Managing Customer Value
When traversing through the Funnel of Opportunity (The picture on the left, download PDF of the diagram: http://bit.ly/2BX5um4) I use the outline below to help people describe their process when moving through the FoO: Empower-Engage-Explore. Handoffs are so important in customer-facing positions that I find it an integral part of any business development areas. It slows Read More …
In recent times, you have seen more of my thinking moving from outcome-based to more process driven metrics. For the simple reason that it creates real-time measurements. We can no longer wait until the end to make adjustments. There is probably no area that is being impacted more significantly than the traditional sales and affiliate Read More …
Annie Duke brings her background in cognitive science and poker together to understand how we make decisions. In the workplace, success depends on how we make those choices through decision strategy. Everyone, from the newest employees to the principals, is part of the continuous cycle of deciding and learning. These same strategies determine the quality of Read More …
Today’s work is messy. So, why do we spend so much time defining and trying to reach the finish line? Why don’t we paint the vision, and achieve 90% (for a placeholder) of it, and start a new iteration? Are we hung up too much on outcomes? Alan Cooper said in a recent talk at Read More …
Is your Coaching Kata creating Feed Forward Feedback? In the practice of Kata, the coach attempts to provide feedback that feeds forward. It is not an attempt to be critical of past performance but more so of addressing what needs to be done next. In the book Learning Targets (http://amzn.to/2Fn4sBZ ) by Moss and Brookhart Read More …
The fourth annual Kata Summit on February 22-23 is the opportunity for you to connect and learn with the rapidly growing world of Improvement Kata and Coaching Kata practitioners. There’s a great lineup of speakers, exercises, and deep-dive sessions, including Mike Rother.The host of the summit is Lean Frontiers and you can find out more at http://katasummit.com/. The Read More …