Posts Tagged ‘Success’

Why not choose the right words?

We all want to make progress. We all want to to do the right thing. And we all have the best intentions. But often we don’t pay enough attention to the words we use.

There are pure words that convey a message in a kind soothing way and there are snarl words that convey a message in a sharp, biting way. It’s relatively easy, if you’re paying attention, to recognize the snarl and purr. But it’s much more difficult to take skillful action when you hear them used unskillfully.

A purr word is skillful when it conveys honest appreciation, and it’s unskillful when it manipulates under the banner of false praise. But how do you tell the difference? That’s where the listening comes in. And that’s where effective probing can help.

If you sense unskillful use, ask a question of the user to get at the intent behind the language. Why do you think the idea is so good? What about the concept do you find so interesting? Why do you like it so much? Then, use your judgment to decide if the use was unskillful or not. If unskillful, assign less value to the purr language and the one purring it.

But it’s different with snark words. I don’t know of a situation where the use of snarl words is skillful. Blatant use of snarl words is easy to see and interpret. And it looks like plain, old-fashioned anger. And the response is straightforward. Call the snarler on their snarl and let them know it’s not okay. That usually puts an end to future snarling.

The most dangerous use of snarl words is passive-aggressive snarling. Here, the snarler wants all the manipulative benefit without being recognized as a manipulator.  The pros snarl lightly to start to see if they get away with it. And if they do, they snarl harder and more often. And they won’t stop until they’re called on their behavior. And when they are called on their behavior, they’ll deny the snarling altogether.

Passive-aggressive snarling can block new thinking, prevent consensus and stall hard-won momentum. It’s nothing short of divisive. And it’s difficult to see and requires courage to confront and eviscerate.

If you see something, say something. And it’s the same with passive-aggressive snarling. If you think it is happening, ask questions to get at the underlying intent of the words. If it turns out that it’s simply a poor choice of words, suggest better ones and move on. But if the intent is manipulation, it must be stopped in its tracks. It must be called by name, its negative implications must be be linked to the behavior and new behavioral norms must be set.

Words are the tools we use to make progress. The wrong words block progress and the right ones accelerate it.

Why not choose the right words?

How To Innovate Within a Successful Company

If you’re trying to innovate within a successful company, I have one word for you: Don’t.

You can’t compete with the successful business teams that pay the bills because paying the bills is too important.  No one in their right mind should get in the way of paying them.  And if you do put yourself in the way of the freight train that pays the bills you’ll get run over.  If you want to live to fight another day, don’t do it.

If an established business has been growing three percent year-on-year, expect them to grow three percent next year. Sure, you can lather them in investment, but expect three and a half percent. And if they promise six percent, don’t believe them. In fairness, they truly expect they can grow six percent, but only because they’re drinking their own Cool-Aid.

Rule 1: If they’re drinking their own Cool-Aid, don’t believe them.

Without a cataclysmic problem that threatens the very existence of a successful company, it’s almost impossible to innovate within its four walls. If there’s no impending cataclysm, you have two choices: leave the four walls or don’t innovate.

It’s great to work at successful company because it has a recipe that worked.  And it sucks to work at a successful company because everyone thinks that tired old recipe will work for the next ten years. Whether it will work for the next ten or it won’t, it’s still a miserable place to work if you want to try something new. Yes, I said miserable.

What’s the one thing a successful company needs? A group of smart people who are actively dissatisfied with the status quo. What’s the one thing a successful company does not tolerate? A group of smart people who are actively dissatisfied with the status quo.

Some experts recommend leveraging (borrowing) resources from the established businesses and using them to innovate. If the established business catches wind that their borrowed resources will be used to displace the status quo, the resources will mysteriously disappear before the innovation project can start. Don’t try to borrow resources from established businesses and don’t believe the experts.

Instead of competing with established businesses for resources, resources for innovation should be allocated separately. Decide how much to spend on innovation and allocate the resources accordingly. And if the established businesses cry foul, let them.

Instead of borrowing resources from established businesses to innovate, increase funding to the innovation units and let them buy resources from outside companies. Let them pay companies to verify the Distinctive Value Proposition (DVP); let them pay outside companies to design the new product; let them pay outside companies to manufacture the new product; and let them pay outside companies to sell it.  Sure, it will cost money, but with that money you will have resources that put their all into the design, manufacture and sale of the innovative new offering. All-in-all, it’s well worth the money.

