TOC and The Blue Ocean Shift: A Perfect Match · 2020. 8. 24. · Recap: Blue Ocean Strategy New...
Transcript of TOC and The Blue Ocean Shift: A Perfect Match · 2020. 8. 24. · Recap: Blue Ocean Strategy New...
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2020 TOCICO Virtual Conference
Presented by: Humberto R. BaptistaJune 2020
Reaching the Goal2020 TOCICO Virtual Conference
TOC and The Blue Ocean Shift: A Perfect Match
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2020 TOCICO Virtual Conference
Content
• Evolution of Blue Ocean, Blue Ocean Shift and Viable Vision
• The Elements of Blue Ocean Shift• Limitations and shortcommings• TOC powered Blue Ocean Shift
Obs: between [ and ] are my observations
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Blue Ocean Concept
There are many attempts at “Unified Theory” of successful business• Many quacks along the wayAmong the solid takes we´ll check here:• Blue Ocean and Viable Vision
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History• 1999 – Satellite Program (SLP or
Self Learning Program) – Eli Goldratt– Session 8: Strategy and Tactics
• ~2002: Viable Vision – Eli Goldratt– “Total sales into net profits in 4 years or less”– Significantly add value to shareholders...
Grow
th
Stability
t
P
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History• 2004: Blue Ocean Strategy - W.
Chan Kim and Renée Mauborgne– “Create Uncontested Market Space and Make
the Competition Irrelevant”
• 2017: Blue Ocean Shift - W. Chan Kim and Renée Mauborgne– “Proven Steps to Inspire Confidence and Seize
New Growth”
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A brief Recap of VV and Blue OceanHow we’d got here?
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Recap: Satellite Program• (renamed Self Learning
Program – SLP)• Reframed “The Goal”:• “Triple Goal”• Current definition
used in VV
Make More Money NAWAITF
Provide a secure and satisfying
environment to employees
NAWAITF
Provide satisfaction to the
market [place] NAWAITF
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Recap: Satellite Program• Process of On Going Improvement Cloud
Putcompany on
a POOGI
Induce people toimprove
Convert local improvements intobottom line results
Do not lay off People
Lay off people in departments wich have
improved the most
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Recap: Satellite Program• Concepts introduced (and explained), ex:
Decisive Competitive Edge (DCE)
Segment the market via
customer needs
Segment the market not your
resources
To adjust price is relatively easy
for competition
To change a rooted policy is difficult for
the competitionBuild
flexibility
Markets will continue to
oscillate
Provide a secure and satisfying environment to employees NAWAITF
Don’t take 100% of any market
segment…
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Recap: VVFirst defined as a process to:• “Total sales into net profits in 4 years or less”Currently:• “The Company becomes an ever flourishing
company” (growth in the red (exponential) curve and stability on the green (logarithmic) curve)
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Recap: VVOrganized in Levels:
Level Market Offer Action
1 Current Current Improve operations
2 Current New Improve operations & Sales/Marketing
3 New Current Improve Sales/Marketing (?)
4 New New Improve operations & Sales/Marketing
Too high risk (yet)
RISK
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Recap: VVInitially based on 4 generic templates:1. Zycon / Reliable and Rapid Response (RRR)2. Projects (selling them)3. Consumer Goods (MTA)4. Pay Per Click
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Recap: VV & S&TsThe difficulties in organizing and communicating such projects led to (by Oded Cohen´s suggestion) to the use of the Strategy and Tactics Trees (S&Ts) to document, communicate and track implementations
Build Capitalize Sustain
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Recap: Blue Ocean Strategy
Red OceanWaters soaked with the
blood of competitors(competition hurts)
Blue OceanWaters where you sail alone (competition is
irrelevant)
x
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Recap: Blue Ocean Strategy
Value
Cost
Value Innovation
Simultaneous pursuit of Differentiation and Low Cost
Blue Ocean
High Value Perception
High finantial efficiency
Invest in Differentiation
Control and cut costs
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Recap: Blue Ocean Strategy
New Value Curve
1.Eliminatefactors
2. Reducefactors below
usual
3. Raisefactors well above usual
4. Createfactors never
offered
Four Actions Framework Strategy Canvas
Company
Factor1
Factor2
Factor3
Factor4
Factor5
Factor6
Competitors
Better
Worse1 2
3 4
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Recap: VV + Blue Ocean Strategy
Company
Factor1 Factor2 Factor3 Factor4 Factor5 Factor6
Competitors
Better
Worse
The way to get a DCE: to satisfy one significant Market need to the point no significant competitor can [while keeping the other factors on current levels]
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The Blue Ocean question
• How?• For many years the Concept was recieved with
teh question: “How can I do it?”• The VV Templates and mechanics are na
answer• And the Blue Ocean Shift is another.
