Introduction to Strategic Doing for Community Development

Morrison, E. (2012). "Strategic Doing for Community Development." in Norman Walzer and Gisele F.
Hamm, ed. Community Visioning Programs. New York: Routledge Publishing Group., Ch. 9, 156-177.
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An Introduction to Strategic Doing for Community Development
Ed Morrison
Economic Policy Advisor
Purdue Center for Regional Development
edmorrison@purdue.edu
Strategy answers two questions: "Where are we going?" and "How will we get there?"
Deceptively simple, these questions are devilishly difficult to answer within a complex
community setting.
This chapter introduces you to Strategic Doing, a new discipline for developing and
implementing strategy in loosely connected groups. As a form of community visioning, Strategic
Doing provides a discipline that can help community development practitioners guide
communities as they develop new strategies for development.
Here is what is different: Strategic Doing is a strategy discipline designed specifically for
loosely connected networks, the type of networks that characterize our communities. Many
practitioners have experienced the situation: A small group of civic leaders attempts to drive a
community in a specific direction. It rarely works, for the simple reason that no one can tell
anyone else what to do. The mayor cannot tell the chamber of commerce what to do. The
chamber cannot tell the community college what to do. The county commission cannot tell the
chamber what to do, and so on.
Communities are organized around networks, not hierarchies. Strategic Doing guides
strategy across organizational and political boundaries to build action-oriented collaborations
quickly. Traditional strategy practices emerged from large hierarchical, “command and control”
corporations. A small group of people at the top of the organization did the thinking, while rest

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of the people did the doing. In our civic spaces, there are no hierarchies. Yet, we still need to do
strategic thinking. Now, more than ever, we need to act strategically. So, how do we focus our
limited resources where they are likely to have the largest positive impacts? Strategic Doing is
designed to answer this question.
Strategic Doing can stand alone as a visioning practice, or practitioners can use elements
of the discipline in their own visioning process. While practitioners have used visioning as a
process of community development for about two decades, no single framework has evolved to
dominate the field. Indeed, one of the strengths of visioning may be that no strict dogma applies.
Practitioners are free to innovate, to experiment with different approaches and adapt what works.
Strategic Doing emerges from this spirit of experimentation and adaptation. It relies on
proven practices of Asset Based Community Development, Appreciative Inquiry and open
source software development (Kretzmann, J.P. & McKnight, J.L. 1993; Coopperrider, D.L. &
Whitney, D. 2001; Goldman, R. & Gabriel, R. P. 2005). It integrates these insights with a set of
simple rules to follow (Eisenhardt, K., & Sull, D. 2001). Most important, perhaps, Strategic
Doing is flexible, adaptive and low cost. Practitioners can make meaningful progress in
translating ideas into action in as little as two to three hours.
Typically, practitioners with experience with large group interventions and facilitation
pick up the discipline quickly. It embraces a simple framework that, like any discipline, takes
practice to master. Its popularity is spreading, because the discipline provides an intuitive
approach for developing a strategy and translating it into action. Practitioners can quickly
integrate the insights, tools and practices of Strategic Doing into existing strategy or visioning
programs. Everyone has a network, and when we choose to collaborate, we bring this network
into the room. Strategic Doing provides a way to align our extended networks, so we can get

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more work done faster. Practitioners can use Strategic Doing anywhere they need to develop and
manage a focused collaboration.
Thinking strategically in new ways is a little like putting on a new pair of glasses. It
might feel a little disoriented at first, but in a short time, vision improves. Here is an example of
some of the traditional thinking that needs adjustment. Having grown up in a hierarchical world,
many practitioners think of a strategy process as being either “top-down” or “bottom up”. In
network world, there are no tops or bottoms; only people and their connections matter.
Other seemingly confusing adjustments arise when practitioners shift their thinking
toward networks. In building a network, it is easier not think of “stakeholders” – people who
may be careful about guarding their boundaries. Instead, think of “shareholders” – people willing
to invest in a developing network. In a hierarchical world, these boundaries matter. In a network
world, they matter far less. Strong networks keep their boundaries open and flexible. Network
developers look for “boundary-spanners”, people who can jump across boundaries easily. They
focus energy and attention on strengthening the hubs of the network and connecting these hubs
to each other.
This chapter unfolds in three parts. First, the chapter introduces the core principles of
Strategic Doing. This strategy discipline is designed for open networks, the kind of networks that
characterize community and regional economies. The first section explores in more detail what it
means to shift our community development thinking toward networks.
The second section describes the four key questions of Strategic Doing to focus a
network on strategic issues. The last section concludes by summarizing seven simple rules that
define Strategic Doing and offers some insights that have emerged from our Strategic Doing

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workshops across the country. These guidelines are tentative, but they may help practitioners, as
they struggle with the complex task of guiding communities to higher levels of prosperity.
Strategic Doing emerged from the practice of strategic planning in regional economic
development. The Purdue Center for Regional Development continues to incubate the discipline
and provide its anchor home for development. Currently, Strategic Doing provides guidance for
practitioners in education, community development, economic development and workforce
development. The core concepts, templates and ideas are freely distributed through the Purdue
Center for Regional Development with a Creative Commons license.
A cautionary note: Strategic Doing is very much a discipline in development. New tools
and practices are evolving. Even though many of the core concepts are grounded in proven
development frameworks, Strategic Doing initiatives need continuous evaluations. So far, the
evidence suggests that Strategic Doing can lead to step change improvements in productivity, as
participants learn to “link and leverage” their resources toward shared, measurable outcomes.
Because people can move their collaborations into action quickly, the popularity of Strategic
Doing is spreading steadily among community, economic and workforce development
professionals.
Throughout this chapter, paragraphs with the lead-in “The practical consequences for
community development“ will help practitioners experiment with these concepts. In the end, the
best way to learn Strategic Doing is to do Strategic Doing.
The Principles Underlying Strategic Doing for Community Development:
Thinking from a Network Perspective
The discipline of Strategic Doing for community development rests on a set of core
principles:

