bs 11000 the worlds first collaborative relationship management national standard executive briefing
TRANSCRIPT
BS 11000 the worlds first Collaborative Relationship management national standard
Executive Briefing
The worlds first National Standard for Collaborative relationship management
Background
i Formed in 1990
DTI now BIS and the CBI
i Assist organisations to develop collaborative
relationships for competitiveness
i Develop, share, promote best practice
Business Relationship Management
i Self financing – Not for Profit
A Company Limited by Guarantee
i 21 years of practical experience
The worlds first National Standard for Collaborative relationship management
The worlds first National Standard for Collaborative relationship management
PSL Executive Partnering Knowledge Network
Office of Government CommerceBISCBINational Audit OfficeFCOPolicy ConnectDept. for Communities & Local GovernmentDept. for TransportHSEDEFRADept. of Works and PensionsUK Trade & InvestmentNuclear Decommissioning AgencyMoD-DE&SSport EnglandRoyal NavyRoyal Air Force
University of BathUniversity of CranfieldUniversity of StrathclydeUniversity of SouthamptonUniversity of SurreyUniversity of ExeterManchester Business SchoolOxford Brookes UniversityC.I.P.S.ASAP Tech
Ratheon Systems SCCSelexSenate publishingSERCOSiemens UKSiemens enterpriseToshibaTWI
AMECAtkins rail AWEBabcock International BAE Systems Balfour BeattyBritish Standards InstituteBritish Retail ConsortiumBT Global CAPITACH2MHillCobham AviationCostain D-LinkEADSEMCORFrequentisFrost and SullivanInstitute for export InterserveLife channelLockheed MartinLogistics InternationalNATSNetwork Rail NIPOraclePERAProbrandRail Industries Association
C R A F T
Collaborative Relationship Assessment Fulfilment Transformation
The foundation of BS 11000A structured framework for building
effective and profitable relationships
Awareness
Knowledge
Internal assessment
Partnerselection
Stayingtogether
Exit strategy
Valuecreation
Workingtogether
The worlds first National Standard for Collaborative relationship management
The Importance of Relationships
Relationships PeopleMachine
Functional
• Transactions
• Information
• Specifications
• Inventory
• Accounting
• Payment
• Taxation
• Security
• Duties
• Pricing
Procedural
• Bidding
• Planning
• Demand/supply
• Evaluation
• Budgeting
• Contractual
• Performance
• Alarms
• Marketing
• Renewal cycle
Relational
• Language
• Law
• Legislation
• Visibility
• Reporting
• Customer
profiles
• Integration
• Currency
• Risk mgt.
Emotional
• Confidence
• Trust
• Culture
• Leverage
• Negotiations
• Problem solving
• Dispute
resolution
• Ownership
• Motivation
• Innovation
• Risk awareness
The worlds first National Standard for Collaborative relationship management
The Importance of Relationships
The worlds first National Standard for Collaborative relationship management
Adversarial
The worlds first National Standard for Collaborative relationship management
The worlds first National Standard for Collaborative relationship management
Relationship journey
Partnering
The worlds first National Standard for Collaborative relationship management
• Lack of stakeholder commitment / management support• Lack of strategic direction• Poor up-front planning / partner evaluation• Cultural mismatch• Lack of shared goals / success criteria• Poorly defined measurement (often too many)• Lack of benefit / risk sharing• Hidden agendas• Poor communication• Ineffective blockage resolution mechanisms
The challenges of collaborative business relationships
The worlds first National Standard for Collaborative relationship management
The worlds first National Standard for Collaborative relationship management
External collaborators
Suppliers
Internal departments
Customers
Collaborativerelationship
management
Consortia
Allia
ncesEco system
s
Collaborative networks
Partnering programmes
The worlds first National Standard for Collaborative relationship management
Significant Milestones in the developments of BS 11000
‘90 91 92 93 94 95 96 97 98 99 00 01 02 03 04 05 06 07 08 09 10 11 12 13 14
1990 2000 2010
PSL formed
Lathamreport
MODGuide
Eganreport
Vision 2010
CRAFTProgrammelaunched
Futureconnections
BSI PAS 11000Published Nov
CertificationPilot
