Why Powderless DTF Printer is T-shirt Printing Game Changer.pptx
Random Collection of Marketing Slides, Lean, Action Research
1.
2. The Action Research Guidebook: A Process for Pursuing Equity and Excellence
in Education by Richard D. Sagor and Charlene Denise Verreen Williams
Using Action Research and Lean
In Marketing
4. Most of the mistakes in thinking are inadequacies of perception
rather than mistakes of logic. — Edward de Bono
Marketing Action Research enables:
• Validation of data
• Problem-based learning
• Creation of new knowledge
• Better use of core-capabilities
• Increased customer communication
• Evidenced-based decision making
Contact me to learn more about the upcoming Lean Marketing Lab
program: Conducting Marketing Action Research
5. J.W. Marriott Jr. considers these
to be his most powerful words.
“What do you think?”
6. HOW TO Reflect (CAP-Do)
D: Do (Enact our Decision)
• Stop what we don’t want to do
• Create Standard Work for what not to
change (SDCA)
• Create Hypothesis for what to change
(PDCA)
• Create Plan to start something new
(EDCA)
SDCA
Decisions
EDCA
Dilemmas
PDCA
Problems
Complexity
Uncertainty
8. The Problem with Lean, Is the Problem
Lean Thinking Cycles
SDCA
Decisions
(Obvious)
EDCA
Dilemmas
(Complex)
PDCA
Problems
(Complicated)
Complexity
Uncertainty
CAP-Do
Reflection
(Chaotic)
10. Are we positioning
salespeople for success?
Skills needed:
• Action Research
• Facilitation
• Social Media
• Presentation & Speaking
• Reflective Thinking and Inquiry
11. What keyconcepts is the
questionasking?
What is the Question?
(Focus, Challenge)
What answers/solutionsare
presented?
What methodsare we using
to answerthe question?
So What? Whatis the
value/worth?
Q-5 Technique of EvaluatingAdapted from The Art of Educating with V Diagrams by Gowin & Alvarez
12. Marketing with A3 – Free Download
No Registration
Marketing with Lean eBooks
13. “With tactics in the driver's seat, everything changes:
long-term vs. short-term becomes meaningless; prediction
is still possible as an activity, but probably futile in its
results; action beats analyzing-, correctable replaces
dependable. The one thing that we know is that it's in the
learning rather than the deciding.”
The Death of Strategy – Forbes.com
14. • Explore
• Exploit
Export
• Exploit
• Explore
Engage
• Explore
• Exploit
Empower
Explore: Consider possible options & new directions
Exploitation: Choose a direction for implementation
Export: Ensure effective traction for next stage
Engage: Onboard & build initial entry points
Empower: Sustainability thru deeper engagement
15. Are Your Resources Balanced?
Value Stream
Category
SDCA
(Std. Work)
PDCA
(Improvement)
EDCA
(Innovation)
CAP-Do
(Feedback)
Vision
Products/
Services
Process
People
Platforms/
Place
16.
17. Sales/Affiliate Commissions Learning Commissions
Purpose: Compensate for obtained closed sales Purpose: Compensate for improved knowledge
Evaluated based on a fixed period of time Evaluated while learning is taking place (Daily)
Focused on the products of the process Focuses on process and the knowledge progress
Viewed as something separate from organization Viewed as an integral part of the entire organization’s
learning process
Organizations assign what salespeople must do and
evaluate how will they do it
Orgs and Sales collaborate to form vision and
understand learning needs using information as
feedback to guide and adapt what they do.
Rigid: An unchanged measure of what the salesperson
achieves
Fluid: An ongoing process influenced by organizational
needs and feedback
Organizations adopt the role of auditors and sales
assumes the role of the audited
Organizations and Sales adopt the role of intentional
learners
Organizations use the results to make final
success/failure decisions on fixed set of activities
Organizations and Sales use the evidence they gather
to adjust for continuous improvement.
Adapted from the book, Advancing Formative Assessment in Every Classroom: A Guide for Instructional Leaders
by Connie M. Moss, Susan M. Brookhart (Figure 1.1 Characteristics of Formative and Summative Assessment)
Is Your Sales/Affiliate Commission Structure Outdated?
