The art is to create a dialogue between market and technology with an evolved attitude of co-responsibility and partnership. This is where to find the opportunities to make significant gains in performance.
What are some elements of a creative and constructive dialogue Y or not X ? '(see below)
Y What it is
X What it isn’t
Y "This is the purpose and the benefit of what we are trying to achieve"
X "I pay; you just get the job done"
Y "These are the outcomes we seek; help us to define the most suitable options"
X "These are my needs; just deliver"
Y "We evaluate the options together and educate each other"
X "I tell you what to do; you execute"
Y "We both think about the price"
X "The value is my secret, the cost is your secret"
Y "We are as transparent as we can be about value and cost"
X "I told you once; don’t ask again"
Y "Understanding is a constant dialogue"
X "I know the answer before we start"
Y "There’s usually more that we don’t know than what we do know"
X "Do it right first time"
Y "Do the right thing and on time"
X "We work with best suppliers; they should do what they are told"
Y "We work with best suppliers; and we endeavour to be a best customer"
X "We have defined our requirments perfectly clearly"
Y "There is no such thing as a perfectly defined requirment; unless we check understanding together"
X "We only progress when everything is ready"
Y "We go forward knowing the risks; and clarifying who is responsible for the risks"