430 likes | 527 Views
Supplier Management In Troubled Projects. Christopher L. Dennis Steaming Kettle Consulting December 5, 2008. Our Scenario. You are summoned to a meeting… Grave boss. Grave situation. Will you fix it?. You can. enhance your ability to resuscitate troubled projects. when you.
E N D
Supplier Management In Troubled Projects Christopher L. DennisSteaming Kettle Consulting December 5, 2008
Our Scenario • You are summoned to a meeting… • Grave boss Grave situation Will you fix it? Steaming Kettle Consulting
You can enhance your ability to resuscitate troubled projects when you Make accurate diagnoses Triage efficiently, and Cultivate good bedside manner
Many Scary Questions Should we even try? Can the problem project be saved? Can the problem project be saved? Do we know the real problem? Can relationships change to accommodate an altered scope? Are suppliers part of the problem? Steaming Kettle Consulting
You can increase suppliers’ contributions to project recovery when you • Localize the source of troublesome symptoms • Deepen understanding of team/supplier relationships, and • Uncover suppliers’ secret power
Project Team Material supplier Raw or Finished Corporate Purchasing IT Service bureau Design Marketing Project Suppliers In Group OutGroup Steaming Kettle Consulting
Where Are Vendors Entangled? • Work breakdown approach • Leverage existing project documentation • Comfortable for experienced PM • Value stream approach • Leverage existing process documentation • Comfortable for lean and 6S Steaming Kettle Consulting
Project Pathogens • Inadequate information • External events • Unclear or wrong goals • Unproven technology • Inadequate resources • Failure of communication • Failure of management Steaming Kettle Consulting
Example Work Breakdown New Bicycle WBS 1.MarketResearch 2. Design 3. Prototype 4. Market 5. Transferto Prod. CustomerInterviews Frame Build DesignCampaign SourceNew Parts CompetitorSurvey DriveTrain MechanicalTest RecruitNew Retail ModifyLine FinancialAnalysis Finish MarketTest TeamSponsorship AlterDistribution Steaming Kettle Consulting
Step 1: ID Troubled Work New Bicycle WBS 1. MarketResearch 2. Design 3. Prototype 4. Market 5. Transferto Prod. CustomerInterviews Frame Build DesignCampaign SourceNew Parts CompetitorSurvey DriveTrain MechanicalTest RecruitNew Retail ModifyLine FinancialAnalysis Finish MarketTest TeamSponsorship AlterDistribution Steaming Kettle Consulting
Step 2: List Vendors for TW New Bicycle WBS • As you list, look for • Repeating names • New relationships • New services/ materials Prototype Steel Stamping West Welding Ironworks, Inc. Build Sensors ’R Us Wild Ride West Welding Data Bucket MechanicalTest Steaming Kettle Consulting
Step 3: Map Symptoms • Common symptoms • Delivering nothing • Delivering garbage • Delivering late • High costs • Eliminate asymptomatic Steaming Kettle Consulting
Did project teamset up trouble by…? Failing to deliver Delivering garbage Delivering late Passing on costs Dependencies Evaluate input quality Step 4: Localize Symptoms FixedUnworkableDesign ProjectTeamDelay NoExcuse Steaming Kettle Consulting
Diagnosis Checklist • Troubled work packages, prioritized • Critical path • List of vendors • Symptomatic relationships • Localized symptoms • Root cause helpful but not necessary • May never know root cause • To increase contributions • Must know the now contribution Steaming Kettle Consulting
People Quality of interaction Statement of Work Is it working? Deepen Understanding of Team/Supplier Relationships Steaming Kettle Consulting
Supplier Relationships • Sales • Contracting • Leaders • Information Exchange • Material Exchange • Feedback/compliance • Payment In Group OutGroup Steaming Kettle Consulting
Step 1: Diagram Relationships Be Clear AboutVacancies RecognizeKnowledgeGaps Steaming Kettle Consulting
Step 2: Quality Assessment • Look For • Silence • Fear • Fatigue • Disinterest • Overload • Misunderstanding • Surprise • Your insight… • Assessment worksheet • http://steaming-kettle.com/… Steaming Kettle Consulting
