Ever draw in the sand on the beach?
In my blog post last week about internal and external constraints, I talked of drawing a line in the sand to better understand the concept. As you face the ocean (imagine yourself taking this photo of the ocean at Hilton Head Island), draw a line from your feet straight out to the incoming surf.
On the left, internal or conditions inside your organization, that prevent you from shipping more goods and/or services. On the right, external conditions preventing more sales.
Constraintless Selling
I just coined this phrase to explain sales for the company with internal constraints. They have more sales than they can ship. Their sales processes knows no bounds at this moment in time. A great position to experience. And the focal point of WWW.THROUGHPUT.US (TPU).
If your organization has orders inhouse, maybe even with deposits (or retainers), but almost no idea when they will ship, then we need to talk. That is our focus. Determining how to reinvent your organization around the simple concept of meeting demand.
Due date performance
Probably one of the most underrated measurements of our times. FYI: If your purchasing department is still using "low cost provider" as the primary metric, you better call me today!
Just to elaborate slightly, if you can consistently hit your due date, then you can steal market share. If you can steal market share, then fluctuations in the economy are not as painful. On the other hand, if your claim as a supplier (to another organization's supply chain) is based on price, someone can always bump you out with a lower price. Not much fun. But I digress.
When is selling not really selling?
When the customer is demanding more and more of your goods and services! Constraintless selling. The greatest service that TPU offers is simple: a new vantage point. As in "advantage point".
Take the example where your due dates change with every sunrise. Where the squeaky wheel gets priority each morning. Or just before the closing bell rings. Not much fun.
Let me give you one secret. For free. As in "no charge." Why? Because you will ignore it. Advice is worth exactly what you pay. The secret? Eliminate bad multitasking.
In just ninety days, I can save your business from all that red ink. If you have a backlog and customers still trying to buy from you. I do not even care if the backlog is valid. Humans cannot do two things at once. Not well. Argue all you want. Would you want a brain surgeon playing chess while he removes an aneurysm? Me either!
Applying focus is the key to success
Once you eliminate bad multitasking (simple? Yes. Easy? No), then you have free capacity. It is an absolute. It is impossible to overstate this fact. If you have not freed up capacity, then you have not eliminated the metrics that force your people to multitask.
I offer the best software on the planet for scheduling projects. cc-Pulse and cc-MPulse by Spherical Angle. Check out this infomercial on SKI TV. But it is worthless if your organization is not ready for it... no, actually, it could cause harm if used improperly. But I digress.
What if you only have ninety days?
Jeff 'SKI' Kinsey, Jonah
Throughput.us LLC
(330) 432-3533
P.S. It is not that I am some sort of a miracle worker, the fact is I discovered the simple truths that transform businesses, and am willing to bet my reputation on them. Given the chance, I will apply the pressure required to maintain your focus... on the weakest link. And only the weakest link. Right up to the moment it moves. Then we start over. Consider how much fun you could have, working half as hard, but profiting beyond all expectations.
Constraintless Selling
