The connected corporation: how leading companies win through customer - supplier alliances
Gespeichert in:
| Beteilige Person: | |
|---|---|
| Format: | Buch |
| Sprache: | Englisch |
| Veröffentlicht: |
New York, NY [u.a.]
Free Press
1995
|
| Schlagwörter: | |
| Links: | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=007326401&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| Umfang: | XXII, 343 S. |
| ISBN: | 002919055X |
Internformat
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Datensatz im Suchindex
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|---|---|
| adam_text | CONTENTS
TABLES AND FIGURES xi
INTRODUCTION xiii
The Research Agenda xiv
Key Firms: Motorola, Marks Spencer, Chrysler,
and Philips Consumer Electronics Company xv
Benchmarking Customer Supplier Alliances xx
How to Use This Book xxii
1. CUSTOMER SUPPLIER ALLIANCES:
UNLOCKING THE POTENTIAL 1
Competition Is Driving Firms to Integrate 4
Hallmarks of Powerful Customer Supplier Alliances 5
Common Myths and Misunderstandings 11
Pitfalls on the Road Ahead 12
2. GETTING STARTED 14
Objective: More Customer Value 17 /^
When to Use Alliances 19
Choosing Customers for Alliances 20
What to Allocate to Suppliers 24
Choosing Suppliers for Alliances 26
Competitors as Supply Partners 33
Working with Internal Suppliers 34
Committing to the Long Term 35
3. CONDITIONS FOR HIGH PERFORMANCE 37
Using Focused Competition 39
Always Have a Market Benchmark 42
Sole, Single, or Dual Source ? 44
vii
viii CONTENTS
Reducing the Supply Base 53
Earning Suppliers Commitments 59
4. PRACTICES FOR JOINT CREATIVITY 70
Set Clear Objectives 70
Begin Early, Avoid Constraints 72
Share All Relevant Information 73
Protect Each Firm s Ideas 75
Build Interfirm Teams 78
Share Applicable Experiences 80
Plan an Expertise Overlap 81
Challenge Each Other s Thinking 82
Think in Terms of Systems 82
Define a Clear Interface 83
5. COOPERATING FOR MORE VALUE 86
Quality Is the Foundation 87
Combining for Design and Development 88
More Powerful Competitive Strategies 102
For the Most Benefits Take a Wider View 104
6. COOPERATING FOR BETTER TIMING AND COSTS 106
Joining to Compete with Time 107
Inventory Management that Beats Just in Time 114
Cutting Costs Together 120
7. SUPPLY BASE MANAGEMENT 130
Objectives Based Performance Measures 131
When Suppliers Have Problems 141
Introducing New Suppliers 143
Strengthening the Supply Base 145
Keep Focusing the Supply Base 153
8. MANAGING CONTINUOUS IMPROVEMENT 154
Sourcing Strategies for Supplier Management 155
Strategies for Integration and Unique Design 157
Choosing Suppliers for Unique Designs 163
Using Premiums and Penalties 164
Contents ix
9. BUILDING TRUST AND HIGH PERFORMANCE 166
Make Connections at All Levels 167
Constant Communications Avoid Trouble 174
Seek Root Cause Solutions 175
Have Clear Rules of Engagement 176
Maintain a Fair Balance 177
Make Fair Demands 178
Build a SpiritjoiCommunitv 179
Introduce New Programs Together 180
Coordinate Long Term Alignment 181
Developing Trust Between Firms 185 ^
10. ORGANIZING THE INTERFACE 192
A Focused Organization for Each Customer 192
Structuring to Be Consistent with Suppliers 202
The Pros and Cons of Co—Location 212
Customer and Supplier Advisory Boards 123
11. LEVERAGING THE CORPORATION 220
Balancing Corporate and Business Unit Interests 221
Creating Value Across Business Units 226
Global and Multi Site Alliances 231
12. NEGOTIATION BETWEEN PARTNERS 243
Setting Stretch Targets 244
Reaching Agreement While Avoiding Damage 247
When Partners Disagree 255
No Room for Bargaining Power 257
Eliminating Contracts 257
13. SUCCESSFUL ALLIANCE PRACTITIONERS 263
People, Performance, and Management 264
Maintaining Continuity for Alliances 269
External Alliances Need Internal Alliances 273
Building Durable Alliances 276
Reducing Not Invented Here Behavior 279
S Top Management Leadership Is Essential 284
j
x CONTENTS j
14. VALUE CHAINS AND ALLIANCE NETWORKS 289
