- 名称：Managing Performance
- 类型：企业管理
- 大小：94.0 KB
- 更新时间：05-02 19:47:15
- 下载次数：7739次
- 语言：简体中文
- 推荐度：
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《Managing Performance》下载简介
PeterisChiefExecutiveOfficerforamedicalsupplymultinational.Hiscompany
hadjustcraftedanewplantocountercompetitivethreats.Itstressedthe
needtocutcycletimeconcentratesalesonhigher-marginproductsanddevelop
newmarkets.Allinallthiswasaprettyclassicverysoundstrategy.
FourmonthsaftercirculatingtheplanPeterdida“walkaround”toseehow
thingsweregoing.Hewasappalled.EverywherePeterturnedpeopledepartments
—wholebusinessunits—simplydidn’t“getit.”
Firstsurprise:Engineering.Thegrouphadcutproductdesigntime30%meeting
itsgoaltoincreasespeed-to-market.Good.ThenPeteraskedhowmanufacturing
wouldbeaffected.Itturnedoutthenewdesignwouldtakemuch
moretimetomake.Totalcycletimeactuallyincreased.Ourmessageisnot
gettingthroughPeterthought.
Secondsurprise:Sales.Thenewstrategycalledforashift—emphasizehighmargin
salesratherthatpushingproductdownthepipelineasfastaspossible.
ButjustabouteverysalespersonPeterspoketowasmakingtransactionalsales
tohigh-volumecustomers;hardlyanyonewasbuildingrelationshipswiththe
mostprofitableprospects.Salesisdoingjustwhatit’salwaysdonePeter
thought.
……………………
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