As an Individual: How much Slack is Enough?

How much slack is enough, and where does that start becoming wasteful? We talk about Lean and do it as individual but we need slack. It’s hard to get your arms around it. -jd Dan Markovitz: If you think about Taiichi Ohno, the first thing he had anyone do was Continue reading

Salespeople – What questions are you asking yourself?

Are you waiting for your next performance review? Most salespeople get one every quarter and sometimes every week in the form of a commission check. However, do you spend time self-evaluating yourself? Do you have a structured method to take an objective look at yourself? Here is a short list Continue reading

How to Radically Transform Your Organization

This is a Part 3 of 3 blog posts on a series of books that Deloitte has sponsored that I think is outstanding. They are a follow-up to the book, The Power of Pull: How Small Moves, Smartly Made, Can Set Big Things in Motion, This book has been one Continue reading

How to Help Your Organization Learn Faster and Thrive

This is a Part 2 of 3 blog posts on a series of books that Deloitte has sponsored that I think is outstanding. They are a follow-up to the book, The Power of Pull: How Small Moves, Smartly Made, Can Set Big Things in Motion, This book has been one Continue reading

Are Lean Salespeople Trusted with an Andon?

Peter Drucker had a catchy statement: “Efficiency is doing things right: effectiveness is doing the right thing.’ If you have enough foresight to know with certainty what the “right thing’ is in advance, then efficiency is a fitting substitution for effectiveness. In the world of Sales and Marketing, however, the Continue reading

A Lean Interpretation of Professor Christensen’s Talk

I base my Lean Thinking on 3 principles. Standardization, Improvement, and Exploration. The little “i” of innovation is provided through SDCA and PDCA. Standard Work (SDCA) creates a can-do attitude and frees up time for problem-solving. Applying PDCA, allows you to “see” opportunities for improvement and leverages the resources in Continue reading

Sales Collaboration Using Explore – Exploit – Export

I like to use the term EDCA (Explore-Do-Check-Act) learned from Graham Hill to designate the Explore aspect of Lean. I view it as more of Design Type thinking content that allows for that collaborative learning cycles with a customer. Most of us design sales and marketing actions around how we Continue reading

Using Job Methods to Sell Your Ideas

Most of us familiar with Training Within Industry know that the majority of the training in TWI has been in the area of Job Instruction. When we think about Sales, we immediately think about Job Relations. I think TWI offers a greater opportunity. We spend most of our time training Continue reading