5 Keys to Unlocking Middle-Market Innovation at Middle Market Executive

MMExec-MediumRecently Primed Associates was featured over at Middle Market Executive. Here’s what we had to say about opportunities for innovation in this space:

When it seems that everyone is talking about innovation these days, you would think most firms are already riding the wave. However, most organizations have only begun to dip their toes into the water and are missing a full understanding of the broad range of ways in which they might innovate their enterprise. For most middle-market companies and even large enterprise firms, innovation is too often viewed only as a particular product suite, and that makes sense — when you consider the term “innovation” is closely tied to invention. Innovation has now come to be understood as offering so much more.

 Today, companies must break out of a product-only innovation mind-set. Furthermore, the focus for innovation need not be only physical. In fact, there are five key areas ripe for innovation in most organizations today.

For the full article go here.

 

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What have you learned?

Regardless of the industry you are in, or your role, the practice of capturing lessons learned should be a regular part of your process, project, program, or strategy review. It helps you and your team avoid the same mistakes and it helps you reframe how you might address issues whether they are similar to what you have previously faced or brand new to you. The best lessons learned should be captured and shared.

Given that it is Summer (at least in the Northern Hemisphere) and that the pace of work might slow (perhaps wishful thinking), it seems like the best time to reflect on what we have accomplished and capture some of what we have learned. This Twitter and List.ly project is a fun and fast way to share some of your innovation lessons learned, in 7 words. There will be prizes for the top 7 as voted by participants. Details below.

7-Word Innovation Lessons Learned

7-Word Innovation Lessons Learned

This July we are sharing 7-Word Innovation Lessons Learned. You Share. We Learn. You Vote. We all Vote for our Favorites. The Top 7 will each receive a matted poster of their Lesson. Tweet your 7-Word Innovation Lesson Learned with #7WILL. Come to list.ly to Learn (& Vote) Winners announced 31 July.

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    1. When innovating, look for questions, not answers.

      When innovating, look for questions, not answers.

      submitted by @Renee_Hopkins

    2. For good ideas you need many ideas

      For good ideas you need many ideas

      submitted by @DrewCM

    3. Innovation isn't one thing, it's every thing.

      Innovation isn't one thing, it's every thing.

      submitted by @greggfraley

    4. You can't innovate if you can't change.

      You can't innovate if you can't change.

      submitted by @OBX_Harvey

    5. Listen and Enliven whilst prototyping and collaborating

      Listen and Enliven whilst prototyping and collaborating

      submitted by @BlueRoom_

    6. Big Ideas Start Life As Small Ideas

      Big Ideas Start Life As Small Ideas

      submitted by @NickKellet

    7. innovation and imagination go hand in hand

      innovation and imagination go hand in hand

      submitted by @ajmunn

    8. Innovation is fed by possibilities, not routine

      Innovation is fed by possibilities, not routine

      submitted by @ajmunn

    9. The right people make all the difference

      The right people make all the difference

      submitted by @DrewCM

    10. Innovate around a problem. keep it simple

      Innovate around a problem. keep it simple

      submitted by @reubentozman

    View more lists from Andrew Marshall

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    Book Review: Relentless Innovation by Jeffrey Phillips

    For an organization to survive and thrive it is not enough to want more innovation, you must have the will to do the work to make the practice of innovation commonplace. Jeffrey Phillips tackles this subject head on in, Relentless Innovation. He offers a path for organizations to make innovation an everyday occurrence in which the whole system of the enterprise is aligned around the discipline of creation.

    One of the frustrations for me, as someone passionately interested in fostering innovation in organizations, is the recognition that unless it is addressed holistically over time innovation is driven from most areas of the enterprise. Innovation means change; and change, like all new elements requires accommodations on the part of organizations which are all too often entirely focused on their efficiency and the immediacy of their effectiveness. This leaves little room for innovation to take hold, let alone flourish.

    This requires a fundamental rethinking of the way innovation is introduced and addressed over time. In Relentless Innovation, Phillips notes that, “If larger firms…don’t relearn innovation and reintroduce it to their business models, they’ll have little competitive advantage left.” He sees that few firms (if any) can afford to rest on their laurels as the pace of innovation continues unabated. To combat that innovation must become a consistent capability, developed, refined, and supported over time.

    In this book Phillips lays out the clearly defined roles and responsibility that executives, middle managers and front line employees have for specific outcomes, ensuring that innovation is everyone’s job. The end result: focused and systemic innovation that becomes business as usual. The reason for that is that sustained innovation is not driven by any one part of the organization or any one role. The myth of the brilliant CEO is exactly that ― sustained innovation is a cultural issue, not an issue of leadership. This is something I emphasize with my clients frequently and consistently.

