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The Brexit cost challenge – an effective services response

Wednesday, March 22nd, 2017

 Stock trading monitor (black and white)

Brexit challenges both UK and non-UK businesses

Over the next decade, with economic challenges and potential tariff barriers post Brexit, both UK-based businesses and also those businesses exporting into the UK, will be facing uncertainty, pricing challenges and competitive pressures.

The impact on business services

The inevitable response of businesses tightening their budgets will impact the professional service firms which supply them with research, legal, accounting, consulting, design and other business services.

Professional service firms will need to respond in two ways: 1. Enhance their business value proposition – through innovation – so that customers are less price-sensitive and 2. Reduce costs where possible. This article focuses on how service firms can reduce costs through the intelligent targeting of waste.

Use a magnifying glass – not an axe – for cost reduction

Conventional approaches to cost reduction in professional service firms – sweeping the ‘axe’ of redundancies – risk cutting away core value-adding activities in the business along with any ‘fat’. A better approach is to apply the ‘magnifying glass’ to seek out wastes in service delivery and then eliminate them using Lean principles.

By reducing the costs associated with waste activities, cost reduction goals can be met without impacting the service and value delivered to clients. Indeed the opposite is typically the case – with a more streamlined and systematic way of working delivering a more responsive and consistent service to clients.

In our work with professional service firms over the last decade
we’ve found that service re-engineering typically reduces the cost
of service delivery by between 25-50% whilst maintaining service quality.

There are three key steps required in achieving waste elimination in service delivery:

  • Find wastes.
  • Remove wastes.
  • Stop wastes returning!

Find wastes

Wastes are activities that do not add value – and so professional time spent performing such work can be eliminated without impacting the service to the client – whilst reducing the cost of delivery. The key approaches that are effective in doing this are:

  • Find a Champion – a Partner or Manager to lead the work
  • Engage fee earners – who know how work is actually performed today
  • Understand the client requirements – what’s important to them, today’s service experience
  • Map the service – create a picture of the end-to-end service as it is today
  • Apply Lean techniques – to identify waste and inefficiency

Waste elimination means that service costs
can be reduced without lowering quality.

Remove wastes

The key steps to be followed in removing waste from a service are:

  • Re-engineer the service using a TO-BE design that provides a more efficient and controlled service – making use of procedures, templates and workflow.
  • This reduces service delivery costs in two ways: (1) Reducing the fee earner time required to perform the service and (2) Performing the work using a lower cost blend of personnel (i.e. work pushed down to more junior and less expensive personnel) or automating it. Our work on service re-engineering over the past decade has shown that typically 25-50% of this cost can be removed.
  • Maintain service quality by placing work elements at the skill level at which it can be performed at least to the same level of quality as before (through use of codification into procedures and templates and then personnel trained to these methods). In our experience service quality and responsiveness is actually improved post re-engineering.
  • Use the freed up personnel to perform other work (thus yielding cost avoidance) or made redundant (yielding cost reduction).
  • Generate new revenue using experienced personnel who have been freed up by re-engineering, to work on more complex and higher margin work – if the firm had opportunities which would have needed new hires to meet.

Stop wastes returning!

It is important in a people-based business to ensure that costs don’t ‘drift back’, especially into the delivery of fee earning work. This is why new working methods need to be supported by standardisation of repetitive work elements, making use of procedures and templates. Case Management and workflow systems can help ‘lock in’ new procedures. New metrics should be put in place to monitor time spent on matters by work element and fee earner type – to both ensure that target times are being met and also to support continuous improvement.

Conclusions

A waste-focused approach to reducing service costs in professional service firms is powerful in enabling services to be delivered at a lower cost and at least equal quality and service as before. This is not the case with the more typical people-focused redundancy approach – which can significantly impact clients through reduced service quality.

Lean-based cost reduction is a powerful approach
that is seldom used effectively in professional service firms.

One key reason for this is that few of these firms have ‘process-thinking’ in place to enable process-based improvement. This is changing with the increasingly competitive landscape for services and the accelerating use of IT and the internet for digital services delivery.

Firms should seize this approach and make it part
of their ‘transformation toolbox’ to enable a successful
response to the business challenges of Brexit.

Value myopia – a business killer

Wednesday, March 15th, 2017

glasses for myopia

It all seems pretty straight forward. A business provides a product or a service that a customer values and in return receives payment for it. Those businesses that provide a higher level of perceived value to customers will gain over those that provide less. This is the foundation of our market-based economy. Businesses use Marketing to understand what customers want, R&D to develop it, Manufacturing to build it and Sales to sell it. Basic stuff taught on any elementary business course.

So why do so many businesses get it wrong? How do they lose sight of the value needs of their customers? In effect they have got lost, guided by ‘value maps’ that no longer match the reality of their customers’ environment. Even large, sophisticated businesses are not immune from this disease. Just think about Nokia, Blackberry and IBM.

 

Lessons from the past – Nokia and Blackberry

Nokia started life in 1865 as a forestry business. Over the next one hundred years its business moved from wellington boots to electronics and military equipment and then in 1982 to mobile phones. By 2005 Nokia dominated the global market for mobile phone handsets with more than one third of the market. Yet only nine years later, in 2014, Nokia exited the mobile phone handset business after losses nearly bankrupted the company.

How did this happen? A key reason was that Nokia failed to successfully respond to a new paradigm in mobile phone handsets created by Apple when it launched its iPhone in 2007. Underlying this was that Nokia’s customer value map no longer matched the reality in the market. Nokia’s mobile phones were effectively based on a ‘radio paradigm’, where signal strength, call quality and battery life were key. However customers increasingly valued internet-based services, multiple applications, a fun and slick user experience wrapped in a slim and well designed package and were prepared to trade battery life and call qualities for these value elements. The iPhone was built on a ‘computer paradigm’ that better matched customers’ new value requirements. Nokia could not adjust its mobile phone business model to meet these new requirements fast enough and ended up leaving the market.