Don’t fall into the trap of sharing resources, especially if the sharing is between established businesses and the innovative teams that are charged with displacing them. And don’t fall into the efficiency trap. Established businesses need efficiency, but innovative teams need effectiveness.

It’s not impossible to innovate within a successful company, but it is difficult. To make it easier, error on the side of doing innovation outside the four walls of success. It may be more expensive, but it will be far more effective.  And it will be faster. Resources borrowed from other teams work the way they worked last time. And if they are borrowed from a successful team, they will work like a successful team. They will work with loss aversion. Instead of working to bring something to life they will work to prevent loss of what worked last time. And when doing work that’s new, that’s the wrong way to work.

The best way I know to do innovation within a successful company is to do it outside the successful company.

Image credit – David Doe

Defy success and choose innovation.

Innovation is difficult because it requires novelty. And novelty is difficult because it’s different than last time. And different than last time is difficult because you’ve got to put yourself out there.  And putting yourself out there is difficult because no one wants to be judged negatively.

Success, no matter how small, reinforces what was done last time. There’s safety in doing it again. The return may be small, but the wheels won’t fall off.  You may run yourself into the ground over time, but you won’t fail catastrophically. You may not reach your growth targets, but you won’t get fired for slowly destroying the brand. In short, you won’t fail this year, but you will create the causes and conditions for a race to the bottom.

Diminishing returns are real. As a system improves it becomes more difficult to improve.  A ten percent improvement is more difficult every year and at some point, improvement becomes impossible.  In that way, success doesn’t breed success, it breeds more effort for less return. And as that improvement per unit effort decreases, it becomes ever more important (and ever more difficult) to do something different (to innovate).

Paradoxically, success makes it more difficult to innovate.

Success brings profits that could fund innovation. But, instead, success brings the expectation of predictable growth.  Last year we were successful and grew 10%. We know the recipe, so this year let’s grow 12%. We can do what we did last year, but do it more efficiently.  A sound bit of logic, except it assumes the rules haven’t changed and that competitors haven’t improved. But rules and competitors always change, and, at some point the the same old recipe for success runs out of gas.

It’s time to do something new (to innovate) when the same old effort brings reduced results. That change in output per unit effort means the recipe is tiring and it’s time for a new one. But with a new approach comes unpredictability, and for those who demand predictability, a new approach is scary. Sure, the yearly trend of reduced return on investment should scare them more, but it doesn’t.  The devil you know is less scary than the one you don’t.  But, it shouldn’t be.

Calculate your revenue dollars per sales associate and plot it over time.  If the metric is flat over the last three years, it was time to innovate three years ago.  If it’s decreasing over the last three years, it was time to innovate six years ago.

If you wait to innovate until revenue per sales person is flat, you waited too long.

No one likes to be judged negatively, more than that, no one likes their company to collapse and lose their job. So, choose to do something new (to innovate) and choose the possibility of being judged. That’s much better than choosing to go out of business.

Image credit – Michel Rathwell

Important Questions for Innovation

Here are some important questions for innovation.

What’s the Distinctive Value Proposition? The new offering must help the customer make progress. How does the customer benefit? How is their life made easier? How does this compare to the existing offerings? Summarize the difference on one page. If the innovation doesn’t help the customer make progress, it’s not an innovation.

Is it too big or too small?  If the project could deliver sales growth that would dwarf the existing sales numbers for the company, the endeavor is likely too big.  The company mindset and philosophy would have to be destroyed.  Are you sure you’re up to the challenge? If the project could deliver only a small increase in sales, it’s likely not worth the time and expense.  Think return on investment.  There’s no right answer, but it’s important to ask the question and set the limits for too big and too small.  If it could grow to 10% of today’s sales numbers, that’s probably about right.

Why us? There’s got to be a reason why you’re the right company to do this new work.  List the company’s strengths that make the work possible. If you have several strengths that give you an advantage, that’s great.  And if one of your weaknesses gives you an advantage, that works too. Step on the accelerator.  If none of your strengths give you an advantage, choose another project.

How do we increase our learning rate? First thing, define Learning Objectives (LOs). And once defined, create a plan to achieve them quickly.  Here’s a hint. Define what it takes to satisfy the LOs. Here’s another hind. Don’t build a physical prototype. Instead, create a website that describes the potential offering and its value proposition and ask people if they want to buy it. Collect the data and refine the offering based on your learning. Or, create a one-page sales tool and show it to ten potential customers. Define your learning and use the learning to decide what to do next.

