Bsi bip 2225 2013

Raising the Standard for Collaboration Harnessing the benefits of BS 1 000: Collaborative Business Relationships David E Hawkins Raising the standard for collaboration Developing effective collaborative relationships through the implementation of BS 1 000 to enhance business performance Rai s ing the s tan d a rd fo r collabo ration Developing effective collaborative relationships through the implementation of BS 1 000 to enhance business performance By David E Hawkins F i rs t p u b l i s h e d in th e UK in 01 By B SI S t a n d a rd s Li m i te d 89 C h i swi ck H i g h Lo n d o n © Th e Al l ri g h t s re se rve d Act 8 , sys te m no E xc e p t a s p e rm i t te d o r o th e rwi s e Wh i l st e ve ry ca re a cce p ts n o S t a n d a rd s I n st i tu ti o n p a rt o f th i s p u b l i ca t i o n o r tra n sm i tt e d re co rd i n g B ri t i s h in a n y fo rm h a s been ta ke n in wi t h re l i a n ce on e ve ry e ffo rt h a s b e e n co p yri g h t sh o u l d B SI has no made d e ve l o p i n g to su ch P ri n t e d in e xcl u d e d to in and in wri ti n g th e B SI a P a te n ts re t ri e va l p h o to co p yi n g , th e p u b l i s h e r t h i s p u b l i ca ti o n , e xte n t th a t su ch l i a b i l i ty l a w a t th e a b o ve a n yo n e cl a i m i n g a d d re s s o r a ccu cy o f U RLs fo r e xt e rn a l re m a i n , and d o e s n o t g u a n t e e a ccu te o r a p p ro p ri a te b y Le t te rp a rt Li m i te d b y B e rfo rts G ro u p , www b e rfo rt s co u k British Library Cataloguing in Publication Data A ca ta l o g u e re co rd fo r th i s b o o k i s a va i l a b l e I SB N B SI d i re ct l y o r i n d i re ct l y i n co p yri g h t h o l d e rs , th e in fro m com p i l i n g a ri s i n g th i s b o o k, o r wi l l G re a t B ri ta i n G re a t B ri ta i n all wi t h p e rs i st e n ce we b si t e s i s , Typ e se t i n in ca u se d , tra ce to u ch re s p o n s i b i l i ty fo r t h e D esi g n s a n d s to re d o r b y a n y m e a n s – e l e c tro n i c , th i rd - p a rty i n t e rn e t we b si te s re fe rre d a n y co n te n t o n C o p yri g h t , i ts c o n te n ts e xce p t to g et i n 01 re p ro d u ce d , – wi t h o u t p ri o r p e rm i s si o n m a y n ot be Wh i l e u n d e r th e m a y be l i a b i l i t y fo r a n y l o ss o r d a m a g e co n n e c ti o n Roa d W4 4AL fro m 8-0 -5 80 -7 87 -9 th e B ri t i sh Li b ry or th a t Con tent s About the author Acknowledgements Preface Introduction ART : Wh y? P Chapter Chapter Chapter Chapter Chapter Chapter Chapter ART : P Chapter Chapter Chapter Chapter Chapter Chapter Chapter Chapter Chapter Chapter – – – – – – – H The importance of relationships Collaboration Relationship risk and opportunity Culture Creating trust Collaborative leadership Positioning relationships ow? – Background and introduction to BS 1 000 – Awareness – Knowledge 1 – Internal assessment – Partner selection – Working together – Value creation – Staying together – Exit strategy – Implementing collaborative certification programmes ART : Wh e re? P Chapter Chapter Chapter Chapter Chapter Chapter Chapter Chapter Chapter Chapter Chapter 18 19 20 21 22 23 24 25 26 27 28 – – – – – – – – – – – Customer engagement Supply chain Outsourcing Collaborative contracting Alliance modelling Collaborative maturity M ergers and acquisitions SM E collaborative clusters Collaborating for sustainability Third sector Future of collaboration vii ix x xii 1 19 31 43 57 69 81 81 95 03 09 117 23 33 43 51 59 71 71 81 91 203 21 233 245 255 263 277 283 v F u rthe r in fo rmation Index vi 286 287 Abo u t the a u tho r D a vi d E H a wki n s FCI PS D a vi d h a s a n exten si ve ca reer i n proj ects a n d procu rem en t wi th i n th e stru cti on i n d u stry For over 40 yea rs h e h a s been a ssoci a ted wi th th e d evel opm en t a n d i m pl em en ta ti on of m a j or proj ects i n m a n y pa rts of th e worl d , wh i ch h a s provi d ed a n i n si g h t i n to th e m a n y org a n i za ti on a l a n d cu l tu l ch a l l en g es th a t proj ects ca n g en era te O ver th e pa st d eca d e h e h a s been a n a cti ve prom oter of col l a bora ti on a n d pa rtn eri n g cepts, tog eth er wi th th e d evel opm en t of exten d ed en terpri ses th rou g h th e bu i l d i n g of a l l i a n ces As a stra teg i c th i n ker h e h a s d epl oyed th ese a pproa ch es to su pport from m a n u fa ctu ri n g to ou tsou rci n g prog m m es, ca pi ta l i zi n g on th e opportu n i ti es wi th i n proj ect opera ti on s to expl oi t g l oba l sou rci n g B u i l d i n g on th ese experi en ces h e h a s h el ped a n u m ber of m a j or org a n i za ti on s to i m pl em en t ch a n g e m a n a g em en t prog m m es i n d i fferen t i n d u stri a l a ren a s i n cl u d i n g ch em i ca l processi n g , oi l a n d g a s, power g en era ti on a n d m i n i n g a n d m i n era l s processi n g H e wa s th e a rch i tect a n d a u th or of th e CRAFT col l a bora ti ve m eth od ol og y a n d tech n i ca l a u th or of th e B ri ti sh Sta n d a rd s I n sti tu ti on (B SI ) PAS 1 000 fra m ework, th e worl d ’s fi rst col l a bora ti ve bu si n ess rel a ti on sh i p sta n d a rd H e wa s th e d ri vi n g force beh i n d th e crea ti on of B S 1 000-1 : 01 Collaborative business relationships – Part : A framework specification , a n d ch a i rm a n of th e B SI com m i ttee wh o d evel oped th e sta n d a rd I n 009 h e wa s a ckn owl ed g ed a s on e of th e worl d ’s top 00 th ou g h t l ea d ers on corpora te soci a l respon si bi l i ty (CSR) As a n esta bl i sh ed a u