Episode #23

Awkward Reality #226

Short-term financial focus leads to roadkill

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When you drive at night with just your low-beam lights on, you may observe small animals as you run over them. But you can’t avoid them. To do that, you need to have your high-beams on. Same with all those short-term financial reviews: You can only observe the bad results. To change the results, you’d need to build growth capabilities for the future. Run your business with your high-beams on.

More in e-book, Leader’s Guide to B2B Organic Growth (Lesson 7)

Episode #22

Awkward Reality #225

Think about the customer’s job to be done, not your product to be sold

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Your front-end-of-innovation should center on a specific customer job to be accomplished. Focusing on your product concept is far too limiting. Let’s say your business makes some physical article. By focusing on the customer’s job, you might conceive a different product, service, or even a completely new business model.

More in Leader’s Guide Videos Lesson 13, Immerse in customer outcomes

Business Case Excellence: The 12 Key Components

Consider these 12 sections of a winning business case… for B2B product development teams finishing the front end of innovation before the development stage.

We’ll examine 12 parts of a B2B business case format used by more than a thousand new-product teams. Our research will show you which sections are the most critical… including the part teams bungle most often. Do 12 parts seem like too many? We’ll close with a sensible business case “short-cut,” the 6-part market case. This ... Read More

Episode #21

Awkward Reality #224

Episode #20

Awkward Reality #223

If you start selling your new B2B product when you launch it, you’ve started too late.

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Research shows top sales professionals ask customers questions such as, “What problems are you facing?” Why not ask this before you develop a new product —not just afterwards? Such questions engage, so customers are often “half-sold” by your launch date. And their answers let you create much better new products. So… one question, two benefits.

More in Leader’s Guide Videos Lesson 17, Engage your B2B customers

Episode #19