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9 KEYS TO INCREASING
COMPETITIVENESS THROUGH LEAN
IMPROVE YOUR PRODUCTIVITY
& ENGAGE YOUR TEAM
www.vative.com.au
1www.vative.com.au
INTRODUCTION
If you’ve been thinking about
introducing Lean but aren’t sure
where to start, then this ebook is for
you.
And if you’ve attempted to introduce
Lean, this book will help you
assess what may be done better
to ensure a smooth and profitable
implementation.
Some businesses do struggle to
adopt Lean, usually because these 9
keys to Lean success aren’t followed
consistently. Other businesses realise
they need to do something to arrest
worrying trends in their business, but
they’re not sure what to do.
•	 IS LEAN THE ANSWER?
•	 WHAT BENEFITS CAN THEY EXPECT?
•	 HOW MUCH WORK IS INVOLVED?
•	 WHAT IS THE RIGHT APPROACH?
2www.vative.com.au
ABOUT THE AUTHOR
DAMIEN LACEY HAS SPENT
HIS ENTIRE CAREER LOOKING
AT WAYS FOR COMPANIES TO
REDUCE WASTE AND IMPROVE
THEIR OPERATIONS.
His 15 years of experience with Lean,
has included the roll out of Lean with
the Bosch Production System (BPS)
team in Australia, product & process
development with Toyota Technical
Centre Australia (including a 3 year
posting in Toyota Motor Corporation
HQ, Aichi, Japan), then with Vative as
a Lean consultant and now as Sales
and Marketing Director.
The three years spent with Toyota
in Japan, in particular, sharpened
his focus on how to reduce costs
and improve efficiencies. It was
a transformative experience in a
culture where new ideas and better
ways of doing things were constantly
sought to reduce waste and boost
productivity.
“Continuous Improvement was
genuinely lived and breathed
through the company, from the
secretary who was organising
documents for a meeting through to
engineers and middle management
to the board,” Damien says.
“Every single aspect - product
development, testing, production,
the supply chain, sales, marketing
and distribution – is looked at and
improved relentlessly. When I came
back, I could see the opportunities
for Australian companies - how
they should operate, how they can
improve and do better.”
He has managed many major Lean
initiatives with Bosch, Toyota &
then with Vative clients, working
with senior managers, company
owners, frontline management and
operations staff to implement Lean
systems.
Damien holds a Bachelor of
Engineering (Mechanical) with
Honours. He is also fluent in
Japanese (JLPT2), holding a Bachelor
of Arts with a major in Japanese.
CONTACT DAMIEN:
Damien Lacey
Sales & Marketing Director
Vative - Truly Innovative
260A Blackburn Road, Glen Waverley
VIC 3150
T: 1300 VATIVE (82 84 83) or
+61 3 9886 3852
M: +61 408 416 242
E: damien.lacey@vative.com.au
W: www.vative.com.au
3www.vative.com.au
INTRODUCTION
•	 Are you struggling to cope
with increasing competition
domestically or overseas?
•	 Is poor productivity pushing up
your prices to uncompetitive
levels?
•	 Are you introducing a new
product or moving premises and
want the most efficient process
possible?
IF YOU ANSWER ‘YES’ TO ANY OF THE FOLLOWING QUESTIONS, THEN
LEAN IS A MINDSET AND APPROACH WHICH CAN HELP YOU IMPROVE
YOUR ORGANISATION’S PERFORMANCE FOR THE LONG TERM:
•	 Do you want greater efficiencies
in your administrative processes?
•	 Is there a lot of waste in your
organisation, but you would like
to better identify or quantify it?
•	 Do you need to cut lead times,
labour costs or raw material
costs?
•	 Is your profitability falling?
•	 Are your staff disengaged?
•	 Is your culture: “that’s the way it’s
always been done”, rather than
“how can we do it better?”
4www.vative.com.au
INTRODUCTION
•	 Black Duck Canvas’ production
line capacity increases by more
than 30%
•	 Kmart cuts operational costs
by more than $3 million
•	 La Trobe University achieves
$2.6M in savings and average
ROI of 250% on ICT projects
WHEN INTRODUCED THE RIGHT WAY, LEAN
DELIVERS SIGNIFICANT RESULTS. HERE ARE SOME
OUTCOMES OUR LEAN CLIENTS HAVE ACHIEVED:
•	 Mackay Multilink’s process
efficiency improves by up to 20%
within six months
•	 Health service achieves an 11%
improvement in patient arrival
times
•	 New Touch Laser’s delivery
performance lifts from 60% to
90% of jobs on time
•	 Peninsula Health cuts delays to
first case surgery start times
by 37%
•	 Sayfa Systems cuts production
lead time by 46% and achieves
process improvements of 33%
•	 Abigroup project achieves
productivity gains of up to 17%
5www.vative.com.au
YES NO
Q: PEOPLE:
Are all relevant skills and capabilities of team members
known and visualised?
Is there an active plan to cross skill team members to
A: ensure critical processes are sufficiently covered and
B: to provide individuals professional development
opportunities?
Is there an accurate understanding of workload
requirements and from this, active workload balancing
applied to all operations?
Q: PULL SYSTEMS:
Is material replenishment and core value-add
operational processing being triggered based on
genuine customer demand?
(In other words is “what we’re ordering” or “what we’re
doing” really needed by a customer today or being
ordered/done just in case?)
YES NO
INTRODUCTION
Q: WORKPLACE ORGANISATION:
Are all tools, materials and information kept in an
organised manner?
Do team members know where to find things?
Is equipment, materials etc. put back in their defined
and labelled location and is the workplace kept clean
and tidy?
Q: VISUAL MANAGEMENT:
Is the performance of the workplace visualised? Can
you tell by looking how the area/dept. is performing?
Are the goals of the business defined, cascaded and
visualised to the department & to the individual level?
Is the status of major projects easily understood by
all in the workplace with next steps & progress clearly
defined?
HERE’S A QUICK HEALTH CHECK TO ESTABLISH WHETHER YOUR
BUSINESS IS LEAN OR UNDER-PERFORMING
YES NO
YES NO
6www.vative.com.au
YES NO
INTRODUCTION
Q: PROCESS DESIGN & ORIENTATION:
Has the development of work processes and the
physical layout of the workplace been designed along
Lean principles?
Are processes reviewed to ensure work load balancing
is optimised?
Are batch sizes minimised?
Are people and processes as much as possible
grouped together in work cells?
