Stop Losing Money on Every Sale!: A Roadmap to Business Process Excellence

Dr. Raj Ramesh
Executive Press (2006)
ISBN 9781598723816
Reviewed by Stephanie Rollins for Reader Views (1/07)

I spent 4 ½ years and thousands of dollars on my bachelor’s degree in healthcare business.  The practical information that I used on a regular basis is summed up in Dr. Raj Ramesh’s book “Stop Losing Money on Every Sale!”  Do not let the title fool you; this is not just a book for those in direct sales.  This is a book for anyone who is interested in making their business more efficient and effective.

Dr. Raj Ramesh is an obviously intelligent man who has a talent for simplifying difficult topics and teaching.  “Stop Losing Money on Every Sale!” is loaded with illustrations and stories to reinforce the topics he has simplified.  The font is large.  The book is only 112 pages long, but it is what he teaches—efficient and effective.

Ramesh defines domain knowledge as “Any knowledge that you have that is specific to your industry.”  If you have domain knowledge, you have an edge over your competitors.  He questions whether or not you are using yours to the fullest. 

He also touches on the concept of opportunity costs, though I do not think that word was actually used.  He uses the example of an executive creating a report.  Why not just jot down the notes and let a secretary or assistant go from there?  He broke this down into costs per hour to demonstrate.  Which is cheaper, the executive finalizing his own report or having a secretary do so?  I use the example of a professor cutting coupons.  Is this really the most effective use of her time?  Would she not be better off paying full-price for food items and spending the coupon clipping time consulting or etc…?

Ramesh suggests that each department analyze their processes or systems.  How can they become more effective and efficient?  A little time and money lost on each specific process ends up in a great aggregate loss for the entire process.  Also, Ramesh explains that business process excellence must be passed down through the ranks.  It cannot just end with the executives who decided to implement it.

After deciding to implement business process excellence, look at implementation at each process level.  Is everything in alignment with the ultimate company goal?  Focus on the company mission and common sense can go a long way.

“Stop Losing Money on Every Sale!” is a bit of undergraduate business, economic, and finance all mixed together with practical experience.  This is a must-read!

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