The key practices of customer portfolio management (CPM) process in the medical and healthcare B2B industry

The goal of this study is to deepen the understanding of the customer portfolio management process. There are many models for the process, and they are not necessarily exclusive of each other. Consequently, the inclusion of many models might even prove out to be beneficial. Other theoretical framework include the current economical situation and its propose on customer portfolio management. With an understanding of the theoretical models as a background, the empirical part of this study compares Finnish multinational medical and healthcare technology companies’ customer portfolio management practices. The empirical research was carried out with theme interviews held with 11 sales and marketing managers or directors from four different companies. The goal was to discover the most essential practices of the process steps in the companies. The result of this study is that there is a lack of systematic customer portfolio management, but most companies are aiming to improve this in the near future. The most essential practices are analysis of sales, communication level, learning, and commitment to strategy of the focal company. Special characteristics of this industry include large business networks that include customers, professional end-users, institutions, universities, researchers, and key opinion leaders. The management and analysis of this comprehensive network has been seen to be extremely important for this industry.

Analysis of the Change Management Process in a Multinational Company

The purpose of this thesis was to study change management and find out how the theory applies to practise with the help of studying an organizational change process. The goal was to investigate the different ways of the change management and how those could be utilized in practise. The purpose was also to see what kind of tools and information packages for change management the company involved has developed and taken in to use and check if these could have been utilized in the change process studied in this thesis. This thesis was established by studying the theory of change management and interviewing the people involved in the organizational change and the stakeholders. The questions were formed in line with the change management theory. The main theory used was John P. Kotter’s Eight Steps of Change. The study revealed valuable details about change processes in real life and concrete improvement ideas were recognized from the interviews. Overall the people were quite happy with the outcome of the change process. There were also some failures identified in this change process. Most probably those can be avoided in the future if people planning the change are familiar with the company’s new information packages and tools for change management. Change management is a complex area that is still today quite often forgotten by companies. Effective change management can give a huge competitive advantage for a company. Acknowledging that change process is always complex and not easy is already a good step forward in handling change processes. All changes need change management and understanding the way people react on change. A good and efficient change management is the key to make the change process smooth and easier for the people involved.

Transforming Maritime Safety Culture. Evaluation of the impacts of the ISM Code on maritime safety culture in Finland

The purpose of the METKU Project (Development of Maritime Safety Culture) is to study how the ISM Code has influenced the safety culture in the maritime industry. This literature review is written as a part of the Work Package 2 which is conducted by the University of Turku, Centre for Maritime Studies. The maritime traffic is rapidly growing in the Baltic Sea which leads to a growing risk of maritime accidents. Particularly in the Gulf of Finland, the high volume of traffic causes a high risk of maritime accidents. The growing risks give us good reasons for implementing the research project concerning maritime safety and the effectiveness of the safety measures, such as the safety management systems. In order to reduce maritime safety risks, the safety management systems should be further developed. The METKU Project has been launched to examine the improvements which can be done to the safety management systems. Human errors are considered as the most important reason for maritime accidents. The international safety management code (the ISM Code) has been established to cut down the occurrence of human errors by creating a safety-oriented organizational culture for the maritime industry. The ISM Code requires that a company should provide safe practices in ship operation and a safe working environment and establish safeguards against all identified risk. The fundamental idea of the ISM Code is that companies should continuously improve safety. The commitment of the top management is essential for implementing a safety-oriented culture in a company. The ISM Code has brought a significant contribution to the progress of maritime safety in recent years. Shipping companies and ships’ crews are more environmentally friendly and more safety-oriented than 12 years ago. This has been showed by several studies which have been analysed for this literature research. Nevertheless, the direct effect and influence of the ISM Code on maritime safety could not be isolated very well. No quantitative measurement (statistics/hard data) could be found in order to present the impacts of the ISM Code on maritime safety. In this study it has been discovered that safety culture has emerged and it is developing in the maritime industry. Even though the roots of the safety culture have been established there are still serious barriers to the breakthrough of the safety management. These barriers could be envisaged as cultural factors preventing the safety process. Even though the ISM Code has been effective over a decade, the old-established behaviour which is based on the old day’s maritime culture still occurs. In the next phase of this research project, these cultural factors shall be analysed in regard to the present safety culture of the maritime industry in Finland.

