focus

"Nothing focuses the mind better than the constant sight of a competitor who wants to wipe you off the map."

Wayne Calloway

Our focus is on "helping your organization to focus" ... focus on what?  Simply, we improve on those things that enable you to get more sales as quickly as possible. What things?

In general, most manufacturing companies get new orders for products and service the same way, they: receive a request for quotation; go through a process of arriving at a price then submit; wait for a response. As is often the case, the customer will conduct an audit (2nd Party) in order to determine the capability of a supplier, thus protecting the integrity of their supply chain. If the audit is satisfactory and the terms are acceptable, an order is placed. Straight forward, yes ... If all the "critical things" are addressed. If not, the whole process can come to a stop at any point along the line.

THE KEY: In highly competitive markets, to get manufacturing orders you have to compete (take from someone else), under suppressed sales conditions even more so. Therefore, the ability to effectively process a Request for Quotation (RFQ) and the ability to convince the customer of your capability to deliver on promises made, is what will determine your success. PERIOD!

In Summary, the emphasis of our consultation is to improve two (2) Critical Areas in regards to getting purchase orders. We refer to this as the:
(VC) VICTORY APPROACH MODEL™.

1. VISIBILITY(V) - encompasses the organization's total initial presentation, or first impression to the customer including; sales reps, tradeshow presence, sales literature, website, and the entire performance of the RFQ process.
2. CAPABILITY(C) - all steps needed to gain the confidence of the customer in terms of manufacturing competence including; facility appearance, management presentation, quality systems, and employee responses.
 

methodology

1. Assessment - Finding and defining the central problems, not symptoms, that are constraining the organization's ability to grow and produce profitable sales.
2. Recommendation - Compiling a list of solutions, both long and short-term, that will most likely produce critical to quality improvements and help the company reach sales and market goals.
3. Selection - Selecting and prioritizing the best solutions. Getting and codifying management consensus and commitment.
4. Evaluation -
Checking interim and final effectiveness of each improvement project, readjusting as necessary.

(REPEAT)

items reviewed in assessment

Leadership Goals	Website	Sales Literature	Org Chart
RFQ Process	Sales Data	Financials	Production Mix
Tour Script	Quality Data	Document Control	Customer Base
Production Capacity	Facility Appearance	Worker Knowledge	Work Instructions
Competative Analysis	Pricing Structure	Vendor Review	...more