Kevin Minne
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Business Picasso

11/11/2016

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Have you ever looked at the results of your work and thought….that’s art?  Maybe it was at the end of a challenging sales call or an off-site weekend strategy session or the completion of a complex, multifaceted project.  Real art takes work, lots of work and lots of practice.  Maybe that's why they call it artwork because wherever you see something beautiful and evidence of unique design, craftsmanship and vision you can be sure there was lots of effort and labor to bring it about! 

There is art “work” in figure skating, in a gymnastics routine, in music, in writing and yes even in a beautifully orchestrated business.  I confess I have been having an affair with Starbucks for quite some time now!  No I'm not there everyday and not even every week and I don't just go there for the coffee.  I love the buzz of the atmosphere, I love the unique designs of each store, to watch an energized crew kick out a dizzying array of caffeinated elixirs with amazing speed and good-humored banter.  When you get to a good cafe and watch it work, it is truly an orchestra of art, from the rhythm of the morning rush to the slow groove of the mid-day sip and good book.  Unfortunately, most of us don't look at our work as a form of art.  It's just work, and at the end of day, work takes energy, but art can give it back.  Beauty has its own reward!  Sometimes I have to get away from my daily work of managing and writing and selling and listening and learning and directing to create something with my hands that feels like art.  Because when I get done art gives back, it's like renewable energy.  

Too often we go through our workday trying to minimize the amount of effort we expend so that we have something leftover for the precious moments outside of our jobs and work life.  But what would happen if we begin to look at all of our work from the shuffling of paperwork, the filing, the marketing, the accounting, the managing, the problem-solving, the mentoring, the communicating, the office organizing, the brainstorming, the product development and even the cleanup, as art work?  What if we began to arrange the flow and the energy and rhythm of our work with the kind of pains taking care of a gifted composer?  If we all began to create art and not just work, what would be the economic, emotional and social effect on our workplace, our families and our communities?  We could give our customers many reasons to buy from us instead of just one!

Remember, if all Starbucks did was serve coffee in a cup like McDonalds I would stay home and their multibillion dollar revenue stream wouldn't exist!  All Howard Schultz (the founder of Starbucks) did was turn coffee into art, why else would we pay over five times the price of a McDonalds cup?  Creating real art takes lots of energy but it can also energize an entire workforce and the customers and communities we serve!  Art will always have much higher value than just work, so don't stop until your work becomes art!!

Let us help you turn your business into art, call today to set up a consultation!

By: Kevin Minne
InnovationGrowthSystems.com  
720-354-0291

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Stop Listening to your Customers!

11/4/2016

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Stop listening to your customers and start observing.  Paco Underhill's brilliant book “Why We Buy," is filled with hard evidence of shoppers doing the opposite of what they say.  And employees often think that more money is a major key to job satisfaction when in reality it’s way down the list.  So, just listening without observing can be very misleading!  It’s only when you take the time to observe and ask questions in order to really understand the problems customers are trying to solve (rather than the solutions they think they need) that you can invent some really great new solutions!  
    It’s the innovators job to see through the noise and come up with the innovative solution rather than just produce what the customer says they want.  It’s very much like Henry Ford when he said, “if I had asked people what they wanted they would've asked for a faster horse.”  But instead of listening to their demands he solved their speed problems and much, much more!  Even the late Steve Jobs of Apple fame said “customers don't know what they want until you show them.”  (I think most of us can agree with that, since we didn't know we needed an iPad or iPhone until we saw all the great solutions embedded in the device.)  Getting to know the problems your customers are facing intimately (both inside and outside your company) will help you do that.  There is a reason focus groups flop, many would-be customers think they know what they want but it's the actual shopping experience and the surprises they encounter while in the store that account for the additional sixty percent of purchases that were unplanned.  According to Paco we begin to buy when we have an experience with the product as a solution in our minds, then when we touch it we begin to own it even more, long before the monetary transaction takes place.  
    If you can create a way for customers to try before they buy (begin the experience of owning) before plunking down money you will find you are able to close a lot more sales.  Like the car dealership that lets you take home the new car without buying, it's a lot harder to give it up when it's been parked in your garage.  The same goes for managers trying to inspire or induce employees to buy in to a new program or system change.  Employees who have a chance to experiment with change or new systems before the mandatory rollout are far more likely to embrace and own the change than those who are just asked to trust management and make big leaps of faith.
    Again, real research and observation is the key to break through innovation!

