Archive for the ‘Channel Strategies’ Category

5 Dysfunctions of a Team: Mexico Context

Tuesday, November 23rd, 2010

Pat Lencioni, in his best selling book The Five Dysfunctions of a Team, talks about five dysfunctions that teams need to overcome: (a) Absence of Trust, (b) Fear of Conflict, (c) Lack of Commitment, (d) Avoidance of Accountability, and (e) Inattention to Results. Most business people in the US recognize the validity and applicability of Pat´s five points but still find it challenging to implement his simple but powerful suggestions.

If it is a challenge for the US business culture to realize and adopt these points, it feels as if Mexican business culture is a generation away from where US business culture is today. Some or many Mexican business people might recognize the truth in these dysfunctions, but very few have a clear idea about how to effectively implement them and ensure that once adopted, they don´t disappear when the next corporate administration arrives.
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Posted in Channel Strategies, Organizational Development | 1 Comment »

Finding Reps South Of The Border Proving Doubly Difficult.

Tuesday, June 8th, 2010

It’s no small task for manufacturers to locate manufacturers’ representatives in any territory they’re looking to impact. The difficulty of that task is multiplied, however, when considering how to meet that challenge in Mexico.

That’s one of the major points made by MANA associate member Vince Lencioni, LGA Consulting, Mexico City, Mexico. As a matter of fact, the very existence of that challenge is one of the major reasons Lencioni and his company have joined MANA.

According to Lencioni, who also is an attorney, “There is no MANA in Mexico, and I think there needs to be one. We don’t have very sophisticated rep networks in Mexico. Generally, whatever exists has been very informally created. For instance, you’ll have an individual who formerly was an employee of a manufacturer. He’ll leave the employ of that company, taking his knowledge of the industry, and go out on his own to sell similar products or products that his former employer needed but weren´t readily available in the market.”

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Posted in Channel Strategies, Exports | 8 Comments »