Here are my Three Design Principles when applying Design Thinking to create and sell next generation Value Propositions:
- Meaningful Journey
- Fierce Reduction
- Progressive Disclosure
#1. Meaningful Journey
When creating a Value Proposition, the first thing to create is its journey: the path, steps or tasks that buyers will complete in evaluating, testing and acquiring a product or service, undertaking a work engagement or solving a big and important problem.
With Design Thinking, this means removing steps or tasks that are wasteful or unnecessary. This journey must be a Meaningful Journey: step-by-step - typically starting with a proof-of-concept or a trial.
#2. Fierce Reduction
When decision-makers and influencers get confused or hesitant with a Value Proposition, it's usually because what they are confronted with is too big a step to take at the outset. Often, there needs to be a way to break the problem being solved into a set of smaller problem-solving or value creation steps. This means simplifying everything.
What's needed is a Fierce Reduction mindset: a way to eliminate everything that distracts from any action at each stage of what should be a Meaningful Journey to solve each problem (or set of problems) or measurably achieve value creation.
#3. Progressive Disclosure
When designing a Meaningful Journey and applying Fierce Reduction, it is better to have more steps - e.g. proof-of-concept or trial - than ask for a 'leap of faith' in taking a bigger step, when what's usually required is a series of progressive, iterative steps.
This is Progressive Disclosure. It means that with a Fierce Reduction mindset, you will have to engage in a trade-off between incremental problem-solving or value creation versus bolder, bigger steps in any progressive, to plot the right iterative steps of a Meaningful Journey.