Q & A

Q: How does a company engage The Kittle Group?

A: No matter what the reason, executives sometimes expects more with certain parts of their business. That’s typically when an executive will contact us.

Q: How do you provide consulting without conflicting with our established process and culture?

A. Remember – we were there. We look back at things from a leadership standpoint and ask, “If our boss put us in the same room with a consultant, what would we do?” We treat all players with respect and consideration. We offer help where and if needed, and then we leave. The Kittle Group can be used for a limited amount of time or for a prolonged period depending on the clients needs.

Q. How do most managers respond when you come in? Do they resist you?

A. Once we start listening and talk with people, virtually all the managers we’ve worked with see rather quickly that The Kittle Group can help and we’re not a threat. Once people get over the initial apprehension, things move fast.

Q. How does the consulting process formally start?

A. First, we summarize the executive’s concerns and verify that we understand them. Second, we have an introductory session with the primary stakeholders, and we talk. Actually, we listen and confirm what the executive said (hopefully) and try to glean anything new during our conversation. Basically we want to see what tools or systems are in place, what business process is followed, what skills people have and how people are developed. We also look at how people understand the overall sales process.

We ask questions like:

• Do you have a satisfied customer?
• How do you know?
• What tools do you use in commerce management?
• How do you strategize your next business opportunity?
• Are you looking outside your comfort zone?
  

Q. What are you trying to discover about the sales process?

A. The sales process includes many tools. Specifically, we are looking for:

• An organizational structure designed to help corporate objectives succeed
• Metrics. Not just a sales plan, but (examples):
  - B/W to Sales (Month-YTD)
  - A/R Status
  - Billable tool tracking
  - Billable tool recovery
  - Customer satisfaction matrix
  - Customer quality matrix
  - P/N tracking and change tracking system
  - PO files and procedures
  - RFQ process and authority levels
  - Competitive assessments
  - Maker layout analysis
  - Market share studies
  - Profitability (Top 30) awareness
  - Cycle Plans
  - Operational (Facility/Plant) loading documents
  - Plus much more
  

Basically it comes down to this: If you want to go someplace (corporate objectives), you have to know where you are (current situation) before you decide the best path (strategy) to get you there.

At The Kittle Group, we help you find your way.

Ideally, you already have all the information to understand where you are. Once we understand that, we help discuss strategy and brainstorm the alternatives.

If you don’t have the information you need, we will help develop the tools that foster the best possible management system without adding more work.

And if organization is an issue, we can help map out alternative strategies using:

• Vertical Structures
• Horizontal Structures
• Matrix Structures
• Business Teams
• Product Teams
• Skill Matching Concepts

All of this happens while we focus on the strengths and weaknesses of your team. Identifying a person’s strength lets us place that individual in the best possible role, and knowing someone’s weakness reveals areas to coach and train.

The Kittle Group’s focus has been on new business acquisition, strategy, profitability and overall commercial/customer management. It's not all “cost vs. price” in today's market place.