Backberry’s fall from market dominance was as calamitous as Nokia’s – with 41% share of the US market in early 2010 dropping to 1% by mid-2015. Whilst Blackberry was successful in selling to corporate customers, consumers became increasingly frustrated at the devices’ limitations in internet access, lack of Apps and usability compared to the more user-focused smartphones provided by Apple, Samsung and HTC. Trends such as BYOD (Bring Your Own Device) and the success of Apple and Google in providing ‘business-level’ applications on their phones meant that it was the users that drove the move away from Blackberry phones. Despite the new Blackberry 10 operating system introduced in 2013 – arguably a superior operating system to IOS and Android – its lack of application support effectively killed it. Blackberry was unable to establish an App ecosystem with sufficient critical mass to provide the required functional value demanded by customers.

 

IBM’s transformation – realising a new map of customer value

IBM successfully managed to realign its value proposition and business model to the needs of its customers – after a serious misalignment became apparent in the early 1990s. Customers were abandoning it for faster, more nimble competitors. Between 1991 and 1993, IBM lost a massive $16 billion. The core reason for IBM’s difficulties was that the IT market was changing and IBM’s value proposition had not. New developments such as personal computing, mobile telephony, integrated software solutions and the internet were moving IT beyond its traditional focus of the IT Data Centre to a strategic business issue.

As a result decision-making for selection and investment in IT was evolving from IT Management to business functions such as Marketing and Operations. IBM’s sales force did not have relationships with these decision makers, Management Consulting firms did and provided strategic guidance on IT issues. Some of these consultants, such as CSC and Accenture were also IT outsourcing companies. Outsourcing of IT meant that other IT providers, such as IBM, would become commoditised as hardware and software suppliers to the outsourcer and their influence and profit margins significantly reduced.

Through a major transformation programme IBM was able to realign its business model to match the new value requirements of its customers. Those value requirements were for an integrated service-based offering that reduced the risks and cost of ownership of IT for customers through consulting and outsourcing offerings. Building the new business model to deliver this was a ten year journey and IBM’s business changed from one where services accounted for 9% of revenue in 1991 to one where services accounted for 40% of revenue in 2001.

So how can businesses avoid the onset of ‘value myopia’ and ensure that their ‘customer value map’ matches what is happening in reality in their customers’ environment?

 

An accurate map of customer value

Here are three key guidelines to help ensure an accurate map of customer value:

1.     Always consider value from the customer’s perspective. Particularly the relative weighting of value elements such as functionality, experience, cost and quality, which vary by customer and the situation that prevails at the point of purchase or use.

2.     Customer and User insight is critical in developing the customer value map.This requires deep understanding of customers and users, their wants and needs. Approaches such as Anthropology, Lead Users and Co-Development are powerful in enabling this insight.

3.     Use structured and responsive methods for developing new and enhanced value propositions to ensure that value innovation improves the fit with how customer and user needs are changing. Techniques such as QFD, Value Analysis and Conjoint Analysis allow a detailed and holistic map of customer value needs to be created. Approaches such as Lean Start-up allow new propositions to be quickly developed and tested – reducing the risk of value misalignment with customer needs. By identifying trends in how customer value requirements are changing, businesses can get early notice of required changes in their value proposition and business model

Businesses need to recognise the ease and danger of a disconnect developing between their value propositions and user wants and needs which are by nature dynamic. They need to continually review and update their ‘value maps’ to ensure they match customer reality.

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Front cover with border for LinkedIn - SMALLFurther information on value mapping can be found in Alastair Ross’s new book ‘Sowing the seeds of business transformation’ and available in paperback on Amazon.

(A version of this article was published on LinkedIn Pulse on February 21, 2017).

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New innovation videos

Tuesday, March 14th, 2017

Screen shot at beginningTwo new videos have been added to the our YouTube channel ‘Business Innovator’. The Business Innovator channel is our new channel for sharing innovation approaches and our professional experience with a wide community of businesses, change agents and students. Our videos will be intentionally short – to provide interest and insights within ‘bite-sized’ chunks.

The first new video introduces business innovation as a ‘journey to value’ and explains how innovation mastery comes from the application of an holistic and systematic approach to innovation within a business. Watch video here.

The second video looks at innovating service design and delivery in Professional Service firms and identifies 5 key success factors, based on Codexx project experience. Watch video here.

We hope you find them useful – and we look forward to your comments.

Let us know areas you would like us to cover in future videos.

New book – ‘Sowing the seeds of business transformation’

Tuesday, February 21st, 2017

Alastair Ross’s new book Sowing the seeds of business transformation was published on the 18th February and is available in paperback on Amazon. The book is aimed at change leaders who are seeking inspiration and guidance for transformation in their own businesses – in both industrial and knowledge intensive service sectors.

Cover with text for Codexx blog

It is a practical guide, based on project work and detailed case studies and is suitable for transformation projects in a single service or process, a function or department, business unit or firm wide.

Sowing the seeds of business transformation examines key transformation-enabling tools and methods such as Value Analysis, Systematic Innovation, Lean, User-Experience, Re-engineering, Continuous Improvement, Business Model Innovation and Digitisation.

Multiple case studies are used to illustrate the use of these methods including businesses such as Nokia, IBM, Blackberry, Apple, Allianz, British Airways, Amazon, Nintendo, AXA and Ryanair. The book also provides proven frameworks and effective approaches to enable a programme of business transformation.

