People-focused knowledge management

Immediate Action 2-2: Marketing, Sales, and all others with
outside contacts to immediately share market intelligence
results by posting on new bulletin board and engaging in per-
sonal interactions.
Rationale: Marketing and Sales people and others needed to
be given incentives to collaborate on customer and com-
petitive intelligence.
Expected Result: Improved market understanding would
build better insights into Asterix’s strengths and weak-
nesses, with the result that Marketing and Sales efforts
would be better targeted and lead to greater sales.
Next Step: Marketing, Human Resources, and Information
Management collaborate to create the intranet bulletin
board to be operational within one week. Marketing and
Human Resources to facilitate discussion groups and other
people interactions to be started within a week.
Immediate Action 2-3: Create incentives to make it reward-
ing and natural for Marketing and Sales people to collabo-
rate and provide disincentives to pursue interdepartmental 
rivalries.
Rationale: Current reward systems reinforced individualism
instead of collective group success and ability to build con-
solidated understanding of the market.
Expected Result: Collaboration to obtain better under-
standing of competitive and market forces, threats, and
opportunities.
Next Step: One director from Marketing and one from Sales
would create an interim incentive and control program for
presentation to the executive team within one week. (Coor-
dinate with Immediate Action 1-2.)
Longer-Term Action 2-1: Change the enterprisewide personnel
evaluation system to reinforce integrative behavior and enter-
prisewide success through collaboration.
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