Point: Provide customers with toolkits to help them create new products and services.

Story: I’m looking forward to hearing Henry Chesbrough, originator of the term “open innovation,” speak at the World Innovation Forum tomorrow.

In his latest book, Open Services Innovation, Chesbrough writes about co-creating with your customers, particularly in services where it’s harder for customers to specify what they want because so much of the experience is tacit.  Whereas innovative physical products can excel on objective measurable performance, innovative services often entail a greater degree of subjective perceptions.

What’s exciting for innovators is that precisely because the information is tacit, finding ways to elicit or manage that tacit information will bring strategic advantage.  One way that customers can “tell” you this tacit information is through their behavior, which in most cases is through their purchase and usage patterns. If customers have a good subjective experience, they do it again; if the service was bad, they don’t come back.  Yet passive observation can be hard to interpret, can miss a lot, and is better at providing feedback on existing offers than for creating true innovation.

A better solution is for companies to actively encourage open feedback and ideas from customers.  As Chesbrough says, “When customers tell you – rather than everyone else — their tacit needs, you have a unique insight that can help you differentiate yourself in the market.”  Companies that can find ways to engage customers to co-create — or that can create systems that elicit such tacit knowledge — accrue benefits. LEGO, the building-brick toymaker, is one such company.

LEGO created a software toolkit and online space for customers to create and share new designs that go far beyond what’s possible with the manufactured physical product.   The components of the toolkit and space include “LEGO Digital Designer” software, “My LEGO Network” for children, and a 4.2 million-member LEGO Club.  The social media elements, design contests and customer-created galleries let LEGO fans of all ages build and share ideas.

In turn, LEGO gains tacit information into what customers really want to build, which supports LEGOs product development efforts.  For example, LEGO got the idea to sell kits of leading architectural designs from around the world, such as the Empire State Building, the Taj Mahal or Frank Lloyd Wright’s Fallingwater home. Not only were many of these designs created by users, but LEGO gained entry to a new market — adults — which it had not envisioned nor would have initiated internally.

What Chesbrough is talking about is a kind of meta-innovation — an innovation in the innovation process.  Open services innovation converts innovation from an internal process into an external service.  Providing customers with a toolkit for self-expression not only satisfies customers but also creates an incoming flow of tacit knowledge about customers and about new ideas that may be more widely implementable.

Action:

• Watch the trail of breadcrumbs left by customers to uncover tacit knowledge and subjective performance indicators
• Actively solicit feedback to understand why customers do what they do — and what they want you to do.
• Create a toolkit or sandbox where customers can create their own products and services
• Make innovation an external service your company provides to customers

Sources:
Special thanks to Walden University for sponsoring the May 8, 2012 webinar with Henry Chesbrough as a prequel to his presentation at the World Innovation Forum.

Point: To successfully apply another company’s best practices, select a company that matches your organization on essential dimensions.

Story: RailTex Service Company (now RailAmerica) was experiencing fast growth and wanted to know: “How have other companies handled fast growth?”  Could lessons learned by other companies be applied to our organization?

Railtex was already at the leading edge of railroad industry, so limiting themselves to learning from other railroad companies would be too restrictive. So how did Railtex find suitable companies in other industries to learn from?  Railtex first listed the features of its situation and then identified companies that matched those features.  That way, the lessons learned would be more likely to apply to Railtex as well. Railtex listed the features:

• growth by acquisitions
• independent managers run each line business
• incentive-based compensation
• a team concept
• senior executives at a remote location.

Bob Lende, Railtex’s Vice President of Finance at the time, found that Luby’s Cafeterias paralleled Railtex on all the listed features.  Luby’s had 100 cafeterias and was adding one a month.  Railtex expected such growth as well.  Railtex contacted Luby’s executives, who were proud to talk about how they handled their growth.  The lessons were applicable to Railtex because Railtex found a match with Luby’s in size, type of growth, and management style.  Both were growing by adding geographic locations in a franchise-type way.

Action:

• Decide what it is that you want to learn.  For example, do you want to improve a process?
• Choose a learning partner.  You don’t have to limit yourself to other companies in your industry.  Rather, choose companies that have succeeded in accomplishing what you want to accomplish and look for company features that match your company.  Like Railtex matched Luby’s Cafeterias, look for firms that match your company on features like size, budget and culture.  The more features that match, the easier it will be for you to adapt the partner’s lessons to your situation.
• Decide what you can offer the partner in return. What does your company do well that you can teach others?
• Go with a goal. If you will be visiting another company, go there with a goal in mind. A goal will help you focus your observations.
• Share your findings throughout your company. By reporting what you have learned, you’ll not only be spreading the knowledge throughout the company, but you’ll also be clarifying and defining the key learnings for yourself.

Point: Experiment with new business models in a “connected adjacency” before committing to them.

Story:  Saul Kaplan, founder of the Business Innovation Factory (BIF), just wrote a new book, The Business Model Innovation Factory.  Kaplan shares 15 business model innovation principles, weaving in his personal experience (from Eli Lilly to Accenture to BIF) as well as experiences from numerous presenters at BIF’s Collaborative Innovation Summits. My favorite chapter in the book was “R&D for New Business Models.”

In the chapter, Kaplan describes how to deal the challenges of testing a new business model.  Organizations can’t easily jump from an entrenched business model to a new one.  There’s too much support for the old model and too many unknowns about the new one.  The solution is to test the new business model in what Kaplan calls “connected adjacencies.” A connected adjacency is like a real-world sandbox or living lab. For example, Kaplan details how Accenture changed its business model from being a systems integrator to being a business integrator.  Accenture (Andersen Consulting at the time) started to rapidly build a strategic capability alongside its existing systems integration business. As Kaplan writes,

“It was a connected adjacency that was given the autonomy and resources necessary to scale a rapidly-growing strategy practice from scratch – right next to the huge systems integration practice.  We were an entrepreneurial business unit within the context of the behemoth. The emergent strategy practice would never have worked if it had to live by the rules of the core business model at the time.  If not protected, it would have been swallowed alive by line partners from within the core business model. The new business model needed to be shielded, at least temporarily, within the relative safety of a connected adjacency.”

Part of the success of experimenting in a connected adjacency is letting employees self-select to participate.  In Accenture’s case, the company went so far as to hire partners directly from outside the company – something the company had never done before in its “promote from within” philosophy of the past.  The connection between the existing business and the innovation sandbox is vital, however, because it lets ideas and experiences be transferred between the two spheres.

In another example, Kaplan describes Babson College’s creation of Babson Global, an entity separate from Babson’s core business model that serves as an R&D platform for creating, prototyping and testing new approaches for teaching entrepreneurship and creating entrepreneurial ecosystems in communities worldwide.  The entity is separate from the college but adjacent to it – faculty and staff from the college self-select to participate.

Action:

• Nurture the new business model in a “connected adjacency” — a sandbox, living lab, or side unit of the main business.
• Protect the developing new business model effort from the old model’s metrics and pressures.
• Allow staff to self-select or volunteer for the new model, or hire outsiders so that you have open-minded enthusiasts for the new model rather than adherents to the old.