For more information on the book, to read sample pages or order copies, go to Amazon.

 

Presenting Service Innovation at University of Exeter MBA

Wednesday, February 15th, 2017

Exeter University logo

Alastair Ross, Director of Codexx, presented the ‘Service Innovation’ module at the University of Exeter MBA programme on Friday 10th February 2017.

Alastair said “It is always great to share experience with experienced students, get useful feedback and better understand the innovation challenges they face in their businesses and sectors.”Alastair also lectures on Service Innovation at the University of Southampton MSc in Strategy and Innovation.

Legal tech frenzy – lessons from industry

Friday, November 18th, 2016

http://www.dreamstime.com/royalty-free-stock-images-man-working-modern-technology-image22891879The legal geek moves centre stage
There has been an explosion of interest in information technology in the legal sector of late – particularly technology at the leading edge such as Artificial Intelligence (AI). This interest was crystallised in the recent and well publicised ‘Legal Geek’ conference in London when a number of major law firms mingled with ‘LawTech’ companies and startups to discuss how new information technologies and new thinking could be used to transform ways of providing legal services. As well as AI and technologies such as blockchain the conference looked at ‘softer’ elements such as innovation and cultural change.

New thinking

This is a significant development in a business sector that has long been conservative and behind other sectors in its application of new business thinking and technology. It comes as many firms law struggle to maintain their levels of profitability in market conditions that have been challenging since the 2008 financial crash. The combination of price-focused clients, globalisation, the internet (and market deregulation in the UK) has driven law firms to seek to innovate in the services they provide and the ways they work.

Law firms typically have applied IT for legal research, case and document management and for the management of support activities such as time recording, billing and finance. This new wave of IT brings internet-based technologies and – what typically makes the press – Artificial Intelligence (AI) systems. The application of these new technologies promises to revolutionalise the way law is provided – for the benefit of law firms who can work more efficiently and effectively – and for the benefit of clients who will receive ‘more for less’. The implementation of these technologies will – over time – help in digitizing key elements of legal services – making law more affordable and accessible to the large unmet market of small businesses and individuals.

Deja vu? Lessons from industry

Having worked for the last decade in helping major UK law firms transform their services through re-engineering and innovation – and also one who has consulted to multiple business sectors for twenty-five years – I am feeling a sense of deja vu.

In the 1990s, the industrial sector was in the midst of an ERP frenzy – implementing new Enterprise Resource Planning systems such as SAP and Oracle to transform the efficiency of their business operations. In the late 1990s and into the 2000s, the next wave of technology looked outwards into SCM (Supply Chain Management) and CRM (Customer Relationship Management) – to better link business with their suppliers and customers. In both these ‘tech frenzies’, many companies suffered from implementation programmes that significantly overran their budget and plan and failed to achieve their business goals.

The root cause of many of these problems was the lack of an holistic and integrated approach to implementing these technologies as business transformation programmes, not simply as technology projects. The lessons learned were that there were key success factors for IT exploitation, particularly:

1. A vision & strategy are required for effective communication within the business, getting buy-in from key stakeholders and coordinating the resources and activities.

2. To get the best out of the IT, business processes need to be re-engineered first (to avoid the all-too-common ‘pig in lipstick’ outcome).

3. Effective programme management is required for effective coordination of IT, process and people work-streams.

4. Change management is fundamental to effectively deploying the new technology and working methods into daily business.

Are law firms grasping for a silver bullet?

New technology can often be an attractive ‘silver bullet’ for management teams faced with major business challenges. It appears as a nice ‘clean’ solution to a firm’s problems – as compared to complex messy process and organisational-based improvements. For this reason many businesses have wasted money and sub-optimised the impact of their technology investments by not ‘preparing the ground first’ with re-engineering and restructuring work.

We should also be clear that those law firms currently looking to apply new IT such as AI systems, are typically larger firms – the ‘Top 50’ in the UK – not the other 10,433 firms*. These are the wealthier and more sophisticated firms.

However in my re-engineering work with these larger firms in the last decade, it is clear that their services and processes have much opportunity for improvement. Re-engineering projects have typically yielded 25-50% cost reduction – whilst improving service quality – without the application of any new technology.

These services simply were not designed or operated in a systematic and efficient way. Automating them without re-engineering them first would significantly reduce the benefits from IT investment. Indeed for smaller firms lacking the capital or the resources for major IT investment, internal re-engineering work would be a better approach  for now – then later exploit the use of these new technologies when prices have reduced and functionality improved.

Structured evaluation and execution

So law firms should look outside their sector and seek to learn from others’ experience on how best to truly transform their businesses by exploiting new technologies and thinking. They should strategically evaluate – and incubate – these new technologies to determine how they can be used to re-fashion their value proposition and their business model. They should prepare the way by first systemising their services and processes. And they should manage the implementation of these new technologies as an holistic programme.

 

For more information on law firm innovation, see ‘Innovating professional services – transforming value and efficiency’ by Alastair Ross, published in May 2015 by Gower.

* There are 10,483 law firms registered in England and Wales in September 2016 according to the Solicitors Regulation Authority.

Director’s blog: Can you really train people to be innovators?

Wednesday, May 25th, 2016

the director's blog on innovation - logo with text

More innovation please

Raising the level of innovation is becoming a critical need for businesses as they face increasing competitive pressures. A fundamental requirement for making businesses more innovative – in what they provide to their customers and how they do so – is to get their managers and employees engaged and able to effectively participate in innovation activities. This requires an internal system for innovation that establishes key elements of enabling innovation infrastructure such as strategy, processes, tools and supporting resources. And part of this work involves training managers and employees in innovation.

But can you really train people to be innovators?

