rethink your business
discover how progress-first thinking
transforms how you sell, innovate and grow
The Problem:
Innovation isn’t delivering
Growth is stalling
Only 6% of executives are satisfied with their innovation initiatives
McKinsey
» you’re investing in innovation…but are you just performing innovation theatre?
» your teams are out there selling…but you’re missing growth expectations?
» something’s wrong…
The world is facing a decade of stagnation — the “Tepid 20s”.
International Monetary Fund
The Shift:
From value-first
To progress-first
few suppliers…are able to answer…How do you define and measure value?
Anderson and Narus
» we don’t really want ‘value’…we want to get to more desirable states
» concept of value emerges from progress comparisons
» it’s time for a more insightful lens: enable progress
Progress: moving, over time, to a more desirable state
The Progress Economy
Progress: deceptively simple, deeply powerful
Learning a language, getting nourished, searching faster, getting fit, moving to another location, hanging up a picture, breaking cryptography,… understanding how a Progress Seeker (you and I) wants to get from where they are now to their more desirable state, and what holds them back, gives us powerful insights.
Progress: moving, over time, to a more desirable state
- framework for a deeper, more insightful, view into what seekers are trying to do and their challenges
- toolkit to systematically improve innovation and sales
- operating system for understanding execution
What is Progress?
» we‘re all trying to make progress with everything in our lives
» we make progress by integrating resources: skills, knowledge, tools, strength, wind, time, etc
» often we lack the resources to progress (the foundational progress hurdle, of 6)
» Progress Helpers have the resources we lack – they offer those as propositions to help make progress
» it is the uneven distribution of resources that drives us to exchange service (singular) – these exchanges are often indirect, and lubricated/mediated by service credits
» value emerges from progress comparisons; it needs recognising by a seeker for it to be meaningful to them (a process akin to revenue recognition in finance)
Innovation: improving progress
» Innovation is all about improving progress a seeker can make towards their individual progress sought
» The Progress Economy reveals more than 15 levers to focus and guide innovation
» Using these guides more systematic and successful innovation
Sales: aligning to help progress
» Sales is all about aligning a proposition with a Seeker as their best way of reaching their progress sought
» The same innovation levers can be used to demonstrate this
» And the sales process may lead to in situ innovation
apply the progress levers » improve your innovation, sales and growth
Improve how Seekers reach the progress they can today »
Push the limits of what Seekers can achieve. Help get them closer to the progress they seek than they can achieve today »
Help a Seeker through reducing the resource gap to starting or removing nugatory resources »
Accelerate when Seekers recognise emerged value to keep them engaged. Through smarter business models and/or refined delivery methods. »
Meet
the Actors
Seekers: always seeking to make progress, with everything in life.
But often has a progress hurdle: they may lack the resources needed to make progress
Everybody is a Progress Seeker (even Progress Helpers are looking to make progress in something)
Helpers: offer progress propositions (supplementary resources) to enable better progress.
They can be:
» a Seeker that has overcome the lack of resource
» an entity that has deliberately set out to find resources to help progress
» trained by another entity to help progress.
Externalities: embed societal safeguards into a Seekers progress journey.
We’re looking at you governments, associations, society!
Interesting
Case Studies
(these are currently likely just placeholders)
Self checkout – profit over progress
Progress thinking helps us understand why self checkouts are failing (and where they suceed) »
Enabling the circular economy
The circular economy will only take off once we change our view of value (as in the Progress Economy) »
Blue Ocean Strategy
Leveraging Blue Ocean Canvas to explore functional, non-functional and contextual progress and find blue oceans »
Next Steps..
Start innovating, successfully
- Innovation Problem
- Innovation in the Progress Economy
- Innovation levers