@ozinnovation
Chris Vanstone
Niche Organisation Sustainability
within an Open Marketplace
SOME THOUGHTS ON…
We develop and
spread solutions
We help organisations
& systems innovate
Our hybrid 

methodology
!
DESIGN
!
BUSINESS
!
SOCIAL

SCIENCE
!
PEOPLE
!
SUSTAINABILITY
!
CHANGE
!
PROFESSIONAL
EXPERTISE
!
LIFE
EXPERTISE
Co-design
Our
services
!
INSIGHT
!
!
STRATEGY
!
BUSINESS
MODELS
The Open Marketplace
How do you create value for your customers?
Who are your customers, what do they value?
How do you capture value from cust...
Creating Value
Understanding Value
Capturing Value
Who are your customers?
Triple Customer Segmentation
!
PRIMARY CUSTOMER
!
FINANCIAL SUPPORTER
VALUE PROPOSITION
!
OTHER SUPPORTERS
Triple customer segmentation
!
PRIMARY CUSTOMER
!
FINANCIAL SUPPORTER
VALUE PROPOSITION
!
OTHER SUPPORTERS
Opportunity 1:
Help your primary
customer be...
!
PRIMARY CUSTOMER
!
FINANCIAL SUPPORTER
VALUE PROPOSITION
!
OTHER SUPPORTERS
Opportunity 2:
Explore larger
providers as n...
!
PRIMARY CUSTOMER
!
FINANCIAL SUPPORTER
VALUE PROPOSITION
!
OTHER SUPPORTERS
Opportunity 3:
Explore what
value would be f...
What do your customers value?
Job-to-be-done
Creating Value
Understanding Value
Capturing Value
Job-to-be-done
Cheap
Clean
Removable
Expensive
Messy
Permanent
Hanging a picture solutions
Job-to-be-done
Opportunity 4:
Redefine your
customer by job-
to-be-done.
Expand your
customer base.
!
What’s the job to be done for
families in tough times?
How do we enable more
families to thrive and fewer to
enter crisi...
Rapid
ethnography
Card
Sorting
Helpful help Unhelpful help
She understands,

she’s been there
She can’t relate, 

she doesn’t have kids
She helped me do ...
A TACSI Solution
How do you create value for customers?
User Journey
Creating Value
Understanding Value
Capturing Value
Respite /
education /
accom.
Before Core Job Aſter
Help me see
what’s
possible
Help me try
before I buy
Help me be
sure I’m
getting value
for money
Before AſterCore Job
Respi...
Help me see
what’s
possible
Help me try
before I buy
Before Aſter
Help me find
something
different
Core Job
Help me be
sure I...
Help me see
what’s
possible
Help me try
before I buy
Before Aſter
Help me find
something
different
Core Job
?
?
? ?
? ?
?
Hel...
Before AſterCore Job
?
?
? ?
? ?
?
Respite /
cleaning /
rehabilitation
?
Opportunity 6:
Choose what jobs
you want to fulfil.
Co-design
!
PROFESSIONAL
EXPERTISE
!
LIFE
EXPERTISE
co-designing strategy & business models
!
FRAME
ASSUMPTIONS
!
IN OFFICE
!
TEST
ASSUMPTIONS
!
FRAME
ASSUMPTIONS
!
IN OFFICE
!
OUT OF OFFICE
co-designing strategy & business models
To be person centred is to:
Providing choice and control day-to-day
&
Work with your customers
to co-design your business ...
How do you create value for your customers?
Who are your customers, what do they value?
How do you capture value from cust...
Opportunity 1:
Help your primary
customer become
a good financial
customer too.
Opportunity 2:
Explore larger
providers as ...
Co-design Workshops
tacsi.org.au/workshops
Melbourne
Adelaide
Perth
Canberra
Sydney
!
!
!
!
!
Chris Vanstone
@ozinnovation...
Co-design Workshops
tacsi.org.au/workshops
Melbourne
Adelaide
Perth
Canberra
Sydney
!
!
!
Chris Vanstone
@ozinnovation
@ch...
Chris Vanstone The Australian Centre for Social Innovation (TACSI) - Niche Organisation Sustainability within an Open Mark...
Chris Vanstone The Australian Centre for Social Innovation (TACSI) - Niche Organisation Sustainability within an Open Mark...
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Chris Vanstone The Australian Centre for Social Innovation (TACSI) - Niche Organisation Sustainability within an Open Marketplace

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Chris Vanstone, Director of Co-Design, The Australian Centre for Social Innovation (TACSI), SA delivered this presentation at the 5th Annual National Disability Summit 2014. Examining the theme of “Ensuring Sustainable & Successful Disability Reform through the NDIS”, I am proud to present a diverse program showcasing insights and case studies from individuals across the entire Disability Sector to give a realistic and insightful overview of the NDIS rollout to date, and recommendations for moving forward successfully

For more information, please visit https://www.communitycareconferences.com.au/nationaldisabilitysummit14

