Are you changing your thinking?

It’s true: Before you can change the world, you have to change your way of thinking. And that’s always been a problem for those slow to challenge themselves:

  • 1980’s Detroit automakers using inspectors… while Toyota used statistical process control
  • Old-line sales people using ABC (Always Be Closing)… instead of consultative selling
  • Making investment decisions using pay-back period … instead of NPV or IRR

We call these awkward realities: Something that seems to make sense now, but later makes no sense at all. Here’s one that will make future innovators cringe: Accepting a high level of commercial risk, when knowledgeable, interested, objective B2B customers can tell you exactly what they want. Why test market needs by launching products at your customers to see if they buy them… when you can easily understand their needs in the front-end of innovation?


You can receive thought-provoking blog posts through our monthly newsletter, Awkward Realities. As a bonus, you’ll get our brief "Coffee Break" edition each Friday: A couple sentences you can read in two sips of your coffee… and ponder for days.

Books & Ebooks

Download several free chapters of Dan Adams’ landmark book, New Product Blueprinting… as well as idea-packed e-books on B2B voice-of-customer, product launch, and how to lead for growth.


If you want to pack the most mind-shifting thoughts in the shortest time, check out this suite of whitepapers. You won’t find this thinking anywhere else.


There’s no need to guess what works. The AIM Institute has been researching leading practices at companies just like yours, so you can drive organic growth with confidence.