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A consulting lab on developing the schréder salesforce towards a smart service oriented mindset: aligning culture and internal sales support tools for smart services

2026-01-22Dissertação de mestrado Acesso embargado
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authorProfile.emailclaudia.lancha@gmail.com
datacite.subject.fosCiências Sociais::Economia e Gestão
dc.contributor.advisorCasquinho, Constança
dc.contributor.authorLancha, Cláudia Alexandre Santana
dc.date.accessioned2026-04-28T09:09:21Z
dc.date.available2026-04-28T09:09:21Z
dc.date.issued2026-01-22
dc.date.submitted2026-01-22
dc.description.abstractIn the context of Smart cities, Schréder, a Belgian provider of outdoor lighting, is shifting from product-based sales to service-oriented solutions. This consulting project examines how its European sales force should evolve to support that ambition, focusing on Schréder's Smart services. Combining literature review, external and internal analyses, benchmarking, and stakeholder interviews, the study diagnoses organizational and capability gaps and designs targeted initiatives. It proposes an integrated set of recommendations across culture and strategic alignment, employee development, organizational structure and performance management, and outlines a five-year roadmap to guide Schréder’s transition towards a Smartservice-oriented commercial model.eng
dc.identifier.tid204238692
dc.identifier.urihttp://hdl.handle.net/10362/202620
dc.language.isoeng
dc.relationUID/ECO/00124/2013
dc.rights.urihttp://creativecommons.org/licenses/by/4.0/
dc.subjectStrategy consulting
dc.subjectChange management
dc.subjectMindset transformation
dc.subjectEurope
dc.subjectSmart street lighting services
dc.subjectSmart cities
dc.subjectServitization
dc.titleA consulting lab on developing the schréder salesforce towards a smart service oriented mindset: aligning culture and internal sales support tools for smart serviceseng
dc.typemaster thesis
dspace.entity.typePublication
thesis.degree.nameA Work Project, presented as part of the requirements for the Award of a Master’s degree in Management from the Nova School of Business and Economics

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NSBE - MA Dissertations