Winning Without Competition: How to Break Out of a Commodity ...

More documents

Recommendations

Info

A) Identify ways you could measure the performance outcomes of your company’s “Get the Order” process B) Create the “as is” process map for your organization’s “Get the Order” process (Don’t get hung up here – move on if you get stuck) C) Theorize (where, how, when, to whom) problems appear and identify problems you feel are most important to solve (consider customer satisfaction, cost and success and ramification on execution speed, cost, quality if order is won) D) Brainstorm potential causes of problems and hypothesize which are most significant E) Identify at least two new ways to design the “get the order” process that eliminate the most important problems F) How will you evaluate one solution vs. another? 10) Where do you prioritize customers? 9) Does/should process differ for existing vs. new customers? 8) How does completed work relate to getting the next order from a customer? 7) Are there any subs that are at the owner’s table early? How did they do that? 6) How is scheduling connected to the “get the order process 5) Who does the estimating and what +/-’s result from this 4) Types of customers 3) When is material decision made? 2) How do customers hear about you? 1) ID of target customer Steps Factors to Consider Appendix Three: Company Process Redesign Exercise #1
Job Description Exercise (continued) ~ Articulate reasons why your company/material should be used ~ Keep your company's name/capabilities in front of: - existing customers - new customers ~ Find out why you lost business ~ ID market changes and assess their implications--risks and opportunities ~ Determine your strengths and weaknesses vs. competition (PC and other materials) and the associated risks and opportunities ~ Systematic pricing comparisons vs. competition in order to ensure you are not leaving money on the table ~ Tools to make it easier for sales to secure new orders or do "negotiated" work ~ Sales force training on products and markets ~ New product identification ~ New market identification ~ ID changes needed in existing products Responsibility? Well? Regularly? Who Holds Is it Done (Yes or No) Appendix 4: Job Description Exercise Who's Doing Marketing's Job in Your Company
Page 1 and 2:
Winning Without Competition: How to
Page 3 and 4:
Introduction One of the greatest fa
Page 5 and 6:
then responding. The response bring
Page 7 and 8:
Management and administrative proce
Page 9 and 10:
What should you do about a process
Page 11 and 12:
is so important. It prevents improv
Page 13 and 14:
The logic for process redesign work
Page 15 and 16:
desire to -- continually discoverin
Page 17 and 18:
Two types of marketing activities c
Page 19 and 20:
markets as a whole versus for an in
Page 21 and 22:
• Conscious decisions of where an
Page 23 and 24:
profitability. From these sales obj
Page 25 and 26:
• Creates an umbrella that will b
Page 27 and 28:
marketing plan objectives. In essen
Page 29 and 30:
Collaboration Crucial to a strategi
Page 31 and 32: Rather than contracts, effective al
Page 33 and 34: critical part of this plan. (See Pa
Page 35 and 36: Sidebar A: Systems Thinking A syste
Page 37 and 38: Trying to understand the causes for
Page 39 and 40: Sidebar F: Most of us choose to ign
Page 41 and 42: • Hire, train, deploy work force
Page 43 and 44: Time Redesign Continuous Improvemen
Page 45 and 46: Continuous Process Improvement Acti
Page 47 and 48: Tactical PCI Company Strategic Acti
Page 49 and 50: New Product and New Market Developm
Page 51: S A L E S ~ Specific customer under
Page 55 and 56: • Generate sales leads from targe
Page 57 and 58: * Ideally, this should be quantifie
Page 59 and 60: • Gain executive level and sales
Page 61 and 62: Is it working? Evaluation Execution
Page 63 and 64: Plantes Company July 1997 PCI:I Red
Page 65 and 66: Plantes Company July 1997 PCI:I Mea
Page 67 and 68: Plantes Company July 1997 PCI:I Whe
Page 69 and 70: Plantes Company July 1997 PCI:I •
Page 77 and 78: - If speed is the problem, where ar
Page 79 and 80: B. For each top level cause, ask wh
Page 81: • As you proceed through the step
Page 85 and 86: • Which items did I prioritize to
Page 87 and 88: What did I learn? FOLLOW UP LATER T
Page 89 and 90: Marketing Manager Job Description (
Page 91 and 92: Marketing Manager Job Description (
show all

Winning Without Competition: How to Break Out of a Commodity ...

Create successful ePaper yourself

Delete template?

Save as template?