Supporting Efacec ACS sales strategy in the US

compras energia

 

Leadership Business Consulting (LBC) has conducted a US procurement strategy project for a Portuguese energy group based in the US market.

 

Market analysis

The project’s main objective was to approach several large utilities in order to understand their procurement models, suppliers, outsourcing partners and relevant parties; for this purpose, it comprised a survey with selected utilities, interviews with the team of the Portuguese group, and contacts with market experts and potential partners.


LBC undertook a series of interviews with 14 utilities across the american market in the protection and control area on behalf of the company. These interviews’ main objective was to gauge the current practices and future trends in the procurement process of substations, protection and control equipment, with a focus on the adoption of a standard for substation automation.

The findings (from the surveys, interviews and contacts) led to the following recommendations in the US: the company should establish new commercial targets, enhance marketing and positioning efforts, strengthen its efforts for portfolio integration with the Portuguese group, and set up new market approaches in installation and turnkey projects.

 

Recommendations

For instance, in the commercial targets area, LBC recommended for the organization to address the market in a different way, developing commercial initiatives focused on the Top100 Utilities and partnering with engineering consulting companies that influence the utilities’ procurement process. In the marketing area, it should enhance its positioning efforts by establishing and develop relations with utilities’ top executives and procurement bodies, as procurement was shifting from a more technical approach towards a more business oriented one; to try new market approaches in order to meet client’s needs, especially installation services – as a result of a trend towards the outsourcing of this activity and turnkey solutions – due to the utilities increased willingness to use outsourcing for large projects.


Leadership Business Consulting further identified and detailed the key activities to be developed (regarding the previous recommendations) for a period of two years (2010 and 2011).

 

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