Episodes

  • State of Readiness | Michael Webb; President @ Sales Performance Consultants, Inc.

    State of Readiness | Michael Webb; President @ Sales Performance Consultants, Inc.
    Jan 29 2024
    Video Version About the Podcast I have known Michael Webb for several years.  He has been a member of the Advisory Board of the Operational Excellence Society almost since its inception and led the Operational Excellence Society Chapter in Atlanta.  We start the podcast by discussing the application of operational excellence and continuous improvement principles to sales and marketing activities.  Paris made note of the challenges due to the personality-driven nature of sales and getting salespeople to document processes and how there might be a natural conflict between the human-empathetic side of sales with the data-driven needs of management. Michael explained how sales processes can be defined through engaging salespeople to determine what drives value for customers.  This allows processes to be measured and improved.  To this end, defining what is of value operationally is important and discussed how processes should focus on creating value rather than only eliminating waste. Michael highlighted how statistical analysis can be applied to sales activities like lead qualification when processes are defined properly.  This brings more science to sales.  And regarding management needs, Michael emphasized processes should serve salespeople but allow enough standardization for effective management and fostering opportunities for coaching.  Striking a balance when it comes to documentation is ideal; harvesting only the information that is of value and minimizing the narrative form of documentation (nobody reads it anyway). Towards the end of the interview, Michael overviewed his books, including Sales and Marketing the Six Sigma Way which shows how Six Sigma principles apply to sales, and Sales Process Excellence which earned a Shingo Research Award and provides a textbook on improving sales processes. And finally, no interview would be complete today without some commentary on where AI is going and its impact on sales and marketing processes and personnel.  To this end, we both believe that human interaction will remain important for establishing trust and empathy. About Michael Webb Michael Webb is an internationally known author and management consultant.  He brings data-driven management approaches to sales and marketing organizations.  Before starting his own consultancy firm, Sales Performance Consultants, Inc., he held roles in sales, sales training, and sales management for IMPAX Corporation, PCT Incorporated, Rockwell Automation, and others. When exposed to production improvement methodologies (e.g., Six Sigma, and Lean) he saw parallels to B2B sales production.  He pioneered ways of helping sales teams distinguish value from waste.  He also created ways for sales teams to develop operational definitions.  These enabled continuous improvement in sales productivity, forecast accuracy, and other metrics. His approach recognizes the critical role beliefs play in the behaviors of sales and marketing people as well as customers.  He engages front-line salespeople, managers, and executives as well as cross-functional teams. His 2006 book, “Sales and Marketing the Six Sigma Way”, earned 4.5 stars on Amazon and sold more than 21 thousand copies.  And his 2014 book, “Sales Process Excellence” earned the prestigious Shingo Research Award in 2015.  His articles range from sales quality and process to reducing waste and capitalizing on customer value where they draw on his extensive experience working with direct and channel sales and marketing teams of large and small companies. Author of:  Sales and Marketing the Six Sigma Way: In Sales and Marketing the Six Sigma Way, Michael Webb shows how to blend marketing and sales efforts with the cutting-edge methods of Six Sigma to boost their bottom lines. Sales Process Excellence, 2015 Shingo Award Winner:  In 'Sales Process Excellence', Michael Webb traces sales and marketing problems to their root causes in traditional management methods, such as pushing product, setting quotas, and trying harder while doing the same things over again. LinkedIn Profile: https://www.linkedin.com/in/michaeljwebb/ Company: Sales Performance Consultants, Inc. Title: Senior President Website: https://salesperformance.com/ Year Founded: 2002 About: Sales Performance Consultants, Inc., collaborates with B2B executives to extend operational excellence to sales and marketing.  Clients systematically increase revenue, loyalty, and margin while wasting less time and money.
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    1 hr and 11 mins
  • State of Readiness | Scott Lushin; Senior Manager, Global Operational Excellence @ Donaldson

