stop competing start innovating with chuck wall
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STOP competing.
START innovating. Steps
Session Hashtag: txnsinnovate
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The business of non-profits is the business of innovation.
(Whatever your mission.)
Session Hashtag: txnsinnovate
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EVERYBODY’S TALKINGABOUTINNOVATION.
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Goals for todayDiscover a better way to innovate
Share a few NPO innovations
Excite you about possibilities
Give you specific takeaways
Session Hashtag: txnsinnovate
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It’s not inventing something new.
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It is improving something that
already is.
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It’s like regeneration.
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Why does innovation seem so difficult?
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Customers Competition
Culture
Market structures and boundaries exist only in our minds.
It’s a Mind Game.
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There are well marked, specific boundaries.
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Are you willing to use your common sense?Are you willing to listen to your customers?Are you willing to follow a proven process?
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ORIGIN NEED
EDUCATION + EXPERIENCE
Word of mouthResearchSalesperson
Direct experienceIndirect experience
ORIGIN
NEED
I need to eat.I still need to eat.
VALUENEED
PSYCHNEED
PERFNEED
ESTEEM
BELONG
But now I also need
Low cost.
More energy.
FILTERS
NeedThe awareness of a deficiency
My family will think I’m smart.
One of those healthy people.
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What If Hybrid: Sweet Beginnings
Launched in 2000 in Chicago
Most-Important-Customers: Ex-offenders.
Unmet need: Providing transitional employment upon release from prison.
Innovation: Create a community based business as a pathway back.
57% of the residents of North Lawndale neighborhood of west Chicago have done prison time. Employees do all the work involved in operations, manufacturing, website maintenance, sales.Most stay 90 days as a way back with work experience and a resume entry.
Results: Fewer than 4% have gone back to prison compared to 65% national average.
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Identifies each entity involved in a transaction between the originalprovider and the end user.
What’s a Value Chain?
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Board
Management
Employees
Donors
Volunteers
Partners
Recipients of services
LOC
AL
NO
N-P
RO
FIT O
RG
AN
IZATIO
N
Many Choices
Alums Families
GovernmentFoundations
Corporate sponsors Local media
OrganizationsIndividuals
Existing Future
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Who’s The Most Important Customer?
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For NPO’s, there are almost always two MIC’s:the recipient of services and the donor.
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What’s a Value Curve?A one page visual mapping tool to clearly understand what is most important to your Most Important Customers.
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Commercial Paint Manufacturer
PriceEase of useDistributorsColor Selection
Mixing ToolsGrade qualitySupplements
Containers
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PriceEase of useDistributorsColor Selection
Mixing ToolsGrade qualitySupplements
Containers
What They Assumed
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Contextual interviewing is the single most
important thing you can do in
innovation.
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PillarPillar
RopeRopeThick branchThick branch
Hand fanHuge wallPipePipe
Understanding them: think, see, feel, hear, say + do
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THINK + FEEL?
HEAR? SEE?
PAIN GAIN
What do they What do they
What do they
What do they
What do they
THINK + FEEL?
SAY + DO?
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Good Careers AcademyLaunched in 2009 in San Antonio
Most-Important-Customers: South Texas employers and future workers.
Unmet need: How to provide a personalized career path and certification for a fraction of the cost as a for-profit training school.
Innovation: Creating a new kind of community partnership.
Careers:Pharmacy technicianComputer Support SpecialistCertified Nurse’s AssistantLicensed Commercial DriversCustomer ServiceSupply Chain Technician (including Internal warehousing, Internal logistics and transportation) Results: Lifetime earning potential increased by more than $500,000. 1,000 annual graduates each year, resulting in a 90% graduation rate (vs. a 38% rate at for-profit schools).
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Before interviews After interviews
Insight!
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Price
Job site ease of use
DistributorsColor Selection
Mixing ToolsGrade quality
SupplementsContainers
To Be
Disposability / reusability
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Case Study: 826 National
Launched in 2002
Most-Important-Customers: Low income students and local donors.
Unmet need: Helping students get the individual attention they need to develop ideas and writing skills due to overcrowded classrooms.
Innovation: Create project-based learning tutoring centers within wacky branded kid magnets like pirate and super-hero retail shops.
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.
8 Chapters: San Francisco, Seattle, Los Angeles, New York, Ann Arbor, Boston, Chicago, Washington DC
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Price
Job site ease of use
DistributorsColor Selection
Mixing ToolsGrade quality
SupplementsContainers
To Be
Disposability / reusability
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Prototype
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Case Study: Water of Life
Most-Important-Customers: Poor families in Africa and supporters.
Unmet need: Providing life sustaining clean water.
Innovation: Create low cost system using existing technology.
Results: Nearly 100,000 systems provided in the first nine months of operation with over 20,000 new supporters inspired to help.
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Without action, the world would still be an idea.Georges F. Doriot
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MARKETPOWER
twitter @wallnotes
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