By: Kevin Minne
InnovationGrowthSystems.com  
720-354-0291

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Differentiate or Die!

10/28/2016

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Trying to break into an entrenched market where customers are already using your competitors product can be extremely difficult!!  Research shows that many consumers establish buying habits and unless your product is at least 9 times better that your competitors you will have very little chance of dislodging them.  That's right 9 times!!  But many a sales or marketing person sees this as only a budget issue, meaning if given enough money and time to lure the customer away it can be done.  But what if that money and time that is used to lure customers with elaborate sales promotions were used to make your product truly better.  Because unfortunately, all the money spent during a hard fought sale doesn't improve the product one bit.    

The question we should be asking is what would make the customer fire your competitors product?  If you can answer that question you can go a long way toward getting your product hired.... (unless it’s a mirror image of your competitors product).  The biggest advantage of this question of "what would get the product fired" is learning what customer need your competitor's product is not filling and then making sure your product addresses it.  In Clayton Christensen's new book "Competing Against Luck" it's not just the the functional aspect of the product but also the emotional and social aspects that need to be fulfilling for the customer!  So spend some of your sales and marketing money on “Research and Development” so your product is ready and closer to 9 times better when your competitor's product gets fired. 

By: Kevin Minne
InnovationGrowthSystems.com
720-354-0291

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Is a bad plan is better than no plan?

10/14/2016

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It was sometime ago that I was flying over the Rocky Mountains of Colorado in a single engine airplane at 18,000 feet, in clouds so thick you could barely see the wingtips.  With no visual references outside the aircraft I had to trust my aircraft instruments and my training for navigation.  Everything was going well for about an hour and a half then suddenly ice begin to accumulate on my wings.  (For non-pilots this is an extremely dangerous condition because enough ice on the wings can cause any aircraft to crash!)  (So next time you're waiting to be deiced before takeoff at the airport be patient and be thankful!)  For me, over the vast rugged landscape of the Rocky Mountains there weren't too many options, but with the help of air traffic control I quickly made a plan.  If the ice buildup didn't stop within the next 10 minutes I would turnaround and land at Gunnison Municipal, the closest airport.
    I still look back at that plan and even though it really wasn't a great plan and it didn't require a lot of thought, it worked really well.  The reason it worked so well was because once I had a strategy it calmed my mind and helped me focus my thoughts on actions and tactics that could make the plan succeed.  Once I started to focus on actions and tactics it revealed some of the flaws in the plan that I could then improve and perfect.  
    Companies survive by making progress, no one remains competitive without changing, so all of us have to make plans and move forward.  Unfortunately, sometimes we get paralyzed in the planning stage trying to see every possible flaw before we commit.  When in reality we learn the most and get the most done during the implementation stage of the plan, even if it's not the greatest plan.  Imagine if I had not had a plan and the ice had continued to build up on the wings of the aircraft!  Remember no action can be taken until you commit to a plan and it's the action that eventually wins the day! 

By: Kevin Minne
InnovationGrowthSystems.com
720-354-0291

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Obscure Change = Big Opportunity?

9/30/2016

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Hopefully by now, every regular reader knows that change always holds hidden opportunity.  Sometimes the smallest and seemingly most inconsequential changes can spell big opportunity to those who are paying attention!  And even the biggest seemingly negative changes hold positive opportunity for those who are tenacious enough to find it!  Today’s post is intended to stretch your peripheral awareness of international events and their impact on your local world.  So, what little obscure change or changes might we be talking about, that could spell big opportunity at this time in history?
    For one, the Chinese currency is being included for the first time in the IMF (International Monetary Fund) SDR (special drawing rights) currency basket.  And two, Germany's Deutsche Bank which is one of the worlds largest derivative dealers appears to be in big liquidity trouble.  What does this mean for the non-financial nerd?  
    Well the SDR's are very much like a stock index such as the Dow Jones industrial average only this index is for currencies.  If your company is added to the Dow Jones industrial index you are one of the elite 30 companies that are considered the bellwethers of American industry.  Likewise if your currency is included in the SDR's it means your currency is one of the five most elite International trading currencies.  On October first the Chinese Yuan will make up 10.9% of the SDR basket of currencies which means investors worldwide are much more likely to use the Yuan for trade, for foreign investment or to store their wealth, which in turn strengthens Yuan even more.  Even though the US dollar gave up less than 1% of its position in the basket to make this possible, this little change could be the beginning of a new long term trend in declining Dollar power and rising Yuan power.  
    And as for Germany’s Deutsche Bank derivative problems we know all too well what the collapse of Lehman Brothers did to international liquidity in 2008.  Is there an opportunity for those who are prepared for tighter lending standards or reductions in credit lines?  What would happen to asset prices in real estate and stocks and commodities?  Even the UN is predicting an imminent financial crisis.  So it might be prudent to look for the opportunities in some of these possible upcoming changes!!   