I ask this question, as there is a view – and not an uncommon one – that innovators are born not made: “Just look at Steve Jobs, James Dyson or Jeff Bezos – they weren’t trained to make them the innovators they are!” Implicit in this view is the belief that when it comes to innovation ‘you’ve either got it or you haven’t’. If that’s the case then what hope is there for businesses trying to innovate if they don’t happen to have a Jobs, Dyson, Bezos or the like in their midst….?

Innovation is not just creativity

Let’s step back and review a few innovation basics: Firstly, people often mix up innovation and creativity. Creativity is about generating ideas. Innovation is about creating value from ideas. Ideas on their own have no value – only potential value which has to be realised. Certainly some people are naturally more creative than others and thus more likely to generate potentially valuable ideas. But being creative alone is not enough – we also need the skills to realise the ideas and transform them into value. That requires skills in idea exploration and analysis, development of new offerings and methods, project management, marketing and selling (internally and externally) for example. And ideas can be effectively generated by (less creative) people working systematically anyway (through effective brainstorming and other ideation methods). So innovation requires a mix of capabilities, not just creativity.

Not only a lone genius required

When talking about improving innovation in an organisation it’s important to remember that the goal should be to ‘institutionalise’ innovation – to enable regular and sustained innovation through widespread and integrated efforts – rather than the occasional spark of innovation enabled by a few individuals (who can have off days or can leave). People forget that Apple’s innovation success with its iPod, iPhone and iPad was the result of multiple innovations by many individuals with Steve Jobs being the orchestrator and very much the public face, but by no means the sole innovator – and indeed his orchestration was ineffective and inefficient at times (read the excellent biography ‘Steve Jobs’ by Walter Isaacson for details).

One of the earliest examples of effective institutional innovation was the Menlo Park laboratories established by Thomas Edison in 1876. This was one of the first large-scale research establishments and formed the template for R&D organisations for the next fifty years. Edison brought together more than 200 talented scientists, engineers and craftsman and overlaid a system of innovation that harnessed their skills in a structured and productive way with defined teams, extensive experimentation and record keeping. It was a highly productive operation and created more than 400 patents. Whilst Edison was very much the public face of innovation, it was very much an institutional rather than individual approach to innovation, with defined targets such as ‘a minor innovation every 10 days and a big thing every six months or so’.

Most innovation is doing existing things better

A more modern example in a services firm is that of AXA Insurance in Ireland which started up an innovation programme in 2000. Theirs was very much an experimental approach, learning as they went along. They found that they could generate lots of new ideas from their employees but they needed to apply a process to effectively screen and select the best ideas. One key insight was when they analysed the ideas implemented in their first few years of the programme they found that 80% of them were concerned with removing waste or improving existing services or ways of working. Only 10% were ideas for new innovative services. This finding helped demystify innovation in the business – employees realised that most innovation was in doing existing things better – incremental innovation – which they could certainly do in their daily work. That is a powerful message for all businesses: Don’t just look for the ‘silver bullets’ of radical innovation, spend most of your time removing the ‘rust and grime’ from your existing methods and processes and then ‘polish them’ to make them more effective. Industrial experience of Continuous Improvement, making use of basic techniques for measurement, analysis and waste elimination – often within a Lean programme – has shown the power of such ‘do better’ innovation. Training employees in these core techniques can make them more structured and effective in their work on process innovation.

So you can train people to become innovators?

You can indeed train people to be effective in ‘do better’ or incremental innovation – which accounts for the vast majority of innovation. But what about ‘do different’ radical innovation? This type of innovation is needed if a firm wants to leap ahead of rivals. And firms would certainly want a few silver bullets as part of their innovation armoury…

To help answer this question I’m going to use the example of the UK legal sector. Most observers would not consider law to be a natural environment for innovation and rather unkindly might jest that ‘lawyer’ and ‘innovative’ are two words never found in the same sentence… That might well have been true(ish) twenty years ago, but it’s a viewpoint that is increasingly out of date today. For the UK legal sector has been in a state of major change for the last decade, driven by a combination of deregulation, tougher market conditions driven by the economic fallout from the 2008 financial crash, and the increasing impact of the internet. The result is clients ‘wanting more for less’, new rivals, internet-enabled entrants and law firms recognising the need for major changes in both their offerings and their working methods. Many have embraced innovation in their services – often with a primary goal of efficiency and cost improvement.

Through Codexx I have worked with a good number of major UK law firms helping them to respond to these major challenges by applying innovation. This has taken the form of two different types of interventions:

  • Specific service innovation (aka ‘re-engineering’)
  • Improving a firm’s innovation capabilities

Service innovation – a focused environment for innovation

In my work with law firms since 2006 I have helped law firms re-engineer a total of 20 legal services using a Codexx approach called ‘Smarter Working’. This approach uses a small core team of fee earners and support staff to perform the re-engineering with the support of the Codexx consultant. We effectively establish a ‘micro innovation environment’ using collaborative workshops and with training in team-working, some basic Lean principles and creative idea generation methods. This has resulted in major redesign of services such as Commercial Due Diligence, Inquest and Clinical Negligence, to reduce costs by as much as 75% whilst improving service quality. It has also resulted in the development of new internet-enabled services. Looking back at this work over the last decade I can unequivocally say that you can train lawyers – or indeed any other employees – to be very effective innovators within a supportive environment for innovation.

Improving innovation capabilities

Other law firms have wanted to take a broader approach, not just focused on selected services, but to make their firms ‘more innovative’. Their goal was a firm that used sustained innovation to improve its services, its efficiency and thus its competitive differentiation and its attraction as a place to work for progressive lawyers. To help them do this I have applied Codexx methods and tools to help them establish a systematic approach to innovation and use this to drive innovation of new and improved services and working methods. This work included strategy development, an innovation process & support structure, change management and of course training for selected personnel.

