Interesting video. What do you think Gradiant would need to do to ensure this is a success? Do you see any particular obstacles for both these cultures to work together?
Let's start with the obstacles that will give us hints as to what they will have to do. Germans, and especially German engineers, are at the same time incredibly good and incredibly well aware that they are good. So, there's clearly a risk that H+E keeps doing what it's always done without adopting what makes Gradiant so special. It's a real shift of mind, sales approach, and execution strategy when you have to transition from a specialized EPC to a DBFOM powerhouse. You need to enter a plant with "open chakras" and be ready to raise lots of questions to unveil every single interface where Gradiant's service portfolio could be of added value. Entering a known customer and raising questions is not exactly in the typical German engineer's DNA, so they will have to embrace that change. What will make it successful? Getting willingly convinced this is the way forward on H+E's end and integrating some cornerstone H+E technologies in Gradiant's offering around the world, so that both companies really embrace what they have to win if the collaboration works. It's easier said than done, but I guess that's the key direction. (in my very humble opinion!)
Interesting video. What do you think Gradiant would need to do to ensure this is a success? Do you see any particular obstacles for both these cultures to work together?
Let's start with the obstacles that will give us hints as to what they will have to do.
Germans, and especially German engineers, are at the same time incredibly good and incredibly well aware that they are good. So, there's clearly a risk that H+E keeps doing what it's always done without adopting what makes Gradiant so special. It's a real shift of mind, sales approach, and execution strategy when you have to transition from a specialized EPC to a DBFOM powerhouse. You need to enter a plant with "open chakras" and be ready to raise lots of questions to unveil every single interface where Gradiant's service portfolio could be of added value.
Entering a known customer and raising questions is not exactly in the typical German engineer's DNA, so they will have to embrace that change.
What will make it successful? Getting willingly convinced this is the way forward on H+E's end and integrating some cornerstone H+E technologies in Gradiant's offering around the world, so that both companies really embrace what they have to win if the collaboration works. It's easier said than done, but I guess that's the key direction.
(in my very humble opinion!)