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Contact: mail@johncschuler.com Web Site: www.johncschuler.com
Between 1940 and 1945, what is today called "Kaizen" was an on-going and successful American process. Born as a program called Training Within Industries, it lead to unbelievably efficient manufacturing which allowed us to outproduce all other nations combined to win WW2. We gave the American fundametals of "The Toyota Way" to the Japanese in 1946, and dumped it ourselves. In the euporia of success after WW2 - and in the insular desire of each company to maximize its own indvidual post-war profits - cooperation be damned. Today, CRM is merely a poor attempt to automate the sales force. It is really just a thinly disguised attempt to sell expensive software as a "Customer / Profit Enhancement" tool. So now, almost 70 years after we gave Japan the basic LEAN information, Toyota and others are reaping the benefit while we continue to ignore the very educational information we developed to Win a War. Ref: Elegant Solution: Toyota's Formula for Mastering Innovation. (c) 2007 Matthew E. May, p.168. Ref: Also see the early (online) version of the CCS (LEAN) Training Manual prepared by Homer Sarsohn and two other American engineers and educators in Japan in 1946 (five years before Deming arrived) to teach Toyota, Honda and others how to become more efficient. At: http://honoringhomer.net/hopper_archives/index.html Fortunately, we can quickly recover our own lost efficiencies and low-cost profit enhancers - just by utlilizing our existing "Non-Sales" people.
"Make no small plans for they have not the power to stir men's blood." - Niccolo Machiavelli To ensure the successful implementation of any project, from building a new home to turning around a world-wide enterprise, we need to understand and share own personal goals and capabilities. We need to define clear internal and external goals and communicate them openly with everyone across our Sphere-of-Influence.
Making Sure Your Plans Are Implemented Profitably.
1. Your Marketing and Sales Groups: Two "Tools" whose ultimate goals should be to make sure that your plans are implemented as efficiently and effectively as possible. In many cases, these people operate in isolation and ignorance, blindly reacting to questionable stimuli. 2. Your Staff: The power of direct reports to implement your plans is often underutilized. 3. Your "Non-Sales" People: This is everyone in your company and across your Sphere-of-Influence. At virtually no cost, in a short period of time, this vastly under-rated resource can bring you unexpected riches. By sharing your plans and goals with all your people, then educating them about your industry, your business and your plans, you will gain their wholehearted support to improve things for everyone involved. 4. Educational Tool with Counseling for All Your People: e-Handbook
Because of the tactical nature of day-to-day sales efforts, and the inevitable real-time reactions to a steady stream of often-unexpected customer inputs and demands, it is inevitable that many of your best people will fall into the trap of automatically reacting instead responding - i.e. Stepping into the breach instead of stepping back to analyze, plan and respond more effectively.
Two Processes - One Overt, One Hidden: In most organizations, there are usually two processes in place for every group; The one on paper ... and the Actual, real-world, de-facto, tactical implementation scenario that has evolved over time. Even within new start-ups, there are often "hidden" processes. It is both inexpensive and profitable to identify both of the processes and analyze how well the day-to-day one functions. Often, we will find work-arounds that people have developed to get their jobs done - by coping as best they can with holes in the plans, or shortages of time, materiel or people.
In many cases, all we have to do is give your existing "Non-Sales" people a bit of help in doing what they are already doing - or trying to do. Analysis: Working together with you and your people, even over the phone, we can quickly and inexpensively identify what is really happening on a day-to-day basis. Customer Discovery: Often there is a wealth of information that alrady exists within your customer base that can be ferreted out once your associates are given the tools and the education. Fortunately, we can train to do it quickly and painlessly.
For more information or to arrange for a Free, Confidential Initial Consultation To Lift Margins By Optimizing Your Customer Strategy, Send Email Today, to : johnschuler@comcast. Quotes Work ... "Comparison is the heart of all serious scholarship ..." Robert D. Kaplan, Author: The Imperial Grunts Complexity ... Education ... Change ... Listening ... Observation ... (And Management by Walking Around) John's Home Page is: www.johncschuler.com |  | | ||||||
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A New Tool for Educating ALL Your People: We must do more than just "pump up the troops. Even when done well, 95% of all sales training is a waste of time and money because it is delivered only to the "Sales" people. Your Staff and your troops on the front line are the very ones who can do you the most good for the least outlay and effort. The Higher Margins