Delivering for you
Finding your way into rail
There are three key requirements for a successful entry into rail - Sponsorship, Mentorship and Partnership. Sponsorship should be provided by the client to assist in developing the landing path, removing internal roadblocks and navigating your product or service through the myriad mazes and frequent changes that make up the rail industry. Mentorship should be provided by a trusted, independent partner and consultant who can advise, support, assist and position your company to enable your rail business development. Partnership should be the endgame that the Sponsor, mentor and client work towards to gain long term success. JPL Diversified has unparalleled knowledge and experience of being a mentor, will find you the right sponsors for your journey and understand every step to creating successful rail partnerships. We do not have any competing aims, nor do we wish to take a stake in your intellectual property. Our single aim is to enable your business to fly.
Getting you up and running
We will work with you to develop your rail strategies and plans, developing the necessary program, delivery and sprint plans to get you aligned to your target markets asap. We will coach you to develop your understanding of rail culture and structure. We will ensure you approach any approvals or assurance in the appropriate way to ensure success and are aligned to the culture, norms and standards required. We can set up complete transformation programmes or create simple plans to ensure you are structured to deliver for the rail market. We can programme and project manage any activities required to ensure you deliver in the shortest possible timeframe and act as a conduit between you and the client to ensure that you are always aligned and deliver to client expectations. We will identify key stakeholders, competition and blockers preventing you from making sales and gaining your first foothold in the market and will work with you to develop you unique selling points ready for market growth.
Supporting your growth and development
Once we have got you in a position of having a solid value proposition and are aligned to the needs and demands of the rail industry we will work with you to develop your sales pipeline, working to ensure that Sponsors, users, specifiers, supporters, competition and threats are identified and you have an enabled highway. We will design processes, write standards and challenge roadblocks preventing uptake of your offering and will work with you to develop strategies for growth and development. We will also work with you to create value added services, technology or systems that will enable you to maximise your returns. We will create safety assurance strategies, manage safety cases, write documentation to support technical or business submissions and ensure you are fully aligned with development, delivery, operational and maintenance standards required to enable product sales. We have detailed knowledge of railway technical strategies and always keep up to date on current movements in the market to ensure you are always aligned to the latest business environment.
Case Studies
SME Business Change and Refocus
A technology client with a broad portfolio of businesses wanted to review opportunities for change and growth. JPL:D worked with the client to refocus the company from a contracting entity to a product and service company - moving from a separate set of portfolios to a group organisation able to provide discrete sector services and products to turnkey end-to-end product and project development and thus more able to compete for rail projects. We reinvigorated their portfolio of rail systems and products that were no longer profitable and transformed product development projects to maximise profitability. We aligned them with key technical strategies and stakeholders, and ensured that they targeted areas where budgets, KPIs and need were greatest. The result has been the return to profitability of a suite of products, the development of a number of key products into the marketplace that are creating presence and growth opportunities across a wide portfolio. The change has created an increase in turnover and profitability by better utilisation of talent, a more focussed business and marketing plan targeted toward key strengths/market opportunities and a foundation set of products and services that are being expanded to cover multiple industries, not just rail.
New Product Portfolio Development
Our client was in the process of being commissioned to develop a new remote condition monitoring system for a target industry. JPL:D worked to develop a new vision for the system that would allow the opportunity to create growth across multiple sectors. By focusing on generic functionality, incorporation of the whole development lifecycle into the service offering and linking process and product, a complete turnkey service and product offering was created. This covered elements such as the creation of digital twin capability and process models linked to the target system, building in the ability to create machine learning and analysis to support effective asset management across the life of the target system. The system created was then capable of being made into a product and service portfolio for multiple industries whilst still delighting the original client.
Market Entry Risk Assessment and Management
A client approached JPL:D to provide support for a new venture, expanding from industrial services into the rail industry. The company provided a specialised service and were being encouraged to contract as a second-tier supplier to a Tier 1 maintenance contractor. JPL:D reviewed the requirements, contract and service from a business, techical and safety risk perspective to ensure the client fully understood what risks were inherent in undertaking the contract. The report and mentorship provided as part of the service greatly strengthened the client's knowledge and enabled more intuitive and knowledgable negotiation to take place. In addition to the risk management services, JPL:D also recognised many opportunities for growth and expansion of the contract that were passed to the client and onward to the Tier 1 supplier - creating the opportunity for a much stronger long-term partnership to be developed.
New Rail Market Entrant Rail Transformation and Pipeline Development
A client recommended JPL:D to a technology company to support them with the development of a rail pipeline from a recently approved product. This initial piece of work developed into a long term contract to deliver a business transformation to create a worldwide rail delivery plan. The programme developed covered all aspects of the business, creating the foundations required to develop business over the long term, the structure and approach to winning product sales, stakeholder identification and management, client engagement, standards change and process development, product development pipeline and the service development required to create long term revenue generation from the product base.