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Making the Team Work
Early in the campaign, the important thing is to get all your team members on the same page, share available knowledge, and plan ways to gather other required

formal debriefing  few meetings should be formal, with a printed agenda, including clear goals and time constraints (showing respect for team members' time). Their objective is to determine the prospect's requirements, based on research, preliminary conversations, and even request for proposals (RFP), and what the best way is to find out what the prospect isn't telling you, or perhaps doesn't know, about his company's business needs. This process, of course, is called discovery. It's useful during discovery to categorize Read More...
Discrete Manufacturing (ERP)
The simplified definition of enterprise resource planning (ERP) software is a set of applications that automate finance and human resources departments and help manufacturers handle jobs such as or...
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Documents related to » formal debriefing


Experiencing the Customer Experience: Listening to, Learning from, and Acting on the Voice of the Customer
To ensure a positive customer experience, companies must first learn what their customer values, and then determine how they are measuring up to those values

formal debriefing  store personnel. When the formal training session was complete, the studio representative would remain on-site to help store personnel hone their presentation and selling skills. This was also a crucial opportunity for the studio representative to observe and record consumers' reactions, comments, and questions. At the end of the session, a debriefing was held with store management and associates to gain feedback on the sales scripts, order forms, and other supporting material. Again, every attempt was Read More...
Getting Back to Selling
Faced with longer sales cycles, declining sales productivity, and increasingly discerning customers, companies are being forced to streamline and automate how

formal debriefing  opportunity information (96%) Utilize formal and documented sales processes (95%) Required Actions In addition to the specific recommendations in Chapter 3 of this report, companies must take the following steps to achieve Best-in-Class status: Stop using spreadsheets and shadow accounting - too much sales information is scattered throughout the organization and many complex tasks are managed in an ad hoc manner. Organizations must streamline processes and invest in centralizing sales information to Read More...
Concur Gives Up The Boast
Concur Technologies dreamed of going mano a mano with Ariba and Commerce One. However, announcing the details of its new operating plan in the report of a

formal debriefing  new plan was a formal recognition of a decision that Concur had been aiming at for a while, to convert much of its revenues to an ASP base. At that time the company predicted lower revenues until the ASP revenues, which are recurring and multi-year in contrast with one-time license sales, kicked in. This announcement included news of a layoff of 13% of the workforce and a prediction of quarterly revenues in the range of $12.8 million to $14 million - a loss of $.70 per share. (See New Plan, 13% Read More...
IBM Cognos 10.2 BI Is Now a TEC Certified Product
We are pleased to announce that IBM Cognos BI, one of the leaders in the business intelligence (BI) space, is now part of TEC’s certified BI applications family

formal debriefing  ) and delivered the formal product demonstration I’d requested. This demo let me do a trial of some features that I was particularly interested in taking a closer look at, including more than 100 features and functionality sets. I encourage you to stay tuned for the full certification report. In the meantime, you can interactively review IBM Cognos BI in TEC Advisor . If you have specific questions about Cognos BI’s certification, please leave me a comment below, and I’ll respond as soon as I can. Read More...
Hybrid ERP Cloud Tales
The vast majority of enterprise resource planning (ERP) system instances are still deployed on premises for obvious historical reasons; however, a growing

formal debriefing  There are not many formal vendor programs for shifting customers from on-premise to hybrid deployments, and SAP’s efforts in addressing this issue are commendable. SAP is trying to help alleviate some customers’ contractual “pain in the neck” grievances, regardless of any technological and business issues. We all have run into on-premise software customers who have tried to figure out how to break or modify their contracts usually after having started to look at a cloud or hybrid deployment Read More...
Plex Systems Poised to Execute in 2013
The Plex Systems team was in town recently. TEC’s P.J. Jakovljevic and I took the opportunity to sit down with the new Plex CEO, Jason Blessing, as well as V.P.

