How can I turn my company's operations into a competitive advantage?
How can I turn my company's operations into a competitive advantage?
How can I turn my company's operations into a competitive advantage? and What are the best ways to run my supply chains?
Ramesh Malani
L'Entrepreneur En Residence at Foundation
Washington D.C.
My Response
Given the growing recognition on the part of senior executives that supply chains are a key element of an organization's competitive advantage, like the old song Love and Marriage, you definitely cannot have one without the other.
And like any relationship, there are levels of complexities, which involve multiple stakeholders both within and external to the enterprise itself.
Unfortunately, one of the most critical relationships is also the one in which there is the greatest level of disconnect. I am of course referring to Finance and Purchasing, and more specifically, how to bridge the communications gap between the two. In fact this was the title of an article that I wrote earlier this year based on a study that found that 73% of all savings claimed by the purchasing department are discounted as being invalid by the CFO. As a result of the significant reduction, the perceived value of the supply chain to the enterprises profitability and competitive advantage was also diminished substantially.
Since finance departments continue to be the corporate world's official "scorekeepers," it makes sense that this area be the starting point in terms of answering your question. To this end, I am pleased to provide you with a link (contact author for details) to a recent article titled Is There a Difference Between Purchasing and Procurement. Besides the article, pay particular attention to the corresponding resource links at the conclusion of the piece.
Once you have considered the practical implications associated with the very real-world financial aspects of your question, I would then suggest that you consider the strategic elements through another article titled A Dichotomy of Perspectives: A Discussion on Forrest Breyfogle’s New Book on Integrated Enterprise Excellence (available through this site or the author).
Collectively, this should provide you with a unique perspective on a subject that is becoming increasingly important both domestically as well as internationally.
How can I turn my companys operations into a competitive advantage - To learn more about this author, visit Jon Hansen's Website.
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Network Member Question
How can I turn my company's operations into a competitive advantage? and What are the best ways to run my supply chains?
Ramesh Malani
L'Entrepreneur En Residence at Foundation
Washington D.C.
My Response
Given the growing recognition on the part of senior executives that supply chains are a key element of an organization's competitive advantage, like the old song Love and Marriage, you definitely cannot have one without the other.
And like any relationship, there are levels of complexities, which involve multiple stakeholders both within and external to the enterprise itself.
Unfortunately, one of the most critical relationships is also the one in which there is the greatest level of disconnect. I am of course referring to Finance and Purchasing, and more specifically, how to bridge the communications gap between the two. In fact this was the title of an article that I wrote earlier this year based on a study that found that 73% of all savings claimed by the purchasing department are discounted as being invalid by the CFO. As a result of the significant reduction, the perceived value of the supply chain to the enterprises profitability and competitive advantage was also diminished substantially.
Since finance departments continue to be the corporate world's official "scorekeepers," it makes sense that this area be the starting point in terms of answering your question. To this end, I am pleased to provide you with a link (contact author for details) to a recent article titled Is There a Difference Between Purchasing and Procurement. Besides the article, pay particular attention to the corresponding resource links at the conclusion of the piece.
Once you have considered the practical implications associated with the very real-world financial aspects of your question, I would then suggest that you consider the strategic elements through another article titled A Dichotomy of Perspectives: A Discussion on Forrest Breyfogle’s New Book on Integrated Enterprise Excellence (available through this site or the author).
Collectively, this should provide you with a unique perspective on a subject that is becoming increasingly important both domestically as well as internationally.
How can I turn my companys operations into a competitive advantage - To learn more about this author, visit Jon Hansen's Website.
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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