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1. Communities — and their economies — represent networks embedded in other
networks.
2. Prosperity emerges from the mix of three flows of money circulating through these
networks in a community.
3. Innovation can shift the mix of these three flows of money.
4. Innovation drives prosperity by converting ideas into valuable and sustainable
products, services and experiences.
5. Innovation can emerge quickly from open networks of focused collaboration.
6. Networks innovate by linking and leveraging shared assets and defining new
opportunities where these assets connect.
7. As network members connect more assets, opportunities increase exponentially.
8. Strategy in open networks to pursue these opportunities emerges from following
simple rules.
9. Leaders guide networks strategically by guiding conversations with appreciative
questions.
10. Strategy in open networks balances open participation with leadership direction.
We will explore each in more detail.
Communities — and their economies — represent networks embedded in other
networks.-- Economists have long taught us that economies operate like mechanical systems.
They have fixed points of equilibrium. An “invisible hand” guides the market toward this
balance point through prices and the rational decisions of buyers and sellers. While logical, the
assumptions underlying this model are deeply flawed. This model does not provide much insight
into how to build communities.

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An alternative perspective is emerging that sees economies as networks embedded in
other networks (Beinhocker 2006). Economies represent open systems that adapt as
circumstances change. This approach, although more difficult to grasp at first, holds far deeper
implications and insight for community development.
As practitioners focus on growing their economies from the inside out, they are becoming
more aware of the importance of networks to building prosperity. This thinking emerges in rural
communities as they pursue both broadband and entrepreneurship strategies. Networks provide
the rationale for both strategies.
In broadband, physical infrastructure creates the platform to strengthen the networks that
lead to economic development (Kotko 2010). Bristol, Virginia provides a good case study of the
value of broadband. A municipally-owned utility, Bristol Virginia Utilities, operates a fiber
optic network in the city (population 17,000) and the surrounding counties. The deployment of a
high speed backbone triggered investments by a major defense contractor and a large consulting
firm to locate in this rural region in southwest Virginia. The defense contractor called the
broadband investment “absolutely critical” to its decision to locate its facility so far away from a
major metro (The Economist, 2010).
Entrepreneurship strategies also depend on developing networks. The resources that
entrepreneurs need to form and grow a business flow through informal networks within a
community or region. By strengthening these networks, a community can accelerate the pace of
business formation and growth. As an example, the Charleston Digital Corridor launched in
Charleston, SC in 2001. Soon after the launch, Ernest Andrade, the Executive Director of the
Corridor, established the practice of conducting regular forums – Fridays @ The Corridor – to
continuously build these networks. Through these forums, people in young companies become

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aware of the resources available to support their companies. They make the connections they
need to gain access to these resources quickly. In 2011, Charleston ranked as one of the top
cities in the country in support of small business (Portfolio.com 2011).
The practical consequences for community development: We can strengthen community
economies by strengthening relationships and intentionally building new networks of economic
activity.
Prosperity emerges from the mix of three flows of money circulating through these
networks in an economy.-- Here is a simple way to explain how economies prosper. Prosperity
in a community comes down to three flows of money that move through its networks: “good”,
“neutral” and “bad”. Good money flows into an economy through businesses (both profit and
nonprofit) that trade outside the community they import money into the community. These
“traded businesses” pour money into the economy like water going into a bucket.
Neutral money represents flows of money circulating within the economy. Economists
refer to the “multiplier effect” to capture this idea. The $100 that gets pumped into a community
economy by a traded business will circulate multiple times among the local businesses within the
community. This multiplier effect creates still more jobs and income.
Bad money represents money that flows out of the community. When residents make
purchases outside of the community that they could make inside, they are reducing jobs and
income. Bad money represents the holes in the bucket, the leakage. Prosperity within a
community involves managing these three flows of money: increasing the volume of good
money; increasing the velocity of neutral money; and reducing the volume of bad money.
The distinctions among these three flows are not hard and fast. So, for example, a local
“Big Box” retailer may draw customers from a wide market area outside a community. In

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attracting these customers, the store increases the volume of good money. Yet, because of its
sourcing patterns, the big-box retailer may not rely at all on local suppliers. So, while the Big
Box retailer is increasing the flow of good money, it is also increasing the flow of bad money
and reducing the velocity of neutral money (both by ignoring local suppliers).
A 2009 study in New Orleans illustrates this dynamic. Researchers examined financial
data from fifteen locally owned businesses and compared their impact on the local economy to
that of a Big Box retailer (The Urban Conservancy 2009). The study found that 16% of the
money spent at a Big Box retailer stays in the local economy. In contrast, the local retailers
returned more than 32% of their revenue to the local economy. The reason: the local stores
purchased more goods and services from other local businesses. Small shifts in spending patterns
can make a big difference to the local economy (circulating more neutral money). According to
the study, if residents and visitors were to shift 10% of their spending from chains to local
businesses, that change would generate an additional $235 million a year in local economic
impact.
Here is another example to understand flows of money in an economy. The emergence of
a local foods movement can improve community prosperity by reducing the flow of bad money
and increasing the velocity of neutral money. Residents, by relying on local suppliers, keep more
money in the local economy. As local food movement gains strength, it may develop its own
marketing and branding. Then local food companies can become traded businesses, as they sell
products in markets outside the community. When they cross this threshold, they increase the
flow of good money.
That is exactly what is happening in Medora, IN, home of the National Maple Sugar
Festival. After a Strategic Doing session, the community recognized the opportunity of