th or h e h a s severa l pu bl i ca ti on s to h i s cred i t i n cl u d i n g : vi i A b out th e a uth o r • Sun Tzu a n d th e Pro ject Ba ttlegro un d: Crea tin g Pro ject Stra tegy usin g th e A rt o f Wa r, • M a cm i l l a n , • P a l g ve 0 4; P a l g ve 005 ; Co rp o te So cia l Resp o n sib ility: Ba la n cin g To m o rro w’s Susta in a b ility with To da y’s Pro fita b ility, vi i i M a cm i l l a n , Th e Ben din g Mo m en t: En ergisin g Co rp o te Stra tegy, P a l g ve M a cm i l l a n , 006 PART 3: Where? be h i g h l y co l l a b o t i ve , ve ry co m p e ti t i ve wh e n s u ch a s on s e e ki n g to th e g ro u n d bu i l d in a d i s a s te r a re a , th e i r m e m b e rs h i p and b u t a l so s e cu re d o n a ti o n s S i m i l a rl y, th e d e g re e to o r g o ve rn m e n ts ca n bod i es a n d s h a re a s a tta cki n g t h e i r ca u s e q u e s ti o n a s to an g o a l s, wh e th e r a ve n t u re s a re th e i t sh o u l d i n d u s t ry co u l d a i m s of b oth , o f th e a a m o re p cti ca l a in g oa l ch a l l e n g e o rg a n i z a ti o n a ffe ct t h e th e se 278 th e be m o re be th e n eed th e wi th s e rvi c e in We d th e se th e o f th e in to m a y be wo rki n g fu rt h e r th e re s p o n s i b i l i t y and e n h a n ci n g fo r co l l a b o ti o n fo cu s e d Guide It has ca p a b i l i ty i n d u s t ry som e to bl i n d and in th e p a rt i a l l y fi e l d ca s e s i n d u s try c o u l d i n d u s try a n d On an Th e to p ro vi d e d e ve l o p m e n t o f th e fo re , wh e re g o ve rn m e n t d e l i ve r s e rvi ce s s co l l a b o t i ve g ro u p Blind, and th e vo l u n ta ry th o s e co n fl i ct p ro vi d e s t h e s i m p l y d o n a ti n g m o d e l s i s th e d i ffe re n t b a ckg ro u n d s , co n s i d e r Ta b l e b e t we e n s u p p o rt t o D o g s fo r th e o ffe ri n g m i g h t co n s i d e r th i s to wa y e a ch th i s h e l p s t h e re p re s s , e xp e rti s e th e r t h a n in o b j e cti ve s u g g e s t s t h a t th e s e a s p e cts , th e o th e r o rg a n i z a t i o n s i n kn o wl e d g e ; an wh i l e co rp o te ve ry e ffe ct i ve d i s cu s s i o n s wi th b ro a d e n s wi t h wi d e r s o ci a l fo r m o s t i n d u s try l e a d e rs to d a y s u p p o rt th e r th a n t h a t co m e s fro m e xp e ri e n ce co u l d a p p ro a ch fo cu s o n ca ta l ys t fo r m o re d e p a rtm e n ts wo rk to g e t h e r to Th e s tro n g th a t b y a s s o ci a ti o n s e cto r b y g o ve rn m e n t b ri n g s co l l a b o t i o n u l ture s , a b e n e fi t b y l i n ki n g s h a re th e F o r ch a ri t i e s , co m b i n a ti o n co n te xt, be wi th i n te g te d t h a t th e p o te n ti a l l y vo l u n ta ry o rg a n i z a t i o n s , C n o t h a ve i n d u s try th ro u g h cl e a rl y co l l a b o ti o n o p p o rtu n i ty t o th i rd se e n p u b l i ci t y fo r bu t i t d oes pose a p p ro a ch en g a g e p ro d u cts cl e a r g o a l m u tu a l i s to peopl e i n d u s t ry fro n t, th e a vi e w th a t t h e p cti ca l ch a ri ty’s a i m m o re en a bl e F o r e xa m p l e , s i g h te d fo cu s i s o fte n gaining o b vi o u s b e n e fi ts o f a l i g n i n g ch a l l e n g i n g i m p a cts i s a o rg a n i z a t i o n s ca n n eed co l l a b o t i ve th e vo l u n ta ry s e rvi ce s co u l d m o re and th e i r fi e l d s , e q u a l l y re co g n i z e d a ckn o wl e d g i n g d e ve l o p m e n ts to In be b e n e fi ts i n been o th e rs t h e th a t crys ta l l i z e s e ve ryo n e ’s ro u te s t o th e i r b n d s a n d s o ci a l in i n d u s try th e s e ro u n d i n d u s try p e rs p e cti ve , p ro m o t e o ft e n i s on e m o re co m m u n i ty; and wh i l e ca s e s th e y wo rk wi th s u g g e s t t h a t th e y d o to wi th som e p ro j e ct a s s p e ci a l i s t s i n all s h o rt - te rm in wa y o f p ro m o ti n g Th i s i s n o t to to F ro m co m m o n Th i s co n t d i cti o n m e ssa g e ch a ri ta b l e vo l u n ta ry o rg a n i z a t i o n s wo rk wi th va ri a b l e ; i n d u s try a s a p e rs p e ct i ve b e n e fi ci a l wh i ch be be b a ckg ro u n d th e 27.1 p o te n ti a l cu l tu re s a n d m i sa l i g n m e n t d ri ve rs o f e a ch o ve r- co m p l i ca ti o n , i n fl u e n ce s wi l l i n d i vi d u a l s i n vo l ve d bu t s i g n i fi ca n tl y b e h a ve To fo cu s Chapter 27 – Third sector Ta b l e O r – B a ckg g a n i z a ti o n C u ur lt r u d o n in fu l e n ce e D r s f o i ve th e d ff r i e rs en t s e cto rs s O b j e cti ve Vo l u n ta ry P ri n ci p a l l y n o t C l e a rl y fo cu s e d To s e cto r fo cu s e d on s u p p o rt th e on vi s i o n s i m p ro ve or ta rg e t co m m e rci a l and o u tco m e s a n d th e mainly o rg a n i z a ti o n and wi th s p e ci fi c a i m s o f th e o f i n te re s t o rg a n i z a ti o n re s o u rce d by va l u e s o f co m m u n i t i e s fre e l y g i ve n a re a ti m e and and e ffo rt o ve l l d ri ve n l a rg e l y b y t h e O ft e n we a k i n I n d u s t ry s e ct o r th e p a ssi o n te rm s of i ts o f o p e ti n g m e m b e rs a n d s t ru ctu re s d o n o rs G e n e l l y C o m m e rci a l P ro fi ta b i l i ty h i g h l y fo cu s e d o u u t s to and and d e l i ve r va l u e wh i l e a ro u n d fo r i ts p ro te cti n g co m m e rci a l s h a re h o l d e rs e n h a n ci n g p e rfo rm a n ce , wi th i n b n d b n d re g u l a te d s tru ct u re d and a g ro wth or and re p u ta ti o n g o ve rn a n ce s t a ke h o l d e rs m od el P u b l i c s e ct o r S tru ct u re d S e rvi ce P o l i ti ca l l y and