HERE’S A QUICK HEALTH CHECK TO ESTABLISH WHETHER YOUR
BUSINESS IS LEAN OR UNDER-PERFORMING (CONT)
YES NO
Q: QUALITY & STANDARDISATION:
Are quality levels understood by all and acted upon on
a daily basis to ensure customer satisfaction?
Have standard operating procedures been developed
for critical processes and are they being followed?
Is the team using a common language and set of
tools when addressing quality issues (5 Why, Fishbone
diagrams, 8D etc.)?
Do they come together regularly as a team to solve
issues?
Are lessons learnt being actively documented and
shared?
Q: CONTINUOUS IMPROVEMENT
Do team members actively come up with and work on
improvement ideas?
Is it generally understood and accepted that if
something needs to change to improve then this will
happen?
YES NO
NO# OF “YES” ANSWERS
1-8 : 	 you are in the same state as 		
	 most Australian organisations
9-16: 	 you are well progressed on 		
	 your Lean journey
16+: 	 you are ahead of the pack and a 		
	 benchmark Lean organisation
HOW WE CAN HELP YOU
The above list of questions is not meant
to be exhaustive, merely to be thought
provoking. Lean can help you cut waste
and improve profitability. You can contact
us now for a no-obligation discussion
& assessment of the opportunity for
improvement within your organisation
or read on and discover the 9 factors to
sustaining a successful Lean enterprise.
7www.vative.com.au
LEADERSHIP
1.	 Lean is a top-down and bottom-
up process, the leadership team
must decide Lean is a priority
for the business and make a
firm, long term commitment
to the change process. If as a
leadership team you haven’t
decided to stick with it as a 2-3
year initiative then perhaps
pause the activity until you can
garner that priority and focus.
If the attitude is “let’s try this
Lean thing and see how it
goes” then I would suggest not
bothering because the resolve
will most likely falter once
things get tough.
LEAN STARTS WITH GOOD LEADERSHIP AND THESE 5 STEPS
2.	 The leadership team needs to
have a good understanding
of what it actually means to
be Lean. You can read books,
attend a seminar or undertake
a workshop, but you must
have some level of Lean
understanding yourself.
3.	 With this understanding the
Leadership should have a level
of enthusiasm and excitement
about the opportunity to
improve the organisation that
Lean delivers. This passion
for change needs to be
communicated to your people
via the vision (see next step).
4.	 The Leadership team must
participate visibly in the
change process, e.g. chairing
a committee, getting amongst
your staff and asking them to
contribute ideas, or recognising
their success in implementing
improvements.
LEAN STARTS WITH
GOOD LEADERSHIP AND
THESE 5 STEPS
8www.vative.com.au
LEADERSHIP
5.	 The old adage “you don’t
get something for nothing”
also holds true for Lean
implementation. You will more
than likely need to make some
investment in order to get Lean
off the ground and sustained.
This may include investment in
your staff’s time, training, Lean
project investment in tools &
equipment, paying for some
outside help etc.. However
rest assured that this is an
investment decision that every
business embarking on Lean
makes. Also it is no coincidence
that the most successful
companies in the world are
adopting and sustaining Lean
principles.
You can expect a positive
Return on Investment (ROI) but
you also need to commit.
LEADERSHIP CHECKLIST
Have we come together as a
Leadership team and decided that
Lean is a strategic goal?
Is Lean implementation and
continuous improvement on our short,
medium and long term business
plans?
How have I allocated responsibilities
for Lean implementation to all team
members?
What responsibilities do I have myself?
What is our follow up & review process
to ensure that the Lean initiative is
tracking towards success?
9www.vative.com.au
VISION
1.	 Why are you in business? What
is your purpose? What is the
business’ purpose?
We are defining a vision here
not developing a set of KPIs.
We need to think more broadly
and deeply than “It’s our vision
to be a $20M company!”.
We want something that both
yourselves as leaders and your
team can get excited about.
“To be the largest exporter of
quality, 100% Australian owned
& grown breakfast cereals!”
“Delivering vibrant & uniquely
Australian fashion to the world”
“Helping our customers unlock
their productivity potential
through our innovative storage
solutions”
2.	 Why are you thinking about
implementing Lean?
(By the way “I want to increase
gross profit by an extra 5%”
won’t cut it as a basis for your
Lean vision.)
3.	 What are your strengths, what
do you do well?
Can you build on your strengths
and improve them? Eg if your
lead time is 7 days, and you
could get it down to 5 days,
would that give you a real
competitive advantage?
What would an extra 20% of
released productive capacity
mean to your business. Would
you be able to process more
orders and grow the business?
4.	 What are your weaknesses?
Where is the organisation
falling down?
Are you getting a high number
of returns or complaints, are you
losing customers?
Are your operating costs or
stock levels too high?
Do you need to cut clerical
errors or increase the number of
orders processed?
Do you have poor staff
engagement, a lack of
ownership of processes or a lack
of ideas?
•
•
•
•
•
•
DESIRE AND ENTHUSIASM TO BE MORE COMPETITIVE AND EFFICIENT IS A GREAT START.
YOU NEED TO CLARIFY THIS IN TO A CLEAR VISION OR IMAGE OF HOW YOU WANT THE
ORGANISATION TO BE. THE FOLLOWING 6 STEPS CAN HELP YOU CLARIFY THIS VISION
10www.vative.com.au
VISION
5.	 How would you measure the
success of your Lean initiative
in terms of quality, costs,
delivery performance, culture
and safety?
How would you like to see your
Quality performance improve?
How are you measuring your
operating costs and what shift
would you like to see?
What would you like to see your
delivery performance get to?
How would you assess your
culture currently and what
would you like to see change?
Is your safety record good or
can it be improved?
6.	 Value stream Mapping & Lean
Business Health Check
Fact and data based business
analysis tools like Value
Stream Mapping and a Lean
Business Health Check can
provide a business an unbiased
and objective view on what
is possible to improve and
where. This clear view on the
organisation’s potential can
contribute strongly to an overall
business vision. For more info
on Value Stream Mapping visit
our website or click here.
SO TO REITERATE,
BY ANSWERING THESE
QUESTIONS WE SHOULD BE
ABLE TO DISTIL WHY WE NEED
TO ADOPT LEAN THINKING
AND WHAT WE WANT THE
ORGANISATION TO BECOME.
For organisations looking to adopt a Lean
culture and adopt Lean practices, this
generally represents a significant change.
