Marketing Drim Solution Patterns

The market opportunity always exceeds the demand we're seeing.   Here's why:

1. Ideal clients don't even know about us.
2. They're unable to diagnose their need reliably.
3. They aren't clear on our offering's superiority.

Solution: Disseminate - through the networks that influence ideal client decision-makers the most - a highly-targeted, client-perspective-focused need-diagnostic, mapped directly into our product/service portfolio.

Sales Drim Solution Patterns

1. Define and generate sufficient Sales-Ready leads, to reduce wasted sales capacity.
2. Accelerate the buying-cycle (not the sales-cycle), by removing common buying-group friction-points.
3. Gain trusted access to influential people's networks.
4. Batch sales activity by buy-cycle friction points & client to reduce time- & energy-wasting context-switching.
5. Adjust pricing/campaigns to maximise contribution-rate.

Distribution Drim Solution Patterns

Key solution patterns include:

1. Increase availability, reduce total network inventory and increase SKU by centralising stock-holding and replenish more skus more frequently.
2. Synchronise with Marketing and Sales to ensure that we sell more of what we have and less of what we don't.
3. Run marginal-cost market-penetration campaigns.
4. Use Deliberate Mastery to ensure effective in-market sales and support

Operations Drim Solution Patterns

1. Minimise multitasking by batching similar tasks and providing people with interruption-free focus-times.
2. Optimise practices AND processes, by identifying and optimising bottlenecks in each flow.
3. Float process decision-points to the top/start and use procedure guides and diagrams, rather than process guides and diagrams.
4. Codify and disseminate expertise using reverse-engineered, asymmetrical decision-treees.

Production Drim Solution Pattterns

This solution is a slightly adpated version of TOC's DBR/Production solution

1. Minimise waste at and get more through the bottleneck.
2. Synchronise all previous steps to the bottleneck-.
3. Synchronise the bottleneck and sales and marketing: adjust the batch-size appropriately.
4. Only widen the bottleneck (add more capacity) if even the above is not enough to match demand.

Projects Drim Solution Patterns

1. Pool time-, risk-, people-, equipment- and materials-contingency to improve predictability, due date performance and value created.
2. Use RET and PPT, to ensure that everything essential and nothing superfluous is included.
3. Minimise multitasking on current critical path tasks.
4. Ensure that the critical path isn't delayed by other steps, info, equipment, materials or people.
5. Small-batch iterations to minimise time and energy wasted on things that end up being not required.

R&D and PD Drim Solution Patterns

(Product Research & Development)

1. Repeatedly generate and integrate significant alternatives to a starting prototype / provisional solution.
2. Require breakthrough rather than compromise solutions to conflicts, contradictions and trade-offs.
3. Use Pattern Thinking to target and shape soltuions.
4. Run parallel developments, to spread the risk.
5. Iterate towards the ultimate state in batches.
6. Deliberately and repeatedly TEASE the solution.

Finance Drim Solution Patternss

Decision-Ready Operational Reporting:

1. Develop a set of Throughput Accounting Reports to expose the drim opportunity and formula.
2. Establish departmental fixed and contribution-rate targets, to enable informed decision-making.
3. Correct for external factors and common accounting anomalies, so that the noise impact on variation doesn't distort the signal.
4. Work with management to surface and model the primary decision-options accurately.

Management Drim Solution Patterns

Use - and require your people to use:

1. Flow-Optimisation, to work out where to focus.
2. Defrag, to reduce time wasted by unnecessary context-switching.
3. TAPTAS allocate time & energy approrpriately.
4. Provisionals to escape the Peter Principle.
5. A Drim IT to create and maintain focus.
6. Drim Levers: ready-references for challenging situations.
7. Pull-System For Change

Business Improvement Solution Patterns

1. Cross-Functional Flow-Optimsation
2. Commonstream initiatives to use and grow momentum and alignment.
3. Develop, report on and engage on end-to-end drim-dimension-specific KPI's to guide and direct end-to-end focus.
4. Develop an Intervention Funnel and promotion criteria to serialise/parallelise interventions.
5. Engage people by creating a Pull-System for Ongoing Improvement.