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552<br />

Part Four<br />

Improvement<br />

Figure 18.5 (a) Before and (b) after re-engineering a consumer goods trading company<br />

Eventually the company reorganized around two essential business processes. The first<br />

process (called purchasing operations) dealt with everything concerning relationships with<br />

suppliers. It was this process’s focused and unambiguous responsibility to develop good<br />

working relationships with suppliers. The other business process (called customer service<br />

operations) had total responsibility for satisfying customers’ needs. This included speaking<br />

‘with one voice’ to the customer.

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