Do You Complete Projects on Time?
Do you complete your projects on time? Saying yes to this is much more complicated than meets the eye at first glance. A real, in-depth analysis, should show that you complete every element of a project on time. And by every element we mean every element from receiving the order on time through shipping the order on time. This in-depth analysis requires that the process be broken down to its most finite individual elements and that these elements are scheduled. From the 30,000 foot view this includes receiving the order on time, entering the order on time, accepting the order on ...
Does Your Engineering Department Engineer To the Budget?
In answering the above question many people would say “of course we do." However, how many companies have the metrics in place to be sure that they are in fact engineering to the budget established by the applications engineering group when quoting a project? To do this, engineering must have some input in the acceptance of the order prior to the order being entered. Does your company have this process in place? Does engineering have input into the acceptance of an order? If they do not, how can they be expected to be held to a budget they have not seen ...
Do You Design Exactly What Was Sold
This might seem like a ridiculous question but: do you design exactly what was sold? Is the communication between applications engineering and engineering detailed enough to allow engineering to understand exactly what was sold in a language that they can understand? That might be a better question. We find that in many companies this is not the case. Sales/Applications engineering speaks in one language and engineering speaks in another. I'm sure this is not a unique situation in that sales reports to one hierarchical structure and engineering reports to another and in these cases sales management communications and engineering communications can differ ...
Does Your Company Have the Org Structure, Processes, and Tools to Support an Active Product/Service Market Development Process
February 20, 2026
Selling
Comments Off on Does Your Company Have the Org Structure, Processes, and Tools to Support an Active Product/Service Market Development Process
Last time we talked about having a “Driver” for product/service development process and how important this is to the profitability of your business. We can have a Driver for market development but without the proper org structure, processes, and tools to support this Driver the future of new products/services could get lost in the rush. An org structure to support the ideas and concepts that come from the Driver pursuing the market and its needs is necessary to analyze, develop and help define what is going to be sold and to whom. The actual processes and tools that are necessary to analyze ...
Who Drives Your Proactive Market Development Process
Last time we talked about having a” Proactive” product/service development process and how important this is to the profitability of your business. But here’s the “Rub”, who is the driver of this process? If it is pushed down to the sales or engineering management level and is not supported by top management, it is doomed to failure. In the ideal situation this process is owned and driven by the chief executive officer of the company or someone reporting directly to the chief executive officer and is an active, viable, financed and supported business process. As pointed out last time, allowing future business ...
Do You Have a Proactive Market Development Process
Last time we talked about having an active product/service development process. How do you know what products or services to develop? From our viewpoint this information flows from a proactive market development process, that is a living, breathing, financed, and an item that is on a monthly or quarterly executive committee and Board meeting agenda. Do you have relationships with key executives in your market? These are people that are well connected in their markets and know what the future is likely to bring for their companies so you can determine, through your relationship with them, how this impacts your company. ...
Do You Have an Active Product/Service Development Process
Does your company believe that it needs an active, supported, and financed product and or service development process? Is it an active line item in your monthly or quarterly management meetings? Are your salespeople actively involved in this process and do they look for new opportunities and report them in an organized fashion? Is your chief executive officer the driver of this function? If the answer to any of these questions is “no”, we suggest that you consider the questions, apply them to your organization and be aggressive in the pursuit of developing new products and or services. We believe this ...
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