A vision of what this change looks like
needs to be defined by the leadership
group. Where is the business now, and
where it can be in the future?
Do you have a clear idea of where you
want the business to be next year, in
three years or in five? Or are you mostly
caught up in day to day management?
And if you do have a vision, has this been
communicated to your team?
As a leadership team you need to come
together and define…
•	 WHY are we embarking on Lean?
•	 WHAT do we want to achieve?
•	 WHAT do we want the business to
look/feel like as a result?
•
•
•
•
•
11www.vative.com.au
STRATEGY & PLANNING
LEAN IS A JOURNEY AND IT
TAKES A WHILE FOR LASTING
CHANGE TO BED DOWN. YOU
NEED TO PLAN THE JOURNEY,
SET MILESTONES AND THEN
REVIEW HOW FAR YOU HAVE
COME. YOU SHOULD HAVE
QUARTERLY AND ANNUAL
GOALS WHICH ALIGN WITH
YOUR 2 OR 3 YEAR
BUSINESS PLAN.
Some critical questions at this step are:
HOW are we going to proceed
with this Lean initiative? What
will the process be? What are the
milestones?
WHAT IF we encounter some
difficulties and roadblocks? How will
we react as an organisation?
In the first year, for most organisations
embarking on Lean your main goal
should be introducing the concept
of Lean, the wastes that can exist
within a process, and ensuring it
is well understood throughout the
organisation.
By and large, a first good step to
take is the implementation of 5S
or Workplace Organisation. Better
organisation of your workplace
immediately improves efficiencies
and normally provides a quick win
justifying to everyone that “Lean
is a great idea!”. Some other Lean
projects may also be introduced in
Year 1, but introducing only a few
and sustaining them is the key. If you
had a choice between a sustained
productivity improvement of 5% or
a 40% improvement in productivity
that disappears in a couple of
months because the change wasn’t
sustained… well the answer is
obvious.
Small sustained changes are more
favourable than ‘large’ changes that
don’t get maintained.
Year 1 will require the most
intensive work for an organisation
implementing Lean, but it’s critical
you don’t lose momentum in the
following years. Most likely, ideas
such as “continuous improvement”,
“Lean projects”, “you mean I have to
stop what I’m currently doing to make
changes?” etc., will be new concepts
for the organisation. The organisation
may react slowly and painfully to
these challenges, however think of it
as the organisation developing their
‘Continuous Improvement’ muscles.
You will need a plan to chart through
this process.
YEAR 1 What will your goals and
actions for the next four quarters
look like?
YEAR 2 You need to ensure
the momentum from Year 1 is
continued. Your level of 5S must
be maintained, and new projects
implemented. New staff must
be trained in Lean concepts and
participate in change.
YEAR 3 Is the time to focus on
really shifting the key performance
indicators you set for the business.
By this stage, Lean will have
become the new way of thinking in
your organisation, and you’ll really
see your efforts paying off. Lean will
require less intensive activity than
in Years 1 and 2, and you’ll find your
staff coming up with ideas which
have been costed and which have a
clear ROI.
12www.vative.com.au
MINDSET NOT TOOLS
LEAN IS NOT JUST A BUNCH
OF ESTABLISHED TOOLS
LIKE 5S, KANBAN OR VALUE
STREAM MAPPING THAT ARE
USED TO IMPROVE YOUR
PROCESS. USING THESE TOOLS
IS A GOOD THING AND YOU
WILL GET A BENEFIT.
However becoming Lean really
means adopting a continuous
improvement mindset. To use an
analogy, the Lean tools themselves
are like the fruit on the tree.
Those established Lean tools are
simply the result of a number of
(mainly Toyota) people, over time,
continually looking and re-looking
at the manufacturing processes and
trying to improve. The tree itself,
which produces the fruit, is the drive
and attitude to continually improve.
Incidentally, after spending
a number of years in Toyota,
including a few years in head office
in Japan, I never once heard the
word ‘Lean’ used. Discussions
about improvement centred mainly
on tangible objectives such as ‘time
saving’, ‘cost reduction’, ‘material
reduction’ etc.. The word Kaizen
or Continuous Improvement was
commonly used and was a strongly
held principle for everyone in the
business.
Continuous improvement is an idea
that genuinely lives in the hearts
and minds of their employees.
So, from time to time I get a
question about Lean principles from
clients…
	“Should I change from batch
production to single piece flow?”
	“Should we implement Kanban in
this area to control stock?”
	“Should I store less stock on the
line and implement a milk run to
replenish stock?”etc. The simple
answer is “I don’t know”.
A better question to ask “As a
result of this change how much
time will be saved? How much will
stock reduce by? How will delivery
lead-times improve?” etc.. If you
know the answer to that question,
then most likely you don’t require
anyone’s 2nd opinion.
Teaching people Lean principles
and how to use Lean tools is good
and useful.
However, more important than
this is for team members to gain a
mindset of “there must be a better
way” or “how can we do this
better?”
13www.vative.com.au
MANAGING EXPECTATIONS
IF YOU ARE DOING THINGS RIGHT, YOU AND THE TEAM SHOULD
BE EXCITED & MOTIVATED TO TRANSFORM YOUR BUSINESS.
However, and this is where the long term plan comes in, you need to be
realistic about what can be sustainably achieved in a short period of time.
Expect resistance and some difficulty. You need to meet that with a calm and
consistent approach.
Most Lean initiatives go through the following cycle:
B: Realisation of the complexity
and effort needed to make and
sustain the change. Once teams
are formed and tasks assigned,
people begin to realise more
concretely what they are required
to do. Some struggle with the new
Lean ideas initially, some may feel
overwhelmed with the requirement
to do something outside their
normal day to day role. “Oh no
this is going to take some time
and effort- argh!” At this point the
leadership needs to be calm and
consistent and stay the course.
A: Excitement and positivity about
the potential for change.
Team members are enthusiastic
about the change. The vision
and the strategy have been
communicated and the leadership
team have demonstrated the
importance of the initiative by
actively participating themselves.
Everyone has been assigned some
level of responsibility and there is a
sense of team. “It’s all upside from
here, right? What’s not to like?”
14www.vative.com.au
MANAGING EXPECTATIONS
KEY TAKEAWAYS
Be aware of the emotional cycle that
individuals & the business will go through
on the Lean journey
Be realistic about how much change
can be effectively implemented and
sustained by the business & plan
accordingly
Stay the course when things get tough
C: Breakthrough occurs and some
results begin to show.
