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TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
TOC in the TOC in the TOC in the TOC in the Main StreamMain StreamMain StreamMain Stream
1© 2009 TOCICO. All rights reserved.
TOC in the TOC in the TOC in the TOC in the Main StreamMain StreamMain StreamMain Stream
Presented By: Presented By: Skip Reedy Skip Reedy
CCPM Consulting LLCCCPM Consulting LLCMay 27, 2009May 27, 2009
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
The Main ThingThe Main ThingThe Main ThingThe Main ThingThe Main ThingThe Main ThingThe Main ThingThe Main Thing
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© 2009 TOCICO. All rights reserved.
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
The WorldThe WorldThe WorldThe WorldThe WorldThe WorldThe WorldThe World in in in in in in in in 2009200920092009
US
Unemployment
Forecast
For 2009
US Real Gross Domestic Product is forecast to contract by 3.2%
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© 2009 TOCICO. All rights reserved.
For 2009
was
8.5% / 8.8%
now
9.2% / 9.6%
3.2%
10 million homes have mortgages that exceed their market value.
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
Gross Domestic ProductGross Domestic ProductGross Domestic ProductGross Domestic ProductGross Domestic ProductGross Domestic ProductGross Domestic ProductGross Domestic Product
Japan
GDP is the value of all final goods & services produced.
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© 2009 TOCICO. All rights reserved.
USA
GDP
JapanGermanyChina
United Kingdom
GDP
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
Can TOC help the World?Can TOC help the World?Can TOC help the World?Can TOC help the World?Can TOC help the World?Can TOC help the World?Can TOC help the World?Can TOC help the World?
• What problem?
• Not my problem.
• I’m just trying to survive.
• What can I do?
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© 2009 TOCICO. All rights reserved.
• What can I do?
• I can’t solve it.
• The World won’t listen.
• We can’t possibly save the world.
• Thank God I’ve got work.
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
Our Team of ProfessionalsOur Team of ProfessionalsOur Team of ProfessionalsOur Team of ProfessionalsOur Team of ProfessionalsOur Team of ProfessionalsOur Team of ProfessionalsOur Team of Professionals
• The Politicians
• The Government
• The Bureaucrats
• The Financiers
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© 2009 TOCICO. All rights reserved.
• The Financiers
• The Bankers
• The News Media – Ouch!
The Plan – Push money into the economy.
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
Be UnreasonableBe UnreasonableBe UnreasonableBe UnreasonableBe UnreasonableBe UnreasonableBe UnreasonableBe Unreasonable
A Perfect Opportunity
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© 2009 TOCICO. All rights reserved.
Save the World
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
The BEST Best PracticesThe BEST Best PracticesThe BEST Best PracticesThe BEST Best PracticesThe BEST Best PracticesThe BEST Best PracticesThe BEST Best PracticesThe BEST Best Practices
• TOC
• Thinking Processes
• DBR
• CCPM
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© 2009 TOCICO. All rights reserved.
• CCPM
• SCL
• Throughput Accounting
• Business Strategy
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
Teach the World TOCTeach the World TOCTeach the World TOCTeach the World TOCTeach the World TOCTeach the World TOCTeach the World TOCTeach the World TOC
• Talk to each other
• Create a BUZZ about TOC
• World’s Best practice!
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© 2009 TOCICO. All rights reserved.
• Teach the World TOC
• Inspire the World
• Get to Critical Mass
• The World saves itself
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
TOC’s ImpactTOC’s ImpactTOC’s ImpactTOC’s ImpactTOC’s ImpactTOC’s ImpactTOC’s ImpactTOC’s Impact
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© 2009 TOCICO. All rights reserved.
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
Perfect BusinessesPerfect BusinessesPerfect BusinessesPerfect BusinessesPerfect BusinessesPerfect BusinessesPerfect BusinessesPerfect Businesses
Imagine if most businesses used TOC:
• Profitable
• Secure employment
• Low stress
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© 2009 TOCICO. All rights reserved.
