Capital goods manufacturers as solution providers - Survey on the state of change

The article is dedicated to the empirical exploration of solution providers in the German capital goods industry. A model - consisting of six principles and success factors for solution management - is used to draw conclusions on the relevance and the need for action to manage the transition towards being a solution provider. The answers from 99 medium-sized companies reveal the following results: 1.) The solution concept offers the opportunity to gain competitive advantage 2.) The potential of providing solutions has been recognised, yet the implementation is lagging behind 3.) A consistent solution management process is a prerequisite for success 4.) Appropriate methods and tools are required along the whole process.