Today we have announced an important step in successfully entering the new decade. In order to sell more, increase speed and simplify our ways of working internally and with our customers, we have announced that we will concentrate market units in a regional structure, with 100 regions, and as well implement one common process in all regions.

This new set up will drive flexibility, speed and innovation in our business with the target to be closer to our customers, sell more in both existing areas and in new, as well as, improve margins and strengthen cash flow. Regions will be based on a common core model where Performance can easily leverage on expert support from engagement practices and competence centers to drive sales and delivery on our full offering.

Some new regional Heads have been appointed today, with an effect on December , 1st 2010. In the next few weeks, each regional head will form a project team to drive implementation of the new regional organization and the common core. The new region leadership teams will be in full operation June 1st at the latest. The new organization will be fully operational by Dec 30th the latest.

The market perception of Competein is in most areas strong. We have a strong offering, and good quality in products and delivery. Our technology edge in Business is well known, and we lead the Sales services market. We have great people, good Business support and delivery capabilities, a wide international presence and strong relationships with our customers across multiple levels. At the same time, we need to be faster, more innovative and cost competitive in today’s environment!

Within the new regions we will have regional competence centers. Today we have a product centric delivery model, with incentive models and structures that drive internal efficiency. Services business is built on knowledgeable people and being close to our customers.

The majority of the future engagements will be service led and based on customer value creation. Our key assets are Business and services leadership including our 90,000 services people all around the world! The new way of working with a strong Competence Center structure will make us act even more as one, “One Business center”, acting faster and more flexible.

Today’s Pre-sales and Delivery resources & Business Centers , will merge into a Competence Center under a Head of Operations with responsibility for Business Delivery, Supply & Logistics and Spare Parts.

Each of the 10 Regions will have one Competence Center, organized in competence domains, which can be spread over different geographical locations within the region. People will be staffed on sales engagements and delivery projects, all governed by the same global processes, methods and tools. Current Frame Works in Business centers will expand to include sales and product competence such as Jobs, Roles Domains, Time Reporting etc. This model will enable simplicity in governance, skill and scale to sell and deliver full portfolio, as well as clear responsibility based on Customer and Market needs, everything in order to sell and deliver more.

All staff in the Competence Center will book time on sales engagements and delivery projects. Incentive structures to drive sales and delivery will be put in place. Due to current geographical spread of competences, some Regions will be over-staffed and some Regions under-staffed. This unbalance will be handled through global guidance.

There will be no change in ownership of global processes or tools, methods and processes. The ownership will belong to Global Services.

The new regional set-up will be fully operational from June 30 the latest and it is of outmost importance we don’t loose focus on current customer engagements!

We are doing this change in order to put our customers first – to sell more, increase speed and flexibility in business and simplify our ways of working internally and with our customers.

This is so in line with what I said in my previous letter, that we will take the Services’ business into the next phase. We will combine entrepreneurship with business mind and build on the strength and experience that we have. We will keep on innovating in all services areas and work even closer to our customers showing the extra value that only we can give them.

There are quite many business opportunities out there. However, we have to be very careful and selective when it comes to our approach. While Competein is committed to United states and is here to stay (as we have done since 1962), we have to be very clear with our strategy towards existing and upcoming business opportunities; we have to make profit in order to survive and to sustain. Therefore, we should have a healthy mixture of break-in and profitable sales opportunities.

Competein has to evolve as a strong sales organization. Every single employee within Competein is encouraged to take part in it and to assist in the sales. How could that be possible? Well, in a number of ways. One is the impression that our surrounding gets from each one of us, i.e. quality, professionalism, result orientation, commitment, attitude, and walking the extra miles. Another is through reducing our costs by thoughtfully considering the cost consequences of everything that we do, i.e. lower costs enables lower prices to the customers and thus provides bigger chances to win new business. Yes another way is to identify sales opportunities and to share ideas – even controversial ones – to address those opportunities. Become an Competein sales colleague! Help us to sell!

During the past month, we got few new projects with ASM thanks to exceptional work of ASM KAM Team. At the same time, the Roggers KAM Team has been in extensive and intensive negotiations with Warid regarding extension of Managed Services and System Support. Multimedia & System Integration department has also done its tremendous share of efforts to assist selling and marketing a number of Value-Added Services to some mobile operators. Meanwhile, Strategic Accounts & Business Development Team has had a very busy agenda with various customer meetings, customer presentations, as well as preparing solutions to a number of major tenders for prospective customers. The price competition is severe, though.

During October, we did set the sales targets for 2010, which we submitted to the Market Unit and to the Business Units for consolidation and evaluation. When preparing the sales targets, we considered various market development scenarios with customers and non-customers within wireless sector, e.g. consolidated operators, new operators, and unchanged operators. We also considered sales opportunities within wireline and governmental sectors.

Customer Satisfaction Survey 2009

Customer Satisfaction Survey 2009 started few days ago. The survey will conclude on December 17th.

Through this survey, our customers can share their opinion about Competein and how they compare us with our competitors. This is a unique and useful opportunity for us to learn about our strengths and weaknesses from the eyes of our customers. This way, our customers give us a valuable chance to improve our ways of interacting with them. We should grasp this chance and ensure that we enhance ahead.

Nothing is perfect, but everything can get better.

Dialog 2009

The Dialog Survey concluded this week. Competein participation rate was 95%. This is an excellent score, showing your engagement and care about the organization. The results will help us to ensure that the organization is aligned with Our Ways of Working and Our Ways of Leading. As we strive to create a more forward-looking Competein that is better prepared for the challenges ahead, Dialog results will help us in that process. Creating value for our customers begins with us knowing ourselves and providing an efficient organization as well as systems that serve as adequate tools for you to perform at your best.

Please, accept my sincere gratitude for taking your time participating in Dialog Survey 2009! As soon as the results are available, we will share them with you to define required action points to address possible shortcomings. Thank you again!

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