formal debriefing  suggestions of a more formal product strategy guiding Plex's continuous product release strategy. I asked specifically about Plex’s supply chain strategy, where, plainly, Plex does not try to be all things to all customers. Plex feels that end-users are not looking for a supply chain suite in Plex, and that end-users are more accustomed now to selecting niche vendors for specific supply chain needs. Jim Shepherd (with whom I worked for 12+ years at AMR Research) says that this does not really come up Read More...
APICS 2009 From the Expo Floor: Is S&OP Coming of Age? - Part 3
Part 1 of this blog series talked about my attendance of the APICS 2009 International Conference in Toronto, Canada in early October. I attended only a few

formal debriefing  need for a more formal process and tool-sets to grow business drastic shifts in consumer buying patterns driven by the economic downturn large cost reduction initiatives including a desire to reduce  inventory  and  working capital . Can IT Help S&OP? In his series of papers on S&OP, Dr. Larry Lapide of the MIT Center for Transportation and Logistics says that first and foremost, one needs to recognize that software tools are not very useful on their own unless one is able to improve a  business Read More...
The Lexicon of CRM - Part 3: From R to Z
CRM. C.R.M. itself is an acronym, standing for Customer Relationship Management. This is part three of a three-part article to provide explanation and meaning

formal debriefing  For Information . A formal document sent by a customer to a vendor asking for specific information about their product or line of products. It's usually the first salvo in several rounds of information gathering by customers in the vendor selection process. RFQ - Request For Quote . A formal document sent by a customer to a vendor asking them to put together a product and service package, with prices, for the customer to consider accepting and ultimately buying. RMA - Returned Materials Authorization . Read More...
Best Practices for Using Excel as a BI Tool
Like its Microsoft Office cousins, Word and PowerPoint, Excel is de rigueur software in businesses around the world. And in offices that lack a formal business

formal debriefing  offices that lack a formal business intelligence (BI) solution, Excel often becomes the go-to tool for compiling and analyzing business data In this guide, John Wilson, CEO of Claim Insights, and other Focus Experts offer top tips and best practices for using Excel as a business intelligence tool. Read More...
End-user Performance: Building and Maintaining ROI
Software alone is not enough to make your business run more smoothly and cost-effectively. For software to deliver value to your organization, your users must

formal debriefing  reliable change leaders (both formal and informal) who can influence their subordinates and peers and a host of other activities directed at both end users and all levels of management The larger the implementation project, the more comprehensive the accompanying change endeavor should be. But the goal will always be the same: to build the buy-in that leads employees to eagerly accept, understand, and learn your solution. ASSESSMENT, STRATEGY, AND DEVELOPMENT: DEVISING CONTENT AND FORMAT As noted Read More...
Application Erosion: Eating Away at Your Hard Earned Value
Application erosion starts the day you turn on any new system, and it continues constantly. To prevent it, you need a plan. If you suffer from it today, you

formal debriefing  decides to have a formal training program for incoming users, the existing users train new users. Even with the best intent, the existing users teach only 70 to 80 percent of what they know. That means the first generation's 100 percent of knowledge goes to 70 to 80 percent for the second generation and 49 to 64 percent for the third generation. When people do not know how to fully use the system, they cannot generate the full value of that system. Of course the business changes. But in most companies, Read More...
Making the Right Decisions with SCOR
In the relentless search for ever-improving returns on investment and market competitiveness, some of the world’s biggest corporations are applying a model

formal debriefing  , Featured Decisions , Formal Docket Decisions , Decisions Information , Historic Decisions by Topic , Decisions Following , Decisions Collection , Strategic Decisions , Statistics and Decisions , Decision Tools . In the relentless search for ever improving returns on investment and market competitiveness, some of the world's biggest corporations are applying a model that is known as SCOR - the Supply-Chain Operations Reference model - to maximize supply chain efficiency. But simply gathering SCOR Read More...
Employee Training in a Recession
Organizations reassessing their staffing levels are both reducing headcount and cutting employee-related expenses, even if training can provide long-term

formal debriefing  Organizations reduce or eliminate formal training and informal opportunities for users to learn how to better utilize enterprise systems. This solidifies many users' bad habits and suboptimal processing methods. At the same time, organizations trim staff, resulting in more work among fewer employees. This means even less time for cross-pollination where employees are trained in multiple jobs. Organizational risk is compounded if key employees leave the organization and, as is often the case, user Read More...
TEC Certified AuraPortal Enriches TEC’s Business Process Management Knowledge Base
TEC is pleased to announce that AuraPortal’s business process management (BPM) solution has recently been certified and joins the ranks of TEC certified BPM

formal debriefing  and went through a formal comprehensive product demonstration with TEC analysts. This demo provided TEC with a first-hand look at the outstanding features of AuraPortal’s application, and at how AuraPortal works to help organizations design, deploy, operate, and monitor their process management projects. It also provided insight into how AuraPortal supports more than one hundred features and functionality sets that TEC was particularly interested in taking a closer look at. You'll be able to download Read More...

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