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Blue Ocean Shift & TOC
a brief description + TOC additions and parallels
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Blue Ocean Shift• Key Components [pillars]:
Blue Ocean Perspective
Market-Creating Tools with GuidanceHumanness in the Process
A SuccessfulBlue Ocean Shift
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Blue Ocean ShiftAtomization
Firsthand Discovery
Fair Process
Breaking Down “too big” challenges to enable action and confidence building
HmHumanness
1
12.011
People observe things to understand reality and conclude change is necessary
Recognize people’s Worth, builds trust and inspire voluntary cooperation
Ambitious Objective(CCPM?)
Gemba, CRT
Respect, Quasi-socratic
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Blue Ocean Shift• Five step process:1. Get Started2. Understand Where You Are Now3. Imagine Where You Could Be4. Find How You Get There5. Make your Move
~What to Change
What to Change To
~ How to Cause the Change
Almost each step involves going to the rest of the company and showing the results and logic of the step
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BOS-1: Get Started
• Right Place to Start– Pioneer-Migrator-Settler map
• Right Blue Ocean Team
Assumption: it is something that will start as part of the
company and then grow. Compare with VV
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BOS-1: Get Started
• Pioneer-Migrator-Settler map– Per product /
offering
PioneerValue Innovation
MigratorValue Improvement
SettlerValue Imitation
1
2
3
5
4
6
Area = revenue
Great view. Care must be taken with “Value”: it is only in the eyes
of the Customer.TOC: which limitation is alleviated/eliminated?
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BOS-2: Understand Where You Are Now
• Get clear about the current state of play– Strategy Canvas (as seen before)
• See and easily agree on the need for the shiftNot only the BOS team, but the rest of the company as well is involved in raising objections (negative radar).This is to ensure level 2/3 (direction
of the solution & components) buy-in
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BOS-2: Understand Where You Are Now
Pioneer-Migrator-Settler
MapStrategy Canvas
Details
Both look at the value of offerings, the second one breaking it down (per offering) in its constituents
Also both can display current or future realities.
The canvas also demands a “Tagline”, one-liner?
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BOS-3: Imagine Where You Could Be
• Discover the pains points of buyers imposed by the industry– Buyer Utility Map
• Discovering an Ocean of Noncustomers– The Three Tiers of Noncustomers
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BOS-3: Imagine Where You Could Be• Buyer Utility Map
Lever \ Stage Purchase Delivery Use Supplements Maintenance Disposal
Customer Productivity X X
Simplicity
Convenience O O
Risk Reduction X
Fun & Image X
Environmental Friendliness X
“X” marks blocks [UDEs]
to value“O” marks
where industry currently focus
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BOS-3: Imagine Where You Could Be
• Buyer Utility Map
Forces the deepening of the Customer’s point of view
Each cell is evaluated with:1. What is the biggest
block to customer in this cell?
2. What are the key reasons for this block?
Focus on the largest (Obstacle or UDE)
Try and grasp the cause and effect behind it.
