The Need And Value Of Root Cause Analysis BY MARK NEELY
pliance may be uncomfortable but, if done well, will lead to growth. I propose that a solid process for Improving Profitability through Reduced Non-Compliance is not only doable, it is necessary if you wish to serve up an attractive product to your customers on a consistent basis and to remain competitive. I would suggest starting with two things: • An Effective Root Cause Analysis • An Effective Action Plan designed to help you avoid being non-compliant in the future. But don’t get ahead of yourself. When a mistake hap- pens, first fix it then analyze it. The Process Once you are back on track with your customer, work with your interdepartmental team and ask these questions: • What happened? • What was supposed to have happened? • Who was involved? • How much did it cost us? • What could we have done differently in order to avoid the mistake? • What actions do we need to take to ensure it doesn’t occur again? There is one ingredient that will help you to answer all six of the above questions effectively and in a way that builds team morale and one ingredient that you must take care to keep from poisoning the process:
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I think of mistakes as unfound treasure. When we are will- ing to look at a mistake soon after it was made, try to figure out how it was made and come up with ways to avoid the same mistake in the future, we have just found treasure we didn’t know existed before. I think of that discovery as a Eureka moment. We’ve just figured out something that is going to make us more profitable, and I am excited. I truly enjoy the feeling that comes from figuring out how to fix something that went wrong. I am afraid, though, that a lot of people don’t relish this particular process of discovery as much as I do. And I get it. There is a lot of discomfort that comes from looking deeply into something that went wrong. A lot of people are worried that they will be blamed for the problem while some others don’t have faith that all the effort that has to go into analyzing mistakes will lead to the promised in- creased productivity and greater profit. So, many companies never take the time to come up with and/or deeply work through a professional, workable, and meaningful process for figuring out how to avoid re- peated mistakes. Comfort Vs. Growth Building and following a process for reduced non-com-
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MARK NEELY Training and Consulting Services
■ Mark has over 25 years experience delivering Sales and Negotiation Training to the Corrugated Packaging Industry ■ Using a 360º approach to developing both External as well as Internal relationships, Mark will help your whole team work together to expand your customer base, create closer ties between departments and build profits ■ Mark specializes in Customized Training Programs and Consulting Services that are created by matching your company’s capabilities to the goals you have set
■ Prospecting and Leads Generation ■ Trust Building and Di erentiation ■ Sales Results Measurement TRAINING TOPIC EXAMPLES
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and Accountability ■ Negotiating Skills
Göpfert Maschinen GmbH | Am Zollwasen 6 | D-97353 Wiesentheid | Germany Phone: +49 (93 83) 205-0 | E-Mail: info@goepfert.de | www.goepfert.de Goepfert Machinery USA Corporation Martin Corall, Director of Sales, Distribution USA/Canada
310-346-5476 markneely5476@gmail.com ■ www.markneelyseminars.com
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Phone: + 1 908 635-3250 | E-Mail: mcorall@goepfertinc.com Tim Rommel, Reg. Sales Manager, Distribution USA North East Phone: +1 315 558-1565 | E-Mail: trommel@goepfertinc.com
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April 28, 2025
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