Eventually with persistence, strong
leadership and support, the results
of your Lean initiative will begin to
show.
Perhaps 5S is delivering some less
cluttered and more organised
workplaces. A couple of the easier
projects are being implemented
and are working well. These initial
quick wins should be celebrated
loudly and widely within the
organisation.
The support and positive
reinforcement by the leadership
group at this time is critical and
it provides the impetus and
momentum for the rest of the
team to continue their efforts.
D: Things are clearly better than
before. With continued effort by
all the teams and ongoing support
& mentoring the Lean initiative
will yield results. The process has
improved and there are clear
benefits to the organisation.
The results achieved should be
summarised, documented and
communicated. You want to use this
success to justify further activity to
continue the momentum for your
Lean journey.
•	
•	
•
15www.vative.com.au
FORMALITY & STRUCTURE
CLEARLY DEFINED AND SIMPLE
FOLLOW UP & REPORTING
STRUCTURES PLAY A LARGE
ROLE IN ENSURING THAT THE
ENTHUSIASM AND ENERGY
GENERATED AT THE START
OF YOUR LEAN PROGRAM
IS FOCUSED AND APPLIED
CONSISTENTLY OVER THE
ENTIRE TIME FRAME.
3. Defined Frequency of
when Project Team Leader will
communicate with team
4. Defined Frequency of when
Project Team Leaders report to
Management
5. Visualisation in workplace of
Project Progress. We should be able
to tell at a glance how all projects
are tracking (ahead? behind?) and
what the next action is.
Even if it is only quarterly the
leadership team should be
overseeing and & steering the
activity that is making your
organisation more Lean. There
needs to be a plan with a start,
a finish and expected outcomes
along the way. It is recommended
to regularly review progress of your
Lean initiative based on the plan,
regardless of whether its good, bad
or otherwise. Good governance is
your friend!
Do people know what’s expected of
them?
Has everyone been assigned to a
team with a clearly defined project?
How are we progressing?
Doing well?
Falling behind?
Are there follow up & review
meetings?
Does management actually care
if I continue to work on my Lean
projects or should it be 2nd or 3rd
priority?
There are many different methods
of setting these structures up, in
most cases they should include the
following:
1. Clear Definition of Project Team
Leader, Team Members and Task
Responsibilities
2. Defined Frequency of when
Project Team Leaders report to
Project Coach
16www.vative.com.au
ENGAGE ALL LEVELS
THE BEST RESULTS OF LEAN IMPLEMENTATION COME WHEN YOU
INVOLVE, IN SOME WAY, ALL LEVELS OF THE ORGANISATION.
Lean is most effective when it is driven
from the top down and the bottom
up. The leadership team need to set
the strategy and approve time and
resources to spend implementing.
The frontline management team
need to be responsible for specific
and clearly defined project activity.
The operations level of the business
need to understand, participate and
implement the changes.
Naturally the amount of time and
hands-on effort the CEO of the
business puts into Lean will be far
less than a Lean project champion.
However everyone in the organisation
needs to be engaged and taking
part.
If we only engage with one level of
the organisation then division and
conflicting priorities can quickly
develop. For example a common and
usually less than successful approach
to Lean can be to engage only the
frontline team leaders. Perhaps as an
initiative of a particular department
manager or HR function. The team
leaders are trained and then made
accountable for the change. However
Lean isn’t on the business’ strategic
plan so senior management aren’t
actively engaged and resources
don’t get deployed. The operations
level don’t understand what Lean
is all about and are sluggish to
respond to their team leaders’
requests. Resistance can set in and
results stagnate. Any results that do
eventuate, generally come down
to the ability of the individual team
leader to sell the particular project
or change to management and his
team. It relies on a degree of bull
dozing and the hurdle to clear for
success is set high.
We need all members of the team
understanding the part they need
to play and pulling in the same
direction.
17www.vative.com.au
	 DON’T BE TIMID
A TEPID APPROACH WILL PRODUCE A TEPID RESULT. BY ALL
MEANS, IF YOU NEED TO, TRY APPLYING LEAN IN A SMALL
AND CONTROLLED AREA/PART OF THE BUSINESS. THAT’S FINE;
HOWEVER THE PURPOSE OF THIS TRIAL SHOULDN’T BE…
If you exclude parts of the
organisation then you create
division.
People who understand Lean versus
people who don’t, people who
are motivated to change versus
people who aren’t. This makes
things harder. So to be specific you
need to include admin processes,
sales processes, management,
purchasing, HR etc. Opportunities
for improvement don’t stop at the
borders of departments.
For an overall and sustained result
you eventually need to reach a
tipping point in terms of number of
people and departments involved.
“Let’s see if this Lean stuff is
worthwhile”.
This is the wrong question. Lean
works, it is effective, and is being
used by your competitors to get
ahead.
If a controlled trial is necessary then
its purpose should be “Let’s trial
the implementation approach and
refine it before a broader roll out”
Lean isn’t only for the operational
part of the organisation (the
manufacturing area, the nursing
staff, the call centre personnel
etc.) and should be adopted
company wide. You want all parts
of the business speaking the same
language and understanding the
need to improve.
18www.vative.com.au
WE’RE GREAT! WHAT’S NEXT?
LASTLY WHEN SUCCESS WITH LEAN DOES COME, YOU WANT
TO MAKE SURE THAT IT’S NOT SEEN AS A ONE OFF PROJECT
AND FORGOTTEN. IT CAN HAPPEN THAT WITH A GOOD RESULT
PEOPLE WILL QUICKLY ‘PAT THEMSELVES ON THE BACK’ AND
BECOME COMPLACENT.
Keys to ensure complacency
doesn’t set in:
1.
2.
3.
4.
5.
The standards of 5S may start to
slip slightly, no new Lean initiatives
are kicked off, some old habits may
resurface.
Don’t be surprised if this happens,
and also don’t be too hard on
yourself if this does occur. At this
point some of the original “nay
sayers” can latch onto the fact
that things have slipped and hold
it up to say “you see I told you it
wouldn’t work!”
This kind of negativity can start a
downward spiral of even further
regression.
What’s important is to notice the
overall long term trend. Things are
more than likely still better than
they were before you began your
Lean journey.
