Grow Your Training and Consulting Business with Lean Six Sigma

Copyright © 2015 ITpreneurs. All rights reserved.
Growing Your Training /
Consulting Business
with Lean Six Sigma
Dr. Shree Nanguneri
Senior Master Black Belt - Lean Six Sigma

Welcome to
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Dimitri van den Broek, Co-Founder

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Lean Six Sigma Understand Your
Customers Burning Platform and
Fuel Your Sales Pipeline

Moderator:
Corjan Bast
ITpreneurs
Presenter:
Dr. Shree Nanguneri
Senior Master Black Belt - Lean Six Sigma
Today’s Speakers

What Will You Learn Today?
● Value of Lean Six Sigma (LSS) to Your Business
● How can I increase the sales revenue in my business via LSS?
● How do I reduce my internal cost using LSS?
● What are some ways to increase consistency in my operations?

What Will You Learn Today?
Where are the growth opportunities for my business?
How can LSS help me PULL to:
● Gain NEW customers?
● Regain LOST customers?
● Sustain CURRENT customers?

Reduction, Elimination, and Prevention of the 3Ds of your Business:
● Defects
● Delays and
● Deviations
To Generate the 2Ds for your Customers via:
● Dollars in Revenue and
● Delight from your Products/Services
What is Lean Six Sigma (LSS)?

LSS also provides a:
● Methodology to solve problems/leverage opportunities
● Tool set to aid the problem solving process
● Philosophy of bearing customer success in mind
● Problem solving strategy to keep the rigor pure
● Working Culture where everyone needs to be engaged
● Changing the Mindset of people toward success
● Measure of the success of your customer and value chain
What Else Is Lean Six Sigma (LSS) All About?

Companies in need of any of the following, have used LSS:
● Product/Service Complaint Resolution
● Customer Retention Breakthrough
● Market Share Sustenance, Growth, and New Penetration,
● Overcome Global Market Competition
● Adapt to a Global Environment in Business
● Design processes to be customer-centric
Who Uses LSS and Why?

● Manufacturing (GE, Motorola, Allied Signal, Du Pont, 3M..)
● Service (Bank of America, Citibank, HSBC…)
● Transactional (US Post Office…)
● Government (US Army, US Navy…)
● Research and Development (Du Pont, Bristol Myer Squibb…)
● Healthcare (Johnson and Johnson, Quest Diagnostics…)
● Information Technology (Accenture, Infosys…)
● Business Process Outsourcing (Sutherland,... )
What Are a Few Types of Clients/Industries?

● Non-Profit Type Corporations
● Educational Institutions
● Independent Business Owners or
● Small, Medium, and Large Enterprises
● Other?
What Are Other Types of Clients/Industries?

Market Opportunities Vs. Customers’ Needs
LSS Marketing Opportunities
Understanding the needs of our Customers

Definition:
A value chain model comprises of activities found to be common to a wide
range of firms*
Here Is A "Value Chain" Definition!
Inbound
Logistics
Internal
Operations
Outbound
Logistics
Marketing
&Sales
Services
$ $ $ $
MARGINS = Opportunity for LSS!
*Michael Porter’s generic definition and roadmap: www.netmba.com/strategy/value-chain/
$

LSS Gaps for Your Success
56 % of deployments fail and 33 % of
shareholders are dissatisfied with the way LSS
was deployed.
Many training sessions didn’t result in
projects!
Accept that like anything else
there is a failure/success
element here

What Silos Get Attention?
● Quality/Speed/Cost
● Manufacturing
● Data Availability
● Proven Areas in Organization
● Bottleneck/Constraint Areas
Independent Silo-Metric Driven Deployment*
What Silos Get Left Out?
● ERP-SAP
● SHEC (Safety)
● HR
● BPOs
● Supply Chain
Are you “Pushing” or “Pulling” Customers?

Old Process
Where Are My “LSS” Opportunities?
Deplane-Exit Airport Cycle Time
Deplaning
Immigration
Baggage
Customs
CabRide
New Process
Is Breakthrough Significant?

What is this all about?
● Project Completion?
● Project Savings/Benefits?
● Belt Certification?
● Improving Step Performance?
● Optimize an independent Silo?
● EBITDA gains for my Customer
Where Is The Opportunity?
Is there a linkage between
LSS Training and Value to
Customer’s EBITDA?

GAPS in LSS Deployment Design
Purely pilot type – Trial Run Not a trial run
Restricted to quality or manufacturing Across business
Ignores back office operations Includes back office ops.
Missed the value chain entirely Includes strategic suppliers
No continuity plan in place Clear plan in place for execution
Types of LSS Opportunities!
Did the LSS Training/Project
Reduce Waste?

Integrated LSS Solution Involves:
● Understanding where EBITDA is impacted?
● Filling project pipeline to align with customer needs (SVA)
● Identifying and Quantifying factors that impact value chain
Opportunity for an Integrated LSS Solution!
Did the training or deployment
establish an ROI?

Some Potential opportunities in a LSS Deployment could be:
● Treating Black Belts as part time resources on FT projects
● Letting the LSS project pipeline dry
● Value Chain not having adequate projects in pipeline
● Value Chain Manager not a major deployment stakeholder
● Executing an ineffective project review system
LSS Marketing Opportunities to Leverage

Corporate-College-Community Training/Deployment
● Treating Belts to apply LSS in their projects
● Individuals or Group Training/Application
● Deployment Across an enterprise/group/students
● Project Application Support to existing or new LSS Belt
● Technology opportunity to apply LSS in any organization
● Linking LSS training/application to students’ career benefits
Your “Rich Spot” LSS Target Audience
Colleges, Corporations & Communities

How is their Sales Versus Capacity Ratio (SCR)?
● SCR > 1 – Not likely to need ROI, or may easily sign up for training
● SCR ≈ 1? – Somewhat likely to respond and value training + application
● SCR < 1? – Very likely to justify ROI from LSS training + application
Enterprise’s SCR Baseline and Target for 2014 and beyond?
What Are We targeting to “PULL” Our Audience?
Identify Proactive vs Reactive Audience

What is their leadership saying/doing/leading?
● Process Focused
● Customer Centricity
● End Customer EBITDA Purpose
● Way beyond mere training solution
● All about changing DNA of culture’s thinking
Leadership Engages In “Value” for End
Customers!
Strong “PULL” Factors for you!

