We have too many ideas, but too few great ones. We don’t need more ideas, we need a way to choose the best one or two ideas and run them to ground.
Before creating more ideas, make a list of the ones you already have. Put them in two boxes. In Box 1, list the ideas without a video of a functional prototype in action. In Box 2, list the ideas that have a video showing a functional prototype demonstrating the idea in action. For those ideas with a functional prototype and no video, put them in Box 1.
Next, throw away Box 1. If it’s not important enough to make a crude physical prototype and create a simple video, the idea isn’t worth a damn. If someone isn’t willing to carve out the time to make a physical prototype, there’s no emotional energy behind the idea and it should be left to die. And when people complain that it’s unfair to throw away all those good ideas in Box 1, tell them it’s unfair to spend valuable resources talking about ideas that aren’t worthy. And suggest, if they want to have a discussion about an idea, they should build a physical prototype and send you the video. Box 2, or bust.
Next, get the band together and watch the short videos in Box 2, and, as a group, put them in two boxes. In Box 3, put the videos without customers actively using the functional prototype. In Box 4, put the videos with customers actively using the functional prototype.
Next, throw way Box 3. If it’s not important enough to make a trip to an important customer and create a short video, the idea isn’t worth a damn. If you’re not willing to put yourself out there and take the idea to an important customer, the idea is all fizzle and no sizzle. Meaningful ideas take immense personal energy to run through the gauntlet, and without a video of a customer using the functional prototype, there’s not enough energy behind it. And when everyone argues that Box 3 ideas are worth pursuing, tell them to pursue a video showing a most important customer demonstrating the functional prototype.
Next, get the band back together to watch the Box 4 videos. Again, put the videos in two boxes. In Box 5 put the videos where the customer didn’t say what they liked and how they’d use it. In Box 6, put the videos where the customer enthusiastically said what they liked and how they’ll use it.
Next, throw away Box 5. If the customer doesn’t think enough about the prototype to tell you how they’ll use it, it’s because they don’t think much of the idea. And when the group says the customer is wrong or the customer doesn’t understand what the prototype is all about, suggest they create a video where a customer enthusiastically explains how they’d use it.
Next, get the band back in the room and watch the Box 6 videos. Put them in two boxes. In Box 7, put the videos that won’t radically grow the top line. In Box 8, put the videos that will radically grow the top line. Throw away Box 7.
For the videos in Box 8, rank them by the amount of top line growth they will create. Put all the videos back into Box 8, except the video that will create the most top line growth. Do NOT throw away Box 8.
The video in your hand IS your company’s best idea. Immediately charter a project to commercialize the idea. Staff it fully. Add resources until adding resources doesn’t no longer pulls in the launch. Only after the project is fully staffed do you put your hand back into Box 8 to select the next best idea.
Continually evaluate Boxes 1 through 8. Continually throw out the boxes without the right videos. Continually choose the best idea from Box 8. And continually staff the projects fully, or don’t start them.
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