Managing Customer Value
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 …
When viewing pull in Lean Sales and Marketing, I think most people get it wrong. They think only about demand and obtaining a new customer. I think demand is something we use to have back in the 90’s, I suppose. When I think about pull, I think more in the terms of creating a customer Read More …