re g u l a t e d re s p o n s i ve e n vi ro n m e n t fo cu s e d th a t i s a cco u n t a b i l i ty, re s p o n s i ve g e n e l l y p a rti cu l a rl y to wi th i n s o ci a l fo cu s e d ca re wi th i n and and on d e l i ve ry b u d g e ts p o l i t i ca l a g en d a s highly m e d i a - s e n s i t i ve o p e ti o n s Wh i l e so m e peopl e h i g h l i g h t th e ca p a b i l i ty a n d h a ve a m a y ch a l l e n g e p ote n ti a l re s o u rce s co m m i tm e n t to d i ffe re n t ro u te s a n d th e Th i s i s n o t t o th e cri s i s a n d th e to p re s s u re wo rks fo r wh i ch s i m p l i fi e d d e s i re s o u tco m e s , m a y be o p e t e i s on in s co p e cl o s e ch a ct e ri s ti cs , co n s i d e ri n g th e y d o a n y bl en d i n g s u g g e s t th a t t h e y d o m e a s u re s o f s u cce s s vo l u n ta ry s e cto r t h e re o rg a n i z a ti o n s n e e d th e se fo r c o n fl i ct wh e n of n o t e a ch b u t o rg a n i ca l l y th e y h a ve As o u tl i n e d e a rl i e r, fo r co n fl i ct wh e n p ro xi m i ty Ye t wh e n i t i s s o m e ti m e s d i ffi cu l t to e ve n two wi th i n o r m o re th e re d i sti n g u i sh is a wh o ch a ri t y 279 PART 3: Where? Commi ss ioning s e rvice s Wh en si d eri n g wh a t m i g h t be seen a s bl en d ed servi ces, th e i m pa cts of n ot a d d ressi n g th e fu n d a m en ta l d i fferen ces a n d ba ckg rou n d of ea ch pa rty ca n be a si g n i fi ca n t ri sk; so stru ctu red a pproa ch es to col l a bora ti on m i g h t provi d e th e ca ta l yst for su ccess Th e ea rl y si g n s of th i s ten si on com e wh en g overn m en ts or i n tern a ti on a l org a n i za ti on s seek to h a rn ess th e va l u e a n d ca pa bi l i ty of th e vol u n ta ry sector to d el i ver wh a t m a y previ ou sl y h a ve been pu bl i c sector servi ces, or to col l ecti vel y h a rn ess a n d coord i n a te on -th e-g rou n d su pport M obi l i zi n g th e th i rd sector h a s l on g been (for exa m pl e) a d esi re of th e U K g overn m en t, si n ce i t h a s va st resou rces a n d a ski l l ba se th a t i s d i ffi cu l t for th e pu bl i c sector to su pport Th e poten ti a l d own si d e of th i s i s th a t m a n y org a n i za ti on s wi th a n i n -d epth kn owl ed g e of a speci fi c i ssu e m a y n ot h a ve th e fi n a n ci a l resou rces or ba ckroom ca pa bi l i ty to u n d erta ke tra cti n g servi ces d i rectl y Th e sol u ti on i s to en cou g e pa rtn eri n g between i n d u stry (wh i ch h a s th e m a ch i n e) a n d th e vol u n ta ry sector (wh i ch h a s th e resou rces a n d ski l l s) I t i s ea sy to see on th e su rfa ce h ow th i s a pproa ch m a y provi d e a m od el , bu t i t d oes n ot n ecessa ri l y a d d ress th e m ore fu n d a m en ta l ch a l l en g e O n th e on e h a n d , g overn m en t org a n i za ti on s a re m ore a n d m ore focu sed on ‘pa ym en t by resu l ts’, wh i ch i s a m od el th a t i n d u stry u n d ersta n d s a n d h a s th e ca pa ci ty to su pport Th e vol u n ta ry sector, on th e oth er h a n d , i s pred om i n a n tl y resou rced by pa ssi on a te en th u si a sts wh o wa n t th e sa m e resu l ts bu t wh o a re n ot d ri ven so m u ch by key perform a n ce i n d i ca tors a n d servi ce l evel a g reem en ts I n a soci a l en vi ron m en t th ei r m ea su re of su ccess i s th e fi n a l ou tcom e, i rrespecti ve of ti m e a n d effort So th e tra d i ti on a l stru ctu re ten d s to l ea d to g overn m en t tra cti n g wi th i n d u stry, wh o i n tu rn pa rtn er wi th th e vol u n ta ry sector I n d u stry i s d ri ven by perform a n ce, ti m i n g a n d cost – wh i ch th en d ri ves th e vol u n teers to m eet d ea d l i n es a n d perform a n ce ta rg ets Th u s th e seed s of ten si on a re ea si l y i d en ti fi ed Th i s l i n ea r m od el of com m i ssi on er to i n d u stry to l oca l d el i very pa rtn er h a s th e poten ti a l to d i sen fra n ch i se th e fron t-l i n e resou rces a n d cou l d even tu a l l y u n d erm i n e th e l on g er-term poten ti a l A m ore ba l a n ced tri pa rti te col l a bora ti ve m od el , ba sed a rou n d th e pri n ci pl es of B S 1 000, cou l d offer a n a l tern a ti ve I n th i s m od el a l l th ree org a n i za ti on s form a col l a bora ti ve stru ctu re th a t recog n i zes th e d i fferi n g d ri vers a n d obj ecti ves wh i l e crea ti n g a com posi te d el i very m od el Vol u n ta ry org a n i za ti on s a re pa ssi on a te a bou t d oi n g th ei r work bu t h a ve to be rea l i sti c a bou t tra cti n g rel a ti on sh i ps Th e m ost d i ffi cu l t pa rt i s esta bl i sh i n g a l evel of tru st between pri m e a n d su bcon tra cts so th a t th ey ca n n eg oti a te freel y wi th ou t fea r of th a t tru st bei n g a bu sed Th ere i s cl ea r ben efi t i n esta bl i sh i n g a com m on a n d robu st col l a bora ti ve m od el th a t su pports th e vi ews of ea ch pa rty, wh i ch to som e exten t l evel s th e 80 Chapter 27 – Third sector pl a yi n g fi el d for a l l g rou ps – especi a l l y sm a l l er ch a ri ti es As a n a ti on a l sta n d a rd , th e pri n ci pl es a n d stru ctu re of B S 1 000 provi d e a n eu tra l pl a tform for th ese d evel opm en ts Knowle d ge s ring I n a broa d er text th e su bj ect of sh a ri n g kn owl ed g e i s a key a spect of u si n g th e vol u n ta ry sector to en h a n ce ou tcom es As wi th a n y col l a bora ti ve en vi ron m en t, th e poten ti a l to ben efi t from sh a red kn owl ed g e i s si g n i fi ca n t, yet (a s wi th i n i n d u stry) th e rel u cta n ce to