Indicent reporting in shipping. Experiences and best practices for the Baltic Sea

Incident and near miss reporting is one of the proactive tools of safety management. By analyzing incidents and near misses and by corrective actions, severe accidents can potentially be avoided. Near miss and incident reporting is widely used in many riskprone industries such as aviation or chemical industry. In shipping incident and near miss reporting is required by the mandatory safety management system International Safety Management Code (ISM Code). However, in several studies the conclusion has been that incidents are reported poorly in the shipping industry. The aim of this report is to highlight the best practices for incident reporting in shipping and to support the shipping industry in the better utilization of incident reporting information. The study consists of three parts: 1) voluntary, shared reporting systems in shipping (international experiences), 2) interview study at four shipping companies in Sweden and in Finland (best practices), 3) expert workshop on incident reporting (problems and solutions). Preconditions for a functional reporting system are an existing no blame culture, commitment of the top management, feedback, good communication, training and an easy-to-use system. Although preconditions are met, problems can still appear, for example due to psychological, interpersonal or nationality-related reasons. In order to keep the reporting system functioning, the shipping company must be committed to maintain and develop the system and to tackle the problems. The whole reporting process from compiling, handling and analyzing a report, creating corrective actions and implementing them has to be handled properly in order to gain benefits from the reporting system. In addition to avoiding accidents, the functional reporting system can also offer other benefits by increasing safety awareness, by improving the overall safety and working conditions onboard, by enhancing team work and communication onboard and between ships and the land-based organization of shipping companies. Voluntary shared reporting systems are supported in the shipping industry in principle, but their development in the Baltic Sea is still in its infancy and the potential benefits of sharing the reports have not been realized. On the basis of this study we recommend that a common reporting system be developed for the Baltic Sea area which all the ships operating in the area could use regardless of their flag. Such a wider system could prevent some of the problems related to the current national systems. There would be more incident cases available in the database and this would support anonymity and thus encourage shipping companies to report to a shared database more frequently. A shared reporting system would contribute to the sharing of experiences and to the wider use of incident information in the shipping industry.

New Product Development (NPD) Success Factors: A Review of the Literature

This paper reviews the literature on managerially actionable new product development success factors and summarises the field in a classic managerial framework. Because of the varying quality, breadth and scope of the field, the review only contains post-1980 studies of tangible product development that are of a rigorous scientific standard. Success is interpreted as a commercial success. The field has gained insight into a broad set of factors that vary in scope, abstraction and context. Main areas that contribute to NPD success are top management support exhibited through resource allocation and communicating the strategic importance of NPD in the organisation. The right projects need to be selected for investment at the beginning of the process and should be aligned to the organisation's internal competencies and the external environment. The NPD process should use cross-functional teams and a competent project champions. Marketing research competency is crucial, as an understanding of the market, customers and competitors is repeatedly highlighted. Product launch competency was also consistently shown to be important. In terms of controlling the NPD process, strict project gates are required to maintain control.

The Early Phases of Innovation Process - Case: New Wireless E-Business Opportunities in Forest Industry