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Chris Vanstone The Australian Centre for Social Innovation (TACSI) - Niche Organisation Sustainability within an Open Marketplace

  1. 1. @ozinnovation Chris Vanstone Niche Organisation Sustainability within an Open Marketplace SOME THOUGHTS ON…
  2. 2. We develop and spread solutions We help organisations & systems innovate
  3. 3. Our hybrid 
 methodology ! DESIGN ! BUSINESS ! SOCIAL
 SCIENCE ! PEOPLE ! SUSTAINABILITY ! CHANGE
  4. 4. ! PROFESSIONAL EXPERTISE ! LIFE EXPERTISE Co-design
  5. 5. Our services ! INSIGHT ! ! STRATEGY ! BUSINESS MODELS
  6. 6. The Open Marketplace
  7. 7. How do you create value for your customers? Who are your customers, what do they value? How do you capture value from customers? 3 questions for a sustainable business model
  8. 8. Creating Value Understanding Value Capturing Value Who are your customers? Triple Customer Segmentation
  9. 9. ! PRIMARY CUSTOMER ! FINANCIAL SUPPORTER VALUE PROPOSITION ! OTHER SUPPORTERS Triple customer segmentation
  10. 10. ! PRIMARY CUSTOMER ! FINANCIAL SUPPORTER VALUE PROPOSITION ! OTHER SUPPORTERS Opportunity 1: Help your primary customer become a good financial customer too.
  11. 11. ! PRIMARY CUSTOMER ! FINANCIAL SUPPORTER VALUE PROPOSITION ! OTHER SUPPORTERS Opportunity 2: Explore larger providers as new financial customers for niche services
  12. 12. ! PRIMARY CUSTOMER ! FINANCIAL SUPPORTER VALUE PROPOSITION ! OTHER SUPPORTERS Opportunity 3: Explore what value would be for charitable givers in new environment
  13. 13. What do your customers value? Job-to-be-done Creating Value Understanding Value Capturing Value
  14. 14. Job-to-be-done
  15. 15. Cheap Clean Removable Expensive Messy Permanent Hanging a picture solutions
  16. 16. Job-to-be-done Opportunity 4: Redefine your customer by job- to-be-done. Expand your customer base.
  17. 17. ! What’s the job to be done for families in tough times? How do we enable more families to thrive and fewer to enter crisis services?
  18. 18. Rapid ethnography
  19. 19. Card Sorting
  20. 20. Helpful help Unhelpful help She understands,
 she’s been there She can’t relate, 
 she doesn’t have kids She helped me do what I wanted They tell you what to do They were there for me when I needed them They were only available office hours Families in tough times
  21. 21. A TACSI Solution
  22. 22. How do you create value for customers? User Journey Creating Value Understanding Value Capturing Value
  23. 23. Respite / education / accom. Before Core Job Aſter
  24. 24. Help me see what’s possible Help me try before I buy Help me be sure I’m getting value for money Before AſterCore Job Respite / education / accom.
  25. 25. Help me see what’s possible Help me try before I buy Before Aſter Help me find something different Core Job Help me be sure I’m getting value for money Respite / education / accom.
  26. 26. Help me see what’s possible Help me try before I buy Before Aſter Help me find something different Core Job ? ? ? ? ? ? ? Help me be sure I’m getting value for money ? Respite / education / accom.
  27. 27. Before AſterCore Job ? ? ? ? ? ? ? Respite / cleaning / rehabilitation ? Opportunity 6: Choose what jobs you want to fulfil.
  28. 28. Co-design ! PROFESSIONAL EXPERTISE ! LIFE EXPERTISE
  29. 29. co-designing strategy & business models ! FRAME ASSUMPTIONS ! IN OFFICE
  30. 30. ! TEST ASSUMPTIONS ! FRAME ASSUMPTIONS ! IN OFFICE ! OUT OF OFFICE co-designing strategy & business models
  31. 31. To be person centred is to: Providing choice and control day-to-day & Work with your customers to co-design your business model !
  32. 32. How do you create value for your customers? Who are your customers, what do they value? How do you capture value from customers? 3 questions for a sustainable business model
  33. 33. Opportunity 1: Help your primary customer become a good financial customer too. Opportunity 2: Explore larger providers as new financial customers for niche services. Opportunity3: Redefine your customer by job- to-be-done. Expand your customer base. Opportunity 4: Choose what jobs you want to fulfil. Before, during and aſter the main job. Opportunity 5: Co-design your business model. 5 opportunities in the open marketplace Opportunity 3: Explore what value would be for charitable givers in new environment
  34. 34. Co-design Workshops tacsi.org.au/workshops Melbourne Adelaide Perth Canberra Sydney ! ! ! ! ! Chris Vanstone @ozinnovation @chrisvanstone chris.vanstone@tacsi.org.au
  35. 35. Co-design Workshops tacsi.org.au/workshops Melbourne Adelaide Perth Canberra Sydney ! ! ! Chris Vanstone @ozinnovation @chrisvanstone chris.vanstone@tacsi.org.au

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