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converting a small basket of food assets (maple sugar producers) into a festival with a “Sweet
Victory Challenge” contest, complete with celebrity judges, a national product sponsor (King
Arthur Flour), and over 1,000 entries. In 2010, over 5,000 visitors attended the festival, a five
fold increase from 2009 (http://nationalmaplesyrupfestival.com/).
The practical consequences for community development: We can quickly explain how
economic prosperity emerges from three flows of money, and we can focus our efforts at
improving these flows through networks in the community.
Innovation can shift the mix of these three flows of money.-- As organizations within
the community innovate, they can shift the flows of money moving through their economy.
These innovations often arise from new collaborations in the community. Medora, IN represents
on example: innovations in local foods can create higher volumes of good money.
In another example, cooperation can increase the power of tourism attractions to generate
good money. Take the case of a rural county in Kentucky. Packaging together a tour of local
churches, each with a remarkable history, enabled one county in eastern Kentucky to market
itself to residents in Louisville and Cincinnati. By creating a new tourism experience, they
increased the flow of good money flowing into their community.
Buy local campaigns reduce the flow of bad money and increase the velocity of good
money. The Business Alliance of Local Living Economies (BALLE) represents a fast-growing
network of businesses focused on the strategy of strengthening local economies by building
networks that support locally-owned businesses (http://livingeconomies.org). BALLE operates as
a network of networks, with over 80 networks operating in thirty states and Canadian provinces.
Local First, based in Grand Rapids, MI represents a hub for this strategy in the Midwest. From a

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base of 160 businesses in 2007 in Grand Rapids, Local First had grown to a network of over 600
businesses by 2010 (http://localfirst.com).
As governments collaborate, they can also alter these flows. Establishing a buying
collaborative can reduce the price that governments pay for supplies and reduce the flow of bad
money. For example, the Kansas City Regional Purchasing Cooperative, a collaboration of local
governments, formed in 2003 to give government agencies access to volume discounts and better
pricing. In the process, they are reducing the flow of bad money out of the economy.
The practical consequences for community development: Innovations emerging from
networks of collaboration in our communities can shift the mix of the three flows of money.
Innovation drives prosperity by converting ideas into valuable products, services
and experiences.-- Let’s look at the process of innovation more closely. Innovation is a process
of converting ideas into something valuable. Warren Buffett has famously drawn the distinction
between price and value: price is what you pay; value is what you get. In a market economy,
customers determine value.
The "something of value" can be virtually anything: a product, a service or an experience.
In short, innovation happens anywhere. Artists are innovating when they create exciting
experiences to bring people downtown. Businesses are innovating when they create a new
product. Governments are innovating when they deliver services through the Internet or share
public safety services.
Finally, innovations do not have to be big to be meaningful. The business literature is
filled with articles about “disruptive” innovations — the big ideas that abruptly shift markets. In
community development, we are not really looking for the “next big thing”. Instead, we are

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looking for a lot of smaller innovations which, when taken together, alter the development path
for our communities.
Here is an example. A monthly First Fridays Artwalk in Fairfield, Iowa encourages
residents and visitors to see Fairfield in a new light. Sponsors conduct ArtWalk on the first
Friday evening year around on Fairfield's downtown square. Over 25 galleries & art venues,
businesses, arts organizations, and schools contribute exhibits, demonstrations and performance
art. During these events, the sidewalks were filled with people who come to town for the
experience. Artwalk marks one component in the rural renaissance of Fairfield. Despite being 60
miles off the interstate and 100 miles from the nearest metro region, Fairfield has fashioned itself
into a vibrant entrepreneurial hot spot (Chojnowski, 2010). As communities like Fairfield
accumulate innovations, they shift how money flows through their economy. The flow of bad
money decreases, while both the flow of good money and the velocity of neutral money increase.
The practical consequences for community development: Innovation can be large or
small. Small innovations can grow into big innovations. Many small innovations —
accumulating over time — can amount to a big shift.
Innovation can emerge quickly from open networks of focused collaboration.-- In a
network economy, innovation can come from anywhere. Corporations are beginning to recognize
this fact by moving toward new business models of “open innovation”. With this approach, a
company relies on outside expertise to bring new ideas to market (Chesbrough 2003). Broadly
speaking, “open innovation” is the process of innovating in partnership with others outside your
organization, by sharing the risks and rewards of the outcome and process.
The idea is nothing new to community development. Most experienced practitioners
recognize the interdependencies that bring new ideas to market. Successful community

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development projects require skills from facilitation to detailed project management. Think about
the challenges of revitalizing the downtown main street in a place like Horse Cave, Kentucky.
The city (population 2,200) is located 80 miles south of Louisville, just off Interstate 65. Twelve
years ago, when a team from the Kentucky Cabinet for Economic Development visited, the
downtown was downtrodden and dilapidated. Their first strategy: Turn the downtown into a
vibrant place. The team gave them simple places to start: pick up the trash, cut the weeds, paint
the faded and peeling welcome sign.
Now signs of life have emerged with a series of innovations, like the Horse Cave
Heritage Festival. In 2001, the city started a Main Street program. In January 2011, they
launched a cell phone walking tour with numbers posted on tour signs around town. Each stops
is connected to a web site that provides still more information
(http://www.horsecavestories.com/). Each of these steps represents an “open innovation” arising
from collaboration.
By nurturing more networks within communities and focusing these networks on new
ideas tied to next steps, the number of innovations taking place can accelerate. Speed comes
from trust that builds through predictable habits of moving ideas into action. As these trusted
networks become thicker and larger, the number of innovations expands.
The practical consequences for community development: We can accelerate the impact of
innovations in our economy by developing and guiding open networks of collaboration.
Networks innovate by linking and leveraging shared assets and defining new
opportunities where these assets connect.-- Building off a community’s assets represents one
of the key tenets of successful community development (Kretzman & McKnight 1993). By
linking and leveraging our assets, members of a community can imagine new opportunities.