Lean needs to be included
on your strategic plan and
embedded in people’s roles
and what’s expected of them
Ensure some Lean Projects
are always in progress in the
business
Continue 5S activity and
audits, however reduce to an
appropriate frequency (perhaps
only monthly or once a quarter)
Train new starts on Lean thinking
and make sure they participate in
improvement
Don’t let the ‘nay sayers’ hijack
the agenda.
19www.vative.com.au
WHAT YOU’VE JUST READ HAS BEEN INFORMED
BY MANY YEARS OF LEAN IMPLEMENTATION EXPERIENCE
AND LITERALLY HUNDREDS OF CLIENT ENGAGEMENTS.
I HOPE YOU’VE FOUND IT USEFUL.
If you’re interested to know more about how we help organisations just like
yours implement Lean successfully & sustainably…
OPTION A :
Take me up on a free offer to
discuss where your organisation
is currently on its Lean journey
and how Vative can help you to 	
achieve its improvement goals. We
may even be able to get some
government support & grants
		
Damien Lacey		
damien.lacey@vative.com.au		
0408 416 242 or 1300 VATIVE
OR
OPTION B :
Keep doing what you are doing.

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9 Keys to Lean Success and Competitiveness

  • 1. 9 KEYS TO INCREASING COMPETITIVENESS THROUGH LEAN IMPROVE YOUR PRODUCTIVITY & ENGAGE YOUR TEAM www.vative.com.au
  • 2. 1www.vative.com.au INTRODUCTION If you’ve been thinking about introducing Lean but aren’t sure where to start, then this ebook is for you. And if you’ve attempted to introduce Lean, this book will help you assess what may be done better to ensure a smooth and profitable implementation. Some businesses do struggle to adopt Lean, usually because these 9 keys to Lean success aren’t followed consistently. Other businesses realise they need to do something to arrest worrying trends in their business, but they’re not sure what to do. • IS LEAN THE ANSWER? • WHAT BENEFITS CAN THEY EXPECT? • HOW MUCH WORK IS INVOLVED? • WHAT IS THE RIGHT APPROACH?
  • 3. 2www.vative.com.au ABOUT THE AUTHOR DAMIEN LACEY HAS SPENT HIS ENTIRE CAREER LOOKING AT WAYS FOR COMPANIES TO REDUCE WASTE AND IMPROVE THEIR OPERATIONS. His 15 years of experience with Lean, has included the roll out of Lean with the Bosch Production System (BPS) team in Australia, product & process development with Toyota Technical Centre Australia (including a 3 year posting in Toyota Motor Corporation HQ, Aichi, Japan), then with Vative as a Lean consultant and now as Sales and Marketing Director. The three years spent with Toyota in Japan, in particular, sharpened his focus on how to reduce costs and improve efficiencies. It was a transformative experience in a culture where new ideas and better ways of doing things were constantly sought to reduce waste and boost productivity. “Continuous Improvement was genuinely lived and breathed through the company, from the secretary who was organising documents for a meeting through to engineers and middle management to the board,” Damien says. “Every single aspect - product development, testing, production, the supply chain, sales, marketing and distribution – is looked at and improved relentlessly. When I came back, I could see the opportunities for Australian companies - how they should operate, how they can improve and do better.” He has managed many major Lean initiatives with Bosch, Toyota & then with Vative clients, working with senior managers, company owners, frontline management and operations staff to implement Lean systems. Damien holds a Bachelor of Engineering (Mechanical) with Honours. He is also fluent in Japanese (JLPT2), holding a Bachelor of Arts with a major in Japanese. CONTACT DAMIEN: Damien Lacey Sales & Marketing Director Vative - Truly Innovative 260A Blackburn Road, Glen Waverley VIC 3150 T: 1300 VATIVE (82 84 83) or +61 3 9886 3852 M: +61 408 416 242 E: damien.lacey@vative.com.au W: www.vative.com.au
  • 4. 3www.vative.com.au INTRODUCTION • Are you struggling to cope with increasing competition domestically or overseas? • Is poor productivity pushing up your prices to uncompetitive levels? • Are you introducing a new product or moving premises and want the most efficient process possible? IF YOU ANSWER ‘YES’ TO ANY OF THE FOLLOWING QUESTIONS, THEN LEAN IS A MINDSET AND APPROACH WHICH CAN HELP YOU IMPROVE YOUR ORGANISATION’S PERFORMANCE FOR THE LONG TERM: • Do you want greater efficiencies in your administrative processes? • Is there a lot of waste in your organisation, but you would like to better identify or quantify it? • Do you need to cut lead times, labour costs or raw material costs? • Is your profitability falling? • Are your staff disengaged? • Is your culture: “that’s the way it’s always been done”, rather than “how can we do it better?”
