4 steps to increase your cross-functional influence · 2016-05-20 · functional maturity, it will...

By Jeanne Reisinger Global Supply Chain Improvement Strategist (retired Global Supply Chain Director, Procter & Gamble)

In partnership with TRACC Value Chain Improvement Solution

4 STEPS TO INCREASE YOUR CROSS-FUNCTIONAL INFLUENCEAre you competing internally for resources or externally for market share? Do you spend more time arguing with your functional counterparts than you spend talking with, and about, customers? As a supply chain executive, you need to work effectively across functions to ensure supply chain and business success. The work is challenging and important – so how can you improve your technique? The solution is to expand your influence by preparing in much the same way you would prior to visiting a foreign country, as described in these four simple steps.

STOP FIGHTING AND START WINNING:

www.traccsolution.com [email protected] l 1

Stop fighting and start winning: 4 steps to increase your cross-functional influence

Jeanne Reisinger

Jeanne worked as a Supply Chain Leader at Procter & Gamble for 32 years. She has turned supply chains from non-strategic ‘costs to be managed’ into valuable assets that drive competitive advantage. Her scope of work extended from strategic network design to operational excellence across the entire value chain. Jeanne’s footprint is visible from North America Paper and Health & Beauty businesses to Asia Logistics, from the P&G Walmart Customer Team to the Corporate Center of Excellence and the Global Household Care business. She consistently delivered breakthrough change that improved service, reduced cost and cash, and accelerated sales growth. Today, Jeanne is a trusted Value Chain Advisor to companies around the globe looking to transform their value chains through an integrative continuous improvement approach.

“ ...shop the corridors of your

organisation to get a clearer picture of the prevailing conditions.

”

ONE /GET A GUIDEBOOKBefore embarking on a journey to a foreign land, it’s a good idea to invest in a guidebook to help you prepare for your trip. Though you could shop for travel guides online, it’s best to ‘shop the corridors’ of your organisation to get a clearer picture of the prevailing conditions. Start by cultivating a deep understanding of the corporate vision, mission, core values and strategy. Look at how the strategy has evolved over time. Which metrics and targets define success? Then, do the same for the functional visions and strategies. Absorb the history of each function and understand the role it has played in helping the company achieve success in the market. Which functions define the core competency of the company and which act as support? If innovation is what has made the company famous, then R&D will very likely be the most influential function. If branding gives you the edge, then Marketing will be in the lead. If you treat this process as a cultural exchange, you will approach it with open eyes and embrace differences rather than treating them as barriers.

TRACC is a guidebook for integrative continuous improvement. It guides the traveller from the strategic work of end-to-end value chain alignment across the multifunctional business processes of Plan, Source, Make and Deliver, and down to the tactical components of problem-solving and teamwork. No matter where you are in your cross- functional maturity, it will provide the right next steps for your journey to a demand- driven value network.

http://traccsolution.com/strategy-deployment/



“ You need to understand both

the official and the black-market currencies to be

able to understand and influence across

functions. ”

“ To create a coalition of

champions, you must describe the winning supply chain strategy

in the language of your functional

counterparts. ”

TWO / BUY LOCAL CURRENCYWhen you travel abroad, you need local currency; similarly, you need to know the currency of each function as defined by its reward system. What metrics do the functions use to evaluate their functional success? Which behaviours and results are rewarded with a promotion? Depending on the function, it may operate with a combination of documented currency (published metrics) and a parallel ‘black-market’ currency. For example, Marketing’s metric may be percentage of market share growth but promotions may be given to those who create advertising campaigns with the most ‘buzz’. Manufacturing’s metric may be percentage of quality products but promotions go to those who drive year-on-year cost reduction. You need to understand both the official and the black-market currencies to be able to understand and influence across functions.

TRACC emphasises the importance of a balanced scorecard made up of Key Performance Indicators that connect to the top-line corporate goals of sales, volume, profit and cash. The balanced scorecard focuses on the four core perspectives of financial, customers, internal processes, people development – and, more recently, a fifth core element of sustainability. A balanced scorecard, versus a biased scorecard, acts as an integrator across functions.

THREE / LEARN THE LANGUAGEWherever you travel, the locals appreciate any attempt to learn their language – even if it is just a few phrases. Greeting people with a warm ‘hello’ in the local language is more likely to lead to a good restaurant recommendation or the right directions to the train station. The same holds true for other functions. Discovering their current priorities and pain points can open the door to a more productive conversation about shared goals and shared frustrations. If you learn that Sales has been charged with opening a new channel, it puts their request for a special pack size in perspective. If Finance is being pressured to improve cash flow, you may just have found a new ally in your inventory reduction programme. To create a coalition of champions, you must describe the winning supply chain strategy in the language of your functional counterparts, and speak and measure its success in the currency that they trade in.