    Perhaps the more revealing insight at the heart of this book is the concept of the impediment of BAU (Business As Usual) to innovation success. When the organization seeks to protect BAU there is no room to innovate and BAU becomes the order of the day. It makes an organization timelessly unchanging and profoundly uncreative in which the people “have a stake in sustaining a common, consistent operating model to achieve results repeatedly.” Phillips rightly points out that the ever-increasing focus on efficiency is in direct competition with innovation; the risk associated with and necessary for innovation is driven from the hyper-efficient organization.

    To combat BAU and strike a balance between efficiency and innovation Phillips highlights the value of some tried and true business elements, such as clear vision and a focused strategy. He combines those with what he refers to as a “project” versus a “capability” mindset where the outcomes are targeted and defined by resource development over time. His approach makes innovation a process that is repeatable, sustainable and improvable over time rather than a discrete series of one-off events. Relentless Innovation sees that innovation is to be planned for, accounted for and executed with a clear goal of capturing, reusing and developing knowledge over time.

    In that quest for reuse of knowledge Phillips highlights the need for accountability for innovation. Everyone in an organization must be specific about their innovation goals. Executives must link innovation to key strategies, and they must develop measures and metrics to hold innovators—and themselves—accountable. Middle managers must be measured on the performance of their teams in meeting those goals and measures and their team members must be held to account for their contributions to the state of innovation in the enterprise. Without an holistic approach that engages the all aspects of the organization innovation won’t be a fundamental part of the operations it will continue to be an afterthought.

    Above all Relentless Innovation asks the reader to strive to seek a balance between the everyday demands of efficiency and the future focused demands of innovation. There is no magic formula for innovation but in his book Phillips offers a very good mirror so we can see where we are deficient in our own practices and how we might choose to become smarter in our innovation efforts. As with all change, adopting this approach is highly likely to be hard, but what valued discipline isn’t?

    I highly recommend you read Relentless Innovation. Your organization will be better for it.

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    Business Innovation Factory – 7 #BIF7 – Live blogging Sept 21

    See Day 1 here. A big thanks to John Werner at Citizen Schools for sharing some of his fantastic photos from BIF-7.

    To start the day off I had a great conversation with seat mate and recovering journalist, Helen Walters from Doblin. We covered: Conferences. Curation. Presentation delivery bar being raised. And the Conference Industrial Complex. I love her manner of inquiry.

    Saul Kaplan opened the day by reflecting on what the success of the BIF summit means. He noted, “People need to draw their own conclusions because the value is in what you learn as a participant.” Saul also reflected on the fact that innovators, even though they come with deep subject matter expertise, are in constant search for what they are missing. This mindset is something that informs how Roger Martin, Dean of the Rotman School of Business at the University of Toronto thinks about innovation and to whom Saul nodded.

     

     

     

     

     

     

     

    Umair Haque, Director of the Havas Media Lab and author of The New Capitalist Manifesto: Building a Disruptively Better Business, lead the Day 2 presentations by delivering his session live from Pakistan. We talked yesterday about transforming education and healthcare. Haque is focused on transforming the mother of all systems, capitalism.

    Haque opened with the fact that Pakistan has ground to a halt due to an outbreak of Denge Fever.

    What the religious fundamentalists haven’t been able to achieve in two decades, the mosquitoes have accomplished in two months in Lahore. – Umair Haque

    He stated that Pakistan is a functional economy against which he compared the aspirational economy of India. By way of framing his approach to capitalism, Haque quoted from Joseph Shcumpeter’s work, “Can Capitalism Survive?” Schumpeter’s assessment was that no, capitalism cannot survive because the range of needs of human beings is endless and that it will collapse under its own weight. Haque’s additional framing is to offer the concept of the opulent economy and its attendant ills: dumbification, inequity, social unrest, abject poverty. The quest for more, bigger, faster, cheaper, now is going to fade.

    In the place of opulence, Haque offers up a model of capitalism based on fitter, smarter, tougher, closer, and wiser. The term he uses is eudaimonia which is founded in “human flourishing.” This transition will take years, if not a decade according to Haque. However the range of change required is transformational

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    The artist, screenwriter, and author behind “The Polar Express” and many other books, Chris Van Allsburg came to the stage next. He shared a story about Annie Edson Taylor, the first woman to go over Niagara Falls in a barrel. [It should be mentioned I have a relative who self-selected from the gene pull by swimming the river that feeds these Falls, Captain Webb who was a British dare devil.] Van Allsburg’s book is called, “Queen of the Falls”

    In sharing his journey to creating this book, Van Allsburg talked about the narrative choices he made in conjunction with the illustrative choices, such as superimposing a building into the Falls to illustrate their size. He also discussed how he fleshed out her life’s story and how he captured her journey to the moment she decided to go over the Falls in a barrel. She had no experience in barrel-making or dare-devilry and yet, like most innovators, she had a persistent belief in her own vision and the will to drive it to successful completion.

