TOCICO

The presenter has a long career “selling” as an internal and external consultant both TOC- and quality-based solutions. Over the past 28 years, the target customers have ranged from mom-and-pop organizations, mid-size companies and multi-division corporations and government entities. The ability to successfully shift presentations and explanations to higher-level executives and larger organizations has been focused on solving some of the problems above. This presentation will cover what the presenter has discovered, some of the models she has used for communication and how she came up with them. She will also cover some simple steps that guide her in not only gaining access and closing the sale, but that can be used in communication within the organization to gain and maintain alignment. Some of the elements that will be shared are: 1. Knowing what to emphasize to whom. Taking a PM organization she will show how different items would be emphasized to different owners of the organization. 2. A simple model of how the solution is connected to the important bottom line. 3. A simple model for one to institutionalization the improvement. The models shown are easily translated to a specific consultants client base. Some of the techniques discussed will be: Generating bottom line UDEs for the particular audience; Creating a high-level model for connecting high level tactics to the bottom line; and Organizational change models that don’t sound like cultural change. Questions: 1. How do I get my contact to get me access to their boss? 2. How do I overcome the appearance of using two different models - a 50,000 foot model and a detailed logic tree? 3. What do I do if I do not know what the person’s bottom-line UDE is?