| |
| |
|
Networking Information |
|
|
|
Increase Your Sales by 30% Using Internet Collaboration Networks
Small businesses are really excluded from the global economy Small businesses from many different industries, both traditional and hi-tech, have discovered a new way for them to succeed in the "global economy". It involves collaboration on large proposals, R&D and fulfilment of orders assisted by relatively low cost, virtual collaboration technology. Traditionally many small businesses join supply chains centred on larger companies. Unfortunately the companies at the bottom of such supply chains are often treated as commodity players and replaced with cheaper alternatives when the opportunity arises. Some brave small businesses have attempted to "go it alone" by creating sophisticated internet e-business architectures which directly link them to their major customers and partners. However the expense, risk and sheer management effort involved in this approach puts it beyond the reach of most. Virtual Enterprise Networks (aka VENs) give small businesses scale The "third way" which companies are discovering is to join "Virtual Enterprise Networks" or VENs with other like-minded but complimentary businesses to market, sell and deliver collective offers to the market beyond what the individual companies could offer by themselves. In addition these VENs are also undertaking significant collaborative product development work, often in partnership with applied research institutes and universities, which would be beyond the reach of the member companies individually. For example, a group of UK Engineering companies are using the VEN approach to collectively bid for many-million pounds of work per annum from a large European Customer. Like many corporates this customer has a supply chain rationalisation (aka small supplier reduction) programme which would stop them dealing with any of the companies individually. Another example is a group of Swiss component manufacturers who used VENs to move up the value chain away from contract-specific components to branded product solutions in the face of stern cost-based competition from Czechoslovakian companies exporting into their home market. A third example is a group of Mexican manufacturers who used a VEN to support their entry into a new, more sophisticated market (the US). So what exactly is the "Value Proposition" for a VEN? A VEN connects businesses into peer networks that are supported by appropriate technology to give them the capabilities and competitive advantages of global enterprises particularly: · SALES Whilst exploiting their inherent competitive advantages in being able to be more agile in areas such as: · SPEED & RESPONSIVENESS So what are the critical factors for making a VEN a success? All the experience points to four main ones: CSF1. Not over-complicating the technology support! The surprising thing about virtual enterprise networks is that the technology support companies need to get started and win collective new business is neither complex nor costly. When companies are starting to collaborate all they really need is a simple web-based collaboration platform which they can access from their companies (whilst travelling) which allows them to securely communicate, schedule, discuss and work on shared documents. Typically numerous suppliers offer such software as a hosted, pay-per-use service, which requires no software, installed at any of the client PCs. Companies operating in a network also need access to good shared business applications such as campaign management/CRM - these applications must be web-based as networks of small companies do not have shared IT infrastructures. CSF2. Taking "Network Governance" Seriously The biggest concern a customer will have in dealing with a network is who is accountable when things go wrong (and can I sue them if it has to come to that!). Also customers want to treat the network like a single entity not like a collection of different companies. Thus they need to see single point of contact, seamless business processes and common values from a network. This can all be grouped together under the term "Network Governance". Networks, which do not invest in building this typically unravel in their first sales pitch to any large customer once the customer's procurement department starts asking probing questions. "Marriage of Convenience networks" rarely win collective contract work from major organisations. CSF3. Development of Common Collaborative Working Practices A virtual enterprise network is a virtual team. However it is made up of individuals from many different organisations with different ambitions, IT awareness, business cultures many of whom do not know each other well. It is therefore a classic Virtually Networked Team and as such needs to agree the way these people will work together, make decisions, handle conflicts, share information and use the virtual collaboration technology. An aspect of VENs which seem to differentiate them from other forms of networking is the willingness of the members to invest in the development of these shared working practices. Without such practices it is unlikely that trust will grow in the network to the extent necessary to achieve anything significant. The first conflict that happens will probably destroy the network. Strange as it may seem it is sometimes the appearance of the first good business opportunity that destroys a network as members revert to non-collaborative styles with the smell of the money! CSF4. "ABC" Roles The most successful virtual enterprise networks are based around 3 key roles, which can be remembered using "ABC". "A" is for the Architect who knows what the network of companies can (and cannot) deliver. The Architect is also responsible for finding companies to fill gaps in the virtual supply networks needed to deliver specific customer opportunities. "B" is for the Broker who sources potential customer opportunities for the network and then works closely with the Architect to qualify them and configure the right virtual teams to bid. "C" is for the Coach who works with the individuals in the different companies to build trust, design accountability structures, resolve issues, address conflicts of interest and build them into effective cross-company teams. I am sold - how can I get started? Click on this link to access "A 6-week plan for setting up a Virtual Enterprise Network" ===> http://www.bioteams.com/2005/07/24/a_kick-start_plan.html Ken Thompson's shared know-how on the "how-to" of virtual collaboration and successful bioteaming is available free on http://www.bioteams.com