Then what? If the first phase of the work is successful, there must be a then what. There must be an approved plan (funding, resources) for the second phase before the first phase starts.  And the same thing goes for the follow-on phases. The easiest way to improve innovation effectiveness is avoid starting phase one of projects when their phase two is unfunded. The fastest innovation project is the wrong one that never starts.

How do we start? Define how much money you want to spend. Formalize your business objectives.  Choose projects that could meet your business objectives. Free up your best people. Learn as quickly as you can.

Image credit — Alexander Henning Drachmann

Three Rules for Better Decisions

The primary responsibility of management is to allocate resources in the way that best achieves business objectives.  If there are three or four options to allocate resources, which is the best choice? What is the time horizon for the decision? Is it best to hire more people? Why not partner with a contract resource company? Build a new facility or add to the existing one? No right answers, but all require a decision.

Rule 1 – Make decisions overtly. All too often, decisions happen slowly over time without knowledge the decision was actually made. A year down the road, we wake up from our daze and realize we’re all aligned with a decision we didn’t know we made. That’s bad for business. Make them overtly and document them.

Rule 2 – Define the decision criteria before it’s time to decide. We all have biases and left to our own, we’ll make the decision that fits with our biases.  For example, if we think the project is a good idea, we’ll interpret the project’s achievements through our biased lenses and fund the next phase. To battle this, define the decision criteria months before the funding decision will be made. Think if-then. If the project demonstrates A, then we’ll allocate $50,000 for the next phase; if the project demonstrates A, B and C, then we’ll allocate $100,000; if the project fails to demonstrate A, B or C, then we’ll scrap the project and start a new one.  If the decision criteria aren’t predefined, you’ll define them on-the-spot to justify the decision you already wanted to make.

Rule 3 – Define who will decide before it’s time to decide. Will the decision be made by anonymous vote or by a show of hands? Is a simple majority sufficient, or does it require a two-thirds majority? Does it require a consensus? If so, does it have to be unanimous or can there be some disagreement? If there can be disagreement, how many people can disagree? Does the loudest voice decide? Or does the most senior person declare their position and everyone else falls in line like sheep?

Think back to the last time your company made a big decision. Were the decision criteria defined beforehand? Can you go back to the meeting minutes and find how the project performed against the decision criteria? Were the if-then rules defined upfront? If so, did you follow them? And now that you remember how it went last time, do you think you would have made a better decision if the decision criteria and if-thens were in place before the decision? Now, decide how it will go next time.

And for that last big decision, is there a record of how the decision was made? If there was a vote, who voted up and who voted down? If a consensus was reached, who overtly said they agreed to the decision and who dissented? Or did the most senior person declare a consensus when in fact it was a consensus of one? If you can find a record of the decision, what does the record show?  And if you can’t find the record, how do you feel about that? Now that you reflected on last time, decide how it will go next time.

It’s scary to think about how we make decisions.  But it’s scarier to decide we will make them the same way going forward.  It’s time to decide we will put more rigor into our decision making.

Image credit – Michael J & Lesley

The Four Ways to Run Projects

There are four ways to run projects.

One – 80% Right, 100% Done, 100% On Time, 100% On Budget

  • Fix time
  • Fix resources
  • Flex scope and certainty

Set a tight timeline and use the people and budget you have.  You’ll be done on time, but you must accept a reduced scope (fewer bells and whistles) and less certainty of how the product/service will perform and how well it will be received by customers. This is a good way to go when you’re starting a new adventure or investigating new space.


Two – 100% Right, 100% Done, 0% On Time, 0% On Budget

  • Fix resources
  • Fix scope and certainty
  • Flex time

Use the team and budget you have and tightly define the scope (features) and define the level of certainty required by your customers. Because you can’t predict when the project will be done, you’ll be late and over budget, but your offering will be right and customers will like it. Use this method when your brand is known for predictability and stability. But, be weary of business implications of being late to market.


Three – 100% Right, 100% Done, 100% On Time, 0% On Budget

  • Fix scope and certainty
  • Fix time
  • Flex resources

Tightly define the scope and level of certainty. Your customers will get what they expect and they’ll get it on time.  However, this method will be costly. If you hire contract resources, they will be expensive.  And if you use internal resources, you’ll have to stop one project to start this one. The benefits from the stopped project won’t be realized and will increase the effective cost to the company.  And even though time is fixed, this approach will likely be late.  It will take longer than planned to move resources from one project to another and will take longer than planned to hire contract resources and get them up and running.  Use this method if you’ve already established good working relationships with contract resources.  Avoid this method if you have difficulty stopping existing projects to start new ones.