  • 5. 4www.vative.com.au INTRODUCTION • Black Duck Canvas’ production line capacity increases by more than 30% • Kmart cuts operational costs by more than $3 million • La Trobe University achieves $2.6M in savings and average ROI of 250% on ICT projects WHEN INTRODUCED THE RIGHT WAY, LEAN DELIVERS SIGNIFICANT RESULTS. HERE ARE SOME OUTCOMES OUR LEAN CLIENTS HAVE ACHIEVED: • Mackay Multilink’s process efficiency improves by up to 20% within six months • Health service achieves an 11% improvement in patient arrival times • New Touch Laser’s delivery performance lifts from 60% to 90% of jobs on time • Peninsula Health cuts delays to first case surgery start times by 37% • Sayfa Systems cuts production lead time by 46% and achieves process improvements of 33% • Abigroup project achieves productivity gains of up to 17%
  • 6. 5www.vative.com.au YES NO Q: PEOPLE: Are all relevant skills and capabilities of team members known and visualised? Is there an active plan to cross skill team members to A: ensure critical processes are sufficiently covered and B: to provide individuals professional development opportunities? Is there an accurate understanding of workload requirements and from this, active workload balancing applied to all operations? Q: PULL SYSTEMS: Is material replenishment and core value-add operational processing being triggered based on genuine customer demand? (In other words is “what we’re ordering” or “what we’re doing” really needed by a customer today or being ordered/done just in case?) YES NO INTRODUCTION Q: WORKPLACE ORGANISATION: Are all tools, materials and information kept in an organised manner? Do team members know where to find things? Is equipment, materials etc. put back in their defined and labelled location and is the workplace kept clean and tidy? Q: VISUAL MANAGEMENT: Is the performance of the workplace visualised? Can you tell by looking how the area/dept. is performing? Are the goals of the business defined, cascaded and visualised to the department & to the individual level? Is the status of major projects easily understood by all in the workplace with next steps & progress clearly defined? HERE’S A QUICK HEALTH CHECK TO ESTABLISH WHETHER YOUR BUSINESS IS LEAN OR UNDER-PERFORMING YES NO YES NO
  • 7. 6www.vative.com.au YES NO INTRODUCTION Q: PROCESS DESIGN & ORIENTATION: Has the development of work processes and the physical layout of the workplace been designed along Lean principles? Are processes reviewed to ensure work load balancing is optimised? Are batch sizes minimised? Are people and processes as much as possible grouped together in work cells? HERE’S A QUICK HEALTH CHECK TO ESTABLISH WHETHER YOUR BUSINESS IS LEAN OR UNDER-PERFORMING (CONT) YES NO Q: QUALITY & STANDARDISATION: Are quality levels understood by all and acted upon on a daily basis to ensure customer satisfaction? Have standard operating procedures been developed for critical processes and are they being followed? Is the team using a common language and set of tools when addressing quality issues (5 Why, Fishbone diagrams, 8D etc.)? Do they come together regularly as a team to solve issues? Are lessons learnt being actively documented and shared? Q: CONTINUOUS IMPROVEMENT Do team members actively come up with and work on improvement ideas? Is it generally understood and accepted that if something needs to change to improve then this will happen? YES NO NO# OF “YES” ANSWERS 1-8 : you are in the same state as most Australian organisations 9-16: you are well progressed on your Lean journey 16+: you are ahead of the pack and a benchmark Lean organisation HOW WE CAN HELP YOU The above list of questions is not meant to be exhaustive, merely to be thought provoking. Lean can help you cut waste and improve profitability. You can contact us now for a no-obligation discussion & assessment of the opportunity for improvement within your organisation or read on and discover the 9 factors to sustaining a successful Lean enterprise.
  • 8. 7www.vative.com.au LEADERSHIP 1. Lean is a top-down and bottom- up process, the leadership team must decide Lean is a priority for the business and make a firm, long term commitment to the change process. If as a leadership team you haven’t decided to stick with it as a 2-3 year initiative then perhaps pause the activity until you can garner that priority and focus. If the attitude is “let’s try this Lean thing and see how it goes” then I would suggest not bothering because the resolve will most likely falter once things get tough. LEAN STARTS WITH GOOD LEADERSHIP AND THESE 5 STEPS 2. The leadership team needs to have a good understanding of what it actually means to be Lean. You can read books, attend a seminar or undertake a workshop, but you must have some level of Lean understanding yourself. 3. With this understanding the Leadership should have a level of enthusiasm and excitement about the opportunity to improve the organisation that Lean delivers. This passion for change needs to be communicated to your people via the vision (see next step). 4. The Leadership team must participate visibly in the change process, e.g. chairing a committee, getting amongst your staff and asking them to contribute ideas, or recognising their success in implementing improvements. LEAN STARTS WITH GOOD LEADERSHIP AND THESE 5 STEPS
  • 9. 8www.vative.com.au LEADERSHIP 5. The old adage “you don’t get something for nothing” also holds true for Lean implementation. You will more than likely need to make some investment in order to get Lean off the ground and sustained. This may include investment in your staff’s time, training, Lean project investment in tools & equipment, paying for some outside help etc.. However rest assured that this is an investment decision that every business embarking on Lean makes. Also it is no coincidence that the most successful companies in the world are adopting and sustaining Lean principles. You can expect a positive Return on Investment (ROI) but you also need to commit. LEADERSHIP CHECKLIST Have we come together as a Leadership team and decided that Lean is a strategic goal? Is Lean implementation and continuous improvement on our short, medium and long term business plans? How have I allocated responsibilities for Lean implementation to all team members? What responsibilities do I have myself? What is our follow up & review process to ensure that the Lean initiative is tracking towards success?
  • 10. 9www.vative.com.au VISION 1. Why are you in business? What is your purpose? What is the business’ purpose? We are defining a vision here not developing a set of KPIs. We need to think more broadly and deeply than “It’s our vision to be a $20M company!”. We want something that both yourselves as leaders and your team can get excited about. “To be the largest exporter of quality, 100% Australian owned & grown breakfast cereals!” “Delivering vibrant & uniquely Australian fashion to the world” “Helping our customers unlock their productivity potential through our innovative storage solutions” 2. Why are you thinking about implementing Lean? (By the way “I want to increase gross profit by an extra 5%” won’t cut it as a basis for your Lean vision.) 3. What are your strengths, what do you do well? Can you build on your strengths and improve them? Eg if your lead time is 7 days, and you could get it down to 5 days, would that give you a real competitive advantage? What would an extra 20% of released productive capacity mean to your business. Would you be able to process more orders and grow the business? 4. What are your weaknesses? Where is the organisation falling down? Are you getting a high number of returns or complaints, are you losing customers? Are your operating costs or stock levels too high? Do you need to cut clerical errors or increase the number of orders processed? Do you have poor staff engagement, a lack of ownership of processes or a lack of ideas? • • • • • • DESIRE AND ENTHUSIASM TO BE MORE COMPETITIVE AND EFFICIENT IS A GREAT START. YOU NEED TO CLARIFY THIS IN TO A CLEAR VISION OR IMAGE OF HOW YOU WANT THE ORGANISATION TO BE. THE FOLLOWING 6 STEPS CAN HELP YOU CLARIFY THIS VISION