• Low stress
• Content customers
• Successful suppliers
• Growing tax base
• Stable families
• Continual growth
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
Industry Week Industry Week Industry Week Industry Week Industry Week Industry Week Industry Week Industry Week Survey 2007Survey 2007Survey 2007Survey 2007Survey 2007Survey 2007Survey 2007Survey 2007
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© 2009 TOCICO. All rights reserved.
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
Or NOT!Or NOT!Or NOT!Or NOT!Or NOT!Or NOT!Or NOT!Or NOT!
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© 2009 TOCICO. All rights reserved.
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TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
EffectiveEffectiveEffectiveEffectiveEffectiveEffectiveEffectiveEffective
We need to be effective in
• selling TOC
• implementing TOC
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© 2009 TOCICO. All rights reserved.
• implementing TOC
• long-term results with TOC
• promoting TOC
• working together with TOC
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
What can we do?What can we do?What can we do?What can we do?What can we do?What can we do?What can we do?What can we do?
• Be unreasonable
• Creative selling
• Form alliances to be effective
• Create demand
• Create Traffic Stopping statements & stories
• Connect to leaders
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© 2009 TOCICO. All rights reserved.
effective
• Cultivate our strengths
• Find synergy
• Connect to leaders
• Create videos for the web
• Try things on
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
Japanese Ministry of Public WorksJapanese Ministry of Public WorksJapanese Ministry of Public WorksJapanese Ministry of Public WorksJapanese Ministry of Public WorksJapanese Ministry of Public WorksJapanese Ministry of Public WorksJapanese Ministry of Public Works
• 1 Pilot Project 2004
• 15 Pilot Projects 2005
• 253 Projects 2006
• 2,523 Projects 2007
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© 2009 TOCICO. All rights reserved.
• 2,523 Projects 2007
• 4,000 Projects 2008
• 20,000 Projects 2009
• > 30,000 Projects
• Japanese Ministry of Defense
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
How to Save the World 1How to Save the World 1How to Save the World 1How to Save the World 1How to Save the World 1How to Save the World 1How to Save the World 1How to Save the World 1
• Powerful people are unreasonable with themselves and with others.
• Write a newsletter, give examples, helpful ideas, workshops, events, white papers, white papers by others.
• Create a webinar to share what you have done, what has worked.
• Create letters, articles, videos, meetings, seminars to tell the
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© 2009 TOCICO. All rights reserved.
• Create letters, articles, videos, meetings, seminars to tell the world how TOC can and is changing the world.
• Connect to the leaders of our cities, states, countries, business leaders, influential people.
• Get Ex-TOC people back to what they love
• Academics get more students, awareness and acceptance
• Well-known TOC consultants to give back to TOC & make TOC the Main Way and influence our community
• TOCICO can impact TOC consultants and clients
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
How to Save the World 2How to Save the World 2How to Save the World 2How to Save the World 2How to Save the World 2How to Save the World 2How to Save the World 2How to Save the World 2
• Business leaders can learn about our Best Practices to get unreasonable improvements, fast implementation, generate cash and keep growing
• Government leaders to end the recession, see a winning plan, be assured reelection, political benefits and bureaucratic magic
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© 2009 TOCICO. All rights reserved.
• Create news media talking points
• Speak before Congress (Eli)
• Report on CNN NBC, PBS
• Teach the word to think with cause and effect logic
• Gather all TOC consultants, clients & educators as one voice to shake resistance to the core.
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
Never Eat Alone by Keith FerrazziNever Eat Alone by Keith FerrazziNever Eat Alone by Keith FerrazziNever Eat Alone by Keith FerrazziNever Eat Alone by Keith FerrazziNever Eat Alone by Keith FerrazziNever Eat Alone by Keith FerrazziNever Eat Alone by Keith Ferrazzi
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© 2009 TOCICO. All rights reserved.
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
ConnectorsConnectorsConnectorsConnectorsConnectorsConnectorsConnectorsConnectors
In the Tipping Point,
Malcolm Gladwell cited a 1974 study by Mark Granovetter who found that
56% of those surveyed found their current job
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© 2009 TOCICO. All rights reserved.
