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The consulting market in
Denmark, Sweden and Germany will continue to be
extremely challenging in the near future. We spoke
with Board member and Chief Deployment Officer
Jens Heimburger with regard to the total restructuring
of the North European region and the outlook for
the period ahead.
"In the past extremely tough 12 months we
have worked intensively on "narrowing down"
our offer in terms of services and solutions offered
and industries targeted in Denmark, Sweden and
Germany. We have reengineered our skills and geared
the corresponding organizations accordingly, which
has been extremely challenging and exhausting.
This has resulted in the highest level of activity,
most promising pipeline and best ever projects
and solutions delivered by Valtech in Northern
Europe - and our clients are acknowledging it",
explains Jens Heimburger. "In my mind, Valtech
can maintain its unique position as a high level
provider of management and technology consulting
services", he continues.
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Jens
Heimburger,
Chief Deployment Officer
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Tough conditions everyday
"We have managed to combine entrepreneurial spirit
with professional ability in order to execute high-level
solutions and it does make a difference in the market.
To a large extent, it is still the original creators
and managers who are bearing the heavy loads today.
Everybody is on the phone everyday. It's tough and very
direct work with structured follow up and ongoing assessments
of the development of potential clients", explains
Jens Heimburger.
The focus of the work is on trimming the skill sets
and the respective offer of an ongoing, continuing process.
However, among the reasons as to why Valtech has managed
to progress is that regional operations have become
more successful by utilizing cross-boarder experiences
and sales process references.
"We can still improve our cross-boarder relations
but the fact that we are exchanging references and best
sales process practices is a huge step. The highest
priority, however, is that we create strong national
and regional operations - and subsequently leverage
the brand and the experiences", says Jens Heimburger.
Still room for improvement
Jens Heimburger points out the systematic implementation
of Key Account Management (KAM) functions in Denmark
and particularly in Germany as another contributing
factor as to why operations have improved the management
and exploitation of existing accounts rather than always
aiming for new clients in a tough market. However, he
still believes that Valtech has to do better.
"We increasingly have to bear in mind the concept
of "ROI" in our offer and our approach toward
new clients. By far, most of the companies we are approaching
these days are focusing on the cost reduction side and
will continue to do so. Valtech has a clear value proposition
here and can contribute the right skills and solutions
in order to increase efficiency and reduce costs",
says Jens Heimburger. "We are very strong in the
area of combining advice and implementation within efficiency-increasing
solutions, he ends".
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Valtech has 145 employees in Scandinavia.
Valtech Scandinavia forecasts profitability
in the last 6 months of 2002. 
