Finpro Industrial Services Day 6.6

1. Finpro Industrial
Services
Finpro Industrial Services Day 6.6.2013
Reijo Smolander

2. Content
• Reasoning to enter service business
• What it takes to enter services ?
• Finpro supports company in…
• Company entering service business
- at least 10-18 months journey
• Finpro Industrial Services portfolio
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3. Reasoning to enter service business
• Get properly paid from everything you deliver
• Continuous revenue
• Get to know your Customer
• Expand business scope & get higher in customer value
chain
• Differentiate from competitors
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4. What it takes to enter services?
• Transformation from product to solutions business means a
number of internal & external challenges
– Customers questioning the service value add
– Company’s existing structures/units not recognising service business
needs nor the value add it creates
– What is needed/most suitable service offering?
– What are the right markets for the services?
– How to set up international service delivery?
• Successful transformation requires significant changes in
– The customer interface
• Customer business understanding, Customer relationship, Sales
approach, Pricing principles, Customer support etc.
– Company strategy and operative principles
• Set up service business, Change the company’s thinking from individual
business (products/services) approach to solution drive, Customer
business understanding and service mind set etc.
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5. Finpro supports company in…
• Understanding its current service business status &
development needs
• Getting customer’s view on expanding into services
• Analysing and defining service business potential
• Seeing different options in entering services
• Defining company’s service offering and identify right service
markets
• Verifying defined service strategy before rolling it out
• Entering selected markets & setting up service business
structure
• Understanding the service business mindset
Finpro has the services and expertise for each step of the
transformation process
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6. Company entering service business
- at least 10-18 months journey
Market / country specific actions
…
2-3 months
Situationanalysis
Mindset&Opportunity
DevelopServicesStrategy
ImplementationPlan
Go|NoGo
2-4 months
Partner search
Setting up service company
Acquisition candidate search
Service competence build up
Company transforming into global service business
6 – 18 months
Recruitment
Partner selection & training

7. Finpro Industrial Services portfolio
• Audit interview
• Evaluation
• Wrap-Up
1. Situation Analysis
• Mindset
• Customer interviews / supplier image & service
opportunities
2. Mindset & Opportunities
• Service model / strategy development
• Service market selection – Right Markets (option)
• Service model/strategy testing – Test Drive
(option)
3. Developing Service Strategy
• Action plan (Finpro Navigator services)
• Final report
4. Implementation Plan
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