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Jeudi 2 avril 2009 4 02 /04 /Avr /2009 10:32

 

 

1)      Starter
2)      Learning roles
3)      Organizing roles
4)      Building roles
5)      Now for tomorrow


1)     
Starter

 

3M defined Innovation as “new ideas, plus action or implementation, that results in an improvement, a gain or profit” which emphasize subtly the fact that implementation is the most important point.

 

Today in a so named crisis phase (to which media add even more crisis) innovation is no more a nice-to-have, it became a must to survive ot a competitive, challenging and diffciult environment. However even if we could think that difficulties is a good ground for innovative ideas to germinate, many companies still react to the crisis by cutting budgets for innovation (as if it would be a luxury) or not exploiting them appropriately. I recently read a book which gives good tips on how to approach innovation in our every day business life, at anytime, at no cost (or limited), whatever is the departmet we belong to, starting with the questioning on how to commit the organisation to Innovation. It’s not only about inventing new products that will radically change our lifes (even if this would be the best outcome) but it is also to generate a mindset change that will drive Innovation. When submitted, the ideas should not be already fully structured; it is even recommended that they are rough to allow to build on further through the diversity of the participants.

 

Based on the observation of successfull Innovative groups, it is recommended - during meetings (even unformal) or projects - to take on different roles to add energy and excitement to the group, keeping in mind that new ideas are coming from everywhere however the challenge is to make them go somewhere. The human dimension is then the major factor. Ten roles were defined and sorted in 3 categories. Of course these roles are not set forever, allocated to one person even if somehow the personality of the participants has a great impact on which roles they will take on.

 

2) Learning roles:

... those who observes, create prototypes and explore what the other departments do, say, act

 

the anthropologist:

has a passion to dig up new insights from each environment in which he is immersed. He thenobserve carefully the “strange foreign” culture without any judgment and watch things as if it would be the 1st time that he sees them. By gathering the VOC (Voice of the Customer), ask open end behavioral question (to avoid filtered answers due to personality, mindset, experience...). This would lead then to other questions trying to understand where the potential discrepancies come from. However this step comes after the observation phase to avoid interpretations.

The anthropologist can be helped by process mapping and video-taping to recorder the progress but also to step back

 

the experimenter

is the one persistent to solve problems, who make drawings, build and test models. Each step they learn something they adapt their model.

 

the cross pollinator

brings together disparate things, taking designs, pratices and concept from one discipline bringing them to another, creating something new from unexpected juxtaposition. He sees the world as a child with intense curiosity, discovering new things, reading new things, meets people with different backgrounds and experiences, travelling to new places, mixing things which might have no link

 

3) Organizing roles:

those who connect and guide people, help to overcome obstacles.

 

the hurdler

for him an obstacle is an opportunity. Close the door, he will go throught he windows, “no” isn’t an answer for him, he is used to face roadblocks and doesn’t care. Rules are challenges, this one is constantly thinking out of the box

 

the collaborator

generates connections among people, encourages, pushes to excellence to reach multifacted and more profitable arrangement,. This one has not the target to get the bigger parts of the pie but to make the cake bigger for everyone. Collective success is celebrated before individual successes.

Collaborative technics:

-         unfocus groups:it is not about putting representative consumers together but to bring the most extreme and creative of them and observing them to learn from their behaviour and arguments in response to the others

-         cross training: train people of one department to the discipline of the other and then confront them

 

the director

is visionary and ambitious, planner and organizer. He guides the people.He starts new ventures and enlists people to work on them. The director knows how to take risk and must exercice leadership. He is the one making innovation possible by providing the resources, he develops goals, establishes criteria for successes, protects the initiative. He needs to create an atmosphere of trust where everyone can speak with honesty and without fear.

 

4) building roles

... those who build physical, psychological, emotional and linguistic strucures to nurture innovation

 

the experience architect

presents the ideas by appealing to the senses. He is interested in aesthetic pleasure as well as understanding. He is the one who will map a process with the 5 senses reporting what he hears, feels, sees, smells and tastes providing full details (and much more) on the experience than we might initially think

 

the caregiver

does his/her best to provide the best service and put people at ease, understanding their needs. He is the personal touch seeking for individual relationships with the customer who feels that her/his point of view is important and taken into consideration

 

the storyteller

is the one able to build emotional connections by telling stories, explaining things in an inspiring way, reshaping the ordinary into something special, creating meaning. He first learns and observes (as the anthropologist) and then reformulates, expresses ideas in a structured way and then allowing for discussion.

