Industrial-Utility Cooperation: Moving Into Strategic Alliance

Abstract

It is no longer uncommon to hear of utilities working more closely with their larger customers, establishing relationships that extend beyond the traditional commodity supplier concepts. What do some of these look like? How are they working? What have we learned? Several actual electric utility "case studies" will be reviewed illustrating foundational principals which include executive involvement and commitment, establishing the correct agendas, problem clearing mechanisms and resource requirements. We will demonstrate the double-edged sword of close customer contact and the best ways to mobilize the organization to adopt this change in corporate culture. Finally, this paper develops an implementation path the reader can use to begin or enhance the transition within their organization. The conclusion is that it is easier to begin in small ways from the "bottom up" than to attempt to get the traditional "top down" action desired.