TRACC speaks the language of each function in the context of customer requirements and corporate goals. It connects the functions through the execution of shared business processes. It creates a common corporate language of continuous improvement via a framework of best practices.

http://traccsolution.com/resources/p1-supply-chain/



“ Seeing strategic business processes as

‘cultural exchange programmes’

between functions can be the spark to drive improvements

that benefit everyone. ”

FOUR / MAKE FRIENDS WITH THE LOCALSSeeing a city from the window of a tour bus does not compare with the experience of strolling through the streets, although both methods will show you the sites. Reading historical battleground markers does not compare with having a veteran share their personal story. Likewise, researching other functions is not enough – you must engage in true conversation.

A shared business process is a great place to start. Informal talks about common pain points can lead to a formal process mapping exercise. Frustrations about decision rights can lead to a Responsibility Assignment matrix that brings clarity to everyone in the process. Sales and Supply Planning share a common objective of ensuring that customers’ promotion plans are communicated and flawlessly executed. Purchases, R&D and Manufacturing all have a vested interest in the supplier qualification process. Seeing strategic business processes as ‘cultural exchange programmes’ between functions can be the spark to drive improvements that benefit everyone.

TRACC brings together all functions involved in the execution of business processes, from the strategic Sales & Operations Planning process to the tactical daily Transportation Planning process. Mapping the current and future states brings everyone together and makes the integration points visible. When people start seeing the cause and effect of their actions in the light of the broader process, true transformation can begin to take place.

INTEGRATIVE IMPROVEMENT

An Integrative Improvement System can help you create a culture

that enables your people to drive up operational efficiency and

maximise value to your customers.

WHAT: Integrative improvement is a comprehensive, holistic and integrated approach to continuous improvement (CI).

HOW: It delivers sustainable business improvement results through best practice and work process improvement.

WHY: So organisations like yours can increase end-to-end value chain efficiency and improve service, cost and cash.

Find out how an integrative improvement approach can help deliver superior results for your organisation by downloading The Definitive

Guide to Integrative Improvement at traccsolution.com/resources/integrative-improvement



www.traccsolution.com/resources/integrative-improvement


TRUSTED BY:AkzoNobel, Anglo American, Astrapak, Beam, CCU, Coca-Cola Bottlers, COFCO, Diageo, DuPont, Kellogg’s, Lion, MillerCoors, SABMiller, SCMC, Swire, Weetabix, and many more.

Why ONE solution to achieve your operational improvement strategy?Meeting the ever-changing demands of markets, shareholders and customers means constantly evolving and improving every aspect of your global organisation. To drive business performance improvement and standardised efficiency gains across your support network, you need an integrative best practice and process improvement system. You also need to create a culture of empowerment, while at the same time upskilling work teams using the same playbook. If you don’t, your organisation will experience pockets of excellence that are not replicated. To outperform your competitors, all your improvement projects and processes need to be collapsed into ONE standardised tried-and-tested solution that allows everyone in your value chain to continuously improve and share its practices and core processes.

ONESOLUTION TO ACHIEVE YOUR IMPROVEMENT STRATEGY



http://traccsolution.com/resources/integrative-improvement-system/



The TRACC Value Chain improVement Solution

TRACC follows an integrative improvement approach. Integrative improvement is the new approach to sustainable continuous improvement. Without this approach, performance improvement using methodologies such as Lean, Six Sigma and Supply Chain Optimisation are not sustainable. Integrative, in the sense of continuous improvement, must relate to each and every part of your organisation — including its people, processes and systems.

With TRACC, your people own the improvement process and can apply it across multiple operations, cultures and languages — simultaneously. Never before has it been possible to collapse all your improvement projects across your entire value chain into one solution which engages all your people in your improvement strategy.

To achieve accelerated business performance improvement that is both notable and sustainable, and to continuously increase value, you need to improve everything and enable everyone across your PLAN, SOURCE, MAKE, and DELIVER processes.

TRACC provides the following solutions for your business ...

