Brook + Whittle: Profitable Growth Through 80/20

Executive Introduction

The objectives of this lesson are to explain what is 80/20 and why it is important to your business, 80/20 segmentation, and simplification, the Zero-Up process and its expected impact, 80/20 enabled growth, and a brief overview of the process and timing.

80/20 Deployment

In this training module, you will learn what 80/20 deployment looks like, the critical daily, weekly, monthly, quarterly, and annual processes involved with implementing 80/20, and how to execute each tool in the process.

Introduction to 80/20

The objectives of this training session are to explain what 80/20 is and its importance to your company, the impact to you and your business by adopting an 80/20 mindset, the 80/20 language and tools that help us deliver profitable share gain, and what to expect as we implement 80/20.

Leaders Training Module 1

The objectives of this training session are to explain what is 80/20 and why it is important to our business, what is the impact to you and our organization is by adopting an 80/20 mindset, and a brief overview of the process. 

Leaders Training Module 2

The objectives of this training session are to introduce the Segmentation phase of 80/20, explain the separation of unlike businesses, and introduce two foundational 80/20 tools: quartiles and quads.

Leaders Training Module 3

The objectives of this training session are to introduce the Simplification phase of 80/20 plus strategies for the quads, especially the profit-draining quad 4. 

Leaders Training Module 4

The objectives of this training session are to introduce the Zero-Up phase of 80/20, the Key Ratio diagnostic tool, and explain how a Zero-Up works and what to expect. 

Leaders Training Module 5

The objectives of this training session are to introduce the Grow phase of 80/20, strategies for growing quad 1, and highlight four effective 80/20 growth tools. 

Leaders Training Module 6

The objectives of this training session are to explain the individual impact of 80/20, how our business may look as we implement 80/20, review how the process flows and interacts with various functional areas, and we will close with five things to always remember when utilizing 80/20.

All Associates Training

The objectives of this training session are to explain what 80/20 is and its importance to the business. the impact to you and the business by adopting an 80/20 mindset. The 80/20 language and tools that help us deliver profitable share gain: Strategies for Managing Quads, examples of Differentiated Services for our top customers, and what to expect as we implement 80/20.

Separate Unlike Businesses

In this module we’ll walk through what it means to separate unlike businesses; why it’s important; what to look for when separating unlike businesses; and how to litmus test whether you have a good separation to drive action and results.

Data Collection and Cleaning

In this module we will cover the Data Collection and Cleaning Process; the Process for Creating Quartiles; and Process for Creating Quads. Depending on who is performing the creation process, their knowledge and experience of Excel, Power BI or other analytics tools; some of the final process steps may differ, but this module provides the foundation for the how and what is needed.

80/20 Quartiles and Quads

In this module we will cover Quartiles, Quads, and how to manage the Quads to maximize profit, and growth through 80/20.

80/20 Quad 4 Workshop

In this video, we’ll walk through what the quad 4 workshop is, and why it’s important, the critical inputs, and outputs of this event, and example deliverable. 

80/20 Quads 2 & 3 Simplification

In this module we will cover a refresher on Quads; then dive into techniques to simplify Quad two and Quad three.

RTG Ratio

In this module, you’ll learn what is the Right to Grow Ratio and why it is important, how the Right to Grow Ratio fits within the 80/20 process and the applications of the Right to Grow Ratio as we diagnose and action a business.

80/20 Zero Up

In this module, you will learn what a Zero Up is and why it's important, how the zero up fits within the 80/20 process, and how to set up and execute and impactful Zero up event.

Go To Market Aligned to Quads

In this training module, you will learn how 80's A account coverage differs from 20's B account coverage, the different skill sets required for A accounts versus B accounts, and sales incentive implications for an 80/20 deployment.

80/20 Align Value Streams to Quad 1

In this module we’ll walk through what a value stream is, how it fits within 80/20, what activities and metrics you can use to embed 80/20 within the value stream, and an example. 

Customer Scorecard

In this module you will learn what customers’ scorecards are and why they are important, plus how to implement a customer scorecard process. As well as establishing targets by Quad.

80/20 Quad 1 - Key Account and Target Selling 

Following simplification actions, it is now time to drive 80/20 deeper in the organization by pivoting to growth by focusing on a few individuals and opportunities that can have outsized impact on Quad 1 growth.

Trade Focus

Following simplification actions, it is now time to drive 80/20 deeper in the organization by pivoting to growth by focusing on a few individuals and opportunities that can have outsized impact on Quad 1 growth.

Overserve Differentiation for the A’s​

The objectives of this training is to define overserve by function and provide examples or considerations and then discuss aligning service levels by Quad. Some areas were covered in the Go To Market (GTM) training module and customer scorecard module, but this will provide more details and context.