Problem statement
The client is active in the manufacturing industry in the construction sector and relatively successful in what it does. However, it felt that it was not active enough in the market and did not know its needs but was very dependent on what customers ordered and wanted.
The aim of putting together a customer innovation system was to identify customer needs and demands in the early stages of the construction process – moving from being passive and waiting for orders to a more active approach, getting involved at the planning stage.
Outcome
After implementing the innovation process and continuously reviewing its working methods, clear improvements could be seen both in contacts with existing and new customers. In addition, production staff have become more active in suggesting improvements to existing processes and ideas for new products. However, we have not come so far that the process has led to any technical “leaps”, but the opportunity now exists to be able to work with the major customers in a professional manner in the long term.
Solution
Our work to create effective development and innovation systems is based on a model that we have further developed from V. Govindarajan and originally named “The Three Box Solution”. It is based on dividing the business into 3 “boxes”; Present, Past and Future.
Present tense
We conducted a thorough mapping of the current market and where the company stands in this market. Where it is successful and what the current challenges are – both internally and externally.
Past tense
Here we went through where the company comes from, why it looks the way it does and why some models worked yesterday, but not today. The biggest challenge here was not to get stuck in the old ways and it is important not to criticize but try to be constructive.
The future
In simple terms, we decided together with the customer where we want to be in 1 year, 2 years and 5 years. Not so much in financial terms but more in what areas they wanted to develop, what the organization should look like and what skills we need. We also looked at future business models and what modern tools you might need.
The work was first carried out with a review with the owners and CEO, then the management was brought together in various workshops with clear goals. In the next step, everyone in the company was involved.
Commentary
In a way, the process can be seen as business development, but with a focus on how to manage future opportunities based on the conditions you have and the direction you want to take in the future. Innovation is then essential to differentiate from competitors and create added value for your customers. In particular, to accelerate progress, innovations and processes are needed to manage them.
