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Session Hashtag: txnsinnovate <br />STOP<br />competing.<br />START<br />innovating.<br />Steps<br />
Session Hashtag: txnsinnovate <br />The business of non-profits <br />is the business of innovation.<br />(Whatever your m...
EVERYBODY’S <br />TALKING<br />ABOUT<br />INNOVATION.<br />
Session Hashtag: txnsinnovate <br />Goals for today<br />Discover a better way to innovate<br />Share a few NPO innovation...
It’s not inventing something new.<br />
It is improving something that already is.<br />
It’s like regeneration.<br />
Why does innovation<br /> seem so difficult?<br />
It’s a Mind Game.<br />Customers<br />Competition<br />Culture<br />Market structures and boundaries <br />exist only in o...
There are well marked, specific boundaries.<br />
Are you willing to use your common sense?<br />Are you willing to listen to your customers?<br />Are you willing to follow...
Need<br />The awareness of a deficiency<br />VALUE<br />NEED<br />FILTERS<br />Word of mouth<br />ESTEEM<br />Research<br ...
What If Hybrid:  Sweet Beginnings<br />Launched in 2000 in Chicago<br />Most-Important-Customers:  Ex-offenders.<br />Unme...
What’s a Value Chain?<br />Identifies each entity involved in a transaction between the original<br />provider and the end...
Many Choices<br />Alums<br />Families<br />LOCAL NON-PROFIT ORGANIZATION<br />Government<br />Foundations<br />Organizatio...
Who’s The Most Important Customer?<br />
For NPO’s, there are almost always two MIC’s:<br />the recipient of services and the donor.<br />
What’s a Value Curve?<br />A one page visual mapping tool to clearly understand what is most important to your Most Import...
Commercial Paint <br />Manufacturer<br />Price<br />Ease of use<br />Distributors<br />Color Selection<br />Containers<br ...
What They Assumed<br />Price<br />Ease of use<br />Distributors<br />Color Selection<br />Containers<br />Mixing Tools<br ...
Contextual interviewing is <br />the single most important <br />thing you can do in innovation.<br />
Understanding them:  think, see, feel, hear, say + do<br />Thick branch<br />Huge wall<br />Pipe<br />Rope<br />Hand fan<b...
What do they<br />THINK + FEEL?<br />What do they<br />What do they<br />What do they<br />HEAR?<br />SEE?<br />What do th...
Good Careers Academy<br />Launched in 2009 in San Antonio<br />Most-Important-Customers:  South Texas employers and future...
Insight!<br />Before interviews<br />After interviews<br />
To Be<br />Job site ease of use<br />Containers<br />Supplements<br />Disposability / reusability<br />Price<br />Color Se...
Case Study:  826 National<br />Launched in 2002<br />Most-Important-Customers:  Low income students and local donors.<br /...
To Be<br />Job site ease of use<br />Containers<br />Supplements<br />Disposability / reusability<br />Price<br />Color Se...
Prototype<br />
Case Study:  Water of Life<br />Most-Important-Customers:  Poor families in Africa and supporters.<br />Unmet need:  Provi...
Without action, the world would still be an idea.<br />Georges F. Doriot<br />
MARKETPOWER<br />chuck.wall@marketpowergroup.com<br />twitter @wallnotes<br />marketpowergroup.com<br />
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Stop Competing Start Innovating with Chuck Wall

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Stop Competing Start Innovating with Chuck Wall

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

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