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Casual Articles - Silence Worth $15 million
How do you grab people's attention, arouse their interest, trigger their desire, and motivate them to take action? Answer that four-part question correctly and you've identified the secret to achieving tremendous sales and marketing success in your chosen business or field. To complicate matters, however, the potential answers are as numerous and multi-faceted as the growing number of niche markets, products and services, and marketing trends in our culture. While not all inclusive, th
“How can you tell?” They get the answers right without prompting. So there is no problem with their fundamental understanding. Now let’s relate it to the problem in hand. “So, where is th
When you use a resume, you should use one that specifically targets the job you are applying for. Don't recycle the same old resume that you've been using for the past 2 jobs and just tack on the most recent job experiences as you go along. If you are applying for different types of jobs, you need to update your resume to reflect that difference. Effective resumes are not "one size fits all", and you should target the particular company and job you want with your resume.That ma
Here’s the story.
A growing diagnostic reagent manufacturing business had a bottleneck in its key manufacturing process. The line was running ‘flat out’ and the production team leader was under pressure to make more to supply a growing market. His boss called in an industrial engineer from the company’s central business services group. He arrived and spent time with his stop watch and notebook. This sounds very ‘60s thinking but it is still worth doing, and by the end of the day had enough data to come to a conclusion. A quick analysis convinced the engineer that there was at least 25% spare capacity. So, why the impression that the line was running flat out?
Coffee was needed with the team leader. What’s going on? Who are the characters? There’s Gareth reporting to the team leader, who has responsibilities beyond just this line. He is experienced, not very opinionated and doesn’t really have any bright ideas. He is a good follower. On the line itself is Martin and some young and eager people, all willing to do what is needed. It’s Martin who really runs this show. The engineer has already been told to “watch him”. Martin holds the key, it seems. Of course, he has been working with Martin while watching what was going on. Martin has said “I’ll eat my hat, if you can come up with anything.”
The engineer has come up with something, but it is actually important that he doesn’t say it. We don’t want Martin to eat his hat; we want him to come up with the ‘something’ himself. The engineer knows about the Socratic Approach, from a training course. You have to ask people questions so that they come up with answers themselves. When they think of the solution, it’s theirs and not yours, imposed on them.
So they arrange a little meeting with Martin and a couple of his colleagues. It’s just the engineer and them: no need for the hierarchy to influence things. First, they do a warm up exercise. They are shown a picture of a highway with a traffic snarl up on it. “Where is the bottleneck?”
“How can you tell?” They get the answers right without prompting. So there is no problem with their fundamental understanding. Now let’s relate it to the problem in hand. “So, where is the
There are a multitude of advertising options on the Internet. Finding the one that's right for your needs can be a challenge.Before choosing a company to help with your online advertising, you should think about what it is you're really trying to accomplish, and what you really need from that company. Your options can range from running a simple classified ad on Craigslist, to contracting with a major agency for a complete online marketing program and w
Coffee was needed with the team leader. What’s going on? Who are the characters? There’s Gareth reporting to the team leader, who has responsibilities beyond just this line. He is experienced, not very opinionated and doesn’t really have any bright ideas. He is a good follower. On the line itself is Martin and some young and eager people, all willing to do what is needed. It’s Martin who really runs this show. The engineer has already been told to “watch him”. Martin holds the key, it seems. Of course, he has been working with Martin while watching what was going on. Martin has said “I’ll eat my hat, if you can come up with anything.”
The engineer has come up with something, but it is actually important that he doesn’t say it. We don’t want Martin to eat his hat; we want him to come up with the ‘something’ himself. The engineer knows about the Socratic Approach, from a training course. You have to ask people questions so that they come up with answers themselves. When they think of the solution, it’s theirs and not yours, imposed on them.
So they arrange a little meeting with Martin and a couple of his colleagues. It’s just the engineer and them: no need for the hierarchy to influence things. First, they do a warm up exercise. They are shown a picture of a highway with a traffic snarl up on it. “Where is the bottleneck?”
