Managing Customer Value
When everyone thinks of Lean they think of Muda or the waste. I am a firm believer that you never directly attack Muda in sales and marketing simply because most people do not know what works and what doesn’t. Lean is not all about Muda. James Womack himself suggested that Lean practioners should think about Read More …
Corporations can no longer prosper in a system designed for excess demand. The simple fact is that supply exceeds demands in most cases. You must challenge yourself to think about business differently. There are companies that have prospered during these times. Consider Wal-Mart, Toyota, Amazon, and Southwest Airlines. They have advanced where others have simply Read More …
Many times when creating an A3 (11” x 17” paper size) it is just easier to use a couple of 8 ½ x 11 pieces of paper. What I really like about it, is that it separates the planning side from the Do-Check-Action side. (Sample A3). It is also very symbolic. Even if someone jumps Read More …
How do you start using A3 thinking in you Marketing? The best way is to start is by solving your own problems. Take an A3 form (proposal, status or a problem solving report) and start writing. Let yourself be the audience and decide what is important and what is not. It is no different as Read More …
Most marketing centers on providing a solution for our customers. Everyone has a solution and just about all of them can be made to work for you, sound familiar! But is there anybody out there that can adequately define the problem? The definition of the problem is more important than the solution. We have always Read More …
Cisco took a stand with this company where they solved the problem first before providing a solution. Of course, this could have been risky business if they would not have won the business. If so, I doubt they would have made the video. This video is a great depiction of future marketing. Sales and marketing Read More …