You need to balance the interaction between demand needs and supply capability. You need a solution that enables your people to secure alignment and cooperation across functions and departments, and builds and supports the human capital that is necessary to reach world class. [3 best practices]

You need to improve operational efficiency and cut costs without reducing value. You need a solution that standardises and integrates best practice, and enables your people to implement efficiency improvement simultaneously across multiple plants. [13 best practices]

You need to manage complex data, compliance and risk across increasingly global, multi-tier supply chains. You need a solution that helps you reduce the total cost of ownership (TCO) and enables your people to deliver to supply chain KPIs. [4 best practices]

You need to guarantee both planned production that meets forecast demand and the availability of the appropriate amount of raw materials and goods for planned production runs. You need a solution that builds a more agile, flexible and responsive supply chain with an integrated and structured approach to planning. [7 best practices]

Your processes are misaligned and there are activities in your warehouses and across transportation that compromise the management and delivery of your products. You need a solution that organises and coordinates all activities regarding the receiving, storage, preparation and distribution of your products to be on time and delivered in full. [5 best practices]

You need to ensure a high level of transactional service in order to increase profit margins, attract new customers and retain existing ones. You need a solution that improves processes, and embeds Lean in the high-volume transactional areas of your business. [4 best practices]

TRACC IMPROVEMENT STRATEGY AND ENABLEMENT BEST PRACTICES

TRACC OPERATIONS BEST PRACTICES

TRACC LOGISTICS BEST PRACTICES

TRACC SOURCING BEST PRACTICES

TRACC TRANSACTIONAL SERVICES BEST PRACTICES

TRACC PLANNING BEST PRACTICES



TRACC UNIQUE?TRACC is the only solution that provides an integrative improvement system

that delivers sustainable business improvement results through best practice

and work process improvement. It also creates a culture that enables your

people to drive up operational effectiveness and efficiency, maximising value

to your customers.

WHATMAKES

Improve Everything Enable Everyone

TRACC

TRACC

The TRACC Integrative Improvement System allows you to:

ASSESS your best practice and identify opportunities and losses PLAN your step-by-step performance improvement process

TRACK your progress and benchmark your operations MANAGE your implementation plan against a proven improvement methodology

SHARE best practice and build internal capability

SYSTEMTRACC PlatformTRACC’s Integrative Improvement System provides a secure online platform (digiTRACC) and application that enables you to assess your organisation’s practice gaps, maps out the recommended sequence of best practice and process improvement steps, and provides the work packages to action these improvement steps.

TRACC ReaderThe system includes an application for tablets (iPad and Android) and Windows PC that provides TRACC users with easy, mobile and electronic access to the TRACC best practice steps, shared learning and resources.

TRACC TrainingThe TRACC platform includes training programmes and materials designed to be customised and delivered by internal trainers. The training methodology enables companies to be competitive by unlocking the inherent capabilities of employees at all levels.

TRACC eLearning CogsThe TRACC Solution provides online learning with overviews of each best practice, to ensure newcomers or latecomers to the process are given the opportunity to accelerate their understanding of each practice and work process improvement.

SUPPORTTRACC System SupportTo ensure rapid deployment, TRACC provides secure online platform set-up and virtual training. As part of the secure platform set-up, various user groups are created for your organisation. This enables your business to control access rights such as creating and conducting assessments, viewing specific business areas, and system administration.

TRACC CommunityThe TRACC online community of best practice provides a mechanism for TRACC users to see photographic examples of what good looks like. This support service also provides peer networking and discussion forums for shared learning.

TRACC EventsTRACC events are hosted all around the world, attracting thousands of people to collaborate and innovate around business performance improvement. These events are designed to foster collaboration and networking in order to maximise the opportunity for leaders and industry experts to learn from each other’s business improvement programmes, experiences and insights.

SERVICESTRACC Trusted Advisors TRACC Trusted Advisors walk every step of the way with your internal implementation and training teams, guiding them through the process, and coaching and training them on how to implement TRACC, build capability, achieve your improvement strategy and sustain the improvements.

SYSTEM, SERVICE AND SUPPORT

www.traccsolution.com [email protected]

Copyright © 2016 CCI (Pty) Ltd All rights reserved TRACC, its logo, and Integrative Improvement System are trademarks of CCI.

Supply Chains should be … an engine that drives value creation.

CCI The PeopleBehind TRACC

Our reputation for building competitive capability is reinforced by our ability to enable our clients’ global workforce. Our focus on value-based solutions for our clients brings about process and practice improvements, efficiency gains and also substantial bottom line growth.

For over 25 years, we have delivered sustainable results across more than 2 000 operations in 70 countries and in multiple languages.

FOR MORE INFORMATION on the TRACC Value Chain Improvement Solution contact us on the relevant details below:

Europe ............................. +44-207-321-3902 Africa/Middle East ....... +27-21-555-3610

China ................................ +86-21-3382-1651South East Asia ............. +65-6866-3300 Australasia ...................... +61-75-577-4005

North America .............. +1-949-679-2960 Latin America ................ +52-33-3002-4023

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4 steps to increase your cross-functional influence · 2016-05-20 · functional maturity, it will...

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