Ageless Information for
Lou believes, and he will certainly convince any audience, that the absence of customer-supplier trust and the lack of customer-supplier integrated systems will be the leading causes of business failure and bankruptcy in the new game which will be played in the new century.
With great humor and hard facts, Lou convinces audiences that those companies which continue the traditional 'we sell & you buy' relationship with their customers and suppliers will find their costs soaring and it will become increasingly difficult for them to gain an audience with future decision makers.
He makes it very clear that the replacement of confrontation with cooperation and trust will be the cost of entry in the new game and it will require that suppliers refocus their efforts from simply producing products and transferring them to the customers' warehouses, to aligning with the customer in partnerships and thinking and acting as extensions of each others businesses.
This new game, driven almost single-handedly by the information technology explosion, will be won by those companies which are willing to trust, share, partner and align electronically with their customers and suppliers.
Stop Paddling & Start Rocking the Boat
Let the pioneer of the partnership concept and architect of the partnership between Wal-Mart and Procter & Gamble share a lifetime of lessons grounded in experience.
book shares management advice and experience from Lou's early day's
as a traveling soap salesman to his experiences as head of Procter &
Gamble's Operations in the Philippines, to his position as Vice-President,
Sales and Customer Development for P&G.
four point presentation
1) The changing global marketing environment
The necessity of partnering between suppliers and customers
The impact of information technology
The people and
Tips for Those Who Must Lead
Dedicate yourself to the tenet that people are your most important resource and set out to create an environment that stimulates, nurtures, and challenges, rather than one which inspects, audits and controls.
Align your people by rallying them around a shared vision---not your vision, but a shared vision.
Build a more sensitive culture where power and influence derive from ability and commitment, not from title or rank.
Establish broad based ownership and accountability by delegating authority along with responsibility.
Reduce your reliance on rules and policies, viewing them as flexible guidelines rather than ironclad requirements. Focus on performance, not conformance.© 2001 Pritchett Enterprises