Tag Archives: continuous improvement

Agile for sales, Super7 for sales: the change towards lean sales teams

Agile for sales or Super7 for sales – implementing lean teamwork has great potential for sales effectiveness. In a lean team, individuals can spend a larger share of their time on what they excel in. And it is this excellence that delivers results.

A sales team that truly works together will sell more than the same number of efficient sales agents working independently. Great successes have been achieved in financial services with lean-based ways of working. Agile and Super7 Operations are perhaps the most well-known examples of this. And now, within financial services, experiments are starting with lean-based teamwork in sales.

The required change seems quite big, as sales agents were rewarded for their individual success up to now. This resulted in what I like to call a “lone hero culture”, where successful individuals were valued over team players. In a lean team, team members are willing and able to help each other. The culture will become that of a learning organization. And the team continuously improves on their cooperation and effectiveness, striving towards outsourcing everything but excellence.

Recently, I was invited to a brain storm session on how this Dutch bank can transform its sales organization towards lean sales teams. Together with an expert consultant in sales effectiveness, an Agile Coach, Super7 practitioners and sales managers, we designed the outline for lean sales teams on the basis of our Agile and Super7 Operations experiences. I expect that experiments will start soon and I’m looking forward to seeing the results.
Menno R. van Dijk

Continuous Improvement for Agile and Super7

Kata, Kaizen, DMAIC and Value Stream Re-Design – all Lean improvement methods can be used for Continuous Improvement for Agile and Super7 teams. But what is the best? Which method should we use? This is not an easy question. It depends. It depends on the scale of the desired improvement. It depends on the desired speed of improvement. And, some methods require more specific expertise than others.

Super7’s and Agile teams are faced with the question of which improvement method they should use for Continuous Improvement. They are expected to improve autonomously. Therefore, autonomous teams such as Super7 teams and Agile Teams should know these Lean improvement methods, enough to select the right one for the right problem.

A quick overview of the methods for Continuous Improvement for Agile and Super7

Value Stream Re-Design

  • Improvement of the entire value stream – the end-to-end process from demand to supply
  • Re-design based on principles, most often the Lean Principles of Pull and Flow
  • Uses Value Stream Mapping, a standardized way of visualizing how value flows
  • Large improvements, with often quite extensive impact on people, processes and organization
  • Requires expertise on Value Stream Mapping and Lean

DMAIC

  • Lean Six Sigma improvement project approach
  • Standardized phases: Define, Measure, Analyze, Improve, Control
  • Fact based, measurement based problem solving by eliminating root causes
  • Useful when the root cause of a problem is unknown
  • Requires expertise on statistics, analytics and Lean Six Sigma at Blackbelt level

Kaizen

  • Lean method for small step improvement in one or two days
  • Quick analysis based on available data
  • Improvement based on Lean principles
  • Team of experts and operational employees
  • Participants are made free from their regular work during the kaizen
  • Sometimes facilitated by Blackbelts or Greenbelts

Improvement Kata

  • Continuous improvement as a habit
  • Every day, everyone, the way of the learning organization
  • Many small experiments
  • Discovering the way towards improvement as you go
  • Often supported with the use of Coaching Kata
Improvement Kata

Improvement Kata

On earlier posts on this site (www.cooperationalexcellence.nl) you can find more information on this subject. For instance, how Improvement Kata is applied by Super7 Teams.

 

Menno R. van Dijk.

Hoshin Kanri Policy Deployment to align Agile Squad missions and Tribe purpose

Hoshin Kanri – Toyota’s Lean take on policy deployment – is an excellent tool to align Squad missions and Tribe purpose in an Agile organization. When traditional organizations in Financial Services transform into Agile organizations, new challenges will arise. One of these challenges could well be: how to keep the improvement efforts of all the autonomous Squads aligned with the Tribe’s purpose?

Hoshin Kanri Policy Deployment starts with formulating break-through goals for 3 to 5 years ahead. These are the goals that will make a real impact on the purpose of the tribe. Second step is to translate these break-through goals into one-year goals. This is the annual plan for the tribe, with challenging but achievable goals. Third step is to translate these goals to Squad Missions. These missions describe the processes that need to be improved. Final step is to determine which metrics will show the progress of the improvement. Translating the squad’s improvement goals into KPI’s and targets makes it possible to steer on output and still make sure things are moving in the right direction. The picture below illustrates this.

