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Building a Standalone Sales Organisation
INDUSTRY
Machinery & Plant Engineering
CLIENT
International industrial group with Swiss headquarters and worldwide market coverage
ROLE
Project management, coordination of external partners
SITUATION & CHALLENGE
Sales for several international regions was until then part of the Swiss sales and service organisation. For the future market coverage of those regions it was to be carved out and bundled into a standalone, legally independent sales company – without any disadvantage to existing distribution agreements and without a single interruption to the ongoing business.
APPROACH
We led the project as project management from definition through to closure – with clear communication to all stakeholders, a structured approach across defined milestones and continuous project controlling. We resolved the central questions systematically: the legal status of the new organisation, the transfer of existing distribution contracts, intercompany charging and the operational setup. External partners were coordinated, risks were identified early and kept low throughout.
OUTCOME & CLIENT VALUE
The standalone sales company was built and taken into operation exactly on schedule – every project objective met and every milestone closed within the target triangle. The client now has a clean, legally independent sales structure on which to build its future market coverage. The project management and the structure came from Desigon, the entrepreneurial decisions stayed with the client.
SERVICES
Understand
Requirements Management
Shape
Concept Development
Decision Bases
Deliver
Management Support
Project Management
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