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Business Development
- Greater China Project - Beckman Instruments
- Goals: 1) To expand Beckman's market and to reach a population of customers
that we would normally not be able to service unless we operated as a local entity in
China. 2) Establish Beckman's long term corporate presence and relationships in the
People's Republic of China.
- Actions: Formed a strategic JV relationship with a state-owned enterprise in
Hunan, P.R.C. to locally manufacture Beckman centrifugation instruments for the Chinese
market. Implemented project in phases over a 6 year period.
- Results: Project generated revenues of $1.5M - $2M per quarter and Beckman
leveraged the knowledge gained about how to do business in China to establish a long term
corporate presence in Suchou.
Strategic Product Planning and Development
Process Development
- 3-D Model of the NPI process - Bay Networks/Nortel Networks
- Problem: Project Teams at Bay needed a tool to help them easily remember the
full scope of the NPI process and their deliverables for each stage of the project
- Actions: Developed a web based graphical tool that documented the full scope of
the Bay Networks NPI process. Made the tool available to all teams through the corporate
intranet.
- A screen that depicts the "development funnel" is displayed on the screen.
The team member clicks on the link on the funnel where their business function and
the phase of the project intersects
- A list of deliverables for that phase is displayed on the screen. Depending on the
scope of the project, the team member is obligated to either complete the full list of
deliverables or an abbreviated list. This is decided in consultation with the
program manager that is leading the project.
- Results: The tool was very successfully used by Bay Networks, provided
consistency of delivery between projects and was later adopted by Nortel Networks after
their acquisition of Bay.
Technical Development
- Power Over LAN solution for IP Telephony (IEEE802.3af).- Nortel
Networks
- Problem: Corporate customers require a solution to power IP Phones directly
from the communications closet to bring carrier type reliability for VOIP solutions and to
simplify the installation of the phones. Additionally, with the deployment of Wireless
Access Nodes, a more efficient method is needed for powering these devices.
- Actions: Championed the Power over LAN initiative to implement the IEEE802.3af
standard which brings DC power over the enterprise's Category 5 cabling plant. Worked with
teams in various divisions of Nortel and individuals that were active participants of the
802.3af working group to increase awareness of this emerging standard and to put
strategies in place to implement it once the standard is ratified. .
- Results: 802.3af is not yet ratified, Nortel is still participating as a member
of the working group. My initiative has resulted in the development of power backup
strategies to bring carried grade reliability for VOIP and readiness to retrofit some of
the existing products to provide Power Over LAN once the standard is ratified.
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