Fagerström CEO joins us at Business Corner from Paris

Frida Tibblin Citron, leading this week’s Business Corner, asked Carl Johan a few questions that could be interesting for the other member companies participating.

Fagerström Industrikonsult, with long experience in the nuclear sector, had taken a strategic decision a few years ago to diversify the business focus from nuclear, and start working in the Big Science market.

The ambition was to team up with other companies and win contracts for key projects. This strategy enabled a relatively small company to win orders in competition with many bigger players, including a contract from ESO, the European Southern Observatory in Chile. This order opened many doors.

Strategic plan, strategic choices… and a bit of luck in the timing

Frida asked Carl Johan to identify some success factors.

”The most important are to have a strategic plan, to find collaborations with the right actors, and to have a clear view of your strengths and weaknesses. And be bold – don’t be afraid to propose unexpected solutions.

“But I have to be honest – there’s always a bit of luck involved when it comes to timing.”

The ESO order grew out of an informal meeting at the Big Science Business Forum (BSBF) in Copenhagen in 2018. Carl Johan followed up the meeting by contacting a key person at ESO, and this put the wheels in motion.

“Don't sign contracts that you cannot deliver”

“In the Big Science market you must always be on the lookout for new projects, to ensure that you’re well-prepared for when something interesting turns up,” continued Carl Johan. “You have to act quickly, but you must be realistic about whether you can live up to the expectations.

“You must be fully aware of your capacity, so you don't end up signing contracts you cannot deliver. And, of course, you must fulfil the order to the letter – this is crucial to winning new orders.”