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Stop Competing Start Innovating with Chuck Wall
 

Stop Competing Start Innovating with Chuck Wall

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    Stop Competing Start Innovating with Chuck Wall Stop Competing Start Innovating with Chuck Wall Presentation Transcript

    • Session Hashtag: txnsinnovate
      STOP
      competing.
      START
      innovating.
      Steps
    • Session Hashtag: txnsinnovate
      The business of non-profits
      is the business of innovation.
      (Whatever your mission.)
    • EVERYBODY’S
      TALKING
      ABOUT
      INNOVATION.
    • 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
    • It’s not inventing something new.
    • It is improving something that already is.
    • It’s like regeneration.
    • Why does innovation
      seem so difficult?
    • It’s a Mind Game.
      Customers
      Competition
      Culture
      Market structures and boundaries
      exist only in our minds.
    • 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?
    • 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 I’m smart.
      One of those healthy people.
      But now
      I also need
    • 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.
    • What’s a Value Chain?
      Identifies each entity involved in a transaction between the original
      provider and the end user.
    • Many Choices
      Alums
      Families
      LOCAL NON-PROFIT ORGANIZATION
      Government
      Foundations
      Organizations
      Individuals
      Corporate sponsors
      Local media
      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
      Price
      Ease of use
      Distributors
      Color Selection
      Containers
      Mixing Tools
      Grade quality
      Supplements
    • What They Assumed
      Price
      Ease of use
      Distributors
      Color Selection
      Containers
      Mixing Tools
      Grade quality
      Supplements
    • Contextual interviewing is
      the single most important
      thing you can do in innovation.
    • Understanding them: think, see, feel, hear, say + do
      Thick branch
      Huge wall
      Pipe
      Rope
      Hand fan
      Pillar
    • 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?
    • 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 Nurse’s 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).
    • Insight!
      Before interviews
      After interviews
    • To Be
      Job site ease of use
      Containers
      Supplements
      Disposability / reusability
      Price
      Color Selection
      Distributors
      Grade quality
      Mixing Tools
    • 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
    • To Be
      Job site ease of use
      Containers
      Supplements
      Disposability / reusability
      Price
      Color Selection
      Distributors
      Grade quality
      Mixing Tools
    • 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
      chuck.wall@marketpowergroup.com
      twitter @wallnotes
      marketpowergroup.com