  • 11. 10www.vative.com.au VISION 5. How would you measure the success of your Lean initiative in terms of quality, costs, delivery performance, culture and safety? How would you like to see your Quality performance improve? How are you measuring your operating costs and what shift would you like to see? What would you like to see your delivery performance get to? How would you assess your culture currently and what would you like to see change? Is your safety record good or can it be improved? 6. Value stream Mapping & Lean Business Health Check Fact and data based business analysis tools like Value Stream Mapping and a Lean Business Health Check can provide a business an unbiased and objective view on what is possible to improve and where. This clear view on the organisation’s potential can contribute strongly to an overall business vision. For more info on Value Stream Mapping visit our website or click here. SO TO REITERATE, BY ANSWERING THESE QUESTIONS WE SHOULD BE ABLE TO DISTIL WHY WE NEED TO ADOPT LEAN THINKING AND WHAT WE WANT THE ORGANISATION TO BECOME. For organisations looking to adopt a Lean culture and adopt Lean practices, this generally represents a significant change. A vision of what this change looks like needs to be defined by the leadership group. Where is the business now, and where it can be in the future? Do you have a clear idea of where you want the business to be next year, in three years or in five? Or are you mostly caught up in day to day management? And if you do have a vision, has this been communicated to your team? As a leadership team you need to come together and define… • WHY are we embarking on Lean? • WHAT do we want to achieve? • WHAT do we want the business to look/feel like as a result? • • • • •
  • 12. 11www.vative.com.au STRATEGY & PLANNING LEAN IS A JOURNEY AND IT TAKES A WHILE FOR LASTING CHANGE TO BED DOWN. YOU NEED TO PLAN THE JOURNEY, SET MILESTONES AND THEN REVIEW HOW FAR YOU HAVE COME. YOU SHOULD HAVE QUARTERLY AND ANNUAL GOALS WHICH ALIGN WITH YOUR 2 OR 3 YEAR BUSINESS PLAN. Some critical questions at this step are: HOW are we going to proceed with this Lean initiative? What will the process be? What are the milestones? WHAT IF we encounter some difficulties and roadblocks? How will we react as an organisation? In the first year, for most organisations embarking on Lean your main goal should be introducing the concept of Lean, the wastes that can exist within a process, and ensuring it is well understood throughout the organisation. By and large, a first good step to take is the implementation of 5S or Workplace Organisation. Better organisation of your workplace immediately improves efficiencies and normally provides a quick win justifying to everyone that “Lean is a great idea!”. Some other Lean projects may also be introduced in Year 1, but introducing only a few and sustaining them is the key. If you had a choice between a sustained productivity improvement of 5% or a 40% improvement in productivity that disappears in a couple of months because the change wasn’t sustained… well the answer is obvious. Small sustained changes are more favourable than ‘large’ changes that don’t get maintained. Year 1 will require the most intensive work for an organisation implementing Lean, but it’s critical you don’t lose momentum in the following years. Most likely, ideas such as “continuous improvement”, “Lean projects”, “you mean I have to stop what I’m currently doing to make changes?” etc., will be new concepts for the organisation. The organisation may react slowly and painfully to these challenges, however think of it as the organisation developing their ‘Continuous Improvement’ muscles. You will need a plan to chart through this process. YEAR 1 What will your goals and actions for the next four quarters look like? YEAR 2 You need to ensure the momentum from Year 1 is continued. Your level of 5S must be maintained, and new projects implemented. New staff must be trained in Lean concepts and participate in change. YEAR 3 Is the time to focus on really shifting the key performance indicators you set for the business. By this stage, Lean will have become the new way of thinking in your organisation, and you’ll really see your efforts paying off. Lean will require less intensive activity than in Years 1 and 2, and you’ll find your staff coming up with ideas which have been costed and which have a clear ROI.
  • 13. 12www.vative.com.au MINDSET NOT TOOLS LEAN IS NOT JUST A BUNCH OF ESTABLISHED TOOLS LIKE 5S, KANBAN OR VALUE STREAM MAPPING THAT ARE USED TO IMPROVE YOUR PROCESS. USING THESE TOOLS IS A GOOD THING AND YOU WILL GET A BENEFIT. However becoming Lean really means adopting a continuous improvement mindset. To use an analogy, the Lean tools themselves are like the fruit on the tree. Those established Lean tools are simply the result of a number of (mainly Toyota) people, over time, continually looking and re-looking at the manufacturing processes and trying to improve. The tree itself, which produces the fruit, is the drive and attitude to continually improve. Incidentally, after spending a number of years in Toyota, including a few years in head office in Japan, I never once heard the word ‘Lean’ used. Discussions about improvement centred mainly on tangible objectives such as ‘time saving’, ‘cost reduction’, ‘material reduction’ etc.. The word Kaizen or Continuous Improvement was commonly used and was a strongly held principle for everyone in the business. Continuous improvement is an idea that genuinely lives in the hearts and minds of their employees. So, from time to time I get a question about Lean principles from clients… “Should I change from batch production to single piece flow?” “Should we implement Kanban in this area to control stock?” “Should I store less stock on the line and implement a milk run to replenish stock?”etc. The simple answer is “I don’t know”. A better question to ask “As a result of this change how much time will be saved? How much will stock reduce by? How will delivery lead-times improve?” etc.. If you know the answer to that question, then most likely you don’t require anyone’s 2nd opinion. Teaching people Lean principles and how to use Lean tools is good and useful. However, more important than this is for team members to gain a mindset of “there must be a better way” or “how can we do this better?”
  • 14. 13www.vative.com.au MANAGING EXPECTATIONS IF YOU ARE DOING THINGS RIGHT, YOU AND THE TEAM SHOULD BE EXCITED & MOTIVATED TO TRANSFORM YOUR BUSINESS. However, and this is where the long term plan comes in, you need to be realistic about what can be sustainably achieved in a short period of time. Expect resistance and some difficulty. You need to meet that with a calm and consistent approach. Most Lean initiatives go through the following cycle: B: Realisation of the complexity and effort needed to make and sustain the change. Once teams are formed and tasks assigned, people begin to realise more concretely what they are required to do. Some struggle with the new Lean ideas initially, some may feel overwhelmed with the requirement to do something outside their normal day to day role. “Oh no this is going to take some time and effort- argh!” At this point the leadership needs to be calm and consistent and stay the course. A: Excitement and positivity about the potential for change. Team members are enthusiastic about the change. The vision and the strategy have been communicated and the leadership team have demonstrated the importance of the initiative by actively participating themselves. Everyone has been assigned some level of responsibility and there is a sense of team. “It’s all upside from here, right? What’s not to like?”
