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1)
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Which of your current business processes
take too much time?
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Marketing?
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Order processing?
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Fulfilment?
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Customer service?
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Support?
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Which could be accomplished quicker in an
online environment?
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| 2) |
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What additional services would you like to
offer your business customers?
- Can you maintain customised catalogues for
key business partners and update them quickly
when pricing or inventory changes?
- Would your customers value having instant
access to their complete purchasing history?
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| 3) |
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What do competitors do online?
- What services do they offer customers or
trading partners?
- Do they participate in vertical or cross-market
marketplaces online? |
| 4) |
- Are suppliers numerous and fragmented in
your industry?
- Would aggregating suppliers speed communications
and create efficiencies?
- What does it cost to maintain relationships
with each? |
| 5) |
- How much could your company save if you
had real-time access to your supply chain?
- Or if you could close an inventory gap or
avoid excess inventory during promotions?
- Do you have a way to quantify the business
value of making an IT investment to add these
capabilities? |
| 6) |
- What are your trading partners' main concerns
about doing business online?
- Privacy?
- Security?
- Speed?
- Points
of failure?
- Uptime?
- How can you address each?
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| 7)
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What advantages can you show your trading
community about doing business online?
- Speed of information?
- Real-time data exchanges?
- Improvements in forecasting?
- Inventory management?
- A larger targeted market? |
| 8) |
- If you have a bricks-and-mortar business,
what are the business consequences of not
participating in an online trading community?
- Do you have unique or unsold inventory?
- What are the benefits of providing real-time
access to selected business process data?
- How would it change your relationship to
customers and suppliers? |
| 9) |
- What is your current procedure for forecasting
demand and ordering goods for special promotions,
such as 2-for-1?
- What was the cost, in terms of actual loss
or lost opportunities, when forecasts have
been incorrect? |
| 10) |
- In exchanging data with trading partners,
how will you handle multiple data formats?
- Is there an XML schema for your industry? |
| 11) |
- How will you generate demand for your site?
- Which online organizations would be logical
allies with whom you could create cross-selling
or promotional opportunities? |
| 12) |
- How will you handle order processing and
fulfillment?
- How can you automate processes tobottlenecks? |
| 13) |
- Does your IT department have the know-how
to build a secure, automated procurement or
accounting system?
- What training would they need to do this? |
| 14) |
- Which Web services make sense to outsource?
- Developing?
- Application hosting?
- System integration site hosting?
- Online marketing?
- Will training solve the gap?
- What criteria will you use to choose an
outsourcing partner? |
| 15) |
- Does your training services partner offer
full-service training?
- Is performance consulting available?
- Is skills training available in the right
format for your needs, such as online or instructor-led?
- Are they skilled in assessments? |
| 16) |
- If you are web-enabling an existing enterprise,
which departments stand the most to gain?
- And which executive would be the B2B champion?
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