stop competing start innovating with chuck wall
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STOP competing.
START innovating. Steps
Session Hashtag: txnsinnovate
The business of non-profits is the business of innovation.
(Whatever your mission.)
Session Hashtag: txnsinnovate
EVERYBODY’S TALKINGABOUTINNOVATION.
Goals for todayDiscover a better way to innovate
Share a few NPO innovations
Excite you about possibilities
Give you specific takeaways
Session Hashtag: txnsinnovate
It’s not inventing something new.
It is improving something that
already is.
It’s like regeneration.
Why does innovation seem so difficult?
Customers Competition
Culture
Market structures and boundaries exist only in our minds.
It’s a Mind Game.
There are well marked, specific boundaries.
Are you willing to use your common sense?Are you willing to listen to your customers?Are you willing to follow a proven process?
ORIGIN NEED
EDUCATION + EXPERIENCE
Word of mouthResearchSalesperson
Direct experienceIndirect experience
ORIGIN
NEED
I need to eat.I still need to eat.
VALUENEED
PSYCHNEED
PERFNEED
ESTEEM
BELONG
But now I also need
Low cost.
More energy.
FILTERS
NeedThe awareness of a deficiency
My family will think I’m smart.
One of those healthy people.
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.
Identifies each entity involved in a transaction between the originalprovider and the end user.
What’s a Value Chain?
Board
Management
Employees
Donors
Volunteers
Partners
Recipients of services
LOC
AL
NO
N-P
RO
FIT O
RG
AN
IZATIO
N
Many Choices
Alums Families
GovernmentFoundations
Corporate sponsors Local media
OrganizationsIndividuals
Existing Future
Who’s The Most Important Customer?
For NPO’s, there are almost always two MIC’s:the recipient of services and the donor.
What’s a Value Curve?A one page visual mapping tool to clearly understand what is most important to your Most Important Customers.
Commercial Paint Manufacturer
PriceEase of useDistributorsColor Selection
Mixing ToolsGrade qualitySupplements
Containers
PriceEase of useDistributorsColor Selection
Mixing ToolsGrade qualitySupplements
Containers
What They Assumed
Contextual interviewing is the single most
important thing you can do in
innovation.
PillarPillar
RopeRopeThick branchThick branch
Hand fanHuge wallPipePipe
Understanding them: think, see, feel, hear, say + do
THINK + FEEL?
HEAR? SEE?
PAIN GAIN
What do they What do they
What do they
What do they
What do they
THINK + FEEL?
SAY + DO?
Good Careers AcademyLaunched 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 technicianComputer Support SpecialistCertified Nurse’s AssistantLicensed Commercial DriversCustomer ServiceSupply 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, resulting in a 90% graduation rate (vs. a 38% rate at for-profit schools).
Before interviews After interviews
Insight!
Price
Job site ease of use
DistributorsColor Selection
Mixing ToolsGrade quality
SupplementsContainers
To Be
Disposability / reusability
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
Price
Job site ease of use
DistributorsColor Selection
Mixing ToolsGrade quality
SupplementsContainers
To Be
Disposability / reusability
Prototype
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.
Without action, the world would still be an idea.Georges F. Doriot
MARKETPOWER
twitter @wallnotes
marketpowergroup.com