![1. Identify one object or activity you or your team performs (i.e.,
writing a proposal)
2. Ask yourself/team what is the overall purpose or reason the
object exists (i.e., proposal) or the activity is performed; answer
with a [verb-noun]
3. Ask ‘why’ the [verb-noun] is performed and again answer with
another [verb-noun]
4. Convert the new [verb-noun] into a provocative outcome
5. Generate new ideas to drive the outcome
Becoming an Outcome-Based Thinker
Moving beyond our habits, perceptions and what we take for granted](https://image.slidesharecdn.com/stevewilt-170925142119/85/Steve-Wilt-Director-Innovation-Transformation-Center-Salesforce-14-320.jpg)
Steve Wilt, Director, Innovation & Transformation Center, Salesforce
- 1. Disrupt, Innovate & Transform in the Age of the Customer September 21, 2017 swilt@salesforce.com Steve Wilt - ITC America Leader
- 2. Introductions Steven Wilt Innovation and Transformation Center ITC America Leader 35 years of Business Experience Author of Outcome-Based Thinking
- 3. What Does It Do? What is its overall purpose? Hold Coffee Facilitate Consumption Mindset Shift
- 4. Cut Grass Control Height Why Improve Appearance Increase Value How US Patent 389486 What Does It Do? What is its overall purpose? Mindset Shift
- 5. Solving the Single Greatest Challenge Take the first step Breaking free from the constraints of our existing habits and perceptions
- 6. Being Disrupted or Being the Disrupter Perpetuating Sameness Can Be Costly
- 7. It’s your first step Brings you back from the future X-Ray glasses A GPS Fundamental building block A New Way to Think, Innovate and Transform Outcome-Based Thinking
- 8. Describing an Outcome . . . You’ve achieved unimaginable success Single thought It’s already happened No more than ten words Bold, aggressive, provocative aspirations Don’t judge feasibility Make you uncomfortable We offer the most appealing solutions to our customers Consuming coffee is easy and effortless The height of the lawn is perfectly uniform
- 9. Shifting Mindsets Use Provocative Outcomes to be uncomfortable Conventional Provocative Mindset Shift We preempt the market with the most sought-after customer solutions We offer the most appealing solutions for our customers The most sought-after solutions develop themselves More Provocative
- 10. To Be A Disruptor Think Like One Get as far away from today as possible
- 11. To Be a Disruptor Think Like One When you go back to your office . . . Identify its overall purpose (verb-noun) HOLD COFFEE Ask Why FACILITATE CONSUMPTION Consuming coffee is easy and effortless Create Outcome Coffee Cup Customer 1 2 3 4
- 12. “The important gives way to the urgent, the future goes largely unexplored and the capacity to act rather than the capacity to think becomes the sole measure of leadership.” Gary Hamel
- 13. Thank Y u
- 14. 1. Identify one object or activity you or your team performs (i.e., writing a proposal) 2. Ask yourself/team what is the overall purpose or reason the object exists (i.e., proposal) or the activity is performed; answer with a [verb-noun] 3. Ask ‘why’ the [verb-noun] is performed and again answer with another [verb-noun] 4. Convert the new [verb-noun] into a provocative outcome 5. Generate new ideas to drive the outcome Becoming an Outcome-Based Thinker Moving beyond our habits, perceptions and what we take for granted
- 16. Shift Your Organizational Mindsets Conventional thinking is no longer sufficient “Conventional” “Provocative” Mindset Shift Customers compete with each other to do business with us Our value proposition attracts the most desired customers
- 17. Companies Are Using OBT to. . . Aspirations. Actions. Results. Unleash the greatness they already possess Create and validate their vision and key strategies Drive focus and alignment: priorities to results Make confident value-based decisions
- 18. Why Outcome-Based Thinking Works A powerful tool that rapidly aligns stakeholders and drives towards action Unifying Paints an ambitious picture of the future and challenges stakeholders to engage. Outcomes are generated by your own people, so they have vested ownership over success. Provocative Authentic Breaks down silos and aligns stakeholders on enterprise-wide outcomes. Quickly establishes priorities, metrics, and a roadmap. Actionable
- 19. • Built Outcome-Based Lens • Selected Critical Needs & Priorities • Calibrated Dashboard, Metrics & Goals • Innovated and Vetted New Ideas • Tested and Perfected Solution with a Real Customer • Created and Implemented Plan to Expand • Realized a $MM NPV 5 Weeks8 Weeks 3 Weeks 1 2 3 5 4 6 A Case in Point Attracting and retaining the most desired customers
- 21. “Our customers have a great experience” Shift Your Organizational Mindsets Conventional thinking is no longer sufficient “Customers create the greatest experiences for themselves” “Cut Grass” “Control Length” “We quickly develop and launch new products” “We preempt the competition with the most sought after products” “Our operations are the most efficient and effective” “We operate flawlessly” “Our employees do their best possible work” “Every employee is inspired, engaged and enabled to do the extraordinary” Mindset Shift