About this Presentation
We developed a new implementation method and supporting software in the TOC sales and marketing area. Currently, we are implementing this method at some clients and seeing results. In this presentation, we introduce 3 tools developed for answering 3 questions with an implementation method. This implementation method was developed from the experience of implementing URO and S&T tree detailed to level 5 (sales and marketing) at many companies. We implemented URO at Hitachi Tool Engineering (introduced by Dr. Goldratt in “Standing on the Shoulders of Giants”) for utilizing the ability of short lead time achieved by TOC/DBR within a year (1/4 compared to the original), and actually got a result. After that, we implemented the method at other companies, but we experienced variation of results. So we developed a new implementation method clarifying what to change, what to change to and how to cause the change in implementation based on S&T Tree (detailed to level 5), with LAMDA process used in Lean Product Development. We can call this method as the “S&T Tree detailed to level 6 (sales and marketing).”
What Will You Learn
To help you get the most value from this session, we’ve highlighted a few key points. These takeaways capture the main ideas and practical insights from the presentation, making it easier for you to review, reflect, and apply what you’ve learned.
The speakers introduced a new method of sales and marketing based on the Theory of Constraints (TOC), which helps in understanding where sales are typically lost and using this information to modify sales strategy and product development.
The Sales Transformation Method was presented, which includes tools such as the Mafia of a Sheet, Sales A3 Sheet, and Sales Buffer Chart to manage the sales process effectively.
The speakers reported that their method has resulted in doubling the closing rate of sales, improving the capability of the sales force, and increasing the sale of strategic products.
Instructor(s)
Takash Nishihara
Ms Alka Wadhwa
Alka Wadhwa is an experienced consultant and process improvement expert with over 24 years of expertise in the Theory of Constraints (TOC), Lean Six Sigma, and organizational performance optimization. She has successfully led projects in healthcare, financial services, and manufacturing, driving significant improvements such as a 67% boost in hospital operations and a 140% increase in outpatient visits.
Previously, Alka Wadhwa spent 17+ years at GE Global Research Center, where she led initiatives to enhance various GE businesses through advanced technologies, process redesign, and system optimization. Founder of Better Solutions Consulting, LLC, she specializes in using TOC, Six Sigma, and data analytics to streamline operations and build high-performance teams.
Her work has earned her multiple accolades, including the Empire State Award of Excellence in healthcare.
Dr Gary Wadhwa
Dr. Gary Wadhwa is a Board Certified Oral & Maxillofacial Surgeon with extensive experience in the field. He completed his Oral & Maxillofacial Surgery training at Montefiore Hospital, Albert Einstein College of Medicine in Bronx, NY, and has served as an Attending at prestigious institutions like St. Peters Hospitals, Ellis Hospital, and Beth Israel Hospital in NY. With a career spanning over two decades, he was the former CEO and President of a group specialty practice in NY from 1994 to 2015. Dr. Wadhwa holds an MBA from UT at Knoxville, TN, and has undergone additional training in System Dynamics at MIT, Health System Management at Harvard Business School, and Entrepreneurship and healthcare innovations at Columbia Business School. Committed to expanding access to Oral & Maxillofacial Surgery care, he is currently engaged in a meaningful project to provide healthcare services to underserved populations in inner city and rural areas through non-profit Community Health Centers.