    State of Readiness | Scott Lushin; Senior Manager, Global Operational Excellence @ Donaldson
    Dec 19 2023
    Video Version About the Podcast My guest today is Scott Lushin, Senior Manager of Global Operational Excellence at Donaldson Company, Incorporated. In this episode, Scott takes us through his professional journey. Starting off in retail automotive and the restaurant business, it is obvious that has two passions; problem solving and leadership. Although his passion for problem-solving made itself readily apparent in his early life, his skills in leadership made themselves known later and over time. Scott started his journey right out of high school at an automotive service chain where he became manager and then training manager. After a few years, he eventually moved on to work in the food industry at a chain of restaurants; becoming training manager then district manager. Against his mother’s advice against seeking a job in manufacturing, he joined Donaldson through a temp-agency. He has always been a ‘thinker’, a problem solver, even as a kid he loved to solve problems. The more complex the problem, the more fun they were to solve. He could spend days trying to unravel a problem and eventually he got very good at it. His problem-solving specialty is manufacturing and process improvements. Scott sees the world through a different lens, which is why he is often called upon to solve complex problems. He especially loves being thrown into a complex problem and forming a team to tackle it. Even though Scott did not (and does not still) have a college degree, Donaldson must have seen something in Scott, as he has been there 32 years. He has held positions and roles too varied to list, but include: Operations Supervisor, Manufacturing Engineer, C.I. Engineer, C.I. Specialist, Operations Management, and since 2019 leading efforts with Global Operational Excellence. There was a time when a person without a college degree could grow to leadership roles in a company and Scott is living proof. Has that time passed? Or has enough time not passed to make that determination. We shall see. LinkedIn Profile: https://www.linkedin.com/in/scottlushin/ Company: Donaldson Company, Incorporated Title: Senior Manager, Global Operational Excellence Website: https://www.donaldson.com/ Year Founded: 1915 Company Type: Publicly Traded (DCI) About: Donaldson Company, Inc. manufactures and sells filtration systems and replacement parts worldwide.  The company operates through three segments: Mobile Solutions, Industrial Solutions, and Life Sciences.  Its Mobile Solutions segment provides replacement filters for air and liquid filtration applications, such as air filtration systems; liquid filtration systems for fuel, lube, and hydraulic applications; exhaust and emissions systems and sensors; indicators; and monitoring systems.  This segment sells its products to original equipment manufacturers (OEMs) in the construction, mining, agriculture, aerospace, defense, and transportation markets; and to independent distributors, and OEM dealer networks.  The company's Industrial Solutions segment offers dust, fume, and mist collectors; compressed air and industrial gasses purification systems; and hydraulic and lubricated rotating equipment applications, as well as gas and liquid filtration for industrial processes.  This segment sells its products to various distributors, OEMs, and end-users.  Its Life Sciences segment provides micro-environment gas and liquid filtration for food, beverage, and industrial processes; bioprocessing equipment, that includes bioreactors and fermenters; and bioprocessing consumables, such as chromatography devices, reagents and filters, and polytetrafluoroethylene membrane-based products, as well as specialized air and gas filtration systems for applications, including hard disk drives, semi-conductor manufacturing and sensors, battery systems, and powertrain components to OEMs and various end-users.
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    56 mins
  • State of Readiness | Ben Guttmann; Author of "Simply Put"

    State of Readiness | Ben Guttmann; Author of "Simply Put"
    Nov 8 2023

    Video Version

    About the Podcast

    Hello and welcome to another edition of State of Readiness. I am your host, Joseph Paris.
    My guest today is Ben Guttmann, Author of “Simply Put; Why Clear Messages Win―and How to Design Them.”

    We start the conversation going back to high school where Ben was fortunate enough to have attended a high school that had a business department and offerings for those who were interested in business goings-on. It's here where Ben got hooked on marketing.

    We share our ideas on communicating, mostly born of experiences. Why do people feel they have to pack so many words around an idea to get the point across; and all at the risk of making the message less clear.