Step 3: Collaborate on Adjustments • Consider • Goal alignment • Role clarification • Strategic awareness • Personnel swaps • Their ideas • Remember, their engagement and action is a contribution Steaming Kettle Consulting
Revisiting SOWListen First • Problems you might not know about • Fresh solution ideas • People are more likely to implement ideas they own Steaming Kettle Consulting
Revisiting SOWChoosing Words • Get rid of “win-win” • You’re asking for more • Supplier indicates a win for them • Use questions to generate possibilities • New possibilities are a significant contribution Steaming Kettle Consulting
What false or outdated assumptions are we operating under? Steaming Kettle Consulting
Help make the impossible possible What in the SOW is preventing us from implementing a brilliant idea? Help remove the frustrating obstacles that prevent creative ideas from being implemented. Steaming Kettle Consulting
How is the SOW inhibiting delivery? Steaming Kettle Consulting
Be Wary: Truth May Hide • Vendor Relationships 7 Steaming Kettle Consulting
Avoid rash action Before divorce Consult your consul Calculate the total costs Including your consul Reassess risk Getting Out Steaming Kettle Consulting
Fulfill vendor promise Review scope of work Do something spectacular Unveil vendors’ secret power What contribution is needed? To increase suppliers’ contributions to project recovery… Steaming Kettle Consulting
Contribution’s Benefit • Why should a vendor increase their contribution? • They can sell it to the next customer • Ensure vendors a real benefit • Whole-hearted endorsement • Ownership stake Steaming Kettle Consulting
The Power of “Wow!” • Use end-of-project viewpoint • What will your organization say after the contribution? • What would the vendor put on their web site after the contribution? • Use “Wow!” to open up possibilities • Fear constrains thinking • Break everyone’s mind set Steaming Kettle Consulting
Wow! We made up four weeks using their embedded systems programmer! Steaming Kettle Consulting
Wow! When our GIS provider folded, they took up the slack in less than two weeks! Steaming Kettle Consulting
Wow! A great power supply design! On time and 20% savings! Steaming Kettle Consulting
Engage Your Team in Wow! “What incredible invention would make this job much easier and the project more productive?” Steaming Kettle Consulting
Your Mission: Three Wow! Statements • Look back after recovery • Hear your sponsor’s voice • Imagine a vendor’s marketing flyer • Think big, smile, laugh at your outrageousness • 3 minutes Steaming Kettle Consulting
You don’t know who has the secret power Every vendor Vendor’s vendors Vendor’s consultants Personal, personal, personal Secret powers revealed by trust Engage the team Getting the Message Out Steaming Kettle Consulting
Starting the “Secret Power” Conversation Why do you ask? “What do you dothat we don’t know about?” We searching for a partner to… Steaming Kettle Consulting
Guam Networking Example • Objective: debug network for new billing system (33% packet loss, billing system >$1M) • Trouble: IT staff unable to make go-live deadline • Solution: • Champion overtime • Marshal local forces and equipment • Institute rigorous testing and replacement program • Outcome: network available (<0.1% packet loss) on time • Cost: ~15% of total budget Steaming Kettle Consulting
Converting Revelation to Contribution • Vendor Solutions 6 Steaming Kettle Consulting
Summary, Conclusions, Q & A1 Steaming Kettle Consulting
Summary, Conclusions, Q & A2 Steaming Kettle Consulting
