Managing Customer Value
The sales and marketing structure has drastically changed. The typical structure still used by many is when competition was not as great and technology was not the force that it is today. Most of the time sales and marketing sold solutions without every defining the customers problem. The typical sales forecast was derived on increasing Read More …
I think this is an interesting framework that is worth exploring this year. This decision model closely resembles where I think sales and marketing is headed. Our efforts will not be based on the traditional metrics as we know them now but how our stories, our content is being interpreted by our customers. For example, Read More …
For the marketing people, a lean presentation is a good time to sit back and relax because its application has absolutely no applicability to them. Their probably right, marketing people are creative, right brained thinkers with a tendency to think they are the only ones to look at the big picture. Sure they understand metrics Read More …
In Engineering Live I read an interesting article titled, “How manufacturers can prepare for post-recession profitability.” David Hatrick, a technology and innovation consultant with PA Consulting Group in Cambridge, UK, recommends that manufacturing companies adopt a three-pronged strategy in order that they can emerge from the downturn as winners. His strategy is: create space; create Read More …
In the book,Value Stream Mapping for Lean Development: A How-To Guide for Streamlining Time to Market, Drew Locher explained how to create a Future State Map by utilizing seven basic questions: What does the customer really need? How often will we check our performance to customer needs? Which steps create value and which steps are Read More …
Due to the tight job market many career seekers are deciding for the first time to become self-employed. Three area entrepreneurs have gathered to create a free public seminar on discussing the joys and perils you may encounter on this journey and outline a map that others have used for success. If you are interested Read More …