All Entries in the "Lean Front Office" Category
The Truth about Channel Management
Bottom line: Trust is the new currency and to earn it a company has to recommit to enrich, grow, strengthen and passionately serve its channels with intelligence, insight and knowledge. Only by finding that resonating passion to make your channels grow stronger with knowing how best to use your company’s products, services, programs and expertise to overwhelming solve customers’ problems can new sales be earned.
Best Practices in Making Complex Selling in Commercial Insurance an Experience
Bottom line: Complex selling of commercial insurance needs to focus on creating an exceptional and memorable experience for customers to gain their loyalty and trust over time. Geico gets it; they also accomplish all this and entertain too.
2010 Trends: Manufacturing
What’s on the horizon for the U.S. manufacturing industry in 2010? Jerry Miller, director of Cincom’s Manufacturing Business Solutions, sat down to offer his insights of the year ahead from the economy’s effects to what Twitter can do for manufacturing to going green.
Alcatel Reduces Order Processing Times from Hours to Minutes
Alcatel, a full spectrum telecommunications provider operating in more than 130 countries, needed to provide its key customer Telstra with new equipment quickly and accurately. The implementation of an Integrated Selling and Product Configuration Solution has helped transform Telstra’s service requests into complete orders for needed parts in minutes instead of hours.
Growing Complexity Forcing Front Office Focus
Companies have spent considerable time, money and resources implementing enterprise backbone (ERP) systems to improve the performance of their “back office” processes (finance, manufacturing, purchasing, etc.). Companies selling complex products and services must now move their focus to the “front office” (customer sales and service). The need for this shift is driven by several trends:
A&D: Transforming Customer-Centered Change Into Profits
In 2008, Cincom undertook a study to measure the factors that A&D companies rely on to be competitive in their markets. The results show that A&D is in the middle of a major transition from being long dependent on manual processes to more automated approaches to integrating financial analysis into project management decisions.
Get Lean … Get Sales
Front-office functions can provide remarkable opportunities to improve order processing times, eliminate waste, and increase profits.