracking the sale and post-sale period logistic also aids in
removing the complex process.
To identify the types of sales workflow management and optimisation that helps in improving
pre and post sales of Rowlinson Knitwear
As per the opinion of Anica-Popa and et. al., (2021), sales workflow is the sales
procedure which helps an organisation to satisfy their existing customers and grab attention of
the people. A structured sales procedure assists the sales representatives consistently close deals
by providing them a framework to follow. Sales workflow assists in gaining insights into the
number of prospects in every stage of the funnel and how likely conversions are at every stage.
This assists in better understanding whether company hits target at every stage and which stage
needs more attention. Forming a repeatable sales procedure is not an easy task, however it is
necessary part of the business. From the first link by purchase, a prospect will pass through many
stages of the sales workflow (Andry and et. al., 2019). This is the journey which requires to be
personalised to each organisation size and type, depending upon the target audience and the
products and services they offer. Sales workflow is the major and core of the sales machine and
improvement on particular stage of the funnel could impact each stage that they mainly follow.
Improving inventory management workflows is one of the kinds through which sales workflow
is managed. In this company focuses over their suppliers for getting raw materials for the
production of the products. Company depends upon suppliers for their raw materials before
making sales. On the other hand, company also depend upon their delivery team for delivering
products to right customers. The other type is streamlining logistics operations and it is identified
that logistics is timing. If something interrupts the workflow of logistics then an organisation
fails to meet delivery slots and lose consumers. Automation technologies cut down the manual
procedures and paperwork included in logistics. Tracking shipments or customers is a complex

procedure. The other method is speeding up human resource and onboarding processes. Human
resources are the most important area for the sales workflow. Generally, an organisation spends
longer duration in spending routine activities and transactional tasks such as filling forms for
new employees due to manual processing. The other one is optimising workflows for sales
processes. It is analysed that sales is one of the important procedures for the success of company.
An organisation maintains the record of customer in relation pre and post sales. Therefore, a
company adopts several ways for increasing their sales and improving relationship with their
customers.
To analyse the impact of workflow management and optimisation on pre-sale and post-sale
period of the Rowlinson knitwear.
According to the view of Ishfaq, Davis‐Sramek and Gibson (2022), sale workflow
management helps the company in positive manner. Proper strategies and tactics are designed by
the brand at the time of pre and post-sale, this help them to manage their sale in sound manner.
Some of the positive impact which were seen by Rowlinson knitwear after adopting the strategy
of workflow optimization are as:
Reduces chance of errors: At the time of sale it is chance of error in the company is high.
But company is adopted proper strategy of inventory management which helps them to reduce
the chance of error at the time of sale as well as after the sale. With the help of inventory
workflow management company is able to track their stock all the time where it is the period of
post-sale or pre-sale. Company can easily identify the error which on the other side helps them to
manage the sale workflow in effective and efficient way. The chances of error are diminishing at
the first place only. It also helps the organisation to pint point the place at where the chance of
error is maximum.
High connectivity: During the sales period it is very important for the company to have
effective connectivity. This connectivity can be improved with the use of workflow management
system in the company (Nash, 2018). With the multiply entities such as people, software, work
culture and many more can be connected easily. Employees are provided the communication
instrument so that they can connect with other employee in large manner at the time of sale.
During pre-sale various strategy and decision are to be made and for this having proper
connection is necessary. So that each workforce can know about the sale strategy. This workflow
management system helps the company in large manner so that people can be connected well

