Chapter 4A Strategy Session on Managing Value Networks

It was a bright winter day when I met Joe in the lobby for our next planning meeting. As I opened the door the icicles hung precariously from the roof of the conference center. The weather was harsh, and the icicles were massive. It had been three months since we'd last met. A lot had changed.

“Look at those icicles,” Joe said as we sat down at the conference table with our coffee. “They are finally starting to melt. I hope that spring is just around the corner. This has been a tough winter. We've got a lot to do.”

“I know,” I said. “The plane cancellations and storms have been brutal. We've got a lot of catching up to do on the project and the work that I've planned to do with the team. I am anxious to get started and find out how you, and your work, are progressing.”

As we talked, we could see the icicles slowly melting. The sound of the drops against the window dominated the room but soon faded into the background as we focused on the task at hand.

Joe opened the discussion. “The meeting last fall went well with Filipe. You know that I was worried. Those operations guys are very detailed. They tend to drive me crazy. I am a big-picture guy, and Filipe tends to pick apart all the details. So, when you work with them on the strategy day you really need to be prepared! The orbit charts really started a new conversation. Filipe was confused at first and then he got it.

“Just like me, it took him awhile to get used to a new ...

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