d o so i s often d ri ven by l oca l i zed cern s a n d a spi ti on s For exa m pl e, recen tl y a reta i l d o-i t-you rsel f (D I Y) ch a i n ’s overtu res to a m a j or en vi ron m en ta l ch a ri ty were rej ected Th e d evel opm en t of spon sorsh i p prog m m es a n d q u est for d on a ti on s i s a freq u en t ba ttl efi el d between ch a ri ti es, i n som e ca ses l ea d i n g (on e m i g h t su g g est) to d i sen fra n ch i si n g th e pu bl i c H owever, th ere i s th e i n spi ri n g exa m pl e set by M cM i l l a n , th e U K ca n cer ch a ri ty I f we si d er th e stri d es ta ke by M cM i l l a n to n ot on l y sh a re i ts kn owl ed g e bu t to em bed i ts work i n N a ti on a l H ea l th Servi ce (N H S) prog m m es, th e com bi n ed d ri ve for g ood ca n n ot be i g n ored Re s o urce o p timization an d supp ly chain rationalization We ca n a l so l ook to i n d u stry to see wh y a n d wh ere th ey col l a bora te to exten d or sh a re resou rces for m u tu a l ben efi t, a n d won d er wh y th e th i rd sector i s n ot h a rm on i zi n g ba ckroom su pport m ore wi d el y for m u tu a l ben efi t ‘Sh a red servi ces’ i n th e pu bl i c sector h a s been cl ea rl y i d en ti fi ed a s a si g n i fi ca n t opportu n i ty; h owever, i n fa i rn ess, even h ere i t i s n ot a l wa ys ea sy to d evel op a com m on u n d ersta n d i n g a n d l evel of tru st I n th e vol u n ta ry sector th ere m u st be a m pl e scope to ti on a l i ze su pport servi ces wi th ou t i m pi n g i n g on th ei r pri m a ry obj ecti ves Ta ken a sta g e fu rth er, perh a ps th ere i s a l so a n opportu n i ty for i n d u stry org a n i za ti on s to provi d e servi ces th er th a n si m pl y si g n i n g d on a ti on ch eq u es or rel ea si n g sta ff for a few d a ys’ g ood work I n a si m i l a r vei n , we h a ve a l rea d y recog n i zed th e poten ti a l for su ppl y ch a i n opti m i za ti on between pa rtn ers; so wh y n ot wi th i n th e th i rd sector th rou g h econ om i es of sca l e? Th e m ore focu s th ere i s on red u ci n g overh ea d costs, th e m ore fu n d i n g th ere i s for fron t-l i n e a cti vi ty Th i s ca n be a s si m pl e a s offi ce su m a bl es ri g h t th rou g h to fl eet m a n a g em en t Concl us ion Col l a bora ti on i s a powerfu l tool I t i s n ot j u st for i n d u stry or g overn m en t; i t h a s th e poten ti a l to bri n g va l u e to a l m ost a n y org a n i za ti on th a t n eed s to h a rn ess rel a ti on sh i ps Th e ch a l l en g e i s a l wa ys to h a ve a pl a tform on wh i ch to i d en ti fy th e i n d i vi d u a l d ri vers a n d bu i l d a l evel of tru st th a t 81 PART 3: Where? wo rks to s u p p o rt m u tu a l o rg a n i z a ti o n s n e e d b o u n d a ri e s Th e b e n e fi t open and a Th e 1 000, s tru ctu re d th a t i s a va i l a b l e to all o rg a n i z a ti o n s o f a n y s i z e to cre a te 82 p ri m a ry co n s tra i n t i s th a t th e i r m i n d s a n d b e n e fi t o f B S t h a t b e s t p ct i ce s ta n d a rd to a p p ro a ch and l o o k b e yo n d a s fo r i n d u s try a n d a re p ro vi d e s t h e l o ca l i z e d g o ve rn m e n t, em bed d ed fo u n d a ti o n ro b u s t co l l a b o ti ve in a to is n a ti o n a l a l l ow a p p ro a ch e s Cha p te r 28 – F u tu re o f collabo ration H a vi n g l ooked very m u ch a t tod a y, i t i s worth l ooki n g a h ea d i n th i s ch a pter to a fu tu re perspecti ve wh ere a l tern a ti ve bu si n ess m od el s wi l l becom e a su bsta n ti a l a spect of th e bu si n ess com m u n i ty M a n y peopl e wou l d su g g est th a t th ese n etwork m od el s wi l l i n ti m e becom e th e pred om i n a n t fra m ework for bu si n ess, provi d i n g a m ore fl exi bl e a n d a g i l e a pproa ch to m eet th e verg en ce of i n d u stri es i n respon se to cu stom er d em a n d s At th e sa m e ti m e th e econ om i c pressu res on org a n i za ti on s wi l l d ri ve m a n y org a n i za ti on s to recon si d er th ei r i n vestm en t stra teg i es i n fa vou r of col l a bora ti on i n on e form or a n oth er Wh a t becom es cl ea r from a wi d e n g e of fu tu ri st perspecti ves i s th a t th e key word i n fu tu re i s i n terd epen d en ce Th e spectre of th e ba n ki n g cri si s i s j u st on e exa m pl e of h ow i n teg ted th e worl d h a s becom e Th e pressu res wi th i n th e E u ropea n U n i on (E U ) refl ect th e n eed to focu s on m u tu a l l y a g reed sol u ti on s Th e soci a l a n d com m erci a l i m pl i ca ti on s of th e Ara b Spri n g sh owed h ow cou n tri es n eed to recog n i ze th e i m pl i ca ti on s of th ei r a cti on s, both l oca l l y a n d g l oba l l y E m erg i n g econ om i es both d w from a n d i m pa ct on tra d i ti on a l tra d i n g m od el s Th e worl d i s ch a n g i n g , a n d a t a fa ster te th a n perh a ps ever cou l d h a ve been en vi sa g ed G l oba l i za ti on i s n o l on g er a n a spi ti on ; i t i s a fa ct of l i fe E om i c pressu res a t a l l l evel s a re ch a l l en g i n g org a n i za ti on s l a rg e a n d sm a l l to re-eva l u a te th ei r opera ti on s E m erg i n g n a ti on s a re ch a n g i n g th e fa ce of econ om i cs Com m u n i ca ti on s tech n ol og y h a s d en sed th e m a rketpl a ce bu t i t h a s sti l l to q u er th e cu l tu l d i vi d e Th e n etworked econ om y i s rewri ti n g tra d i ti on a l bu si n ess th i n ki n g of own ersh i p; i t i s crea ti n g a l tern a ti ve bu si n ess m od el s ba sed on i n terd epen d en t a n d com pl em en ta ry a l l i a n ces Th e su ppl y ch a