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Transforming complex sales organizations - Integrating three into one - EY - United Kingdom

Transforming complex sales organizations

Integrating three into one

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In 2008, we took the bold step of bringing together our national practices across three territories — Europe, the Middle East, and India and Africa — into an operationally highly integrated area: EMEIA.

We created and implemented one of the largest business transformation programs the industry has seen to date.

In 2008, our operations in Europe, the Middle East, India and Africa were at a crossroads. Although it was still a hugely successful international business, performance across these regions was weaker than its rivals and — with a slower annual growth rate — the gap was widening.

Never an organization to shrink from a challenge, we decided to take decisive action.

Just three years later, the new Europe, Middle East, India and Africa area (EMEIA) have not only reduced the growth gap on its peers — it was growing more quickly, had expanded its market share of the biggest clients by over 10% and increased revenues from its largest accounts by 12.5%.

Embracing integration

The EMEIA area brings together 60,000 people, including 3,300 partners, in 87 countries. It has combined revenues of nearly US$12b.

This followed successful integrations of the Americas, Asia Pacific and Japan practices.

Ernst & Young EMEIA area

Understanding the reasons for change

Integration was a response to five key issues in the market:
  • Clients are increasingly global — they no longer think in terms of individual countries.
  • Clients expect the same high-quality and consistent service wherever firms operate.
  • The influence of the rapid-growth markets on the global economy continues to be profound.
  • Our people and potential recruits want to work for a truly global organization, with access to diverse opportunities, without boundaries.
  • Regulators want convergence, consistency and higher quality, worldwide.

    *Ernst & Young member practices are prohibited from evaluating and compensating audit partners based on their success in selling non-assurance to an audit client. All references to cross-selling relate to Ernst & Young's non-audit clients and do not apply to the Assurance service line.

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