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IMPRESA RETE n.4: COME IDENTIFICARE I PARTNER

Non esiste un metodo teorico per stabilire chi debba far parte oppure essere escluso dall’impresa rete. Né le case histories né la letteratura forniscono indicazioni in tal senso. Eppure occorre avere una sequenza di passi predefinita. Qui suggerisco un approccio pragmatico. Per stabilire chi entra nell’impresa rete ho identificato solo criteri (o condizioni) non solo per entrare, ma anche per uscire dall’impresa rete. Li ho tratti dall’osservazione della realtà e da esperienze personali.

Distinguo tra entrare a far parte della impresa rete e uscirne. Qui analizzo il primo. aspetto. Il secondo lo analizzerò in seguito.

Nell’impresa rete può entrare soltanto chi  dimostra di possedere  compelemtarità professionale rispetto agli altri componenti. Questa condizione è imprescindibile. Altri criteri quali l’amicizia, la disponibilità, l’onestà, la condivisione, ecc. non sono così importanti come la complementarità professionale. Sono importanti, ma non indispensabili. Di esse tratterò la prossima volta.

Essa non solo è condizione imprescindibile, ma è anche necessaria. Se non esiste è meglio desistere per non pentirsene più tardi.

La complementarità consiste nel disporre di competenze di fondo che  aggiunte alle competenze degli altri  fanno aumentare il valore dell’offerta o aumentano la competitività. Rendono l’offerta più completa. Queste competenze accumulate nel tempo, sono quelle che ciascun partner dovrebbe possedere per vocazione e che gli permesso di sopravvivere sinora. Sono il core business di ciascuno di essi. Esse costituiscono il know how sulla base della quale hanno costruito la loro reputazione. E’ quindi verosimile che sia anche ciò che sanno fare meglio perchè l’hanno sperimentato empiricamente.

In uno dei miei libri ho definito questo bagaglio di esperienze accumulate matrice di competenze. Se si chiede al futuro partner cosa sa fare é in grado di dire in poche parole che si occupa ad esempio di Web design oppure di Marketing operativo oppure di Comunicazione, oppure di sistemi applicativi. Ciascuna di quelle è il loro know how. Oppure, se ha una fonderia dice che si occupa di siderurgia, ecc. Se ha una concessionaria di motociclette dice che si occupa di commercializzazione o rivendita di motociclette. La matrice di competenze è il know how accumulato nel tempo.

Se si volesse meglio precisare l’attività attuale occorrerebbe qualificarla. In tal caso potrebbe essere: di lusso, in tutta Italia, in Italia e all’estero., in Nord Europa.

Una volta appurata l’esistenza della complementarità si può andare oltre e passare al resto dell’analisi.

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