    As an example, Joseph shares his experience as an elementary school student. When returning from summer vacation, the teacher would always ask for a "500 word essay on what I did on my summer vacation." Joseph shares that "I went fishin' and I went swimmin.' Now I have to find another 493 words of fluff to pad it and complete the assignment."

    Ben shares how he and a few friends came to start their own marketing firm, Digital Natives Group, starting out of an opportunity that presented itself while they were attending Baruch College. One of Ben's professors, who also ran a marketing agency, needed help with digital marketing.

    They meet with the professor's partner, and Ben and his friend decide to start a marketing agency specializing in digital with the professor's firm being the first client. They even set-up shop in the basement of the professor's agency.

    So, in the spirit of "Simply Put", I will leave it here. Enjoy the podcast.

    Ben Guttmann is an experienced marketing and communications expert and educator on a mission to get leaders to more effectively connect by simplifying their message. He is a former co-founder and managing partner at Digital Natives Group, an award-winning agency that worked with the NFL, I Love NY, Comcast, NBC, Universal and other major clients. Currently, Ben consults with a range of thought leaders, venture-backed startups, and other brands.

    He went attended Baruch College where he earned his Bachelor's Degree in Business Administration and Marketing Management. He presently teaches digital marketing at Baruch as an Adjunct Lecturer and serves on the Advisory Board of the Zicklin School of Business.

     An interesting conversation which I am sure you will enjoy.

    LinkedIn Profile: https://www.linkedin.com/in/benguttmann/
    Company: Unisphere Ideas
    Title: Principal
    Website: https://www.benguttmann.com/
    Year Founded: 2022
    Company Type: Sole Proprietor

    Also an Adjunct Lecturer at Baruch College Marketing Department where he currently teaches digital advertising,
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    1 hr and 10 mins
  • Jesse DePriest; President, Jesse DePriest Consulting, LLC

    Jesse DePriest; President, Jesse DePriest Consulting, LLC
    Sep 11 2023

    Video Version

    About the Podcast

    Hello and welcome to another edition of State of Readiness.  I am your host, Joseph Paris.

    My guest today is Jesse DePriest, President of Jesse DePriest Consulting, LLC; Privately held consultancy specializing in Lean including; strategy development and deployment, leadership development, process design and analysis, process improvement, problem solving, teamwork. 

    I have known Jesse for several years and his story is as American as Apple Pie.

    Jessie grew up on a dairy farm in Alaska where he was the youngest of 10 brothers and sisters.  Those of you might not appreciate how challenging working on a family farm might, be not to mention that farm being a dairy farm.  It starts with understanding that the cows have to be milked twice a day, every day of the year.  There is no rest.

    But having such a challenging job and its responsibilities (even with 9 others to help out) makes a person both resilient and resourceful.  Resilient, in that you better be tough and durable otherwise the job will break you.  Resourceful, because the challenges make you want to always find easier and better ways of doing your tasks.

    Jesse went to university on an ROTC scholarship at the Oregon Institute of Technology where he earned a degree in mechanical engineering.  Afterwards he went into the US Army as an officer flying and tending to Blackhawk helicopters; where he and his unit consistently earned performance commendations.

    After his time in the US Army, Jesse entered the private sector working at various manufacturing companies and also banking; which was his last W2 job before starting his consulting practice.

    The conversation follows Jesse’s journey and the lessons learned along the way.  Topics include his thoughts on; Lean principles and practices, leadership, psychological safety, why most everyone knows what should to create a high-performing organization but consistently fail to deliver it (hint: it has to do with KPI’s), and other lessons learned from his experiences.

     An interesting conversation which I am sure you will enjoy.

