Scenario Thinking is an art form, methodology, or discipline that I believe is as important to master as any tool that we have in our toolbox. When we are looking at different alternatives to the future, we use scenarios to paint that picture. I addressed that question with George Wright, the co-author of Scenario Thinking: Read More …
An excerpt from the book, CAP-Do: We now live in a world of excess supply and Leaders get hired to grow revenue. For the past 20 years, Lean has been sold from a perspective that faster, better, cheaper wins in the marketplace. It puts a high degree of value product/goods dominant logic (GD-Logic) thinking. Lean Read More …
I introduced the SALES PDCA framework in the book, Marketing with PDCA. It is nothing more than a standard PDCA cycle except the SALES part of the framework is where the team gets its directions and coaching from the team coordinator and value stream manager. Within the actual PDCA stage, the team is empowered to make Read More …
This is not a Marketing Funnel We are in love with our mapping processes from Value Stream Mapping, Process Mapping and Customer Journey Mapping. My problem with most mapping processes is that we are making a prediction about how our customer is going to act. After we make this prediction, we determine the reactionary steps Read More …
I have been practicing more and more lately with the use of the Knowledge Vee, a creation of Bob Gowin’s and later shared in a book with Joseph Novak. In creating a Knowledge Vee (see post, If We Build Collaborative Funnels, We get Collaborative Customers), you start out by asking a Focus Question. The Focus Read More …
Stories are the best way to get our point across. In fact, we are schooled on how to tell stories and recently you are seeing more and more presentations handled in story fashion. An Ancient North American Proverb states, Tell me a fact, and I’ll learn. Tell me a truth, and I’ll believe. But tell Read More …