Andrew’s area of interest is Sales Process Engineering; the systematic application of scientific and mathematical principles to achieve the practical goals of a particular sales process. He has designed and implemented sales processes based on Lean, Six-Sigma, TRIZ and TOC principles.
In essence Sales Process Engineering is a methodology for controlling revenues not just by top line output, but by the efficiency and effectiveness of the sales process. It is a collection of tools and techniques for designing, measuring and managing sales processes based on manufacturing principles.
A USA and UK business education gives Andrew a wide strategic perspective, with a first degree in Logistics & Marketing from Franklin University, Ohio, an MBA from the University of Leicester (Dissertation on the use of Lean & Six Sigma in the Marketing Process), a Post Graduate Diploma in Sales Management from Portsmouth University, and a Cranfield Fellowship in Manufacturing Management (Project on the use of TRIZ & TOC in sales pipeline management).