Remember we stand ready, at Innovation Growth Systems Inc., to help you innovate with change!

By: Kevin Minne
InnovationGrowthSystems.com
720-354-0291

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Business Innovator = Focus = Performance 

9/23/2016

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Focus is to performance what fuel is to fire!  

Unfortunately, it's easy to lose focus in business because of the numerous seemingly important distractions that bombard us daily.  But remember, anything that divides our attention, weakens our focus and our performance.  Focus is singleness of purpose and undivided attention.  So, the biggest difficulty in attaining high performance comes from the inability to determine what single element needs the undivided attention of the entire organization.  For example, a company wide, top priority, focus on lowering the cost of sales!  When a company-wide focus is communicated then everyone, including engineers, accountants, marketing, facilities maintenance, customer service and all others can contribute to that goal.  This is the kind of focus that stimulates innovative breakthroughs!   And yes, we all have different roles within an organization but we all must be clear on the one thing that matters most at any given time and how we contribute to that goal in our role, otherwise, we will never have a high-performance business!!  (Now let me be clear, I'm not talking about an organization's mission.  The mission is far more permanent and unchanging, whereas priorities of how we accomplish the mission will change.)

Make no mistake, determining what truly is the top priority and number one focus for a business can be very, very difficult!  (Once you lower the cost of sales, the focus may need to change to gathering top quality leads or creating a new product offering or customer service.)  There will be times when organizations don't get their top priority right.  But singleness of purpose and undivided focus is so powerful
that even when the focus is on the second or third priority it will still move the organization much faster and further than if it were unfocused and mired by confused priorities!  So, find your focus and break your organizations performance barriers!

By: Kevin Minne
InnovationGrowthSystems.com
720-354-0291

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Six ways to identify a”Free" Addict

9/16/2016

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Are your products and services competing with the feel-good feeling of free?  I don't know about you, but I have to be really careful about giving away free stuff, because free stuff really ain't free!  Free stuff always has a cost.  Just remember, there are people out there who just love chasing the feeling they get from something free.  For them, “free” is not the gateway drug to becoming a paying customer, for them “free” is the product they are looking for!!  Free is all they're interested in, and the minute your product or service stops being free they stop being your customer.  These are the “free” junkie’s.  If you want to get paid for your value, you have to identify and attentively serve those customers who really need and are willing to trade their valuable, hard earned, dollars for the satisfaction value of your product.  
    Now certainly there is something enticing about free and some little gift can be a great way to entice customers to examine further the value of your product or service.  But if you find that all you're doing is giving away the gift and no one is buying your product then you are reaching the wrong customers.
    The $64,000 question is how do you tell the difference between a “free” junkie and a real, potential, value buying, customer?  Here are six warning signs to help you identify who’s just a “free” junkie and who's not:


  1. A “free” junkie will almost always ask about “free” first!
  2. A "free" junkie will not press for details about the product!
  3. A "free" junkie will not be concerned about outcomes and results!
  4. The problem a "free" junkie is trying to solve with your product, isn't very big!
  5. A “free” junkie rarely has any history buying your type of product or service!
  6. A "free" junkie will never ask about a money back guarantee, because they never plan on giving you any money!

Use these six “free” filters to help you get paid for your value!  And remember, part of the satisfaction value your customers will get from your product comes from the work they put into it!

By: Kevin Minne
InnovationGrowthSystems.com
720-354-0291

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Hidden from Plain Sight

9/9/2016

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Big breakthroughs don't always come from some brand-new and original idea.  Sometimes, the big solution is right in front of us in plain sight but we ignore it thinking it's too simple and too obvious.  But really, most of the time the answer is not the biggest part of the solution, it’s the disciplined execution that is critical!  Things that are easy to do are easy not to do!  I for one would prefer a complicated answer with less discipline but dogged, persistence and discipline overtime can accomplish much much more then complicated solutions.  