i n i s g i vi n g wa y to th e cept of a m ore h ol i sti c va l u e ch a i n Com peti ti on i s g rowi n g , to refl ect th e d em a n d s of a m ore i n form ed cu stom er Con su m er ch oi ce i s sta rti n g to i n fl u en ce th e wa y org a n i za ti on s beh a ve, both eth i ca l l y a n d i n term s of su sta i n a bl e respon si bi l i ty I n th i s tu rm oi l on e fa ctor rem a i n s sta n t: rel a ti on sh i ps a re a core i n g red i en t for su ccessfu l bu si n ess Looki n g to th e fu tu re, m a n a g ers wi l l work i n a n en vi ron m en t wh ere cu l tu l u n d ersta n d i n g (corpora te a s wel l a s n a ti on a l ) , l a n g u a g e a n d rel a ti on sh i p ski l l s wi l l be a s i m porta n t a s I T a n d tech n i ca l ski l l s a re tod a y 83 PART 3: Where? Co m p l e x co l l a b o t i o n p a rts o f d a i l y l i fe cre a te s a l a n d s ca p e re s o u rce i ts e l f, on d oes best i n p o te n ti a l , we n eed a to e va l u a te o p e ti o n s re p u t a ti o n fro m be o u r d i re ct co n tro l , tra d i ti o n a l th i n ki n g p ro fe s s i o n a l s s h o u l d d e ve l o p i n g re q u i re and be th e th e n Th e Future Connections co n s o rt i a and BS p ro vi d e s t h e to bu i l d m o re re l a t i o n s h i p E a ch to b a se d is a re s e a rch fo cu s e d ba sed ca p a b i l i ty Th e i n te g ti n g th e i n te rn a l re a d i n e s s o f th e p ro g re s s i o n th e ca s e two At th e Th e re 84 a co re a In th e e xte rn a l in C o l l a b o ti o n bu t i t d oes co l l a b o ti ve in s u p p o rte d a l l i a n ce s , th i s ch a n g i n g in p a rtn e rs h i p s , p a d i g m ro b u s t e n g a g e m e n t to to a m a n a g e m e n t o f e a ch all typ e s o f b u s i n e s s o f kn o wl e d g e va ry i n re l a ti o n th e y a re l o o k a t th e i r i n te rn a l wi l l re l a ti o n s h i p th e re l a ti o n s h i p s wi l l H o we ve r, to g e th e r, o f th e th e m a n y ca s e s o r h a ve th e ch a n g e s th e co m p a ri s o n d yn a m i cs In th e p o s i ti o n i n g of l e ve l s o b j e cti ve s m u s t b e j o i n t o b j e cti ve s a n d be on In re l a ti o n s h i p a l re a d y wo rki n g th e m ea n d epen d th i s i n te g ti o n e xp e ri e n ce a t m u l ti p l e s e ts , to a p p ro a ch e s wi l l co l l a b o ti ve i n te g te d th re e wi l l s e cto r o r a p p l i ca t i o n e m b ce a o f e ve ry re l a ti o n s h i p s u cce s s fu l M a n a g em en t b y PS L a n d p ro ce s s e s a n d e n h a n ce m e n t p ro vi d e s a a l wa ys b e b o x’ m o re th a t t h e a ppl i ed p a rtn e rs th ro u g h m o re m o s t p ro fe s s i o n a l m e a n s ch a l l e n g i n g b u si n e ss m o d e l s a n d g ro wth o f co l l a b o t i ve o rg a n i z a t i o n s a n d wi l l p a rtn e r; i n to th e va l u e fo r m a n y o rg a n i z a t i o n s i s th a t th e y a re o f o rg a n i z a ti o n s th a t a re re l a t i o n s h i p th e be o rg a n i z a ti o n s to p o te n ti a l e n h a n ce I t b ri n g s a p p ro a ch e s to g e th e r i n p ri n ci p l e th e i r l e ve l o rg a n i z a ti o n s m a y a l re a d y b e i d e n ti fi e d wh a t o f th i s co m p e ti ti ve n e s s a n d s u p p o rt e a rl y a n d ch a l l e n g e and on we a kn e s s e s o f o u r s t te g y to e ve n o u t wa rd s b u t fre q u e n tl y fa i l a d o p ti o n in e ffe ct i ve n e s s i s u n i q u e; Th e ba sed a d va n t a g e va l u e s o r s ki l l s , p ro g m m e s o f d e ve l o p m e n t a n d l o o ki n g a th e fu tu re u n d e rta ke n p ro ce s s th a t ca n to wa rd s on t a ke and s o l u ti o n b e n e fi ts re l a ti o n s h i p s on i m p ro ve o rg a n i z a ti o n th e i r l e ve l vo l a ti l i t y o f b u s i n e s s p ro ce s s a cti vi ti e s wi l l l e a ve ‘ o u ts i d e th e tra d i t i o n a l b a s i s to s u s ta i n a b l e p a rtn e rs h i p s to e s s e n ti a l i n te g te d s u p p o rt th e i r o rg a n i z a ti o n s a d d i ti o n co l l a b o ti ve h o l i s t i c m a n n e r, be g l o b a l l y o p ti m i z e d s tre n g th s a n d a t to d a y’s ch a l l e n g e s fro m ca p t u ri n g To h a rn e s s t h i s a d d e d m a n y o th e r p u b l i c a t i o n s h i g h l i g h ts t h e 1 000 l o ca l l y a n d d e ve l o p ca n g e tti n g i s n ot a th ro u g h i m p a ct s o n wh i ch l o o ki n g d i s re g a rd i n g l o o ki n g vi e wp o i n t a n d Th e To p ro g m m e s t o d oes n ot m ea n wi l l c o m p l e xi ty a n d o rg a n i z a t i o n s , s i g n i fi ca n t p ro p o rti o n o f o rg a n i z a ti o n s wa n ti n g th e be co m p l e m e n t a ry p ro ce s s p ro ce s s e s a n d o u ts i d e p e rs p e cti ve n e two rks wi l l o rg a n i z a ti o n ’s cu rre n t ca p a b i l i ty, s ki l l s , d i s ta n ce Th e o r p a rtn e ri n g b o u n d a ri e s b e twe e n a wi l l p re p a re d ? a l te rn a ti ve Th e s e th e be C o l l a b o ti o n b u t d o e s o ffe r a n b y fo cu s i n g m a n a g em en t a t a we th a t re q u i re s co n s t a n t fl e xi b i l i t y o f a p p ro a ch i n ve s tm e n t d e l i ve ry n e two rks e a ch and B u t wi l l th o s e wh e re th e cl e a rl y d e fi n e d th o s e o f e a ch p a rtn e rs Chapter 28 – Future of collaboration re co g n i z e a p p ro a ch and th e fo r th e to fro m s u p p o rt e a ch on cre a ti n g re l a ti o n s h i p s h a ve wi th i n i n ve s tm e n t a n d s h o wn o rg a n i z a ti o n s th e e a ch va l u e e ffo rt o u ts i d e th e y a re o rg a n i z a ti o n a s p e ct i s to th e l o o ki n g and n o rm a l e