Adding Value To Clients' Revenue Streams In the last few years, we at Dresser-Rand have detailed a number of changes in our evolution from an equipment manufacturer to a relationship-based organization focused on servicing our clients’ total needs for the product life cycle. These efforts have been a direct result of changing needs expressed to us by you, our clients.  Any efforts to develop stronger relationships would fail if the processes and business structure necessary to support such a change were not in place. In order to more effectively reflect your changing needs, we have been modifying our processes, and even our very business culture. These changes reach into literally every segment of the organization, our products and services.  At the heart of this change is D-R’s Business Solutions Team. Business Solutions embraces many of the terms and ideas which nearly any business would espouse… The Big Picture…Forward Thinking…Client Focused. And yet these words and phrases are often so overused in business today that we risk them becoming so cliché as to be meaningless. In reality, the fundamental principle of Business Solutions can be found in a much simpler concept by answering one question: Do we add value to your organization by contributing to your revenue stream?  The change hasn’t been quick, and it hasn’t always been easy. Dresser-Rand has been very successful for more than a century by building strong brand names in equipment for the oil and gas, and energy infrastructure markets. With more than 77,000 units installed, approximately 40 percent of the worldwide base of installed equipment is D-R nameplate. The closest competitor is only approximately half of that figure. So simply changing the perceptions of our clients – and even some of our own people – doesn’t happen overnight.  However, the change has been necessary and beneficial for both D-R as well as our clients. Increasingly, the companies we serve want single-source capability, as well as the ability to streamline their supply chains by integrating several of their operations. In addition, they are always looking for new ways to reduce their cost of equipment ownership by increasing efficiencies and reducing production losses associated with maintenance costs and unplanned outages.  The role of Business Solutions in developing relationships with clients in the new D-R model is multifaceted. Every relationship is unique, and each is based on having a fundamental understanding of the client’s requirements and challenges before we can begin to go to work. At D-R, we’ve become very good at listening to our clients and understanding their specific needs in order to develop the solution which is best suited to those needs.