Improvus AB

Remember, a consultant can contribute to increased sales

Arne Norlund, Business Segment Manager, AGA Gas AB, Chemistry and Pulp & Paper.

Oxygen, nitrogen, hydrogen, and carbon dioxide are included more and more in processes used by the chemical and pharmaceutical industries, either directly in the process itself or indirectly to refrigerate or purify. AGA Gas AB manufactures and markets industrial gases and special gases, as well as process applications/technologies for improved production efficiency and safety.

What is important for you in choosing a subsupplier/consultant?
"For us, a consultant serves as an extended arm. This is why we use only consultants that are well-acquainted with our processes, which is to say, requiring no learning curve other than a careful project study together with me or with someone else in our department".

Do you do like many other companies these days, that is, prefer to buy expertise rather than employ personnel?
"A few years ago, we were able to detect a trend in Swedish industry to out source certain work, especially in the field of engineering. I think many have changed their minds about the usefulness of outsourcing too much of their core business to others. A solid foundation of in-house expertise is needed in a company—among other things, to bring about long-term competitive advantages. At the same time, we’ve had a lot of benefits from using consultants for some jobs, so everything is a matter of maintaining the right balance".

Are some projects more suitable than others when using consultants?
"That’s difficult to answer, but, of course, where cutting-edge expertise is needed. I head the customer segment for chemistry and pulp and paper at AGA Gas. In this, it may be a matter of rather complicated purchasing and negotiating processes on the part of our target groups. When we, then, receive an order, we naturally want to start immediately on allocating personnel resources. For this, we have made good use of Improvus, which has been able to respond on short notice".

You have turned to Improvus, for instance, for project management to handle one of your customer projects. This involved the upgrading of a control system for a petroleum customer. What do you think was important for success?
"To be able to constantly maintain a project structure and, also, to keep looking forward".

Can you explain more fully?
"Well, first of all, a project description serves as the foundation, one that the customer has approved along with the bid. For this type of job, the customers tend to see—as the project is carried out—new possibilities, which subsequently leads to upgrading the original target plan. And, this is something that we naturally favor. At the same time, it is utmost important that the consultant not become speed-blind, but instead, keep focused on the primary project structure and, privately, alter both the original project description and the cost estimate, and, not least, inform the customer".

What were the results?
"The entire project was a great success. And, much to the credit of the way Improvus worked, we ended up with a customer who understood and accepted the additions and changes that continually took place".

Another project that Improvus was involved in was to hold safety courses about handling gas. What was important to succeed in this?
First of all, Improvus produced documentation that was intended for general use, in this case for the pharmaceutical industry. The courses are quite short, so it was a matter of giving certain information priority and, also, of being able to teach this effectively. It is clear that such a project could only be carried out by someone well acquainted with our business, and being able to convey it. It should be said that this type of project can generate increased sales for our other business sectors as well. Consequently, it’s a matter of the consultant having a feeling for and being able to recognize the customer’s needs.

Are you good at providing feedback and in getting feedback from your consultants once the job is finished?
"I, myself, have past experience as a consultant with the ÅF Group, so my experience tells me that if anyone is to survive as a consultant, keeping in good contact with the customer is essential. Here, too, you have to have certain routines and rules internally that apply to all consultants—a sort of internal quality assurance".

Link to AGA Gas AB
Read Peter Hardmeier’s interview
Read Sven Åke Johansson's interview
Read Fredrik Lidén’s interview

Improvus AB, Dalénum 11, SE-181 70 Lidingö, SWEDEN, Phone: +46 (0) 8 731 71 17

Improvus AB, Dalénum 31, SE-181 70 Lidingö, SWEDEN, Phone: +46 (0) 8 731 71 17