This afternoon I have been re-reading the article "Working with resellers" from the book "Reengineering the sales process". I would like to improve my...
Juan, If you really want to "make a new market", then you may find Blue Ocean Strategy worth reading. It talks about how to create new products in new...
Thanks a lot. I am looking for the generation of "consumer pull". I have read "Blue Ocean". I did a translation to spanish and gave it to the other members of...
Mid next week, I will host our very first Webinar. This free, 60-minute event will explore the application of Sales Process Engineering to Major-account...
A couple of people have mentioned that the links in the e-mail below don't work on their computers. If you're in this boat and you want to either attend or...
We are an early stage technology company based in Vancouver, British Columbia. We would like to bring the TOC thinking process into our organization and and...
I was impressed to see Gordon Ramsay explain TOC basics to a failing restaurateur in his new reality show "Ramsay's Kitchen Nightmares" the other night. Ramsay...
Hi Justin I don't understand. Are you saying he recommended selling the table at a "flat rate" with a fixed menu? Did the patron have ANY choice? Bryan =|JRM:...
I saw the show when it was on during the UK summer, Justin. I think it was 10 pounds a head. At the time it reminded me of a wonderful Thai restaurant I ate...
Hi, All I am interested in some ideas that might help. Bill Dettmer and I are working on a proposal to a client to enhance their business. Its actually a much...
Hi, All I recently ate at a Brazillian steak house in Houston that used a similar approach. The place was mobbed during the week. Is there anyone here from...
Hi Larry Besides what Justin pointed out I'd add the following: There are some hypothesis that can explain this inconsistency: 1- The client does not believe...
Hi Larry, That type of steakhouse is very common on many states in Brasil. And the lines are here too :-) Cheers Humberto =|South American subscribers may be...
If I were to hazard a guess based just on what you've told us, I would guess they believe they can do it without you. Or the 70,000% is so fantastic that they...
Hi Gordon Ramsay is using the TOC principles when working with the restaurant owners (implicit if not explicit) The example given of a fixed price meal is only...
Hi, Justin Ah, more assumptions. We know why they haven't yet said yes. The guy with the purse strings doesn't come back to town till next week. The managers...
Hi, Humberto Thanks for some thoughtful input. It definitely is a paradigm shift. I went throught the same shift while working the proposal, and it took a...
Hi, Marjorie They know they can't do it without what we offer. I am sure they know there are others who can help them, too. Actually, it isn't what we can do...
Hi, Justin Well, if it were a standard "improvement", that might be possible. Understand that the 70,000 percent is a return on their invesment in us. =|JRM....
Hi, All So, here's the latest: "Bill & Larry, As Larry and I discussed in a brief phone call yesterday, I have to agree that collecting more detailed data on...
Hi, Justin Thanks for your thoughts. That's the type of input I was hoping for. My bet is that they will not accept our proposal as is, because they are stuck...
Hi Larry, Some points on this. It is almost impossible that clients can see past a paradigm shift (that is: understand the majority of the cause and effect...
I have a metal fab shop client who, after grasping the throughput accounting concept and dumping the "cost plus method" now has (on his own) come up with a...
Good, well thought out response, Justin. Mark Woeppel President Pinnacle Strategies =|JRM: Thank you Mark. Who said sales guys don't understand operations...
The business has seasonality to it so clients understand that the discounted prices are temporary. We agree that margins could erode if precedents are set but...
Bryan, As with Justin, I believe that you have to be very careful utilizing pricing to modulate capacity (actually I don't think one should do it). Customers...
The work that this refers to is for govenment RFQ's. There is a set delivery time and the lowest bid gets it assuming certain qualifications. We have been...
A few years ago a client of ours was thinking of purchasing a real estate agency (he didn't). He asked me to detail some ideas about what we might do to this...
Justin From the perspective of someone who has dealt with Real Estate agents a lot, the reason we distrust them is that they are given 5-7% of the selling...
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