 

the set designer

focuses on making physical space both functional and pleasing, organising the offices, spaces in such a way that people will meet more frequently. He encourages informal talk, mixes people in the same space, frees place on walls to display results and ideas, puts people together according to projects...

 

 

5) Now for tomorrow

The roles being defined, it is time to start to observe, to understand how people (consumers, colleagues, neighbourgs...) use the “product”. It will provide a nearly endless stream of ideas for improvements and further development.

 

 

Source: Book "the ten faces of Innovation" from Tom Kelley, Jonathan Littman

 

Par Corinne - Publié dans : Innovation
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Vendredi 20 mars 2009 5 20 /03 /Mars /2009 16:05

A structured approach to outsourcing decisions and initiatives

by Maurice F. Greaver II, 1999

 

I read this book some years ago and just wanted to check how the mindsets evolved towards Outsourcing. Actually, from my point of view the majority of the points emphasized in the book remain the same, the word itself still provokes fears (maybe even more since the globalization lead to move larger production capacities to low cost countries) and a succesfull outsourcing still requires a careful management process under full control.

However what in 1999 was named a “new management model” is now part of the necessary tools to streamline processes and maintain a competitive advantage on the market. It seems even to be incontrovertible. However, we recently notice that some companies even make the choice to insource again what was outsourced, to produce local and I am convinced that this is now the new trend, the new management model.


1) Outsourcing
2) Fears
3) Why
4) What
5) How
6) Conclusion
 

Let’s go through the book...

 

1) Outsourcing...

helps companies to focus on their core competencies

- is complex, controversial and could be painful

- is a management tool to conduct business

- implies to transfer elements of production as well as decision-making authority (it is no more about owning and controlling its own production)

- is to contract with the best and fastest source of production

 

2) Fears...

are human and excuses not to outsource are common:

- Uncertainty of the planing, of the future, of the real benefits...

- loss of control as well as core competencies

- fears to loose the job or power, fears about the future

- difficulty in reversing an outsourcing arrangement or being locked into inflexible contracts

- risk of failure (what if)

 

3) Why

The process leading to outsourcing brings issues of alignment so it is important to understand and be clear with the reasons why outsourcing:

- organizational reasons to focus on core competencies and increase the flexibility

- to respond to the speed of change,

- to obtain expertise, skills, and technologies not available internally

- reducing investments in assets to invest the money elsewhere and therefore accelerate the expansion

- reduce the costs by using the supplier’s performance, expertise and lower cost strucutre

 

4) What

Individuals: moving specific jobs

Functional: moving a fucntional cost center

Processes

 

5) How

The book explains a 7 steps methodology for a successful outsourcing

1) Outsourcing must be lead as a real project management covering risk assessment (from the project start to the transfer to the suppliers as well as managing it), management acceptance, estimating oppostion, communication plans...

2) Analysis of the organizational structure and exploring the implication of the outsourcing, communicating an appropriate vision to help associates understand that outsourcing helps to strengthens the company core competency

3) Make or buy analysis helping to define target costs and performance which will become the standard against which the supplier will be measured taking into account the impact on the assets

4) RFP/RFQ Process (Request for Proposal / Quote). A precise book of requirements with qualification speadsheet should be established mentioning the reasons to outsource, the specifications, the potential pitfalls, the supplier qualifications, the KPI (Key Performance Indicators), the elements of pricing as well as any other special terms and conditions

5) Negotiation leading to the final elements of the contract

6) Clarify the resources available to manage the transition

7) Manage carefully the relationship

 

This is it!

 

6) Conclusion
Actually, I think we all understood that the success of an outsourcing depends almost entirely on the human factor. It is a cultural change, a change in habits, it means to fight against resistance and it requires the acceptance of the transition at all levels of the company. When the outsourcing process starts, it is also the time to offer the associates the opportunity to retrain, to learn something else. If this step is properly done, then the associates are very proud to transfer their knowledge aquired during years and to commit themselves to other activities.

 

Change must become part of usual business.

