Slides from Workshop II of the InterTrade Ireland Challenge Programme. Presented in

2. “achieving ambitious
business growth”
Iain Bruce & Jamie McCallum | Matrix Innovation Team

3. Agenda
1. Recap Workshop 1
2. Introduction to Highest & Best – Innovation Leadership
3. Core Competence: Identifying your “Innovation Sweet Spot”
4. Growth Aspirations and Growth Strategy
5. Big Opportunities – Changes in Your Environment
6. Idea Engineering
7. Fail Fast & Cheap Action Planning
8. Discussion: Next-stage Assessment
9. Application Thinking Time

4. recap:
workshop 1

5. highest & best
innovation leadership model

6. Highest & Best – Innovation Leadership

7. Business Life Cycle

8. Be honest about your growth aspirations……
£/€
Want to get to here?
New and Different
Same Old Stuff Normal Incremental
Growth Continues.
Sales stay the same.
Past Future
(now) 5 Years
Time

9. GROWTH PIPELINE
All values are Millions
Sales Today
Actual Growth over 3 Years 3 Year Growth Goal
Sales 3 Years Ago Sales Goal 3 Yrs
Actual Growth 3 Yr Growth Goal
Incremental
Incremental Systemic Systemic Estimate
Estimate
Market growth or Market growth or "working
Tangib le initiatives or "working smarter" Tangib le initiatives or "working smarter"
"working harder" harder"
£ What we've done to grow Our Growth Pipeline* Raw Value Prob. Net Value Scout
£0.00 £0.00
£0.00 £0.00
£0.00 £0.00
£0.00 £0.00
£0.00 £0.00
£0.00 £0.00
£0.00 £0.00
£0.00 £0.00
£0.00 £0.00
Total Systemic Growth £0.00 Total Systemic Net Value £0.00
3 Yr Growth Goal £0.00 - Incremental Est. £0.00 - Systemic Est. Net Value £0.00 = Pipeline Gap (Excess) £0.00
Probability Ranges
90% - Absolute certainty * List only initiatives with RAW potential for generating at least 10% growth. This standard is key for
75% - There are a few unknowns small and mid sized companies because 1) it keeps the focus on the big stuff and 2) all ideas have a
50% - Odds are good but there are many unknowns "probability" of success thus "shooting high" guarantees a payoff.
25% - Who knows?

10. exercise:
pipeline growth assessment

11. review:
your innovation culture assessment

12. identifying your
innovation “sweet spots”

13. CAPABILITIES MARKETS

14. Key Success
Factors
Core Competencies
Capabilities
Tangible Intangible Human
Physical IP Skills
Financial Technology Knowledge
Relationships Culture
Quality Motivation
Reputation Values

15. Competency Tests:
1. Can anyone from outside the company easily
work out how you deliver this capability?
2. Would a major issue arise if a key member of
staff left the organisation?
3. Could your competitors copy this capability
easily?
4. Does this capability offer long lasting
competitive advantage?

16. vision & objectives

17. What are your personal drivers?
• Secure your retirement?
• Grow the value of the business to sell it?
• Make a better return on your efforts?
• Make more profit now?
• Pass something on to the next generation of the family?
• Provide more secure employment for more people?
• Give something back to society/the community?
• Make the most of your potential?
• Do something no-one else has done?
• Achieve something that no-one else thought was
possible?
• Be remembered?
• Have fun?

18. 1. What are you seeking to be in four years time?
2. What are your economic goals?
3. What products / services will you be delivering?
4. Where will you compete geographically?
5. Who are your customers?
6. What technology will you employ?
7. What are your fundamental values, attitudes and beliefs?
8. What are your major strengths and competitive advantages?
9. What is your desired public image?
10. What are the desires of the key stakeholders in the
business?
11. How many employees will you need to deliver the above?

19. exercise:
vision

20. options for growth

21. EXISTING NEW
PRODUCTS PRODUCTS
MARKETS
EXISTING
market product
penetration development
MARKETS
NEW
market unrelated
development diversification

22. Strategic Questions
Today In the Future
Which customers will we serve in the
Which customers do we serve future?
today?
Who will our competitors be in the future?
Who are our competitors today?
What will our products/markets be in the
What are our products/markets future?
today?
What will the basis of differentiation be in
What is our basis of differentiation the future?
today?
What skills or capabilities will make us
What skills or capabilities make us unique in the future?
unique today?
How will we build future value?
Where does value lie today?

23. EXISTING NEW
PRODUCTS PRODUCTS
MARKETS
EXISTING
market product
penetration development
MARKETS
NEW
market unrelated
development diversification

24. The Big Opportunities for
SIGNIFICANT PROFIT GROWTH
NEW ADAPT
Customers Promise & Product
& Markets for Mutual Profits
CURRENT LEAD
Customers WOW’s
for Mutual Profits
CURRENT NEW Products
Capabilities & Services

25. Perpetual Profit Cycle
NEW Customers
& Markets
ADAPT
CURRENT IMPROVE LEAD
Customers
CURRENT NEW Products
Capabilities
& Services

26. The Perpetual Profit Cycle &
NEW Customers
& Markets
ADAPT
CURRENT IMPROVE LEAD
Customers
CURRENT NEW Products
Capabilities
& Services

27. Exercise: Highest & Best – Innovation Leadership

28. Big Changes

29. SOCIAL INFLUENCES

30. TECHNOLOGICAL INFLUENCES

31. ECONOMIC INFLUENCES

32. ENVIRONMENTAL INFLUENCES

33. POLITICAL / LEGAL INFLUENCES

34. exercise:
Big Changes

35. idea engineering exercise:
customer problems

36. First FAIL FAST FAIL CHEAP
Action Plan

37. next stage:
assessment

38. Growth Plan
Submission Info:
Noon email:
Fri 28th October caroline.hunter@matrixuk.com

39. Presentation Dates
Tue 8th November Invest NI
Bedford Street
Belfast
Wed 9th November InterTradeIreland
Newry
Thu 10th November NSAI Standards
1 Swift Square
Northwood
Santry
Dublin 9

40. growth plan
thinking time…