Episode E.003 Core Processes - Sales & Production

Core Systems & Processes
Sales System

​New Client Sales (C1)
One two sales processes designed to attract new clients. It encompasses building brand awareness, conducting marketing campaigns, selection and executing the appropriate sales model, and managing the sales funnel. It requires investing in a scalable CRM (Customer Relationship Management) package to support a detailed and obsessive attention to the entire sales process. Implementing a CRM requires some customization to fit the sales model and making data capture user friendly. 

New Customer Acquisition Process

• Level 1: Informal
• Level 2: Formal
• Level 3: Embedded
• Level 4: Agile

Organic Sales (C2) 
The second of two sales processes is designed for selling to existing customers. Sales growth with existing customers is more cost effective than acquiring new customers and is the prime source of process and products & services improvements. This process should be designed at the same time as New Client Sales to ensure it is integrated to share information from the CRM. Success of this process depends on identifying the most profitable customers and understanding why. 
Customer Experience Process

• Level 1: Transactional
• Level 2: Positive Relationship
• Level 3: Solution Provider
• Level 4: Trusted Partner

​Production System
Production & Service Execution (P1) 
The first of two production (products & services) and execution (service) processes are focused on building it right the first time. The goal is to become the lowest-cost producer (LCP): build it faster, for less, and with equal or superior quality (depending on the company's value discipline) than the competition. Most organizations determine, prior to building these processes, on which quality model (TQM, Lean, Six Sigma, etc.) is most appropriate for their offer and use those principles for engineering or reenginering a process. 
Production (Service Delivery) Process

• Level 1: Productivity
• Level 2: Flexibility
• Level 3: Leanness
• Level 4: Horizontal Alignment

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​New Product & Service Development (P2) 
The second of two processes used for the development of new products and services. This is not the traditional R&D, but D&R (Development & Research), a collaborative development process with clients, suppliers, and experts to upgrade or create new offers. The pre-release offer is tested with existing accounts before introducing it to new customers. Additionally it uses the same quality processes identified in P1. Product & Service Execution.
New P/S Development Process

• Level 1: Champion
• Level 2: Beta Tested
• Level 3: Collaborative Development
• Level 4: Market Defining