Skip to main content

The Client Wanted a Different Solution

I was in a meeting with a prospective client a few months ago. The meeting didn't go well from a sales perspective.

The company that had called me in had decided that they wanted to deliver a different project, one that wouldn't require outside assistance. That's fine, these things happen.

I had to bite my tongue however, the result they were now heading for is not the one they wanted. They now had two projects on the table in front of them.

Project one (involving me) was aiming to reduce the amount of time a process took to complete, to standardise the delivery of the process and improve quality and speed together.

Project two was focussed on understanding the current process cycle times and changing the information held in their capacity planning system.

The client wants what the clients wants, but you have to ask yourself a question. "What result did they want in the first place?"

Do you ever get lost with your improvement projects? Do you start projects because you  know the steps, or because you want the results?

Choosing the results and then figuring out the steps can be less comfortable, but a lot more rewarding.


Giles Johnston
Author of 'Business Process Re-Engineering', a practical plan to improve business performance.

Popular posts from this blog

Stop firefighting, start performing!

Another weeks passes and another example of unnecessary fire fighting demonstrated by a business I have been to help. If you have this taking place in your business, let me ask you a few questions: 1. What keeps on happening? Regain control with this practical book Can you pin down what it is that you keep having to do, to get out of trouble? If you can't, is there a pattern you can observe? 2. Do you want it to stop? Is it causing you enough of a problem that you want it to stop? If the answer is yes, keep reading, if not park it for another day. 3. Find out what is going on Do you know why you are having this issue? If you aren't sure where the issue is arising from, then take a few minutes to have a look around. When you have some idea, go to the next step. 4. Cause and effect Do you know what is truly causing the fire fighting situation? If you spend the time to get to the root cause of the situation , you have a good chance of permanently eliminating this situation. Most p

Kaizen improvements need to be specific

Do you find that your Kaizen improvements don't always go to plan? If you do, then you're with the majority! Whilst there is great deal of 'trial and error' there is a simple approach that can help. Available from Amazon Being specific about critical parts of your improvement can uplift your results. So, how do you go about doing this? The most direct route is to be clear about which parts of your improvement are critical. From here you can explain, in detail, what you want for those items. This might take some practice as many of us have become lazy in this regard. We take it for granted that our team 'get us' and will know what they need to do. If you ever feel that something basic is missing from an improvement ask this question: "What does good look like?" The answer should put you back on track. About the author: Giles Johnston is a Chartered Engineer who specialises in helping businesses to grow and improve through better business processes and

Are your teams clear?

I have recently finished working with a team that were struggling. They were struggling to meet their production schedules. They were struggling to respond to customer enquiries on time. They were burnt out and frazzled. After some prodding and poking it became clear what their issues were. In particular, it became obvious that expectations of the team weren't clear or defined. Defining what you expect from teams is a standard management approach. The problem with most teams is that leadership describe the standards in vague terms . So, what happens if you get the standards crystal clear? You should expect to see the team produce the right outputs. They should produce the outputs at the right time. And, they should produce them in an agreed way. Be clear with your teams. Ask the question: What does good look like? If you want to get some more ideas on how to define effective standards and visions, get your copy of my book today . What does good look like? is a practical guide to h