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"