Company
0 - 1,000 employees
Machine Engineering
Distributor-based Business Models
Problem
The client asked us to work with them to develop a service strategy to further develop the service as a business area and better exploit the existing potential in the installed base. A special feature of the project was the close involvement of the five largest regional companies to ensure buy-in in the subsequent implementation.
Approach
Result
In the first two weeks, the strengths and weaknesses of the current service organization were determined on the basis of our service maturity model. The assessment was carried out both at global level and at local organizational level in the five core markets.
In the second phase, the service potential was initially determined bottom-up with portfolio benchmarking and an analysis of the installed base, and a target ambition for turnover and profitability was jointly defined. At the same time, benchmarks were carried out with champions from the client's industry and possible areas of action for increasing turnover were derived.
On this basis, organizational, procedural and systemic adjustment requirements were defined in order to achieve the target image and ambition over the next three years. The results were discussed, validated and approved in a workshop with the Executive Board.
The fields of action were then translated into specific packages of measures, which were transferred into a coordinated roadmap with the respective teams.
