NPope

This is a potentially fantastic and meaty BB project — given the complexity and variety of business operations to be explored in assessing the issue.
My only recommendation as you start:  the framing of the project, “why customers take so long to pay” is very internally focused.  To derive maximum benefit from the project and the investment of t…[Read more]

There is a good chance that DMAIC applies — if you are currently procuring capital assets, then you *have* a process.  It may not be an effective process (as evidenced by the pertubation in unplanned expenditure you mentioned), but it is a process.
There is an excellent Asset Management model, that has been translated and liked to the DMAIC…[Read more]

An approach we have taken with good success has been a Value Based Communications workshop, where all of the correspondence and communications are listed — and a team of the “recipients” of the various pieces meets to discuss how often they need each piece; the appropriate medium (email, mail, meeting, web-posting, etc.); and the appropriate…[Read more]

We use a change management methodology based on the John Kotter model, and I have found it to be very effective and powerful.  Everyone in the organization is trained on the change management model (whether they are GreenBelts, BlackBelts, or not) and we have developed both readiness assessment tools for change and modifications to project and…[Read more]

Alex –
I have a few case studies I’d be happy to share — please provide your contact info, and I can send to you.
The cases include applying kaizen to develop an integrated sales and marketing methodology for a pharmaceutical company; using value stream analysis to validate, improve, and align a consulting company cross-functionally around a…[Read more]

Smitty:
The most common application of Lean / Six Sigma for “defining sales processes” has been through the Value Stream Mapping tool.  This approach allows an organization to clearly understand and align around the current processes — with cross-functional input and insights.  Then, the process is analyzed (looking for delays, re-work, p…[Read more]