Creating value by delivering integrated solutions

This paper examines how suppliers of complex capital goods are moving into the provision of integrated solutions – unique combinations of products and services that address a customer’s specific business problems. Integrated solutions providers need to develop or acquire new capabilities as they shift from being product- or service-centric to customer centric. Integrated solutions projects extend the traditional life-cycle to include pre-bid and post implementation activities requiring innovative approaches to creating value for suppliers and their customers.