MORE RESOURCES:
networking - Google News |
|
|
|
RELATED ARTICLES
Ten Simple Steps to More Customers with Better Networking Networking is a great way to meet people in a "non-selling" setting. So, don't sell. Value-Added Network A value-added network can be achieved through explicit actions to develop, expand, and promote trusted relationships. One successful example is Thomas Powers, the founder and chairman of ecademy, one of the largest UK-based business networks. Is The Company You Keep Hurting Your Business? When you look at your friends, it's like looking into a mirror. Take the sum of characteristics of the five people you spend most of your time with and you will be the average of that sum. How to be Known Why business relationships are formed with certain people?If you go to a networking meeting and look around the room, can you tell which individuals you would like to converse with? It is likely you will gravitate towards those that are engaged in conversations and have an enthusiasm about them. If you see people sitting around looking like wall flowers, you will not be as likely to find out more about them. Measuring Value for a Networking Group How do you measure a group's worth to your organization?It is sometimes necessary to measure the value of a group. You may be asking yourself why you would want to measure the value of a group whose purpose is business. Four Brainless Self-Promotion Techniques To Avoid Many workers think that their hard work will speak for itself. They quietly do their job and stay late at the office hoping that their boss will notice their efforts. Networking Skills: Arguing in Context If you're fond of a good debate, you know how to annihilate someone else's position in an argument while still somehow managing to keep a friendly rapport with that person. This tactic is frequently used by politicians and lawyers, and one that will no doubt come in handy in online networking. A Vital Habit For Selling Big Ticket Items I hope the title of this article aroused your curiosity! What could this habit be that will help you sell Big Ticket Items?It has nothing to do with copywriting or creating beautiful web pages. But it does have to do with something even more important - building relationships!What is this habit? Well it has many names but the most familiar one is probably is "networking". Success Sentences to Help Combat Conversational Crappiness Essential to your success as an effective, engaging communicator is learning not only what to say, but what not to say. The following guide examines several sentences, phrases and questions that stand in your way of connecting and communicating with confidence. Networking to a New Life Research shows that talking to strangers -- not people in your comfort zone -- is the single most powerful key to a creative career and business move. Yet many people resist. A New LinkedIn Discussion Forum for High Power Dealmakers For those of you interested in international business transactions or the business networking organization, LinkedIn, a new Yahoo groups discussion forum has been created. Several Yahoo discussion groups already exist on the uses and preferences concerning LinkedIn, such as the Yahoo Group forum called MyLinkedin Power Forum (MLPF), but the messages on that forum were biased. It Pays to be Friendly Most small business people do not take advantage of human relationship issues. They do not understand that being nice and friendly, out going and enthusiastic pays high dividends. Networking - Facts to Ponder Right here in Europe, the very last continent to enter into its growth cycle, there is only around 0.5% involved and we are right at the very beginning of our growth cycle in network marketing. Effective Networking The process of finding out about a job, getting interviewed, and eventually receiving an offer for employment starts with networking. By networking I don't mean sending out hundreds of copies of your résumé unsolicited to H. The Answer to Your Worst Networking Nightmare Imagine you just met your ideal client at a networking event. He's friendly, has great ideas and could use a valuable person like you to help grow his business. 5 Ways to Wow People Who Wear Nametags People wear nametags more often than you think. The majority of retail establishments, stores and other social gatherings require nametags for several purposes. 10 Effective Ways to Remember Names Sigmund Freud says "a person's name is the single context of human memory most apt to be forgotten." Feelings of embarrassment and social ineptitude are conveyed through this forgetfulness, and unfortunately, the problem persists daily. Mobile Car Wash Companies; Trading Tips If you run a mobile car washing firm we recommend trading for as many products and services as possible. You should trade for both personal and business items. Ask for Referrals: And Get the Answer You Want! Why are people scared to ask for a referral? Is it the fear of rejection, or do they think that it will annoy their client. If you have been giving 100% to your client and have given them truly excellent service then you shouldn't be ashamed to ask for the opportunity to give that same superior service to other people your clents know. How to Shmooze Definition: talk idly or casually in a friendly way Value: pricelessGearheads like me have trouble understanding that great ideas and hard work aren't enough..
|
| Article List | Index | Site Map |
|
All logos, trademarks and articles on this site are property and copyright of their respective owner(s).
The comments are property of their posters, all the rest is Copyright © 2006 CanadaSEEK.com - All Rights Reserved. |
