Quantify

The following quantification can be applied to any organization in which how Americans and Germans approach customers - internal or external - is critical to success. It can be done by answering five questions:

1. What is your organization's target number?

2. Which key success factors contribute to that target number?

3. To what degree are those factors based on Americans and Germans collaborating?

4. What is the impact of customer approach on that collaboration?

5. What is the influence of culture on American and German customer approaches?

Question 1 - Target Number
First, define your organization's target number as 100. Then enter that target number number in $ or €. You define what target number means for your organization. It could be revenue, profit, cost, investment, other. Your organization has its goals. Those goals have been quantified.

Question 2 - Key Success Factors
Second, list the five most important factors which determine your success. These are the things which the organization must do well in order for it to achieve its target number.

Assign a % to each success factor. The total may not exceed 100%. And be sure to include „other“ as a sixth factor. When added up other factors also contribute to your success.

Then multiply each % by your target number. This gives you a $ or € number for each individual success factor. In other words, you have quantified each success factor's contribution to the target number.

Question 3 - Based on Collaboration
Third, estimate to what degree each of those success factors is based on Americans and Germans collaborating.

Assign a % to each success factor. The total may exceed 100% since you are estimating for each respective factor independent of each other. Some success factors may be more dependent on cross-Atlantic collaboration than others.

Then multiply each % by that success factor's contribution to the target number, as quantified in Step 2. This gives you a $ or € number for collaboration of each individual success factor. In other words, you have quantified collaboration's contribution to the organization's success factors.

Question 4 - Impact of Customer Approach
Fourth, estimate the impact of customer approach on collaboration. That impact may vary depending on the nature of collaboration of a given success factor. Customer approach in one area of collaboration may be more important than in another area.

Assign a % to each success factor. Then multiply that % by the degree to which each success factor is based on collaboration, as quantified in Step 3.

This gives you a $ or € number for the impact of customer approach on collaboration for that success factor. In other words, you have quantified the contribution of the topic customer approach to collaboration.

Question 5 - Influence of Culture
Fifth, and finally, estimate the influence of culture on customer approach.

Keep in mind that collaboration between Americans and Germans requires not only the willingness and the ability to, among other things, coordinate how they handle internal and external customers. Most importantly, it requires that the two cultures understand the fundamentl differences in how they view the customer.

Assign a % to each success factor. Then multiply that % by the degree to which collaboration is impacted by customer approach, as quantified in Step 4.

This gives you a $ or € number for the influence of culture on customer approach for that success factor. In other words, you have quantified culture's contribution to customer approach.

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