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1. What is the method of the exercise and how will I benefit?

The exercise is a rehearsal method; the flow of the work is shown in the story board exhibit. You will work through the story twice gaining expertise.

2. What if I don’t encounter the situation in my work?

Your work situation will not be the same as the exercise at the surface level, but embodies the skills you will need to succeed. The idea is to replicate a situation where people with different skills come together to win in the market using practices associated with an agile organization.

3. What is success?

Maxx is looking for return on sales of 14%, which is an increase from the current 6%. This is the rationale for going after the Smart Appliance Market. Your team will have to work together to achieve or exceed the goal. The goal is not negotiable and will not flex when performance falls behind. You must keep pace to succeed. The time pressure represents the pressure of an integrating team delivering result as expected.

4. How can this work when each of us has different backgrounds?

There are differences in each of our experiences that can be brought to bear. These will be needed to win. There are many creative product approaches to support quick-to-market strategies such as this. Sales campaigns, packaging features, bundling, incentives, financing or leasing programs, alternate configurations such as motors suitable for 50 HZ. electric power. These can double, triple and more the size of served markets. Right product, right place, and at the right time (from Toyota) gains share and profits.

The exercise design incorporates these FAQs from employees:

1. Why does management seem to overlook the difficulties of changing the culture of practice?

Everyone is a leader in supporting and guiding market focused organizational practices for winning in business. Management’s job is to give the work a purpose, induce a contribution, and coordinate and communicate in a culture of transparency.

2. Are we told the real reason for this change?

For an Agile organization to function effectively transparency must be the most powerful guiding principle. Deficiencies as measured by performance in the markets must be worked not hidden.

3. Why do many market initiatives not achieve their goals, but success is still declared

This is very true, however in this exercise the goal is the determining factor and anything less than achieving the goal is unacceptable. The gain in expertise that happens when you achieve the goal is the purpose of the exercise.

4. We don't believe any of the projections of gains arising from improvements in operations.

WTRI’s research has shown that when people are compelled to achieve a non-negotiable goal, they will develop the capability to achieve it, especially if they have the opportunity for rehearsal. Moving the goal risks the development of the ability to achieve it.

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