    This presentation offered a glimpse into both the subject of Van Allsburg’s heroine as well as the author artist’s role in capturing her journey in a meaningful and accessible manner. To see and hear how he pulled together the elements of his book into a cohesive whole was intriguing. It was a wonderful and revealing view of the care required to construct meaning.

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    Alexander Osterwalder was a pinch-hitter due to the schedule shift on Day 1 with Erin Mote being called away by Secretary of State, Hilary Clinton, to go to the West Bank. Alex is the lead author/editor of the book, “Business Model Generation”  which was essentially co-created with a large number of practitioners.

    This book arose from Alex’s doctoral thesis which contained the word ontology, which Alex noted is the word that enables you to earn a Ph.D! The first time the book was able to be held by Alex was actually at BIF5 two years ago. And with book in hand Alex found that he struggled to define himself when asked by people – author?, entrepreneur?, public speaker?, academic? None of which seemed to fit. Instead he says he is,

    I’m somebody who likes to *break* the rules and make stuff.

    Alex provided some statistics to create context for the environment into which his book might be delivered. 1,000,000 books published in English in a year. 11,000 of those are business books. Cumulatively there are 250,000 business books competing for shelf-space. Business books sell 250 copies on average. A highly challenging environment in which to launch a new book.

    He identified some of the challenges of business books which sounded like an offshoot of the Goldilocks tale: too heavy, too light, to wordy, to impractical. To break this paradigm Alex and the wider team looked at a very broad range of works for inspiration and sought to cerate a book that they would love to buy. The first step was to hire a designer and assemble a broader team to create and build the ecosystem around the development of the book. The end result is a highly visual book with white space and different ways of laying out the book to engage and attract to ensure the book had a high degree of utility.

    The book became the co-created work of 470 people around the world. They also charged for participation and raised the price of the book time and time again from $24 to $81. The last chance payment was $250 in order to have your name in the book before publication. What was the reason for the attractiveness of the value proposition? Being first. Being a part of something bigger. An opportunity to learn from each other.

    Instead of a marketing budget, the book project had a built in community of people who were proud advocates for the book in the marketplace. The backbone for bringing the book to light was the internet. There was a freemium offer of a third of the book. Then came the challenge of managing the logistics of dealing with shipping all over the way. The initial approach with a Dutch company was an abject failure and then they went back to Amazon for fulfillment. The initial success attracted a large publisher, Wiley.

    The book is available around the world and it has been scheduled to be translated into 22 other languages. The ideas are available around the world and are tearing down the barriers to business everywhere.

    This was a great example of building a community to launch a book to the heights of success.

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    The Co-Founder of Futurlogic, Jon Cropper next came up to talk about seduction a distillation of 15 years of his life into 15 minutes. And he survived being tortured by P-Diddy running his company for a year. He shared nine elements that drive seduction:

    Self awareness – know yourself

    Environmental – the conditions and context of performance

    Design – aesthetics matter (the fusion of a simple exterior with a complex interior – “simplexity”)

    Understanding – listening and compassion

    Communication – the power of great storytelling

    Trust – in others and delivering on your promise

    Inspiration – create an educational, inspirational operating philosophy

    Open – generosity feeds the soul

    New – rejuvenation, repetition and constant renewal

    Cropper offered a series of personal anecdotes and observations that revealed those things that resonate most deeply with him about the power of seduction within innovation.

    Generosity and appreciation create the optimal output performance of your heart.

    ***

    And we’re back from our first morning session and ready for our pre-lunch immersion. The first speaker up  is Andy van Dam. He earned the second computer science degree in the world and is the Thomas J. Watson, Jr., University Professor of Technology and Education and Professor of Computer Science at Brown University. He is interested in exploring the intersection between art and computer science. His focus in this session was using the computer to access traditional artwork that would be otherwise inaccessible.

    He examined the special problems of especially large artworks. With a graduate student driving he explored several large scale pieces of art including: a fresco of Egyptian art (an essential form of storytelling), the Bayeux Tapestry, and the Garibaldi Panorama (which was digitized by Brown University.) The scroll was the popular form of entertainment in its day. Measuring 4½ feet high and 273 feet long, the Garibaldi Panorama is one of the longest paintings in the world. The work depicts the life story of Italian patriot Giuseppe Garibaldi, who played a major role in the unification of Italy. The late Dr. James Walter Smith donated the relic to Brown in 2005.

    In summer 2007, special funding enabled library staff and technicians from Boston Photo, a leading museum reprographics company, to fashion a makeshift photo studio in the central gallery of the Annmary Brown Memorial. They slowly and surely unrolled the panorama — six feet at a time — in order to take 91 digital photographs. The photographs will now be melded into a continuous image online. The genius of this digitization was the arrival of the Microsoft Surface operating system which had a deep zoom technology allowing an incredible level of accessibility and little instruction required to be able to view and explore the artwork.

