Guide
In business，Quality and quantity, which should be fused into one, are constantly canceling each other out of war，The misreading of quality by business managers is at the root of this war。
⚪ Original title：The qualitative and quantitative war that takes place in the enterprise，How to break the game?
⚪ Author：Tao Zou is a senior consultant at Crosby
The qualitative and quantitative war that takes place in the enterprise，How to break the game?
Arguably，In most businesses, a war of quality and quantity is being staged on a daily basis。Before we talk about how to break the game，It is still necessary to look for the root cause of this war。
Here are some examples from manufacturing companies。In the process from product development to sales，There are many contracts or agreements that businesses have to sign with their customers，In order to clarify the customer's requirements。Such as technical protocols、Quality Agreements、Non-Disclosure Agreement、Contract of Sale。
The technical agreement contains the required features of the product、Performance metrics、Application Requirements，These indicators tend to be very clear-cut，It forms the basis for product design and development。The sales contract also specifies the product model required by the customer、Price、quantity、Lead time requirements。And the quality agreement，In particular, quality agreements signed between domestic enterprises，But it's very different from what everyone imagined。
Among many foreign companies，The specific form of the quality agreement is a thick "Supplier Manual" issued by the customer to the supplier，Contains the customer's internal management of the supplier、Product realization、delivery、Specific quality management requirements for services，and the obligation of customers to help suppliers improve their quality levels。
The Supplier Handbook is written before the supplier designs and develops the product，Issued by the customer to the supplier，Moreover, the quality requirements in the manual must be fully considered in the design and development of the product。And the quality agreements signed between domestic enterprises，This is before the supplier is about to supply the product in batches after the product has been developed，The supply and marketing parties will sign it。
And that's not all，What's more, the vast majority of the quality agreement is actually "quality penalty"! That is, if the supplier's product has a quality problem，How much money to be compensated for losses incurred by customers in the production line or market；Or how much will the supplier be fined if it fails to respond to the customer's quality rectification request on time；Or the customer helps the supplier to improve the quality，How much money is required from the supplier and so on。
It's easy to confuse vendors，What exactly is the purpose of the quality agreement?It is to make suppliers understand the quality requirements of customers and become close partners，so that in the product realization、delivery、The whole process of service better guarantees the quality；I still want to make both parties A and B become a naked money trading relationship，And in the quality penalty of pattern renovation, "fight wits and courage"。
As can be seen from the example above，Many domestic enterprises did not put quality in the first place to establish a relationship at the beginning of the cooperation between the two parties。From the very beginning, the customer did not accurately communicate all the quality requirements to the supplier，Instead, focus on the characteristics of the product、performance of these physical and chemical indicators。
The quality protocol, which is supposed to be the best way to express quality requirements, is also very problematic。
The first is to sign the quality agreement after the product design is completed，If there are substantial quality requirements in these quality agreements，It is not possible to implement these quality requirements in product design and engineering in any case。
The second is in the quality agreement”Quality Penalties”Instead of "Quality Requirements"，The intent is for suppliers to gain quality due to "fear of quality penalties".。Party A did not pass on all the quality requirements to Party B，It will be difficult for Party B to develop products that meet the real needs of Party A。However, Party A blindly requires Party B to complete R&D and mass production preparations on schedule，Provide products that meet all their quality requirements on time，Otherwise, a hefty quality penalty awaits you。
It's not hard to see here，Party A will unconsciously guide Party B to pay more attention to product realization and delivery，However, quality has not become the most important prerequisite for cooperation between the two sides。
"Quality and quantity" have been reversed from the beginning，The worst thing is，Customers and suppliers have not been able to achieve a close relationship of cooperation and win-win cooperation before，It has become a simple and crude money transaction，And from time to time, scenes of cat and mouse plots are staged。This kind of supply and demand relationship between customers and suppliers that is not premised on quality has also laid the fuse for the quality and quantity war within the enterprise。
Everything is premised on the delivery of the product，If you don't deliver on time, you will be constantly urged，To the customer's purchasing manager、The production manager brings trouble，There are also hefty fines for the shutdown of the production line，And there is no escaping it。Quality problems can be remedied by fighting fires after the fact，Fines can also be mitigated through interpersonal relationships。
In such enterprises，Quality is a trade-off between the pros and cons of both parties、The outcome of the game，Rather than meeting the requirements，The quality policy adopted by enterprises under this kind of thinking can be imagined，Whether it's R&D、fabricate，Or raw tubes、sale，All of them are planned in terms of production、The completion of the sales plan is the main assessment indicator。