Google Key Word Search String – “Market Statistics on LSS”
Market Statistics Quantification!
Untapped Potential

LinkedIn “Jobs” Key Word Search String
Market Statistics Quantification!
Hurry Territory

Value of your current training products for your customer?
● Knowledge?
● Cost of Training?
● Speed of Training/Solution?
● Convenience E_Learning?
● Other Criteria?
Value of LSS for Organizations Providing
Training
How do you sell it to them?
How do you justify the investment?
How do you close – Pull or Push?

A small training company has:
● Low marketing budget?
● Less staff to market and sell?
● Dependent on existing customers?
● LSS can significantly aid in helping them outbid competition through this
added feature on their portfolio?
Value of LSS for Small Training Companies
What are your pain points?
What 3Ds do you need help with?
What gaps do your customers have?

A medium or large training company has:
● Medium or High marketing budget?
● More staff to market and sell?
● Dependent on existing as well as new customers?
● LSS can help them reduce their internal operating costs as well as increase
their SCR?
LSS for Medium and Large Training Companies
What is the ROI on your sales/marketing staff?
What is the yield of your sales process?
What is your average SCR?

A small consulting company has:
● Little or insignificant marketing budget?
● More staff to market and sell?
● Dependent on existing as well as new customers?
● LSS can help them reduce their internal operating costs as well as increase
their SCR?
LSS for Small Consulting Companies
What are your pain points?
What 3Ds do you need help with?
What gaps do your customers have?

● Management comprehension and commitment
● Learning from past deployment Success and Failures
● Availability of a Data-Rich environment
● LSS leaders are recruited internally to execute
● Relentless effort to rid processes of 3Ds
● A dedication to changing mindset and culture’s DNA
Scenario’s to Be Successful with LSS
Training
Infrastructure committed
HR, Fin., and IT

● SCR status with current customer portfolio
● Desired or planned SCR for the fiscal year
● Do they acknowledge the gaps to be closed?
● Are they willing to invest in external assistance?
● A true soul searching effort/exercise on paper
Training
Small Training Companies
Where are we?
Where do we want to be?
Are we open to being coached?

● SCR and growth plans plus business constraints
● Do they favor to the “Pull” mode to sell?
● Do they document baseline and gaps to be closed?
● Are they aware of trained staff attrition?
● Can they comprehend a sound ROI via LSS?
Training
Medium/Large Training Companies
SCR
PULL Mode
Document Attrition
ROI

● SCR goals and objectives for the next fiscal quarter?
● What is their “Unique Sales Proposition (USP)?”
● What is their “pain” (Voice of Customer) point?
● Are they satisfied with where they are?
● Do they wish to be elsewhere?
Training
Small Consulting Companies
SCR
USP
VOC
Gaps

What is your business constraint (bottleneck)?
● High bench time of salaried/contractual staff?
● Long sales closure cycles of products/services?
● Need repeat client business and/or referrals?
● Better margins from current pricing model?
● Inconsistent sales closures across quarters?
● Customer not interested in products/services?
● Need SMEs for customer product/service demands?
How Can You Start with LSS?
Any Type: Small, Medium, Large or
Consulting
Go from “Push” to
“Pull” Mode

Pilot Project to Scale-Up?
● Choose the right area for your Pilot LSS Project!
● Execute Pilot Project either in your enterprise or at the customer’s!
● Ensure leadership is aggressive on “Pilot Project Success!”
● Pilot Project topic could be something translatable to other business areas!
● Design project charter for results within a Fiscal Quarter!
● Link success of Pilot Project to your or customer’s “EBITDA.”
● Assess what worked and what can be improved prior to scale-up!
Strategy to Benefit from LSS
Products/Services
Translation and Scale-Up
From Pilot LSS Project
Success story!

Sustain Gains from a LSS Pilot Project Breakthrough!
● Audit closed Pilot Project by a 3rd party auditing firm!
● Convert process improvement (3Ds) benefits to Value for customer!
● Reward, and Recognize team, to Renew Pilot Project Member Spirit!”
● Assess sustainability of Pilot LSS Project breakthrough and never
compromise!
● Institutionalize change needed across the enterprise or customer’s
processes!
● Motto is “One-Time-Training” and a “Lifetime-of-Application.”
Validation and Sustenance of LSS Efforts!
Translation and Scale-Up
From Pilot LSS Project
Success story!

How You Can Get Started - 1/2
Classroom Courseware
- Yellow Belt
- Green Belt
- Black Belt
eLearning Courseware
- Yellow Belt
- Green Belt
- Black Belt
Instructors
Train your own instructor,
or leverage an ITpreneurs
instructor to teach
Exams
We’ll help you book and
deliver all exams - online or
paper based.

How You Can Get Started - 2/2
1
2
3
Visit the ITpreneurs.com Website
Review the Product of Interest
Get in touch either through the Contact
Form, send us an email, or call!

P: +31 107.110.260
E: connie.tai@itpreneurs.com
Contact Us
Connie Tai
Marketing Manager
ITpreneurs | Rotterdam | The Netherlands

Grow Your Training and Consulting Business with Lean Six Sigma

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