- Lee Iacocca
I have been re-reading my FAVORITE book, "The Four Hour Work Week" by Timothy Ferriss, and considering his point about creating differentiators in your OFFERING.
His primary focus is on businesses driven by PROCESS, eliminating the need for vast human support interaction and eliminating USELESS steps. This sounds like a great recipe for an on-line business (which is where he makes his money). He notes the DIFFERENTIATOR for many of these business models is that they provide SPEED of interaction via these processes. Think about how "easy" (aka "fast") you can buy a book on Amazon.com. Very simple, very fast… very DIFFERENT!
Think about it – how many times are you just waiting on someone to "check off" on something you are doing? A quote? A simple decision? A form of sorts?
2 DEGREE SUCCESS STEP:
Think about the work flow – is this something that could be ELIMINATED by creating a standard information form that must be completed prior to moving to the next step? Example: If you are an IT company and you use the same 10 products for all your clients, wouldn't it be easier to agree to a STANDARD price and allow for discounting up to "X" amount without "approval"? If you did that, the sales person no longer needs to ask for pricing approval, verification, etc. The just place the ORDER and GO!!
If you are having trouble with a PROCESS, draw it out. Start at you and go through to the end. Where do things get STUCK? Where do the arrows RETURN BACK to a person more than ONCE? What steps can be ELIMINATED all together or AUTOMATED without loss of standards?
Find the SLOW DOWN – ELIMINATE or AUTOMATE – REPROCESS – GAIN SPEED! There is no greater DIFFERENTIATOR than being able to do it FASTER than the other guys… (and people will pay extra for the speed).
Cheers,
Zach
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