“How can you tell?” They get the answers right without prompting. So there is no problem with their fundamental understanding. Now let’s relate it to the problem in hand. “So, where is th
Here’s a phone interview tip worth considering: smile. A smile is a magic thing, and in addition to being seen in person it can be felt from a distance. When doing a phone interview, don’t think that because the person on the other end of the phone can’t see you that smiling and other positive body gestures are not important. The best interview tip that anyone was ever given was to smile and make positive gestures. In fact, many people talk with their hands. If you do, consider a
The engineer has come up with something, but it is actually important that he doesn’t say it. We don’t want Martin to eat his hat; we want him to come up with the ‘something’ himself. The engineer knows about the Socratic Approach, from a training course. You have to ask people questions so that they come up with answers themselves. When they think of the solution, it’s theirs and not yours, imposed on them.
So they arrange a little meeting with Martin and a couple of his colleagues. It’s just the engineer and them: no need for the hierarchy to influence things. First, they do a warm up exercise. They are shown a picture of a highway with a traffic snarl up on it. “Where is the bottleneck?”
“How can you tell?” They get the answers right without prompting. So there is no problem with their fundamental understanding. Now let’s relate it to the problem in hand. “So, where is th
An establishment that does not have its own bar coding equipment, but still wishes to have its own design for a bar code, can think of customizing bar code labels. Many companies specialize in designing custom bar code labels that depend on the requirements of their clients. They can produce bar codes in any number, big or small.Manufacturers of custom bar codes use bar code software to design unique labels based on specifications from the ordering company. The ordering company
The engineer has come up with something, but it is actually important that he doesn’t say it. We don’t want Martin to eat his hat; we want him to come up with the ‘something’ himself. The engineer knows about the Socratic Approach, from a training course. You have to ask people questions so that they come up with answers themselves. When they think of the solution, it’s theirs and not yours, imposed on them.
So they arrange a little meeting with Martin and a couple of his colleagues. It’s just the engineer and them: no need for the hierarchy to influence things. First, they do a warm up exercise. They are shown a picture of a highway with a traffic snarl up on it. “Where is the bottleneck?”
“How can you tell?” They get the answers right without prompting. So there is no problem with their fundamental understanding. Now let’s relate it to the problem in hand. “So, where is th
Before you hit the back button thinking bartering went out of fashion when money came along. Think again. Bartering has not only thrived all this while, it has made a come back in the business world in a big way. If the International Reciprocal Trade Association is any indication, bartering today is a whopping six-billion-dollar business-to-business success story worldwide. And it is expected to grow by more than ten percent annually.Bartering down the agesD
“How can you tell?” They get the answers right without prompting. So there is no problem with their fundamental understanding. Now let’s relate it to the problem in hand. “So, where is the bottleneck, exactly?” Answered correctly.
“What do you have to do to maximize throughput?”
The engineer asks. Then shuts up and waits.
Eventually Martin replies. “You have to keep it working all the time.”
Great! Exactly right.
So now together they examine the data recorded in the notebook. “See here: the critical piece of equipment is idle, and then here again and here and here.” In fact, it was idle more than 25% of the time through the day.
“Oh!”
“So what do you have to do to get 25% more output in the day?”
No delay now: “Keep it working”.
“How are you going to do that?”
“Well, the reason your notes show a temporary stoppage is that I have to stop sometimes to do these other things.”
“So, how could you rearrange the work to avoid this?”
“We need an extra person”. “Is it really that easy?” “Yes.” “Let’s try it then.” The extra person does not need to be recruited: she is already there. We just need to redistribute the work a bit. Agreed. “Can you do it now?”
“Yes”
“Let’s try it then. I’ll go back to head office now and you will do an extra large batch tomorrow – 30% larger, in fact. I’ll call you on Monday to find out how you did.”
Monday came and with it the news that Martin has surprised himself. He is ecstatic to admit that he got 30% more output.
That crew went on to sustain the performance. That meant sustaining an extra $15 million of business without capital or extra revenue expense.
Martin didn’t eat his hat, because he made the change himself. Instead, he admitted, 5 years later, “I take my hat off to you!”
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