Company Confidential - Do not disclose or discuss these concepts outside
of CleanAir!
The CleanAir Tactics
Business Tactic Explore & Discover - Identify New Market Opportunities Inspect - Identify Our Core Competencies Align - Identify Market Needs For These Core Competencies Rearrange - Package
Competencies For Competitive Advantage Pilot - Confirm Market Case For Package
(Use Client’s Metrics of Value) Specify
- Identify Target Client Characteristics Market Research - Find All Target
Clients Advertise - Communicate Message To
All Target Clients Sell - Create More Demand
Than Can Be Met Have Guts!! - Manage Sales at Capacity
Using Price To Maximize Profits Deliver - Exceed Customer Expectations Using
Defined Processes Reinvest - Use Most Profits To Grow Business Create - Invest Some Profits In
Innovations To Stay Ahead Of Competition Switch - Bale When Profits Dip Below
LCL Or Stays Below Desired Profit For 3 Consecutive Quarters. Start a new
team. Relationship Tactic
Explore & Discover - The best market opportunities are helping
our present clients who get it. We must build trust so that they will share
the information
we need to identify their constraints and market opportunities. Pilot - We should
use our most trusted clients for pilots to protect our proprietary technology
and to identify value. Reinvest - We must reinvest profits to benefit our
business partners. Create - We need to innovate using all tools available.
Partners are a great source of ideas. Encourage, listen and act.
Globalization Tactic
Intro - Establish name recognition using distributor(s) for products. Beachhead
- JV or acquire small engineering service company to start a beachhead. Replicate
- Plan and schedule for each major market worldwide.
Quality Tactic
Define - Identify System And Boundaries. Low Hangs - Identify Major UDE’s
And Constraints And Fix using root cause analysis. Interfaces - Identify Stakeholders. Identify Stakeholders Main Quality Indicators
(QI’s) Data - Select Measurement Which Encompass As Many QI’s As Possible CI
- Constantly Improvement Of Processes By Those In The System (Self Directed
Teams). Innovation - Management Uses Skunkworks For Paradigm Shift Or Process
Reinvention
New Team Tactic
We use the W. L. Gore & Associates Amoeba Principle for New Teams. See: www.Gore.com In addition to a champion a team needs: Entrepreneur or Business Leader
- Technical Leader
- Sales or Market Leader
- D,I,S and C bases covered
Since team members can wear several hats the team can start with as few as
one full time and 2 part-time members.
Day to Day for Everyone
• Understand the CleanAir Tactics. • Be constantly aware that everyone’s job is to know and support
the steps in the Tactics. • Provide feedback for all steps in the CleanAir Tactics.
CleanAir Credo Main Points Related to Tactics
- We believe that environmental responsibility and economic responsibility go hand in hand.
- We pride ourselves on the superior training and experience of our technical staff.
- To us compliance is not the goal, it is the starting point of continual environmental improvement.
- Our objective in working with the customers is to enhance both environmental and financial performance.
- We help industry to make the world a great place to live.
- We support and promote sustainable development.
- We encourage high standards for quality, environmental responsibility and environmental management by industry.
- We help our customers make money.
Our Guidelines as they relate to Tactics
High Value
We are the highest value provider. We understand that systems are to be optimized. We endeavor to define and understand the systems we work in so as not to be a party to sub-optimizing.
Air is Our Dominate Focus
We will lead with air. We work with companies that have air quality responsibilities. We look for air issues as an entry leading to a comprehensive program and a long term relationship.
Business leadership
We will be a proactive advocate on issues connected with the environment and sustainable development;
Policy Development
We will encourage policy development in order to create a framework that allows industry to contribute effectively to sustainable development;
Best Practice
We will provide the forum for our customers to share the best environmental, process, and management practices.
Global Outreach
We will contribute, on a global basis, to a sustainable future for developing nations and nations in transition.
Constraints and Continuous Improvement
Relationships
We build relationships with those who get it. We don’t work with mules. We search out thoroughbreds.
Values and Ethics
We never compromise our ethics. We strive to live our values every day.
We work smarter and harder than our competitors.
Rewards
We work with companies that willingly reward us for the value we deliver. We expect to make a fair profit in everything we do.
New Directions
CleanAir has identified several business opportunities which in the future
may not fit into the existing team business plans. To capitalize on these
opportunities we need to set up small incubator teams which have the
skills, and desire to make success happen.
We have identified some of these opportunities with code names as follows:
• Title V Services
• International JV’s
• Client Gas Management
• Emission Trading
• Internet Sales
• Instrument Teaming
• Neural Net and Predictive Software Application
• World Wide Distributor System
Some of the above opportunities have already been targeted by one or more
CleanAir employees in which case they are looking for team members.
In order to fund any of these we need a team with the right stuff, a business
plan per the CleanAir Tactics and a fit with the CleanAir vision.
A new idea is a job half-done. Implementing the idea is in most cases the hardest part because it requires people who believe in it enough to will it against great odds. A bad idea with dedicated champions has more chance for success than great ideas with mediocre commitment.
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