Factories,
People
& Results
Theory of Constraints, Critical Chain Project Management, Lean : industry consulting & training - Marris Consulting
Webinar - How to sell more with TOC in high mix industries
The Theory Of Constraints applied to Sales
Some companies suffer from a lack of activity, and we often hear: "The constraint is in the market."
This phrase is often expressed as inevitable, even though it is often possible to pull internal levers to overcome this constraint.
This unique webinar, hosted by Philip Marris and Etienne Lecerf, illustrates the application of the Theory of Constraints to Sales, or how to sell more in industries with a high product diversity, and presents simple tips and solutions to increase revenue.
This perspective is supported by the lessons learned from Marris Consulting's numerous assignments in a wide variety of industries over the past 20 years.
Date & Information
Date: Thursday 27th of November 2025
Time: 5:30pm to 6:30pm (CET or UTC+1)
11:30am to 12:30pm (EDT / New York)
Free webinar, in English
Registration mandatory
In B2B sectors with a high product/customer mix, sales teams often face a paradox: a multitude of opportunities, but too little time, focus, and operational alignment to convert them.
When the constraint is in the market, the actions must focus on how to sell more, so part of the work falls on the sales teams. And while one of the reflexes for selling more is to seek out new customers, we will show you in this webinar that there are very often untapped hidden sources of growth among existing customers.
This webinar aims to show you how to uncover these opportunities and how to exploit them by using the Theory of Constraints and, in particular, its improvement process, the "5 Focusing Steps," to identify, address, and even eliminate sales bottlenecks, in order to sell more and more effectively.
However, it would be misleading to think that the responsibility for selling more only falls to sales departments. The webinar also addresses the joint responsibility of sales and operations to increase revenue. Indeed, it is crucial to align commercial promises and operational realities to ensure optimal customer satisfaction, both in the proposed offering and in operational performance of delivery times and product quality.
Join the webinar and discover how:
- The cluster analysis and the white space analysis reveal the untapped potential of your existing customer base (+10-20% increase),
- Throughput accounting transforms pricing into a strategic weapon,
- Operations and Supply Chain can maximize customer satisfaction,
- Sales flow mapping clarifies ythe real constraint: market demand, sales capacity, or delivery performance.
This webinar is aimed at sales departments, as well as executives and operational managers, because breaking market constraints and selling more is a company-wide responsibility.
About Philip Marris
Philip started his Theory Of Constraints journey in 1986 when he joined Creative Output and worked with Eliyahu Goldratt, the founder of TOC and author of the worldwide bestseller “The Goal”. In 1994 he wrote a bestselling TOC textbook in French.
He is also a recognized Lean expert and combines Lean (Manufacturing/Engineering/Management) with TOC. He founded Marris Consulting based in Paris France in 2005.
Half their business is outside of France in Europe and the rest of the world. He is bilingual and bi-cultural French/English. He is very active in the TOC community. He has implemented TOC over 360 times in over 30 countries. His clients include: Altho Brets, Air France, ArcelorMittal, Armée de l’Air et de l’Espace, Ariane Group, Cargill, Charalambides Christis, Danone, Embraer, Espri Restauration, GSK, Heineken, LDC, Lili’s Brownies, Louis Dreyfus, Malteries Soufflet, McDonald's, Procter & Gamble, Pyrex, Rolex, Safran, Siemens, SNCF, SKF, Thales and Yves Rocher, Zodiac Aerospace.
About Etienne Lecerf
Etienne Lecerf is Managing Consultant at Marris Consulting, based in Paris, and has been working alongside Philip Marris for over ten years.
Drawing on the Theory of Constraints, Lean, and industrial engineering, he has led numerous transformation projects in both project-driven and manufacturing environments, in France and internationally — including Saudi Arabia, Spain, Poland, Mexico, the United Kingdom, the Czech Republic, Germany, and Burkina Faso.
A graduate in industrial and mechanical engineering from Arts et Métiers ParisTech, he has supported leading industrial companies in improving their operational performance.
His work spans a wide range of industries such as aerospace, oil & gas, medical devices, software development and IT integration, Defence, rail transport, mining, and more...
To know more about Theory Of Constraints and Critical Chain
About Marris Consulting
Marris Consulting is an industry consulting and training company specialized in the Theory of Constraints (ToC) and Critical Chain Project Management. We focus on improving the performance of manufacturing and process industries by using Constraints Management combined with Lean and Six Sigma. To boost project performance, we also use Critical Chain Project Management (CCPM), which we sometimes combine with Lean Engineering. Our 2-day performance audits, our performance consulting services and our project management, Lean, ToC & CCPM training by our industry consultants offer a wide range of solutions to help our clients around the world reach the highest possible levels of performance.