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What happens when an engineering professor with a love for guitars meets high school
science teachers grappling with the challenges of engaging students in science, engineering and
math? Out of this mix the Purdue Guitar Summer Camp now excites high school students by
teaching them how to build their own electric guitar. During a week, students get exposed to
advanced manufacturing technologies and the experience of working on a college campus. They
take away a new appreciation of manufacturing and, perhaps, a new set of career options.
Here is another example. In Milwaukee, a cluster of fresh water technology companies
formed in 2008. As the discussions leading to this cluster got underway, executives at two
companies discovered a major opportunity to support new start up companies. One firm, A.O.
Smith, operates one of the largest hot water testing labs in the country. Another, Badger Meter,
operates one of the largest cold water testing labs. Both companies had excess capacity in their
labs. By combining this excess capacity, the two companies now provide sophisticated testing
facilities to start-up companies across the spectrum of fresh water technologies.
The practical consequences for community development: We need to start our strategies
by identifying our assets, but we cannot stop there. The real opportunities emerge when we
connect our assets in new and different ways.
As network members connect more assets, opportunities increase exponentially.--
This principle captures “the network effect” that can be explained with a little thought
experiment. If the world had only one cell phone, it would not be very valuable. If the world had
two cell phones, then two people could establish a connection. Assign a value of 1 to this
connection. But what about ten cell phones? This network could establish 90 one-way (or 45
two-way) connections with these cell phones, so the value is much higher. That is the point. The

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value of a network increases exponentially with the number of connected nodes in the network.
Welcome to the world of increasing returns (Arthur 1996).
This one idea has turned economics and business strategy upside down (Beinhocker
2006). Economics is no longer solely about how we manage scarcity. Knowledge, emerging
from networks, is infinitely expandable. As knowledge becomes an increasing valuable
component of products and services, businesses are facing the challenges of competing in
markets with increasing returns. In this world, collaboration becomes vital to success. Who
makes the Apple iPhone? It is not Apple. Rather, it is a network led by Apple.
The Appalachian Center for Economic Networks (ACEnet) in southeastern Ohio has
pioneered the development of network-based economic development. Through an approach
ACEnet calls Regional Flavor, ACEnet builds networks that add value to local agricultural
production. The process started with an anchor investment in a shared kitchen incubator. As
networks grew, collaborative buying started. More sophisticated collaborations emerged with
still more collaborations around regional branding. As more network connections form, more
opportunities emerge (Holley 2006, 2009).
With increasing returns delivered through networks, community and economic
development are not zero-sum games. Communities with deep habits of forming practical
collaborations will prosper. They will learn faster, spot opportunities faster and make decisions
faster. They will be more innovative, adaptive and resilient.
The practical consequences for community development: to nurture community vitality
we need a continuous, low cost process for developing and guiding collaborations.
Strategy in networks emerges from following simple rules.-- Even the smallest
communities represent complex sets of relationships: networks embedded in other networks.

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Collaborative projects add another level of complexity. The shifting social, economic and natural
environments add still more complexity.
Communities cannot develop strategy by adding even more complexity. Instead, strategy
emerges by following some simple rules (Eisenhardt & Sull 2001). Strategy––the story of where
a community is going and how it will get there––evolves from continuous, deep and focused
conversations combined with experimentation. People learn by doing. A strategy should capture
the best thinking at a single point in time. As the community gains knowledge and experience,
the strategy –a combination of outcomes and pathways – changes. The community can create
and adapt quickly by following a discipline defined by simple rules.
In the industrial economy of the past, strategy formed as a product of a logical, linear
planning process. Rooted in the operational planning that developed during World War II, a
linear planning process works very well in stable markets. In the network economy that is
emerging, the future is far less predictable. Strategy remains vitally important, but effective
strategy must be more flexible and adaptive, as circumstances change more rapidly (Homer-
Dixon 2000).
The practical consequences for community development: Defining a strategy for a
community is not a lengthy, costly linear process. In a network, strategy is a simple discipline —
a set of collective habits, widely shared — that takes practice to master. It is a process of fast,
frequent engagement with short bursts of strategic thinking to keep us aligned and focused.
Leaders guide networks strategically by guiding conversations with appreciative
questions.-- Appreciative questions focus attention on the strengths embedded in a network. By
framing a constructive conversation, an appreciative question can lead members of the network
to see new possibilities and new collaborations. As members of the network begin to translate

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their opportunities into action, appreciative questions enable the network to make adjustments
and keep moving in the direction of their shared outcomes. As implementation continues,
appreciative questions support and amplify these efforts (Busche 2007; Busche 2010;
Cooperrider 1990).
Part of the challenge many communities face comes in crossing organizational and
political boundaries. Only deeper conversations can bridge these divides. Getting people to share
their stories by asking them appreciative questions demonstrates empathetic listening, a key
element of overcoming these barriers and encouraging this deeper dialogue (Yankelovich, 1999).
Here is an example of the power of appreciative questions at work in Ascension Parish,
Louisiana in the late 1990’s. A small group of citizen planners faced a big set of problems.
Ascension Parish is located just south of Baton Rouge along the Mississippi River. In the mid
1990s this predominantly rural parish experienced large increases in its population as people
migrated out of Baton Rouge. The influx created a serious challenge for a parish with no zoning
ordinance.
Only a few feet above sea level, the parish is prone to flooding. Major development that
imported dirt to fill in the low land simply pushed water onto neighboring land. A more serious
problem existed along the riverfront where large chemical plants operated. Residential
encroachment on these plants created serious public safety problems.
The citizen planners had approached these problems by focusing on developing a zoning
ordinance. However, the strong political sentiment against any government control of local
property decisions prevented any serious discussion from taking place. When they started, the
Parish Council stood unanimously against adopting a zoning ordinance.

