Fare consulenza direzionale offre uno sguardo privilegiato su tante realtà, c’è un collante quasi metafisico che consente a uomini e mezzi ogni giorno di trasformare l’informe ammasso di materie prime in prodotti utili al cliente finale. Se per un istante pensassimo a quanto lavoro vi è dietro ogni singolo e scontato oggetto che circonda la nostra vita di tutti i giorni, a quanti passaggi sono stati necessari per farlo giungere fino a noi, cominceremmo ad osservare un vortice di procedure tra loro interconnesse: buyer che provvedono all’acquisto sotto il vincolo di budget previsto dal tesoriere e delle previsioni di vendita, responsabili di produzione che pianificano quali macchine in quale istante devono lavorare a quale prodotto, addetti all’attrezzaggio, operai, magazzinieri e logistici intenti a far si che il prodotto finito arrivi integro e in tempo.
Alcune volte queste procedure si rivelano meno fluide di quanto potrebbero essere ed è quello – spesso – il momento in cui noi entriamo in contatto con le aziende. Sembrerebbe un lavorio da ingegneri, quello di scandagliare il problema in dettaglio, scoprire quale anello della catena si è allentato e ripararlo, sembrerebbe un problema complicato, che ha bisogno di essere spiegato in dettaglio e accuratamente risolto e quasi mai lo è. Si tratta di dipanare una matassa complessa, che va guardata nel suo insieme e dall’alto senza adoperare pericolose semplificazioni.
Certo, se vogliamo rendere una procedura più efficiente tutti siamo pronti ad ammettere che qualcosa nella procedura attuale andrà cambiata. Questa verità lapalissiana è ampiamente apprezzata fin quando tale procedura non modifica i propri comportamenti. A quel punto noteremo forti resistenze al cambiamento. A fronte di un possibile cambiamento operano comportamenti umani contrastanti, persone che vogliono risolvere il problema affidandosi alla tecnologia, altri al buon senso, altri ancora al caso. Lo stress derivante dall’incertezza causa perdita di concentrazione e le proprie certezze quotidiane vacillano.
Il primo passaggio da compiere è quello di restituire una visione d’insieme, cominciando col ricordare ai responsabili dei processi primari (Magazzino, Produzione, Marketing, Vendita, Customer Care) che l’unico che paga tutti i nostri sforzi alla fine del mese è il cliente ed è nei suoi confronti che dobbiamo orientare i nostri sforzi di miglioramento; ai responsabili dei processi di supporto (Amministrazione, Risorse Umane, Approvvigionamento, Ricerca & Sviluppo) che anche loro hanno un cliente interno ed è a tale cliente che devono il loro stipendio.
Il secondo passaggio è di far concentrare il gruppo coinvolto nel processo di cambiamento sulla futilità dello scarica barile, sull’impossibilità di cambiare le cose provando a cambiare gli altri, sull’importanza di “aiutare gli altri a prendere buone decisioni e per assecondare o intraprendere percorsi virtuosi.” – parafrasando Coda – arrivando ad etichettare se necessario come poco professionale e frutto delle cattive esperienze pregresse, qualunque forma di reazione che porti a vedere la soluzione in qualcosa che dovrebbero fare gli altri senza un ruolo attivo da parte del diretto interessato.
Finalmente, il terzo passaggio: entrare nel merito del problema, analizzarlo, fare delle prove e constatare gli effetti delle prove. Senza le prime due fasi, la terza sarà una sterile prova senza effetti, perché oggi più che mai, le aziende sono le persone che le compongono ed è a loro che va rivolta tutta la necessaria attenzione.
Tutti noi, stressati da un mondo in continua evoluzione, vorremmo la coccola di una soluzione lineare, vorremmo qualcuno che ci vendesse il bullone mancante al nostro ingranaggio (il nuovo ERP, il nuovo CRM, il nuovo sito web, il nuovo macchinario, il nuovo sistema RFID, il nuovo…);
dobbiamo farcene una ragione, il bullone forse manca, ma la sua mera applicazione non farà notare i benefici attesi se ad essa non si associa una modifica sostanziale nel modo in cui le persone gestiscono l’ingranaggio. P.s. licenziarli tutti non è la soluzione!
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