Through a Six Sigma approach, service companies can perform a lot better and offer excellent services than their competition. Service providers can achieve that competitive edge when they are able to turn the request-for-quotes (RFQ) process into more than a bidding war. They need to exceed the client’s expressed and hidden needs while ensuring their own ability to deliver at the desired margin.
This is where Six Sigma comes in. Using a modified tool to align with the major steps of the sales process, the DMAIC can help a company address critical selling situations.
The DMAIC sales structure will include the following steps:
Define: Identify scope and expressed critical-to-quality (CTQ) elements. A complete profile from the Define phase provides a solid structure for a truly knowledge-based quote.
Measure: Define CTQ performance for client, competition, own capability and goal. The Measure phase provides a framework for success by looking at the client requirements and the service provider’s capability to meet or exceed them.
Analyze: For each CTQ goal, develop processes, timeline and risks. At this stage, the team evaluates each CTQ and the development of the personnel, systems and structure necessary to deliver them within budget.
Improve: Present proposal in terms of capability, cost and launch plan with metrics. In the Improve phase, the service provider develops a launch timeline to implement that structure.
Control: Complete detailed launch plan with responsibilities, milestones, corrective actions and management reviews. At this stage, the team launches a partnership with the client to complete the change plan and manage changes.
