Nigel Alexander – Mafia Offer Boot Camp testimonial and case study
Wouldn’t it be great to triple sales to new customers in less than 10 months like Nigel discusses in this video? Nigel was a BIG skeptic, so listen to what he has to say.
Mafia Offer Boot Camp Testimonials and Reviews
“We have increased our sales by 50% within 9 months of going out with our offer.”
Lane G., metal fabricators
“We are a current customer of Dr. Lisa and I must say that the mafia offer that she gave us literally saved my business and helped us grow sales almost 100% since we started (1 year). We to are a small size business and it has worked well, in fact we have to be careful or we will oversell are capacity. Our customers love the offer and we are able to attract new ones with it. Our competitors hate us for our offer. I think we will help change our industry, because of the offer.”
Grady Cope, Owner, Reata Engineering and Machine Works
‘Dr. Lisa is currently helping us determine our best strategy for roll out of a new product offering. Her out of the box thinking has helped us address a brand new market. If you would like to discuss our experience further please give me a call.” Richard Wright, Denver TEC Member 576
“Our company participated in a Mafia Offer Boot Camp in late November 2006. With the ideas and guidance we received from the Boot Camp we have achieved three highly important outcomes. We transformed our historical 60%, on time record to 100% on time, in about six weeks. We have now been 100% on time for the last four weeks. We found …..hidden production capacity and also increased our profitability. We will start bringing our Mafia Offer to market this week. We have never had these kinds of dramatic results, or results so fast with any other thing we have tried, and we have tried everything. This is one program that delivers what they claim.”
While we focused on Drewco’s offer during the boot camp — it answers the question — why change. Once we know what we are working for, the operational changes come much faster. Knowing why to change combined with good leadership (Drewco has excellent leadership!) are the keys.
In August 2007 Drewco had over a 7X increase in premium collect dollars. You can see the Drewco’s mafia offer at www.drewco.com Their new offer is also getting them more internet notice. They expect to have more than doubled their sales by the end of their physical year 2008.
Richard Pettibone, Drewco Corporation – Designer and Builder of special workholding devices.
I wanted to thank you for the “Mafia Boot Camp” I attended in Denver. You helped us realize a Mafia Offer for our company, which we were able to implement immediately within our existing structure. When we have presented this offer to new prospects, we have literally stopped them in their tracks. We are very excited with our offer, and look forward to our continuing relationship with the Science of Business to grow our company.”
Vern Harris, President, The Signtist, Inc. (a custom job shop)
“We participated in a Mafia Offer Boot Camp in 2007. It was a great 3 days! There’s a lot of passion that “hey we can do this” and the offer we developed is so much more powerful than where we started! We are looking forward to the follow up calls and to getting started!”
Bob M, General Manager of a small division of a fortune 100 company
“Dr. Lisa’s Mafia Offer Boot Camp (MOBC) helped us think like our customers. In fact, it’s counter-intuitive approach taught us how to understand and meet our customer’s true needs probably better then our customers understand their own needs themselves. The MOBC is a full immersion program in how to meet customer needs and avoid the negative effects from the way in which we sell to those customers. It provided us with the Best Tools and the Most Effective Process we’ve seen to drive greater sales. Meeting customer needs while eliminating the negative consequences associated with the transaction, transforms sales into a process of building partnerships between us and our customers. And partnerships drive greater sales, which increases revenue and maximizes our profitability. The MOBC approach is the Ultimate Weapon in Sales. In fact, I think Dr. Lisa should rename the MOBC the “USM” (the Ultimate Selling Machine)!”
Mark MacKenzie, Aspectus Group,Consultants
“Thank you for the incredible 3 days at your recent Mafia Offer Boot Camp. This workshop was instrumental in helping us look at our marketing program from a very different perspective. Understanding how our industry affects our potential clients was key to developing a marketing strategy and client presentation for Aspectus Group which presents an offer that cannot be refused. We expect great things going forward as a direct result of participating in this workshop.”
Rick White, CEO, Aspectus Group
“I recently attended the Mafia Offer Boot camp held in Denver. I am excited after completing the 3-day workshop. We developed a completely different sales presentation that succinctly describes the problems created by my industry and presents a low risk win-win solution for retailers, manufacturers and our company. By changing our pricing model and presentation we have created an outstanding opportunity for our customers and our company. Thank you again for your time and help in developing this logical and succinct presentation.”
