The document outlines how to serve as an effective liaison-animateur within an ecosystem by focusing on stakeholder value propositions. It emphasizes the importance of understanding the various jobs, pains, and gains of customers to enhance stakeholder engagement. The key steps include identifying stakeholders, assessing their needs, and delivering solutions that satisfy them.

1. How to Be Your Ecosystem’s
Liaison-Animateur
Norris Krueger
Norris.Krueger@@gmail.com
@entrep_thinking
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2. How to Be Your Ecosystem’s
Liaison-Animateur
Norris Krueger, PhD, RTE
Norris.Krueger@@gmail.com
@entrep_thinking
develop.idaho /Tech Cocktail Boise 2014!

3. Stakeholder Value Propositions
• You have more stakeholders than you know!
[http://goo.gl/EJWwGE ]
• Start with highest leverage stakeholders
– Helping liaison-animateurs makes YOU….
• Distinctive Competence (not Core Comp)
• Want >>> Need
• Understand their “job”
• Understand their pain
• Understand their gain
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4. Value Proposition Canvas
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5. Customer Jobs
• What functional jobs is your customer trying
get done?
• What social jobs is your customer trying to get
done?
• What emotional jobs is your customer trying
get done?
• What basic needs is your customer trying to
satisfy?
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6. Customer Pains
• What does your customer find too costly?
• What makes your customer feel bad?
• How are current solutions underperforming for your customer
• What are the main difficulties and challenges your customer
encounters?
• What negative social consequences does your customer
encounter or fear
• What risks does your customer fear?
• What’s keeping your customer awake at night?
• What common mistakes does your customer make?
• What barriers are keeping your customer from adopting
solutions?
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7. Customer Gains
• Which savings would make your customer happy?
• What outcomes does your customer expect and what
would go beyond his/her expectations?
• How do current solutions delight your customer?
• What would make your customer’s job or life easier
• What positive social consequences does your customer
desire?
• What are customers looking for?
• What do customers dream about?
• How does your customer measure success and failure?
• What would increase the likelihood of adopting a solution?
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8. • Identify stakeholders; identify what they
want (then see what you can help with)
• Deliver it.
• Have fun! And…
• Entrepreneur Up!
• Norris.Krueger@gmail.com 208.440.3747
@entrep_thinking (& Facebook, G+, LinkedIn).
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