Exporting Expert Services in 4 Steps

1. CONCEPT Maikel de Potter
Exporting Expert Services
In 4 Steps
Farewell party Maikel de Potter
5 November 2013

2. Exporting Expert Services: In 4 steps
1. Collective Ambition 2. Quality Management
3. Sales Organization
4. Learning Networks
CONCEPT Maikel de Potter

3. STEP 1: Collective Ambition
Identification of
Expert Services with
growth potential in
target countries
Gap analysis: local
presence of key
resources?
Handshake between
accountable managers
on growth ambition and
gap analysis
Co-Authorizing plans
and procedures for
export of expert
services, incl. technical
quality assurance
CONCEPT Maikel de Potter

4. STEP 2: Quality Management
Branding & Marketing
• Local and Global
Customer Satisfaction
• Local
Technical Quality & Integrity
• Uniform (global)
CONCEPT Maikel de Potter

5. STEP 3: Sales Organisation
Permanent (process management) and Temporary (execution)
Sales Manager
Local Director
Relation Manager
Technology Leader
Contract Sponsor
Has direct control
over key resources
Technical Manager
CONCEPT Maikel de Potter

6. STEP 4: Learning Networks
CONCEPT Maikel de Potter

7. STEP 4: Learning Networks
Key resource claim
R-2
R-2
R-2
R-2
R-1R-1
R-1
R-1
Project/ Quality Accountable
Knowledge Transfer & Quality Audits
R-2
R-2
R-2
R-2
Group qualified to carry out Expert Service in own region
Group qualified to export and support new Expert Groups
CONCEPT Maikel de Potter

8. STEP 4: Learning Networks
Resource Claims
R-2
R-2
R-2
R-2
R-1R-1
R-1
R-1
Project / Quality Accountable
KnowledgeTransfer & Quality Audits
Exchange of Best Practices
R-2
R-2
R-2
R-2
R-2
R-2
R-2
Group qualified to carry out Expert Service
Group qualified to export and support new Expert Groups
CONCEPT Maikel de Potter

9. STEP 4: Learning Networks
Resource Claims
R-2
R-2
R-2
R-2
R-1R-1
R-1
R-1
Project / Quality Accountable
KnowledgeTransfer & Quality Audits
Exchange of Best Practices
R-2
R-2
R-2
R-2
R-2
R-2
R-2
Group qualified to carry out Expert Service
Group qualified to export and support new Expert Groups
CONCEPT Maikel de Potter

10. Exporting Expert Services: In 4 steps
1. Collective Ambition 2. Quality Management
3. Sales Organization
4. Learning Networks
CONCEPT Maikel de Potter

11. To be continued…
CONCEPT Maikel de Potter