Organisational Development Workshops
We offer organisational development workshops on a range of topics which are delivered at your own premises. We wil work with you to understand your needs and tailor the delivery and format of the workshop to meet your needs. The fees for these programmes reflect the format and group size, please contact us for an estimate.
Introduction to Servitization
Servitization is a business model and organisational transformation that has far-reaching impact with an organization, aligning cross-functional resources to deliver outcomes-based capabilities to enable new, more lucrative customer value propositions.
Servitization covers a spectrum of services, from base (product & spare parts) through intermediate (field service, scheduled maintenance), to advanced services (outcomes-based capabilities). This introduction focuses on advanced services, setting the foundation for understanding what they are, and how they look in different businesses and industries, including examples of companies on the servitization journey.
Visioning an Advanced Services Future
One of the challenges we hear most frequently from industry is that most firms don’t have the ability and/or capacity to “envision” what an advanced services model might look like for their businesses.
The goal of this topic is to provide structure and practical direction to help individuals and cross-functional teams learn how to visualize a future for their organization as it relates to an advanced services strategy.
This is a hands-on workshop where participants will be encouraged to bring their experience from different aspects of the business, in order to develop a common vision. The output is a representation of a potential future vision for the organization.
Advanced Services Business Model Innovation
The Advanced Services Group has worked with over 100 manufacturers who are transforming their organisations in order to adopt a services-led business model. However, our experience with these companies, supported entirely by a thorough examination of the broad academic literature on this topic, is that a ‘business model’ is not a single agreed concept at all.
This leads to confusion amongst internal stakeholders about how their areas of responsibility fit into the plan for the business, and a lack of clarity makes it difficult to design the business model in collaboration, which is what is needed in order for it to be a success.
This topic area will provide a summary of our research findings about the leading practice in business model design, which we have combined with our expertise in advanced services to develop a unique body of materials around business models for advanced services. We will introduce you to the principles of designing an outcomes-based services business model.
Competitive Analysis and Understanding Your Position in the Industry
Through years of research and practitioner input, The Advanced Services Group has developed a web-based, interactive benchmarking tool to establish where companies are today based on their current product, operational and customer objectives and where they expect to be in 3 to 5 years’ time.
The company is ranked in terms of its position on the journey overall, and in comparison to their peers within their market, and provided with indications of areas of focus to achieve higher efficiencies and/or more advanced service contracts.
Advanced Services Roadmap Development
This is a proven methodology, developed on the basis of the in-depth partnerships that The Advanced Services Group has experienced with manufacturers over the past decade. The purpose of this topic is to help helps organizations better understand their servitization journey as it relates to where they are today, how they have arrived there, and where they are going.
This exercise one of our more intensive, and is an excellent opportunity to build common understanding and vision among the senior management team about the strategic direction of the company. It helps organizations to better understand and quantify the journey to advanced services, the impact it will have within their existing offerings and business models, and the series of steps and adjustments that they will face throughout this transformation.
Participants will take away a conceptual roadmap to share with their own stakeholders to gain alignment for the journey.
The Role of IoT and Technology in Servitization
Technology, and especially now the IoT, has a huge role to play in developing new advanced services business models. However, technology by itself is not enough to drive or resolve all of the changes that need to take place within an organization. It is imperative that companies transitioning into more advanced offerings understand the role of technology in two ways:
How technology can enable greater efficiencies for existing offerings and services – to achieve short-term, economic benefits that can fuel more services innovation
When and at what cost can technology, in particular IoT, be applied to drive insights not possible today regarding product usage and customer value, in order to provide new opportunities for an advanced services business model
Developing a Customer Value Proposition
A key requirement for the successful design and adoption of an advanced services business model is recognizing the shift in the relationship that must occur with the customer and the changing customer value proposition. The value proposition is the fundamental component of the new business model. The company’s mindset must be changed radically, moving from selling products based on features and price, to selling the product’s ultimate capability and value.
It forces the question, “What is can be delivered to the customer that will really generate new value for them (and us) and help them in their own operations, and how does this change our competitive position?”
To create that proposition, we examine the difficulties customers have with the use of the product (customer ‘pains’) and offerings that could help create extra value for the customer (or even the customer’s customer) which we call ‘gains’. Depending on timescales and depth of the exercise, we may conduct in-depth end-customer interviews for offer a personalized outcome.
If you would like to know more about our organisational development workshops or arrange for us to give you a personalised quote, please call Ian Machan on +44 7780 646142 or contact us by email.