Upcoming Theory of Constraints Events

1st Quarter Group Mafia Offer Boot Camp
- January, 30, 31, Feb 1 2008 in Denver
- February 25, 26, 27 2008 in Denver
- March 24, 25, 26 2008 in Denver
- More information at http://www.mafiaoffers.com/

NEW REMOTE (on-line) Mafia Offer Boot Camp
- Done at your own pace and time of your choosing
- One on One support provided by phone conferencing
- More information at http://www.mafiaofferbootcamp.com/

PRIVATE Mafia Offer Boot Camp
- Done at your location and at a mutually convenient time
- More information at http://www.mafiaoffers.com/

NEW Theory of Constraint PRICING Project
- We usually do pricing projects as part of larger results based consulting engagements, but because they have been so successful (typically 10 to 20% return on sales), we have decided to offer stand alone pricing projects.
- If you have not yet gone through “Pricing using Theory of Constraints”, please see: http://drlisamaxprofit.blogspot.com/2007/05/pricing-using-theory-of-constraints.html
- More information at http://www.scienceofbusiness.com/Default.aspx?tabid=144

Goldratt CCPM Webcast starting February 13, 2008
- Watch Goldratt LIVE or rebroadcast.
- Dr Goldratt will be covering, never before released knowledge using the Strategy & Tactics tree.
- There are five 2.5 hour sessions. There are a number of options for viewing the webcast with pricing from $350 to $2500.
- More information at http://www.scienceofbusiness.com/Default.aspx?tabid=140

Executive Access Boot Camp
- Feb 28, 29, and March 1 2008 in Denver
- March 27, 28, 29 2008 in Denver
- More information at http://www.executiveaccessbootcamp.com/

SPECIAL: Free Shipping on the live recorded 3 hr workshop “Achieving a Viable Vision”, send an email to order for $99 (regularly $199). For more information: http://www.scienceofbusiness.com/Default.aspx?tabid=133

How to Sell Your Mafia Offer - Part 10

Who should we target with our offer? and How should we roll it out?

STEP 3

Your marketing and sales core team generates a list of prospects for your mafia offer roll out:

• Mapping current prospective clients (existing, past, new) creating a wide list of prospects belonging to the preferred market sectors.
• Defining prospects for test launch (representative clients salespeople can approach as soon as possible); Prospects which are already in the pipe line and that are quite suitable for the offer; Existing clients with substantial business yet to be gained suitable for the offer; New prospects which are best suitable for the offer and have a short internal decision time.
• Defining prospects to become key accounts. Based on Returns: Barriers assessment, the company should focus its sales efforts on winning a big share of their business.
• Giving high priority to reduce the risk of losing key accounts.
• Warning: if a client is responsible for a high share of the Company business – do not increase its share.

If you follow the 3 Steps outlined, you now have a good list of prospects for both near term and longer term development.

In this 10 Part series we covered how to sell your mafia offer. How to present it, to whom to present it, how to get in to present it, who to target with your offer and what to watch out for along the way. The first step, however, is to create YOUR mafia offer. Mafia Offers were first introduced in Theory of Constraints by Eliyahu M Goldratt's It's Not Luck and you get some idea of how to create one. However if you need more guidance, you may want to consider a Mafia Offer Boot Camp!

Here's to Maximizing YOUR Profits!
Dr Lisa Lang
(c)Copyright 2007, Dr Lisa, Inc. All rights reserved.

NEW We have developed a REMOTE (on-line) Mafia Offer Boot Camp. Click here for an informational video and a FREE Preview of Session 1: http://www.MafiaOfferBootCamp.com/

Next GROUP Mafia Offer Boot Camp in the US is January 30, 31, February 1, 2008 in Denver. Sign up today, registration is limited to 5 companies. $10,000 per company.

How to Sell Your Mafia Offer - Part 9

We started this discussion about how people are more interested in avoiding (or reducing) pain than they are in increasing pleasure. We discussed how to present a Mafia Offer (based on Goldratt's Theory of Constraints) consistent with that desire.

Because mafia offers are business deals we also discussed how to get in to the right level to make your offer. See Executive Access Boot Camp below.

The next questions likely are: Who should we target with our offer? and How should we roll it out?

Here are some guidelines:

STEP 1

•Examine the different market sectors you serve, evaluating the extent which your mafia offer solves solves a significant problem for each market sector. What are the consequences of not solving that problem for each market?
•Examine 3 (prospective) clients per market sector (less than 3 may risk looking at extreme case, more are not needed).
•Based on the above identify the preferred market sector(s) to leverage YOUR offer.

STEP 2

Having looked at where the problem (that you solve) is the greatest, now let’s look at other considerations:

• Is there a market(s) that yeilds higher Throughput than others?
  Past experience can point to the type of clients/market-sectors/product-types that yield better Throughput. A particular client may yield less Throughput initially but would enable you to win good future business (penetrating a client, establishing reputation, gaining experience, steady annual income).
• Is there a market(s) that are more quickly accessed or has shorter sales cycles than others? Some big organization clients have decision processes which prolong significantly the sales cycle. To win the business of some types of clients/market-sectors/product-types, you may need to invest in qualification. In some regions/market sectors, you have much less sales infrastructure than in others.
• Is there a market(s) that are bigger than others?

Based on your answers to these questions, your marketing and sales core team should evaluate returns and barriers to create a proper sales plan - a plan that aims at increasing business in the short and medium horizon while preparing the ground for bigger sales in the future.

... stay tuned for STEP 3 in Part 10

NEW We have developed a REMOTE (on-line) Mafia Offer Boot Camp. Click here for an informational video and a FREE Preview of Session 1: http://www.MafiaOfferBootCamp.com

Next GROUP Mafia Offer Boot Camp in the US is January 30, 31, February 1, 2008 in Denver. Sign up today, registration is limited to 5 companies. $10,000 per company.

Next GROUP Executive Access Boot Camp is February 28, 29, March 1, 2008 in Denver.

$1,875 per person for all 3 days.

Here's to Maximizing YOUR Profits!

Dr Lisa Lang

(c)Copyright 2007, Dr Lisa, Inc. All rights reserved.