Mafia Offers: Dealing With a Market Constraint (Chapter 22 of the Theory of Constraints Handbook)Dr. Lisa Lang
Level of TOC knowledge acquired:Advanced and Intermediate
Designed for:Business owners, Consultants and Leaders
This is an individual chapter of Theory of Constraints Handbook. The purpose of this chapter is to introduce you to the Mafia Offer, the Theory of Constraints (TOC) marketing solution. The chapter progresses from the discovery of what a Mafia Offer is, to the guidelines for creating an offer, to how to present an offer, and ends with how the reader can create their own Mafia Offer. A Mafia Offer delivered correctly, can give you better control over your sales. What\\\'s better control? How about closing as much as 80 percent of your opportunities?
- Introduction: What Is a Mafia Offer?
- Do You Have a Market Constraint?
- Developing a Mafia Offer
- Custom Label Printer—An Example
- The Test—Is It a Mafia Offer?
- What Did It Take to Make the Offer?
- Where to Start?
- Sustaining the Advantage and the Offer
- It’s a Business Deal
- The Psychology of Delivering a Mafia Offer
- Can You Create a Mafia Offer?
- The Templates
Comprehensive coverage of the Theory of Constraints
Complete Table of contents of the Theory of Constraints Handbook
- I: What is TOC?
- II: Critical Chain Project Management
- III: DBR, Buffer Management, and Distribution
- IV: Performance Measures
- V: Strategy, Marketing, and Sales
- VI: Thinking Processes
- VII: TOC in Services
- VIII: TOC in Complex Environments
- Theory of Constraints in Complex Organizations
- Applications of Strategy and Tactics Trees in Organizations
- Complex Environments
- Combining Lean, Six Sigma, and the Theory of Constraints to Achieve Breakthrough Performance
- Using TOC in Complex Systems
- Theory of Constraints for Personal Productivity/Dilemmas
- IX: Summary
About the Authors:
James F. Cox III, Ph.D, CFPIM, CIRM, holds TOCICO certifications in all disciplines. He is a Jonah's Jonah, Professor Emeritus, and was the Robert O. Arnold Professor of Business in the Terry College of Business at the University of Georgia. Dr. Cox has written three books on TOC.
John Schleier holds TOCICO certifications in all disciplines. He was President and Chief Operating Officer of the Mortgage Services Division of Alltel, Inc., Executive Vice President of Computer Power, Inc., and Director of Office Systems and Data Delivery for IBM.