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This thesis examines the dynamic landscape of change management within the business sector,
specifically focusing on the Business Unit Services Energy South (SES) and Services Energy North (SEN)
at John Cockerill. Historically, SES has been engaged in managing large-scale structured projects while
SEN has specialized in rapid-response incident handling. Recent strategic decisions have led to the
proposed fusion of these units by the end of 2024 to leverage their complementary strengths and
create a more unified service offering.
The primary objective of this study is to analyze and enhance the commercial strategies of these
business units by implementing and optimizing commercial tools. The integration of these tools aims
to address and streamline internal business processes, thereby improving efficiency and service
delivery. This transformation involves a careful examination of existing tools, identifying their
limitations, and deploying new ones that meet the specific needs of the combined entity while
adhering to internal regulations.
The anticipated outcome of this study is to establish a model for successful integration of business
units within John Cockerill, potentially setting a standard for similar transformations within the
industry. This thesis provides a detailed blueprint for strategic development, aiming to significantly
enhance the operational capabilities and competitive positioning of the business units involved.

Optimisation --- Business Unit --- Stratégie --- Outils commerciaux --- CRM --- Outils de reporting --- PowerBI --- Customer Centricity --- Sciences économiques & de gestion > Stratégie & innovation --- Sciences économiques & de gestion > Gestion de l'entreprise & théorie des organisations --- Sciences économiques & de gestion > Marketing