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#1 Strategy Question; Value Proposition Design; Slow-Deciders Better; Digital Stamp

"…insights for scaleups"


What job(s) does the customer need this product/service to do?
  Clay Christensen, Harvard Business School

7 Minutes to Mastery (Scaling Up Club) Learn and master the 5 habits of digital leadership with Erik Qualman's Modern Leadership, but first…

Single Most Powerful Strategy/Marketing Question Clay Christensen framed the question highlighted above. Rather than focus on the features/benefits/attributes of your product or service, explore what is the job(s) the customer needs done. When you understand this, you can better improve your products/services. This classic 5-minute video highlights his famous milkshake example – this will greatly help illuminate the concept.

Value Proposition Design Christensen's question is a key component of designing an effective value proposition. Alex Osterwalder, author of Value Proposition Design: How to Create Products and Services Customers Want, starts with the Customer Jobs question, then has you describe the customers' pains and gains. All of this feeds into a simple, yet powerful, one-page tool which guides you in designing a product or service customers truly want, as the subtitle of his book suggests. GPro and book club members will receive his book next week – go right to section 1.1 and start answering his simple questions. Then join Alex in Dallas at the Growth Summit Oct 25 – 26 where he'll walk you through the entire value proposition design process – just in time for your 2017 strategic plan.

Revenue Growing Fast Enough? this is your main indicator if you have an effective value proposition. If you have all the highly profitable business you can handle, then don't let anyone mess you up. But if revenues are not growing fast enough, or you're having to cut margins to make the sale, then it's crucial you work on this aspect of your business. Alex's book, along with our 7 Strata of Strategy in Scaling Up, will be very helpful.

Slow Deciders Make Better Strategists and this HBR article highlights how "slow deciders" make the better strategic decisions. Notes author Mark Chussil:

I think the essential lesson for competitive-strategy decision-makers is not so fast, in both senses of the phrase: take your time and don't be so sure. That's the mindset used by the new VP and the I-don't-knows

And it appears that women have a general advantage when making strategic decisions. Take 2 minutes to scan this insightful article.

7 Minutes to Mastery – Your Digital Stamp In this clip, understand one of the main shifts Erik Qualman notes of the digital era: the death of privacy, leading to the birth of our digital stamp which we need to control in order to be successful. Show this clip to your children as well. To access the clip, go here!


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Verne Harnish
Verne Harnish
Verne Harnish is founder of the world-renowned Entrepreneurs’ Organization (EO) and chaired for fifteen years EO’s premiere CEO program, the “Birthing of Giants” and WEO’s “Advanced Business” executive program both held at MIT. Founder and CEO of Gazelles, a global executive education and coaching company with over 150 coaching partners on six continents, Verne has spent the past three decades helping companies scale-up. The “Growth Guy” syndicated columnist, he’s also the Venture columnist for FORTUNE magazine. He’s the author of Scaling Up (Rockefeller Habits 2.0); Mastering the Rockefeller Habits; and along with the editors of Fortune, authored The Greatest Business Decisions of All Times," for which Jim Collins wrote the foreword. Verne also chairs FORTUNE Magazine’s annual Leadership and Growth Summits and serves on several boards including chairman of The Riordan Clinic and the newly launched Geoversity. He is an investor in many scale-ups. A father of four, he enjoys piano, tennis, and magic as a card-carrying member of the International Brotherhood of Magicians.