n s u re fo u n d a t i o n m u s t b e s h a re d t h a t th e s e cre a t i o n and o f kn o wl e d g e wi th s t i m u l a te th e th e th e ca n a be co l l a b o ti ve b a l a n ce and p l a tfo rm d ri vi n g th e n e w va l u e m a n a g ed aim fo r th e th e th e p o te n ti a l re q u i re th u s i t i s wi l l Va l u e sh o u l d m u tu a l i m p o rt a n t i s th a t ri s k a n d In a vo i d wi l l cre a ti o n th e re be to a h el p to va l u e s ti m u l a te co m e s fro m m a y be bu i l d re wa rd d e ve l o p i n g p ro g m m e s wi l l p ro m o te d i ffe re n t fo r o u tco m e s o f ri s k p ro fi l i n g Wh i l e be Th e si m u l ta n e o u sl y a n d p a rtn e rs cre a ti o n i n n o va t i o n p ro ce s s , va l u e p a rtn e rs re l a ti o n s h i p i n ve s tm e n t kn o wl e d g e re l e a s e p ro g m m e s d o cl e a r vi e w o f wh a t th e y co n s i d e r to fo cu s o n a rra n g e m e n t th a t s e e ks to d e ve l o p i n g co l l a b o t i ve b u s i n e s s i n te rfa ce s ; D e fi n i n g e q u i ta b l y b e twe e n a p p ro a ch e s th e i n n o va ti o n p a l l e l of a fo r th e s e m a y d i ffe r b e twe e n co n fl i ct th a t m a y d i l u te Th e Th e o rg a n i z a t i o n s i n vo l ve d th a t th e y ca n H o we ve r, i m p o rta n t th a t o rg a n i z a ti o n s h a ve be o th e r’s o b j e cti ve s b e n e fi ts fo r th e cu s to m e rs th e y s e rve C o l l a b o t i ve va l u e n eed i s fo cu s e d a a a s h a ri n g u s u a l l y ru n in re q u i re m e n t to p ro ce s s a n d e t h o s i n to co n ti n u o u s fo cu s o n b e n e fi t o f th e p a rtn e rs Concl us ion Th e aim o f th i s b o o k i s to th e fra m e wo rk o f B S th e o p p o rt u n i ti e s a n d to bu i l d i n g and th e h el p to to th e 21 re a d e rs a th a t th e th e a d vi ce and fo r fu tu re d e g re e and o u tl i n e of a p p ro a ch e s g u i d a n ce in th i s p ro g m m e s b y o f i n te cti o n re l a t i o n s h i p s t h a t a re st a p p ro a ch e s wi t h i n p e rs p e cti ve a p p l i ca ti o n s o f co l l a b o ti ve fo u n d a ti o n e xp a n d l o n g e r- te rm ch a l l e n g e s o f th e g i ve I t i s h oped p ro vi d e co n fi d e n ce cre a te to p o te n ti a l s u p p o rt th e i r n e e d s b o o k wi l l d w to g e t h e r co n ce p t s a n d 1 000 wi th p a rtn e rs m u t u a l l y b e n e fi ci a l to m eet ce n tu ry 85 Further information Gibbs, Richard and Andrew Humphries (2009) Ma rke tin g Pa rtn e rsh ip s: Co lla b o tio n Ga in in g a n d Pa rtn e rin g Hansen, Morten T (2009) B u ild Co m m o n School Press Gro u n d, Co m p e titive , London: Kogan Page Co lla b o tio n : a n d Re a p Hawkins, David E (2006) Stra te g ic A llia n ce s a n d A dva n ta g e B ig Co rp o te Th ro u gh Ho w L e a de rs A vo id th e R e su lts Tra p s, , MA: Harvard Business So cia l R e sp o n sib ility: Ba la n cin g , London: Palgrave To m o rro w’s Su sta in a b ility a n d To da y’s Pro fita b ility Macmillan Hawkins, David E (2006) , London: Palgrave Macmillan Th e B e n din g Mo m e n t: En e rgizin g Co rp o te B u sin e ss Stra te gy Hawkins, David E and Shan Rajegopal (2005) B a ttle g ro un d: Cre a tin g Palgrave Macmillan Pro je ct Stra te g y fro m Su n ’Th e Humphries, Andrew and Richard Gibbs (201 0) Cre a tin g Hig h Pe rfo rm a n ce Tzu Lank, Elisabeth (2005) , London: Palgrave Macmillan Co lla b o tive A dva n ta g e : Ch a n ge : , SC: CreateSpace O rga n isa tio n s Win by To ge th e r Lipnack, Jessica and Jeffery Stamps (1 997) Sp a ce , Pro je ct , London: Co lla b o tive Pa rtn e rsh ip s a n d A llia n ce s Independent Publishing Platform, Amazon Wo rkin g a n d th e A rt o f Wa r’ Tim e a n d O rg a n iza tio n s with Partnership Sourcing Partnership Sourcing Future Visio n Co n n e ctio n s 01 Se a rch R e a ch in g A cro ss , NY: John Wiley & Sons Tate, William (2009) , Devon: Triarchy Press Th e Virtu a l Te a m s: Te ch n o lo g y fo r L e a de rsh ip : An O rg a n isa tio n a l Pe rsp e ctive Tompkins, James A (2003) , NC: Tompkins Press No Ch a in 286 Exce lle n ce B o u n da rie s: B re a k Th ro u gh to Su p p ly I n d ex A theory of human motivation Ab i l i t y ve rsu s a tti t u d e , Ab h a m M a s l o w, S m i th , Al l i a n ce AM E C , C o n st i t u e n ts o f cu l tu re , C o n su m e rs , Aca d e m i c re se a rch , Ad a m , p a rtn e rs, Awa re n e s s i n i t i a l p a m e t e rs, B a b co ck I n t e rn a ti o n a l B a l fo u r B e a tt y c a s e ca se s tu d y, B e h a vi o u rs a n d p o l i c y, B e h a vi o u rs a n d tru st , B P An d re w, s tu d y, fo r fa i l u re , C o rp o te so ci a l G ro u p C u l tu re , C u l tu re 1 000 and BS 1 000 i m p l e m e n t a ti o n BS 1 000-1 : 01 0, relationships , th i rd s e cto r, ch e ckl i st , BS 1 000-2 : 01 , 50, Collaborative business xi i BS G u i d a n ce , S e rvi c e s ca se s tu d y, C a p a b i l i ty a n d C l u st e rs a n d C S R, D e fi n e va l u e , D e fi n i n g C o l l a b o ti ve b e n e fi ts , C o l l a b o ti ve ch a n g e , C o l l a b o ti ve l e a d e rsh i p , C o l l a b o ti ve p ro fi l e , re l a t i o n sh i p s , C o m m u n i ca ti o n s p l a n , I AC C M b e h a vi o u rs , p a m e te rs , , i n n o va ti o n , 21 As so ci a ti o n c o l l a b o t i ve I m p l e m e n t a ti o n fo r C o m m e rc i a l M a n a g e m e n t, I m p o rta n ce 28 I m p a cts o f b e h a vi o u rs , 26 1 I n t e rn a t i o n a l I d e n ti fyi n g C o n s o rti a /j o i n t ve n t u re s , o b j e cti ve s, re l a t i o n s h i p s, C o