 

 

Par Corinne - Publié dans : Purchasing
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Lundi 16 mars 2009 1 16 /03 /Mars /2009 11:58

In business as in life... a nice tale to think about

 

In Ancient Greece, Socrates was known to be really wise. One day, all of the sudden, as the great philosopher was walking down the streets, a man run up to him.

 

"Socrates I have to tell you something about your friend who..."

 

Socrates interrupted him: "one moment... about the story you're about to tell me... did you put it through the three sieves?"

 

"the three sieves? Which three sieves?"

 

Socrates replied: “Actually before I tell all sorts of things on others, I find it worth taking the time to filter what we would say. This is what I call the test of the 3 sieves. The first one is the one of truth. Have you checked if what you were about to tell me is true?"

 

"Well not really, hummmm...  I just overheard it" the man says

 

"OK... so so...you do not know if it's true. Then you need to use the second sieve, the sieve of goodness. What you want to tell me about my friend... is this something good?"

 

"oh no, on the contrary" the man answers.

 

"Hmmm" The wise man says "So you are gonna tell me bad things about him and you're not even sure if they are true. Let's then use the third sieve, that of utility: is it worthwhile to tell me what you're so excited about?".

  

"well not exactly" the man replied.

 

Socrates looked at him and said with a smile "If the story you're about to tell me isn't true, neither good or necessary, then...why do you want to tell it to me?

 

Par Corinne - Publié dans : In business as in life...
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Vendredi 13 mars 2009 5 13 /03 /Mars /2009 10:31

 

Being now manager of a brand (www.cristalange.com) I am currently thinking about the factors helping brands to differentiate from the others. Just read a book around Brand Marketing. Even if the major points are of common sense this book is nicely illustrated by examples showing the strengthes and weaknesses of some famous brands (Starbuck, Nike, Harley Davidson, Apple, VW...) so I just would like here to share with you my take-aways as well as my thoughts around this exciting subject...

1) a brand is your baby
2) all in all the product doesn't matter, it's all about the experience
3) the better the experience is, the best brand advocates your cutomers become...
4) monitoring the brand strength
5) brand integrity and consistency
6) the customer is versatile... innovation is an incontrovertible basis
7) what else?
8) conclusion

 

1) A brand is your baby...

It is of course a nice challenge to give birth to a brand but the main challenge - as all parents worlwide - is to make the brand grow, to protect it and act appropriately according to its essence. It is unique and what makes it unique must be understood precisely before starting anything.

 

2) All in all, the product doesn’t matter, it’s all about the experience!

The success of a brand - which is something intangible - is built on experiences meaning capturing feelings of people, what they think, feel, hear, smell, taste... The brand, wether it is a product or a service, should be connected emotionally with the customers. So one of the most important point while building a brand is to define what you want your customers to experience while promoting your brand. This is what Starbuck and Nespresso did extremely well by building a brand around what was considered as a commodity... they delivered an experience to their customers. I can only remember a personal experience more than 10 years ago while in Washington; suddenly a man rushed out from the subway, I was there, he came to me to ask if I knew where is the closest Starbuck in such a way I had the feeling his life was depending on the fact he would find it or not (maybe it was!). Nespresso did also extremely well by building an experience for their customers: it is no more coffee that customers buy but the sense of belonguing to an exclusive club and the high price they pay for the coffee is the entrance fee to be part of it. These brands do not offer to drink coffee, but to savour and enjoy it, they offer a life style, dedicated boutiques, exclusive areas where the customers feel important. Nespresso opened luxury and design spaces, offers the customers an upscale magazine, personalised mailing, special offers, limited series... it’s all about being connected!

 

3) The better the experience is, the best brand advocates your customers become!

... but if people can make a brand grow rapidly it can also destroy it whenever a mistake is done in the quality of the product, the company strategy ... The customers became part of a community and can exchange around their common experiences but they can be also very  active in communicating their disappointment...

 

4) Monitoring the Brand Strength...

When reaching an inflexion point, the companies have to define what are the real objectives, what is the core substance giving the brand its strength, what they have to do and how they should measure the success of the actions taken. It is then important to understand exactly how the customers perceived the brand, if it is really aligned with the company strategy and if it is what they want to achieve. Monitoring the brand is of utmost importance. This understanding has implications on the market by selecting the product, the packaging, the ads, etc... It helps to define the brand mantra, the one taking into consideration the essential nature of the brand, what bring the parents, the DNA of the “child”, what make him unique

 

5) Brand integrity and consistency...

must be kept while considering the growth... Success is never granted but is is essential to avoid to dilute the brand, polutting it or to compromise on its values or the quality. The company target is of course to make the brand look good... always! The brand should be built around values and these values should be also the core of the organisation’s atmosphere in the company.

