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    5. 大師輕鬆讀 No.159 把大象裝進口袋裡
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    大師輕鬆讀 No.159 把大象裝進口袋裡

    Publisher 大師輕鬆讀 /大師輕鬆讀股份有限公司
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    Released
    2005/12/22
    Language
    Traditional Chinese
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    Pages
    68
    ID
    9844
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    把大象裝進口袋裡
    Bag the Elephant

    和大象級客戶打交道,可能大豐收,也可能被一腳踩扁。
    More
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    本期目錄:

    ● 五分鐘摘要

    - 培養做大生意的正確心態
    - 訂定適切的業務策略
    - 充分運用大客戶
    - 避免5大致命錯誤

    ● 在地觀點—— 大客戶衝高,小客戶打底/ 曾一淙

    ● 大師知識看板—— 黑石集團創辦人史瓦茲曼、彼德森資產管理業一線戰將/ 經濟日報


    主題看板:

    大象(Elephant)

    大型組織因為規模龐大和經營步調穩重,常被比喻成笨重的大象,是工業革命以來產生的公司結構。彼得‧杜拉克在《企業的概念》1983年版的自序中,就曾把通用汽車形容成大象。與杜拉克齊名的英國管理學大師查爾斯‧韓第(Charles Handy),也在《大象與跳蚤》中,點出20世紀最後20年大型企業縮編、外包趨勢下,組織與個人的關係。前IBM董事長兼執行長路‧葛斯納(Louis V. Gerstner)的《誰說大象不會跳舞?》,更是鮮活地把大型企業的笨重僵化和大象的形象畫上等號。大象級企業通常資源雄厚、具有市場影響力、管理制度成熟,並且享有人才和研究能力的優勢,可以用品牌進軍全球市場。相對地,大象也面臨了決策僵化、反應遲鈍、人員缺乏企圖心和成就感等問題。積極創新,開發新產品與營運模式的能力,是決定大象成長或衰老的關鍵,而激發組織持續創新的影響力與執行力,也就成了觀察領導人是不是能讓大象腳步輕盈的指標。

    台灣以中小企業為主的經濟生態,常被認為是我國企業競爭力落後歐美日韓的主因,而透過合併擴大企業規模的主張,一向也被認定是提升競爭力的解藥,日前受到廣泛討論的金融業大規模整併,就是基於這樣的論點。

    但是從20世紀後期以來的事實卻證明,擴大規模並不是絕對的標準答案。《經濟學人》雜誌在1993年一期主題報導中,檢討了當時世界上多家跨國企業的表現後認為:「在1993年,『大』不再像過去那樣代表成功;不久以後,它反而可能代表『失敗』。」另外,杜拉克在同年接受《財星》雜誌訪問時,也一語道破當時大型企業經營的困境:「大象很難適應環境,蟑螂比萬物長命。」在國人還在追求規模的同時,世界潮流事實上卻早已朝不同方向思考了。

    支持你的鬥士(Inside Champion)

    不同於一般對「鬥士」的理解,「Inside Champion」是客戶企業的人員,因為認同某家供應商的產品或服務,願意盡力促成自己公司對該供應商的採購。這樣的角色,在遊說文化成熟的美國較能正常發展,在華人社會中,則容易讓人產生暗盤、回扣等負面聯想。比較務實的作法是,建立客戶採購決策者對自己的信賴,培養使用習慣。環保署為了養成傳統產業採用環保生產技術習慣,改變政府機關以法令硬性規定的傳統作法,建立技術資料庫,針對人類健康、環境風險、企業競爭力,以及節約資源等方面,比較傳統技術與替代技術。透過定期傳送新技術資訊給管理階層、工程技師以及採購人員的作法,讓傳統產業理解實質的效益,主動採購符合環保規定的生產機具,甚至進一步成為生產「綠色商品」的製造商。
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    Details

    Released
    2005/12/22
    Language
    Traditional Chinese
    File format
    PDF: Fit in large screen
    Provide Adobe DRM
    Provide PDF
    Offer DRM free license
    No
    ID
    9844

    把大象裝進口袋裡

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    大師輕鬆讀 NO.1024 創意加速度

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    大師輕鬆讀 NO.1017 原始碼

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    大師輕鬆讀 NO.1015 預測企業未來

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    大師輕鬆讀 No.408 當責

    大師輕鬆讀 No.402 別把腦袋放冰箱

      

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