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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Journeying across the darker side of the innovation moon

When you decide to make any trip, you need to have some sort of roadmap to navigate yourself by. The difficulty is when you decide to step into the other side of the often known, into the lesser known or completely unknown sides of innovation, where there seems to be no decent roadmap, the enjoyment is partly in setting about it and trying to create it, to piece it together.

I wrote about the dark side of the innovation moon in mid-2012 and why it should always make us curious. Within my blogs that I’ve written here on this site I have kept coming back to its initial stated aim of “building the DNA of innovation” This has become a real journey of ‘stated intent’. Continue reading

The separation effect required for innovation

Exploit and Explore 3I have recently been in some different discussions about the merits and balances required to manage incremental and radical innovation. Partly this is in preparation for a workshop later this month but partly from a conversation, I am having with a sizable, well-respected organization, with its head office based here in Europe.

In the conversation within the organization we were discussing the breakdown in their treatment of incremental and radical and they suggested this was being managed within an “ambidextrous structure” yet I was not convinced. I have to point out this was only a part of a broader story on the difficulties of managing conflicting innovation demands that they were having.

One key constraint in their thinking I felt was not having distinct units as they were trying to manage incremental and radical through the same process and that, for me, is a basic mistake.

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Economic growth is an outcome of the innovation trajectory we set.

Today managing innovation is complex; often success is measured and valued by the creative destruction of others. The ability to ‘evolve’ is very determinant on the knowledge base, either within a given economy or within a ‘federation’ to bring together as something new, offering more value than what is on offer today. Innovation is highly dynamic in its constant change but also in its needs of constant co-ordination of its parts.

Nations are Very Different

No one nation can just copy another, the same as one business entity cannot simply copy another, each has distinct characteristics, a history and a certain set of ‘physical’ boundaries on where it is located. Different cultures, different histories set each Nation apart.

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Can innovation lead us to economic recovery?

After some recent #innochat debates (www.innochat.com)  around innovation including the future of Nations, of the US, and of innovation itself and how it needs an organizing framework to work more efficiently,  I wanted to dig a little deeper, to get my own head around all of this. We do have real problems in the world and we need to find solutions but something strange is happening and I was not sure I understood it. So I’ve been on a little investigative journey that is beginning to make some good sense, well at least to me.

A host of financial contagion has been heaped upon us progressively in recent years.

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Renewing Innovation through the Social Innovation Agenda

The challenges are growing in their social dimension across Europe, the United States and a host of other countries, both developed and developing, that are needing new fresh responses. Social demands will inevitably increase as nations are being confronted with budgetary constraints, increased deficits and mounting debts to resolve. Social needs will become more pressing and innovation, social innovation, will increasingly explore opportunities to extract ‘more from less’. Innovation can play an increasing part in resolving social challenges that are increasingly confronting us.

Starting a new movement on social innovation in Europe

Recently I became a member of www.socialinnovationeurope.eu . I certainly  feel this is going to offer something exciting and vibrant. It is a growing community of thinkers, creators and innovators with the knowledge and skills to change the way we face Europe’s most pressing issues. Contributors to the site will take a strong hand in shaping the direction of social innovation across Europe, breaking down silos and raising a unified voice. I need to find my own part in this, as there are multiple ways for contribution, which I’m still presently figuring out.

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How can we decouple growth and consumption through innovation?

Some weeks back the International Herald Tribune (June 7th, 2011) offered a view by Chandran Nair, the CEO of Global Institute for Tomorrow, under the title “Can the planet support more Americas? Then this week an article “Over-innovation makes US firms suck at Sustainability because they are too innovative” by Jens Martin Skibsted and Rasmus Bech Hansen (http://bit.ly/oGDObX). Each makes me stop and come back to my deepening view we have to decouple growth and consumption through innovation.

This is not an easy subject but let me lay out some opening views and thoughts. Why bother? Well I really do believe we need to radically change our approaches through the use of applying innovation in new ways.

These two articles added further to my personal concerns that we do need to (quickly) come out of the denial we seem to have in all societies. Innovation needs to be radically applied in new ways that alter the present mindsets of politicians, economists and business people who feel that the only path is continued consumption and growth. This approach is simply not sustainable and we need to find a radical alternative that still offers all of us progress but in a radically altered world.

The two articles in summary first

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