Marketing with PDCA is about managing a value stream using PDCA (Plan-Do-Check-Act). Using the new SALES PDCA Framework throughout the marketing cycle will provide constant feedback from customers, and can only occur if they are part of the process. It is about creating value in your marketing that a customer needs to enable him to make a better decision.

1. “Lean is not a revolution; it is solve one thing and prove one thing.” - Dr. Michael Balle

2. Table of Contents Chapter 1 Lean Marketing House Chapter 2 Future of Marketing Chapter 3 Marketing Funnels Chapter 4 Cycles to Loops Chapter 5 Knowledge Management Chapter 6 PDCA Chapter 7 Sales and Marketing Teams Chapter 8 Kanban Chapter 9 SALES PDCA Chapter 10 Marketing with PDCA Summary Appendix A Marketing with PDCA Case Study Appendix B Constancy of Purpose Appendix C Marketing with Lean Program Series

4. Map Value Stream

5. Create Flow

6. Establish Pull

9. Marketing Funnels Linear planning increases risk for inappropriate course of action.

10. Cycles to Loops During this process you should be able to identify critical control points or interfaces with the customer. These critical points deserve special consideration as they typically will be the deciding factor for your customers. You may ask what they will look like. I typically find two obvious areas are the cause of most concern. First is the area of flow. If your marketing process does not flow well in its delivery to the customer, it seldom flows well for the customer. Your marketing must be in sync with the customer's buying process.

12. Key information not known

13. Feedback to justify hypotheses

14. Customers changes mind

16. Reaction to support that

17. Identify Resources needed

19. Kanban Inventory for sales and marketing is prospects! As you think about what stops your marketing from being effective it is all about trying to appeal to the masses and as a result losing effectiveness both in time and money. Work in process is wasteful. It is wasteful in your personal life when not managed well, it is bad in manufacturing, it is bad from a sales and marketing perspective. Quit marketing at the top of your funnel. Instead learn how to manage your Work in Process!

20. SALES PDCA SALES PDCA is the framework I use for the process that takes place in the customer groups. It is nothing more than a standard PDCA cycle except the SALES part of the framework is where the sales team gets its directions and coaching from the team coordinator and value stream manager. Within the actual PDCA stage the sales team is empowered to make their own choices and determine their own direction to accomplish the goals of that cycle.

22. Being part of customer conversations.

25. CD Rom

27. Regular Blog Posts

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