turn customer needs into business opportunities

THE ART OF OPPORTUNITY:Turn Customer Needs into Business Opportunities

Hosted by Jim Kalbach @mural

@artofopp #artofopp

www.theartofopportunity.net

?How do established companies

create new growth in innovative ways

Old world vs. new world

StrategyInnovative Framework

Fresh MindsetCutting Edge Process

Innovative Framework

Traditional Strategy Strategic Innovators

IndustryProductMarket

CustomersNeeds

Experience

Operational ExcellenceProduct Innovation

Customer Relationship

OfferingBusiness ModelRevenue Model

Customer ValueFirm Value

Ecosystem Value

Low costDifferentiation

Niche

[ How to discover an opportunity for new growth ]

THE FIRST PRINCIPLE OF FINDING NEW GROWTH IS THAT YOU’RE ALWAYS BETTER OFF GOING AFTER CUSTOMERS WHO ARE UNDERSERVED OR NEGLECTED. —DAVID BELL Professor

Example | Cardinal Health

Example | Cardinal Health

Procedure Based Delivery System (PBDS®) modulesPBDS® is a medical supply chain process utilizing lean management to deliver improved data, surgical instrument standardization and revenue.

Functional Needs

Emotional Needs

Social Needs

DISCOVER YOUR NEW GROWTH OPPORTUNITY

ARTFUL INNOVATION1 2 3 4 5

THE FIVE PRINCIPLES OF BUSINESS DESIGN THINKING

UNDERSTANDYOUR CUSTOMERAND NONCUSTOMER

COLLABORATION / CO-CREATION ACTIVE ITERATIONHUMAN-CENTERED FOCUS VISUAL THINKING AND STORYTELLING HOLISTIC PERSPECTIVE

Understand Customer Needs,Expectations, and Choice

Identify Barriers to Consumption and Hurdles to Satisfaction

Explore and Visualize Your Opportunity

Three Steps for Validationand Piloting

Learn from Your Pilot

Present Your Validation Data

How to Further Design Your Strategy

Where to Look for Insights

Visualize Your Growth Plan

Map your Resources and Capabilities

Resource Sparks: The Four Dimensions for Mapping andAssessing Resources

Methods to UnderstandYour Firm

Art of Opportunity Growth Types

Frame Your Growth Opportunity

Decision Making Process

Visualize Your Opportunity

Offering Components: Products, Services, and Customer Experience

Offering Sparks: 10 Waysto Design a New Offering

Creating Value: Customer Value, Firm Value, and Ecosystem Value

Visualize Your Strategy

Final Note on CraftingYour Strategy

Revenue Model Components:Revenue Streams, Pricing Mech-anisms, and Payment Methods

Revenue Model Sparks: Revenue Model Questions to Consider

Four Perspectives on The Business Model Concept

Our Definition of a Business Model

Business Model Components: Activities, Resources, Sequence,and Roles

Business Model Sparks: 8 Ways to Design a New Business Model

UNDERSTAND YOUR FIRM

FRAME YOUR GROWTH INITIATIVE

DESIGN YOUR OFFERING

SHAPE YOURBUSINESS MODEL

STRUCTURE YOURREVENUE MODEL

SET YOUR STRATEGY THE INCEPTION PHASE THE EVOLUTION PHASE THE DIFFUSION PHASE

Operational Challenges

Scaling Up for Best Practices

CRAFT YOUR STRATEGY

LAUNCH YOUR NEW GROWTH BUSINESS

MASTERING THE ART:BUSINESS DESIGN THINKING

©2016 SNIUKAS, LEE, MORASKY

WHAT IS BUSINESSDESIGN THINKING?

The Five Principles of Business Design Thinking

Getting Started

WHAT IS STRATEGICINNOVATION?

Where to Play: Find Your Opportunity

How to Play: Craft Your Strategy

How to Win: Create Value

The Five Principles of Business Design Thinking

The Business Design Thinking Way of Working

WHAT IS BUSINESS DESIGN THINKING?

Persona Mapping

Create an Interview Guide

Customer Journey Mapping

Reveal Observation Headlines

Map Your Resources

Map Your Ecosystem

Create Your Growth InitiativeBrief

Explore Your Opportunity Insights

Select Your Opportunity

Visualize Your Opportunity

Growth Initiative Brief

Breakthrough Question

Opportunity Report

Offering Brainstorm

Design Your Offering

Visualize Your Current Business Model

Design Your New Business Model

Flip Your Business Model Assumptions

Revenue Model Card Sort Set Your Strategy

Visualize Your Strategy

Strategy Report

What to Test

How to Test

Start, Stop, Change, Continue

Design Next Steps

Visualize Your Growth Plan

REPORT TEMPLATES

ACTIVITIES

The Art of Opportunity WorkshopSan Francisco Bay AreaMarch 15/16, 2017

in collaboration with

www.theartofopportunity.net/training

DO. OR DO NOT. THERE IS NO TRY.

—YODA Jedi Master

Thank you.

QUESTIONS?

www.mural.co

www.theartofopportunity.net@artofopp#artofopp