Tutkimuksen tavoitteena oli soveltaa innovaatioprosessiteorioita käytäntöön konteksti huomioonottaen, koska langattoman sähköisen liiketoiminnan nopeat muutokset, metsäteollisuuden erityispiirteet ja ei-kaupallisuus asettavat erityistarpeita innovoinnille. Painopiste on prosessin aikaisissa vaiheissa, koska ne ovat kriittisiä koko innovaatioprosessin menestymisen kannalta. Tähtäimenä oli löytää yrityssektorille uusia langattomia sähköisen liiketoiminnan mahdollisuuksia, jotka hyödyttävät tutkimuksessa mukanaolevaa yritystä. Tutkimuksessa käytettiin konstruktiivista tutkimusotetta ja metodeina sähköistä aivomyrskyä, tarkistuslistaa sekä GDSS- ja postikyselyä.Tutkimuksen tuloksena on esitetty innovaatioprosessin aikaiset vaiheet kirjallisuudesta, metsäteollisuuden erityispiirteet ja innovaatioprosessisovellus. Lisäksi tämä tutkimus tuotti uusia sähköisen liiketoiminnan ideoita, suoritti niille seulonnan ja kävi läpi alustavan tutkimuksen.

Performance Measurement of the Logistics Process

The objective of the thesis was to create a performance measurement system for the logistics process of a company. In addition, one goal was to make suggestions for improvements based on description and analysis of the process and current measures. The logistics process was described in detail, and the objectives for it were derived from the company strategy and goals. Suggestions for performance measurement system and process improvement were made based on current state analysis. As a result of the thesis, three new performance measures were decided to take into use. In addition, several improvements were suggested to the ERP system to make process smoother. Some of the improvements have already been added to the system and the rest will be added in the near future.

Development of a process for the direct synthesis of hydrogen peroxide in a novel microstructured reactor

Microreactors have proven to be versatile tools for process intensification. Over recent decades, they have increasingly been used for product and process development in chemical industries. Enhanced heat and mass transfer in the reactors due to the extremely high surfacearea- to-volume ratio and interfacial area allow chemical processes to be operated at extreme conditions. Safety is improved by the small holdup volume of the reactors and effective control of pressure and temperature. Hydrogen peroxide is a powerful green oxidant that is used in a wide range of industries. Reduction and auto-oxidation of anthraquinones is currently the main process for hydrogen peroxide production. Direct synthesis is a green alternative and has potential for on-site production. However, there are two limitations: safety concerns because of the explosive gas mixture produced and low selectivity of the process. The aim of this thesis was to develop a process for direct synthesis of hydrogen peroxide utilizing microreactor technology. Experimental and numerical approaches were applied for development of the microreactor. Development of a novel microreactor was commenced by studying the hydrodynamics and mass transfer in prototype microreactor plates. The prototypes were designed and fabricated with the assistance of CFD modeling to optimize the shape and size of the microstructure. Empirical correlations for the mass transfer coefficient were derived. The pressure drop in micro T-mixers was investigated experimentally and numerically. Correlations describing the friction factor for different flow regimes were developed and predicted values were in good agreement with experimental results. Experimental studies were conducted to develop a highly active and selective catalyst with a proper form for the microreactor. Pd catalysts supported on activated carbon cloths were prepared by different treatments during the catalyst preparation. A variety of characterization methods were used for catalyst investigation. The surface chemistry of the support and the oxidation state of the metallic phase in the catalyst play important roles in catalyst activity and selectivity for the direct synthesis. The direct synthesis of hydrogen peroxide was investigated in a bench-scale continuous process using the novel microreactor developed. The microreactor was fabricated based on the hydrodynamic and mass transfer studies and provided a high interfacial area and high mass transfer coefficient. The catalysts were prepared under optimum treatment conditions. The direct synthesis was conducted at various conditions. The thesis represents a step towards a commercially viable direct synthesis. The focus is on the two main challenges: mitigating the safety problem by utilization of microprocess technology and improving the selectivity by catalyst development.