n tra ct a n d 20 co m m o n H u m p h ri e s A, tru s t, o p p o rtu n i t i e s, G l a ss fl o o r, C o m p e te n c i e s a n d 26 stu d y, m a p, G e n e ti n g 27 1 F u tu re 1 25 5, Future Connections and D i s tri b u t i o n /re t a i l , E vi d e n ce C o n fi d e n ce re so l u t i o n , E xi t st t e g y i n i ti a l D e ve l o p i n g E va l u a ti n g C o m m u n i ca ti o n s fl o w, C o m p l i a n ce , 25 21 s e rvi ce s, C o m m u n i ca ti o n , c l u s te rs , E st a b l i sh i n g 26 e xp e cta t i o n s, E M C O R ca se re sp o n si b i l i t y, D e ve l o p i n g Egan, 8 so ci a l E l e m e n t s o f tru s t, cl u s te r p o we r, C o m m i tm e n t, c o m p e te n ce , C o m m i ss i o n i n g 26 st u d y, E co - e ffi ci e n cy, B u si n e ss e n vi ro n m e n t, B u si n e ss o b j e ct i ve s , 23 B u si n e ss co n t i n u i ty a n d ca se cru n ch , D i sp u te B u si n e ss co n t i n u i ty, re sp o n si b i l i ty C u s to m e rs , 27 co m m u n i ca ti o n s, C S R C o rp o te 24 b o u n d a ri e s, cu l t u re , C RAF T m e th o d o l o g y, b u s i n e ss c a s e , th e 21 peopl e, C o rp o te C o s ta i n BS B T G l oba l cu rve , C o n tra ct i n g C o n tra ct u a l 26 B e n e fi ts a n d C o n tra ct i n g C o n tra ct s a n d 22 st e p s , o f t ru st , m a n a g e rs, 87 In dex Indicators of trust, Information management, Initial exit strategy, Institute for Collaborative Working, Integration of cultures, Internal assessment, 1 Internal constraints, 1 Internal influences, ISO 9000, John Lewis partnership, 26 Joint exit strategy, Joint team management, Joint risk management, Joint management team, Joint sponsorship, Just in time, Key messages for outsourcing, 20 Key messages for business development, Key messages for supply chain, Knowledge initial parameters, Knowledge management, 4, KPIs Key performance indicators, KRAFT and Cadburys, 24 Kraljic model, Kraljic P, Latham, Leadership and objectives, Learning from experience, Learning organization, Lockheed Martin case study, 21 Management ethos, Managing behaviours, Manufacture, MAP Maturity Assessment Programme, 12 Marketing collaboration, Maslow’s Hierarchy, Maturity assessment, 23 McMillan cancer research, 27 Measuring trust, Mergers and acquisitions, 3, 24 Michael Porter’s five forces model, Midas proposition, 25 MOD Case study, Monitor and measure, Nature of leadership, NATS cast study, Negotiation strategy, 288 Network Rail case study, Networking in business, 25 ’Outside in’ theory, 20 Outsourcing, Partner profile, 1 Partner selection initial parameters, Partner selection process, Pera Training case study, 22 Performance based collaboration, Policies and processes, 1 Profit and CSR, 26 Public sector delivery, Purchasing must become supply management, R&D Research and Development, Rachel Kessler, 24 Raytheon Systems case study, Realizing the potential of GB Rail, Relationship health check, Relationship iceberg, Relationship management engagement areas, Relationship management plan, 8,9 Relationship risk, Resource sharing and supply chain optimization, 27 Risk analysis, Risk and integration, Roger Harrison, Sarbanes-Oxley, Segregating relationships, 7, Selex ES case study, Services, Sir Roy McNulty, Skanska case study, 7, 26 Skills and competencies, SLAs Service level agreements, Social interaction, SRM Supplier Relationship Management, Stakeholder management, Strategy development, Style of leadership, Supply chains, Supply chain risk, Sustainability impacts, 26 Technologies versus people, 22 Terminal Heathrow, The glass floor, In dex Th e g re e n Th e i n t e l l i g e n t cu st o m e r, a g en d a , Th e ’ o u ts i d e Th e va l u e Th e We a l th in’ 26 th e o ry, p ro p o si t i o n , 20 o f N a t i o n s, Wa rn e r a n d To ta l co s t o f o wn e rsh i p , TU P E Tra n s fe r o f U n d e rt a ki n g s , U n d e rs ta n d i n g ch a cte r, Va l u e ch a i n , AO L, 22 Ti m e 24 21 yo u r o rg a n i z a t i o n ’ s Va l u e cre a t i o n fo cu s , Va l u e cre a t i o n i n i ti a l p a m e te rs , Va l u e cre a t i o n m od el , Va l u e cre a t i o n p ro ce s s, Va l u e o f tru s t, Vi rtu a l Vi si o n o rg a n i z a ti o n s , 01 0, 22, 25 – Wh a t ’s i n Wo rki n g Vo l u n ta ry s e cto r, WI I F M 4 i t fo r m e , t o g e t h e r i n i ti a l p a m e t e rs , 89 I f you fou n d th i s book of i n terest, you m a y a l so wa n t to si d er: Com p l a i n t s M a n a g em en t Tu r n i n g n eg a ti ve s i n to By M i ch a el p o s i ti ve s Hill Co m p la in ts Ma n a g e m e n t: Tu rn in g n e ga tive s in to p o sitive s h a s been d esi g n ed to h el p a n y com pa n y or org a n i za ti on i m prove th e effecti ven ess of i ts cu stom er com pl a i n t processes a n d system s I t a d h eres to th e pri n ci pl es of th e com pl a i n t m a n a g em en t sta n d a rd sa tisfa ctio n BS ISO 0002:2 004, Q u a lity m a n a g e m e n t – Cu sto m e r – Gu ide lin e s fo r co m p la in ts h a n dlin g in o rg a n iza tio n s Th e book d ws on ca se stu d i es from a va ri ety of sectors, su ch a s fi n a n ci a l servi ces, h ea l th ca re, n ot-for-profi t, u ti l i ti es, a n d th e tra vel i n d u stry to presen t th e rea d er wi th opportu n i ti es to refl ect on g ood pra cti ce wh i l e rea l i zi n g th e u n d erl yi n g ben efi ts of th e sta n d a rd Th e book i n cl u d es q u otes a n d sta ti sti cs th a t ca n su pport a n i n tern a l bu si n ess ca se, a s wel l a s pra cti ca l ch eckl i sts for h a n d l i n g com pl a i n ts, a n a l ysi n g root ca u ses, a n d d u cti n