M.A.C.H.I.N.E.™
The question it answers
“How should the system or process be engineered?”
The process-engineering framework — a seven-axis inspection of every process.
Core principle
A process isn't fully engineered until you can answer all seven axes.
Overview
What it is.
M.A.C.H.I.N.E.™ is the process-engineering framework. Once BSM™ has diagnosed the behavior and defined the desired outcome, M.A.C.H.I.N.E.™ tells you how to build the actual operating process.
The important distinction: M.A.C.H.I.N.E.™ is not a sequence of seven stages. It is a seven-axis inspection of every process. A process isn't fully engineered until you can answer all seven — Mission, Automation, Checkpoints, Handoffs, Inputs, Numbers, and Exceptions.
It turns a vague sales process into an engineered operating system by asking each axis in turn: what it should accomplish, what technology runs without humans, where verification happens, who receives the work next, what enters the process, what metrics prove it works, and what happens when something deviates.
The Seven Axes
Seven axes, one inspection.
Not a sequence of stages — a seven-axis inspection. A process isn’t fully engineered until every axis is answered.
What is this process supposed to accomplish?
What can technology execute without human intervention?
Where does the process need verification, approval, or quality control?
Who or what receives the work next?
What information, documents, data, or resources must enter the process?
What metrics determine whether the process is working?
What happens when something doesn't follow the normal path?
Worked Example
A lead-to-client process, inspected
Mission
Convert qualified leads into clients.
Automation
Lead routing, notifications, follow-ups, scheduling.
Checkpoints
Qualification and approval.
Handoffs
Marketing → Sales → Underwriting → Fulfillment.
Inputs
Lead information, documents, application, financials.
Numbers
Conversion rate, response time, acquisition cost, revenue.
Exceptions
Missing documents, unqualified leads, stalled deals, unusual circumstances.
Core Principles
How it governs.
Seven axes, one inspection
It isn't a sequence — a process is engineered only when all seven axes are answered.
Engineer after diagnosis
M.A.C.H.I.N.E.™ follows BSM™: understand the behavior, then engineer the process.
Define the exceptions
A process isn't complete until its failure paths are designed, not improvised.
Numbers prove the process
Every process ships with the metrics that prove it works.
In Practice