    LinkedIn Profile:  https://www.linkedin.com/in/fjdepriest/
    Company: Jesse DePriest Consulting, LLC
    Title: President
    Year Founded: May 2019, Omaha NE
    Company Type: Privately held consultancy specializing in Lean including; strategy development and deployment, leadership development, process design and analysis, process improvement, problem solving, teamwork.
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    1 hr and 3 mins
  • Daniel Varroney; President & CEO of Potomac Core

    Daniel Varroney; President & CEO of Potomac Core
    Jun 28 2023

    Video Version

    About the Podcast

    Hello and welcome to another edition of State of Readiness. I am your host Joseph Paris.

    My guest today is Daniel Varroney, President and CEO of Potomac Core; a consultancy specializing in helping trade organizations transform into strategic partner for industry and professions.

    I have known Daniel for many years; having first met him when I was a member of the New York City Chapter of the Association for Corporate Growth (ACG) which is an organization of professionals serving the mergers and acquisitions ecosystem and he was its Global CEO.

    The main topic of our conversation is the challenges that businesses face today are bigger, faster, and more frequent than in times past.

    For your consideration, within just the last six years (since 2016 when President Trump was elected) we have had; tariff and trade wars (friends and adversaries alike), challenges with refugees and managing borders (not just in the States), Brexit, COVID (and everything directly and indirectly associated with it), Russia invasion of Ukraine (and the resultant food and energy disruptions), unacceptably high inflation (and the resultant interest rate hikes), political discourse, and probably several items I missed.

    How is a company, industry, or profession to cope? Not to mention influence?

    The obvious answer is to form advocacy organizations to act as platforms to consolidate their voice and interests.

    Which leads us to his book; “Reimagining Industry Growth” offers readers a blueprint to harnessing the power of leading industry associations as strategic partners. By utilizing those partnerships, business leaders will become able to leverage the collective strength of the supply chain to overcome challenges, address uncertainty, mitigate risks, and position their industries for growth.

    An interesting conversation which I am sure you will enjoy.

    LinkedIn Profile: https://www.linkedin.com/in/danvarroney/
    Company: Potomac Core - Association Consulting
    Title: President and CEO
    Year Founded: 2012, Arlington Virginia
    Company Type: Privately held strategic consultancy that applies research driven strategies to reimagine new growth pathways for Industries and Professions. Our mission is to deliver research guided processes that help Trade Associations transform into Strategic Partners for Industries and Professions. As such, we help transform organizations into the important role of real time business solution providers.
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    45 mins
  • Innocent Hadebe; Director of Business Excellence for Chick-fil-A Corporate

    Innocent Hadebe; Director of Business Excellence for Chick-fil-A Corporate
    Jun 28 2023

    Video Version

    About the Podcast

    Hello and welcome to another edition of State of Readiness. I am your host Joseph Paris.

    My guest today is Innocent Hadebe, Director of Business Excellence for Chick-fil-A Corporate.  I met Innocent like a meet a great many people and that would be through LinkedIn.  Of course my initial attraction to Innocent was that we were like minded professionals pursuing Operational Excellence.

    But it was not until we met face to face in Orlando at an Operational Excellence conference where I was able to really understand Innocent and his story; which was fascinating. 

    Innocent was born and raised in Zimbabwe from a family with limited means; extremely limited by Western standards.  I won't share Innocent’s journey in this text but rather I would have you listen to it first person in this inspiring interview.

    However, I will say that Innocent debunks the idea that the American dream is dead.  He proves that anybody who has a dream of their future self, remains laser focused on realizing that dream, works hard plays by the rules, can persevere and achieve anything they set out to achieve.

    In addition to Innocent’s responsibilities at Chick-fil-A, he also started founded the Lot Water Project which is a 501.c3 Not For Profit organization dedicated to bringing clean potable water to remote villages in Zimbabwe.  The details for the Lot Water Project can be found here; https://thelotwaterproject.org/

    Be sure to listen to the bonus track just after the outro.

