Business models in project-based firms Towards a typology of solution-specific business models
By: KUJALA, Saara
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Contributor(s): ARTTO, Karlos | AALTONEN, Pertti | TURKULAINEN, Virpi.
Material type: 
ArticlePublisher: Oxford : Elsevier, feb. 2010Subject(s): Gestão de Projetos | Modelo de Gestão | Estrutura Organizacional | Desempenho OrganizacionalInternational Journal of Project Management 28, 2, p. 96-106Abstract: Project suppliers are taking increasing responsibility for their customers businesses by servicing and operating their installed base of equipment. Simultaneously, the locus in value creation in the project suppliers deliveries and business models has changed from short-term project deliveries to also include the operation of systems. We analyze five solutions delivered by a power plant supplier firm. The term solution here refers to an offering which includes a project component and an after-delivery service component. We assess the distinctive features in the business models of the solution deliveries. This paper contributes to the existing knowledge by suggesting use of solution-specific business models with six key business model elements and by developing a typology of five solution-specific business models. The typology can also be used for assessing the performance of individual solutions. Our suggestion of a solution-specific business model is especially novel in the research of integrated solutions and business models: although existing literature argues that on a general level a firm can have several business models, prior research has not suggested the use of project-specific or solution-specific business models. Therefore, our finding of solution specificity of business models contributes significantly to the existing knowledge
Project suppliers are taking increasing responsibility for their customers businesses by servicing and operating their installed base of equipment. Simultaneously, the locus in value creation in the project suppliers deliveries and business models has changed from short-term project deliveries to also include the operation of systems. We analyze five solutions delivered by a power plant supplier firm. The term solution here refers to an offering which includes a project component and an after-delivery service component. We assess the distinctive features in the business models of the solution deliveries. This paper contributes to the existing knowledge by suggesting use of solution-specific business models with six key business model elements and by developing a typology of five solution-specific business models. The typology can also be used for assessing the performance of individual solutions. Our suggestion of a solution-specific business model is especially novel in the research of integrated solutions and business models: although existing literature argues that on a general level a firm can have several business models, prior research has not suggested the use of project-specific or solution-specific business models. Therefore, our finding of solution specificity of business models contributes significantly to the existing knowledge
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