Past Projects
Business Case Proposition for In-House Pre-Inspection
Working with a multi-national truck and bus OEM, this project involved the development of a business proposition for presentation to Senior Product Management justifying the funding and running of an in-house pre-inspection process at the supplier site. This would realise considerable cost savings for the OEM by pushing back invalid warranty claims to their dealers using pre-defined inspection criteria before processing through the existing warranty exchange system.
Stalled Project Re-Launch
Over the previous 3 years a German commercial vehicle manufacturer had been shipping trial-run parts for refurbishment but the project had lost focus and stalled. To recover momentum and achieve approval for the production process, internal buy-in from key functional leaders was required as well as a recovery of trust from the customer. Using a formalised launch process to identify the action timeline and development of supplier/customer functional working relationships the project was successfully resurrected and launched.
Installation of Key Business Processes
As a major player in the industrial sector this company had very few business processes suitable for building business with automotive manufacturing companies. Putting in place a suite of document templates, project review/action sheets, new opportunity funnel, an RFQ process and VOC database laid the foundation. The 2nd phase involved a "credibility offensive" with customers through site visits, open plan project timing and a pro-active approach to communication, offering timely updates and offering solutions not problems.
Long Term Development of a New High Volume Customer
Following a €10m investment in a new manufacturing site in Poland, a major tier 1 & 2 supplier needed to generate volume demand to improve productivity. Focussing efforts on one of the largest manufacturers of heavy duty trailer axle suspension systems, relationships were developed between technical and commercial functions up to C-level, validation testing co-ordinated and mutual plant visits conducted. Eventually a case was justified to supply parts with less risk than the Turkish supplier coupled with local support 2 hours away.
Structure Communication Channels and Build a Customer-Centric Culture
A major OEM truck manufacturer engaged the services of this company as part of an additional untapped revenue stream. The supplier had no experience dealing with such a sophisticated customer and for two years was compelled to manage the account by throwing "all hands on deck" into the project, ensuring a 100% reactive approach. A complete overhaul of information protocols, key contact set up, CRM, proactive project updates and reciprocal site visits were some of the measures taken to build a robust relationship.