Applying LEAN to ERP System Implementations

"The speed of the boss is the speed of the team" - Lee Iacocca

 LEAN methods have been applied to software development. LEAN methods, or Agile methods use development iterations during software develoment. These methods minimize risk by developing software in short pieces over short periods. These short development project pieces, or iterations allow for logical pieces of functionality to be developed; the bugs to be ironed out; and for project priorities to be re-evaluated.

How do we apply LEAN to ERP system implementations? Traditionally, a 'waterfall' approach is used on ERP projects. This means that you would design the solution first; and then configure the ERP software; and then test it. Using this traditional approach, project teams would have spent a lot of money and time before finding issues that may have required going back to changing the solution design, or system configuration.
But LEAN CAN be used to make ERP system implemenations more effective. This is how:

• Spend time up front in getting requirements correct to avoid waste due to developing functionality that is not needed or defects.
• Break down Design concepts by critical business subprocesses or functional areas that can be tested and validated against business requirements.
• Plan iterative Design / Build / Test activities around these functional sub-system designs.
• Creating Learning Cycles around the Build and Test activities. This will reduce training effort and better utilize people's time.
• Align business processes around ERP system functionality – maximize asset usage; avoid having to customize the system more than you need.
• Avoid complex project plans. Use a milestone plan to drive achievement of project objectives. Use of Work Packages to breakdown work activities, if more detail is needed at that level. These Work Packages should be build around the iteration cycles that will lead to rapid deployment of the system.
• Rapid deployment – design, build, test and review pieces of the solution. This requires user involvement during design, testing and review – knowledge transfer reduces training effort of traditional methodologies.
• Document of design and review decisions – capture knowledge

LEAN in system implementation has two basic components:

1. a quick, interactive process to achieve flow in the development process, and
2. a knowledge capture process to improve quality, reuse, and repeatability of information developed in the interactive cycles

Relationship Selling - "Going for the Green"

"Going for the Green: Selling in the 21st Century" is a "how-to-book" written in the form of a novel about golf. So, it can be read as this - a story of a single mother who, suddenly about to lose her job through no fault of her own, discovers a new world of unrealized opportunity.

Or, you can read this book as a learning tool about how to use your relationships within your organization and with your clients and vendors, to succeed in selling your products or services.

The author, Doug Peterson, uses golf analogies to keep the reader engaged in the process of learning how to deal with challenges in making sales numbers. He asks the questions, and educates the reader through the storyline, about the process of Relationship Selling.

The book includes some practical advice, which includes:

• "Studying the Links". What do you need to know about your customer?
• "Playing out of the Rough". Once you have gathered useful information about the client, how do you analyze and process that information to be successful?
• "Changing your Game". Are you product-focused, or customer-focused?
• "Course Management". How do you develop a relationship strategy in order to build an effective plan?
• "Grip it and Rip it". Can you sell your solution within your own organization?
• "The Approach Shot". How do you 'win' the opportunity?
• "On the Green". How to manage the new strategy?

The book concludes with advice on getting "In the Cup" and "Turning Pro".

A good, and easy read - whether you enjoy golf stories, or want to learn more about Relationship Selling.