The document discusses three key factors for successfully implementing an exchange strategy: 1) Identifying the customer and understanding their needs to create products and services that benefit them; 2) Identifying early adopters to help refine the product and pricing; 3) Investing in advertising, promotion, and sales to hold the business accountable for performance goals. It also notes the importance of mutuality and team performance with common goals and approaches. Major criteria for coordinating change initiatives that require control are listed as asset/technology investments, interdependent cross-organization activities, time pressure, and brand vulnerability.

1. Exchange, Mutuality,and Coordination by Mariyanti

2. The Critical Factors Required to Make an Exchange Strategy Succeed

3. Carefully identify the “customer.” Understand custumer needs. Create products and services that answer the cutomer’s question, “what’s in it for me?”

4. Indentify early adopters who can help get “product” and “pricing” right. Set a “price” that requires spesific and personal performance commitment from the costomer.

5. Invest in the “advertising,” “promotion,” and “sales” effort. Hold the “business” accountable for specific performance and change goals.

6. Wich one do you choose??

7. mutuality The Wisdom of Teams(six basic aspecs of the dicipline for real team performance)

8. Small number Complementary skills Common purpose Common performance goals Common working approach Mutual accountability

9. Major Criteria that you need to closely coordinate and control a change initiative

10. Asset/technology investment Interdependent activities spanning the organization Time pressure Brand/goodwill vulnerability

11. Conclusion Readiness and reluctance among the people who matter Use the team performance wherever possible Force yourself to consider the benefits of change from the people you hope to enlist.

12. Start small and continually enlist more and more people to join you taking responsibility for performance and change Prudently deploy and grow your resources Shape a strategy for your initiative that avoid such mistakes

13. Discipline and deciding on the appropriate level of coordination and control. Never give up and always believe you can get the succeed of change

14. Thank You