Value Chain Management 290
Promoting Cooperation Between Suppliers 297
Linking Rival Firms 301
Gaining the Power of a Committed Supply Base 302
Branded Goods and Value Chains 304
Frontiers of Value Chain Development 305
Using and Managing Alliance Networks 308
The Limit on Alliance Performance 312
NOTES 315
INDEX 327
A NOTE OF THANKS 341
ABOUT THE AUTHOR 344
TABLES AND FIGURES
M S and Competitors: Ten Year Profit Margins xviii
Alliances Versus Market Transactions 18
Traits of Customers that Make Poor Partners 22
Choosing Supply Sources 24
Comparing Benchmarking and Focused Competition 44
Sourcing Definitions 45
Kinds of Supply Arrangements 54
Encouraging Suppliers to Excel 68
Risk Sharing By Customer and Supplier 69
Invention and Disclosure Guidelines 79
Customer and Supplier Performances in Isolation 83
Customer and Supplier as One Connected System 83
Practices for Joint Creativity 84
Example of Motorola s Spider Chart for Automated Factory Technology 98
Example of Motorola s Spider Chart for Cartesian Robot Technology 99
Cooperating in Design and Development 103
Reaching Together for Advanced Technology 104
Sources of Joint Time Reduction 114
Costs of Changing Supply Partners 123
Alliance Cost Reduction Sources 128
Metrics for Supply Alliances 136
Ratings for Supply Alliances 141
Guidelines for Customer Supplier Links 151
Continuous Improvement Practices for Working with Suppliers 163
Building Trust Between Partner Firms 190
Comparing Interface Structures 196
Comparing Central and Local Design 226
Managing Alliance Continuity 272
Reducing Not Invented Here Behavior 285
Promoting Cooperation Between Suppliers 301
xi
|
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| indexdate | 2024-12-20T10:03:45Z |
| institution | BVB |
| isbn | 002919055X |
| language | English |
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| physical | XXII, 343 S. |
| publishDate | 1995 |
| publishDateSearch | 1995 |
| publishDateSort | 1995 |
| publisher | Free Press |
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| spellingShingle | Lewis, Jordan D. The connected corporation how leading companies win through customer - supplier alliances Alianzas estratégicas (Negocios) - Estudio de casos - Estados Unidos Compras en la industria - Estados Unidos - Administración - Estudio de casos Lieferant (DE-588)4167639-7 gnd Strategische Allianz (DE-588)4274322-9 gnd Kunde (DE-588)4114330-9 gnd |
| subject_GND | (DE-588)4167639-7 (DE-588)4274322-9 (DE-588)4114330-9 (DE-588)4078704-7 |
| title | The connected corporation how leading companies win through customer - supplier alliances |
| title_auth | The connected corporation how leading companies win through customer - supplier alliances |
| title_exact_search | The connected corporation how leading companies win through customer - supplier alliances |
| title_full | The connected corporation how leading companies win through customer - supplier alliances Jordan D. Lewis |
| title_fullStr | The connected corporation how leading companies win through customer - supplier alliances Jordan D. Lewis |
| title_full_unstemmed | The connected corporation how leading companies win through customer - supplier alliances Jordan D. Lewis |
| title_short | The connected corporation |
| title_sort | the connected corporation how leading companies win through customer supplier alliances |
| title_sub | how leading companies win through customer - supplier alliances |
| topic | Alianzas estratégicas (Negocios) - Estudio de casos - Estados Unidos Compras en la industria - Estados Unidos - Administración - Estudio de casos Lieferant (DE-588)4167639-7 gnd Strategische Allianz (DE-588)4274322-9 gnd Kunde (DE-588)4114330-9 gnd |
| topic_facet | Alianzas estratégicas (Negocios) - Estudio de casos - Estados Unidos Compras en la industria - Estados Unidos - Administración - Estudio de casos Lieferant Strategische Allianz Kunde USA |
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