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Tham khảo tài liệu 'steps and tools for managing change and transition_3', kinh doanh - tiếp thị, quản trị kinh doanh phục vụ nhu cầu học tập, nghiên cứu và làm việc hiệu quả | Seven Steps to Change 37 Motivate by Finding Gaps core Effecting meaningful change requires a clear understanding of current conditions and desired outcomes. By determining what is critical to the success of the organization in each of its processesfor example marketing manufacturing satisfying clients-and by detailing the desired future states you and our team have an opportunity to identify ải apằin organizational performance.These gaps can be the basis for broad-based motivation to change. Xerox Discovers a Critical Cost Gap out In 1979 Xercxxs copier division set out to benchmark its pio-ductivity measures against those of rising foreign compel tors. Xerox had invented the copier industry and virtually owned it until this time. But now Japanese companies were cominc with smaller less expensive and more reliable models. Xerox was aware of a substantial cost difference between their operations and those of these new competitors but lacked the details. WDrking through its Japanese partner Fuji Xerox the Arr er-ican company performeglap analysis identify and measure what turned out to be a shocking cost gap. Its Japanese were prefitably selling their machines in the United States at than Xercois own cost of production This was startling news. Once the gap was quaMd it became the centerpiece of change initiative that introduced the quality and benchmarking techniques that successfully reformed Xerox. rivals less a 1. describe a desirable futHfone that people would be happy to have right now if they could 2. be compelling-that is it must be so much better than the current state that they will gladly undertake the effort andfisacri as necessary to attain it 38 Managing Change and Transition 3. be realistictbe vision must be perceived as being within the grasp of a hardworking group of people 4. be focused4er example it should limit itself to a manageable and coherent set of goals such as six sigma quality or customer ser vice that resolves a custonsipfoblem with a .