Chest, http://www.acorncv.com/about_acorn/images/middle_panel_booth_color_low.jpg Bearded Boss, http://images.picturequest.com/common/detail/82/82/22158282.jpg Surgeon, http://www.brainybetty.com/medical4.htm Panic attacks, http://www.faascotland.co.uk/images/Panic%20Attacks.jpg John Deere, http://kookoosnest.smugmug.com/gallery/815387/1/36416213/Medium Interferogram, http://www.physics.lsa.umich.edu/demolab/graphics/6d40_10b.jpg Bunny suit, http://daringfireball.net/misc/2006/01/intel-chip.jpg Optimum plot, http://www.netmba.com/images/operations/project/time-cost/timecost.gif Red albatross, http://www.idiotsincracy.com/albatross.jpg Herd of doctors, http://jonkeegan.com/images/surgeons.jpg Huge albatross, http://simonc.f2o.org/south/images/albatross.jpg Alarm magaphone, http://www.missioncreep.com/gillette/images/alarm.jpg Hatless and hatted, http://www.villagehatshop.com/media/mens-hats-header.jpg Political rally, http://www.wheresthepaper.org/photo/DSC_0035.JPG Dr. Bag, http://www.brainybetty.com/medical4.htm X-ray Doc, http://www.brainybetty.com/medical4.htm Time bomb, http://mednews.stanford.edu/stanmed/2005winter/story_images/cover.jpg Rock n roll fake blood, http://skazat.com/justin/images/journal/6_13_04/theshowistherainbow.jpg Clothes cut, http://www.spencer.it/Posteraid/File%20Match3/foto3.gif Palm sunset, http://www.ovchamber.com/archives/Palm%20Tree%20Sunset.jpg Amputee, http://www.abc.net.au/science/news/img/health/amputee200605.jpg Soyuz rocket, http://sci.esa.int/science-e-media/img/b2/screen11954.jpg Clipboard doctor, http://www.ibtstw.org/occupations/photos/doctor.jpg Ground control, http://esamultimedia.esa.int/images/venusexpress/vex_fct_mcr_xxl.jpg Diagonal albatross, http://www.vision.net.au/~jennings/NewGallery/images/Albatross Bloody spike, http://onedropofblood.com/images/odobsc6.jpg Forearm x-ray, http://home.pcisys.net/~xrayservice/HTML/IMAGES/armhand.jpg Bandaids, http://www.benetton.com/coloexb/web/hires/foto50.jpg Camouflage, http://www.kilmenyniland.com/painting/camouflage.jpg Pirate buttons, http://eur.news1.yimg.com/eur.yimg.com/xp/afpji/20060509/060509005610.1nji6e440_skull-and-crossbones-above-a-keyboardb.jpg Credits
Wrestlers, http://www.normaquintana.com/circus/line-up.jpg Table whisperers, http://www.carltonartgallery.com/images/Warren%20Dennis%20Gallery/Table%20Talk.jpg Okay x-ray, http://www.abc.net.au/science/news/img/health/hand7704.jpg Devil ear, http://img280.echo.cx/img280/4048/lies3pf.jpg Gurney, http://www.biosite.com/images/gurney.jpg Red teapot, http://www.tbray.org/ongoing/When/200x/2006/03/30/-big/IMG_4613.jpg Coop in the hall, http://profiles.nlm.nih.gov/QQ/B/B/S/Z/_/qqbbsz.jpg Secret girls, http://www.alicavanaugh.com/images/f11b.jpg Kill yourself, http://www.churchofeuthanasia.org/graphics/new/edaystp.jpg Gurney, http://www.biosite.com/images/gurney.jpg Guam map, http://aaa.via.infonow.net/locator/images/region_AS.gif Nursing book, http://images.amazon.com/images/P/0323044077.01.LZZZZZZZ.jpg E-learning, http://www.poly.asu.edu/elearning/images/eLearning.jpg Triage, http://www.regionvhazmat.org/images/triage.jpg EMT Book, http://images.amazon.com/images/G/covers/0/80/167/812/0801678129.l.gif Nesting albatross, http://www.designinnature.com/IMAGES/albatross-rookerycliffs-sig.jpg Bleeding bear, http://moblog.co.uk/blogs/21/moblog_faa38b31b520a.jpg Military surgery, http://www.uthscsa.edu/opa/issues/milsurgery300x194.jpg Syringes, http://www.starglass.com/images/Blunted%20Syringes.JPG Surgical team, http://citymama.typepad.com/photos/uncategorized/surgeons_looking_at_patient.jpg One hundred, http://www.piperreport.com/archives/Images/Cost%20of%20Drugs%20on%20Fifty%20Dollar%20Bill.jpg Medalists, http://igorcassina.it/05_photogallery/09/images_01/14.jpg Coffee break, http://www.eirikso.com/images/coffee/DSC03172.jpg Swimming albatross, http://www.rosssea.info/pix/big/buller-albatross-wing.jpg Finger bandaid, http://www.vancourier.com/gallery/gallery1/Band-aid%20finger.jpg Evolution, http://lifewithalacrity.blogs.com/photos/uncategorized/evolution.jpg Conductor, http://www.portlandsymphony.com/photolibrary/2/RAM_Conducting%202%20smiling_6b1e4e8a.JPG Shamrocks, http://imagesource.allposters.com/images/pic/IMCcard/KD6056~Clover-Field-Posters.jpg Warning signs, http://www.lkgeorge.org/AJD-Productions/AJD_solutions/warning_signs/warning-signs.jpg Credits
Steaming Kettle Consulting Email: chris@steaming-kettle.com Phone: 503-803-7627