Indirect
Leadership
Leadership
The GROW model for coaching follows these four steps.
What are "Goal, Reality, Options, and Will or Way Forward"
Many practitioners of LEAN would say that this is the WORST of the 8 wastes.
What is "over production"
If you have a simple project focused on solving a PROBLEM quickly, then this approach may be helpful.
What is "8D"
Good candidate customers for Value Co-Creation must perceive Henkel to have some capability beyond mere material supply. They must also have a high degree of _______.
What is "Openness"
Customers usually have 2 big questions which must be answered before a project is approved. The first is "does the project generate enough value to pay for the investment" and the second is this.
"Is the project big enough to bother with"
Each of the 9 conversations is focused on one Customer Question, and for a business review it is this.
What is the "status quo"
When it can be used… Coaching is the most effective type of conversation. Coaching is distinctly different from other types of conversations because it involves this.
What is "helping the person solve their own problems"
If our adhesive sets faster than the competitor (requires less drying or curing time), we may be able to reduce or eliminate this waste.
What is "waiting"
A project's core team should have at least one SME, which stands for ___ ___ ___.
What is "subject matter expert"
Although not necessarily equal, Value Co-Creation must have shared: vision, values, risk, resources, and ___.
What is "reward"
If you want to understand your customer's decision-making process, there are two big questions which must be answered. The first is "what financial tools" do they use" and the second is this.
"What are their acceptance thresholds or criteria"
In order to be more persuasive and memorable, it is a good idea to make your key points obvious and limit them to this number or less.
What is 3
Managers who are "all business" may neglect this type of conversation… which is essential for building trust.
What is Connecting
If bond strength is critical, and our adhesive bonds better than the competitor (more likely to pass strength tests), we may be able to reduce or eliminate this waste.
What is "defects"
Anybody who is affected by a project or its result is considered as one of these.
What are "stakeholders"
Sitting down with your customer and brainstorming about what you could possibly do is known as ___.
What is "Ideation"
Sales can identify better opportunities, gain more senior audiences, and structure better proposals by understanding a customer's ____.
What is "financial situation"
According to the principle of Primacy… When presenting, your customer will remember about this much of what you say FIRST.
What is 70%
Thinking "hats" is a technique conceived by Quinn De Bono. The black hat is the pessimist, the yellow hat is the optimist, and the green hat is the ____.
What is "creative"
If you need to show trends in data over time, to spot process changes or pinpoint outliers… then this visualization would be most helpful.
What is a "control chart"
This member (of the project steering committee) champions the project and helps the project leader overcome obstacles.
What is the "Sponsor"
Once you have a good idea, avoiding knee-jerk reactions while determining if an idea CAN be done is ___.
What is "viability"
Payback time is easy to calculate and understand but it does not consider this important factor.
What is the "time value of money"
According to the principle of Recency… When presenting, your customer will remember about this much of what you say LAST.
What is nearly 100%
Meetings can be more productive when everyone attending knows what type a meeting is going to be. These are the 6 types of meetings: Design & Innovation, Information Sharing, Decision-Making, Status Update, Problem-Solving, and ___.
What is "Team Building".
If you want to show how strong correlation is between an input and an output, then this visualization is most useful.
What is a "scatter plot"
The letters R,A, and G in RAG status stand for ___ ___ ___.
What is "Red, Amber, Green"
Determining if both parties could make a worthwhile profit from an ideas is ___.
What is "feasibility"
If your project is one of several large project options (of which they can do only one), and the customer wants to consider taxes and depreciation into their decision, they may want to use ___ ___ ___ to help make their decision.
What is AAR "average accounting return"
Each of the 9 conversations is focused on one Customer Question, and for a price increase it is this.
What is "why should I pay more and stay with Henkel"