Most people from top to bottom are lucky about quality，Believe that quality problems do not necessarily occur，Even if it happens, it is a small amount most of the time，Some defective products do not necessarily cause serious impacts，It is also possible to make customers receive through the handling of interpersonal relationships。
The operators of enterprises should be responsible for the results of their operations，Under the pressure of the capital side, more attention is paid to economies of scale。The results of financial statistics make managers more convinced that the growth of production and sales is the key to corporate profitability，Quality issues do not pose a major threat to financial results，In the face of quantity, it is possible to compromise and make concessions。The wrong thinking of managers is transmitted to subordinate managers and even employees of the entire enterprise through various channels，It is also infinitely magnified while being reproduced。
The end result is that the manufacturing sector, which dominates the output, is king，And the work of the quality department becomes a kind of production guarantee、Audits should be due、An errand to put out a fire afterwards，More often than not, it plays the role of a pathetic foil。The war between quality and quantity in the enterprise often manifests itself in a never-ending battle between the manufacturing department and the quality department，And the quality department is bound to lose every battle。
There are many reasons why quantity can prevail over quality in an enterprise，On the one hand, it comes from external factors，That is, a quality environment in which society and industry perform poorly。On the other hand, it comes from the enterprise itself，In particular, the capital side is simply pursuing financial returns，Forget the secret of business success：Built on the "Customer Success."、Employee success、supplier success" based on quality performance。
The external environment requires the country to implement a long-term quality strategy，With the help of laws and regulations、National policy、Social resources formulate and implement quality standards、Strengthen quality supervision、Establish an enterprise credit system、Universalize quality education，Guide the whole society to shift to the direction of high-quality development。And as a business，The most important thing is to clarify the business purpose of the enterprise from the beginning of the investor，That is, to figure out what is the purpose of the existence of the enterprise? Different strategies lead to different results。
It is to run away to meet the personal need for money if you want to make a lot of money，Or the pursuit of economies of scale in order to seek political performance，I still want to cater to the current quality environment, and I can go as far as I can，It is still necessary to build a sustainable organization that can be respected by the society。
Businesses can only position themselves as useful and trustworthy organizations，In order to truly take quality as the core of corporate policy。If the company only puts short-term interests at the center of its operations，Then the pursuit of quality will become an obstacle to achieving the company's goals。A company built on quality is bound to go a long way，But it will also go a little more steadily，Quality management requires the managers of the enterprise to have enough patience，This is obviously contrary to the practice of those who pursue "short, flat and fast" enterprises。
So it seems，The way to break the war between quality and quantity within the enterprise is stillIt lies in the positioning of the enterprise operator to the enterprise、Awareness of quality management、The pursuit of quality development。A company can only establish and have a correct and sustainable quality culture，In order to truly grasp the balance between quality and quantity，Let there be no more war between quality and quantity。Only then can all employees in the company know what is the right thing to do，How to do things right and how to get them right the first time。We can see the following scenario：
1、Marketplace developers are no longer blindly pandering to customers，Work is based solely on interpersonal relationships，It's about finding a way to understand what your customers really want，And accurately communicate these requirements to R&D personnel；
2、R&D people no longer think of their job as just completing R&D tasks，It's about how to make the product design meet the requirements of external customers and the internal requirements of the enterprise，And at the beginning of research and development, a preventive control system for quality risks was established；
3、Procurement staff no longer see suppliers as business partners and suppliers of products and services，Instead, we treat our suppliers as important partners，We believe that only the success of our suppliers can bring us success；
4、Manufacturing personnel are no longer solely pursuing the completion rate of production plans，Rather, it enables each employee in each process to establish a defective product "not to receive."、Not produced、Do not flow out".；
5、Salespeople are no longer just concerned with deliveries，Think that the quality of the product has nothing to do with you，Rather, it can actively contribute to the treatment of quality problems when there is a problem with product quality；
6、The company no longer implements 5S activities through administrative management、Six Sigma、Lean manufacturing and other quality improvement programs，It's about focusing on quality culture change，And let these useful management tools play a more far-reaching role in the atmosphere of quality culture change。
……
In such a quality environment，Will there be another war on quality and quantity?
Article source:：Quality Cloud
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