APPENDIXThe GPS Case Study

This section repackages and elaborates upon content presentedearlier in the book to provide a detailed summaryof the Group Proposal Services team’s journey to EngagedTeam Performance.

Step 1. Commit to Change

It all started on the back of a napkin.

In 2006, a business leader in the specialty benefits division of the Principal Financial Group®, a large financial services firm, invited me to meet for lunch with a newly hired internal change agent. The business leader, Deb Blackman, was the director of Group Proposal Services (GPS), a sales support team that did quoting and proposals in support of the company’s field distribution offices. I had been consulting for her company for a few years, teaching the typical Lean ...

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