
28 THE LEAN ANTHOLOGY
Dylan: Well, I have two kinds of inventory, organizations and can-
didates, and I need both—I’m essentially a matchmaker.
The customer conversion process begins with either a direct
referral or a visit to my website. Whoever it is will look at
my website before contacting me. So my Internet storefront
is really important, because it’s the first thing people will
see. My value proposition and credibility are imperative. It’s
essential to communicate my track record, credentials, and
confidentiality right up front, especially because the industry
I serve most often is connected with homeland security.
Amelia: Yes, I can see t ...