Managing Customer Value
Mark Burgess is perhaps best known as the author of the popular configuration management software package CFEngine, but has also made important contributions to the theory of the field of automation and policy based management, including the idea of operator convergence and promise theory. Mark is the author of numerous books, articles, and papers on Read More …
Lean Thinking is often developed through a structured approach using a tool such as an A3. It is one of the best ways, I believe in developing a problem-solving culture through practice. The easiest way to start is to purchase Jamie Flinchbaugh’s Kindle book, A3 Problem Solving: Applying Lean Thinking . It does an excellent Read More …
Jeff Sussna founder of Ingineering.IT, facilitates Adaptive IT through teaching, coaching, and strategic design. He is the author of a new book Designing Delivery: Rethinking IT in the Digital Service Economy. The book and our conversation covers a lot of ground. If you are not familiar with a few of these terms, Jeff gives one Read More …
Next Week’s podcast guest, Jeff Sussna founder of Ingineering.IT, facilitates Adaptive IT through teaching, coaching, and strategic design. He is the author of a new book Designing Delivery: Rethinking IT in the Digital Service Economy. An excerpt from the podcast: Joe: It’s really kind of a digital service type of atmosphere that you create. I Read More …
Are you delivering knowledge to your customer in each and every step of the sales process? Do you have SMART Goals outlined to follow and assist your customer in making the decision he invited you to assist with? When we model the sales activity, we get into very specific kinds of interactions that are critical Read More …
Listening to the customer is giving the customer status and importance and sends the message that their opinion is worthwhile. If you take the time for customers to see problems for themselves and think through solutions, they will more than likely work with you in implementing and fixing the problems should they occur. It is Read More …