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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. 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

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  1. VATTENFALL POWER CONSULTANT– BUSINESS DEVELOPMENT – TARGETING EXTERNAL GROWTH Michael Lindskog & Matiss Paegle March 2007

  2. 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

  3. 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

  4. 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

  5. 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-

  6. 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-

  7. 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-

  8. The following customer segments are the recommended targets. Removed for confidentiality aspects -8-

  9. 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

  10. We faced these challenges during the process. 1. Managing the scope and focus of the project. Vs. Michael Lindskog & Matiss Paegle

  11. We faced these challenges during the process. 2. Avoiding to let personal biases influence the analytical process. Michael Lindskog & Matiss Paegle

  12. We faced these challenges during the process. 3. “Consulting consultants”. Vs. Michael Lindskog & Matiss Paegle

  13. 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

  14. What were our key learnings? 1. Hands on experience working as an external change agent. Michael Lindskog & Matiss Paegle

  15. What were our key learnings? 2. Learning how to utilize qualitative data to draw inferences and conclusions. Michael Lindskog & Matiss Paegle

  16. What were our key learnings? 3. The importance of establishing internal support when driving a change process. Michael Lindskog & Matiss Paegle

  17. 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

  18. Floor open for questions… Michael Lindskog & Matiss Paegle

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