Richard Wright, Impact Merchandising
“Outstanding. Simply brilliant.”
“At the end of August I had the privilege of attending Dr Lisa’s Mafia Offer Boot Camp. Amazing. I know Lisa is brilliant. Brad the consummate COO. Oh, and yes, insert disclaimer here: Dr Lisa is a client and I may experience financial gain from my efforts to promote the Science of Business.However, I agreed to pay “full boat” as they say for the class. And I accomplished my goal. Which is nothing more (or less) than Lisa promises every attendee:”If you prepare before arriving, pay attention and focus on task, you will leave with a Mafia Offer.”“I did. We created an offer that I honestly believe cannot be refused by the rational business owner. My target prospect. Much like my intensive Jonah training with Dettmer, this boot camp is intense! Come prepared to work. To do your homework. Turn off your cell phone. Focus.”Jeff “ski” Kinsey, Sales 101
Night School English Language Centre underwent a 3 day Mafia Boot Camp in Auckland, New Zealand.
Night School is a Private Training Establishment specializing in second language learning. The client base consists of migrants, international students and working holiday makers. The industry is highly competitive both locally and internationally; a competitive advantage is essential.
The Mafia Boot Camp promised to deliver an offer to the market that could not be refused. The process of creating and refining an individual offer was rigorous and insightful. Lisa and Brad used their specific analytical framework to identify market demands and requirements. Each step of the three day boot camp built a more detailed picture of Night School’s market place. One-to-one brainstorming (with Lisa and Brad) and ‘open’ seminar feedback were invaluable for testing and honing the mafia offer.
As a company Night School has vastly improved its marketing strategies as a direct result of the Mafia Boot Camp. This has meant an adjustment to the product we offer along with a ‘sales pitch’ that is genuinely irresistible to the market. We now have the confidence to approach our clients with a fresh and unique position, a position that cannot easily be replicated by our competitors.
Since attending the boot camp we have used the same analytical framework to create a second mafia offer for a slightly different type of client. We now have a marketing tool that can tailor make offers to suit any specific client.
• Thanks again to Lisa and Brad.
• Malcolm Morrison
“The boot camp provided a step by step way to break down what your clients need, and then help you build a concept and offer that is irresistible to your clients and prospects. Lots of work but should prove valuable in the weeks and months ahead. Thanks for the chance to work with you.” Wilen Media
• Update: “We landed a new $1 million account within 3 months of our boot camp. Now that’s an offer!” Paul Caravello, SVP Sales
“Dr. Lisa is a dynamic speaker and has a very logical and interactive way to lead the group to the “truth”.
The 2 ½ days “private boot camp” has been a great investment: it left us with a brilliant offer, a “mafia offer”, to attract a new group of customers and with a set of thinking-tools we have used to restructure the offer to our existing customer base. As a result, we have increased our sales 80% (That’s 80% increase in sales in 10 months!) and have been able to move the constraint from the market back into the operations.
Thanks Dr. Lisa!”
Alessandro Bernacchia, Guntert & Zimmerman (fabricators of large custom equipment)
Bruce Byrd Mafia Offer Boot Camp Testimonial
“I highly recommend the boot camp. Weather or not you will be able to justify the cost of the boot camp will be based on how well you follow through and implement your Mafia Offer. We have been using ours for targeted commercial/industrial maintenance agreements and have paid for it many times over when we are in a competitive situation. It allows us to separate our company from the competitors and make the close. Your mafia offer has to be something that the competition will not touch and customers see additional value. Good thing to have in these times..
At the boot camp, Lisa will guide you to your own unique Mafia Offer… You will be the person that actually determines and designs your offer. It is something a company could not really do on it’s own.
Think about it. If you close one deal of $100,000 at a premium of $10,000 over your normal profit margin, would it be worth it? Absolutely. Put yourself above the competition and “don’t wrestle with the hogs”. (Low end
The first 30 shops through the Velocity Scheduling System coaching program significantly improved the scheduling and operations of 30 custom job shops and machine shops. These 30 shops improved due date performance (DDP) to at least 97%, reduced lead-time by 50%, all while improving communication and reducing chaos. Isn’t it time for YOU to do the same?