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They changed the dynamic in the parish by shifting the discussion. Instead of focusing on
zoning, they held citizen forums around the parish focusing our attention on another question.
They asked, “What are the things that you love about this parish that you would like to preserve
and pass on to your children and your grandchildren?” They used big wall maps to mark the
assets that people wanted to preserve. After meetings across the parish, they drafted a
development code to protect the assets that citizens wanted to protect. In the process, they dealt
with the problems of flooding and residential encroachment on the industrial plants. When they
were finished, the new development code easily passed the Parish Council.
The practical consequences for community development: We guide our strategy by
guiding and focusing our conversations. Effective network leadership comes from asking
insightful questions.
Strategy in open networks balances open participation with leadership direction.--
For many civic leaders, a legacy of hierarchical thinking divides the world into “top-down” or
“bottom-up” approaches to strategy and leadership. As we have seen, in a networked world,
these choices do not exist. There are no tops or bottoms to a network.
Instead, the most effective networks have both a tight core and porous boundaries. A tight
core of members bound together with high levels of trust can quickly translate ideas into action.
By their actions, these core members guide the network. They assume different leadership
responsibilities, distributed throughout the core team.
At the same time, porous boundaries keep the network open to new ideas and flows of
information. When boundaries get too rigid, the core members of the network can suffer from
“group think”. They are not open to new perspectives. They reinforce each other's thinking
regardless of whether their perceptions are accurate (Surowiecki 2003, 184).

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The citizen planners who built networks in Ascension Parish maintained this balance
between open participation and leadership direction. A handful of eight citizen planners guided
the process. They agreed to hold citizen forums anywhere in the parish. They met in community
centers, volunteer fire departments, schools, and even a small metal building that had been used
for a warehouse. The citizen planners guided these meetings with strict rules of civility. When
people stepped out of order, the chair interrupted and reminded the audience of the importance of
mutual respect. In this way, they built the networks that changed the political dynamics in the
parish.
The practical consequences for community development: Community development is the
art of balancing open participation and leadership direction. In most situations, practitioners
can offer guidance by asking insightful questions. At the other times, practitioners will need to be
more assertive. By keeping the community development process open, practitioners are not
inviting confusion or sacrificing leadership responsibility. Leadership in networks provides
coherence and focus. Practitioners need open participation to maintain the vibrancy and
resilience of our networks.
The Key Questions of Strategy Doing: Focusing a Network on Strategic
Issues
Community development involves guiding loosely joined collaborations toward common,
shared outcomes. These collaborations emerge from complex conversations. How do civic
leaders build strategic collaborations? How do they identify the projects and focus on issues that
really matter to them? How do they define the essence of a strategy: explaining where their
community is going and how they will get there?

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It is commonplace to think of helping and implementing a strategy as a linear process. In
Strategic Doing, strategy emerges in a different way. It is an ongoing, agile discipline, an
iterative fast cycle process of thinking, executing, and learning collaboratively. This discipline
enables people in a network to focus and adjust. People do their complex thinking together
quickly.
Community development involves a web of relationships far more challenging than two
parties coming together to form a partnership. If developing a business partnership is a game of
checkers, then community development is three dimensional chess. These collaborations involve
multiple parties, each with their own governance, funding and network of connections. These
resources are both embedded in invisible networks and remarkably extensive.
Think of it this way. If ten people come together to start collaborating on a community
development project, there are more than ten people at the table. Each participant also represents
an invisible network of people. With the right inspiration and direction, the people at the table
can mobilize their networks and align them toward a common outcome. Assume that each person
has a trusted network of thirty people. In this case, a group of ten people has the opportunity of
mobilizing a network of three hundred people. But how can they do that?
One of the important insights from Appreciative Inquiry is that people move in the
direction of their conversations. If practitioners can focus conversations on strategic issues, then
they can guide this network to develop and execute a strategy.
Strategic Doing starts with defining new opportunities by linking and leveraging assets
within the network. Members of a network then develop shared outcomes by conducting a
detailed conversation on the characteristics of success. As network members explore what
success looks like, they convert these characteristics into measurable outcomes.

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They then mark a pathway to each outcome by starting with a project and some simple
milestones. They move into action with a short action plan that focuses on near-term steps to
gain momentum. Finally, they set a time to come back together again to review what they have
learned, explore new opportunities, refine their strategy (both outcomes and pathways), and
create their next short-term action plan. They can do all this work together in a matter of hours, if
they focus their conversation on four key strategic questions.
As they answer these questions they generate all the components they need for a
strategic action plan. The process calls for continuous revision. Their strategic thinking is never
finished. They treat each version of their strategic action plan as a work in progress, and they
number them, much like a software company keeps track of new releases of a software package.
Defining Opportunities with Strategic Doing: What could we do?
The first question of Strategic Doing invites members of a new network to start the
process of mapping the assets within their network. These assets can be tangible or intangible:
resources, experience, connections, and passions. Their network assets represent the assets that
the members are willing to share with each other. By linking and leveraging these assets, they
define new opportunities. As they connect these opportunities into patterns, a vision of their
future possibilities emerges.
What could happen if they connected their community college to science classes taking
place in their high schools? What could happen if they linked their workforce system to their
public libraries? Could they leverage the assets within their network to create new supports to
keep at-risk youth in school?

