up to everything else.”
On the front-end, computer-aided design
systems speed up the design process and the
marketing process too, allowing for more
options, models and customized products…
systems help clarify the
manufacturing process – expert
systems instantly translate drawings
into manufacturing execution
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Computer-integrated manufacturing systems
sort out and guide the whole operations
scheme…electronic data interchange
routines hook the whole lot up to suppliers
and the purchasing process
on the one end…
…and every member of the
distribution channel (from the
wholesalers and dealers to the
on the other.
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The whole system links in real time, as updated
information in the process is simultaneously fed
to almost everyone, regardless of rank or
vertical location in the hierarchy.”
“And if that isn’t enough
information, an army of
independent data vendors are
providing timely, inexpensive data
about everything and everyone
to everyone else.”
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The New Harmonic View
“You can do organizational development
in two years, or you can do it in two hours – take
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The New Harmonic View
Electronic Systems Collaboration
Hardware – Software – Middleware
People Systems Collaboration
Moments of truth – any touch between your
people and people in the value chain
Systems Engineering Collaboration
Second level connectivity
Systems connecting systems
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Supply Chain Operations and Mgmt Systems
Alliance Business Collaboration
Value Chain Collaboration
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IL O OL MS S
Company Value Chain Buyer Value Chain
“A company lowers buyer cost or raises buyer
performance through the impact of its value
chain on the buyer’s value chain.”
IL O OL MS S
Linkages in the Demand Chain,
the Supply Chain, and the Value Chain
You have to assimilate into the business flow.
There is no option. You either fit,
or don’t fit, at a hundred
different interface points
(or thousands). The less
you fit, the more it costs
somebody – time , energy and
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…and that somebody is either the client, the
customer, a supplier, or you.
Multiple negative fits upstream
leads to no contracts.
Multiple negative fits
downstream erodes profits
and leads to loss of contracts.
Assimilation is just as important as
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Competitive Quality Differentiation
Better, Faster, Cheaper
…a Piece of the Pie
Functional Quality Differentiation
Changing the way things are done
…a Piece of a Better Pie
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Differentiation is a science and an art.
As a science, a company differentiates itself
by either adding value or lowering cost
The art is knowing how to do it,
when to do it, and where to do it.
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Dialogue is the lifeblood of sustainable business.
It should be real, it should be rich, and it should
be flowing continually.
The best selling Harvard Business Review
article ever written states that one
of the most significant things
that cause change efforts
to fail is under-communication,
usually by more than a factor of
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Internal Network Communication Flow
External Networking Communications
Continuous Input and Output
“Here’s what I think I think…
What do you think? Maybe
together we can move forward”
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Why Should They Buy From You?
Have you presented a new idea to them lately?
What are your thoughts to best reduce their costs?
Are your complete capabilities known to them? Are they currently
using you? Why or why not?
Do you tell them promptly of new concepts and trends, and also
new ways to use their existing concepts?
What is your approach to quality? Do you know the quality and
the cost-effectiveness of your offerings – or do you just think you
do – or do you assume it is okay unless you receive complaints?
What are you doing to improve the effectiveness and the relevance
of your offerings?
Have you established a record of deliverable reliability with them?
Or with anyone else?
What is your business ethics policy?
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