Lean Frontiers offers FREE quarterly webinars aimed at enterprise-wide engagement. Leadership, Accounting, Sales, HR, Logistics, IT, R&D. Imagine if each of these business functions worked in unison in supporting lean as a business model. This March they are running a series of 30-minute webinars to include:
Why Accounting and Operations Must Become Allies for a Successful Lean Journey: Facilitated by Jerry Solomon, Author/Practitioner
Tue, Mar 10, 11:00 AM – 11:30 PM EDT
Kata Skill Camp: Lean Accounting Webinar: Facilitated by Beth Carrington, Master Kata Coach
Tue, Mar 10, 1:00 PM – 2:00 PM EDT
Closing the Leadership Gap: Strategies for Developing Highly Engaged Lean Leaders: Facilitated by Sam MacPherson, former Elite US Army Special Forces (The Green Berets)
Thu, Mar 12, 11:00 AM – 11:30 AM EDT
TWI & Lean: The Foundation for Standard Work, Respect for People, and Continuous Improvement: Facilitated by Patrick Graupp, Author and TWI Master Trainer
Thu, Mar 12, 4:00 PM – 4:30 PM EDT
LOGISTICS / SUPPLY CHAIN: Lean Supply Chain: Leading the Charge: Facilitated by Brad Bossence, Regional VP LeanCor
Mon, Mar 16, 1:00 PM – 1:30 PM EDT
ACCOUNTING: No Processes To Over Engineered Processes – Why We Need To Use Lean
Facilitated by Gary Case, Pink Elephant and co-author of ITIL® V3’s Continual Service Improvement
Mon, Mar 16, 3:00 PM – 3:30 PM EDT
I am honored to be included in this group. My presentation will be on the final day and the outline is included below.
SALES & MARKETING: What Sales Teaches the Lean Enterprise
Facilitated by Joe Dager, Author and President Business901
Tue, Mar 17, 11:00 AM – 11:30 AM EDT
Lean Enterprises look towards developing sales processes based on traditional thinking of efficiency and waste. Thoughts were centered on problem-solving and A3-type thinking. Recently with new age thinking of the Lean StartupTM, we have tried to enter the sales arena with Lean 3P or Lean Product Development and Lean Startup methodologies. All of these in a quest to standardize and develop a “sales process.”
“Sales and Marketing have never been against systemizing the process.
They have been against being systemized by the process.” – Peter Scholtes
We complicate the process by budgeting and funding the top of every sales funnel. Exploring and discovering new customers and new market share. Applying Lean to sales is about using SDCA, PDCA and EDCA (Explore-Do-Check-Act) through-out the sales/marketing cycle. However, it differs when viewed from the perspective of sales or from the Gemba. It is not laden in the process thinking of pushing knowledge towards the Gemba but extracting learning opportunities and creating sales opportunities along the Funnel of OpportunityTM.
Lean Sales and Marketing concepts differ from traditional approaches found in other parts of the Lean Enterprise. Its primary focus is not the discovery of waste but of process improvement with a very specific strategic intent; delivery of superior value for the execution of an organization’s value proposition. This means that the focus of the analysis must be on those segments and processes within value streams that have the most substantial impact on the most important value drivers of the organization.
- Why Learning beats Knowing
- How to start with Lean in Sales and Marketing
- Standard Work in Sales and Marketing
Lean Sales and Marketing: Learn about using CAP-Do