undercut on price. Instead, there are significant quality and delivery issues
with their products.
I confirm my original thinking. I tell my client that if they don't solve the
quality and delivery issues first, the best training in the world will be a
waste of time.
Because of the
five Whys I have asked my client, the project we define
together is much broader—and has far more impact—than a training
program. I help Kurt lead a substantial effort to overhaul his company's
operations, from production through sales. A client to this very day.
When someone says, “I want
this,” you have to find out what they
really
need. You do this by asking “Why?” You can ask this question
as many as five times, starting with
“Why do you want to do that?”
or
“Why is this happening?”
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