Global Business & Corporate Development within large technology group 

Distribution of local organizations

Industry & Scope :

• Division of a technology group, for network control, protection, substation automation & communications for electrical power transmission & distribution.

• 60 local sales & engineering offices, incl.
  assembly & services (see map on the right).

Role / Function : 

• Corporate & Business Development Manager, being responsible for these local sales & engineering offices.
  

Bussines Context :  

• These local sales & engineering offices executed the majority of the local projects of this division, however with limited profitability only.

Actions :

• Hands-on support and coaching of local organizations in all business aspects. In
  particular the handling of more demanding projects and the development of these
  local organizations.
  
• A thorough analysis of the local businesses across the globe showed that the worksplit between central and local units was not defined properly, often resulting in a suboptimal allocation of business execution.

• Consequently, designed and implemented a new business model based on 'Certification'
  of the local organizations, optimizing the business scope executed locally, by reflecting
  on capabilities & capacities of the related parties.
  

 Outcome :

• Substantial growth and in particular, significantly improved profitability.
  

• The 'Certification' scheme remained in place for many more years, despite several reorganizations.