Four – Not Right, Not Done, Not On Time, Not On Budget

  • Fix time
  • Fix resources
  • Fix scope and certainty

Though almost every project plan is based on this approach, it never works.  Sure, it would be great if it worked, but it doesn’t, it hasn’t and it won’t. There’s not enough time to do the right work, not enough money to get the work done on time and no one is willing to flex on scope and certainty.  Everyone knows it won’t work and we do it anyway.  The result – a stressful project that doesn’t deliver and no one feels good about.

Image credit – Cees Schipper

How To Design

What do they want? Some get there with jobs-to-be-done, some use Customer Needs, some swear by ethnographic research and some like to understand why before what.  But in all cases, it starts with the customer.  Whichever mechanism you use, the objective is clear – to understand what they need.  Because if you don’t know what they need, you can’t give it to them.  And once you get your arms around their needs, you’re ready to translate them into a set of functional requirements, that once satisfied, will give them what they need.

What does it do? A complete set of functional requirements is difficult to create, so don’t start with a complete set.  Use your new knowledge of the top customer needs to define and prioritize the top functional requirements (think three to five).  Once tightly formalized, these requirements will guide the more detailed work that follows.  The functional requirements are mapped to elements of the design, or design parameters, that will bring the functions to life.  But before that, ask yourself if a check-in with some potential customers is warranted.  Sometimes it is, but at these early stages it’s may best to wait until you have something tangible to show customers.

What does it look like? The design parameters define the physical elements of the design that ultimately create the functionality customers will buy. The design parameters define shape of the physical elements, the materials they’re made from and the interaction of the elements.  It’s best if one design parameter controls a single functional requirement so the functions can be dialed in independently.  At this early concept phase, a sketch or CAD model can be created and reviewed with customers.  You may learn you’re off track or you may learn you’re way off track, but either way, you’ll learn how the design must change. But before that, take a little time to think through how the product will be made.

How to make it? The process variables define the elements of the manufacturing process that make the right shapes from the right materials. Sometimes the elements of the design (design parameters) fit the process variables nicely, but often the design parameters must be changed or rearranged to fit the process.  Postpone this mapping at your peril!  Once you show a customer a concept, some design parameters are locked down, and if those elements of the design don’t fit the process you’ll be stuck with high costs and defects.

How to sell it? The goodness of the design must be translated into language that fits the customer.  Create a single page sales tool that describes their needs and how the new functionality satisfies them.  And include a digital image of the concept and add it to the one-pager.  Show document to the customer and listen.  The customer feedback will cause you to revisit the functional requirements, design parameters and process variables.  And that’s how it’s supposed to go.

Though I described this process in a linear way, nothing about this process is linear. Because the domains are mapped to each other, changes in one domain ripple through the others.  Change a material and the functionality changes and so do the process variables needed to make it.  Change the process and the shapes must change which, in turn, change the functionality.

But changes to the customer needs are far more problematic, if not cataclysmic.  Change the customer needs and all the domains change. All of them.  And the domains don’t change subtly, they get flipped on their heads.  A change to a customer need is an avalanche that sweeps away much of the work that’s been done to date.  With a change to a customer need, new functions must be created from scratch and old design elements must culled.  And no one knows what the what the new shapes will be or how to make them.

You can’t hold off on the design work until all the customer needs are locked down. You’ve got to start with partial knowledge.  But, you can check in regularly with customers and show them early designs.  And you can even show them concept sketches.

And when they give you feedback, listen.

Image credit – Worcester Wired

The Slow No

When there’s too much to do and too few to do it, the natural state of the system is fuller than full.  And in today’s world we run all our systems this way, including our people systems.

A funny thing happens when people’s plates are full – when a new task is added an existing one hits the floor.  This isn’t negligence, it’s not the result of a bad attitude and it’s not about being a team player.  This is an inherent property of full plates – they cannot support a new task without another sliding off.  And drinking glasses have this same interesting property – when full, adding more water just gets the floor wet.

But for some reason we think people are different.  We think we can add tasks without asking about free capacity and still expect the tasks to get done.  What’s even more strange – when our people tell us they cannot get the work done because they already have too much, we don’t behave like we believe them.  We say things like “Can you do more things in parallel?” and “Projects have natural slow phases, maybe you can do this new project during the slow times.”  Let’s be clear with each other – we’re all overloaded, there are no slow times.

