"We support Customers avoiding risks when improving" |
Improved service offering?
Develop and implement risk free
What's Your focus?
Some Customer feedback:
Jiayu Zheng, Director Information management, Huawei: "We decided to complement our in-house expertise with additional outside experience from similar projects, so we bought knowledge from Balder Consulting"
Lars Andersen, Vice President Business Development Health Care, Getinge Infection Control: "As an important step in the development of our service business we contracted Balder Consulting"
Per Borgvall, CEO Gunnebo: "I hired Balder Consulting to investigate and suggest the way forward."
Frank Helf, Global AfterMarket Director, ArjoHuntleigh: "I have used Balder Consulting’s great report as a guide for the way forward supporting me delivering results"
What is Your industry?
Other messages:
From product to solution provider
Grow your service business by providing service offerings that maximise your customer’s value creation
The service portfolio, containing all the service offerings, is the hub of the service business. It guides the service sales and delivery organisation how to sell and deliver. The ability to align the “features” of the service portfolio to Customers make/buy strategies, competitors strength and weaknesses and different service sales channels capabilities is key. Many companies are losing revenue because they do not optimize their service portfolio.
If your service portfolio, holding all your service offerings, is smartly structured and designed it increase your competitiveness in the market and it provides optimal support to the service sales people and the service delivery people in the front line service units. It is the tool for you to leverage on your size, to explore synergies between service units and rightly maintained it will increase the agility of the service business. This is the key enabler for increased growth and efficient, high quality delivery.
The service portfolio, which contains all the company’s service offerings, is the hub of the service business. It is guided by company strategy and the wanted position, and it determines competitiveness in the market place.
We have been portfolio managers ourselves and have carried out a number of portfolio development assignments for manufacturing, installation and construction companies. Whether your ambition is to add new services to the service portfolio or to improve the whole portfolio, we have consolidated and refined some key success factors that are helping our customers today>>
What kind of risks are you facing when managing your portfolio? We have listed some of them, taken from real life examples:
It takes too long because knowledge and resources are not available, resulting in lost revenue.- Equipment is not connected because the service offering is not good enough
- The customer doesn’t understand or like the service because the service offerings are defined “inside out”. That is, they are defined based on your delivery capability, instead of customer value creation.
- The service units feel that the portfolio does not work in their market, usually because the portfolio has been designed by HQ people only.
- There is no control over pricing, or services are given away.
- The service offerings are not competitive because they are defined in each local service unit and delivered differently.
- Product sales is not selling services because the offerings are too complex and have little customer value.
- There is no operational solution for continuously improving the portfolio, resulting in reduced competitiveness.
These probable risks leads to significant delays or limited results representing lost, irrecoverable revenue.
If your ambition is to define your first company-wide portfolio, update your existing portfolio, or add new service offerings, you need to consider whether or not you have:
- prior experience from similar initiatives in-house
- in-house resources available
- the right preconditions set to enable your success
If you have these three things, we recommend that you drive the initiative based on your internal resources.
If not, and if you believe that you could benefit from our collective experience of previous projects when developing your optimal service portfolio, please contact us. We can help mitigate the risks that result in lost revenue, to a cost being a fraction.
Our goal is your success.
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