From my experience a key strategic approach to establishing innovation on a firm-wide basis is to run two parallel missions: the first to build the required innovation system and the second to deliver innovation outcomes (e.g. improvements, enhanced services etc.). The first mission is key to long term innovation success; the second is key to delivering benefits early and to help gain buy-in through demonstrable early success. I have delivered training on innovation to selected personnel in a number of firms (often innovation ‘champions’ whose role is to spearhead innovation activities) and typically found lawyers receptive and able to effectively apply the new methods – generating both incremental and more radical ideas. Based on this, there is no doubt in my mind that these lawyers and support personnel can be very effective in catalysing and supporting innovation within their firm.

That is of course if they are given the ‘space’ for innovation.

The one proviso – space for innovation

So you can indeed train people to be capable of innovation. But they can only subsequently realise that capability and successfully innovate if the organisation allows them space to do so. ‘Space for innovation’ covers a number of key attributes:

  • Leadership supportive of innovation – not just focusing on today’s business
  • Time available for work on innovation – always a challenge for people busy running the daily business
  • A wide, but defined, frame to seek innovation in – innovation in a vacuum is rarely effective…
  • A supportive culture for innovation – valuing effort and recognising some failures as inevitable
  • Resources to support innovation (such as other personnel, methods, tools and budget)

Unfortunately these are not always put in place or sustained to accompany training for innovation – and then all the teaching in the world on innovation will have as much effect as trying to light a fire on boggy ground….

Alastair Ross

Director
Codexx Associates Ltd

Further reading

To read further about Thomas Edison’s approach to innovation and the Menlo Park research organisation, see a delightful and informative book on innovation: ‘Innovation – a very short introduction’ by Mark Dodgson and David Gann, published by Oxford University Press.

For more information on the AXA Ireland case study and effective approaches to innovation in knowledge intensive service firms  see ‘Innovating professional services – transforming value and efficiency’ published by Gower. https://www.routledge.com/products/9781472427915

For a case study on law firm re-engineering see: https://www.codexx.com/2015/a-story-of-law-firm-re-engineering-people-processes-profit/

 

Director’s blog: Using practice sharing to catalyse innovation

Thursday, May 12th, 2016

the director's blog on innovation - logo with text

 

Catalysing innovation by showing a better way

One effective approach to triggering innovation is seeing ‘a better way’ – that is a superior way of working (aka business practice) that is relevant to your business. Benchmarking has been a long-established approach for doing this by comparing your business against another in a structured way. Indeed, as part of Codexx – and previously when I worked at IBM – I have led multiple benchmarking-type assessments in business areas such as production, R&D, supply chain and innovation. These benchmarking assessments were effective approaches to comparing business areas based on models of best practice and performance and thus identifying practice shortfalls – thus driving focused improvements.

However, benchmarking comparisons cannot be so easily applied to more focused business areas as there may not be a relevant best practice model in place or a database to compare against. In this case a more tailored approach is required, that I will refer to as ‘practice sharing’. This approach is less focused on numeric performance comparison – and more on key practices. However unlike an unstructured visit to view another company – ‘industrial tourism’ – this is a structured approach.

 Benchmarking continuum

Introducing practice sharing

I recently led a practice sharing programme between two major industrial businesses – one based in Denmark, the other in Germany, focusing on the development of specialist production equipment. This was by definition a niche area that was key to both businesses’ competitiveness. This programme had its beginnings in 2009 as part of a re-engineering programme that Codexx was supporting for the Danish company’s production maintenance organisation covering eight factories. To help in overcoming resistance to change and to ‘open the eyes’ of the maintenance managers to the opportunities for improvement we included a ‘benchmarking’ element as part of the re-engineering programme. Because maintenance benchmarking tools in the market were overly focused in specific areas (such as cost or lean) and did not provide the wide enough view that was needed, we developed a best practices framework based on the ISO 8 Management Principles.

We used this to perform assessment visits to the maintenance organisations in aerospace, automotive, plastics and white goods manufacturers across Europe. These visits provided benefits for both our client and the companies being visited who received a comparative report and the opportunity to visit our client. Importantly the assessment team comprised the maintenance managers who used the framework to perform the assessment, supported by Codexx. This structured approach ensured that key relevant practices were reviewed and compared and the comparative practice scoring was used to define an improvement path and monitor progress using a number of subsequent self-assessments. The programme achieved its objectives of catalysing the maintenance managers to seek opportunities for applying new practices as part of the re-engineering programme.

 

Developing the approach

This success led to the Danish company deciding to utilise a similar approach, with the support of Codexx, to review their development of production systems, working with a major German company in 2013, with whom they has an existing commercial relationship – but who were not a competitor. We called this approach ‘practice sharing’, rather than ‘benchmarking’ to make the approach less formal and more in the spirit of learning rather than an audit – which helped in gaining the support and involvement of the German company. Codexx developed a practice sharing framework, again based around the ISO Management principles, using a similar structure and assessment approach to the maintenance programme.

This framework was tested with the China-based operations of both companies and then finalised. We then performed a practice sharing assessment in 2014. This was considered valuable by both parties and a subsequent practice sharing programme focusing on another area of production systems was performed with the same Germany company in 2015-16. The approach in these practice sharing programmes was similar:

1. A business area of interest to both parties was identified and a commitment to perform a practice sharing assessment was made.

2. A practice sharing framework was developed.

3. Each partner self-assessed itself against the practice sharing framework.

4. A 1-day practice sharing visit was made to each company, facilitated by Codexx. This included presentations on the development of the company, a tour of its operations and then a review of the self-assessment. The agenda was allowed to flex substantially to take account of interest areas that emerged.

