Developing the sales processes of functional safety

Abstract

Functional safety is used in process industries to protect employees, property, and the environment. It consists of active safety functions that bring the process to a safe state in case of a hazardous event. The IEC 61511 focuses on the safety life cycle approach, and the whole life cycle needs to be managed. Functional safety management ensures that roles and responsibilities are identified and correct work is done.

The purpose of this study was to identify issues faced during the functional safety sales process and, secondly, how those affect project implementation and functional safety management. The study was initiated by AFRY Finland Oy, which provides engineering and consulting services to the process industry. They wanted to enhance their functional safety sales process.

The theoretical framework of the thesis focuses on sales and functional safety, which serve as the basis of this thesis. The research part of this thesis investigates functional safety sales, project issues, and functional safety management in projects. The research was qualitative, and interviews and surveys were used to collect the data. The collected data was analyzed by thematic analysis, and the results were analyzed against the research questions.

Based on the research results, sales process preliminaries were developed to enhance the company's future sales. Suggested proposals were made to create internal training for sales and project management personnel. A sales scope list was developed to support the IEC 61511 safety life cycle. Thesis results and proposals were handed to be further developed and integrated into the company's processes.