![]() ![]() ![]() ![]() A lot of things are subjective, but data is not. It’s the exclamation point at the end of your pitch. An added benefit of these on-site investigations is that they enable you to more fully understand customers’ needs beyond those that they have articulated, which can often lead to new product development initiatives for your own company.ĭata is a crucial aspect of your sales process. You can identify the sources of waste in their systems and processes, quantify the real costs of that waste, create specific product requirements and provide solutions that more directly meet their needs.Īccording to one definition, gemba translates to “the actual place” in Japanese, and “in lean practices, it refers to ‘ the place where value is created.’” Going to gemba ensures you see the operations firsthand, witness the waste and inefficient processes and identify areas with the greatest need of a solution-regardless of whether it’s on the production line at a manufacturing facility, in the dining hall of a college campus or in a distribution warehouse of a large e-commerce company. Unlike the typical transactional approach to sales, an investigative and consultative approach, one built on Lean Six Sigma principles, enables you to more fully understand your customers’ needs and even potentially see problems they haven’t. This quality-oriented approach to reducing product defects makes it an excellent business development strategy. The Six Sigma methodology includes five key steps: define, measure, analyze, improve and control (DMAIC). Well known in manufacturing, lean refers to methods that help to identify and eliminate operational waste Six Sigma refers to techniques used to improve processes and quality. This is where a Lean Six Sigma approach to business development comes into play. ![]()
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