SALES CAP-Do Canvas or Maybe an A3


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SALES PDCA is the framework I use for the process that takes place in the customer sales and marketing cycle. It is a standard PDCA cycle except the SALES part of the framework is where the sales team gets its directions and coaching from the team coordinator and value stream manager. Within the actual PDCA stage the sales team is empowered to make their own choices and determine their own direction to accomplish the goals of that cycle. This framework was introduced in the Marketing with PDCA book.

Several years ago, I would have just framed this as an A3 report and placed the SALES on the left side and the ECA/PDCA/SDCA/CAP-Do on the right side. However I have decided to use the terminology of a canvas versus an A3 following the concept developed in the Business Model Generation by Alexander Osterwalder. The BMG Canvas has its roots in Design Thinking which I believe is a better conduit for focusing outside the organization.

CAP-Do is a process that I have spent quite a bit of time with lately (You can Learn about using CAP-Do). What makes CAP-Do so attractive is that it assumes we do not have the answers. It allows us to create a systematic way to address the problems (pain) or opportunities (gain) from the use of our products and services. CAP-Do is an emergent process.

The CAP-Do Canvas gives you an outline to address the formulation of teams, the SALES acronym on the left side and on the right side the basic outline to create a CAP-Do cycle. If you want to learn more, I encourage you to consider downloading the Lean Service Design Program. With the program, you receive the Lean Engagement Team and the CAP-Do eBooks.


SALES Cap-Do Canvas PDF Download

Republished with author's permission from original post.

Joseph Dager
Business901 is a firm specializing in bringing the continuous improvement process to the sales and marketing arena. He has authored the books the Lean Marketing House, Marketing with A3 and Marketing with PDCA. The Business901 Blog and Podcast includes many leading edge thinkers and has been featured numerous times for its contributions to the Bloomberg's Business Week Exchange.


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