About this Presentation
This presentation provides the definition and benefits of a Mafia offer; the background providing our experience with clients; the six most common problems and solutions; other lessons learned and the results of Mafia offers. A Mafia offer is an offer that meets a client’s significant need to the extent that no significant competitor can. (Dr. Eli Goldratt) A Mafia offer is an offer so good, that your customers can’t refuse it and your competition can’t or won’t offer the same. The Mafia offer should increase sales and profits significantly and guide the strategy and tactics for the entire organization. The Mafia offer boot camp is described. The six common problems include how your offer is presented; getting in to make your Mafia offer presentation; the number of prospects; risk, paranoia, too good to be true; your target market; and quality / lead-time / DDP / customer service. Lisa provides a case study illustrating the problems and solutions.
What Will You Learn
To help you get the most value from this session, we’ve highlighted a few key points. These takeaways capture the main ideas and practical insights from the presentation, making it easier for you to review, reflect, and apply what you’ve learned.
Implementing theory of constraints in machine shops can significantly reduce lead time, improving on-time delivery and customer satisfaction.
Despite having a compelling mafia offer, sales may not increase as fast as operational improvements, indicating potential problems in sales strategy.
Common problems hindering sales growth include presentation of the offer, getting enough places to present the offer, number of prospects, risk or paranoia of the offer being too good to be true, targeting the wrong market, and issues with quality, lead time, or customer service.
Instructor(s)
Dr. Lisa Lang
“Dr Lisa” Lang is the President of the Science of Business, and recently served as the Global Marketing Director for Goldratt Consulting. She is TOCICO certified and the author of 3 books: Maximizing Profitability, Achieving a Viable Vision, & Increasing Cash Velocity. Dr Lisa specializes in increasing profits in highly custom job shops and applying Theory of Constraints, Lean and Six Sigma to sales and marketing, having developed the Mafia Offer Boot Camp and the Velocity Scheduling
System.
In addition to consulting, she delivers 50 speeches and keynotes a year for a number of associations and organizations including Vistage and TEC International.