As a senior operating executive I have been leading companies through transitions for 20 plus years.Sometimes it’s because they have hit a major bump in the business road. A sudden drop in sales resulted in a lack of cash for instance brought on a crisis. But for more companies it was the fact they couldn’t transition past the middle market obstacles that Doug Tatum in his best selling book so aptly described, as the place [...]
In a challenging workforce environment, incorporating effective training into your business can have a dramatic impact across the dimensions of culture, cost, time and quality.
My family recently moved across several states, and our possessions spent varying amounts of time packed in pods and boxes while we were staying in a hotel. When our house finally closed, I was tired of suitcases, so my mission was to get everything out of cardboard and someplace accessible as quickly as possible. While moving our boxes around, my husband strained his back and was looking for the ibuprofen, which I had put on [...]
Manufacturers have a complicated sale whether they are selling direct or through a channel. It takes the best salespeople to be successful in this environment. It also requires the company to do their part. Completing the seven pre-hire tasks below makes the hiring process more productive for you and your staff. They apply whether you’re hiring your first salesperson, expanding your sales force, or rebuilding it. 1. Have a sales process that works and is [...]
In part one, we discussed seeing your business processes – whether you are producing a product or a service- in a customer-centric way. This means making a distinction between the value (the part of the process that creates the product the customer is willing to pay for) and the waste (typically 95% of the process time). Therefore, a value stream is the entire sequence of work required from receipt of a customer order to delivery [...]