56% of those surveyed found their current job through a personal connection.
Only 17% saw their personal contact often and
28% barely met with their contact at all.
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
Six Degrees of SeparationSix Degrees of SeparationSix Degrees of SeparationSix Degrees of SeparationSix Degrees of SeparationSix Degrees of SeparationSix Degrees of SeparationSix Degrees of Separation
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© 2009 TOCICO. All rights reserved.
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
Three Degrees of SeparationThree Degrees of SeparationThree Degrees of SeparationThree Degrees of SeparationThree Degrees of SeparationThree Degrees of SeparationThree Degrees of SeparationThree Degrees of Separation
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© 2009 TOCICO. All rights reserved.
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
Send Out CardsSend Out CardsSend Out CardsSend Out CardsSend Out CardsSend Out CardsSend Out CardsSend Out Cards
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© 2009 TOCICO. All rights reserved.
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
Send Out CardsSend Out CardsSend Out CardsSend Out CardsSend Out CardsSend Out CardsSend Out CardsSend Out Cards
Are you under water?
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© 2009 TOCICO. All rights reserved.
San Marcos Square, Milan, Italy December 2008 © 2008
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
Send Out CardsSend Out CardsSend Out CardsSend Out CardsSend Out CardsSend Out CardsSend Out CardsSend Out Cards
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© 2009 TOCICO. All rights reserved.
Accelerate your business with TOC. Capture more sales.This is the state-of-the-art of collision repair management! Create it for your business.This is the time. Don’t wait until you are too busy!
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
Mind Capture by Tony RubleskiMind Capture by Tony RubleskiMind Capture by Tony RubleskiMind Capture by Tony RubleskiMind Capture by Tony RubleskiMind Capture by Tony RubleskiMind Capture by Tony RubleskiMind Capture by Tony Rubleski
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© 2009 TOCICO. All rights reserved.
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
Dripping WaterDripping WaterDripping WaterDripping WaterDripping WaterDripping WaterDripping WaterDripping Water
• Follow up
• Follow up
• Follow up
• Persistence
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© 2009 TOCICO. All rights reserved.
• Persistence
• Inspiring
• Authentic
• Adjusting continuously to improve
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
SellingSellingSellingSellingSellingSellingSellingSelling
• Plan
• Find your target
• Be authentic
• Adjust continuously
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© 2009 TOCICO. All rights reserved.
• Adjust continuously
• Listen
• Sell Solutions
• Follow Up
• Drip
• Persistence
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
Find the ExecutiveFind the ExecutiveFind the ExecutiveFind the ExecutiveFind the ExecutiveFind the ExecutiveFind the ExecutiveFind the Executive
• Young Presidents Club
• The Executive Club
• Vistage International
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© 2009 TOCICO. All rights reserved.
• Vistage International
• Use the Three Degrees
• Get your name out there
• Serve on a charity
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
Cold CallingCold CallingCold CallingCold CallingCold CallingCold CallingCold CallingCold Calling
• Get his attention
• Be authentic
• Find a connection to him
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© 2009 TOCICO. All rights reserved.
• Learn about his business
• Executive assistants are like gold
• Create a Traffic-Stopping message
• Be persistent
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
Free Economic Stimulus PackageFree Economic Stimulus PackageFree Economic Stimulus PackageFree Economic Stimulus PackageFree Economic Stimulus PackageFree Economic Stimulus PackageFree Economic Stimulus PackageFree Economic Stimulus Package
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© 2009 TOCICO. All rights reserved.
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
Dr Lisa LangDr Lisa LangDr Lisa LangDr Lisa LangDr Lisa LangDr Lisa LangDr Lisa LangDr Lisa Lang
• Mafia Boot Camp
• Work together to present TOC classes
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© 2009 TOCICO. All rights reserved.
