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VATTENFALL POWER CONSULTANT – BUSINESS DEVELOPMENT – TARGETING EXTERNAL GROWTH. Michael Lindskog & Matiss Paegle March 2007. Today’s Agenda. Description of key details concerning our project. Project Overview. Discussion regarding the challenges we faced during the process. Challenges.

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vattenfall power consultant business development targeting external growth

VATTENFALL POWER CONSULTANT– BUSINESS DEVELOPMENT – TARGETING EXTERNAL GROWTH

Michael Lindskog & Matiss Paegle

March 2007

today s agenda
Today’s Agenda

Description of key details concerning our project.

Project Overview

Discussion regarding the challenges we faced during the process.

Challenges

What did we learn from completing the project?

What can we use in the future?

Lessons Learned

Questions & Answers

An opportunity for open discussion.

Michael Lindskog & Matiss Paegle

today s agenda1
Today’s Agenda

Description of key details concerning our project.

Project Overview

Discussion regarding the challenges we faced during the process.

Challenges

What did we learn from completing the project?

What can we use in the future?

Lessons Learned

Questions & Answers

An opportunity for open discussion.

Michael Lindskog & Matiss Paegle

introducing our project
9%

30%

90% Growth

External Revenues

External Revenues

2006

2010

Vattenfall Group Revenues

Vattenfall Group Revenues

Introducing our project.

Vattenfall Power Consultant

Business Development Division

VPC BDGOAL: Ambitious growth and diversified customer base

PROJECTGOAL: To develop strategies for targeting external growth.

Michael Lindskog & Matiss Paegle

our plan of attack was the following
PROCESS

Internal Asssessment

Market Asssessment

Go-To-Market Strategy

Implication Assessment

Dec06-Jan07 Feb-Mar07 Mar07

Our plan of attack was the following.
  • METHODOLOGY
  • Semi-structured Interviews:
    • 15 within VPC
    • 10 within different customer segments

SYNTHESIS

Theoretical tools and managerial experience utilized to reach organizational conclusions and recommendations.

Michael Lindskog & Matiss Paegle

-5-

vpc is comprised of these divisions
VPC

Nuclear

Hydro-

power

Wind-

power

Power

Networks

Thermal

Infra &

civil engi-

neering

Business

Develop-

ment

Inter-

national

Business

Consulting

Asset

Manage-

ment

2006 in figures

VPCVPC BD

Employees 550 90

Turnover (MSEK) 630 91

External Revenue 36% 9%

Valuation

&

Strategy

Sustain-

able

Strategies

VPC is comprised of these divisions.

Michael Lindskog & Matiss Paegle

-6-

we recommended that bd shifts their current value proposition focus
High level strategy project experience – potentially add-on / follow-up offering

This is what VPC BD had in mind as core focus area

Complement

BD’s focus to be on: Few, well selected operational & functional area products

Vattenfall based operational/technical expertise – core competitiveadvantage

Draw upon

We recommended that BD shifts their current value proposition focus.

General Management Issues:

Business Strategy

M&A, PMI’s

Organization & Restructuring

Strategic Investments

Functional Issues:

Finance & Administration Human Resources

Information Technology

Communication & PR

Operational Issues:

Production & Processes

Risks, Safety & Security

Investments & Maintenance

Procurement

Engineering / Technical Issues

Michael Lindskog & Matiss Paegle

-7-

today s agenda2
Today’s Agenda

Description of key details concerning our project.

Project Overview

Discussion regarding the challenges we faced during the process.

Challenges

What did we learn from completing the project?

What can we use in the future?

Lessons Learned

Questions & Answers

An opportunity for open discussion.

Michael Lindskog & Matiss Paegle

we faced these challenges during the process
We faced these challenges during the process.

1. Managing the scope and focus of the project.

Vs.

Michael Lindskog & Matiss Paegle

we faced these challenges during the process1
We faced these challenges during the process.

2. Avoiding to let personal biases influence the analytical process.

Michael Lindskog & Matiss Paegle

we faced these challenges during the process2
We faced these challenges during the process.

3. “Consulting consultants”.

Vs.

Michael Lindskog & Matiss Paegle

today s agenda3
Today’s Agenda

Description of key details concerning our project.

Project Overview

Discussion regarding the challenges we faced during the process.

Challenges

What did we learn from completing the project?

What can we use in the future?

Lessons Learned

Questions & Answers

An opportunity for open discussion.

Michael Lindskog & Matiss Paegle

what were our key learnings
What were our key learnings?

1. Hands on experience working as an external change agent.

Michael Lindskog & Matiss Paegle

what were our key learnings1
What were our key learnings?

2. Learning how to utilize qualitative data to draw inferences and conclusions.

Michael Lindskog & Matiss Paegle

what were our key learnings2
What were our key learnings?

3. The importance of establishing internal support when driving a change process.

Michael Lindskog & Matiss Paegle

today s agenda4
Today’s Agenda

Description of key details concerning our project.

Project Overview

Discussion regarding the challenges we faced during the process.

Challenges

What did we learn from completing the project?

What can we use in the future?

Lessons Learned

Questions & Answers

An opportunity for open discussion.

Michael Lindskog & Matiss Paegle

floor open for questions
Floor open for questions…

Michael Lindskog & Matiss Paegle

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