While at the same time retaining the big picture
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BOS-3: Imagine Where You Could Be• The Three Tiers of Noncustomers
Third Tier
Second Tier
First Tier
[Tier Zero]
• Unexplored noncustomers
• Refusing noncustomers
• Soon to be [quasi] noncustomers
• Current market/IndustryYou
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BOS-3: Imagine Where You Could Be• The Three Tiers of Noncustomers
• Unexplored noncustomers
• Refusing noncustomers
• Soon to be [quasi] noncustomers
• Current market/Industry
Cloud: oscillating between customer and not
Cloud: stuck in the noncustomer side for known reasons
Cloud: what cloud can our offer evaporate for our customers?
If we draw the cloud of each, the dynamics becomes explicit.
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BOS-4: Find How You Get There
• Reconstructing Market Boundaries –Systematically– Six Paths Framework
• Developing Alternative Blue Ocean Opportunities– Four Actions Framework (as seen before)
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BOS-4: Find How You Get There• Six Paths Framework: Look across…
New Value-Cost
Frontier
... alternative industries1
... strategic groups in your industry2
... the chain of buyers and redefine the buyer group3... complementary products
and service offerings 4
Rethink functional-emotional orientation of your industry 5
Participate in shaping external trends over time 6
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BOS-4: Find How You Get ThereNew
Value-Cost Frontier
Blue Ocean
High Value Perception
High finantial efficiency
Invest in Differentiation
Control and cut costs
Six Paths Framework
Flying Pig injection
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BOS-4: Find How You Get There
New Value Curve
Eliminatefactors
Reducefactors below
usual
Raise factors well above
usual
Create factors never offered
Four Actions Framework
No systematic connection with existing resources/structures in the
company (maybe leading to segment the resources…)
Also the exploitation of existing capabilities is not explored:
Can we raise/create factors by changing how we utilize current
assets?
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BOS-5: Make your Move• Selecting Your Blue Ocean Move and
Conducting Rapid Market Tests– Blue Ocean fair, Rapid Testing, Refining
• Finalizing the move– Business model & Win-Win for Company &
Customers• Launch and roll out the move
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BOS-5: Make your Move• Selecting Your Blue
Ocean Move and Conducting Rapid Market Tests
• Finalizing the move• Launch and roll out
the move
Selection is not connected with time and resources, Hopefully the execution can rise up to the
challenge, but it is a risk.
Prototyping and learning
How to approach the roll out? Focus? And CCPM? Any deep-rooted assumptions/policies are still in the
way?
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TOC & BOSSynergy in action
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What can be done together?• BOS tries to focus (mostly pareto based), but with TOC
we can focus much more (constraint based)• BOS does not have logical tools for understanding and
communication. TP?• The lessons of segmenting the market but not oneself
can enhance significantly the success/risk ratio• BOS stresses the Humanness of the process while the
standard VV S&Ts do not.
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What can be done together?TOC DCE-BCS framework:
Decisive Competitive Edge (DCE)Satisfy one significant need in a way no
significant competitor can…
BuildLogistical,
etc. capabilities
to deliver the DCE
CapitalizeMarketing and Sales
adapted to extract value
from DCE
SustainHow to grow
profitably and
maintaining the DCE
BOS stresses the “satisfy”, but not the “no competitor” part. The type of cloud it tries to evaporate may or not deter competitors
BOS: No explicit
support, suggestions on how the team may
do it.
BOS: More emphasis
on Marketing.
Little to nothing on
sales.
BOS: Nothing on this part…
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What can be done together?• TOC Brings to BOS– DCE concept: how to build and secure it– Build: logistical solutions– Capitalize: TOC Marketing and Sales, SPE, etc.– Sustain: Load control, Buffer Management,
Logistical POOGI, Financial Compass (and SLP 8)
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Possibilities Ahead
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Some possibilities
• BOS S&T anyone?• Humanness applied (see work of James
Powell, ViaGo, etc.)• Turbo implementations• New DCEs process from BOS
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About Humberto• Defender of the Humane• Husband and father changing the world one
person at a time• Scientist seeking to apply science to
people’s endeavors• Hunter of hidden assumptions• Teacher, student and colleague• Strong believer of values over tools• Practicing atheist and skeptic