20. 1. Collective Responsibility
Why are we here?
3. Convergent assessment
Where are we now?
4. Certain access
How do we get there?
2. Concentrated instruction
Where do we need to go?
Vision
4 Cs of Response to Intervention
by Dr. Austin Buffum
21. Marketing with PDCA
Table of Contents
Lean Marketing House
Future of Marketing
Marketing Funnels
Cycles to Loops
Knowledge Management
PDCA
Sales and Marketing Teams
Kanban
SALES PDCA
Marketing with PDCA Summary
Marketing with PDCA Case Study
Constancy of Purpose
Marketing with Lean Program Series
22. A STARTING POINT:
• What are you presently doing?
• What is your present business promise?
• Who does your customer want to become?
• Do you understand your customer’s processes?
• What’s your investment strategy?
23. Build
MeasureLearn
Look
ThinkAct
Lean StartupTM
Minimum Viable Product
Product/Market Fit
Action(Market) Research
Minimum Viable Market
Market/Product Fit
Are you doing it
backwards?
Look-Think-Act was introduced to me in the book Action Research 3rd Edition by Ernest T. Stringer
Inside-Out ThinkingOutside-In Thinking
26. Young Lady Old Lady
MARKETING IS ABOUT EMPOWERING
WHAT A CUSTOMER SEES
27. Concept of Triangulation
Marketing Action Research
Every method has its limitation, and multiple
methods are usually needed. – Donald T. Campbell
Types
1. People
2. Place/Platform
3. Process
4. Product/Service
Methods
1. Theory
2. Evaluation
3. Data
4. Multiple Methods
30. A Sales Manager’s Reflection:
• Do you compare past evaluations of
salespeople to see how much difference
you have made?
• Do you see salespeople’s outcomes as
feedback about yourself?
• Do you adapt your patterns to improve
the outcomes of others?
• Do you….
31. Has this person
ever ran a project
before?
My idea is great,
what’s the
problem?
Do they know
how much time
this will take?
32. • Reflective Writing
• Reflective Interviewing
• Analytic Discourse
• Team Reflection
Finding Focus
• Collaborator Interviewing
• Collected Works Review
• Instructional Retrospective
• Visualize Success
Refining Focus
• Achievement Targets
• Performance Ratings/Scales
• Long Term Goals
• Rate of Growth
Assessment
Adapted from The Action Research Guidebook 3rd Edition 2017
by Richard Sagor & Charlene Williams
Finding Your Focus
Target Identification
(Process, People, Product, Platform)
33. Goal/Problem
(Why)
• Why are we doing this?
Stakeholders
(Who)
• Internal/External
Impacts
(How)
• Outcomes (Behaviors: Expect,
Like, Love to See)
Deliverables
(What) • What can we do?
Example Material was derived from https://www.impactmapping.org/
Creative Commons Attribution 4.0 International license.
34. Everyone thinks of changing the
world, but no one thinks of
changing himself. – Lee Tolstoy
Be the Change
Notes de l'éditeur
Kata, PDCA is about knowledge building and learning. Growth comes from the external world, not the internal anymore. We need to create and afford our organization the opportunity to explore, converse, share ideas, and ask questions. Making connections to what is known and what needs to be learned is today’s growth. It is just as important to get the message in as it is to get the message out. We use PDCA to provide a flexible structure and create a team with shared responsibility and authority for a successful outcome. The plan is in creating an effective way for teams to work, create, share and capture knowledge during the lifetime of customer. PDCA is a people process that emphasizes learning by doing and as a result focuses on making things happen.
HOW TO REFLECT (CAP-D0)
C: Check
· List what we are presently doing – Why, What, How
· Review organizational structural forces
· List what we are certain and uncertain about
· Value Chain Analysis: assess the current value chain
A: Act (Adjust)
· Confirm with Customers key certainties & uncertainties
· Go to Gemba for planning.
· Write stories with customers of existing/future events/scenarios
P: Pause (Presencing)
· Are the stories clear, concise and relevant?
