"Valtech is in a unique position in Denmark in the sense that we are a pragmatic alternative to the "big 4". We are more agile and see our clients eye to eye in terms of approach and collaboration. Our entire way of working with clients is based on relevance and value creation - this means creating and implementing actual solutions that contribute to increased business efficiency and cost savings", explains Anders. "We are extremely successful at providing top solutions for very demanding clients", he continues.

we are a pragmatic alternative to the "big 4"

With 110 people in the organisation, Valtech Denmark seems to be a good size for its market. Furthermore, being part of an international organisation continuously proves to be of value when pitching for new clients. "There are a large number of "stand alone" companies in Denmark, employing around 30 people. They lack the critical mass and robustness of being part of a publicly listed company with an extensive network. Our organisation has just the right amount of required mass to approach and provide solutions for small to medium-sized companies", says Anders. Valtech Denmark is winning more and more in the market. Recently, contracts with the Copenhagen Stock Exchange, Copenhagen Airport and Dyrups (the largest paint manufacturer in Denmark) have all been won, all with regard to commerce, enterprise portals and CMS.

Anders Cleemann, Managing Director of Valtech Denmark

Direct market approach
The senior management directly heads up new business initiatives at Valtech Denmark. The competition is so intense that traditional canvassing has no effect. "Alongside Business Development Director Stig Albertsen and IT Director Jacob Hahn Michelsen, I have direct sales and client responsibility. Once new accounts have been won, our consultants take over. Given the market circumstances, it is a natural evolution of the Managing Director role and it eases much of the decision making as we have a clear insight into the operation", explains Anders.

Another reason why Valtech Denmark dares to be optimistic again is that the operation has become more successful in driving existing client accounts - Key Account Management (KAM) best practice standards have been introduced and more and more new projects come from existing clients. " Naturally, it does not take a rocket scientist to see that exploiting existing client relations instead of constantly competing for new ones is preferable, however, the fact is that we are a young organisation in a challenging period and defining and enforcing best practices for conducting business takes time", explains Anders.

Offshore is another potentially large business area causing some initial frustrations. The organisation is currently competing for a large contract with Denmark's largest company within the pharmaceutical industry but as Anders explains: " In the initial phase, offshore is tricky for us and it is mainly large companies in Denmark who have the potential for offshore projects. Our primary targets are normally small to medium-sized companies and we therefore need a concrete Danish reference to demonstrate to other potential clients that we can handle this in order to break through", says Anders. " Rest assured however that it will happen. The energy in our organisation is clear to see and my colleagues have already proved their ability to endure and focus on delivering top quality products for our clients", ends Anders.