The perspective of a judge who advances using sales experience and failures as nourishment.
A dialogue-based examination that interprets the organization's circumstances from the nuances of the manual, leveraging the insights of small and medium-sized enterprise consultants and their extensive sales experience.
This is a close-up article featuring the chief auditor of the Osaka Certification Department, who has spent nearly a quarter of a century in the certification industry and has an unusual career transition from a sales position. It explains the importance of the "optimal distance from the audited organization" learned from past sales experience and handling complaints, as well as the significance of interpersonal skills. The article discusses the essence of "reading between the lines of the manual" and introduces an approach that delves into the effectiveness of management systems by listening to the unspoken intentions and backgrounds of customers. It conveys the professional attitude that supports all audited organizations, revealing the process through which failures and accumulated experiences in challenging new industries build a "mental encyclopedia," leading to valuable insights through the stages of "shu-ha-ri" (a concept in Japanese martial arts that describes the stages of learning). *You can view the full text from the <PDF download>.*
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