    LinkedIn Profile: https://www.linkedin.com/in/innocent-hadebe-mba-pmp-six-sigma-black-belt-25349388/
    Company: Chick-fil-A
    Title: Director of Business Excellence
    Year Founded: 1946
    Company Type: Privately held American fast food restaurant chain.  With almost 3,000 restaurants, it is and the largest chain specializing in chicken sandwiches.

    Company: Lot Water Project
    Title: Founder
    Year Founded: 2020
    Company Type: A recognized not-for-profit (501.c3) organization that is passionate and committed to bringing safe drinking water to communities across the continent of Africa.
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    45 mins
  • Manuel Ugarte; Director and Strategic Accounts Manager of the United States Army’s Combat Capabilities Development Command (CCDC)

    Manuel Ugarte; Director and Strategic Accounts Manager of the United States Army’s Combat Capabilities Development Command (CCDC)
    Mar 27 2023
      Video version         About the podcast In this edition of “State of Readiness”, I welcome Manuel Ugarte, Director and Strategic Accounts Manager of the United States Army’s Combat Capabilities Development Command (CCDC).  The US Army’s CCDC mission is to provide the research, engineering, and analytical expertise to deliver capabilities that enable the Army to deter and, when necessary, decisively defeat any adversary now and in the future.  And the CCDC’s vision is to be the scientific and technological foundation of the Army Modernization Enterprise through world-leading research, development, engineering and analysis. Manny and I start by talking about his current role at the CCDC and the confluence of research, data, data analytics, and converting that research and data into a basis for making decisions about the future operations and capabilities of the US Army.  Of particular interest is that the nature of what the CCDC and he are doing goes contraire to a lot of his past experience and training.  After all, research begets innovation, and innovation requires the ability to think and act outside the box – to question everything even down to the core of how the US Army operates. But the real great story is about Manny’s life journey; Manny was born in Puerto Rico, the son of Cuban exiles escaping from the Castro regime.  After escaping Cuba, his father earned his BSc in Mechanical Engineering at the University of Mayaquez afterwards “earning his salt” and providing for his family.  From this experience his father instilled in Manny his life’s values and the notion of serving their adopted country as a way of giving back.  There was no tradition of military service in the family (except for his great grandfather serving in the Spanish Navy way back when).  After University, he found himself assigned in Panama.  And this is where the story really gets interesting; it includes all the elements of a great story.  There is a warehouse full of surplus vending machines and Manny decides to moonlight as an entrepreneur while serving as an officer in the Army (or is it the other way around?).  There is his finding the love of his life (with whom he took forever to actually court) and who happens to be a lawyer who helps him with his business dealings (which is the excuse he found for keeping her close).  And there is the vicious competition of the old ladies selling empanada’s and coke on the corner – culture kills strategy. This is a really great story.  In a very real way, it is the story of America, the American Dream, and everything that is great, and can be great, about the American experience.  Give a listen.  I am sure you will find it as funny, enjoyable, and inspirational as I did.  And I am certain you will end-up with a smile on your face and a bounce in your step. Guest: Manuel "Manny" Ugarte Manuel "Manny" Ugarte Manuel Ugarte is the Director & Strategic Accounts Manager to oversee the Science and Technology strategic planning, program, budget & execution of experimental and state-of-the-art capabilities of the US Army’s Combat Capabilities Development Command – the subordinate organization of the nascent Army’s Futures Command.  His leadership and military experiences have focused on strategic planning, process improvement, operations, and complex problem solving. As an executive leader, he embraces operational excellence methods, directing high performance teams on problem-solving techniques informed by business intelligence. Manny has served the United States in its operations around the world as a US Army Officer and Executive for over 25 years.  Throughout his career, Manny has held many positions, including stints as Director of Analytics at the Office of the Secretary of Defense, Chief Operating Officer at the US Special Operations Command (USSOCOM), and Senior Operations Research Analyst at the Army Futures Command.  He earned his BASc of Applied Science in Mechanical Engineering as an ROTC Cadet from Norwich University, his MBA from Tarleton State University, his MSc in Operations Research from the Naval Postgraduate School, and his MEng in Engineering and Industrial Management from Penn State University.  He is a certified Lean Six Sigma Black Belt practitioner and Master Black Belt candidate from the US Army.  Manuel recently completed an Executive Program certification in Management and Leadership from Massachusetts Institute of Technology. Organization:  US Army Combat Capabilities Development Command Website; https://www.army.mil/ccdc Year founded; February 2019 Headquarters; Aberdeen Proving Ground, Aberdeen, Maryland Company type; Defense / Military Industry Company size; ~ 26,200 civilian employees, military, and contractor workforce with a combined annual direct and reimbursable budget in excess of $6B Specialties; Engineering, Research & Development for US Army ...
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    59 mins
  • Ofra Kalechstain, CEO of Matics

    Ofra Kalechstain, CEO of Matics
    Mar 27 2023
    Video version About the Podcast Today I invite Ofra Kalechstain, CEO of Matics, to “State of Readiness”.  Ofra started off her career as a computer programmer at SciTex where she helped develop applications for aiding in oil and gas exploration.  Afterwards, she worked for over 26 years at Paradigm where she moved-up through the ranks until becoming the Executive Vice President of Product Development until 2014.  She then turned her attention to being an active investor in start-ups.  She took a particular interest in one of her investments, Matics, taking an active role; first as the Chief Technology Officer and then as CEO. We start the conversation with Ofra discussing the impact of Industry 4.0 on manufacturing.  And while many applications have been developed for the largest companies in the world, there is a void for affordable and easy to use applications for the middle-market; and it is here where the opportunities abound.  And it is to address the needs of the middle-market that Matics has been specifically developed; a Management Execution System (MES) for the SME’s. I ask what some of the symptoms, the tell-tails, of a company that might benefit from the digitalization component of an Industry 4.0 strategy and the answer was as simple as it was to make a determination at one’s business; if you are capturing and tracking information using pen and paper, there is probably an opportunity for digitalization with the need being especially acute if the information being captured should be captured and acted upon in real-time. Ofra then shares a brief tour of how Matics works and how the solutions can help you to collect, analyze and collaborate in real time to gain production efficiency in your operations and offer the ability to remotely manage of the health of your operations. A very interesting conversation with a very interesting person from a company whose value is as needed as it is timely.  Give a listen. About Ofra Kalechstain Ofra Kalechstain has been the CEO of Matics since 2019, previously serving as the company’s CTO. Prior to Matics, Kalechstain was the Vice President of Product Development at Paradigm, a globally distributed organization where for over 26 years she led the product development business unit, overseeing an annual budget of $45M. Kalechstain has been instrumental in growing Matics and instilling a culture of competitive excellence throughout the organization. She has helped build a durable organization which has and can continue to withstand change. Kalechstain holds a B.Sc. in Electrical Engineering and Computer Science from the Israel Institute of Technology (Technion). Since 2015 she’s also been an active investor in tech startups, leading several companies to financial growth and successful product delivery. Company: Matics Website: https://matics.live Headquarters: Haifa, Israel Year Founded:  2017 Company Type: Software Publisher specializing in apps that manage production Specialties:  Matics develops software that is used by factories to digitize the production process.  Their software combines pervasive technology and manufacturing know-how to monitor and capture the complete digital production journey for full auditability, repeatability and knowledge capture; a smart digital manufacturing platform that provides unprecedented visibility and control of your manufacturing process – anytime, anywhere.  Designed for SMEs, Matics’ secure cloud-based RTOI solution enables fast, non-disruptive, modular and scalable deployment. Matics’ digital manufacturing systems are installed in hundreds of production floors worldwide, connecting thousands of machines, in highly demanding production environments. From planning & scheduling, through all production stages and work procedures, all the way to the warehouse, we provide a comprehensive production management solution.
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    33 mins