Browsing by Author "Forss, Alex"

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Faktorer som påverkar effektiviteten inom idékläckning
(2013-04-24) Forss, Alex
Insinööritieteiden korkeakoulu | Bachelor's thesis
Managing the implementation of solution selling in a multinational corporation
(2016-03-21) Forss, Alex
Insinööritieteiden korkeakoulu | Master's thesis
It is known that failure to implement changes in organizations is a common problem. Implementing organizational changes effectively and successfully has become very important as the pace of change organizations face in order to stay competitive is ever increasing. In recent years, competitive advantage has been strived for by offering solutions instead of products and services. The business landscape is also increasingly global and cross-border customers are catered with business units in several countries. Thus, organizations face the challenge of implementing solution selling in a multinational environment. The purpose of this thesis is to provide insights into what changes are required by the organization to implement solution selling and how the implementation should be managed in order to achieve lasting and homogeneous results across business units. A case study of an industrial company which has attempted to implement solution selling in a multinational environment was conducted. The implementation efforts of the case company were analyzed with knowledge gained from a literature review of solution selling and organizational change. An analysis of the current state of the case company was also performed. Thus, causalities between implementation efforts and the current state of the company were identified. Four significant findings were achieved. First, the grass-root level of the organization has to be involved in implementation process by utilizing their tacit knowledge in identifying major obstacles for successful implementation. Second, a common implementation plan, which is tweaked according to the business unit, should be made based on identified obstacles. Third, implementing a customer-centric approach in the organization is crucial. Fourth, solution selling tends to take a long time to fully implement and thus the implementation is to be seen as a continuous process adapting to emergent changes.