Client KCP
At TXM we knew the work TXM Director, Ron Spiteri, had done with Kimberly Clark Professional was pretty special, but the significance of this innovative approach to Lean Sales was brought home when it featured in the March edition of the world’s most prestigious business journal, the Harvard Business Review.
Ron has worked over the past two years helping Kimberly Clark Professional (KCP) develop and implement a unique approach to value selling called “Exceptional Workplaces“. Ron has coached the KCP sales and marketing team across the region from Aircraft Heavy Maintenance bases in China to major office buildings in India, to a mine site on a remote Indonesian Island. The result was an innovative set of sales tools and knowledge based on Lean that has now been adopted as the global standard by KCP.
In their March 2015 Harvard Business Review article, “Making the Consensus Sale”
Karl Schmidt, Brent Adamson and Anna Bird explain innovative approaches to selling based on building a consensus with the buying organisation through shared learning about the customer’s needs and process. Here’s how they explain the Kimberly Clark Professional approach that Ron helped develop:
Learn the Key Principles of Lean Solution selling from Ron in this short Lean Minute Video
Learn more about the TXM Lean Sales Approach