Development of the Acoustic Emission Based Diagnostics Concept for the Rotary Lime Kiln

Reaaliaikainen, ennakoiva kunnonvalvonta on erittäin tärkeä osa modernin tehtaan tai tuotantolinjan toimintaa. Diplomityön teettäjä haluaa edelleen kehittää akustiseen emissioon perustuvaa kunnonvalvonta järjestelmäänsä, jotta siitä olisi enemmän hyötyä asiakkaalle. Diplomityö sisältää johdannonakustiseen emissioon ja akustisiin emissio sensoreihin. Työn tavoitteena oli kehittää päätöksentekojärjestelmä, jota käytettäisiin työn teettäjän valmistamien sensoreiden antaman tiedon automatisoituun analysointiin. Työssä on vertailtu kolmea eri ohjelmistotoimittajaa ja heidän ohjelmiaan, ja tehty ehdotus hankittavasta ohjelmistosta. Lisäksi työssä on kehitetty ohjeita, joiden avulla ohjelmisto ohjelmoidaan tuottamaan reaaliaikaista tietoa ja huolto-ohjeita sen käyttäjille. Lisäksi työssä annetaan ehdotuksia kunnonvalvonta- ja päätöksentekojärjestelmän edelleen kehittämiseen.

management as a part of product lifecycle management

Tässä työssä käsitellään maailmanlaajuisen paperi- ja sellutehtaille laitteita toimittavan yrityksen Andritz:in dokumenttien hallintaa, keskittyen lähinnä yrityksen service- liiketoiminnan ja tuotteen elinkaaren hallinnan tarpeisiin. Tarkoituksena on selvittää kuinka aikaisemmin yritykselle muihin tarkoituksiin valittu dokumenttien hallinta-järjestelmä sopii Service-liiketoiminnan tarpeisiin. Työ perustuu kirjallisuutteen sekä tekijän työn ohella sekä haastatteluin keräämään näkemykseen liiketoiminnasta tällä alalla. Työssä käsitellään yleisellä tasolla dokumenttien hallintajärjestelmiä, niiden rakennetta ja perusominaisuuksia, sekä esitellään markkinoilla olevia erityylisiä ratkaisuja. Työssä esitellään myös Andritz:in dokumenttien hallinnan nykytilaa, tuotteen elinkaaren päävaiheet, dokumenttien hallinnan merkitys niissä ja nykyisin käytössä oleva dokumenttien hallintajärjestelmä. Näiden rinnalla pyritään tuomaan esille Service- liiketoiminnan erityispiirteet ja tarpeet dokumenttien hallinnalle niiden kannalta. Työhön on sisällytetty myös käytännön esimerkki dokumenttien hallinnasta suuressa käynnissä olevassa projektissa. Projektissa käytetään dokumenttihotelli palvelua dokumenttien projektin aikaiseen hallintaan. Hotellissa olevat dokumentit tulee siirtää myös Andritzin omaan järjestelmään, tämä siirto on tehty osana työtä.

Ammatillisen osaamisen johtamisen haasteet hajautetussa asiantuntijaorganisaatiossa Case: Hämeen TE-toimisto

Tietointensiivisessä asiantuntijaorganisaatiossa henkilöstön osaaminen on tärkeä resurssi. Tämän tutkimuksen tavoitteena oli selvittää millaisena esimiehet ja johto näkevät ammatillisen osaamisen ja hiljaisen tiedon johtamisen nykytilan hajautetussa asiantuntijaorganisaatiossa. Tutkielman teoreettisessa osiossa esitettiin aiempia näkemyksiä asiantuntijaor-ganisaation osaamisen johtamisesta ja sen prosesseista. Asiantuntijatyön erityispiirteet, hajautetun organisaation erityispiirteet ja esimiestyön haasteet hajautetussa organisaatiossa otettiin huomioon tutkimuksen kontekstina. Tutkimus suoritettiin laadullisena tapaustutkimuksena asiantuntijaorganisaatiossa. Empiirinen aineisto kerättiin fokus-ryhmäkeskusteluin. Keskusteluihin osallistuivat kohdeorganisaation johto ja esimiehet. Empiiriset tulokset osoittivat, että osaamisen johtamisen haasteita ovat tiedon muuttunut luonne ja organisaation uudenlaiset toimintatavat. Asian-tuntijatyössä asiantuntijan oma vastuu osaamisen kehittämisessä korostuu enemmän kuin ennen ja esimiestyön haasteeksi muodostuukin hyvien olosuhteiden ja mahdollisuuksien järjestäminen osaamisen vahvistumisen tueksi. Tutkielman keskeisenä tuloksena ja toimenpide-ehdotuksena esitettiin osaamisen johtamisen tietoisempaa suunnittelua strategiatyössä. Esimiesten työtä osaamisen johtamisessa voidaan tukea nostamalla osaamisen tason tavoitteet ja keinot selkeämmin strategian tasolle ja selkiyttämällä asiantuntijoiden roolia osaamisen ylläpidossa ja kehittämisessä.

