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  • Profitable growth at Qeep - new business established in Germany
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  • Tough actions resoluted in growth for YIT Facility Management

 

Tough actions resoluted in growth for YIT Facility Management

2008-02-01

It is possible to increase turnover with sustained profitability.

When YIT´s Facility Management division started to consult management consultancy Qeep and introduced new results-focused working methods, the turnover of the division increased with 30% and improved the operating result with 25%.

"Since Qeep came into this company we have achieved several important breakthroughs", says divisional manager Klas Johansson. "We increased the number of incoming orders by 40% during 2007. And the agreement stock - an important measure for us - increased by 50 million SEK. We used to sell about 20 agreements per year, but during 2007 we sold over 100."

In the autumn of 2006 the management group met to draw up guidelines for the future and set high goals. The long term goal for the division was to increase the turnover from 360 million SEK to one billion SEK in 2010. According to Klas Johansson they are on their way to succeed.

During 2007 the division increased turnover by 30% and improved the operating result by 25%. The results are impressive - especially considering that at the beginning of 2007 one business area lost a business deal worth some 50 million SEK. Without that the division would have increased turnover by 43% during that year.

To reach the goal all employees needed to understand what was required from them and act accordingly. From the autumn of 2006 until the first quarter of 2008 Klas Johansson and his closest co-workers met with four consultants from Qeep every week. The management consultants directed them towards being extremely results focused. They weren't afraid to question old ways or to raise difficult and highly charged issues. Little by little they confronted all the elements that had been standing in their way to reach the desired result.

This transformation has not been without conflicts. Some employees felt that the consultants from Qeep were too tough in their desire to make progress.

At first there was a lot of 'door slamming'. But confrontation has made them a lot sharper. Not least because it is within the operational teams that greatest success has been achieved. YIT's Public Management business area achieved an exceptional result. During 2007 the turnover increased by 60%, and the operating result increased by 66%.

For more information, contact Göran Solig, partner Qeep AB, cell phone +46 70 572 85 55