    There are two modes of access – the walk-up or the viewer mode. The walk-up mode provdes image-only view where the viewer mode introduces additional contextual information, including Ken Burns’-style image inclusion of external data and embedded video. The legibility of the artwork and the additional materials is supported by high definition capture. Additional Photoshop-like tools enable elemental image color manipulation.

    The end goal is to create a platform that can be used by museums and galleries to quickly produce similar art work tours. The Tour Authoring Tool itself is like a basic asynchronous editing suite for video, which enables the addition of multiple digital assets. The tool itself is produced by the Brown Center for Digital Initiatives. They are working with the Forbidden City in Beijing on the Ching Ming Festival Scroll as well as other institutes around the world.

    Display technology is going to be replaced by organic light-emitting diodes which means all surfaces around us will be interactive for display and immersion purposes. The only question is, “What won’t we be able to do?!”

    ***

    Byron Reeves is a Professor at Stanford University; a Behavioral Scientist, Author, and proponent of Interactive Gaming & Virtual Worlds in the Workplace. He came to share his thoughts about gamification and the social implications of the impact of gaming in everyday life and social system change. Reeves is an expert on the psychological processing of media in the areas of attention, emotions, learning, and physiological responses, and has published over 100 scientific papers about media and psychology.

    He noted that most people who study TV as academics profess a disdain for the medium. He, however, professed his love for it. (My wife, Jo, and Professor Reeves have this in common!) To illustrate the impact of captivation and engagement he shared a picture of himself in front of a TV and then showed the complete transformation of immersion via the game experience – in World of Warcraft. This captivation triggered the question about what else you could use this kind of captivation for?

    In supporting his children at their swim meets he had a fortuitous encounter with J. Leighton Read. And Read asked, “Byron, what’s cool in your lab right now?” Which he did. He described the impact of captivation as represented by gaming. When Reeves asked Read the same question, Read described his exploration of the world of work and the chaos of not knowing how to measure what success looked like until the quarterly (or annual) review. Based on this conversation they decided to collaborate.

    How might we wire-up the world of work so that it more closely represented a community-based, collaborative game environment with an epic narrative?

    First they needed to address the stereotyping that pervades the conversation around games. The generation that is growing up in the world of games have integrated them into their lives. The addition of narratives and participation within the context of gaming and their integration with work have the potential to transform the business world.

    The work that gaming prepares you for is complex. Learning through games, arbitrary information, becomes everyday food for thought and becomes a part of its own reward. Engagement at work is a huge issue and Reeves notes that people will make mistakes. But the amount of work in games is only going to increase. Cisco sales reps play a “Closer” game. IBM teams meeting as avatars on projects. The range of examples Reeves shared was incredibly broad and rich and all of them were supported by huge amounts of information technology.

    Reeves noted the danger associated with this effort. The impact of over-engagement and OSHA implications as people develop repetitive strain injuries. Or tax laws given the location of work.

    Reeves left us with the question, “What would it be like if work and play were a little more alike?”

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    Mari Kurashi is the co-founder and president of Global Giving which connects individual and institutional donors directly to social, economic development, and environmental projects around the world. Mari is doing work on the social entrepreneur front to bring problems into alignment with the available range of solutions.

    The questions that Mari is asked are usually framed as “Did you know…?” And her response is that she didn’t have a clue that she would have this kind of impact on the world. To help us understand her journey she recounted her childhood and high school attendance in West Germany and a day trip to see the Berlin Wall. The biggest impact was the way in which the East Germans on the other side of the Wall didn’t turn to look at the people who were looking at them. She was intrigued by this and wanted to understand how a social system could create behavior that was so counter to biological drive.

    She became focused on studying and learning about the Soviet Union (primarily to avoid becoming an “O.L.” and Office Lady in Japan as her visa was in doubt.) In the middle of her Ph.D. studies the Soviet Union began to fall apart and she was dismayed by the fact that political science couldn’t predict this outcome. She went to work at the World Bank (a job that she got “on a fluke”) without any idea what the institution did and what economic development entailed. She was one of three people out of one hundred who could actually speak Russian. She was in the right place at the right time.

    Her passion for wanting to reverse the regime of communism in the Soviet Union was something that Mari was focused on but her time at the World Bank came to an end – in a last chance innovation program. They created a marketplace inside the World Bank in 2000 which essentially used elements of crowdsourcing. The success of this program was hampered by the inability of the World Bank to focus o this. In this realization Mari decided to leave the World Bank to pursue this concept for addressing global poverty.

    The compelling thread that runs through Mari’s narrative is the notion of personal risk. Time and time again she made huge life shifts with little understanding of what she knew or didn’t know. And by approaching her life’s work with beginner’s mind (and what she sees as incredible luck) she made her way in the world.

    Mari brought her presentation back to eudaimonia and the notion of how a virtuous, life well lived fits together. She said, you must decide and practice and choose how best to fit these virtues together. Eudaimonia is a deliberate practice for integration of new options that make sense to you over time.

