stop competing start innovating with chuck wall

Download Stop Competing Start Innovating with Chuck Wall

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  • 1. Session Hashtag: txnsinnovate
    STOP
    competing.
    START
    innovating.
    Steps

2. Session Hashtag: txnsinnovate
The business of non-profits
is the business of innovation.
(Whatever your mission.)
3. EVERYBODYS
TALKING
ABOUT
INNOVATION.
4. Session Hashtag: txnsinnovate
Goals for today
Discover a better way to innovate
Share a few NPO innovations
Excite you about possibilities
Give you specific takeaways
5. Its not inventing something new.
6. It is improving something that already is.
7. Its like regeneration.
8. Why does innovation
seem so difficult?
9. Its a Mind Game.
Customers
Competition
Culture
Market structures and boundaries
exist only in our minds.
10. There are well marked, specific boundaries.
11. Are you willing to use your common sense?
Are you willing to listen to your customers?
Are you willing to follow a proven process?
12. Need
The awareness of a deficiency
VALUE
NEED
FILTERS
Word of mouth
ESTEEM
Research
PSYCH
NEED
Salesperson
ORIGIN NEED
ORIGIN
NEED
EDUCATION + EXPERIENCE
BELONG
PERF
NEED
Direct experience
Indirect experience
I need to eat.
I still need to eat.
Low cost.
More energy.
My family will think Im smart.
One of those healthy people.
But now
I also need
13. What If Hybrid:Sweet Beginnings
Launched in 2000 in Chicago
Most-Important-Customers:Ex-offenders.
Unmet need:Providing transitional employment upon release from prison.
Innovation:Create a community based business as a pathway back.
57% of the residents of North Lawndale neighborhood of west Chicago have done prison time.
Employees do all the work involved in operations, manufacturing, website maintenance, sales.
Most stay 90 days as a way back with work experience and a resume entry.
Results:Fewer than 4% have gone back to prison compared to 65% national average.
14. 15. Whats a Value Chain?
Identifies each entity involved in a transaction between the original
provider and the end user.
16. Many Choices
Alums
Families
LOCAL NON-PROFIT ORGANIZATION
Government
Foundations
Organizations
Individuals
Corporate sponsors
Local media
Existing
Future
17. Whos The Most Important Customer?
18. For NPOs, there are almost always two MICs:
the recipient of services and the donor.
19. Whats a Value Curve?
A one page visual mapping tool to clearly understand what is most important to your Most Important Customers.
20. Commercial Paint
Manufacturer
Price
Ease of use
Distributors
Color Selection
Containers
Mixing Tools
Grade quality
Supplements
21. What They Assumed
Price
Ease of use
Distributors
Color Selection
Containers
Mixing Tools
Grade quality
Supplements
22. Contextual interviewing is
the single most important
thing you can do in innovation.
23. Understanding them:think, see, feel, hear, say + do
Thick branch
Huge wall
Pipe
Rope
Hand fan
Pillar
24. What do they
THINK + FEEL?
What do they
What do they
What do they
HEAR?
SEE?
What do they
SAY + DO?
PAIN
GAIN
THINK + FEEL?
25. Good Careers Academy
Launched in 2009 in San Antonio
Most-Important-Customers:South Texas employers and future workers.
Unmet need:How to provide a personalized career path and certification for a fraction of the cost as a for-profit training school.
Innovation:Creating a new kind of community partnership.
Careers:
Pharmacy technician
Computer Support Specialist
Certified Nurses Assistant
Licensed Commercial Drivers
Customer Service
Supply Chain Technician (including Internal warehousing, Internal logistics and transportation)
Results:Lifetime earning potential increased by more than $500,000.1,000 annual graduates each year,resultingina90%graduationrate(vs.a38%rate at for-profit schools).
26. Insight!
Before interviews
After interviews
27. To Be
Job site ease of use
Containers
Supplements
Disposability / reusability
Price
Color Selection
Distributors
Grade quality
Mixing Tools
28. 29. Case Study:826 National
Launched in 2002
Most-Important-Customers:Low income students and local donors.
Unmet need:Helping students get the individual attention they need to develop ideas and writing skills due to overcrowded classrooms.
Innovation:Create project-based learning tutoring centers within wacky branded kid magnets like pirate and super-hero retail shops.
To raise funds, inspire creativity, and advertise programs to the local community, most of centers include a street-front retail store filled with unusual products, entertaining signage and books for sale.
8 Chapters:San Francisco, Seattle, Los Angeles, New York, Ann Arbor, Boston, Chicago, Washington DC
30. To Be
Job site ease of use
Containers
Supplements
Disposability / reusability
Price
Color Selection
Distributors
Grade quality
Mixing Tools
31. Prototype
32. Case Study:Water of Life
Most-Important-Customers:Poor families in Africa and supporters.
Unmet need:Providing life sustaining clean water.
Innovation:Create low cost system using existing technology.
Results:Nearly 100,000 systems provided in the first nine months of operation with over
20,000 new supporters inspired to help.
33. Without action, the world would still be an idea.
Georges F. Doriot
34. MARKETPOWER
chuck.wall@marketpowergroup.com
twitter @wallnotes
marketpowergroup.com