Our operating model
Revenue =
Business Process.
Four connected cycles produce revenue. People, Process, and Platform support every one of them.
Marketing
Attention to inquiryBrand, channels, campaigns, and lead capture.
Sales
Inquiry to agreementQualification, follow-up, proposals, and the close.
Operations
Promise to deliveryHandoffs, capacity, execution, and quality.
Finance
Delivery to dollarsInvoicing, collections, margin, and reporting.
People
Clear roles. Capable teams.
Accountability for the work.
Process
Defined standards. Useful routines.
Handoffs that hold.
Platform
Connected systems. Reliable data.
Tools that support the process.
“Where there is no standard, there can be no improvement.”
These are connected parts of the same business. The foundations apply across all four cycles, not to just one department.
How to use it
Locate the breakdown.
Then look underneath.
Start where the outcome falls short. Trace the work through the relevant cycle and its handoffs. Then determine whether the cause is unclear ownership, an undefined process, or a system that cannot support the work.
Example: sold work reaches delivery incomplete.
- Cycles: Sales hands work to Operations.
- People: Who owns acceptance of the handoff?
- Process: What information must travel with the job?
- Platform: Does the system require and carry that information?
The fix may involve a standard, training, and a workflow change. Ongoing leadership makes sure the team keeps using it.
Find the cause.
Choose the right response.
A project can implement the change. Leadership can keep the operation accountable.