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    A long-time BIF attendee and presenter Dennis Littky, Co-founder and Director of The Big Picture Company, began with the words, “Highschools suck.” Littky talked about how the current state of our schools and colleges impacts the least prepared the most. The poor, the disenfranchised, the economically disenfranchised suffer the most from education systems that are inflexible and immovable.

    Dennis had one of the students who had participated in The Big Picture Company talked about her personal journey and the power of hands-on learning. She described her education journey interviewing people at BIF and her world travels too. A remarkable perspective on what education might become, if only we have the vision to realize that the tools we need are already at hand. Our minds must change to accommodate new ways of seeing and creating the world.

    Littky shared a sobering statistic – every 12 seconds a child drops out of schools. In our time at BIF7 that was 9600 children. A criminal failure of the highest order.

    Littky shared his work and his focus on fighting to transform the urban school experience as a way of combating this appalling drop-out rate. His work focuses on connecting with kids, finding out about the, finding their passions, and helping them design education experiences that meet their learning needs. Drop-outs lowered to single digits (from 46% in the Providence, RI school district0 and 100% of students who stayed went onto college. As a result the Gates Foundation sponsored a massive expansion of the program worldwide.

    His recent focus was the drop-out rate at the college level. 89% of first generation college attendees drop out. His work is now focused on creating a college that uses the same model of community-based learning and engagement that has been deployed in the secondary schools program. The end result is that the first class of students is graduating this year.

    Next up Littky is going to focus on adult education. What a dynamo he is.

    He is looking for adult mentors; consider connecting with Dennis via Twitter if you think you have something to offer.

    ***
    This ended my sojourn at BIF7.

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    Podcast Interview at Inmagic: Lessons learned from Steve Jobs

    3 qualities of innovative companies: Lessons learned from Steve Jobs

    A couple of weeks ago I was interviewed by the good people who run the podcast for Inmagic (Janelle Kozyra, the host, & Hannah Messenger, the producer).  We had an interesting discussion about the differences of innovation between B2C and B2B enterprises. Which eventually led to Steve Jobs, as all things had that week…

    When Steve Jobs resigned as Apple’s CEO last week, it seemed he was taking with him everything that makes Apple the innovative powerhouse that it is today. Or did he? Apple is arguably the #1 poster child for innovation. But was it all a result of Steve Jobs’ genius, or rather the culture of innovation he’s developed over time?

    Head over to listen to the full podcast (about 30 mins) and see a full transcript.

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    Innovation Schadenfreude: creating value from the misery of others

    The unspoken goal of innovation is to delight. In their delight, the user or recipient of the innovation validates the efforts made on their behalf to dispel their problem. For an innovator the joy comes from recognizing pain, suffering, heartache, or confusion and then conceiving of and designing something that takes that misery away.

    If necessity is the mother of invention, then necessity can be one mean mommy, because innovation requires a challenge to address, and by its very nature, innovation has misery at its root.

    To feel envy is human, to savor schadenfreude is devilish.

    -       Arthur Schopenhauer

    Recently there was a slideshow post at the Huffington Post about the top consumer complaints to the FTC (the Federal Trade Commission, a United States regulatory body ). Over the course of 2010, the FTC received a total of 1,339,265 complaints filed. That’s a whole lot of unhappiness. When I first read this list, given my background in customer service and technical support environments, I was not surprised. It included such complaints as credit card charges, prizes, sweepstakes and lotteries, and identity theft (No. 1 by an 8 percent margin).

    As I considered the list, I began to think of this as a great opportunity for innovation. Any one of these areas could be a huge goldmine for the willing innovator.

     

    Something grim this ways comes

    It is only through labor and painful effort, by grim energy and resolute courage, that we move on to better things.

    -       Theodore Roosevelt

    What about the industries with the highest number of customer complaints? Well, let’s go to the data. At the top of the list are cellular telephone vendors, equipment manufacturers, and network providers. Given the ubiquity of these highly complex devices, seeing this industry at the top of the list is not surprising. What is more interesting is the fact that banks are near the top of this industry survey, too—ahead of collection agencies and used car dealers. The increasing complexity of available services for consumer banking combined with a less-than-transparent approach to fee implementation might make this an area ripe for transformation.

    But the most compelling data from an innovation opportunity perspective is not which industries reside at the top of the list.  The greatest opportunities lie in those industries with the widest margin between customer complaints and the percentage of complaints that are resolved. That is the place of greatest pain. That is also the place where there might be rich human experience that could feed innovative solutions.

    The banks’ attempts to resolve the customer issues see them at the peak. By addressing 100 percent of the complaints within 30 days, they’re not leaving much room for customer attrition. While the cellular phone companies have the most complaints, they are also doing a fairly decent job of addressing customers’ needs in a timely fashion. It’s those companies who deliver large physical products (cars, used cars, furniture) who seem to be failing to resolve customer issues quickly enough. Based on my customer service experience, I see a significant opportunity in this space to convert customers through service and support innovation.

