When a major client restructures to boost efficiency: What does this mean for your business?
We ask:
We are a supplier in the specialised machinery sector. One of our major clients is currently restructuring their production processes with the aim of significantly increasing efficiency. Is it wise for us to get involved as early as possible? Or could we be acting too hastily, risking heading in the wrong direction and ending up with double the work to correct it?
Dr. Matthias Walter, Managing Director of the consultancy Blue Advisory GmbH, provides his insight:
The prerequisite for finding yourself in this particular 'predicament' is having knowledge of the client's restructuring plans. You'll likely be informed about relevant measures or internal projects early on, depending on the degree of your relationship and trust with your client. The closer this relationship is, the more openly you can discuss any potential contributions you could make in the restructuring process and thereby reduce the risk of 'double efforts.'
For strategically important clients, I recommend nurturing a close relationship, allowing you to partner up early. However, don’t lose sight of your wider client portfolio—consider both the opportunities ('How can I use potential adaptations for other clients effectively?') and the risks ('How do I avoid becoming too reliant on a few major clients?'). Any changes must align with your own strategic goals and operational capabilities.
'Part of the Solution' through Additional Services
Another approach could involve not only aligning with the client's new, more efficient processes through additional services but actively becoming 'part of the solution.' Products and components of all kinds are getting 'smarter' thanks to digital transformation. Approaches like Predictive Maintenance aid in proactive servicing, machine or plant data can be actively used for control, and innovative financing or usage models may offer extra flexibility for the client. Perhaps in your field, there's a chance to evolve from a simple supplier to a provider of integrated solutions, focusing on the entire customer process.
(Source: B4B-Schwaben)