Here’s an email that I was copied on just yesterday. It’s from one of my VSS clients to someone he is recommending the course to:
This is the best system for Manufacturing that I have encountered. This is our next step in the cables shop and covers the entire value stream.
It is a web based course that you take 2 hours twice a week for a month and the person walks you through your specific implementation and helps you through the problems.
We are currently finishing the training and building the new board.
Trust me I have seen and implemented many JIT, Lean Six Sigma systems in the past and this is the best.
I have copied Dr. Lisa the creator and facilitator of the program. She is top notch. As well I am attaching one of her free reports on how the system compares with other systems.
Luis Fernandez Schlumberger Manufacturing Engineer IPC-Cables
It’s amazing what can happen when a team of people participate together and acquire a shared vision.
And did I mention that 3 of the companies participating in group 5 were from multi-BILLION dollar conglomerates?
And 4 of the companies in group 5 were Westinghouse vendors because Westinghouse recommended their vendors sign up?
I just laid out my recommendations, the logic and provided a little motivation. They did all the work.
Tany DiSalvo Velocity Scheduling System Case Study
Tanya DiSalvo, President of Criterion Tool & Die, just sent me this email:
Lisa & Brad-
We finished off our fiscal year end 10/31….. could have never turned things around w/out the V V S.!!!!!! We finished the year in the black because ‘the board’ helped us focus on FINISHING! The last 6 months also saw a serious improvement in on time delivery, and an increase in the volume of orders thru our building. We have accepted a long running project, and feel that the self releasing mechanism of “The Board” has allowed us to tackle this type of work effectively while still serving our job shop type customers. No job gets lost in the shuffle no matter how longs its in the building, and the resources (people) have become utility ball players!
I have included a snapshot since May of our numbers.
Jumped back into Mafia Offer training…. Got the itch to know more!!! THANK YOU!
Tanya DiSalvo Criterion Tool
And here are some of their key metrics:
Criterion has almost doubled the dollars out the door. If you ship twice as much and it only costs you a $5000 course — what happens to your profits?
Tanya is now working on Criterion’s Mafia Offer. Because by implementing the Velocity Scheduling System, they have uncovered capacity. So the next step is to sell that capacity.
If you need to get your operations in order, you can sign up here: www.VelocitySchedulingSystem.com. If registration is closed, you will have the opportunity to get on the waiting list to be notified if there is another session.
Now those are fast results! On day one there is a slight uptick, but on day 2 they have a huge jump in performance.
And just so you don’t think that this was some easy case, some shop that doesn’t have much complexity – let me explain what they do. They machine and then assemble HUGE machines. The lead-time on one of their machines when they started was over 6 months.
Can you imagine the excitement? Can you imagine how bought in everyone is? And, can you imagine the improvement in cash flow?
Vint – VSS Coaching Program Client
Almost everyone who starts thinks that THEIR job shop is too complex and it won’t work for them. But at the same time, they’ve tried everything else and on the crazy chance that the Velocity Scheduling System can help, they decide to try it.
First let me give you some idea of the types shops that are DOING the Velocity Scheduling System.
shops that do all repair work
shops that do 80% repeat work
shops that do all prototypes or all one offs
shops that actually do make parts of space ships!
shops that do repair
shops that work only in-house
shops that work off site (on customer sites) and in-house
shops that do shutdown work and maintenance
shops that just machine and fab new custom complex stuff
shops that do some repeat work, do repair, do maintenance, and do completely new stuff
shops that do a lot of outside processing (plating, heat treat, coatings, sand blasting, etc)
shops that do no outside processing (and some that do it in house)
shops that have 15 employees and shops that have 300 employees and lots in between
But what all of them have in common? They are complex and they have to deal with many of the 9 Challenges. And, because the Velocity Scheduling System is a COACHING program, we walk you through how to customize it for your situation.
Don’t just take my word for it. Here’s business owner Vint Massimini. They do some repeat work, do repair (off site and on site), do maintenance, do completely new stuff, and provide resources for shut downs.