    Make the pain go away. Make a customer for life.

    The enduring unhappiness of the unfulfilled need

    What people need and what they want may be very different.

    -       Elbert Hubbard

    Clayton Christensen described the inherent need behind any successful innovation was a particular “job-to-be-done” by a customer. Here is an article in MIT Sloan Management magazine that highlights the theory behind the approach. The job-to-be-done theory holds that products and services are most successful when they connect a circumstance with a job that customers need to get done. By identifying those jobs people really care about and developing products and services that make it easier to achieve these jobs, companies can identify new markets that they were previously unaware of or that could not be uncovered by traditional market segmentation. The key ”a-ha” is that jobs-to-be-done are actually an indicator of customer pain and frustration.

    When you look at the number of complaints in the segments above, you can choose to see a whole world of hurt. An innovator will see something different: They choose to see a realm of possibility.

    Complaints arise from an unmet need, which often may be simply resolved, except the customer doesn’t know how to access the solution. Sometimes those needs may be quite complex, revealing a gap in functionality or utility that should be closed. Regardless, each and every complaint represents a unique opportunity to fulfill a job-to-be-done. If these needs remain unfulfilled, not only is the innovation opportunity lost, but the unhappiness will extend to the vendor of the product or service as they lose a customer.

    In this light an unfulfilled need is a contagion spreading from customer to customer, and from customer to vendor, the result being a flight to the next possible alternative.

     

    WTF? vs. “Can you hear me now?”

    Art is not only about angst.

    -       John Corigliano

    Those enterprises that seek to exploit the deficiencies in their market segment often make significant strides against their competitors. Take Verizon Wireless. (Full disclosure: the parent company, Verizon, is a client.) One of the greatest complaints about mobile or cellular telephones is the poor service reception and the inability to hear calls. J.D. Power and Associates conducts a semiannual study measuring wireless call quality based on seven problem areas that impact overall carrier performance: dropped calls; static/interference; failed call connection on the first try; voice distortion; echoes; no immediate voicemail notification; and no immediate text message notification. Verizon Wireless saw that improvements in these seven areas would yield a significant return on investment, and so they began innovating to directly address these issues.

    The result? Verizon Wireless began leading the way in call quality improvement, which gave rise to their decade-long advertising campaign with the enduring tag line, “Can you hear me now?” (The campaign was only retired in September 2010.) Perhaps a more compelling reason than age for the end of the campaign is that shifts in wireless phone usage, including smartphone and texting use, as well as an increase in the percentage of wireless calls being made and received inside buildings, has led to a halt in overall call quality improvement. This already has Verizon Wireless’s eye focused on a new complaint: the limitations of mobile bandwidth. Can you say, “Hello, 4G!”?

    Whatever complaints your customers have, don’t disregard them. Take them for the gift they truly are. Because there’s opportunity in their misery, provided you choose to do something about it, and soon.

    This post was originally featured here:

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    Intangible Innovation – lessons to be learned from concrete design in a service-hungry world

    What are you doing to capture feedback on your innovations that have no tangible manifestation?
    How do you determine the value and impact of those experiences that are designed (or not) for your customers when they purchase your services? How do you know that they have had an optimal experience? Satisfaction surveys only go so far. There are other ways to capture the level of service design and experience innovation success.

     

    As far as I can see there is little inherent in the design process that protects design thinkers from these same failures if we choose to tackle abstract, intangible questions such as services, systems and networks. Instead we might imagine how to apply the same rigor and discipline to the design process that has emerged from hundreds of years of practice in the tangible world.

     

    We might concentrate on how to make the process of the design of the intangible as transparent and open to observation as the design of the tangible. We might develop prototyping environments that allow us to learn through failure without catastrophic implications. We might accept that we need better mechanisms for criticism and feedback so that we begin to establish a body of knowledge about what works, and what does not, in the design of these things that don’t go ‘thud’ when we drop them.

    -       Tim Brown, CEO of IDEO (http://designthinking.ideo.com/)

     

    In a post on a similar theme recently, Seth Godin  extolled the virtues of having the designers of services “sign” their work. The rigor and discipline being applied to product development and its attendant innovation should be applied everywhere.

     

    Too often, we blame bad service on the people who actually deliver the service. Sometimes (often) it’s not their fault. Sadly, the complaints rarely make it as far as the overpaid (or possibly overworked) executive who made the bad design decision in the first place. It’s the architecture of service that makes the phone ring and that makes customers leave.

    A catchphrase employed by a client also comes to mind. He is fond of saying, “You touch it, you own it.” In that sense all innovation should be owned. In that light if the original need is not being appropriately addressed, or the problem being adequately resolved, the recipient of the service (or new business process, etc.) can go to the design source to provide feedback and insight into what was missed. The journey to a richly rewarding innovated experience is paved with the feedback of customers and users. Neglect them at your peril.