g system revi ews Th e book a l so referen ces th e ben efi ts th a t ca n be d el i vered from extern a l d i spu te resol u ti on sch em es a n d h ow sa tisfa ctio n B S ISO – Gu ide lin e s fo r disp u te 0003:2 007, re so lu tio n Q u a lity m a n a ge m e n t – Cu sto m e r e xte rn a l to o rga n iza tio n s d el i vers a sta n d a rd for i m provi n g th e effecti ven ess of su ch sch em es Th e book i s i n ten d ed a s a referen ce for a n yon e (i n d i vi d u a l , com pa n y or org a n i za ti on ) si d eri n g a revi ew of com pl a i n t m a n a g em en t processes or seeki n g a ccred i ta ti on to B S I SO 0002 : 004 Th u s, i t wi l l be of i n terest to professi on a l s i n cu stom er servi ce rel a ted i n d u stri es, reg u l a tors, om bu d sm a n a n d a d j u d i ca tors Al s o ava i l a bl e wi th s ta n d a rd s s a ti s f a cti on G u i d el i n e s f o r BS ISO 0002 : 2004 Q u a l i ty m a n a g em en t C u s tom e r com p l a i n t s h a n d l i n g i n o r g a n i za ti on s com p l a i n t s h a n d l i n g i n o r g a n i za ti on s a n d B S C u s tom e r s a ti s f a cti on ISO G u i d el i n e s f o r 0003 : 2007 Q u a l i ty m a n a g em en t G u i d el i n e s f o r d i s p u te re s ol u ti on exte r n a l to o rg a n i za ti on s (s ee bel ow) Pr i ce £40 00 (wi th ou t sta n d a rd s) or £1 60 (wi th sta n d a rd s, m em ber pri ce) £2 88 (wi th sta n d a rd s, n on -m em ber) I S BN 80 87 (wi th ou t sta n d a rd s) / 80 65 (wi th sta n d a rd s) For further more details see 290 h ttp: //sh op bsi g rou p com /bi p2 1 Ra i si n g th e Sta n d a rd for Col l a bora ti on H a rn e s s i n g Co l l Fo a b o t i v e B u s i n e s s r any be b e n e fi ts th e o rg c o s tl y a n i z a ti o n , or b uilding and re s o u rc e - h e a v y m a i n ta i n i n g of 1 000 : a ti o n s h i p s Re l aim Th e BS of th i s g ood b ook is b u s i n e s s re l a t i o n s p ro v i d to e an i is v i ta l n t ro d u c t i o n Fo l l o w i to th e B S 1 0 : 20 Col l a bora ti ve B u si n ess Rel a ti on sh i ps A fra m ework speci fi ca ti on to a d o p ti o n a n d Wh y: H ow: co l l E x p l o re s b ook co l l a i m ed a t is d eca d e h e h ri s e s wa s as th th e d h as been ro u g h ri v i n g s p e c i fi c a ti o n, w o r l d ’s 00 to p n of su b e n e fi ts , ng, a co l l ri n g a co l l b d i s cu ss e d w i th a s ta u si n e ss re a n d s u s ta i im co m b i n d a rd , is o n ve s ti g a te d i of n a ti o n b s ta fro m n d a rd th s t t e g y of BS th I t a b o t i v e a p p ro a c h n e e d n o t and va l ue fo c u s e s i n th e co n te x t of to co l l co l l a t p o s i t i o n s re l a t i o n s h i p s 1 000 of a b o t i o n a n d n p ro v i d i n g a o fi rs t s te p re e p e r s p e c t i v e s : p p o r t u n i t i e s a n d r i s ks d e ve l o p m e n t p l e m e n ta ti o n nable p o te n ti a l a p p l i c a ti o n s th e a b o t i o n a b o t i v e p p o rt a s t ru c t u e n su of co l l p ro v i d a ro b u s t e to a b o t i v e m fra m e w o a xi m u m rk fo e ffe c t r u si n ess th e of a p p ro a c h t h e o r y, i n en su p c t i c a l ri n g ca s e th e c re a t i o s tu d i e s n of and an b o u si n e ss u tl i n e of va l b u e uilding fo r b l o c ks a b o t i o n Da vi d H a wki n s H e th e E x p l o re s ca co n ce p t Th e b e n e fi ts th i s w o r ki p e r s p e c ti v e s a re s u c c e s s fu l e n t e rp th e h ow a b o t i v e Wh ere: Th e at Lo o ks r ki n g a n d wo Th e se p l e m e n ta ti o n im ng a c o n c e p ts and h se n i or ad an m a n a g em en t a n d e x te n s i ve ca a n a c t i v e p ro m o t e r th e b fo rc e ch u ild i beh i a i rm a n th o u g h t ng nd of re e r of i a l l i a n ce s th e c re a t i o n th e l e a d e rs o BSI n u si n e ss d e v e l o p e rs a b o t i o n a n d p a r t n e r i n g of BS c o m m i tte e c o rp o b n p ro j e c t s a n d p ro c u re m e n t co l l of s t t e g i c t e 1 0 -1 wh o s o ci : 201 0, d e ve l o p e d Co l l th e a l re s p o n s i b i l i t y w i th i n th e c o n c e p ts , a b o t i v e b s ta I n d a rd u n co n s t ru to g e th e r si c ti o n w i th i n d u s t r y th e n e s s re l a t i o n s h i p s 20 h e wa s O ve r th e d e ve l o p m e n t – Pa rt : A a c kn o w l e d g e d a s p a st e x te n d e d of fra m e w o o ne of rk th e (CS R ) Wh a t revi ewers h a ve sa i d : ‘ D a vi d H a w ki n s p e rh a p s b uilding m o re w i th h el a s n ot u s i v e l y, th e o n l y a n s w e re d h ow? s ci e n ce of H e m h th e two m ost a s a l s o a d va n ce d a n a g em en t i n to a im p o rt a n t th e h o l i s ti c s ta te q u e s ti o n s a b ou p a r t n e ri n g of s t t e g y th at wi l l by t b p ro d u th e c ri ti c a l ri l l i a n tl y ce to pic bl en d i ng of co l l th e a b o t i o n : a rt of wh y? and re l a t i o n s h i p M r J oh n J oh n s, Depu ty Assi sta n t re s u l t s ’ Secreta ry of Defen se, (M a i n ten a n ce) , U S D epa rtm en t of Defen se ‘ Wh yo u at r D a vi d ' s o wn o th i n ki n g h a s re a l l y rg a n i s a t i o n a n d p ro c e s s e s ’ th at BSI Group Headquarters 89 C h i s wi c k H i g h W4 AL www b s i g ro u p c o m © B SI co p yri g h t p re s s e d u p o n co l l m e i s th e Ro a d fa c t a b o t i o n n e e d s Si m on Ki rby, M D, N etwork Ra i l I n fra stru ctu re BSI order ref: BIP 2225 Lo n d o n im s u c c e s s fu l th to at be th e fo u n d a ti o n s e ffe c t i v e l y of d e si g s u c c e s s fu l n ed i n to th e co l l a b o t i o n beg i p ro c u re m e n t a n d n w i th d e l i ve ry