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09   partnerships - thow2
 

09 partnerships - thow2

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    09   partnerships - thow2 09 partnerships - thow2 Presentation Transcript

    • 06-05-2014 106-05-2014 1 CLICK TO EDIT CLICK TO EDIT And why they matter BY : THOMAS J. HOWARD THOW@MEK.DTU.DK PSS Networks and Partnerships
    • 06-05-2014 206-05-2014 2 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships 315European Manufacturing Firms Surveyed In a 2007 survey (Economist Intelligence Unit, 2007)
    • 06-05-2014 306-05-2014 3 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships 107Had at least 30 External Manufacturing Partners In a 2007 survey (Economist Intelligence Unit, 2007) 315 European Manufacturing Firms Surveyed
    • 06-05-2014 406-05-2014 4 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships 63Had at least 30 External Design Partners In a 2007 survey (Economist Intelligence Unit, 2007) 315 European Manufacturing Firms Surveyed 107 Had at least 30 External Manufacturing Partners
    • 06-05-2014 506-05-2014 5 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships 0No Stat In a 2007 survey (Economist Intelligence Unit, 2007) 315 European Manufacturing Firms Surveyed 107 Had at least 30 External Manufacturing Partners 63 Had at least 30 External Design Partners
    • 06-05-2014 606-05-2014 6 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships • Delivering PSSs means looking at activities. • Such activities are often shared between suppliers. Why are Networks and partners important?
    • 06-05-2014 706-05-2014 7 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships • Value is created by several suppliers/stakeholders. Shared domains means shared goals
    • 06-05-2014 806-05-2014 8 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships Market pull Commercial potential identified, partners needed. How are networks initiated? Capability push Partners in place, commercial possibilities need to be explored
    • 06-05-2014 906-05-2014 9 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships • Examples covers: • Motivation • Getting started • Solution • Execution Network Cases
    • 06-05-2014 1006-05-2014 10 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships Green Ship of the Future MOTIVATION: COP15, the time bomb of unsustainable shipping GETTING STARTED: A platform for green project creation SOLUTION: Open and Voluntary. EXECUTION: Move from an initial product or technology focus to a customer driven segment focus. Case excerpts I Aalborg Industries, A.P. Møller-Mærsk, MAN Diesel and Odense Shipyard
    • 06-05-2014 1106-05-2014 11 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships Case excerpts II Retrofitting MOTIVATION: IMO regulations soon to become active along with a young fleet. GETTING STARTED: Work packages formed around IMO regulations. Mapping suppliers and offerings, coordinated instillations. SOLUTION: Dansk Maritime web portal linking offering to vessels. Links to relevant component and service providers. EXECUTION: Recommendations but with open competition. Danish Maritime
    • 06-05-2014 1206-05-2014 12 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships Case excerpts III PrimeServ Frederikshavn & Alfa Laval Aalborg Building Academies MOTIVATION: Making a transition form Product to Service orientated companies with a need for knowledge sharing. GETTING STARTED: A platform for green project creation SOLUTION: Open and Voluntary. EXECUTION: Move from an initial product or technology focus to a customer driven segment focus.
    • 06-05-2014 1406-05-2014 14 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships PrimeServ Academy
    • 06-05-2014 1506-05-2014 15 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships Identify commercial opportunity Clarify the required capabilities Identify shortcomings in own capabilities Identify and engage partners Develop incentives Expect change (and capitalise on it!) Getting Started
    • 06-05-2014 1606-05-2014 16 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships Certain factors can challenge a network: • Conflicts of interest • Trust • Equity / incentives • Culture Easy, right?
    • 06-05-2014 1706-05-2014 17 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships The Customer is Ready - Are You?
    • 06-05-2014 1806-05-2014 18 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships • Now presenting: Erik Christensen, Technical Solution Manager, and Fire R&D Wilhelmsen Technical Solutions & Søren Petry Mortensen, Product Manager Service Alfa Laval Aalborg A/S Thank you! thow@mek.dtu.dk