In the Customer Value Club on October 15th, 2021, the star guest was Jarno Hacklin, starting CEO of Are, discussing the topic of competitive advantage in the building technology services industry.
Jarno Hacklin has had a steadily rising career of about twenty years at Caverion (formerly YIT Kiinteistötekniikka), in various roles and different markets. In the Customer Value club, Jarno had an excellent opportunity to look at his own industry from the perspective of being ‘in between jobs,’ starting anew.
Jarno admits that in the building technology services industry, companies’ competitive advantage and strong differentiation are weak – everyone is quite similar and offers the same things.
Too often, customer decision-making is purely driven by price rather than delivered value. Fortunately, the market is increasingly witnessing various types of alliance and partnership-based procurement processes that genuinely eliminate sub-optimization, increase value creation, and deepen collaboration among parties.
In the morning session, Jarno and Pia discuss the industry’s challenges and opportunities, and specifically share how they initiated the development of customer value and competitive advantage at Caverion. Measurable competitive advantage became the core of Caverion’s strategy, guiding the entire organization.
Below, you’ll find a recording of the club morning session where Jarno shares insights from that journey, including:
What did measuring competitive advantage mean and provide?
How did the staff, especially those working at customer interfaces, establish the company’s rules of the game?
What does building competitive advantage and changing the culture require from leadership?
The recording is in Finnish.
