Publicação
A consulting lab on developing the schréder saçes force towards a smart service-oriented mindset: diagnosing salesforce structure, processes and sales channels for smart service selling
| authorProfile.email | margaridasf03@gmail.com | |
| datacite.subject.fos | Ciências Sociais::Economia e Gestão | |
| dc.contributor.advisor | Casquinho, Constança | |
| dc.contributor.author | Ferreira, Margarida Canoa Casimiro serralha | |
| dc.date.accessioned | 2026-05-04T09:55:13Z | |
| dc.date.available | 2026-05-04T09:55:13Z | |
| dc.date.issued | 2026-01-22 | |
| dc.date.submitted | 2026-01-22 | |
| dc.description.abstract | In 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.tid | 204239109 | |
| dc.identifier.uri | http://hdl.handle.net/10362/202770 | |
| dc.language.iso | eng | |
| dc.relation | UID/ECO/00124/2013 | |
| dc.rights.uri | http://creativecommons.org/licenses/by/4.0/ | |
| dc.subject | Strategy consulting | |
| dc.subject | Change management | |
| dc.subject | Mindset transformation | |
| dc.subject | Europe | |
| dc.subject | Smart street lighting services | |
| dc.subject | Smart cities | |
| dc.subject | Servitization | |
| dc.title | A consulting lab on developing the schréder saçes force towards a smart service-oriented mindset: diagnosing salesforce structure, processes and sales channels for smart service selling | eng |
| dc.type | master thesis | |
| dspace.entity.type | Publication | |
| thesis.degree.name | A 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 |