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IMPRESA RETE N.6: PRIMI APPROCCI

Invitare una o più aziende ad entrare a far parte di un’impresa rete corrisponde a fare una proposta di negoziazione o di scambio. Sia chi propone sia chi viene interpellato deve intravvedere un up grading delle proprie performance. In qualunque modo avvenga la selezione dei futuri partner dell’impresa rete è fondamentale ce gli interlocutori siano trasparenti. Limitarsi ad esporre i propri punti di forza è solo autoreferenziale.

Sia che il proponente sia un singolo operatore sia che siano diversi deve essere ben chiaro che tutti, da quel momento in poi, si verificano reciprocamente. Anche se non lo si dice la verifica reciproca è inevitabile.

Supponiamo che la proposta sia avanzata da un solo operatore. Il suo compito implicito o esplicito è di fare in modo che i candidati a diventare partner dell’impresa rete siano affettivamente complementari. Qui aggiungo che la complementarità deve essere la più globale possibile. Il proponente non deve soltanto verificare che le competenze dei potenziali partner siano adatte alla futura impresa rete. Occorrerà anche verificare che i manager, il clima aziendale del prossimo partner,, siano adatti a collaborare con altre personalità.

Difficilmente questa verifica potrà avvenire attraverso un solo colloquio o scambio di visite. Entrambi gli interlocutori, proponente e candidato, devono offrire elementi empirici di valutazione. Un’ipotesi di lavoro consiste nel prendere contatto con candidati noti per la loro reputazione aziendale conosciuti. Meglio ancora, quando hanno collaborato con la nostra impresa. Brevi sperimentazioni delle reciproche complementarità sono comunque indispensabili.

Non è necessario che ci si metta alla prova per anni prima di costituire l’impresa rete. Sono sufficienti piccole prove o dimostrazioni della effettiva complementarità tra proponente e partner potenziali.

La verifica non può essere eseguita come si leggerebbe un curriculum vitae. Occorre presentare ad ogni candidato il progetto di massima per iscritto. Bisogna dimostrare che si sta facendo sul serio. Per il fatto stesso che esiste un solo proponente occorrerà anche lasciare ai potenziali partner di verificare la congruità della proposta con i propri progetti di sviluppo.

Un esempio di proposta potrebbe essere rappresentato da un documento progettuale con indicazione delle linee di fondo e le condizioni di partecipazione. Ogni potenziale partner deve poter percepire la fondatenza del progetto di impresa rete che gli viene proposto.

Gli incontri di verifica possono essere diversi. Non ci vuole premura.

Ecco perchè ho definito questo passaggio “Primi approcci”.

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