Liiketoimintaprosessien kuvaaminen Corenson kartonki- ja hylsyteollisuudessa

Prosessijohtamisen soveltaminen on käynnistynyt teollisuudessa kovan kansainvälisen kilpailun kiristyessä. Organisaatiot ovat irrottautuneet funktionaalisen toimintatavan yksiköistä ja siirtyneet prosessipohjaiseen toimintatapaan. Tärkeimpänä tavoitteena prosessijohtamisella on oman toiminnan tehostaminen, asiakaslähtöisyys ja jatkuva parantaminen.Tässä työssä teoriaosassa kirjallisuuden avulla esitetään prosessipohjainen toimintatapa eroten funktionaalisesta toimintatavasta ja eteneminen organisaatiossa prosessijohtajuuteen prosessien tunnistamisen ja kuvaamisen kautta. Käytännön osuudessa on tunnistettu Corenson ydin- ja tukiprosessit, kuvattu yksityiskohtaisesti hylsyteollisuuden tilaus-tuotanto-toimitus- prosessi sekä etsitty ko. prosessille mittarit.Työn tärkeimpänä tavoitteena on aloittaa prosessipohjainen toimintatapa Corenson Loviisan hylsytehtaalla vierittäen kuvaustekniikoita ja mittareiden laadintaa muihin yksiköihin. Kaikkien toimintatapojen muuttaminen ja johtaminen prosessimaisiksi tulee viemään organisaatioissa useita vuosia.

Delay reduction in courts of justice – possibilities and challenges of process improvement in professional public organizations

Delays in the justice system have been undermining the functioning and performance of the court system all over the world for decades. Despite the widespread concern about delays, the solutions have not kept up with the growth of the problem. The delay problem existing in the justice courts processes is a good example of the growing need and pressure in professional public organizations to start improving their business process performance.This study analyses the possibilities and challenges of process improvement in professional public organizations. The study is based on experiences gained in two longitudinal action research improvement projects conducted in two separate Finnish law instances; in the Helsinki Court of Appeal and in the Insurance Court. The thesis has two objectives. First objective is to study what kinds of factors in court system operations cause delays and unmanageable backlogs and how to reduce and prevent delays. Based on the lessons learned from the case projects the objective is to give new insights on the critical factors of process improvement conducted in professional public organizations. Four main areas and factors behind the delay problem is identified: 1) goal setting and performance measurement practices, 2) the process control system, 3) production and capacity planning procedures, and 4) process roles and responsibilities. The appropriate improvement solutions include tools to enhance project planning and scheduling and monitoring the agreed time-frames for different phases of the handling process and pending inventory. The study introduces the identified critical factors in different phases of process improvement work carried out in professional public organizations, the ways the critical factors can be incorporated to the different stages of the projects, and discusses the role of external facilitator in assisting process improvement work and in enhancing ownership towards the solutions and improvement. The study highlights the need to concentrate on the critical factors aiming to get the employees to challenge their existing ways of conducting work, analyze their own processes, and create procedures for diffusing the process improvement culture instead of merely concentrating of finding tools, techniques, and solutions appropriate for applications from the manufacturing sector

Toward a-state-of-the-art IR copyright management system: a needs assessment

Presentation at Open Repositories 2014, Helsinki, Finland, June 9-13, 2014