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These are the type of explorations triggered by the first question of Strategic Doing. By
combining the insights of Asset Based Community Development and Appreciative Inquiry, the
first question of Strategic Doing invites them to imagine new horizons for collective action.
In 2007, a small group of no more than twelve people met in the basement of the White
County, Indiana courthouse. They came to explore what steps they could do to move their region
of fourteen counties toward a sustainable economy in energy efficiency and renewable energy.
They started with an ambitious question: “How can we distinguish our region nationally in clean
energy?”
A representative from Purdue University was the first to speak. She pointed out that
Purdue had a lot of assets in teaching manufacturers new skills for sustainability. She wondered,
“Could we establish a new green collar certification for manufacturing?” The representative
from Ivy Tech, the state’s community college system, pointed to the expertise within her system
to develop and deliver curriculum. The economic developers around the table immediately saw
the value of promoting their region as a center for sustainable manufacturing.
From this conversation, which took no more than 90 minutes, the group launched the first
national certification in green manufacturing, the Green Manufacturing Specialist Certification.
The training educates both hourly and salaried workers in the principles of clean manufacturing,
energy conservation and waste reduction. Through Purdue’s collaboration with the Society of
Manufacturing Engineers, the certificate is now offered nationally (Industry Week 2009).
The practical consequences for community development: In defining new opportunities
for our communities, listing assets does not go far enough. Our opportunities emerge when we
connect our assets. We complete these discussions by asking a lot of “What if…?" questions.
Converting Opportunities to Strategic Outcomes: What should we do?

22
Community participants can generate many opportunities from the assets they have
within their networks, but a strategy is about making choices. They cannot do everything all at
once. They need a strategy, and a strategy starts with an outcome, a destination.
Strategic Doing is designed to guide networks that we cannot “command and control”. To
do that, network members need convert their most promising opportunities -- which, taken
together, may compose their vision -- into outcomes that are precise and clear. Moving a network
requires specific destinations that practical people can see in their mind’s eye. As the second step
in Strategic Doing, they need to convert their opportunities into a small number of strategic
outcomes.
Strategic Doing defines strategic outcomes in terms of clear characteristics. Network
members define these characteristics by asking themselves some pointed questions. Specifically,
how will their community be transformed by virtue of their collaborations? What will change?
What evidence will they have that they have made a difference? What will people see, feel, or do
that will be different? Defining a strategic outcome invites a detailed, deep discussion of the
characteristics of the community they wish to leave behind, their legacy.
Motivating people in a loosely joined network requires that they become emotionally
committed to common destination. That destination is a complex reality with many different
characteristics, which are not mutually exclusive or necessarily conflicting. Rather than focusing
early on vision statements, Strategic Doing concentrates energy on the complex task of defining
at least one clear strategic outcome with measurable characteristics. A short thought exercise
illustrates how characteristics can come together.
Imagine five people sitting around the table. We give them the challenge of choosing one
quality car together. To find the best choice, each participant must first define what a “quality

23
car” means. To Bob, it means a car with excellent fuel mileage. Mary, on the other hand, does
not care so much about fuel economy, but she cares a lot about safety. She wants the highest
safety rating possible. Jim thinks safety and fuel economy are important, but he really wants a
car that will haul his kayak into some rougher off-road terrains. Janet is totally focused on the
interior of the car. She wants heated leather seats, a good sound system, and a sunroof. Sue is the
penny-pincher in the group. She wants a car that has a strong warranty and an excellent repair
record.
As this thought exercise shows, all five members of the group have a different
perspective on what a quality car means. They each define and weigh different characteristics,
which are not mutually exclusive. They can undoubtedly find a range of models that would fit
their collective needs. To do that, they have to reduce these characteristics to metrics, clear
measurements that they can compare across models. Some characteristics (leather seats, sunroof,
repair records) are easy to measure. Others (safety, off-road characteristics) are tricky. At the
same time, clear measures can help the group to explore what they mean by quality car, make
comparisons, and come to a decision.
Although this process may sound a bit daunting, it comes with practice. The Purdue
Center for Regional Development used Strategic Doing to guide the development of a $15
million project to stimulate innovation in regional workforce and economic development.
Funded by the U.S. Labor Department, they set out on a different course than most of their
colleagues in other regions. They used a simple stage-gate process to decide which initiative
proposals they would fund.
As part of a simple application process, they asked the sponsors of a proposal to define
what they saw as an outcome: How did they propose to measure success? Through a short

24
negotiation, they were able to help proposal sponsors to clarify their thinking about how they
could describe their outcome so that everyone could measure it. For its part, Purdue was looking
to invest their federal money in initiatives that were replicable, scalable and sustainable.
Over time, Purdue and its partners invested in over sixty initiatives in four strategic focus
areas. Over 80% of these initiatives continued past their initial funding. Each initiative included
multiple metrics that helped us to monitor what was working. Because everyone shared an
understanding of where were they heading, Purdue did not need a heavy overhead to manage the
$15 million in investment. Even with over 200 metrics reviewed monthly, Purdue added only 1.5
administrative people to manage the project. Clarity on our outcomes led to administrative
flexibility.
Clear agreement on outcomes also helped Purdue and its partners move past potential
arguments. Here is an example. Purdue and its partners targeted one of its programs to adults
who had almost completed their college degree but were short a few credit hours. These “stop
outs”, they reasoned, may be induced to complete their college education with a relatively small
financial incentive. They agreed that the outcome would be the number of adults who re-entered
college to complete their degree.
As a first step, they designed a coupon program for these adults who attended two of the
public four year institutions in our region: Indiana University–Kokomo (IU-K) and Purdue
University. They agreed to divide the budget equally between the two institutions. Students
would receive a small tuition break if they re-entered school.
They sent invitations to participate in the program to an equal number of stop outs at each
institution. They quickly found that the response rate at IU-K was far higher than Purdue. Based

