Managing Customer Value
Deming always instructed us that if we improved quality, productivity increased. The economist’s definition of productivity is Productivity = Output / Input If quality is poor, then the output will be less to the extent that bad-quality items exist. The bad-quality items are still around and must be scrapped or reworked. The cost of this Read More …
It is not the Process, it is the Conversation Joseph Juran observed, “There should be no reason our familiar principles of quality and process engineering would not work in the sales process.” In Management of a Sales Force, a sales process is presented as consisting of eight steps. These are: Prospecting/Initial contact Pre-approach planning the Read More …
I find it interesting to watch as people try to take their product development skills and innovation tactics and apply them to Sales and Marketing. I will admit there are a “few” similarities but what works for development and innovation does not necessarily work for established brands. Even when you go to market with new Read More …
One of the first inclinations people have about using Lean in Marketing is the term Voice of Customer. From Wikipedia: Voice of Customer (VOC) is a term used in business and Information to describe the in-depth process of capturing a customer’s expectations, preferences and aversions. Specifically, the Voice of the Customer is a market research Read More …
In a recent tweet from @Kevin_Meyer he expanded on a comment that he left on a Lean Blog about ISO vs Std Work . His tweet said, What I forgot to mention is that the job breakdown aspect of TWI became our engine of kaizen. A little different than the norm. I intended to respond Read More …
Lean Marketing House (More Info): A starting point for creating true iterative marketing cycles based on not only Lean principles but more importantly Customer Value. Recommended 1st reading of series. Marketing with PDCA (More Info): Targeting what your Customer Values at each stage of the cycle will increase your ability to deliver quicker, more accurately Read More …