While cost killing has been spoken about for years, the concept of increasing the added value, where is the main part of the economical challenge for the industry, is almost never addressed.

Four tools are necessary to generate a permanent cultural change in order to improve significantly the profitability of an activity with concrete results within the next few months:

• the Strategic Account Management
• the structure of the offer in a way which allows synergies
• the skills to handle win- win negotiations
• the integrated optimization between the sale and the production programmes