Strategi med kunden i fokus 4. November 2016 Trond Winther, Head of Department SAFER, SMARTER, GREENER
Innhold 1 Bakgrunn og utfordring 2 Strategi 3 Læringer 2
Our vision: global impact for a safe and DNV GL: Et stort selskap med lang historie og stolte tradisjoner sustainable future MARITIME OIL & GAS ENERGY BUSINESS ASSURANCE SOFTWARE RESEARCH & INNOVATION 150 years 350 offices 100 countries 14,000 employees
Et bredt spekter av teknisk orienterte tjenester Risk management advisory Technical advice to identify, assess and mitigate risk Inspection Specialized inspection, monitoring, maintenance and testing services throughout all phases of the asset lifecycle Technical advisory Technical qualification, assessment and operational integrity services to ensure products and operations are safe and fit for service Certification & verification Verification of field developments and facilities, and certification of materials and components to reduce risk and create cost efficiency 4
Risk Management Advisory Region Norge O&G HoD Trond Winther BDL Controller Environment Risk Management Safety Risk Management Enterprise & Information Risk Management 5
De gode gamle tider vekst! Sterkt marked og vekst (ITTs) Stor etterspørsel etter eksisterende tjenester Mangel på ressurser 6
De gode gamle tider Skaff ressursene og få jobben gjort! 7
The Big Bang og dets etterskjelv! 8
Store endringer på kort tid! Volum Kunde org. Behov Verdi? Nedbemanning Restrukturering Internt fokus 9
I tillegg: Digitize or Die! 10
Houston vi trenger en strategi! 11
Innhold 1 Bakgrunn og utfordring 2 Strategi 3 Læringer 12
Strategisk rammeverk: kort/mellomlang sikt Kundefokusert Verdiorientert Aksjonerbar 13
0-100 på 5 uker Nye måter å jobbe sammen på Verdien av risikoanalyser? Industrisamarbeid sentralt Forbedring og effektivisering Thought leadership 14
Value proposition We help our customers Improve Performance Safely and Sustainably Ydmyk Proaktiv Dynamisk Empatisk 15
So What? 1) Salg og Marked 2) Tjenesteutvikling og kompetanse 3) Samhandling 16
1) Market, Sales and Pricing - Proactive, systematic, trusted 1) Develop sales plan from detailed forecast focussing first on top priority customers. 17
1) Market, Sales and Pricing - Proactive, systematic, trusted 1) Develop sales plan from detailed forecast focussing first on top priority customers. 2) Deliver plan focussing on key drivers: value, collaborative, step-by-step, digital, lump sum. 18
1) Market, Sales and Pricing - Proactive, systematic, trusted 1) Develop sales plan from detailed forecast focussing first on top priority customers. 2) Deliver plan focussing on key drivers: value, collaborative, step-by-step, digital, lump sum). 3) Ensure effective capture of feedback. 19
1) Market, Sales and Pricing - Proactive, systematic, trusted 1) Develop sales plan from detailed forecast focussing first on top priority customers. 2) Deliver plan focussing on key drivers: value, collaborative, step-by-step, digital, lump sum). 3) Ensure effective capture of feedback. 4) Further develop and improve capabilities. Revise tactics dynamically. 20
Modell for effektiv modning av ideer med kunden 21
Innhold 1 Bakgrunn og utfordring 2 Strategi 3 Læringer 22
Læringer Systematikk er nødvendig Kundeorientering er utfordrende, men mulig Kunnskap om forretningsutvikling er kritisk Det handler om ledelse! På tide å dyrke noen nye helter? 23
For videre dialog, ta kontakt! Trond Winther trond.winther@dnvgl.com +47 952 94 191 www.dnvgl.com SAFER, SMARTER, GREENER 24