25
on this initial response, they shifted all of the money over to IU-K. Because they had agreed on
clear outcomes at the beginning, they avoided any controversy about reallocating the budget.
The practical consequences for community development: The first part of any strategy
involves defining an outcome. As practitioners guide discussions within their community to
define these outcomes, they need to move to deeper levels of detail. They need to define specific
characteristics that are measurable, so they can agree on what success looks like. This step may
take time at the beginning, but when it comes to implementation, the community can move faster.
Developing Clear Project and Action Plans: What will we do?
Answering this question draws the logical links from where the community is today to
where they want to be. This step involves defining a pathway with at least one project, as well as
an action plan that outlines the next steps.
Recall that an effective strategy in open networks mobilizes a community’s collective
networks. In order to do that, participants in a Strategic Doing workshop need to convince people
that their outcome is clear and worthy, that they know what success looks like. They also need to
convince them that they have a practical path to get from here to there. A project plan with clear
milestones meets this test. It helps convince people in their networks that their outcome is
achievable.
In addition to the project plan, however, they need an action plan. What steps will they
take collectively in the short term to move ahead? A transparent, shared action plan breaks
another common bad habit. In civic discussions, participants are often comfortable with coming
up with ideas for other people to do. This customary approach is a recipe for gridlock. Instead,
Strategic Doing emphasizes the importance of everyone in the network taking a small step to

26
advance the project plan and move toward a clear outcome. Execution, like everything else in
Strategic Doing, is a shared responsibility.
The discipline of Strategic Doing emphasizes the importance of small next steps for
number of reasons. First, everyone is busy; no one has enough time; and small steps make it
easier to commit. In implementing a project plan, a network is are far better off by breaking their
project plan into these small steps over the short term. The probability that members of the
network will make some progress increases, and the risk that they will fall victim to schedule
delays goes down dramatically. Second, by taking small, coordinated steps collectively, they can
generate a big movement. A telephone tree works this way. Members of a telephone tree can
notify hundreds of people quickly, if each person makes only a handful of calls.
Third, a shared, transparent action plan also helps a network make adjustments when
circumstances change. If a member of the network cannot fulfill her commitment, others can
quickly fill the gap. They can substitute with someone else or simply defer this step until later.
Finally, a transparent action plan develops an atmosphere of mutual accountability. With mutual
accountability, members of the network help each other keep on track.
This third step of Strategic Doing is critical to translating ideas into action. Many
strategies published by community, economic and workforce development organizations often
fail to include an action plan. Without one, any strategy is incomplete. It does not clearly answer
the question of “How will we get there?”
Part of the problem, may be that people naturally expect someone else to do the work.
Here is an example from northern Idaho. A group of civic leaders in Sandpoint, Idaho convened
to come up with a clear strategy for improving workforce skill development within their region.
The group took two hours to go through the first two steps of a Strategic Doing workshop.

27
When it came to the third question -- "What will we do? -- the group naturally assumed
that a handful of staff people within the economic and workforce development organizations
would implement everything. Their answer meant that, in effect, forty people would be telling
three people what to do.
To move around this implementation roadblock, participants in the workshop needed to
shift the thinking in the room on how to translate ideas into action within a network. In a
hierarchy, implementation is a responsibility assigned to one person or, at most, a handful of
people. Within a network, the responsibility for implementation is broadly shared. To move the
north Idaho region forward, everyone in the room needed to take a small step toward the
outcomes we had outlined.
The group moved in this direction when one person asked each member of the group to
raise a hand if they agreed with the outcomes that they had defined. Virtually every hand in the
room went up. They then went from person by person and asked, “In the next 30 days, what will
you do to move our strategy forward?” In the space of about fifteen minutes, they had their
action plan.
The practical consequences for community development: In moving a strategy to action,
focus on next steps. End each meeting with a discussion of your next steps. What will people be
doing as they walk out of their meeting? What will they be doing next week?
Committing to a Learning Loop: When will we get back together?
The last step of Strategic Doing involves making commitments to connect and learn. The
strategy process in open networks is organic, not fixed or mechanical. It requires absorbing the
lessons from experience and making adjustments, as members of the network accumulate new
knowledge about “what works”.

28
At the same time, a commitment to continuous learning recognizes that the strategy
process is never done. Because the environment is continuously shifting, strategy in open
networks involves an on-going process of adaptation and adjustment. Building the shared habit
of convening regularly moves a community away from the notion that strategy can be hatched
through one-time summits, an occasional “big tent” event, or a fat report.
During the initial launch of a Strategic Doing process, it makes sense to reconnect in
person every thirty days or so. Personal connections are help to embed a strategy discipline
among people in the network. At the same time, collaboration can continue online with multiple
different Internet platforms for sharing information and keeping projects on track. Building the
discipline of sharing information and meeting regularly to adjust strategy builds resilience within
the network. As new trusted networks emerge, the community is more capable of spotting new
opportunities and responding to new challenges.
For the past few years, the Edward Lowe Foundation has helped to develop the
disciplines of Strategic Doing. With two and three day retreats, they explore different
components of a curriculum for teaching the skills of guiding an open network. In one team-
building exercise, called the River Tweed, teams work together to solve a complex problem of
crossing an imaginary river. As they approach the distant shore, teams falter. They lose their
focus. They think they have solved the problem before they actually reached the other side.
The experience carries an important lesson. In the closing minutes of a Strategic Doing
workshop, the group cannot afford to drift off. They must focus on their next steps and
answering the question: "When will we come back together to share what they have
accomplished and learned?" Without closing this loop, the network does not learn or adapt.
Instead, it will likely fall apart.

