White Papers on Process Management

 

Applying Continuous Improvement To Marketing/Sales

Continuous improvement methods have proven an effective tool to help companies gain a competitive advantage on the supply-side of the business. These same methods can be successfully applied to the demand-side of the business (marketing/sales). If we understand the process, applying continuous improvement is easy; if we don’t, it’s impossible. This paper looks at proven ways to successfully apply continuous improvement to marketing/sales.


 

Business Process Improvement Applied to Marketing/Sales

Business process improvement is becoming mandatory in today’s highly competitive environment. The demand-side of the business (marketing/sales) is being pressured to improve results. ROI and Accountability are the mantra. How best to approach demand-side process-improvement is the subject of debate. This paper helps the reader understand which approach will be the most appropriate for his/her organization’s marketing/sales process improvement project by considering and contrasting the two primary approaches: Tool-based improvement methods and process management-based improvement methods.


 

Lean Thinking Applied To Marketing/Sales Process

Lean Thinking (formerly known as Lean Manufacturing) has been successfully applied to product manufacturing and distribution activities to lower costs and increase quality for over 15 years. Recently, companies have begun to recognize its value in other areas of the business. This same theory, with minor adaptation, can be applied to marketing/sales to increase results and lower costs. The paper builds on the Customer Manufacturing Group principles to show how Lean Thinking can be successfully applied to marketing/sales.


 

Marketing/Sales As A Customer Manufacturing Facility

Any competitive firm today has world-class manufacturing, operations and/or service delivery (whether in-sourced or out-sourced). Yet marketing and sales still operate at levels of performance that your grandfather would be familiar with. In this paper we discuss the concept of applying the time-proven process methods, which have so transformed manufacturing and operations, to the real leverage point in the company: marketing and sales.


 

Process as Art

What is a process? A set of activities that turn inputs into outputs. What is a good process? A process that does what it is supposed to do when it is supposed to do it, reliably. What is a great process? One that is effective and optimally efficient. Are there business activities that are not amenable to process? Some think so, we think not. This paper at how to use effective process management to improve the performance of even so called “artistic” processes.


 

Process Improvement Tools: The A3

It is a rare occurrence when a management technique, process improvement or otherwise, is wrapped around an easy-to-understand document form wherein the process and the form are popularly referred to under the same name; such is the case with “A3.”


 

Process Improvement Tools: Cause & Effect Diagrams

There are many process improvement tools available to help companies manage and improve their business processes. New ones are created regularly and many are adapted or modified. Quality guru Ichiro Ishikawa taught that 90% of all business process problems can be solved with the Seven Tools of Quality. We concur. In addition, if you could actually solve 90% of your business process problems, you’d be a lot further ahead than you are today. This paper addresses one of those tools, Cause and Effect Diagrams


 

Process Improvement Tools: Check Sheets

There are many process improvement tools available to help companies manage and improve business processes. New ones are created regularly, and many are adapted or modified as a way to try to sell you something “new.” There are seven tools of quality that work. Master them for the right circumstances and you are unlikely to need much of anything else. This paper discusses how to use Check Sheets as a tool to improve marketing/sales.


 

Process Improvement Tools: Control Charts

There are many process improvement tools available to help companies manage and improve business processes. New ones are created regularly, and many are adapted or modified as a way to try to sell you something “new.” There are seven tools of quality that work. Master them for the right circumstances and you are unlikely to need much of anything else. This paper discusses how to use Control Charts as a tool to improve marketing/sales.


 

Process Improvement Tools: Flow Charts & Process Maps

There are many process improvement tools available to help companies manage and improve their business processes. New ones are created regularly, and many are adapted or modified. Quality guru Ichiro Ishikawa taught that 90% of all business process problems can be solved with the Seven Tools of Quality. We concur. In addition, if you could actually solve 90% of your business process problems, you’d be a lot further ahead than you are today. This paper addresses one of those tools, The Flow Chart or Process Map.


 

Process Improvement Tools: The Histogram

There are many process improvement tools available to help companies manage and improve business processes. New ones are created regularly, and many are adapted or modified as a way to try to sell you something “new.” There are seven tools of quality that work. Master them for the right circumstances and you are unlikely to need much of anything else. This white paper looks at how to use the Histogram as a tool to improve marketing/sales.


 

Process Improvement Tools: Pareto Charts

There are many process improvement tools available to help companies manage and improve their business processes. New ones are created regularly, and many are adapted or modified. Quality guru Ichiro Ishikawa taught that 90% of all business process problems can be solved with the Seven Tools of Quality. We concur. In addition, if you could actually solve 90% of your business process problems, you’d be a lot further ahead than you are today. This paper addresses one of those tools, Pareto Charts.


 

Process Improvement Tools: Scatter Diagrams

There are many process improvement tools available to help companies manage and improve business processes. New ones are created regularly, and many are adapted or modified as a way to try to sell you something “new.” There are seven tools of quality that work. Master them for the right circumstances and you are unlikely to need much of anything else. This white paper looks at how to use the Scatter Diagrams as a tool to improve marketing/sales.


 

Process Management In Marketing And Sales

Most business executives still believe that marketing/sales is an art form. You can train marketing/sales people to be better, but the really great are born to it, and hiring them is the only way to have great marketing/sales in your company. While the marketing/sales function has clung to this belief, no real improvement in marketing/sales performance has been achieved. Meanwhile, others areas of business have made huge performance gains, by applying process management principles to their practices.


 

Process Management in the NetSpeed Era

The notion of corporate processes has come under a great deal of criticism. “There’s just no time to do things in the old-fashioned, step-at-a-time way in a Netspeed economy,” the argument runs. “Today, instead of ‘ready, aim, fire’ the practice has to be ‘fire, adjust, fire again.'” The very word ‘process’ has become suggestive of the lumbering, slothful bureaucracies of corporations that are dead or dying.


 

Using The Theory Of Constraints To Increase Sales

The Theory of Constraints and its management application, Constraint Analysis, have been successfully applied to product manufacturing systems to increase throughput for more than 20 years. This same theory, with some adaptation, can be usefully applied to marketing/sales to increase throughput (the rate at which sales occur) and output (the amount of sales received). This paper builds on Customer Manufacturing Group principles to show how Constraint Theory can be successfully applied to marketing/sales.