5. A report of the practice sharing findings and outcomes was produced by Codexx and shared with both parties.

6. Each company took forward specific follow-up internal actions and agreed collaborations.

What are the benefits from practice sharing?

Based on my experience of working with this approach since 2009, I have seen the following benefits:

  • The approach provides a structure missing from an ad hoc visit that helps align and focus the discussion on relevant practice areas.
  • The self-assessment provides a clear and objective picture of current practices including areas for improvement which helps in focusing the discussion.
  • The programme provides a catalyst for improvement for each party.
  • It’s a time-effective and cost-effective process.
  • It’s not complex and is transparent to the participants and other users.

What’s needed for effective practice sharing?

  • Win – Win: Unlike benchmarking where your company is being compared to a model of best practice, with the comparison performed by an external assessor, practice-sharing requires a partner. To engage the partner, there needs to be the potential for benefits for both parties: the practice area to be examined needs to be relevant and each party needs to consider that they can learn something from the other.
  • A structure: A practice sharing framework is needed to provide a structured comparison and independent facilitation to ‘run the process’ with the goal of maximising and capturing the outcomes from the practice sharing. Both companies also need to agree to respect confidential information that might be shared in the programme.
  • Flexibility: The assessment visits need to be flexible and adapt to the interests of the participants. As a facilitator, I had to strike a balance between directing the discussion back to relevant areas whilst allowing deviations from the agenda that were clearly creating value. This is key, as the framework is in effect a ‘working hypothesis’ of what are the important practices. The reality will undoubtedly be somewhat different and thus the session has to seek to accommodate potentially valuable emergent discussions.
  • The right people: Both parties need to assemble a team of specialists in the area of interest that can participate effectively both technically, inter-personally and language-wise (for international comparisons, it is likely that English will be the common language).
  • The right attitude: Both parties need to be open and ready to ‘tell it as it is’, covering both strengths and weaknesses in their own practices. This is not a competition – it’s a collaboration.

I’d be interested in readers’ own experiences in this area – contact me here.

Alastair Ross

Director
Codexx Associates Ltd

 

Business as unusual – innovating professional services

Monday, September 7th, 2015

Professional Service innovation blackboard

by Alastair Ross, Director, Codexx Associates Ltd

Part 1. Setting the scene – when business as usual is not enough

Introduction

Increasingly in organizations, ‘business as usual’, the amalgam of existing thinking, value propositions and ways of working is not enough. What delivered commercial success in the past is not going to do so in the future, for the competitive environment is becoming more challenging – customers and clients increasingly want more for less, new competitors are arriving and technological advancement offers new forms of competition. The result is that businesses are seeing the need for increased levels of innovation to effectively compete.

All the above is now also true for professional service firms, many of whom have been relatively insulated from such commercial pressures due to their high-value offerings which were not easily replicated or automated and for some professions, such as law, enjoyed regulatory barriers to entry. But this is changing and innovation is moving up the agenda for management teams in these firms. This creates a major challenge for many firms with limited experience or capabilities in effective innovation.

Welcome to the first of a series of seven short articles on innovation in professional service firms. The objective of this series is to provide a foundation for partners, managers, and change leaders working in professional service firms on the opportunities, approaches and challenges for using innovation to improve their firm’s competitiveness. The series is based on my work on innovation and re-engineering projects with major UK and European professional services firms over the past ten years. The series will be published over the next three months with the planned contents as follows:

Part 1: Setting the scene – when business as usual is not enough

Part 2: Identifying innovation opportunities

Part 3: Establishing an effective system for innovation

Part 4: Innovating to reduce costs

Part 5: Innovating to increase value

Part 6: Starting your innovation journey

Part 7: Key challenges and sustaining innovation

So let’s get started:

Professional services – drivers for innovation

Professional service firms, such as lawyers, accountants and management consultants, are facing new challenges driven by fundamental trends, which have been accelerated by the economic weaknesses in western economies triggered by the 2008 financial crisis and resulting business downturn. These trends include:

  • Price-down pressures from clients seeking to reduce their supplier spend.
  • Deregulation (such as in the UK and Australian legal sectors) enabling new market entrants.
  • Service commoditization through the application of standardisation and IT.
  • Increasing competition from lower cost economies – such as India and China
  • New internet and mobile technology-enabled business models – such as Freelancer.com in IT and design services, Crunch.co.uk in accountancy and RocketLawyer.com in legal services

In response to these challenges, progressive firms are recognizing the need to innovate the services they provide and their ways of working. Such innovation enables them to reduce costs through more effective and efficient working and increases the value they provide to clients through new and enhanced services.

Innovation as ideas to value

Let’s be clear on innovation

It’s important to have a clear view of innovation to help in developing the most effective approach to enabling and managing it. Defining innovation can become an almost religious debate for innovation consultants, who often end up excluding ‘normal’ business improvement activities. In my view, a more inclusive definition is of most use when seeking to manage innovation programmes within businesses. With this in mind I find the most effective definition is: ‘Innovation delivers value from ideas’. This definition includes small and large innovations and those conceived in your own business as well as those copied from others, i.e. that is new to you. To consider that innovation is only about ‘radical new ideas’ would lead to incremental improvements receiving insufficient focus within the business – and high engagement incremental improvement is very powerful (just ask Toyota who have built their business success on their Lean business model driving continuous improvement with high engagement of their workforce). A view that innovation only covers things that are ‘new to the world’ would drastically diminish the powerful benefits of adopting best practice methods proven elsewhere (aka ‘copy with pride’).

