New Evolved Approach to Win Deals using Design Thinking Consulting

1. Winning Deals with
Design ThinkingSaurabh Kaushik (saurabh.kaushik.in@gmail.com)

2. Design Thinking – Innovation Views

3. Customer Requirement Development – Evolution
Traditional Approach Evolved Approach
Needs Responding to stated
requirements
Uncovering unstated needs
Problems Addressing problem
statements
Discovering hidden problems
Opportunities Fixing offerings to
existing systems
Exploring new Opportunities
Ability to re-envision Customer Requirements toAbility to re-envision Customer Requirements to Create New Customer ValueCreate New Customer Value
Discovering Value Creating New ValueCreating New Value

4. Creating New Value with Design Thinking
Inspiration ImplementationIdeation
Requirement Development Solution Development
To Focus onTo Focus on
New / Revised
Requirements
New
Customer
Value

5. Requirement to Winning Proposal
Requirement Development through Design Thinking
New Opportunities Hidden Problems Unstated Needs
Proposal addressing new requirements spec
New Customer Value Creation
New/Revised Specifications of Requirements
Winner Deal

6. Requirement Development through
Design Thinking Consulting

7. References
● http://sidlaurea.com/2012/09/30/service-design-meets-futures-thinking/
● http://www.amazon.com/Innovation-Management-Framework-Marco-Cigaina-ebook/dp/B00HDXWRNK#reader_B00HDXWRN
● http://www.business2community.com/strategy/bringing-design-thinking-to-your-sales-cycle-0458111
● http://www.ideo.com/images/uploads/thoughts/IDEO_HBR_Design_Thinking.pdf
● https://dschool.stanford.edu/groups/k12/wiki/17cff/Steps_in_a_Design_Thinking_Process.html

8. Happy Winning with Design
Thinking
Saurabh Kaushik (saurabh.kaushik.in@gmail.com)