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VATTENFALL POWER CONSULTANT
– BUSINESS DEVELOPMENT –
TARGETING EXTERNAL GROWTH
Michael Lindskog & Matiss Paegle
March 2007
Today’s Agenda
Michael Lindskog & Matiss Paegle-2-
Project Overview
Challenges
Lessons Learned
Questions & Answers
Description of key details concerning our project.
Discussion regarding the challenges we faced during the process.
What did we learn from completing the project?What can we use in the future?
An opportunity for open discussion.
Today’s Agenda
Michael Lindskog & Matiss Paegle-3-
Project Overview
Challenges
Lessons Learned
Questions & Answers
Description of key details concerning our project.
Discussion regarding the challenges we faced during the process.
What did we learn from completing the project?What can we use in the future?
An opportunity for open discussion.
Michael Lindskog & Matiss Paegle-4-
Introducing our project.
Vattenfall Power ConsultantBusiness Development Division
PROJECT GOAL: To develop strategies for targeting external growth.
2006 2010
30%9%
90% Growth
External Revenues
External Revenues
Vattenfall Group Revenues
Vattenfall Group Revenues
VPC BD GOAL: Ambitious growth and diversified customer base
Our plan of attack was the following.
PROCESS
Internal Asssessment
Market Asssessment
Go-To-Market Strategy
Implication Assessment
Dec06-Jan07 Feb-Mar07 Mar07
METHODOLOGY
Semi-structured Interviews:15 within VPC10 within different customer segments
SYNTHESIS
Theoretical tools and managerial experience utilized to reach organizational conclusions and recommendations.
-5-Michael Lindskog & Matiss Paegle
VPC is comprised of these divisions.
VPCVPC
NuclearNuclear Hydro-Hydro-powerpower
Wind-Wind-powerpower
PowerPowerNetworksNetworks ThermalThermal
Infra & Infra & civil engi-civil engi-neeringneering
BusinessBusinessDevelop-Develop-
mentment
Inter-Inter-nationalnational
BusinessBusinessConsultingConsulting
AssetAssetManage-Manage-
mentment
ValuationValuation&&
StrategyStrategy
Sustain-Sustain-ableable
StrategiesStrategies
2006 in figures
VPC VPC BD
Employees 550 90
Turnover (MSEK) 630 91
External Revenue 36% 9%
-6-Michael Lindskog & Matiss Paegle
We recommended that BD shifts their current value proposition focus.
General Management Issues:Business StrategyM&A, PMI’sOrganization & RestructuringStrategic Investments
Engineering / Technical Issues
Draw upon
Complement
Functional Issues:Finance & Administration Human ResourcesInformation TechnologyCommunication & PR
Operational Issues:Production & ProcessesRisks, Safety & SecurityInvestments & Maintenance Procurement Vattenfall based
operational/technical expertise – core competitive advantage
This is what VPC BD had in mind as core focus area
BD’s focus to be on: Few, well selected operational & functional area products
High level strategy project experience – potentially add-on / follow-up offering
Michael Lindskog & Matiss Paegle-7-
The following customer segments are the recommended targets.
-8-
Removed for confidentiality aspects
Today’s Agenda
Michael Lindskog & Matiss Paegle-9-
Project Overview
Challenges
Lessons Learned
Questions & Answers
Description of key details concerning our project.
Discussion regarding the challenges we faced during the process.
What did we learn from completing the project?What can we use in the future?
An opportunity for open discussion.
We faced these challenges during the process.
Michael Lindskog & Matiss Paegle-10-
Vs.
1. Managing the scope and focus of the project.
We faced these challenges during the process.
Michael Lindskog & Matiss Paegle-11-
2. Avoiding to let personal biases influence the analytical process.
We faced these challenges during the process.
Michael Lindskog & Matiss Paegle-12-
Vs.
3. “Consulting consultants”.
Today’s Agenda
Michael Lindskog & Matiss Paegle-13-
Project Overview
Challenges
Lessons Learned
Questions & Answers
Description of key details concerning our project.
Discussion regarding the challenges we faced during the process.
What did we learn from completing the project?What can we use in the future?
An opportunity for open discussion.
What were our key learnings?
Michael Lindskog & Matiss Paegle-14-
1. Hands on experience working as an external change agent.
What were our key learnings?
Michael Lindskog & Matiss Paegle-15-
2. Learning how to utilize qualitative data to draw inferences and conclusions.
What were our key learnings?
Michael Lindskog & Matiss Paegle-16-
3. The importance of establishing internal support when driving a change process.
Today’s Agenda
Michael Lindskog & Matiss Paegle-17-
Project Overview
Challenges
Lessons Learned
Questions & Answers
Description of key details concerning our project.
Discussion regarding the challenges we faced during the process.
What did we learn from completing the project?What can we use in the future?
An opportunity for open discussion.