For a long time now, we’ve told people we don’t want to hear no.  And now, they no longer tell us.  They still know they can’t get the work done, but they know not to use the word “no.”  And that’s why the Slow No was invented.

The Slow No is when we put a new project on the three year road map knowing full-well we’ll never get to it.  It’s not a no right now, it’s a no three years from now.  It’s elegant in its simplicity.  We’ll put it on the list; we’ll put it in the queue; we’ll put it on the road map.  The trick is to follow normal practices to avoid raising concerns or drawing attention.  The key to the Slow No is to use our existing planning mechanisms in perfectly acceptable ways.

There’s a big downside to the Slow No – it helps us think we’ve got things under control when we don’t.  We see a full hopper of ideas and think our future products will have sizzle.  We see a full road map and think we’re going to have a huge competitive advantage over our competitors. In both situations, we feel good and in both situations, we shouldn’t.  And that’s the problem. The Slow No helps us see things as we want them and blocks us from seeing them as they are.

The Slow No is bad for business, and we should do everything we can to get rid of it.  But, it’s engrained behavior and will be with us for the near future.  We need some tools to battle the dark art of the Slow No.

The Slow No gives too much value to projects that are on the list but inactive.  We’ve got to elevate the importance of active, fully-staffed projects and devalue all inactive projects.  Think – no partial credit.  If a project is active and fully-staffed, it gets full credit.  If it’s inactive (on a list, in the queue, or on the road map) it gets zero credit.  None.  As a project, it does not exist.

To see things as they are, make a list of the active, fully-staffed projects. Look at the list and feel what you feel, but these are the only projects that matter.  And for the road map, don’t bother with it.  Instead, think about how to finish the projects you have.  And when you finish one, start a new one.

The most difficult element of the approach is the valuation of active but partially-staffed projects.  To break the vice grip of the Slow No, think no partial credit. The project is either fully-staffed or it isn’t   And if it’s not fully-staffed, give the project zero value.  None.  I know this sounds outlandish, but the partially-staffed project is the slippery slope that gives the Slow No its power.

For every fully-staffed project on your list, define the next project you’ll start once the current one is finished.  Three active projects, three next projects.  That’s it.  If you feel the need to create a road map, go for it.  Then, for each active project, use the road map to choose the next projects.  Again, three active projects, three next projects.  And, once the next projects are selected, there’s no need to look at the road map until the next projects are almost complete.

The only projects that truly matter are the ones you are working on.

Image credit – DaPuglet

Thoughts on Selling

Like most things, selling is about people.

The hard sell has nothing to do with selling.

Just when you think you’re having the least influence, you’re having the most.

When – ready, sell, listen – has run its course, try – ready, listen, sell.

Regardless of how politely it’s asked, “How many do you want?” isn’t selling.

If sales people are compensated by sales dollars, why do you think they’ll sell strategically?

The time horizon for selling defines the selling.

When people think you’re selling, they’re not thinking about buying.

Selling is more about ears than mouths.

Selling on price is a race to the bottom.

Wanting sales people to develop relationships is a great idea; why not make it worth their while?

Solving customer problems is selling.

Making it easy to buy makes it easy to sell.

You can’t sell much without trust.

Sell like you expect your first sale will happen a year from now.

Selling is a result.

I’m not sure the best way to sell; but listening can’t hurt.

Over-promising isn’t selling, unless you only want to sell once.

Helping customers grow is selling.

Delaying gratification is exceptionally difficult, but it’s wonderful way to sell.

Ground yourself in the customers’ work and the selling will take care of itself.

People buy from people and people sell to people.

Image credit – Kevin Dooley

A Healthy Dose of Heresy

Anything worth its salt will meet with resistance. More strongly, if you get no resistance, don’t bother.

There’s huge momentum around doing what worked last time.  Same as last time but better; build on success; leverage last year’s investment; we know how to do it. Why are these arguments so appealing? Two words: comfort and perceived risk. Why these arguments shouldn’t be so appealing: complacency and opportunity cost.

We think statically and selectively.  We look in the rear view mirror, write down what happened and say “let’s do that again.” Hey, why not? We made the initial investment and did the leg work.  We created the script.  Let’s get some mileage out of it.  And we selectively remember the positive elements and actively forget the uncertainty of the moment.  We had no idea it was going to work, and we forget that part. It worked better than we imagined and we remember the “working better” part. And we forget we imagined it would go differently. And we forget that was a long time ago and we don’t take the time to realize things are different now. The rules are dynamic, yet our thinking is static.

