BUSINESS SME

1. Winning Market Acceptance Programme© (WMA)

A proven methodology for winning sales…

Overview…"How to differentiate your proposition and win sales"

The programme is based on the application of the customer needs matrix©

- Who are they? –Focussed Targeting
- What are they like? -Visionaries/Pragmatists/Conservatives
- What do they need? -Developing the Total Product
- How do we persuade them? -The Partnership Approach

The concept is based on the premise that to win market acceptance your organisation has to first build a leadership position with those who are ‘must haves’ for the products and services. ‘Must haves’ are those who have the most compelling need, relating to clear business benefits and their own Business objectives. The next step is to ‘leapfrog’ out from these ‘must haves’ to other related market segments/Customer groups. By continually targeting new related segments, your organisations line of products/services can be taken into a leadership position in either the mass market or a series of multiple niches. This sounds easier than it is.

 
Customer Insights into the WMA programme

"The use of the toolkit enabled our marketing and sales teams to develop a relationship based selling approach to technology sales which is dependent on fully understanding the customers business needs before proposing technology applications"

Peter Franklin, Btsme

 

2. Continous Improvement Process© (CIP)

A proven methodology for maximising revenues and margins through continuous improvement…

Overview…

The CIP Programme provides a proven methodology, which will increase revenues and margins through the deployment of a continuous improvement process throughout the company.

Application is achieved within a team structure, which ensures involvement for 100% of the people in the organisation.

The process is implemented within the team structure through the application of 12 templates, which ensures action, not lip service, to the idea of continuous improvement and enables visible management. Applying the CIP Programme will also achieve IIP through application of the templates. The programme will also help IIP accredited companies maintain the accreditation. This benefit for companies is that the CIP Programme achieves revenue and margin improvement and IIP without any additional effort.

The CIP Programme templates are applicable to any size and type of organisation and to any culture. The philosophy is that improvements are achieved through the application of the CIP toolkit (templates) and in this sense the size, style and culture of the organisation is not a factor.

 
Customer Insights into the CIP programme

Linn have used the methodology since 1994 and in that time have grown from £10m to £40m in the competitive global market for consumer electronics. Ivor and the company have won many business awards including Entrepreneur of the year and consumer electronics company of the year.

"The CIP programme is simple to apply and has no barrier to successful implementation. The structured approach will work in any company and does not depend on a team of superstars to make it work. The tools and techniques guarantee involvement and commitment for everyone and provide useful methods for handling suppliers, channel partners and customers as well as the more obvious internal use to boost teamwork and problem solving.

In the sometimes difficult trading conditions we encounter we recognise that no company can be an island and totally self contained and we look for independent experts who have practical experience and have a proven methodology which will add value"

Ivor Tiefenbrun MBE - Managing Director
Linn Products

 

Hi Tek are using the CIP methodology to improve company effectiveness and implement a culture of continuous improvement, which will help fuel growth and sustainability.

"Having worked with Paul Spenley and implemented his CIP methodology successfully when I was with Dowty Fuel Systems, I knew that we would benefit from the process at Hi Tek. The need to maximise competitive advantage through the involvement of everyone is easier said than done and the use of practical tools and techniques and simple measures is proving to be a popular and successful way of doing it in the Company. Acceptance of the CIP programme is high and we are already gaining benefits as well as moving smoothly towards IIP through the CIP process"

Paul Godsell - Operations Director
Hi-Tek Power

 

WK test design and sell test equipment for companies worldwide and have implemented CIP successfully.

"When we began the CIP process the company culture and quality standards were abysmal. The turnaround in the last 18 months is exceptional and is reflected in clear measures of improvement and our achievement in gaining IIP accreditation recently through CIP"

Steve Collyer - Managing Director
WK Test