What’s Lean Mean? …

Sickinger also notes an interesting application of Lean concepts in the company’s sales efforts. “Sales development is a high-cost area, so we have used Lean concepts to drill down early in the sales process to discover which prospects are a good fit for our company,” he says. “We call this, ‘Going for the No’, which means we work with prospects to ‘disqualify’ or ‘qualify’ each other to determine if a business relationship makes sense. It saves time and money for both parties.”