    The keys to learning lessons from physical product design are to make the intangible concrete; designers and innovators should:

    • Own the design. All designers must take responsibility for their work. The decisions made should be documented and reference-able, regardless of the point of origin. No hiding.
    • Experience the design. All designers should experience their own design. They should prototype it, move through it and live with it. And they should be the first to experience it, “live.”
    • Create a feedback loop in and around the design. Make it perpetual and make responses to that feedback a part of the ongoing evaluation process, too.

    No innovator is omniscient. If experience design is not tied to results accountability for performance is an afterthought but less fleeting than the negativity associated with a bad experience.

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    What the US jobs picture says about the need for innovation here—and abroad

    Periodically, we revisit the aftereffects of the “Great Unpleasantness” and how they are playing out in the global economy. One of the challenges in drawing conclusions based on macro-economic data is that it hides profound local consequences in the shifting of percentage points. In most first-world nations, the current game is watching the unemployment rate. A tick up a few tenths of a percentage point, and the hand-wringing and gnashing of teeth commences. A few ticks down, and a corresponding sigh of relief—if not mild euphoria—in the media is exhibited. Unfortunately, the focus on this sole metric is of little value, as it provides little insight into deeper fundamental challenges at play.

    The recent unrest in Egypt resulting in the reluctant relinquishing of power by the former-President-for-Life Muhammad Hosni Sayyid Mubarak is in large part due to rising unemployment and economic disenfranchisement among the educated youth. Strangely, the reported Egyptian unemployment rate of 9.4 percent was a near-perfect match for the USA’s at this time, yet there is no protest marching in Washington, D.C., or any other US city for that matter.

    A possible reason for that difference is that in the US, there still exists a hope that job growth will come, that the current economic downturn will end, and that people still retain the freedom to reinvent themselves in order to better their present circumstances. This positivity may be the result of the wide range of people affected by unemployment stretching across demographics and therefore not finding commonality among local peers, or the usual buoyant “can-do” US attitude. The current long-term economic outlook would tend to contradict positivity.

    It’s a recession when your neighbor loses his job; it’s a depression when you lose yours.
    - Harry S. Truman

    This is partly due to the depressing news presented to us by those we know and love struggling to come to terms with long-term unemployment, especially among the approximately 7 million people who have joined the 99 Club in the USA: people who have termed out of the available unemployment benefits. They represent slightly less than half of all unemployed…


    Source: Bureau of Labor Statistics

    The unemployment figures don’t take into account a larger swathe of people. The current figure under-represents the chronically underemployed (those working multiple part-time jobs) or those who are contingent (both seasonal workers and contract workers to whom unemployment benefits are unavailable). While the reported unemployment figure of 9.4 percent converts to 14.5 million people, the true picture is closer to 26 million, when the 2.6 million people marginally attached to the workforce are added along with the number of persons employed part-time for economic reasons (sometimes referred to as involuntary part-time workers), which was at 8.9 million as recently as December 2010.

    The hole we must innovate our way out of is a lot deeper than most people recognize. Except, perhaps, for the people at the bottom of it looking up. Where does this leave us?

    Dig and ship versus design and build
    We must start with the reality that corporations cannot guarantee anyone a lifetime job any more than corporations have a guarantee of immortality.
    - John Snow

    Jobs have gone. It’s not that they have been left unfilled, simply awaiting an economic turnaround. The jobs have gone, never to return. Whether replaced by technology-created efficiencies or exported to lower-cost economies, old mainline manufacturing jobs and data processing jobs have disappeared. The auto industry in the US is probably most emblematic of the shift in the US economy. Take the rapid bankruptcy or near-bankruptcy induced reduction in the number of vehicle models in production. This reduction had a cascade of effects up and down each auto manufacturer’s supply chain, from design and raw materials sourcing through to delivery, sales, and distribution—the number of people required to bring products to market has been significantly reduced. Those jobs are not coming back.

    One reason is that local economic factors are tied to global economies now more than ever. Chrysler’s part ownership by Fiat means that cars that would have originally been designed in-house are now shared as platforms across the entire Fiat/Chrysler network. Similarly, General Motors has availed itself of the cover of bankruptcy to increase its investment in global partnerships, perhaps best represented by the success of GM in China. This is represented by the Chinese-designed Buick Lacrosse in the Chinese auto market, where it’s considered a direct competitor to BMW and Mercedes Benz as a luxury vehicle. It’s also seen in the manufacturing joint venture SAIC-GM-Wuling Automobile, which successfully sells minivans under the Wuling badge.