   

6) The customer is versatile... innovation is an incontrovertible basis

Co branding can be a way to grow, but there are others as sub-branding, acquisitions, new products in the range, new distribution channels... new, new, new... innovation must be constant as each action is unique and sustainable success cannot be built on a unique effort. Eyes and ears must be kept open , market intelligence is a major component helping to understand the competition, the trends, the influences, the modds, the atmosphere... Even if they propose monthly new coffee aromas, Nespresso was one of the first brand to innovate in mobile marketing (wap, sms, mms).

   

7) What else...

From my point of view this is one of the major weakness of the Nespresso fashion: after people are proud being part of the club, after Nespresso proposed their fair-trade products ( as Nespresso AAA Summercampus et Nespresso AAA sustainable quality program) people will inevitably think about recycling. Actually despite the increasing environmental awareness, the consumers throw daily millions of capsules (even if recyclable aluminum)... but the vicious circle it that we then need to consume to recycle (which is not trendy at all...why not avoiding to waste?).

What if Nespresso would offer a discount or free caps to those who return their empty capsules to shops? this could ensure effective recycling and avoid communities to pay for recycling the million of capsules? (and yes not only the coffee is expensive but we all pay for recycling!)... at the same time perfectly under control and above all in the economical and environmental "trend"


8) Conclusion

The brand of the future should be relevant, simple, fair, humane and natural... the essence will be captured by the heart! But this "heart principle" should not only drive brands... but our lifes (and not only because brands are part of our lifes!!!)


 
 

Source :

A new brand world, 8 principles to achieving brand leadership in the 21st century by Scott Bedbury and Stephen Fenichell

 

Par Corinne - Publié dans : Marketing
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Dimanche 8 mars 2009 7 08 /03 /Mars /2009 11:15

AFTER... Congratulation you have made it !

...but now it starts! The "after" phase is to the negotiation what the week-end if to the week: very important, time to relax and to step back without forgetting that there will be another one soon

 

1) Minutes
2) Debrief
3) Toolkit
4) Summary

Minutes

Needless to say, the points must be written down, the deadlines must be clear. The one who write them has work... but power. Of course, keeping a track with minutes that will be distributed is a must.


Debrief
Debrief is a step which as preparation is unfortunately very often skipped or underevaluated mainly due to time pressure:
What went well and what went wrong?

Why? At which moment? What could have been done better with which expected results
This has to be done with all internal participants (if there were several as each has his/her own sensibility)


Toolkit

  Do not forget to feed your own toolbox to improve the next negotiations. What should be in the toolbox?
- template with the main steps of your negotiations... living document that should be enriched with the different experiences,
- Own positions for exaggerated first offer having the target to test the limit of the couterpart: prepare to react with acceptance, enthusiasm, surprise, disappointment, rejection, offended...
- which behaviour for which time of the negotiation: playing dumb, the broken-record, the silence, the good guy-bad-guy, flattering, number of participants, etc... 
- BATNAs and concessions as well as drawing lines (creating artificial bottom lines and suggesting what is out of discussion)
- Make clear how you can make your counterpart believe that your position can either help him or hurt him,
- Time management tactics: when you want to conclude a deal within a certain period of time. This requires of course having a BATNA ready,
- participants with different authority limits...
- Source plan (purchasing) knowing perfectly the process, the Total Cost of Ownership as well as the competition,
- ROI: ensuring the counterpart understands that you are here to get results and showing your desire taht you expect a return on the time/money spent,
...

As a Summary
... the succesfull negotiator :
- ask questions to control the discussion, understand their counterpart's thinking and position, make them talk so to reduce their thinking time,
- test his/her understanding by constantly reformulating and summarizing
- give general internal information, only facts without any emotion, giving the feeling that he feeds the discussion. However no information is given on his position
- understand before disagreeing, reformulating the facts, events and circumstances before mentioning the points of disagreement which help the other to hear again his logic and argument and maybe agree before te delicate point comes.
- keep things under control before, during and after!

Par Corinne - Publié dans : Negotiation
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