Issue link: https://www.e-digitaleditions.com/i/999236
March/April 2018 33 dealers were founded at least 30 years ago, and the business culture hasn't changed much," he says. "We are all very slow to adopt new technologies, partially because of the investment, but also because we are not always open to change." is barrier is almost insurmountable for value chains that require participation by employees in other businesses—rep fi rms, manufacturers and even customers. Typically, change occurs when a channel partner with a strong reputation, deep capabilities and a large book of business steps up and makes it happen—one that may be willing to go out on a limb to automate its portion of the value chain. e benefi t is measured in customer servicing and project win rates, but also by using automated business processes to lock in loyalty with a select group of value chain partners. ■ A GOOD READ ON COLLABORATION For years, companies have focused on the traditional drivers of success: passion, hard work, talent and luck. But according to award-winning researcher Adam Grant, in todays world, success is increasingly dependent upon how we interact with one another. In Give and Take, he examines the surprising forces that shape why some people rise to the top of the success ladder while others sink to the bottom. Praised by social scientists, business theorists, and corporate leaders, Give and Take offers a new approach to work, interactions, and productivity and illustrates how successful people can be when they give more than they take.