Merrifield Consulting

by D. Bruce Merrifield

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 1.   Crafting a Good Strategy, Part II

 2.   4 Guidelines for Great "Service Encounters"

 3.   Eight Elements of Service Excellence (PDF version)

 4.   Process Engineering (x) Services

 5.   Value Buying Categories of Customers (PDF version)

 6.   About "Dialogue" (PDF version)

 7.   Anatomy of a Product (PDF version)

 8.   Appreciative Inquiry Exhibit (PDF version)

 9.   Everyone Wins Pay Policy (PDF version)

10.   Monthly Goal Planning Statements (PDF version)

11.   The Big Picture (PDF version)

12.   PBIT Ranking Notes (PDF version)

13.   Customer IQ Quiz (PDF version)

14.   Profitability of Products (?) (PDF version)

15.   Assumptions/Questions For Re-thinking Our Selling Objectives (PDF Version)

16.   The Kinetic Chain of Profit Power (PDF version)

17.   Culturegram - Learning to Learn (PDF version)

18.   Summary of the Class - Enlightenment Questions

19.   Assignment for Weeks 4 & 5

20.   Assignment for Week 6

21.   Assignment for Week 7

22.   "The Fog of War's" Eleven Lessons

23.   " Book Reviews for Reinventing Profit Power

24.   Make Lots of Good, Cheap, Fast Mistakes

25.   CASE STUDY: ABC Distribution Rethinks Their "Profit Power"

26.   Leading From The Middle Of The Organization Chart: Stories and Reading

28.   A Chain Rethinks Marketing Around "Old-to-Old" Matrix

29.   Hub Or Butterfly Economics

30.   Assumptions Behind The "5-5-5 Report"

31.   Question Map For Thinking About Most Profitable Accounts

32.   Question Map For Lead To Gold Accounts

33.   Questions Map For Cracking The Right Target Accounts

34.   Cycle of Mental Model Thinking

35.   What's The Best Pedometer To Buy For Wellness Programs?

36.   Healthy Hydration Facts and Guidelines

37.   Why Drink Alkaline, Ionized Water?

38.   The Total "Detox Path" Starts With "Healthy Hydration"

39.   Steps To Breakthrough Results

40.   Quotes (and comments) About Questions, "Questionate To Innovate"

41.   Thoughts On Waking Up Our Corporate "Luck" Questions

42.   Memo to Branch Managers regarding 2007 plans

43.   Memo to Branch Managers regarding "People, Service, Profits" Metrics

44.   The 5-5-5 Kit

Exhibits 45 - 53 are all part of Fast Growth Management Memes. We have divided it into 9 exhibits.

45.   Fast Growth Management Memes - Overview

46.   Fast Growth Management Memes - Strategic Guidelines, Section One

47.   Fast Growth Management Memes - Management Guidelines, Section Two

48.   Fast Growth Management Memes - Marketing Guidelines, Section Three

49.   Fast Growth Management Memes - Personnel Guidelines, Section Four

50.   Fast Growth Management Memes - Operational Guidelines, Section Five

51.   Fast Growth Management Memes - Innovation Guidelines, Section Six

52.   Fast Growth Management Memes - "Desiderata", Section Seven

53.   Fast Growth Management Memes - Guidelines Scorecard

54.   10 X 10 Innovation

55.   Highlights From Past Downturn Advice

56.   To Re-cap: Merrifield Plays and Waypoint Reports

57.   Recipe For Key Account Selling Contests

58.   Transform "Business Intelligence" Into: "Quantum Profit Management"

         Individual Scorecard for Exhibit 58

        Summary Scorecard for Exhibit 58,

59.   Co-creating Buy-Sell Process Improvements (BSPIs) with Key Accounts II

60.   An introductury memo on three new "change management scripts".

61.   Script 1: More To The Core Sales

62.   Script 2: Turning Lead Accounts Into Gold

62A.   Script 2, Exhibit 1: Sample Agenda For Friendly Customer

62B.   Script 2, Exhibit 2: Supplemental Thoughts For Hard-Nosed Customers (Cherry-Pickers and Cost-Indifferent Bureaucrats)

63.   Script 3: Heroic Acts For Core And Gazelle Target Accounts

64.   Service Excellence Journey

65.   AMZ's Extending Platform; What-If AmazonSupply (AS) Scenarios