Strategic pipeline analysis

Click the image to watch the introductory lecture

Almost everyone in business has heard of the sales pipeline and there are quite sophisticated tools for managing and reporting from a sales pipeline to create business forecasts. The Ebono Institute has a suite of these tools available in different forms. Most businesses find our spreadsheet based system quite useful.

The Theory of Constraints work of Dr Goldratt, however, puts the pipeline in quite a different context. Based on the principles of chemical engineering, Dr Goldratt’s theory of constraints identifies the bottleneck, constraint, in any business process as the key component of the business that must be kept running at 100 per cent capacity. In most businesses it is the most expensive component, the number of aeroplane or theatre seats .. the capacity of the most expensive item of plant.

By combining the simple analytical tools of the sales pipeline reporting systems with the elegance of Goldratt’s Theory of Constraints, the Ebono Institute has created a powerful analysis and reporting tool that can be expanded and added to as a business owner requires.

The most recent work in this area is the straightforward and simple introduction prepared for Design students at Griffith University. Business students will gain little from the detail of this lecture, but will quickly grasp the overall concept and the ease with which it can be extended.

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