3. Dr Lisa speaking and Maximizing Profitability Reviews and Testimonials
Speaking Testimonials and Reviews
“Your presentation of the concepts was the best I have ever seen. “ Elaine Frost, TOC (Theory of Constraints) Expert
“Thank you so much for taking your time talking with my groups. You are the best speaker we have had this year! Keep it up, Tim Devore, TEC Florida, September 2008
“A thousand thanks for a fantastic presentation. I have been searching for five years to find someone who could raise the level of the ratio study presentation and you did it. The Board and the member were very please with your presentation and gave you high marks.” Frank Sablone, Executive Director TLMI (Tag and Label Manufacturers Institute)
“I really appreciated your presentation to our group yesterday. You are the first speaker I have heard in 5 years who I thought could really help change our business. I would like to know how we could work together to help change my business? I look forward to hearing from you.” – TEC Member, Howard Katz, San Diego Group 466
“Excellent presentation yesterday – engaging, accessible, interesting, well paced, paid attention to the member’s interests and engaged them in the program. You scored a 4.8 for content and a 4.6 for presentation – both high for this group who tend to be critical evaluators….. Thanks for sharing some genuinely new ideas with my group – they really did appreciate it. The members agreed to pursue identifying limiting constraints in the months to come and report out to the other members about what they are and their efforts to overcome them.” – TEC Chair, John Cotter, Group 466
“My TEC 466 group were very enthusiastic (4.8 / 4.6) about Lisa Lang’s presentation on “Maximizing Profitability” earlier this week. Basically, what Dr. Lisa covers is Throughput Accounting and how it helps managers to quickly see if their decisions will increase their company’s profitability. Lisa convincingly demonstrates some of the flaws in traditional cost accounting, and shows how these errors will lead to bad decision making. My members commented that it was the freshest and most useful presentation they’ve had this year.
I strongly recommend you consider this speaker for your groups. Respectfully submitted John Cotter”
”Lisa recently made a presentation to my TEC group, number 394. I had been interested in and studying the Theory of Constraints for a year before Lisa’s presentation. She was not only dead on target but helped me understand the subject matter more completely. Instead of a dull rehash, it was a riveting dash through new material.” Henry Camp, TEC member 394, Louisville
“Thank you for your presentation and showing us how these principles apply in the “real” business world. These theories provide a unique way of viewing our business and the financial impact of decisions. Your understanding and experience of applying these principles to actual businesses is refreshing.” Billy Brewer, Member, Louisville KEY Group 991
“I had been introduced to Theory of Constraints in Graduate School, but I never effectively bridged it from textbook into my organization. Lisa’s presentation provided our group with a crash course on the theory and more importantly showed us how it could impact decision-making in our companies. I rated the overall presentation very high and I think that each member had take-away. But, for those who really got it, they understood it is not some magic pill for their company, but a vehicle for teaching their organization to think differently.” Bill Heinz, Jr., President, H&H Systems and Design, Inc, Member, Louisville Key Group 991
“In today’s time of competitive change, the challenge of managing the real measure of business success, throughput, is critical. Dr. Lisa Lang is one of a handful of experts in the field of Constraint Management theory who is able to help CEO’s grasp these critical concepts. More importantly, Dr. Lisa skillfully guides TEC Members to develop their individual, strategic first steps in the process. Six month after hearing Lisa’s presentation, over half of TEC 576 Members are still implementing her suggestions. She comes with my highest recommendations.” Jean Maxwell, Chair, Denver TEC Group 576
“I’m surprised at how fast our sales prospecting process is improving. Learning HOW TO focus on the better business results that our prospects receive from our offering has significantly increased our closing ratios. Our pipeline is full and we no longer are limited by sales opportunities.” – TEC Member, Brad Stillahn, Denver Group 576
“Thanks for a very stimulating presentation that our group enjoyed and as they continued to ask questions after 4:30 pm still wanted to hear more. Please let me know if you develop your model for maximizing marketing and sales.” Garry C. Yip; Chair – TEC Canada
“Great job. Tuff for some to understand but you got their attention. I will follow up with them and their management team as it works well with their decision making process and ROCE. I will be asking TEC to have you present same to both my Key Group and Tec 113.” Tony Lewis, Chair, Kansas City TEC 112/113/984