Hoshin Kanri aligns squads with the tribe purpose

Hoshin Kanri aligns squads with the tribe purpose

The outcome of the Hoshin Kanri Policy Deploycement gets a prominent place on the “Plan” wall in the Obeya Room of the tribe, and the improvement can start within the squads. Squads can be autonomous, because alignment is ensured through the Hoshin Kanri.

Each squad will get to work improving what needs to be improved. They can use their Improvement Kata for small, incremental improvements. Larger improvements require a Kaizen approach. For problems where the solution isn’t clear, DMAIC projects can be started. And the biggest changes require redesign or innovation. But whatever the approach is, the overall progress can be monitored in the KPI’s. This is show in the second picture.

Hoshin Kanri aligns the improvement efforts of squads

Hoshin Kanri aligns the improvement efforts of squads

All these elements together ensure that the squads start improving in the right direction. Of course, it wouldn’t be Agile if there wouldn’t be room to make changes along the way. But this shouldn’t be needed too often. All in all, I’m very excited about using Hoshin Kanri Policy Deployment to align autonomous agile squads with their tribe’s purpose.

Menno R. van Dijk.

Improvement kata to implement change

The principles of the Improvement Kata can be a powerful and effective way to implement any change, including the implementation of Super7 Operations.

The Toyota Improvement Kata, or Lean Kata, is a powerful and proven method for solving problems and driving continuous improvement. And, it can also be applied to implement the change from classical operations to an agile way of working. Recently, I’ve applied the improvement kata for implementing Super7 Operations in an operational back-office.

The Toyota Improvement Kata, or Lean Kata, starts with having a vision. Some companies use the term “Our definition of awesome” for this. Others use policy deployment or Hoshin Kanri to translate the companies purpose, mission and vision to yearly goals. When you implement a different way of working, e.g. autonomous lean teams or Super7 Operations, your vision could for instance be to have your teams achieve full autonomy.

The next step is then to implement the basics. For Super7 Operations, the teams need to learn how they can plan and organize their work. The 7 principles of Super7 Operation need to be introduced. You don’t have to explain everything, learning by doing is very powerful in the first phase. This is in line with the Shu phase of the ShuHaRi approach (see my earlier post on www.cooperationalexcellence.nl).

Then, we don’t plan the transition in the classical way. No milestones. Instead, define the next target condition. For Super7 Operation, this translates to the next level of maturity, on all seven principles of Super7 Operations. For this, we’ve developed a high-over description of each of the 5 levels of maturity, for each principle of Super7 Operations. Next to this, the level of autonomy is also taken into account.

Finally, the team managers and implementation consultants decide on what experiments may help the team to reach the target condition. The actual action will depend strongly on the level of autonomy of the team. Immature teams benefit from instructions, mature teams will come into action when the right coaching questions are asked.

As you can see, this weekly cycle is based on the Improvement Kata. The results so far are very promising indeed. I will certainly continue experimenting with it myself.

Menno R. van Dijk.

Super7 with Quality Improvement as output

Quality Improvement can be used as one of the output targets for Super7 teams within Super7 Operations. The trick is to set a target for the amount of time that a team spends per week on continuous improvement. This target then comes on top of the output target of helping all customers on time in full.

In my book – Super7 Operations, The Next Step for Lean in Financial Services – several examples are given of Super7 teams that use throughput time as target for intra-day self-steering.

Recently, I was asked to help an operations department that wanted to drastically improve their quality and customer satisfaction*. The management had taken a liking to the ideas of Super7 Operations. However, they felt that throughput time as main output wasn’t suitable for their type of work. The daily focus had to be on helping the customers, first time right. And this had to be achieved through continuous improvement. For they strongly believed – as I do – that bottom-up continuous improvement is the best way to sustain strong performance.

*Many companies, especially banks, use the Customer Effort Score (CES) as a metric to customer satisfaction. This didn’t replace Net Promoter Score (NPS) as a metric, but many companies have found that customers aren’t that likely to become promoter after going through a ‘process’ that they regard ‘basic service’ (like opening a savings account, for example).