So innovation is about creating or using an idea and generating value from it (e.g. increased profitability). Successful exploitation of an idea is a key requirement for innovation. This is why innovation is more than just creativity – for many new ideas and inventions fail to deliver value and thus cannot be considered innovative. In the journey to realizing value from ideas, activities such as idea exploration, selection, development, implementation and learning are as important as creativity. And thus successful innovation within your firm needs the developers, the project managers and the trainers as much as the idea generators….

Institutional v Individual Innovation

In developing effective innovation within a firm it is vital to differentiate between ‘individual innovation’ and ‘institutional Innovation’. Many business professionals would claim that they innovate regularly in their work, in their methods or in what they deliver to clients. However, this type of innovation is primarily individual innovation. Such ‘innovation’ is personal, it is not codified or easily scalable (it may not even be valuable) across the wider organisation. Therefore the impact of such individual innovation is very limited in comparison to institutional innovation. Institutional innovation engages other personnel within the firm and outside it through codified, scaled and deployed innovations such as new or enhanced services, new ways of working and new strategies that deliver increased value. Institutional innovation may well start as individual innovation, but the lone innovator creates something that can be used by others and not just themselves, something that can be developed and deployed into an institutional innovation. For a firm to be effective in using innovation to improve its competitiveness, it must master institutional innovation. And in addition it must establish a systematic approach to effectively manage its innovation activities.

Key items for management’s innovation agenda

When a firm is seeking to significantly enhance its innovation capabilities, there are some key questions that need to be answered by the management team such as:

  • Where should we focus our innovation activities?
  • What’s slowing or preventing innovation today?
  • How do we select the best ideas, develop and implement them?
  • Who should get involved?
  • How do we resource innovation?
  • How do we encourage and reward participation?

I intend to guide readers in answering these questions in this series of articles.

In the next article I will show how firms can identify key opportunity areas for innovation in their firm by considering their key ‘dimensions for innovation’ and give examples of this in multiple professional service sectors.

References and further reading

This article and the others in the series are based on the approaches, references and case studies detailed in my new book ‘Innovating professional services – transforming value and efficiency’ published by Gower in May 2015. This provides in-depth coverage and case studies of the topics featured in this series. For more information go to: https://www.codexx.com/2015/innovating-professional-services-new-book/

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Creating a climate of innovation

Thursday, May 21st, 2015

Innovation needs a supportive climate
Just as you need to have the right conditions in place for plants to grow and blossom into flower, so an organisation needs to ensure the right conditions are in place for innovation to be seeded and successfully grow and deliver business benefit. We all know that for plants to bloom, we need the combination of a nutrient-rich soil, sunshine and water – and of course some ‘green fingers’. The principles are similar in creating the right climate for innovation to bloom within a business: you first need to understand the conditions under which innovation blossoms; then you need to create a ‘business climate’ under which these conditions are maintained. Thanks to academic research and business experience, we know what these conditions are and how to optimise them (see Figure 1).

Innovation climate pictureFigure 1: The innovation climate (Source: Codexx)

Organizational climate, can be defined as ‘the recurring patterns of behaviour, attitudes and feelings that characterize life in the organization’ . This differs from the concept of the organisation’s culture, which tends to be more stable in the longer term. For the purpose of innovation we can consider that culture is one element of the overall climate for innovation within an organization. One could argue that an innovation climate is the key requirement for an innovative organisation, with the other mechanics of innovation building on this. Certainly the quote below from the CEO of Apple would seem to support this view

“A lot of companies have innovation departments, and this is always a sign that something is wrong when you have a VP of innovation or something. You know, put a for-sale sign on the door….. Everybody in our company is responsible to be innovative, whether they’re doing operational work or product work or customer service work.” Tim Cook, CEO Apple.

One could certainly challenge this view given the dominant role that Steve Jobs played in the innovation process within the firm prior to his death. It could certainly be argued that he was indeed the ‘VP of Innovation’ and he managed the process:

“The creative process at Apple is one of constantly preparing someone – be it one’s boss, one’s boss’s boss, or oneself – for a presentation to Jobs. He’s a corporate dictator who makes every critical decision – and oodles of seemingly noncritical calls too, from the design of the shuttle buses that ferry employees to and from San Francisco to what food will be served in the cafeteria.” (Source: ‘How Apple works: Inside the world’s biggest startup’, Fortune, 23-5-2011).

Codexx experience is that by addressing key areas such as leadership, culture and measurement and reward systems, the climate for innovation within an organisation can be changed over time. You can’t change climate at a stroke – but you can change the forces that shape the climate and thus improve the conditions in which innovation can flourish. There are six key elements required in a climate that is supportive of innovation:

  • Questioning culture
  • Problem positive
  • Diversity of thinking
  • Champions valued
  • Recognition given
  • Innovation demanded

Let’s explore each of these areas in more detail – and as a reader consider how well your own business, department or team, matches these practices:

Questioning culture
An innovative organisation is a curious organisation – curious about problems and about different ways of doing things. The culture needs to encourage this behaviour in its people. Being open to questioning and challenge from all levels within the organisation and from outside is a key attribute of an innovative organisation. Breakthrough innovation comes from the challenging of deep-rooted paradigms that exist within a business or market. “To support our focus on innovation, we operate a culture that is open to the challenging of norms,” says Sir David McMurtry, Chairman of Renishaw, a world-leader in the design and manufacture of measurement systems and a multiple award winner of Queens Awards for Export and Innovation.

Achieving this culture requires humbleness rather than arrogance in a firm’s leaders and its employees. Humbleness? This is not a characteristic that is often demanded of managers and employees in a dynamic business. I’m not suggesting that personnel should be submissive and lacking in ‘go’. But I am saying that people need to recognise that they don’t know everything, that their firm’s current ways of doing things may not necessarily be the best and that they themselves can always improve. This is a mindset that allows individuals and the firm as a whole to be receptive to improvement. Being open to challenge and new ideas requires a level of personal confidence that is often missing in organisations.