“Dear Lisa, A home run!! Or how about a century bike ride in record time – your message was very thought provoking – (the best in my TEC career). The members are energized and ready to look at a new way of thinking – Great Job.” Warm Regards, Jim Volz, Chair, California TEC 538
“The TOC (“Theory of Constraints”) is a fascinating body of work that I find very useful. The “Viable Vision” concept brings together all 4 Goldratt concepts (dealt with in his books) and can have remarkable results. I have worked with Dr Lisa and her colleague (Brad Stillahn) and have used TOC to successfully unravel some very complex problems. I particularly liked the results of the “MAFIA OFFER” work we did. Highly recommended.” -Nigel Alexander, Denver TEC Member
“They say” that the definition of insanity is doing the same thing over and over and expecting different results. Well, thanks to Dr. Lisa et al, we implemented a very different–and much better–way of scheduling. Our due date performance has improved at the same time we reduced quoted lead-times! Brad Stillahn, President, Adstick Custom Labels, Denver TEC Member 576
“Thanks again for that great talk last week on Maximizing Profitability. I was initially skeptical of your message. (For the first hour) The second hour found me saying, “This might work”, and the third hour had me truly excited about the potential. I’m interested in taking the next step…”
Ted Boucher, President/CEO, CALDWELL manufacturing company
“Your presentation today was very thought provoking, especially in light of the extremely competitive manufacturing environment that exists today. I believe many of the principles presented can be utilized by Moroco Companies, LP to enable its two manufacturing companies to reach a Viable Vision.” Richard F. Moroco
“On May 11th , 2005 I attended one of your presentations at a TEC meeting in Pomona, Ca. I was very intrigued by your “Viable Vision” presentation (who would not be?). Since then we have implemented many of the “Viable Vision” principles, and it has allowed us to maintain our sales and gain market share during very difficult times in the construction market.” D. Bruce Himes, Chief Financial Officer, Western Water Works Supply Company
“Lisa, I really enjoyed your discussion with my TEC group last Thursday. Found your approach interesting and potentially helpful for my business. I am thinking about how you might be able to help me with my business. I’ll be in contact…” Bob Hilber, WIS International
” I enjoyed your speech on strategic planning. Your passion and enthusiasm were evident as you delivered a unique much needed message to the brewing and plastics industries. The surprise result of your analysis caused a great deal of discussion and led to a re-examination of fundamental assumptions.” Nina Goodrich, General Manager, Amcor PET Technologies
“I found your presentation on How to Run a Successful Business and Prosper enlightening. You made me realize the importance of measuring and balancing both cash flow and throughput rather than emphasizing one over the other. Thanks!” Donya Fahmy, Dropwise Essentials, 150 Duncan Street, San Francisco, CA 94110-4362
“Dr. Lisa provided a whole new framework for evaluating our company’s resources. Truly outside-the-box presentation. I can’t imagine why any CEO would not take advantage of her ‘mafia offer’.” James Van de Voorde, President, Robert Osher Investment Management, TEC 214
“It was a pleasure meeting you at our Summer Leadership Conference, June 26-28, 2005. I am writing to thank you and let you know how much our attendees enjoyed your well presented and thought-provoking presentation. We received nothing but good reviews from all our attendees, and that is indeed rare. The indication of a good presentation is when you can get your audience talking about the content. You were certainly successful.
We also appreciate your professionalism. Hopefully, we will have the opportunity to have you back at one of our future events.” Robert Willis, The Adhesive and Sealant Council, Inc.
“Doc Lisa also spoke to my TEC group. Since then I have met her quite a few times. She is a very strong Theory of Constraints practitioner. The grand Pooh-Bah of TOC Eli Goldratt chose her to be in charge of marketing for Goldratt Consulting. I know Eli personally and that is saying something. Lisa is very bright and quick minded. She knows her topic. Marketing is an area of emphasis because it is a necessary component of every Viable Vision. I have two companies. One is on a VV with Goldratt marketing. Dr. Goldratt did not want me to try to do two VVs at the same time. As a stop gap measure, my other company did just what you are considering. We developed a mafia offer. It was a huge paradigm shift for my sales folks. One that I’d have handled better if I had someone like Lisa to follow-up with me. The mafia offer customers are now rolling in. The last two months have averaged 20% Gross Profit more than the first 10 months of the fiscal year. The number of prospects in the hopper is 10X what we have already implemented and growing. Net profits are at record levels for our 53 year old company. Margin is increasing. Internal customer service is much easier. Competitors think we are crazy and refuse to copy us.
