It provides extra leverage...

Peter Hardmeier, Industrial Segment Manager, Pulp and Paper and New Business Ventures, at Linde Gas, consults Improvus regarding a number of large-scale projects.

What is important for you in choosing a subsupplier/
consultant?
"I would prefer to ask instead; how do we get satisfied customers? We see constantly increasing demands from our customers—everything from short delivery times and price squeezes to quality assurance and more. That’s our typical workday, and it’s a matter of demands that we have to meet—we have to constantly work to improve ourselves. This is when consultants serve as a good complement."

In what way?
"Well, through the extra leverage we get from the specialist expertise and intense engagement—as well as other conditions—that I demand of the consultants we hire. And here, with regard to the consultants at Improvus, I can say that I’ve seldom been disappointed. They have displayed the energy and initiative we need."

Can you mention a few examples?
"The complexity of the processes, plants, and machinery that are supplied increases along with the advances in technical development that take place. On the one hand, this results in a boost in productiveness for our customers, but on the other hand, it requires clearer, more explicit explanations as to how the processes and equipment function. It’s not so much a matter of the amount of information, but more a matter of documentation competence for the target group. It is here that Improvus has demonstrated vigor through its work methods and by simply carrying out documentation and—on many occasions—even training our customer’s personnel."

Are some projects more suitable than others when using consultants?
"It might seem that a big company like Linde should be able to better exploit in-house expertise across business borders. And, this is done, of course. But I have need of lengthy lead-times from the first meeting with a customer to delivery—and not the least follow-up. It’s precisely in such cases that a consultant proves to be the best choice, because I know that I will have recourse to proper solid-core expertise, not to mention a total commitment during the project interval."

You recently engaged Improvus regarding the delivery of a process plant for the paper industry. What is important in order to succeed there?
"First of all, we employ rather typical purchasing processes, whereby the customer uses extremely precise purchasing protocol, with a clear demand picture. This is something that is naturally good for all concerned. Being able to deliver on time plays a vital role, and here is where I feel secure in turning to Improvus to head the project right down to the finishing line."

Are you good at providing feedback and in getting feedback from your consultants once the job is finished?
"There is always something that needs to be changed, but—considering the ongoing contact that we have—I see no problems."

Link to Linde Gas, Pulp and Paper
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