Quality Progress - September 2017 - 49

of a trade show, I like to do an
initial scan and make notes or
use a voice recorder-ideally,
one that translates voice to
text. I short-list the booths and
decide where to focus on Day
2, then give myself 40 minutes
each at the top 10 choices.
All of this assumes you know
what you're looking for, and
the point about innovation is
that you don't always know. So
on Day 1, stop briefly at each
supplier and ask, "What's new?"
and avoid being sucked into the
booth. Just tell the salesperson
you're looking around and will
return.
You know where your roadblocks are in your new product
development (NPD) and your
questions must be phrased carefully as not to define the block at
this stage. In other words, don't
give away market intelligence.
Couch questions with phrases
such as, "We're having trouble
with ..." or "We're wasting time
doing ..." Give salespeople a
chance to offer solutions, but
insist on a quick, concise answer.
Day 2 is when you want to get
into deeper discussion with your
top 10.
After you see a supplier as a
real option, the supplier must be
evaluated. Most suppliers expect
this from their better customers-and the more thorough the
evaluation, the more respect
you get as a customer. Taking
on a new supplier is one of your
biggest risks-and yet too often,
we evaluate them superficially.
You are looking for both products and ideas. This means you
don't just assess the potential
supplier's product to see if it

performs, you also assess how
the supplier is managed. What is
the structure of its management
meetings? How is it layered?
What is its meeting frequency?
Are decisions and actions captured and executed?
Find out how the potential
supplier's R&D is structured.
Is it a casual chat between a
salesperson and an engineer followed by a bit of "What if?" Or is
it project managed with a clear
project plan containing stage
gates? Use your internal audit
team to do this-and if you don't
have audit capability, get an ISO
9000 registrar to do it for you.
The ultimate question is how
well does the potential supplier
manage knowledge, and not
just by using SharePoint. If the
answer is that the potential supplier manages knowledge well,
you have struck gold. Here you
name a supplier who will fuel
your innovation process. You
may be the guinea pig for a new
supplier offering, but that must
be explicit at the outset. After
you have gone through all these
hoops, you are ready for the
next challenge: collaboration.

Keen on collaboration

There are many exciting stories
about external collaboration.
But be careful. To quote one
CEO, "Having a few beers
together is not collaboration."
Collaboration is a discipline. The
IBM CEO survey showed that
external collaborators outperformed the competition in
revenue growth and margin.1
Another interesting statistic
in the IBM CEO survey was that
public sector organizations

TA B L E   1

Knowledge transfer
Interactivity

Bandwidth

Reusability

Documents

Nil

Low

High

Meetings

Very high

Very high

Low

Source: Ross Dawson, Developing Knowledge-Based Client
Relationships, Oxford: Butterworth, 2000.

collaborated externally to twice
the extent of private sector
organizations. In The Death of
Competition, James Moore talked
of the importance of creating a
business "ecosystem."2
Since then, we have seen
the concept of alliances evolve
dramatically. At the same time,
however, we have seen that the
majority of alliances are doomed
to fail. How do we overcome that
problem?
A major reason for the failure
of alliances is the focus on the alliance's legal and financial aspects
to the total exclusion of the relationship and resourcing aspects.
Building trust is essential, and that
trust builds when behavior follows
expected patterns, and patterns
that the other party understands.
As a result, the method of
working with partners needs
careful thought. Some people are
comfortable with Skype, and others prefer e-mail. Some are happy
with conference calls, but good
collaboration usually involves
periodic face-to-face meetings.
These are when the bandwidth
is highest and the most knowledge is transferred. Look at a
comparison of documents and
meetings in Table 1 in which
bandwidth denotes the amount