and high productivity can be maintained. Next after the post-sale it is very crucial for the
company to manage their inventory which also need connectivity, so with the aid of workflow
management all the detailed regarding the sale period can be acquired and sale workflow can be
management effectively.
Increased productivity: One of the vital impact of workflow management and
optimisation during the pre-sale and post-sale period is helps in increasing the productivity of the
company. Every employee and customer feel different at the three stage which are pre- sale, sale
and post-sale. When workflow management system is implemented in the organisation then at
the period of pre-sale lot of time can be saved which was occur when emails and update
information are sent to the employee. At the time of post-sale, it also saves the time and efforts
which is incurred to track the inventory and sale margin of the company.
To recommend the ways that would be used by Rowlinson Knitwear to manage their workflow
within the business organisation
As per the opinion of Hanaysha (2018), sales is one of the elements that hold great
importance in every small, medium and large scale organisations. Increasing sales of the
organisation is not an easy task as expectations and needs of the customers vary from each other
and changes according to the changes in the market. Sales representatives have to directly deal
with customers so they need skills that can help them in converting lead into their existing
customers. It is necessary to rework sales workflow for assisting the sale representatives earn
more sales for the organisation (De Vass, Shee and Miah, 2021). Sales workflow includes certain
steps which are adopted by sales team for turning prospects into customers. Repeating these
steps is called sales funnel and sales process, assist sales team increase conversions and close
more number of deals. An effective and efficient sales procedure operates to interest, inform and
sell services and products to the target audience. Sales workflow gives the method to sales
representatives for obtaining leads, nurturing them and turning them into consumers. This
procedure makes the whole team effective and efficient in increasing the conversions. This
procedure makes the team to work as per the needs and requirements of the organisation. A great
sales workflow compliment each aspect of the company including the business, customers or
prospects, services or products and sales team. Each organisation has its own sales workflow that
operates best for the customers as well as sales team. While forming the sales workflow that
operates best for the customers and sales team. Some of the crucial five steps for building the

strategy for development and success are: researching, prospecting, connecting, pitching and
closing.
An organisation initiates credible prospects for the business then they first over
researching. It is necessary for an organisation to understand the competitors and the market
before company goes out and tackle new leads. It is necessary to identify who is competing for
the attention of prospect. The other important way is prospecting which is directly linked with
the sales workflow. It is the most critical element for a successful sales procedure. When
company prospects, they look for new prospects that may be interested in the products and
services of the company. It also includes researching several leads online to see it they would be
potential consumers. The other significant way is connecting. A major part of creating sales is
connecting with the audience (Shokouhyar, Shokoohyar and Safari, 2020). Connecting is the step
which comes in starting stage of the sales procedure. Sales representatives collect more
information about the prospects so that they can easily determine the needs and expectations of
the customers. Pitching is the other way which assists in sales workflow. When sales team of the
organisation has great information then they start marketing the right products and services.
Furthermore, closing is the last significant element in marketing and sales procedure. In this an
organisation makes final offer on what an organisation can do for their customers.

REFERENCES
Books and Journals
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future directions. In Supply Chain Forum: An International Journal (Vol. 21, No. 3, pp.
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Andry and et. al., 2019. Development Point of Sales Using SCRUM Framework. Journal of
Systems Integration (1804-2724), 10(1).
Anica-Popa and et. al., 2021. The Integration of Artificial Intelligence in Retail: Benefits,
Challenges and a Dedicated Conceptual Framework. Amfiteatru Economic, 23(56),
pp.120-136.
Chalupa, Š., Petříček, M. and Ulrych, Z., 2021. The use of business process management in hotel
direct sales improvement.
De Vass, T., Shee, H. and Miah, S.J., 2021. Iot in supply chain management: a narrative on retail
sector sustainability. International Journal of Logistics Research and
Applications, 24(6), pp.605-624.
Foris, D., and et. al., 2020. Improving the management of tourist destinations: a new approach to
strategic management at the DMO level by integrating lean
techniques. Sustainability, 12(23), p.10201.
Hanaysha, J.R., 2018. Customer retention and the mediating role of perceived value in retail
industry. World Journal of Entrepreneurship, Management and Sustainable
Development.
Ishfaq, R., Davis‐Sramek, B. and Gibson, B., 2022. Digital supply chains in omnichannel retail:
A conceptual framework. Journal of Business Logistics, 43(2), pp.169-188.
Loureiro and et. al., 2018. Exploring the use of deep neural networks for sales forecasting in
fashion retail. Decision Support Systems, 114, pp.81-93.
Nash, J., 2018. Exploring how social media platforms influence fashion consumer decisions in
the UK retail sector. Journal of Fashion Marketing and Management: An International
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Shokouhyar, S., Shokoohyar, S. and Safari, S., 2020. Research on the influence of after-sales
service quality factors on customer satisfaction. Journal of Retailing and Consumer
Services, 56, p.102139.