1st Certificates
awarded
BS 11000Published Oct 2010
ISO 11000
Part 2Guide
Understanding your objectives• Executive sponsorship &
policy• Business objectives• Benefits & Business case• Segregate relationships• Key individuals• Initial risk assessment• Relationship management plan Operational
efficiency
Operational efficiency
AccountabilityAccountability
Valuecreation
Valuecreation
Joint Innovation
Joint Innovation
Joint ownership
Joint ownership
Knowledgesharing
Knowledgesharing
ProfitabilityProfitability
Improved performance
Improved performance
What does Joint success
Look like
What does Joint success
Look like
Industryobjectives
Industryobjectives
SharedRisk & reward
SharedRisk & reward
Operationalrequirements
Operationalrequirements
Commercial objectives
Commercial objectives
The worlds first National Standard for Collaborative relationship management
1. Awareness
Developing the way forward• Identify objectives & drivers• Skills & competencies • Knowledge management• Strategy development• Market analysis• Collaborative partners• Initial Exit strategy• Risk management • Business continuity & CSR
People
Strategy& Risk
Processes
OrganisationBusiness
Environment
The worlds first National Standard for Collaborative relationship management
2. Knowledge
• Policies & processes• Internal Constraints• Internal collaborative profile • Collaborative leadership • Partner profile • Knowledge & Skills• Implement & review
Knowing your strengths & weaknesses
Hard issuesSoft issues TRUST
Objectives
Processes
Procedures
Systems
Reporting
Resources
Management
Organisation
Leadership
Experience
Capability
Communication
Motivation
Culture
Concerns
Needs
Enablers
Openness
Honesty
Performance
Confidence
Risk & Reward
Consideration
Recognition
Understanding the impacts of organisational behaviour
The worlds first National Standard for Collaborative relationship management
3. Internal assessment
Finding the right partner with appropriate strengths
• Identify collaborative partners • Partner selection process• Establish common objectives• Negotiation strategy • Select partner
Externalpartners
Suppliers
Internalpartners
Customers
Partneringpotential
The worlds first National Standard for Collaborative relationship management
4. Partner Selection
Contract
• Objectives & scope• Performance • Terms• Risk & reward
Partnering charter• Joint Vision & Values• Critical success factors• Governance• Underpin behaviours
Operating practice• Manage relationship• Exploit knowledge• Create value• Drive innovation
Systems & process• Drive objectives• Monitor progress• Enhance communication• Measure performance
The worlds first National Standard for Collaborative relationship management
• Joint executive sponsorship• Objectives & principles• Competency review• Joint management team• Knowledge management plan• Communications plan• Joint risk management • Process improvement review• Contracting arrangement • Monitor & measure
5. Working together
CustomerSatisfaction
Resources Specification Performance
Total cost profile Cycle time Business
processes
ValueCreation
Innovation
Creating additional value
The worlds first National Standard for Collaborative relationship management
• Value creation process• Joint innovation Groups• Areas for improvement • Define value • Learning from experience• Generating innovation
6. Value creation
Maximising joint potential
= Output Maintaining 1 + 1 = 3
Input =
The worlds first National Standard for Collaborative relationship management
7. Staying together• Monitor & review
performance• Measurement• Joint Team management• Support innovation • Behaviours & Trust• Maintain performance• Issue resolution• Joint exit strategy
ReputationTime
KnowledgeCost
Sequence
Strategy
Customers
Business Objectives
SuppliersCompetition
Recognising the changing market place
The worlds first National Standard for Collaborative relationship management
8. Exit strategy
• Maintain joint exit strategy• Establish boundaries• Monitor & evaluate changes• Establish triggers• Business continuity • Transition• Future opportunities
Implementing the standard
Assess benefits
Scope the challenge
Assign resources
Integrate processes
Independent validation
The worlds first National Standard for Collaborative relationship management