• Teach each other to sell
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
Mark WoeppelMark WoeppelMark WoeppelMark WoeppelMark WoeppelMark WoeppelMark WoeppelMark Woeppel
• Create a Value Proposition
• Consultants need to be better businessmen
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© 2009 TOCICO. All rights reserved.
• Have a boot camp for consultants
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
Justin RoffJustin RoffJustin RoffJustin RoffJustin RoffJustin RoffJustin RoffJustin Roff--------MarshMarshMarshMarshMarshMarshMarshMarsh
• Traffic-Stopping Stories
• Local optimization is the number one enemy
• March to the beat on one drum
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© 2009 TOCICO. All rights reserved.
• March to the beat on one drum
• Tell our story with more concrete, less abstract
• Keep your pipeline full
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
Tell the WorldTell the WorldTell the WorldTell the WorldTell the WorldTell the WorldTell the WorldTell the World
• A Perfect Opportunity
• Get out of the stands.
• Get on the court.
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© 2009 TOCICO. All rights reserved.
• Get on the court.
• Inspire. Be unreasonable.
• Teach the World.
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
The World is waitingThe World is waitingThe World is waitingThe World is waitingThe World is waitingThe World is waitingThe World is waitingThe World is waiting
• The Market for TOC is virtually unlimited. [Dr Lisa Lang]
• The need for TOC is there. The desire for
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© 2009 TOCICO. All rights reserved.
• The need for TOC is there. The desire for TOC is there. [Mark Woeppel]
• There is actually no shortage of opportunities. [Justin Roff-Marsh]
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
About Skip ReedyAbout Skip ReedyAbout Skip ReedyAbout Skip ReedyAbout Skip ReedyAbout Skip ReedyAbout Skip ReedyAbout Skip Reedy
Skip Reedy is a Mechanical Skip Reedy is a Mechanical Engineer with an MBA in Finance. Engineer with an MBA in Finance. He became a Jonah in 1998 while He became a Jonah in 1998 while a design engineer at Boeing near a design engineer at Boeing near Seattle. He was an internal TOC Seattle. He was an internal TOC consultant on very large Critical consultant on very large Critical Chain projects. He retired to Chain projects. He retired to
create his own consulting firm, create his own consulting firm,
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© 2009 TOCICO. All rights reserved.
create his own consulting firm, create his own consulting firm, CCPM Consulting LLC. Some of CCPM Consulting LLC. Some of his clients are Boeing Satellite his clients are Boeing Satellite
Systems, Puget Sound & Systems, Puget Sound & Portsmouth Naval Shipyards, Portsmouth Naval Shipyards,
Marine Corps Logistics Base and Marine Corps Logistics Base and First Solar. He has worked with First Solar. He has worked with Vector Strategies, Afinitus, Vector Strategies, Afinitus, Accelerate and Goldratt Accelerate and Goldratt
Consulting. He is certified in Consulting. He is certified in CCPM and for Tony Rizzo’s CCPM and for Tony Rizzo’s
CCMPM workshop. CCMPM workshop.
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
BibliographyBibliographyBibliographyBibliographyBibliographyBibliographyBibliographyBibliography
• Never Eat Alone by Keith Ferrazzi
• Mind Capture by Tony Rubleski
• The Three Laws of Performance by Steve Zaffron & Dave Logan
• Million Dollar Consultants by Alan Weiss
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© 2009 TOCICO. All rights reserved.
• Great Boss Dead Boss by Ray Immelman
• Managing the Professional Service Firm by David Maister
• Unique Value Propositions by Tony Rice
• How to Buy and Sell Professional Services by Warren J Wittreich
• Send Out Cards – www.SendOutCards/karenreedy to send a card
• Coaching Stimulus Plan for Leaders by Syl Leduc, Sage Leaders Inc.
TOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 ConferenceTOCICO 2009 Conference
ReferencesReferencesReferencesReferencesReferencesReferencesReferencesReferences
• Business Networking International (BNI)
• International Management Consultants (IMC)
• Landmark Education
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© 2009 TOCICO. All rights reserved.
• Landmark Education
• ToastMasters
• TOCICO