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| Author: | Galbraith, J. R. |
| Title: | Organizing to Deliver Solutions |
| Journal: | Organizational Dynamics
2002 : VOL. 31:2, p. 194-207 |
| Index terms: | COMPANIES MANAGEMENT ORGANIZATION ANALYTICAL REVIEW |
| Language: | eng |
| Abstract: | Many companies today are adopting strategies to package products and services into solutions. However, several well-managed companies are experiencing difficulty in transitioning from stand-alone product offerings to solutions. These difficulties stem directly from the organizational challenge. This challenge derives from the necessity to create a customer-centric unit or units and integrate it into the existing organization. The existing organization usually consists of product-centric business units. The leadership task is to create the management processes with which to manage the resulting inevitable conflict. This article defines a customer-centric unit. It then identifies the different solutions strategies that will determine different degrees of customer-centricity and different forms of organization. |
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