qualityprogress.com ❘ September 2017

QP 49


http://www.qualityprogress.com

Table of Contents for the Digital Edition of Quality Progress - September 2017

Seen and Heard
Progress Report
Mr. Pareto Head
Career Coach
Expert Answers
Field Notes
Data Disruption
The Deal With Big Data
Better Intelligence
A Study in Measurement
Innovation Imperative
Statistics Spotlight
Standard Issues
ASQ's 2017 Quality Resource Guide
Marketplace
Footnotes
Back to Basics
Quality Progress - September 2017 - Intro
Quality Progress - September 2017 - cover1
Quality Progress - September 2017 - cover2
Quality Progress - September 2017 - 1
Quality Progress - September 2017 - 2
Quality Progress - September 2017 - 3
Quality Progress - September 2017 - 4
Quality Progress - September 2017 - 5
Quality Progress - September 2017 - Seen and Heard
Quality Progress - September 2017 - 7
Quality Progress - September 2017 - Progress Report
Quality Progress - September 2017 - 9
Quality Progress - September 2017 - Mr. Pareto Head
Quality Progress - September 2017 - 11
Quality Progress - September 2017 - Career Coach
Quality Progress - September 2017 - 13
Quality Progress - September 2017 - 14
Quality Progress - September 2017 - Expert Answers
Quality Progress - September 2017 - Field Notes
Quality Progress - September 2017 - 17
Quality Progress - September 2017 - 18
Quality Progress - September 2017 - 19
Quality Progress - September 2017 - Data Disruption
Quality Progress - September 2017 - 21
Quality Progress - September 2017 - 22
Quality Progress - September 2017 - 23
Quality Progress - September 2017 - 24
Quality Progress - September 2017 - 25
Quality Progress - September 2017 - The Deal With Big Data
Quality Progress - September 2017 - 27
Quality Progress - September 2017 - 28
Quality Progress - September 2017 - 29
Quality Progress - September 2017 - 30
Quality Progress - September 2017 - 31
Quality Progress - September 2017 - 32
Quality Progress - September 2017 - 33
Quality Progress - September 2017 - Better Intelligence
Quality Progress - September 2017 - 35
Quality Progress - September 2017 - 36
Quality Progress - September 2017 - 37
Quality Progress - September 2017 - 38
Quality Progress - September 2017 - 39
Quality Progress - September 2017 - 40
Quality Progress - September 2017 - 41
Quality Progress - September 2017 - A Study in Measurement
Quality Progress - September 2017 - 43
Quality Progress - September 2017 - 44
Quality Progress - September 2017 - 45
Quality Progress - September 2017 - 46
Quality Progress - September 2017 - 47
Quality Progress - September 2017 - Innovation Imperative
Quality Progress - September 2017 - 49
Quality Progress - September 2017 - 50
Quality Progress - September 2017 - Statistics Spotlight
Quality Progress - September 2017 - 52
Quality Progress - September 2017 - 53
Quality Progress - September 2017 - Standard Issues
Quality Progress - September 2017 - 55
Quality Progress - September 2017 - 56
Quality Progress - September 2017 - 57
Quality Progress - September 2017 - ASQ's 2017 Quality Resource Guide
Quality Progress - September 2017 - 59
Quality Progress - September 2017 - 60
Quality Progress - September 2017 - 61
Quality Progress - September 2017 - 62
Quality Progress - September 2017 - 63
Quality Progress - September 2017 - 64
Quality Progress - September 2017 - 65
Quality Progress - September 2017 - 66
Quality Progress - September 2017 - 67
Quality Progress - September 2017 - Marketplace
Quality Progress - September 2017 - 69
Quality Progress - September 2017 - Footnotes
Quality Progress - September 2017 - 71
Quality Progress - September 2017 - Back to Basics
Quality Progress - September 2017 - cover3
Quality Progress - September 2017 - cover4
https://www.nxtbook.com/naylor/ASQM/ASQM0719
https://www.nxtbook.com/naylor/ASQM/ASQM0619
