Annual Report 2006 - BTS

6. Offer solutions and IP – not sell timeBTS’ prices are generally fixed and not set perunit of time.BTS capitalizes on its IP (Intellectual Property)– creating recurring revenues and licenserevenues striving to increase their share oftotal sales.7. Network-oriented sales and marketingBTS continuously increases the quantity andimproves the quality of resources dedicated toclient contacts and sales. These are key driversof growth for BTS.Our priorities:1. Existing clients and account management2. New targets generated through the networkof existing clients3. Qualified new targets that can profit from ourcompetitive advantages8. Value chain – Focus on strategicassets and high valueBTS owns and sources internally• IP• Customization• Client contacts• High level/critical deliveryBTS uses independent resources and contractors– to gain access to expertise and for optimalresource planning – in order to maximizequality and productivity.BTS builds partnerships in order to get accessto customers and combine capabilities.9. One company – One best practiceBTS has detailed processes and best practiceexchange to ensure compatible methodsthroughout the Group – leveraging the company’sknowledge and increasing productivity.We deliver well-coordinated and integratedservices across the globe.We combine two approaches:• Create a pull for communication andlearning• Provide a knowledge management systemwith easily accessible information, checklistsand “how to”.10. Innovate! And develop close to thecustomerBTS invests in development to cover key needsof our clients and to provide the best solutions.BTS develops existing and new solutions injoint projects with clients to secure an effectiveand client-needs driven innovation.11. The people and the company spiritBTS professionals are all very visible to theclient and the spirit is a main driver of clientsatisfaction. BTS emphasises a positive andprofessional company culture expressed in sixcore values.Recruitment, development and motivation ofour people – creating business-focused highperformers throughout the organization – is akey driver of growth.Our Mission:We partner with our clientsto accelerate change andimprove business results.BTS Annual report 2006 7