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Improving the Sales Process Efficiency Without Jeopardizing Technical Risks

Nordenskiöld, Kristoffer (2011) MIO920
Production Management
Abstract
Since recently, Vestas Northern Europe has been facing a buyers’ market with more
demanding customers than before. In addition, a rapid growth and a restrictive risk
policy have caused inefficiency within the organization.
The purpose is to investigate how the efficiency in the sales phase can be increased in
advantage for additional projects to be handled. The efficiency is to be increased without
jeopardizing certain risk events. In addition, the new market with more demanding
customers is to be considered.
Specific problem areas that are slowing down the sales process are identified at Vestas
Northern Europe. Solutions to each problem are sought at other companies and through
theory. Conclusions are made and a recommendation... (More)
Since recently, Vestas Northern Europe has been facing a buyers’ market with more
demanding customers than before. In addition, a rapid growth and a restrictive risk
policy have caused inefficiency within the organization.
The purpose is to investigate how the efficiency in the sales phase can be increased in
advantage for additional projects to be handled. The efficiency is to be increased without
jeopardizing certain risk events. In addition, the new market with more demanding
customers is to be considered.
Specific problem areas that are slowing down the sales process are identified at Vestas
Northern Europe. Solutions to each problem are sought at other companies and through
theory. Conclusions are made and a recommendation package for increased efficiency is
presented.
It seems like much time and resources are wasted on performing unnecessary tasks. The
recommendation package gives ideas on how to overlap activities and thus increase
information exchange and remove waste. It is suggested that the restrictive risk policy
may be stretched sometimes to remove conflicts and negotiations. Also, methods for
emphasizing what is important at a certain time are presented. (Less)
Please use this url to cite or link to this publication:
author
Nordenskiöld, Kristoffer
supervisor
organization
course
MIO920
year
type
M1 - University Diploma
subject
keywords
Lean, overlapping, visual planning, technical risk, inefficiency, waste, project organization, sales process
other publication id
11/5392
language
English
id
1970869
date added to LUP
2011-06-17 08:09:42
date last changed
2011-06-20 12:16:59
@misc{1970869,
  abstract     = {Since recently, Vestas Northern Europe has been facing a buyers’ market with more
demanding customers than before. In addition, a rapid growth and a restrictive risk
policy have caused inefficiency within the organization.
The purpose is to investigate how the efficiency in the sales phase can be increased in
advantage for additional projects to be handled. The efficiency is to be increased without
jeopardizing certain risk events. In addition, the new market with more demanding
customers is to be considered.
Specific problem areas that are slowing down the sales process are identified at Vestas
Northern Europe. Solutions to each problem are sought at other companies and through
theory. Conclusions are made and a recommendation package for increased efficiency is
presented.
It seems like much time and resources are wasted on performing unnecessary tasks. The
recommendation package gives ideas on how to overlap activities and thus increase
information exchange and remove waste. It is suggested that the restrictive risk policy
may be stretched sometimes to remove conflicts and negotiations. Also, methods for
emphasizing what is important at a certain time are presented.},
  author       = {Nordenskiöld, Kristoffer},
  keyword      = {Lean,overlapping,visual planning,technical risk,inefficiency,waste,project
organization,sales process},
  language     = {eng},
  note         = {Student Paper},
  title        = {Improving the Sales Process Efficiency Without Jeopardizing Technical Risks},
  year         = {2011},
}