https://www.nxtbook.com/naylor/ASQM/ASQM0519
https://www.nxtbook.com/naylor/ASQM/ASQM0419
https://www.nxtbook.com/naylor/ASQM/ASQM0319
https://www.nxtbook.com/naylor/ASQM/ASQM0219
https://www.nxtbook.com/naylor/ASQM/ASQM0119
https://www.nxtbook.com/naylor/ASQM/ASQM1218
https://www.nxtbook.com/naylor/ASQM/ASQM1118
https://www.nxtbook.com/naylor/ASQM/ASQM1018
https://www.nxtbook.com/naylor/ASQM/ASQM0918
https://www.nxtbook.com/naylor/ASQM/ASQM0818
https://www.nxtbook.com/naylor/ASQM/ASQM0718
https://www.nxtbook.com/naylor/ASQM/ASQM0618
https://www.nxtbook.com/naylor/ASQM/ASQM0518
https://www.nxtbook.com/naylor/ASQM/ASQM0418
https://www.nxtbook.com/naylor/ASQM/ASQM0318
https://www.nxtbook.com/naylor/ASQM/ASQM0218
https://www.nxtbook.com/naylor/ASQM/ASQM0118
https://www.nxtbook.com/naylor/ASQM/ASQM1217
https://www.nxtbook.com/naylor/ASQM/ASQM1117
https://www.nxtbook.com/naylor/ASQM/ASQM1017
https://www.nxtbook.com/naylor/ASQM/ASQM0917
https://www.nxtbook.com/naylor/ASQM/ASQM0817
https://www.nxtbook.com/naylor/ASQM/ASQM0717
https://www.nxtbook.com/naylor/ASQM/ASQM0617
https://www.nxtbook.com/naylor/ASQM/ASQM0517
https://www.nxtbook.com/naylor/ASQM/ASQM0417
https://www.nxtbook.com/naylor/ASQM/ASQC12518
https://www.nxtbook.com/naylor/ASQM/ASQM0317
https://www.nxtbook.com/naylor/ASQM/ASQM0217
https://www.nxtbook.com/naylor/ASQM/ASQM0117
https://www.nxtbook.com/naylor/ASQM/ASQM1216
https://www.nxtbook.com/naylor/ASQM/ASQM1116
https://www.nxtbook.com/naylor/ASQM/ASQM1016
https://www.nxtbook.com/naylor/ASQM/ASAC0016
https://www.nxtbook.com/naylor/ASQM/ASQM0916
https://www.nxtbook.com/naylor/ASQM/ASQA0016
https://www.nxtbook.com/naylor/ASQM/ASQM0816
https://www.nxtbook.com/naylor/ASQM/ASQM0716
https://www.nxtbook.com/naylor/ASQM/ASQM0616
https://www.nxtbook.com/naylor/ASQM/ASQM0516
https://www.nxtbook.com/naylor/ASQM/ASQM0416
https://www.nxtbook.com/naylor/ASQM/ASQM0316
https://www.nxtbook.com/naylor/ASQM/ASQM0216
https://www.nxtbook.com/naylor/ASQM/ASQM0116
https://www.nxtbook.com/naylor/ASQM/ASQM1215
https://www.nxtbook.com/naylor/ASQM/ASQM1115
https://www.nxtbook.com/naylor/ASQM/ASQM1015
https://www.nxtbook.com/naylor/ASQM/ASQM0915
https://www.nxtbook.com/naylor/ASQM/ASQM0815
https://www.nxtbook.com/naylor/ASQM/ASQM0715
https://www.nxtbook.com/naylor/ASQM/ASQM0615
https://www.nxtbook.com/naylor/ASQM/ASQM0515
https://www.nxtbook.com/naylor/ASQM/ASQM0315
https://www.nxtbook.com/naylor/ASQM/ASQM0215
https://www.nxtbook.com/naylor/ASQM/ASQM0115
https://www.nxtbook.com/naylor/ASQM/ASQM1214
https://www.nxtbook.com/naylor/ASQM/ASQM1114
https://www.nxtbook.com/naylor/ASQM/ASQM1014
https://www.nxtbook.com/naylor/ASQM/ASQM0914
https://www.nxtbook.com/naylor/ASQM/ASQM0814
https://www.nxtbook.com/naylor/ASQM/ASQM0714
https://www.nxtbook.com/naylor/ASQM/ASQM0614
https://www.nxtbook.com/naylor/ASQM/ASQM0514
https://www.nxtbook.com/naylor/ASQM/ASQM0414
https://www.nxtbook.com/naylor/ASQM/ASQM0314
https://www.nxtbook.com/naylor/ASQM/ASQM0214
https://www.nxtbook.com/naylor/ASQM/ASQM0114
https://www.nxtbook.com/naylor/ASQM/ASQM1213
https://www.nxtbook.com/naylor/ASQM/ASQM1113
https://www.nxtbook.com/naylor/ASQM/ASQM1013
https://www.nxtbook.com/naylor/ASQM/ASQM0913
https://www.nxtbook.com/naylor/ASQM/ASQM0813
https://www.nxtbook.com/naylor/ASQM/ASQM0713
https://www.nxtbook.com/naylor/ASQM/ASQM0613
https://www.nxtbook.com/naylor/ASQM/ASQM0513
https://www.nxtbook.com/naylor/ASQM/ASQM0413
https://www.nxtbook.com/naylor/ASQM/ASQM0313
https://www.nxtbook.com/nxtbooks/naylor/ASQM0213
https://www.nxtbook.com/nxtbooks/naylor/ASQM0113
https://www.nxtbook.com/nxtbooks/naylor/ASQM1212
https://www.nxtbook.com/nxtbooks/naylor/ASQM1112
https://www.nxtbook.com/nxtbooks/naylor/ASQM1012
https://www.nxtbook.com/nxtbooks/naylor/ASQM0912
https://www.nxtbookmedia.com