turn customer needs into business opportunities
TRANSCRIPT
THE ART OF OPPORTUNITY:Turn Customer Needs into Business Opportunities
Hosted by Jim Kalbach @mural
@artofopp #artofopp
www.theartofopportunity.net
?How do established companies
create new growth in innovative ways
Old world vs. new world
StrategyInnovative Framework
Fresh MindsetCutting Edge Process
Innovative Framework
Traditional Strategy Strategic Innovators
IndustryProductMarket
CustomersNeeds
Experience
Operational ExcellenceProduct Innovation
Customer Relationship
OfferingBusiness ModelRevenue Model
Customer ValueFirm Value
Ecosystem Value
Low costDifferentiation
Niche
[ How to discover an opportunity for new growth ]
THE FIRST PRINCIPLE OF FINDING NEW GROWTH IS THAT YOU’RE ALWAYS BETTER OFF GOING AFTER CUSTOMERS WHO ARE UNDERSERVED OR NEGLECTED. —DAVID BELL Professor
Example | Cardinal Health
Example | Cardinal Health
Procedure Based Delivery System (PBDS®) modulesPBDS® is a medical supply chain process utilizing lean management to deliver improved data, surgical instrument standardization and revenue.
Functional Needs
Emotional Needs
Social Needs
DISCOVER YOUR NEW GROWTH OPPORTUNITY
ARTFUL INNOVATION1 2 3 4 5
THE FIVE PRINCIPLES OF BUSINESS DESIGN THINKING
UNDERSTANDYOUR CUSTOMERAND NONCUSTOMER
COLLABORATION / CO-CREATION ACTIVE ITERATIONHUMAN-CENTERED FOCUS VISUAL THINKING AND STORYTELLING HOLISTIC PERSPECTIVE
Understand Customer Needs,Expectations, and Choice
Identify Barriers to Consumption and Hurdles to Satisfaction
Explore and Visualize Your Opportunity
Three Steps for Validationand Piloting
Learn from Your Pilot
Present Your Validation Data
How to Further Design Your Strategy
Where to Look for Insights
Visualize Your Growth Plan
Map your Resources and Capabilities
Resource Sparks: The Four Dimensions for Mapping andAssessing Resources
Methods to UnderstandYour Firm
Art of Opportunity Growth Types
Frame Your Growth Opportunity
Decision Making Process
Visualize Your Opportunity
Offering Components: Products, Services, and Customer Experience
Offering Sparks: 10 Waysto Design a New Offering
Creating Value: Customer Value, Firm Value, and Ecosystem Value
Visualize Your Strategy
Final Note on CraftingYour Strategy
Revenue Model Components:Revenue Streams, Pricing Mech-anisms, and Payment Methods
Revenue Model Sparks: Revenue Model Questions to Consider
Four Perspectives on The Business Model Concept
Our Definition of a Business Model
Business Model Components: Activities, Resources, Sequence,and Roles
Business Model Sparks: 8 Ways to Design a New Business Model
UNDERSTAND YOUR FIRM
FRAME YOUR GROWTH INITIATIVE
DESIGN YOUR OFFERING
SHAPE YOURBUSINESS MODEL
STRUCTURE YOURREVENUE MODEL
SET YOUR STRATEGY THE INCEPTION PHASE THE EVOLUTION PHASE THE DIFFUSION PHASE
Operational Challenges
Scaling Up for Best Practices
CRAFT YOUR STRATEGY
LAUNCH YOUR NEW GROWTH BUSINESS
MASTERING THE ART:BUSINESS DESIGN THINKING
©2016 SNIUKAS, LEE, MORASKY
WHAT IS BUSINESSDESIGN THINKING?
The Five Principles of Business Design Thinking
Getting Started
WHAT IS STRATEGICINNOVATION?
Where to Play: Find Your Opportunity
How to Play: Craft Your Strategy
How to Win: Create Value
The Five Principles of Business Design Thinking
The Business Design Thinking Way of Working
WHAT IS BUSINESS DESIGN THINKING?
Persona Mapping
Create an Interview Guide
Customer Journey Mapping
Reveal Observation Headlines
Map Your Resources
Map Your Ecosystem
Create Your Growth InitiativeBrief
Explore Your Opportunity Insights
Select Your Opportunity
Visualize Your Opportunity
Growth Initiative Brief
Breakthrough Question
Opportunity Report
Offering Brainstorm
Design Your Offering
Visualize Your Current Business Model
Design Your New Business Model
Flip Your Business Model Assumptions
Revenue Model Card Sort Set Your Strategy
Visualize Your Strategy
Strategy Report
What to Test
How to Test
Start, Stop, Change, Continue
Design Next Steps
Visualize Your Growth Plan
REPORT TEMPLATES
ACTIVITIES
The Art of Opportunity WorkshopSan Francisco Bay AreaMarch 15/16, 2017
in collaboration with
www.theartofopportunity.net/training
DO. OR DO NOT. THERE IS NO TRY.
—YODA Jedi Master
Thank you.
QUESTIONS?
www.mural.co
www.theartofopportunity.net@artofopp#artofopp