Please call me anytime to discuss further. Or, just go with Lisa. If you go wrong it won’t be because of her help. (No offense intended.)”-Henry Camp (502) 634-2800
‘Dr. Lisa is currently helping us determine our best strategy for roll out of a new product offering. Her out of the box thinking has helped us address a brand new market. If you would like to discuss our experience further please give me a call.” Richard Wright, Denver TEC Member 576
“We are a current customer of Dr. Lisa and I must say that the mafia offer that she gave us has helped us grow sales almost 100% since we started. We to are a small size business and it has worked well, in fact we have to be careful or we will oversell are capacity. Our customers love the offer and we are able to attract new ones with it. Our competitors hate us for our offer. I think we will help change our industry, because of the offer.” Grady Cope, Denver TEC Member
From: Alejo Canton [email@example.com] Subject: Dr. Lisa – Highly recommended international speaker! Hi everyone, Dr. Lisa Lang (“Dr. Lisa”) is a US TEC speaker who spends most of her time traveling the world. I highly recommend you get in touch with her to see when she’ll be near you; it’s a great opportunity to have a world class speaker address your TEC members. Dr. Lisa spoke at an all city event in Buenos Aires last week and her presentation was a huge success. 200 people attended the event, 100 TEC members and 100 guests. Her presentation on Maximizing Profits and Achieving a Viable Vision is very well suited for international audiences, and she received great reviews. Just wanted to pass that on, we don’t get a lot of opportunities to hear excellent speakers and here’s a resource that will add significant value to your TEC community. You can find her information on the web site. Be well, Alejo.
Dear Dr Lisa,
Thank you for your inspiring presentation to TEC 6 on 3rd May 2006, it certainly invoked a great deal of debate amongst out members.
It was agreed that it caused members to alter perceptions of possible blockages in their respective business. …
Ken Wood, TEC 6 Chair, TEC Australia
I wanted to thank you for sharing your insights with me (us) at the seminar on Tuesday. Having been in the manufacturing software business and consulting with small manufacturers for many years, it was a pleasure meeting and listening to views that I share about business. Right from the get-go I was on the same page. Through all the seminars from MRPII to others, I usually only leave with a couple of ideas and but with enthusiasm. I look forward to working with you on Alfred Industries future. Thanks again,
Jeff L. Becker, General Manager, Alfred Industries
Dr. Lisa Lang Keynote Presentation
March 15, 2007
Dear Dr. Lisa,
Thank you for being our keynote speaker at our NAPM “Executive Night”
monthly meeting. We had a record turn out as a result of displaying your
information on our newsletter and website. The words Maximizing Profitability, and your credentials had a lot to do with the turnout.
As we listened to your speech, it became very interesting to hear an
engineer’s perspective on a topic that all of us have been dealing with for the
past 10 years, “increase your savings with less tools and staff”. At the end, I am sure that many of the members said to themselves, “why didn’t I think of that.”
I have calculated the results of the surveys from the participating members
to find 99% of them gave you an “Excellent” rating. I am sure it was very difficult to pack your presentation into a forty five minute timeframe, but you did a fantastic job. Approximately 75% of our members have over ten years
experience in the Purchasing field and I think you brought forward a new concept to most of them.
Thanks for making our Executive Night a huge success and we hope you
will join us again in the future.
Susan Kellar, C.P.M.
NAPM – Denver
President Elect. – Programs Chair
From: Charlie Hawkins [firstname.lastname@example.org]
Thanks for three outstanding presentations to my Vistage groups last week. You provided what every Vistage chair wants – a stimulating and challenging presentation that will have members examining how they look at their businesses. I will be inviting each member to find ways to evaluate their enterprises using TOC principles, and using TOC to identify the right areas for continuous improvement, LEAN and other processes.
As promised, attached are the verbatim comments written by members on the speaker evaluation forms. As you can see, they appreciated your presentation delivery as well as the content. We’re glad you were on our speaker lineup this year. I hope you and your fiancé enjoyed your trip to Albuquerque, and I hope that our paths cross again.