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Copyright, 2009
Proposition MasterclassHow to turn a good idea into a winning proposition
2
"Innovation distinguishes
between a leader and a
follower"
A practical and in-depth approach to developing
robust commercial propositions...
Proposition Development Masterclass
Module 1: What makes a great proposition• Innovation challenge• What makes a great proposition – Winners & Losers
Module 2: Anatomy of a proposition• Introduction to the proposition blueprint approach- Understanding the market context
o Break out session – Where’s the opportunity?- Understanding the value proposition
o Break out session – What’s the proposition?- Understanding the commercial impact
o Break out session – Show me the money!
IntroductionAGENDA
Module 4: Selling a proposition• The importance of a great proposition pitch- Why a great proposition is not enough
o Break out session – Into the Dragons Den
Module 3: Stretching a proposition• The importance of challenge and iteration
o Break out session – Challenge & Renew
Wrap up
The Innovation Process
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In-Depth
Insight
and Platforms
Breakthrough
Ideas and
OpportunitiesValidated
Proposition
Rapid
Design and
Testing
Live
PilotSuccessful
LaunchBusinessPlanning
The Innovation Process
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In-Depth
Insight
and Platforms
Breakthrough
Ideas and
OpportunitiesValidated
PropositionRapid
Design and
TestingLive
PilotSuccessful
LaunchBusinessPlanning
Today we’re focusing on propositions
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Innovation is not creativity
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Creativity is about coming up with the
big idea. Innovation is about executing
the idea — converting the idea
into a successful business
-Vijay GovindarajanProfessor of International Business, Tuck School of Business
@vgovindarajan
Why is it so hard?
What makes a good proposition ?
What makes a good proposition?
Winners & losers…
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Winner or Loser Loser?Winner? OR
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The Proposition Blueprint
Designing a winning proposition
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THE PROPOSITION BLUEPRINT
THE MARKET
OPPORTUNITY
THE CUSTOMER
PROPOSITION
THE BUSINESS RATIONALE
Delivery
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Presentations
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Verdict and Awards
Wrap Up