Problem positive
In an innovative firm, problems are seen as opportunities for improvement as they signal weaknesses in the current ways of working or product offering. Organisations that truly regard problems as an opportunity for learning (rather than an opportunity to blame) will foster a culture that is always seeking to learn and improve. In Continuous Improvement, problems are regarded as ‘gold’ for they offer clear improvement opportunities. A ‘Problem Positive’ organisation will have a robust approach to problem-solving in place, rather than a fire-fighting blame culture. “Fail often to succeed sooner.” is a key maxim of Tom Kelley, the General Manager of IDEO, renowned for its innovative design capabilities and an appropriate one for any company seeking to be innovative.

Diversity of thinking
The enemy of innovation is corporate group think. Alternative viewpoints and experience are critical to enabling a climate for innovation. This is achieved by recruiting and retaining a mix of people with different industry backgrounds, ages, personalities and nationality. Colgate is a good example: “As a company, we celebrate differences, promote an inclusive environment, and value the contributions of all Colgate people…We look to promote an inclusive environment and support the diversity of thinking that results from the differences in experiences, knowledge and background of all Colgate people. Diversity of thinking will help us continue to encourage the creativity and innovation necessary for our Company to maintain a competitive advantage in the global marketplace.” (Source colgate.com) If you are looking for fresh ideas, you need to have a diversity of thinking within your business. If your workforce is too similar, you will likely get ‘groupthink’ and a lack of truly new ideas.

Champions Valued
All organisations have their stories and their heroes. An innovative organisation will have stories about major change and their champions – not all of which was necessarily successful. But the general tenor of such stories will be invariably positive rather than critical. 3M have stories about mavericks that pushed through new ideas despite initial opposition (e.g. Post-It Notes). Those people who champion innovation, whether they are instigators, active participants or arms-length supporters will be valued within an innovative organisation. And since radical new ideas typically come from the ‘mavericks’ within an organisation – the sort of people who can be poor team workers and difficult to manage – an innovative organisation works to keep its mavericks.

Recognition given
Human beings crave approval. This need changes little from when a person was a child to when they become an adult. In a business, salary/bonus is one form of approval – but it is by no means the only one or indeed the most effective one. Approval and recognition from one’s peers is often of higher value to an individual. Providing formal awards and recognition for innovators within the organisation, including financial, non-financial and sabbaticals is an effective way of encouraging innovation activities and rewarding innovation ‘champions’. It also clearly signals the company’s intent to employees.

Innovation Demanded
In some organisations, innovation is not welcome as it is seen as disruptive or ‘taking people away from daily business’. In many organisation it is welcomed if it can be proven to be beneficial and affordable, but in a few organisations, innovation is actively demanded – and not just from its managers but from all its employees. Stories are told about past innovators. These are the people that have high recognition and status within the organisation. This is supported by the use of innovation metrics and innovation criteria in employees’ yearly targets and appraisal reviews. In such an environment, employees will continually keep their eyes open for innovation opportunities as they know that this is valued within the organization and it is a key performance measurement.

Toyota is renowned for its Continuous Improvement expertise, gained over decades of process and cultural change. Much of that change has been driven by operators on the plant floor. The architect of the Toyota Production System (that spawned the Lean improvement philosophy), Taichi Ohno said, “Something is wrong if workers do not look around each day, find things that are tedious or boring, and then rewrite the procedures. Even last month’s manual should be out of date.”

What next?
Establishing a supportive climate for innovation is a key area – innovation improvement programmes which focus on the mechanics of innovation alone are doomed to die, as ultimately are the finest roses planted on concrete… From Codexx experience in working with service and industrial firms since 2002, we have found the following approaches to be powerful in helping to build a supportive culture for innovation:

  • Assess the health of innovation in your organisation, by reviewing key practices and performance and getting the views of your employees, managers and partners. This will identify key strengths (to be enhanced) and weaknesses (to be addressed) in your current innovation system, including your climate. We use our proven Foundations for Innovation (F4i) assessment solution, developed with our academic partners. We have used this approach with businesses in the industrial, legal and insurance sectors in the UK, Europe, USA and China.
  • Train your management team in the key mechanics of an innovation system, their key role and how to establish a supportive climate. Codexx uses a mix of training and interactive ‘Catalyst’ workshops to do this.
  • Put in place some innovation metrics and rewards to stimulate innovation projects within your organisation. This approach is based on the reality that measures and rewards drive management and employee behaviours. One way of doing this is to establish an innovation competition, to help meet key business goals. Another is to make evidence of personal innovation activities an element of performance appraisal (or promotion).
  • Start a project that is innovative in its goals (e.g. step-change improvement or a new product or service area) or in its approach (e.g. cross-functional teaming, collaboration with external partners or clients) and staff it with personnel who can subsequently become broader advocates for innovation in the organisation. Codexx uses its ‘Smarter Working’ re-engineering approach to start such internal re-engineering teams.
  • Use benchmarking and practice sharing to ‘open the eyes’ of your managers and employees to better practices in other organisations and so stimulate new thinking. For more information on this, go here.

Each of these approaches has merits and any one is a good start in improving your existing innovation climate. However, to establish an effective climate for innovation, it has to be built as part of a wider holistic innovation system, encompassing other key elements such as Leadership, Strategy, Process & Controls.

*This article draws upon materials in the book ‘Innovating professional services – transforming value and efficiency’ by Alastair Ross, Director of Codexx, published on the 8th May 2015 by Gower. For more information and online discount click here.

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