    The offshore manufacturing of US brands is also symptomatic of a greater shift. Brands may reflect national origins, but their point of manufacture may be many thousands of miles from their “home.” The only jobs that seem to be staying put are those that cannot be moved: resource extraction (minerals, metals, and ores), domestic food production, and direct support services (such as trucking, healthcare, hospitality services). The US economy is sliding into a mode in which it provides raw materials to other resource-hungry nations, exporting low value-added ingredients for what will eventually become consumer goods that it will turn around and import. Either that or we’re becoming the Vanna Whites of the global economy.

    It’s not the most intellectual job in the world, but I do have to know the letters.
    - Vanna White

    Recapturing and fostering the spirit of design and build is a necessity if the massive unemployment is to be addressed in any full measure. Which is the whole point: this is a spirit not to be created, but reinvented and restored to the heart of the US economic engine.

    Exporting hope
    The best way to appreciate your job is to imagine yourself without one.
    - Oscar Wilde

    One of the other factors influencing the US jobs situation is the very same “can-do” attitude that kept it ticking over for so long. The problem is that now, given the US’s wholesale exporting of its culture via consumer products, TV, film, and the Internet, that “can-do” attitude has been exported, too. Most recently this has been reflected in a book by Anand Giridharadas, India Calling. Based on his own search to discover his roots as a US-born child of both Northern and Southern Indian parents, Giridharadas recounts the way in which a brain drain of talent is gaining momentum, where Indians are returning to India as they see greater opportunities there than are available in the US. In essence, the US has begun exporting hope.

    Previously, the United States was seen by the entrepreneurial as a promised land. For those with the ingenuity and the willingness to apply themselves, the sky was he limit. The best and the brightest came from around the world to attend its universities, and many stayed, helping to build some of the biggest and most high-performing companies in the world. In recent years, however, the desire of university graduates to stick around has diminished. Yale University professor and immigration researcher Vivek Wadhwa has discovered that many foreign-born workers in high-tech industries are returning home or contemplating such a return. The reasons for this are many, including better economic prospects or job opportunities. That the US, and other developed nations, have seen only recent anemic economic growth compared with developing nations like China or India is not lost on young entrepreneurs or individuals in the early stages of their careers.

    The US is no longer seen as the only place to forge a future for oneself, because it has done such a phenomenal job of exporting its value system to the world. Not necessarily the values of consumerism and voyeurism, although they have been exported too, but primarily the values of hard work, self-reinvention, and yes, innovation. Which leads us to the US response.

    Sputnik moments
    Job security is gone. The driving force of a career must come from the individual.
    - Homa Bahrami

    In his most recent State of the Union address, President Obama noted that this is the time for another “Sputnik Moment” for the US, a time during which there must be sharp realization that complacency and half measures simply will not have the desired effect:

    …The only way to move to full employment is to lay a new foundation for long-term economic growth, and finally address the problems that America’s families have confronted for years. We cannot afford another so-called economic “expansion” like the one from last decade—what some call the “lost decade”—where jobs grew more slowly than during any prior expansion; where the income of the average American household declined while the cost of health care and tuition reached record highs; where prosperity was built on a housing bubble and financial speculation…

    … You see, Washington has been telling us to wait for decades, even as the problems have grown worse. Meanwhile, China’s not waiting to revamp its economy. Germany’s not waiting. India’s not waiting. These nations aren’t standing still. These nations aren’t playing for second place. They’re putting more emphasis on math and science. They’re rebuilding their infrastructure. They are making serious investments in clean energy because they want those jobs.

    The US economy, for so much of the last century the bulwark of the global economy, needs revitalization. In thousands of businesses large and small, the path to success lies in creating space for the millions of underemployed and unemployed, so that these disenfranchised can add their intellectual weight to the economic transformation that must take place. How can we grow, smartly, wisely, and in such a way that we don’t need to strip jobs out of our enterprise every time there is a hiccup in global trade? We must find a way to make innovation not an addition to our enterprises, but the engine at the heart of what makes us successful. We have done it before. Others have learnt from that success.

    We must remember what we have forgotten and get busy.

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    New from Primed Associates – Primed for Innovation Issue 1

    Primed for Innovation Issue 1 - The Innovation Ecosystem

    Primed for Innovation Issue 1:

    Welcome to Primed for Innovation a primer on things to consider when you are interested in improving your organization’s approach to innovation. The following topics are offered as thought starters. [Read more...]
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    Where Good Ideas Come From? Steven Johnson answers the question

    Steven Johnson’s new book, Where Good Ideas Come From: The Natural History of Innovation, explores the way in which new ideas come into being and how innovations are derived from them.

    He explores the spaces that promote innovation and the way in which it sometimes takes many years, and multiple attempts, before an idea will fully take hold. He explores the concept of the “hunch” and the fact that for an idea to become an innovation it sometimes has to be combined with one or more other hunches. All of which provide clues as to what is required in an organization culture to make it more innovation-capable

    Here’s a great overview of the basic themes in the book…

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