The Connected Art of Selling Outcome-Based Solutions

Outcomes ROI neededThe typical linear and often siloed mindset that we have for much of our innovation thinking within our business organizations, has to rapidly fall away. We are in the ‘cusp’ of a fundamental change that technology, platforms and connected ecosystems will bring into the mix for connecting and collaborating in dramatically different ways than the past.

One of the implications will be our need in measuring and the metrics within companies. The measurement of inputs, throughout and outputs need to become far more focused on delivering speed and scale potential as the critical points. We are far more needing to focus on the outcomes as our primary point of measurement.

This is a further post on discussing outcomes as the focal point of our innovation measurements, following my recent one of “Shifting to Ultimate Outcomes”

Recognizing the emergence of the outcome economy

The outcome economy which is emerging has many implications within it and how we measure and value these will become increasingly important. Companies will need better data to calculate costs, evaluate its potential value and will be modelling far more the risks and tracking the factors required to deliver within any outcome-based value promised.

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Shifting to Ultimate Outcomes

OutcomesMany organizations are struggling with their metrics and ways to measure the progress and success of their business. From this writer’s point of view their innovation activity gets caught up in plenty of unintended consequences, to put it mildly, in wasted debate, discussion & bad decisions through wrong measurement criteria.

Firstly, we are still locked in the old paradigm of thinking this is an industrial economy where we set about measuring inputs to innovation (R&D expenditure, capital investment) and then focused on the intermediate step of throughput and then outputs (publications, production units, patent filing, end products).

We also perceive innovation far too much still as an activity within just one company – viewed as linear, with considerations for services more of an after thought (like ‘bolt-ons’). Production systems still remain far too often the driving force of performance judgement.

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Agility and Innovation in an Increasingly Open World

Can we reset the clock? Or do we look afresh? Knowing the answer to ‘evolving’ is never easy, can you draw down selected parts from the past or do you need to step back and see emerging patterns in different ways? Can you make new connections but recognizing the value of past learning but combining these differently? I think yes.

I’ve been taking some time out of the daily innovation business to look towards where I’d like my future direction for innovation to head. These are early days and as I learn, I sure I’ll pivot to emerging market needs within the innovation advisory market place.

I feel there are nine primary components that are making up my shift in my innovation focus for my future focal points. These are not, at present “written in stone” but I feel can move my innovating work towards a higher maximization of value for my advice to clients. Perhaps this will also allow me to have a sharper focus.

Let me share these:

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