Managing Customer Value
This A3 report is a takeoff on a marvelous book by Mahan Khalsa, Let’s Get Real or Let’s Not Play. It is about determining what’s of value to your client and how to provide a solution that meets this value criterion. I have used this for many years as a guideline for selling. After writing Read More …
Practical problem solving is at the heart of the Toyota Production System and a Lean culture. These skills are based on the PDCA (Plan-Do-Check-Act) cycle and are the bases of the A3 problem solving process. Why is learning the foundation of problem solving so important? When you start looking through the lens of Why? Why Read More …
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 …
The Cynefin framework draws on research into complex adaptive systems theory, cognitive science, anthropology and narrative patterns, as well as evolutionary psychology. It explores the relationship between man, experience and context and proposes new approaches to communication, decision-making, policy-making and knowledge management in complex social environments – From Wikpedia Mark Schenk from Anecdote uses Pecha Read More …
Came across this skit by comedians John Clarke and Bryan Dawe. The conversation is not far removed from meetings that I have participated in. It reminded me of the need for us to have a structured approach to problem solving. Many organizations lack a systematic and common method of problem solving. There is no magic Read More …
Sales and Marketing not only needs to improve but must improve their problem solving skills. The book, Marketing with A3 is the introduction needed. It enables sales and marketing to use the Lean tool of A3 as a template or structured approach for their strategies and tactics. It will also demonstrate meaningful and measurable results Read More …