Công ước này áp dụng cho các hợp đồng mua bán hàng hóa giữua các bên có trụ sở thương mại tại các quốc gia khác nhau | Seven Steps to Change 37 Motivate by Finding Gaps 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 core processes for example marketing manufacturing satisfying clients and by detailing the desired future states you and your team have an opportunity to identify any gaps in organizational gaps can be the basis for broad-based motivation to change. Xerox Discovers a Critical Cost Gap In 1979 Xerox s copier division set out to benchmark its productivity measures against those of rising foreign competitors. Xerox had invented the copier industry and virtually owned it until this time. But now Japanese companies were coming out 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. Working through its Japanese partner Fuji Xerox the American company performed gap analysis to identify and measure what turned out to be a shocking cost gap. Its Japanese rivals were profitably selling their machines in the United States at less than Xerox s own cost of production This was startling news. Once the gap was quantified it became the centerpiece of a change initiative that introduced the quality and benchmarking techniques that successfully reformed Xerox. 1. describe a desirable future one 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 and sacrifice as necessary to attain it 38 Managing Change and Transition 3. be realistic the vision must be perceived as being within the grasp of a hardworking group of people 4. be focused for example it should limit itself to a manageable and coherent set of goals such as six sigma quality or customer service that resolves a customer s