29
The practical consequences for community development: Start slowly to build
momentum, focus on linking strategic outcomes to small steps. Rather than concentrate on the
number of people attending an event, pay attention to the quality of the conversation. Strategy in
open networks involves guiding these deeper conversations. Use the Internet to post meeting
notes and keep the process both open and moving forward. If practitioners focus on delivering
powerful experiences, networks will grow. Most important, everyone leaving a gathering should
have a clear idea of next steps.
The Simple Rules of Strategy Doing: Moving Collaborations to Action
With Strategic Doing being conducted around the country, a set of simple rules is
emerging to guide the process. Here are some steps to follow to implement Strategic Doing
within a community.
Establish civic spaces for complex thinking and doing.–– Strategic Doing does not
work without safe, stable civic spaces. The best way to start establishing these spaces involves
conducting regular civic forums. By establishing clear expectations of civility and guiding the
conversation with strategic questions, a community can model the behavior that will lead to new
innovative, collaborative initiatives.
These civic gatherings can be organized around the first question of Strategic Doing:
“What could we do?” Regular civic forums focus on identifying and connecting assets within
the community. So, for example, a community could explore the question, “What could we do
to expand the market for local foods?” The people drawn to this conversation will form the core
of a new network focused on building local food initiatives in the community. Conducting
regular civic forums is a low cost way to uncover emerging networks with the energy to
innovate.

30
Guide conversations with appreciative questions.–– Leaders can guide networks by
asking appreciative questions. These questions focus on opportunities, not deficits: what they
can do, not what they cannot do. Through these questions, members of a network start to see
new patterns and new possibilities. As we have seen, opportunities emerge when network
members start connecting their assets.
Initially, the responsibility for guiding conversations falls to an individual. However, the
healthiest leadership within an open network is widely distributed throughout the group. In the
most dynamic networks, asking questions that point to new connections emerges as a collective
responsibility.
Link and leverage assets to define opportunities.–– As network members connect more
assets within a network, their opportunities become more pragmatic and achievable. The
challenge at this stage of a strategic conversation involves getting members of the network to
stretch their thinking. As people add assets to a promising opportunity, a new dimension of that
opportunity becomes clearer. More emotional energy emerges behind the opportunity, as
members of the network grapple to align, link and leverage their assets.
In communities with no clear vision, Strategic Doing focuses initially on exploring new
opportunities from new connections. Defining a collective vision is an extremely complex and
difficult challenge. For people with little or no experience working together, the task is a steep
hill to climb as a first step. For these communities, Strategic Doing focuses on discovering
opportunities as a way to get started. These opportunities — when taken together over time —
can give rise to a collective vision.
For communities that have a vision statement, Strategic Doing focuses on converting this
vision into action. The four key questions walk members of a network through this process of

31
converting visions to opportunities; opportunities to outcomes; and outcomes to project and
action plans, all tied together with a commitment to continuous learning.
The real work of Strategic Doing – and where most networks experience difficulty --
comes in moving from opportunities to outcomes, projects and action plans. As people gain
experience translating their ideas into action, the job of coming up with a collective vision
becomes easier. So, some networks develop a “placeholder” vision to start and revise their
vision as they gain more experience working together.
Convert opportunities to clear, measurable outcomes.–– The most challenging stage of
Strategic Doing comes in converting opportunities into strategic outcomes. To do this step well,
members of the network must focus their thinking and move their conversations from big ideas
down to concrete, measurable details. Sufficient clarity on an individual characteristic emerges
when people can agree on how to measure it. If the characteristic is too vague to measure, it is
best to go back to the characteristic and clarify the thinking.
Getting really clear about outcomes is not easy. Network members struggle to explain
what success looks like and how measure it. Yet, that level of detail, rather than pushing people
apart, actually pulls them together. The reason: The outcomes on which they can agree are
complex and composed of many different dimensions. They are not dealing with simple
either/or choices. Instead, they are creating an outcome with different perspectives, different
dimensions and nuances. Many people find excitement in this complex work of civic creativity
and construction.
Connect your outcomes to small, shared next steps.–– An effective strategy connects
big ideas to small steps. The key to execution comes in developing project plans with a handful

32
of milestones and action plans. A project, combined with an action plan, draws the logical links
from where members of a network are to where they want to be.
Transparent project and action plans have other advantages. They help distribute the
workload and make sure that the responsibility for execution is widely shared. Transparency and
shared responsibility improves the probability that something will actually get done. Before a
network adjourns from a Strategic Doing workshop, all members of the network should have a
clear idea of the next steps that each person will be taking. By agreeing to take even a small step
— making an e-mail introduction, for example — members of the network endorse their action
plan.
Experiment continuously with pilot projects.–– Community development is all about
co-investment. Diverse parties come together and make investments of time and resources to
achieve transformative outcomes. The future is unknowable, so members of a network must
experiment to figure out what works. Implementing pilot projects creates an environment in
which they can learn from each other, refine their strategies, and then move to the next level
with more confidence.
Press on regardless.––Strategy in open networks is never done. It involves a continuous
process of refinement, learning and execution. Overcoming objections and obstacles is all part
of the process. Network approaches to community development can bewilder some and threaten
others. The best way to address healthy skepticism or unhealthy threats is to keep the network
moving: focused on the four strategic questions that shape strategy.
Networks continue to evolve, as members strengthen and focus them. They are building
social capital as they go. Rather than being a painful process, strategy in community

33
development becomes a process that is continuous, purposeful and — above all — fun.
Participants connect, learn, encourage and celebrate.
With Strategic Doing, members of a network can generate a strategic action plan
quickly: an evolving asset map of our opportunities; a handful of strategic outcomes; a set of
project plans and action plans to chart a path to outcomes; and a process to keep moving
forward by making adjustments, as circumstances change and we learn what works. Although it
is still early in its development, the signs are encouraging. Strategic Doing provides a simple,
intuitive discipline to stimulate innovation and move communities to the next level of
prosperity.

34
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