Evidence-based Solutions Work Better
Our work captures end users’ jobs-to-be-done in a way that provides valuable insights for each stakeholder. A key benefit of our research is that insights apply across disciplines and departments. Results align everyone on the team around a shared plan.
Solutions that work require delivering the beginning-to-end experience that will excite end users and ensure success. This requires coordination and conscensus. One map+model+design study to benefit everyone.
Mapping + Modeling + Design workshops build stakeholder synergy from conception to launch resulting in success time after time.
Solutions based on evidence work better.
New Product Solutions - Medical Device Design, Trial & Commercialization
By mapping and modeling medical procedures with the most successful physicians in the world, we have helped numerous healthcare and medical technology companies:
Design medical devices that physician customers feel confident about adopting into their practice to help heal their patients.
Educate providers and their teams on how to most safely and effectively perform medical procedures (often rated as the best training they have ever received).
When post-release issues surface, we help solve issues quickly and often in a way that turns a problem into an opportunity. (Example)
If a medical procedure is having safety issues, we show clients how to resolve them and prevent them from happening again.
If sales are not reaching targets, we determine how to adjust marketing and sales strategies to achieve increased success.
New approaches require end users to make behavior changes. Mapping + Modeling makes it easier to plan a strategy for make behavioral change intuitive and easy. Ideally, they won’t even notice they are making the change. Our information is integrated with the best social science and behavioral change research to do this.
New Product Solutions - Professional Services
By mapping jobs for professional practice areas, we helped a Fortune 100 news and information company:
Redesign product offerings to address unique challenges for each professional practice area (e.g., multiple legal practice attorneys, accountant specialists, and financial professionals)
Determine products and services are missing in the offering that are critical to help with the customer’s most frustrating pain points, so that clients can either create or acquire solutions to fill the gaps.
Design tiered packaging and pricing options to meet the specific needs of different segments of professionals with similar needs
Redesign login portals to address the specific work needs for each professional area of expertise. This made it easier for each user to interface with the services and solutions most important to them personally (usability).
Design a total customized experience solution/platform integrating sales, support and online access for each customer to learn about solutions, learn how to use solutions, and integrate solutions into their daily work. Handoffs on the provider side between departments work seamlessly.
Strategic Planning & Growth
A speciality company president feared he would not be able to continue to achieve the significant yearly growth rate he had achieved during his 4-year tenure. The 'low hanging fruit' had been picked. How could he grow significantly in the upcoming year?
Our work resulted in the highest growth rate ever.
We shifted the business model to a franchising model. This doubled Y1 revenues and increased margins by 8%.
Customers hated sales people calling on them so we redesigned sales as an internal marketing function.
A year later the president of this business was promoted to CEO of Specialty Companies. We applied our people-perfect methodology for every other specialty business.
We helped a $3.1b sales force increase their sales by 10% the first year after our work (controlling for market conditions).
Mapping resulted in a quantifiable model predicting where to focus to have the most impact.
Solution Design sessions created consensus for the following programs:
Implemented an Account Strategy Planner with a predictive algorithm for likelihood of sales success.
Defined four buying personas and specific sales strategies for each persona.
Coaching and Rating Tests to Improve Sales Rep Skills Mastery.
Created Skills Training and Manager Coaching Tools integrating Best Practices from Top Performers
1. Foundations for Partnership
2. Win-Win-Win Negotiation
3. Communicating Value
Developed and Redesigned New Marketing Tools.