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What do McDonalds, Avon and Home Depot have in Common?
They are all successful
corporations who have implemented good process management throughout their
organizations. Processes that over
time have been refined and proven successful in producing consistent results.
If you are like me, you
don't go to McDonald's for a "great" meal. You go there because you will get a consistent product…a Big
Mac, order of Fries and a Coke. And
you will get the same consistent result no matter whether you are in New York
City, Boise Idaho, or Paris France. It's
the consistent result that has made McDonald's the largest fast food chain in
the world.
Consistent results are
what we all want. But how do we
achieve them in our own organizations?
It's actually very simple. First,
we test an idea. Adjust the process.
Test Again. Adjust.
And so forth, until we get that process producing a consistent result.
Then, we document the process and teach it to others.
That's how McDonald's can
get a 16 year-old to produce perfect French Fries every time.
They have a process that works.
In sales or relationship
managment, we want to develop processes that consistently produce the same results…new
referrals! We all know instinctively
that we need a process to produce new opportunities, then a process to qualify
a certain number of those opportunities, then a process to turn the qualified
opportunities into presentations, and finally to new referrals.
One of the best places
to start in developing a consistent, reliable process is with your own top people.
We look to our best people and find out what they are doing to get consistent
results. This is frequently called
"Best Practices", and then we work to duplicate that process.
Once you have tested, etc.
your process you need to have a way of implementing the process throughout your
organization. This is where MarketWare
can be a tremendous tool in standardizing the Process for you.
Using its Action Plan tool, MarketWare can guide your sales people through
each step in the process, prompting them to take certain actions in their proper
sequence, just at the right time, to produce that consistent result you are
seeking.
Give us a call to arrange your meeting with one of our Consultants and we can show you how you can benefit from this exciting new technology.
Bob Bartel, CPA MBA
Consultant