AIM Archives - Month: May 2016

Use FAQS: Separate your Facts, Assumptions, Questions, and Surprises into neat little piles.

52 FAQs

Initially, you are aware of the first three, but completely unaware of the fourth—surprises. When you begin your project, list the first three, and try to convert A’s and Q’s into F’s. Then uncover the surprises through customer interviews, tours and observation. Seek to understand the first three, and discover the last one.

More in white paper, Innovating in Unfamiliar Markets (pages 12-13).

The Science behind B2B Value Propositions

B2B Value Propositions - voice of customer interviews - 10-Pricing-Window

The strongest value propositions examine key customer outcomes at 9 levels (the essence of New Product Blueprinting): 1) Uncover outcomes, 2) understand importance, 3) define & set direction, 4) prioritize outcomes, 5) learn how to measure, 6) identify satisfaction levels, 7) measure next best alternatives, 8) quantify value created, and 9) quantify value captured. ... Read More

Some businesses are led by Builders. Others by Decorators, Realtors or Landlords.

51 Business Builder

Some leaders are Interior Decorators, trying to make the place look good every quarter… but not building anything. Others are Realtors. Their hearts are in buying and selling… reaping reward when the work of others’ hands changes hands. Others are Landlords, who apply themselves at work, but their hearts are elsewhere. Be a Builder if this is within you.

More in article, Are You a Builder or a Decorator?