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6 Principles to Work Differently // Question and Reframe

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Infuse design thinking and innovation into your day-to-day work. Creating new value and tackling big problems isn’t contingent on a prescribed sequence or linear design process. It’s about maintaining a core set of principles that create the foundation for a flexible, behavioral methodology to tackle any situation.

Question and Reframe is about challenging assumptions to open up new possibilities.

Published in: Business
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6 Principles to Work Differently // Question and Reframe

  1. 1. Copyright © 2017 Salesforce QUESTION and REFRAME Challenging assumptions to open up new possibilities ignite
  2. 2. “If everyone is thinking alike, then somebody isn’t thinking.” G E O R G E S . P A T O N
  3. 3. Question and Reframe
  4. 4. Copyright © 2017 Salesforce 4
  5. 5. Copyright © 2017 Salesforce 5$99-a-month service, http://www.businessinsider.com/rent-the-runway-unlimited-review-2015-11
  6. 6. Copyright © 2017 Salesforce $ 1 . 6 B I L L I O N A C Q . 6 Significant economic value is created from questioning and reframing $ 2 0 B I L L I O N $ 2 0 B I L L I O N $ 5 , 0 0 0 
 P E R S Q . F T. $ 1 8 B I L L I O N
  7. 7. We aren’t well positioned to challenge the status quo
  8. 8. Copyright © 2017 Salesforce 8 You have an established way of seeing things M E N T A L M O D E L Internal information structure formed from past experience 
 and available information
  9. 9. Copyright © 2017 Salesforce O P E R A T I O N S You are already operating a large organizations based on how things work I N C E N T I V E S People are rewarded to maintain and improve the operation C O N V E N T I O N S Every organization is defined by assumptions, conventions and “they way things work” 1 2 3 Organizations are set-up 
 to work a certain way
  10. 10. Copyright © 2017 Salesforce 10 O P E R A T IO N S IN V E S TM E N T Industry conventions are strong S T R A T E G Y
  11. 11. What shared beliefs might 
 your organization have?
  12. 12. You can intentionally change the way you 
 see things
  13. 13. Question + Reframe Shift the way we think about the problem Challenge our basic assumptions and constraints
  14. 14. Copyright © 2017 Salesforce 14 S O F T W A R E I S A P R O D U C T T H A T I S S O L D T O E N T E R P R I S E S
  15. 15. Copyright © 2017 Salesforce 15 Begin by identifying your assumptions S O F T W A R E I S A P R O D U C T T H A T I S S O L D T O E N T E R P R I S E S Software is a consumable product People want to own their software The units are packages or suites
  16. 16. Copyright © 2017 Salesforce 16 Directly question the assumptions Does it have to be purchased? What value is associated with ownership? What if you could access just want you needed? Software is a consumable product People want to own their software The units are packages or suites S O F T W A R E I S A P R O D U C T T H A T I S S O L D T O E N T E R P R I S E S
  17. 17. Copyright © 2017 Salesforce 17 W H A T I F …Challenging the status quo opens up possibilities Software was rented Instead of suites, programs broke down into functions Customers could create their own modifications
  18. 18. Copyright © 2017 Salesforce 18 A reframe is a statement that defines the problem space in a new way. The new positioning clarifies the opportunity, and allows you to imagine new possibilities.
  19. 19. Copyright © 2017 Salesforce 19 A new position W E U S E D T O T H I N K It was important to own software N O W W E B E L I E V E Software should be a service, not product
  20. 20. Copyright © 2017 Salesforce 20 Big reframes have lasting impacts, and open up many new opportunities It’s not about ownership of music, but access subscription-based services “PARADIGM SHIFT”
  21. 21. Copyright © 2017 Salesforce 21 RESEARCH SCOPE The “customer” isn’t the purchaser but the one experiencing the product DAILY ACTIVITIES Meetings shouldn’t be about communication, but collaboration ENVIRONMENT The most collaborative spaces—kitchens, tables— should be the primary work spaces Reframes can also happen at a smaller scale and impact day-to-day work
  22. 22. Copyright © 2017 Salesforce Continually challenge assumptions to identify new opportunities A S S U M P T I O N S A renewed subscription means a customer is satisfied Q U E S T I O N What are the decision factors that drive a renewal or cancellation? O P P O R T U N I T Y Customers value efficiency more than flexibility TIP #1
  23. 23. Copyright © 2017 Salesforce 23 Simple shifts in approach can lead to seeing things 
 in new ways What trends do you dismiss? What is your company’s success based on? What value do you provide customers? What are the “truths”? TIP #2
  24. 24. Thank you! L e a r n m o r e s a l e s f o r c e . c o m / w o r k d i f f e r e n t l y ignite

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