· Reflection – The stories created in Check match with stories in Act (Divergent views are important)
· Isolate and group key assumptions
Plan
· Decide what to: Stop, Continue, Start, Do Different
· Visualization: use imagery to envision possible future conditions
· Concept Development: assemble innovative elements that can be explored and evaluated
D: Do (Enact our Decision)
· Stop what we don’t want to do
· Create Standard Work for what not to change (SDCA)
· Create Hypothesis for what to change (PDCA)
· Create Plan to start something new (EDCA)
HOW TO REFLECT (CAP-D0)
C: Check
· List what we are presently doing – Why, What, How
· Review organizational structural forces
· List what we are certain and uncertain about
· Value Chain Analysis: assess the current value chain
A: Act (Adjust)
· Confirm with Customers key certainties & uncertainties
· Go to Gemba for planning.
· Write stories with customers of existing/future events/scenarios
P: Pause (Presencing)
· Are the stories clear, concise and relevant?
· Reflection – The stories created in Check match with stories in Act (Divergent views are important)
· Isolate and group key assumptions
Plan
· Decide what to: Stop, Continue, Start, Do Different
· Visualization: use imagery to envision possible future conditions
· Concept Development: assemble innovative elements that can be explored and evaluated
D: Do (Enact our Decision)
· Stop what we don’t want to do
· Create Standard Work for what not to change (SDCA)
· Create Hypothesis for what to change (PDCA)
· Create Plan to start something new (EDCA)
How much of our time, talent, skills are allocated into each section.
How much money is budgeted for each type of work
Are we training across the entire spectrum?
What areas are customers participating? Who is participating where and when?
Similar thinking to what goes into a balanced scorecard. And by the way A balanced scorecard was never balanced. I think the average scorecard was like 40 to 45% on internal process. The balance show be in the perspective for this particular value stream and it's maturing level.
Ho are you going to use Lean to realize your strategic goals for 2018?
Where are we at? Where do we want to go?
What are we not going to change?
What are we going to improve
What are we going to start new?
Kata, PDCA is about knowledge building and learning. Growth comes from the external world, not the internal anymore. We need to create and afford our organization the opportunity to explore, converse, share ideas, and ask questions. Making connections to what is known and what needs to be learned is today’s growth. It is just as important to get the message in as it is to get the message out. We use PDCA to provide a flexible structure and create a team with shared responsibility and authority for a successful outcome. The plan is in creating an effective way for teams to work, create, share and capture knowledge during the lifetime of customer. PDCA is a people process that emphasizes learning by doing and as a result focuses on making things happen.
How much of our time, talent, skills are allocated into each section.
How much money is budgeted for each type of work
Are we training across the entire spectrum?
What areas are customers participating? Who is participating where and when?
Similar thinking to what goes into a balanced scorecard. And by the way A balanced scorecard was never balanced. I think the average scorecard was like 40 to 45% on internal process. The balance show be in the perspective for this particular value stream and it's maturing level.
How are you going to use Lean to realize your strategic goals for 2018?
Where are we at? Where do we want to go?
What are we not going to change?
What are we going to improve
What are we going to start new?
Kata, PDCA is about knowledge building and learning. Growth comes from the external world, not the internal anymore. We need to create and afford our organization the opportunity to explore, converse, share ideas, and ask questions. Making connections to what is known and what needs to be learned is today’s growth. It is just as important to get the message in as it is to get the message out. We use PDCA to provide a flexible structure and create a team with shared responsibility and authority for a successful outcome. The plan is in creating an effective way for teams to work, create, share and capture knowledge during the lifetime of customer. PDCA is a people process that emphasizes learning by doing and as a result focuses on making things happen.
Kata, PDCA is about knowledge building and learning. Growth comes from the external world, not the internal anymore. We need to create and afford our organization the opportunity to explore, converse, share ideas, and ask questions. Making connections to what is known and what needs to be learned is today’s growth. It is just as important to get the message in as it is to get the message out. We use PDCA to provide a flexible structure and create a team with shared responsibility and authority for a successful outcome. The plan is in creating an effective way for teams to work, create, share and capture knowledge during the lifetime of customer. PDCA is a people process that emphasizes learning by doing and as a result focuses on making things happen.