The teams were given a target for the amount of time that a team spends per week on continuous improvement. This target came on top of the output target of helping all customers on time in full. As the improvements led to better quality and therefore less rework, the amount of time available for continuous improvement was likely to increase over time. We had anticipated this beforehand and developed a system where the weekly improvement time target would automatically be increased each week. This forced a productivity increase and at the same time made sure that the teams would spend enough time working on continuous improvement.

The journey of this particular department has only just begun. Who knows what successes I can report about in the near future?

Menno R. van Dijk.

Do’s and don’ts of managing autonomous teams (or Super7’s) – part IV

Managing autonomous teams, or Super7 teams, requires a different management style than managing regular teams. Here’s part four of the key do’s and don’ts from my practice as a Lean Super7 consultant. This week, we’ll look into the competences that an output-manager needs. When your department introduces Super7 Operations, or other forms of autonomous teams, this may help you to adapt to the new situation you’ll face as a manager.
Do: Adapt to the new situation and experiment with the required competences
Don’t: Expect this change to be easy
Other skills and behaviors are asked from a manager when an organization makes the transition from a classical, input steered organization towards autonomous teams or Super7’s.
Typical skills are:
• Facilitating style, focused on output
• Creativity in developing improvement experiments together with the team
• Drive to improve continuously
• Group focus instead of focus on the individuals
• Flexibility, managers should be able to manage each other’s teams
• Working fact-based, using facts and figures for planning and forecasting
• Analytical; being able to interpret data to challenge the teams and to identify improvement opportunities
Typical behaviors are:
• Proactive in finding improvement opportunities and in implementing improvements
• Focused on customers and customer processes
• Inspiring the team to be customer focused and innovative
• Helping teams and team members in their journey towards autonomy

Keep an eye out for the last post in this series: the most important tip will follow shortly

 

Menno R. van Dijk

 

Do’s and don’ts of managing autonomous teams (or Super7’s) – part III

Managing autonomous teams, or Super7 teams, requires a different management style than managing regular teams. Here’s part three of the key do’s and don’ts from my practice as a Lean Super7 consultant. This week, we’ll discuss the do’s and don’ts of management metrics and dashboards for autonomous teams. When your department introduces Super7 Operations, or other forms of autonomous teams, this may help you to adapt to the new situation you’ll face as a manager.

Do: Use quantitative metrics on output performance

Don’t: regard output as a Boolean function (i.e. true or false, the output has been delivered or the output has not been delivered)

Many managers in Financial Services Operations are used to manage by spreadsheet. When switching to output steering, they might tend to overcompensate. Instead of managing productivity, Fisrt-Time-Right and throughput time, they just evaluate whether the output has been delivered or not. The outcome is black or white, good or bad: either the team made it, or they didn’t. Managers should use quantitative metrics to measure the output. When the target output hasn’t been met, the team should be able to see by exactly how much the target was missed. This allows learning and evaluation of improvement experiments.

Do: Use the well-known Lean steering metrics to evaluate performance and to give the team insight in where they can improve. (.e.g. Efficiency (productivity, availability), First-Time-Right percentage, throughput time)

Don’t: Use these Lean steering metrics to manage the team on a daily basis.

As said, many managers in Financial Services Operations are used to manage by spreadsheet. These spreadsheets may still be of value for autonomous teams or Super7’s. However, the teams should only be managed on their performance against the daily output target. All other metrics should be used to aid in the team’s continuous improvement efforts. Dashboards and spreadsheets give valuable insight in where the autonomous team or Super7 can improve.

Improve performance without performance dashboards

Can you improve performance without operational dashboards? As a consultant, I regularly speak with team managers about their team’s improvement efforts, or the lack of thereof. One cause of stalling improvement that keeps popping up is: “I don’t have accurate data. I can’t do anything about team performance without accurate data.” Of course, performance dashboards can be important for many reasons, for one to give focus to your improvement efforts. But is the absence of performance dashboards a reason not to improve? It doesn’t have to be.

An operational team should be given the responsibility to improve their work on a daily basis. Improvement should be their habit. It should feel weird not to be experimenting at any given time. This works best with autonomous teams, which work together on one common daily goal. The Toyota Kata has taught us that these teams should do frequent, small scaled experiments. And that it is equally important that the team learns from each experiment, as that the performance actually improves.