One simple tip to help strengthen your chances of being persistent and disciplined comes from professor Kelly McGonigal’s great book “the Will Power Instinct”. 
If you want to stay focused don't ask yourself “how well you're doing,” this question prompts your mind to answer in a positive and results in the likelihood we will then back off and take a break.  However, if we ask, “how committed am I” to this goal or task we are far more likely to respond with renewed determination to focus and be disciplined.  Try it, believe me it works!!

By: Kevin Minne
InnovationGrowthSystems.com
720-354-0291

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One Percent Champion

9/2/2016

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Pat Riley the brilliant and wildly successful NBA coach once designed a one percent performance goal for his Los Angeles Lakers team during his 1986-87 season.  He and his coaching staff identified five key areas of performance for each player to improve buy a measly one percent. Imagine that, just one percent, one percent doesn't seem like it would make a dent in anything and it certainly doesn’t seem like too much to ask of anyone!  But when you think about what can happen when each team member improves one percent in five key areas it really begins to make a difference!  For the twelve members of the Los Angles Lakers team that year it meant five one percent improvement areas each times the twelve members!  (I’ll let you do the math.)  And it meant becoming the NBA champions that year.

When business is booming it seems like it ought to be enough to just get your work done by the end of the day without being asked to constantly improve.  However, no organization can afford to “just-get-their-work-done” without improving and learning, if they want to stay competitive, let alone build a championship team.  The beauty of the one percent performance goal is that one percent seems so obtainable to just about everyone on the team whereas a ten percent or more performance goal can actually dampen motivation.  

So, commit to the one percent performance improvement rule and work on improving some small part of your productivity/creativity/innovation/profitability/insights every day and you will be amazed at the change!!

By: Kevin Minne
InnovationGrowthSystems.com
720-354-0291

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Machines Don’t Complain….Enough!

8/26/2016

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Office politics, infighting, turf wars, they can take up more time and energy than the actual work in the work place!  Humans have lots of variables, sometimes we have good days and sometimes not, sometimes we work smart and are very productive other days we barely think at all.  These are all reasons that replacing humans with machines can seem so appealing.  Machines don't complain they do their work no matter what's going on around them and if you don't like them you can throw them away or sell them.  But machines don’t complain enough and that can be a problem!!  As painful as complaints can be (I am not talking about whining) they are actually a great source of innovation ideas!  Without a complaint or a problem there is nothing for us to fix and we wouldn't know where to start to look for improvement opportunities.  Machines are very appealing to those who believe they have reached the pinnacle of process perfection but if your processes need to be flexible and constantly adapt and if you are looking for help with improvement ideas then don’t hire a machine.  

In Tom Kelly's book “The Art of Innovation” he shares a brilliant IDEO success tool that is available to all would be innovators, it is just a simple “BUG” list.  The IDEO team meticulously add to their long list of things that “BUG” them and this treasure is the spawning ground for many ideas and solutions that have developed into great new innovations.  So, as much as we might despise or dislike complainers we need to be grateful for those who are willing to bring attention to the things that bug them because they can be a real boon for innovation.  (Try to get that out of a machine!)  If we think back through life just about everyone can recall some difficult times that brought about great new learning and insights and the solutions that came from those times are usually some of our most creative moments.  

The workplace isn’t just about work it is also about connecting and learning and overcoming adversity and growing and influencing.  There’s been many a futurist who has predicted the obsolescence of the modern city because it is so costly and inefficient to bring workers to where the work is.  In the information age it's much more cost-effective and efficient to move information (work), with modern communication technologies, to the worker but most of us still spend lots of time and money traveling to and from work.  However the social aspect of work is often ignored in these predictions.  Machines don't communicate and we humans (in spite of all of our flaws and infighting) are still fascinated with each other and energized and influenced by our interactions.  Next time there is disagreement and complaint, bring out your bug list and look for opportunities to improve and innovate!!  Start a complaint box and visit it weekly with your team, mining for opportunity!

By: Kevin Minne
InnovationGrowthSystems.com
720-354-0291


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Coming Soon!  Kevin's New Book: "The Quest For Innovation".

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Building blocks for uncovering the hidden opportunities for  business growth and performance.  
  • If you ever wanted more than the daily work routine out of your job or business.  
  • If you have had a measure of success but still feel like you are falling behind personally, professionally or financially. 
  • If you ever wanted to push your business or profession to new levels of significance.
Then this book will provide tools to unlock the hidden explorer in you so you can discover and conquer new worlds of opportunity.


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