We compete with the past tense. We did this and they did that, and, therefore, that’s what will happen again. So wrong. We’ve got smarter; they’ve got smarter; battery capacity has tripled; power electronics are twice as efficient; efficiency of solar panels has doubled; CRISPR can edit our genes.  The rules are different but the sheet music hasn’t changed. The established players sing the same songs and the upstarts cut them off at the knees.

If you were successful last time and everyone thinks your proposed project is a good idea, ball it up and throw it in the trash. It reeks of stale thinking. If your project plan is dismissed by the experts because it contradicts the tired recipe of success, congratulations! You may be onto something!  Stomp on the accelerator and don’t look back.

If your proposal meets with consensus, hang your head and try again. You missed the mark. If they scream “heretic” and want to burn you at the stake, double down.  If the CEO isn’t adamantly against it, you’re not trying hard enough.  If she throws you out of the room half way through your presentation, you may have a winner!

Yesterday’s recipes for success are today’s worn paths of mediocracy.

If you’re confident it will work, you shouldn’t be. If you’re filled with electric excitement it might actually work and scared to death it might end in a wild fireball of burn metal toxic fumes, what are you waiting for?!

Heretics were burned at the stake because the establishment knew they were right.  Goddard was right and the New York Times wasn’t.  Decades later they apologized – rockets work is space. And though the Qualifiers and Pope Paul V were unanimous in their dismissal of Galileo and Copernicus, the heretics had it right – the sun is at the center of everything.

Don’t seek out dissent, but if all you get is consensus, be wary. Don’t be adversarial, but if all you get is open arms, question your thesis. Don’t be confrontational, but if all you get is acceptance, something’s wrong.

If there’s no resistance, work on something else.

Image Credit WPI (Robert Goddard’s Lab)

Technology, Technologists and Customers

Henry Ford famously said if he asked people what they wanted, they would have asked for faster horses.  And there’s a lot of truth to his statement. If you ask potential customers what they want next, they’ll give you an answer. And when you show them the prototype, they won’t like it.  Their intentions are good and their answers are truthful, but when you give them what they ask for and put the prototype in their hands, they will experience it in a way they did not expect.  It will be different than they thought.  Thinking how something will be is different than physically interacting with it.  That’s how it is with new things.

And just like with the horses, because they don’t know the emergent technologies and their radically different capabilities, they can’t ask for what’s possible.  They won’t ask for a combustion engine that eliminates their horses because all they know is horses.  They’ll ask for more horses, bigger horses or smaller ones, but they won’t ask for combustion cylinders.

The trick is to understand what people do and why they do it.  Like an anthropologist, spend time watching and understanding. And, if you can, understand what they don’t do and why they don’t do it.  The new and deeper understanding of their actions, along with the reasons for them, create an anchoring perspective from which to understand how emergent technologies can change their lives.

Technologies evolve along worn paths. And depending on the maturity of the technology, some worth paths are more preferential than others.  For example, if fuel economy is stagnant for the last ten years it means it’s likely time for a young technology to emerge that uses a different physical principle such as battery power.  Though technology’s evolutionary direction is not predictable in an exact sense, it is dispositional.  Like the meteorologist can’t pinpoint where the storm center will hit the coast or predict the maximum wind speed to within one or two miles per hour, she can say which states should hunker down and tell you if the wind will be strong enough to blow out your windows.  She cannot predict the specifics, but she knows there’s a storm on the horizon and she knows its character, disposition and tendencies.

Now, anchored in how people use the state-of-the-art technologies (ride horseback, ride in buggies, use a team of horses to pull a heavy wagon) look at what the new technologies want to become (horses to combustion engine) and image how people’s lives would be better (faster trips, longer pleasure rides, heavier payloads, no barns and cleaner streets.)  Now, using the new technology, build a prototype and show it to customers.  Put them in the driver’s seat and blow their minds.  Listen to the questions they ask so you can better understand the technology from their perspective because just as they don’t understand the technology, you don’t understand what the technology means to them, the people who will buy it.  Use their questions to improve the technology and the product.

Technologists know technology, technology knows what it wants to be when it grows up and customers know what they want after they see what could be.  And to create a new business, it takes all three working together.

Image credit — William Creswell

Mike Shipulski Mike Shipulski
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