To start improving, a team needs time (a bit of overcapacity is needed to improve), and direction. The direction – what should the team’s improvement efforts focus on – could be derived from operational dashboards. But, often just as well, the direction could follow from a vision, translated into ‘target states’ (see The Toyota Kata). In Lean companies, the vision would be translated through ‘policy deployment’ or ‘hoshin kanri’ in Japanese, other companies would use for instance year-plans.

With time and direction in place, all a team needs is resourcefulness and a whiteboard. Well, you could do without a whiteboard, but in my experience it’s a great tool for improving and experimenting.

As a manager, ask your teams to start improving with what they know now. In parallel, you can work on perfecting your operational dashboards. Don’t wait for perfect dashboards. Start improving today.

 

Menno R. van Dijk.

Improvement Kata and Coaching Kata: Improvement as a habit

 You can make improving into a habit by practicing the improvement kata and the coaching kata over and over again. Kata (かた) is a ‘style’ of martial arts, aimed at perfect execution of the movements through repeated practicing (“paint the fence, Daniel-San”). By practicing often the routine becomes a habit – you can do it without having to think about it. Learning to drive a car is also an example of this principle: at first, you really need to think about what you doing, and after a while you do it thoughtlessly.

 For Super7 Operations, the combination of the Improvement Kata and the Coaching kata works like charm:

 
  • Improvement in small increments
  • Weekly improvement activities
  • Learning something every week
  • Managing output, not what the team is doing
  • Coaching on improving 
  • A true learning organisation

 Below, I explain how this works in 4 illustrations:

1. The Improvement Kata: weekly experimenting  is the Super7s’ habit

 

Improvement Kata: weekly experimenting  is the Super7s’ habit

Improvement Kata: weekly experimenting is the Super7s’ habit

2. Coaching Kata: Team managers create movement by asking the right questions – steering on output, coaching on improvement

Coaching Kata: Team managers create movement by asking the right questions - steering on output, coaching on improvement

Coaching Kata: Team managers create movement by asking the right questions – steering on output, coaching on improvement

3. Improvement Kata: weekly experiments are the habit of team managers – leading by example

Improvement Kata: weekly experiments are the habit of team managers - leading by example

Improvement Kata: weekly experiments are the habit of team managers – leading by example

4. Coaching Kata: Department manager forms the fundament of the Learning Organisation, steering on output and coaching  improvement

Coaching Kata: Department manager forms the fundament of the Learning Organisation, steering on output and coaching  improvement

Coaching Kata: Department manager forms the fundament of the Learning Organisation, steering on output and coaching improvement

More on Super7 Operations can be found in my book: Super7 Operations – The Next Step for Lean in Financial Services.

 

Menno R. van Dijk

More on Improvement Kata for Lean Super7 Operations

As described in earlier posts, Kata coaching and the Improvement Kata are especially useful in the implementation of Super7 Operations. As you know, the theory and examples of Kata coaching can be found on www.lean.org/kata or in the excellent books and you-tube posts of Mike Rother. In this blog post I’ll explain the Improvement Kata in more detail.

Traditional improvent is project based – see figure 1.

figure 1 - the old way of improving

figure 1 – the old way of improving

The Improvement Kata doesn’t plan the whole route: only the next target condition is clearly defined. See figure 2.

Figure 2 - the Improvement Kata

Figure 2 – the Improvement Kata

The Improvement Kata doesn’t tell you how to get to the next target condition, let alone how to get to your desired situation. It doesn’t tell you which steps to take to reach this year’s target. The Improvement Kata lets you discover the route as you go. See figure 3.

 

Figure 3 - finding the path to improvement

Figure 3 – finding the path to improvement

The improvement Kata is a radically different approach to improvement. It does however show strong similarities to Agile or Scrum software development – but, the improvement Kata is applied on the shop foor, not in project teams or development teams. For me, it’s the best way to get to a true learning organisation and continuous improvement. And only a learning organisation that can improve continuously is capable to cope with the ever changing demands of customers, especially in the current market for Financial Services.

 

Super7 Operations - the Next Step for Lean in Financial Services ; a book by Menno R. van Dijk

Super7 Operations – the Next Step for Lean in Financial Services ; a book by Menno R. van Dijk

Menno R. van Dijk.