  • 15. 14www.vative.com.au MANAGING EXPECTATIONS KEY TAKEAWAYS Be aware of the emotional cycle that individuals & the business will go through on the Lean journey Be realistic about how much change can be effectively implemented and sustained by the business & plan accordingly Stay the course when things get tough C: Breakthrough occurs and some results begin to show. Eventually with persistence, strong leadership and support, the results of your Lean initiative will begin to show. Perhaps 5S is delivering some less cluttered and more organised workplaces. A couple of the easier projects are being implemented and are working well. These initial quick wins should be celebrated loudly and widely within the organisation. The support and positive reinforcement by the leadership group at this time is critical and it provides the impetus and momentum for the rest of the team to continue their efforts. D: Things are clearly better than before. With continued effort by all the teams and ongoing support & mentoring the Lean initiative will yield results. The process has improved and there are clear benefits to the organisation. The results achieved should be summarised, documented and communicated. You want to use this success to justify further activity to continue the momentum for your Lean journey. • • •
  • 16. 15www.vative.com.au FORMALITY & STRUCTURE CLEARLY DEFINED AND SIMPLE FOLLOW UP & REPORTING STRUCTURES PLAY A LARGE ROLE IN ENSURING THAT THE ENTHUSIASM AND ENERGY GENERATED AT THE START OF YOUR LEAN PROGRAM IS FOCUSED AND APPLIED CONSISTENTLY OVER THE ENTIRE TIME FRAME. 3. Defined Frequency of when Project Team Leader will communicate with team 4. Defined Frequency of when Project Team Leaders report to Management 5. Visualisation in workplace of Project Progress. We should be able to tell at a glance how all projects are tracking (ahead? behind?) and what the next action is. Even if it is only quarterly the leadership team should be overseeing and & steering the activity that is making your organisation more Lean. There needs to be a plan with a start, a finish and expected outcomes along the way. It is recommended to regularly review progress of your Lean initiative based on the plan, regardless of whether its good, bad or otherwise. Good governance is your friend! Do people know what’s expected of them? Has everyone been assigned to a team with a clearly defined project? How are we progressing? Doing well? Falling behind? Are there follow up & review meetings? Does management actually care if I continue to work on my Lean projects or should it be 2nd or 3rd priority? There are many different methods of setting these structures up, in most cases they should include the following: 1. Clear Definition of Project Team Leader, Team Members and Task Responsibilities 2. Defined Frequency of when Project Team Leaders report to Project Coach
  • 17. 16www.vative.com.au ENGAGE ALL LEVELS THE BEST RESULTS OF LEAN IMPLEMENTATION COME WHEN YOU INVOLVE, IN SOME WAY, ALL LEVELS OF THE ORGANISATION. Lean is most effective when it is driven from the top down and the bottom up. The leadership team need to set the strategy and approve time and resources to spend implementing. The frontline management team need to be responsible for specific and clearly defined project activity. The operations level of the business need to understand, participate and implement the changes. Naturally the amount of time and hands-on effort the CEO of the business puts into Lean will be far less than a Lean project champion. However everyone in the organisation needs to be engaged and taking part. If we only engage with one level of the organisation then division and conflicting priorities can quickly develop. For example a common and usually less than successful approach to Lean can be to engage only the frontline team leaders. Perhaps as an initiative of a particular department manager or HR function. The team leaders are trained and then made accountable for the change. However Lean isn’t on the business’ strategic plan so senior management aren’t actively engaged and resources don’t get deployed. The operations level don’t understand what Lean is all about and are sluggish to respond to their team leaders’ requests. Resistance can set in and results stagnate. Any results that do eventuate, generally come down to the ability of the individual team leader to sell the particular project or change to management and his team. It relies on a degree of bull dozing and the hurdle to clear for success is set high. We need all members of the team understanding the part they need to play and pulling in the same direction.
  • 18. 17www.vative.com.au DON’T BE TIMID A TEPID APPROACH WILL PRODUCE A TEPID RESULT. BY ALL MEANS, IF YOU NEED TO, TRY APPLYING LEAN IN A SMALL AND CONTROLLED AREA/PART OF THE BUSINESS. THAT’S FINE; HOWEVER THE PURPOSE OF THIS TRIAL SHOULDN’T BE… If you exclude parts of the organisation then you create division. People who understand Lean versus people who don’t, people who are motivated to change versus people who aren’t. This makes things harder. So to be specific you need to include admin processes, sales processes, management, purchasing, HR etc. Opportunities for improvement don’t stop at the borders of departments. For an overall and sustained result you eventually need to reach a tipping point in terms of number of people and departments involved. “Let’s see if this Lean stuff is worthwhile”. This is the wrong question. Lean works, it is effective, and is being used by your competitors to get ahead. If a controlled trial is necessary then its purpose should be “Let’s trial the implementation approach and refine it before a broader roll out” Lean isn’t only for the operational part of the organisation (the manufacturing area, the nursing staff, the call centre personnel etc.) and should be adopted company wide. You want all parts of the business speaking the same language and understanding the need to improve.
  • 19. 18www.vative.com.au WE’RE GREAT! WHAT’S NEXT? LASTLY WHEN SUCCESS WITH LEAN DOES COME, YOU WANT TO MAKE SURE THAT IT’S NOT SEEN AS A ONE OFF PROJECT AND FORGOTTEN. IT CAN HAPPEN THAT WITH A GOOD RESULT PEOPLE WILL QUICKLY ‘PAT THEMSELVES ON THE BACK’ AND BECOME COMPLACENT. Keys to ensure complacency doesn’t set in: 1. 2. 3. 4. 5. The standards of 5S may start to slip slightly, no new Lean initiatives are kicked off, some old habits may resurface. Don’t be surprised if this happens, and also don’t be too hard on yourself if this does occur. At this point some of the original “nay sayers” can latch onto the fact that things have slipped and hold it up to say “you see I told you it wouldn’t work!” This kind of negativity can start a downward spiral of even further regression. What’s important is to notice the overall long term trend. Things are more than likely still better than they were before you began your Lean journey. Lean needs to be included on your strategic plan and embedded in people’s roles and what’s expected of them Ensure some Lean Projects are always in progress in the business Continue 5S activity and audits, however reduce to an appropriate frequency (perhaps only monthly or once a quarter) Train new starts on Lean thinking and make sure they participate in improvement Don’t let the ‘nay sayers’ hijack the agenda.
  • 20. 19www.vative.com.au WHAT YOU’VE JUST READ HAS BEEN INFORMED BY MANY YEARS OF LEAN IMPLEMENTATION EXPERIENCE AND LITERALLY HUNDREDS OF CLIENT ENGAGEMENTS. I HOPE YOU’VE FOUND IT USEFUL. If you’re interested to know more about how we help organisations just like yours implement Lean successfully & sustainably… OPTION A : Take me up on a free offer to discuss where your organisation is currently on its Lean journey and how Vative can help you to achieve its improvement goals. We may even be able to get some government support & grants Damien Lacey damien.lacey@vative.com.au 0408 416 242 or 1300 VATIVE OR OPTION B : Keep doing what you are doing.