PEOPLE GROWTH

It is always

about employees

and business-

ours and customers'

01

CAREER DEVELOPMENT

My career - a masterplan

or a free ride?

Jobs I enjoyed most were those that I asked for. Jobs I was picked for taught me a lot, but I cannot say it was the best time of my life. How much of our professional careers do we plan? How much of it is due to external forces? Every week I meet exceptional people with who we share career experience and plans. Several common themes come out of it:

01

 HAVE A PLAN

It is good to have a plan, understand own capabilities and limitations, know the type of people and organizations we want around us.


02

MAKE CHOICES

Make your own choices - raise hand and ask, rather than wait to be picked.


03 

OPEN MIND

Professional life is a long one and there is always time for move. Flexibility and open mind help.  To the extent, we shall enjoy free rides and follow the stream.


04

DEVELOP MENTOR

Having a mentor or using professional support helps plan and execute.


How do you manage your career? Let's work on your plan together.

CONTACT

02

DEVELOPING SERVICE ORGANIZATIONS

Service brings many benefits to your company. We will show you why it is important for you to actively manage your installed base (IB) and benefit from service entitlement built up over years.

PROFIT

Compared to new products, selling services to existing customers delivers higher margins and steady cash flow, it also supports new product sales in the future. While new products typically sell with a contribution margin (CM) below 20 %, service delivers CM over 40 %. It significantly contributes to the profit. 

PRODUCTIVITY

Service requires less effort and has a shorter cycle. The expansion through the installed base is a scalable process. With an accelerated start and minimum viable product (your service offering), service expansion and further development can be financed with the revenue stream coming from the program. 

PARTNERSHIP

Service has an impact on customer experience and loyalty. It is of tremendous value for customers to have partners available in critical situations. Service solves urgent problems and is valued accordingly. It builds trust and loyalty. 

SUSTAINABILITY

Service promotes acceptance and helps customers maximize their value from existing products and systems.

PROGRESS

Customers need help with digital transformation.

With all these benefits in mind, don't lose your aftermarket business to external service providers, channels, or distributors.

03

WHAT CAN BE THE CHALLENGES

IN GROWING SERVICE?

Operationally, service differs substantially from new products. 

PLANNING

It can be challenging to explore the capabilities of the installed base and the process of moving products through lifecycle stages until they become obsolete.

RESOURCES

For new equipment, the backlog and forecast are visible for the next several quarters, sometimes years. Installation and commissioning secure a steady flow of work and revenue and can be planned in advance. The actual need for aftermarket services cannot be planned as easily.

PERSPECTIVE

Service means a lower inventory turnover ratio for parts, but possibly higher utilization of service technicians (between 80 and 90%).

TRANSFER OF OWNERSHIP

For new products and systems, the buyer is often not the same as the future owner or end-user, therefore your organization may lack basic information:
- location and contacts, where the product is installed
- how (and if) it is used (number of hours in operation, power generated, other parameters that determine maintenance needs)
- how it is being serviced today and by whom.
Service requires ownership and focus: success of your organization shall be linked to services performance.

Service must be integrated into the company's operating rhythm, with focus on profitability and liquidity.

 HOW CAN YOU MASTER

THESE CHALLENGES?

READ
Share by: