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The co-creation edge : harnessing big data to transform sales and procurement for business innovation

Author: Francis J Gouillart; Bernard Quancard
Publisher: New York : Palgrave Macmillan, [2016] ©2016
Edition/Format:   eBook : Document : EnglishView all editions and formats
Summary:
Rapid changes in business along with better informed customers threaten the traditional sales and procurement process. Thousands of sales and procurement people are threatened with extinction, yet all is not destined to be doom and gloom. A new way of partnering between these two roles can, in fact, create significant value for both organizations. Sales and procurement professionals have a bright future ahead of  Read more...
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Gouillart, Francis J.
Co-creation edge.
New York : Palgrave Macmillan, [2016]
(OCoLC)934194186
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Francis J Gouillart; Bernard Quancard
ISBN: 9781137526779 1137526777
OCLC Number: 956320836
Description: 1 online resource (vii, 186 pages) : illustrations
Contents: Figures; Chapter 1: The Changing World of€Sales and€Procurement; 1 Trend #1: The€Problems that Companies' Sales and€Procurement People Are Asked to€Tackle Are Broader and€More Complex Than€Ever; Next Practice #1: Sales and€Procurement Professionals Work Together to€Address New Problems of€Increasing Magnitude; 2 Trend #2: Sales and€Procurement Networks Are Becoming More Diffuse and€Complex; Next Practice #2: Sales and€Procurement Professionals Organize Problem-Solving Networks Across Company Boundaries; 3 Trend #3: People Expect Problems to€Be€Solved in€Real Time as€a€Group. Next Practice #3: Sales and€Procurement Professionals Must Structure a€Process and€Platform for€Live Cross-Company Engagement4 Trend #4: Big Data Has Arrived in€Sales and€Procurement; Next Practice #4: Sales and€Procurement Facilitate the€Development of€New Data-Driven, Cross-Company Interactions Fed by Digital Platforms; 5 Trend #5: Sales and€Procurement Professionals Use Their Own Transformation to€Transform the€Work Experience of€Others; Next Practice # 5: Sales and€Procurement Professionals Facilitate the€Creation of€New Personal Experiences for€Individuals in€Their Network. 6 Trend #6: Sales and€Procurement Professionals Are Asked to€Constantly Reinvent the€Business Model of€Their FirmsNext Practice #6: Sales and€Procurement Professionals Find New Sources of€Value for€Their Firm; 7 Implications for€Strategic Account Managers and€Senior Procurement Managers; Chapter 2: The Co-Creation Cycle; 1 Can We€Formulate a€Problem or Opportunity that Account Managers and€Procurement Agents Can Solve Together? (Become a€Problem-Solver). 2 How Can We€Identify and€Recruit a€Mini-community of€People on€the€Supplier and€Customer Required to€Tackle that Problem/Opportunity? (Become a€Community Organizer)3 Can We€Find a€Place or "Engagement Platform" Where This Mini-ƯCommunity of€People Can Come Together in€Live Fashion? (Become an€Event Planner); 4 At the€Event, How Can We€Help Formulate Questions or Hypotheses the€Group Would Like to€Answer, or Test, with€the€Help of€Data? (Become a€Group Facilitator). 5 Can We€Use, or Encourage, the€Development of€a€Technology Platform Linking the€Two Companies to€Secure the€Necessary Data? (Become a€Technology Advocate)6 Can We€Use the€Data Generated to€Create Insights into How the€Questions or Hypotheses Can Be€Answered or Validated? (Become an€Analytics Story-Teller); 7 Can We€Organize New Interactions with€New Players Around the€Data-Driven Insights You€Have Generated? (Become an€Organizational Coach); 8 Can We€Foster a€Sense of€Shared Experience Across Members of€Both Firms as€a€Result of€the€Effort? (Become an€Empathy Bridge-Builder).
Responsibility: Francis Gouillart, Bernard Quancard.

Abstract:

Each trend offers an opportunity to develop a new skill for sales and procurement professionals and adopt a new practice. providing new personal experiences for individuals and lastly (and most  Read more...

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