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Sell, Design, Build:
The Power of Rapid Prototyping

         Coach Davender Gupta
        The Visioneering Institute
                   29 November 2005

    www.visioneering-institute.com
  www.davender.com/toolkit/prototype

         www.visioneering-institute.com
                                          ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach
                                                                               All rights reserved. Copying prohibited. For more information, call 403-606-8850
                                                                           www.visioneering-institute.com info@visioneering-institute.com www.davender.com
Outline

• What is “Rapid Prototyping”?
• The “War Cry” of RP
• Why RP?
• Sell, Design, Build
• The RP Way of Life




                www.visioneering-institute.com
                                                 ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach
                                                                                      All rights reserved. Copying prohibited. For more information, call 403-606-8850
                                                                                  www.visioneering-institute.com info@visioneering-institute.com www.davender.com
What is “Rapid Prototyping”?

• A philosophy of product or offer creation that focuses
  on blending the wants and readiness of the client
  with the passion and desires of the provider.

                                        Wants
                    Passion              and
                                                                 Rapid prototyping target
                      and               needs
                    desires            of client
                     of the
                    provider



                            resources,
                          ways and means




                 www.visioneering-institute.com
                                                   ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach
                                                                                        All rights reserved. Copying prohibited. For more information, call 403-606-8850
                                                                                    www.visioneering-institute.com info@visioneering-institute.com www.davender.com
The War Cry of RP


FIRE, AIM, FIRE!
      The only offers worth making
  are those in which clients are willing
 to invest their time, money and energy.


          www.visioneering-institute.com
                                           ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach
                                                                                All rights reserved. Copying prohibited. For more information, call 403-606-8850
                                                                            www.visioneering-institute.com info@visioneering-institute.com www.davender.com
Why RP?

• To create products and services that people want.
• To get paid to create products and services
• To make sure that you will make a profit on your offer!
            Condo, home and office builders
             do not break ground until most
          or all of the units are sold or leased.

         Aircraft manufacturers do not start a
                    production run
     until they have a minimum number of orders.

     Why should you break ground on your product
         before you have guaranteed buyers?
                 www.visioneering-institute.com
                                                  ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach
                                                                                       All rights reserved. Copying prohibited. For more information, call 403-606-8850
                                                                                   www.visioneering-institute.com info@visioneering-institute.com www.davender.com
Sell, Design, Build

• Although for many, the building of the product or
  service is the most “fun”…
• Your product is just a “hobby” until someone buys it!

• Too much time and resources are wasted designing
  products in a vacuum

• Sell, Design, Build is an approach to first finding
  people to “co-create” your product with, so it is the
  right fit for this and future clients!


                  www.visioneering-institute.com
                                                   ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach
                                                                                        All rights reserved. Copying prohibited. For more information, call 403-606-8850
                                                                                    www.visioneering-institute.com info@visioneering-institute.com www.davender.com
Sell

• What do you want to do?
• What do people want?
• What is the link between what you want to do and
  what people want?
                 Passion and              Wants
                   desires                 and
                    of the                needs
                  provider               of client
                               TARGET




                            resources,
                         ways and means
                         at your disposal



                www.visioneering-institute.com
                                                     ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach
                                                                                          All rights reserved. Copying prohibited. For more information, call 403-606-8850
                                                                                      www.visioneering-institute.com info@visioneering-institute.com www.davender.com
Sell (2)

  • Avoid the pitfalls:
       No means (overpromising)
       No passion
                                                                                         If it is something that you want to do
       No demand                                                                                   and what people want
                                                                                              but you don’t have the means
                                                                                         to deliver it, you have overpromised.
                                             Passion and              Wants
                                               desires No means        and
If it is something that you want to do
and that you have the resources to do           of the
                                                       (overpromise)  needs
          but it is something that
                                              provider               of client
            people don’t want,
                                                            TARGET
     then there is no demand for it.

                                                     No demand   No motivation

                                                                                  If it is something that people want
        The key to success (and profit) is
     to do something that you want to do,                resources,              and that you have the resources to do
                                                                                       but it is something that you
        that you have the resources to do             ways and means                      don’t have passion for,
             and what people want!
                                                      at your disposal               then you have no motivation.




                                             www.visioneering-institute.com
                                                                                  ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach
                                                                                                                       All rights reserved. Copying prohibited. For more information, call 403-606-8850
                                                                                                                   www.visioneering-institute.com info@visioneering-institute.com www.davender.com
Sell (3)

             FIRST FIND A CO-CREATOR
• A client who loves your concept and is willing to invest
  time, money and effort to help you refine and launch
  your product.

• Set an initial sales goal, possibly offering substantial
  incentives for the “early adopter”.
• Early adopters are your best partner for accountability.

• A “marketing study” is only valid when a client whips
  out their credit card! (otherwise it’s just hot air since
  there’s nothing at stake for the prospect).
                  www.visioneering-institute.com
                                                   ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach
                                                                                        All rights reserved. Copying prohibited. For more information, call 403-606-8850
                                                                                    www.visioneering-institute.com info@visioneering-institute.com www.davender.com
Design

• Now that you have an “early adopter” lead client (or
  several!)…
     Partner with lead client to refine the needs
     R&D group
     • constant feedback on work in progress)
     Blogs
     Teleconferences
     Invitation-only web site
     Pre-offers of certain sections as free reports or
    extracts

                  www.visioneering-institute.com
                                                   ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach
                                                                                        All rights reserved. Copying prohibited. For more information, call 403-606-8850
                                                                                    www.visioneering-institute.com info@visioneering-institute.com www.davender.com
Build

• Modular design, modular build
• Deliver one piece at a time
• Position parts of your product as individual offers that
  other clients can buy
• “Just-In-Time” building of your product: focus on
  what people need the most, then fill in the missing
  parts later




                  www.visioneering-institute.com
                                                   ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach
                                                                                        All rights reserved. Copying prohibited. For more information, call 403-606-8850
                                                                                    www.visioneering-institute.com info@visioneering-institute.com www.davender.com
The RP Way of Life

• To achieve success, you must be willing to fail!
• If you try to create your offers in a vacuum, you are
  shooting blind.
• When you enlist your clients to give you feedback, you
  will hit your target more often!
                                           Passion and                                               Wants
                                             desires                                                  and
                                              of the                                                 needs
                                            provider                                                of client

     Fail early,
                                                                      TARGET




     fail often!                                        resources,
                                                     ways and means
                                                     at your disposal


                 www.visioneering-institute.com
                                                  ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach
                                                                                       All rights reserved. Copying prohibited. For more information, call 403-606-8850
                                                                                   www.visioneering-institute.com info@visioneering-institute.com www.davender.com
Tools for Rapid Prototyping

• Blogs
     Blog-to-book
     www.sethgodin.com
• Power Point Slides
     www.tompeters.com
• Teleclasses
     www.coachville.com
     www.michaelport.com (Think Big! Monday Calls)
• Web Sites


               www.visioneering-institute.com
                                                ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach
                                                                                     All rights reserved. Copying prohibited. For more information, call 403-606-8850
                                                                                 www.visioneering-institute.com info@visioneering-institute.com www.davender.com
Final Thought

                “I have not failed.
           I've just found 10,000 ways
                 that won't work.”
                    -- Thomas Edison



• Accelerate your evolutionary development by enlisting
  paying clients who have a stake in your success!




                www.visioneering-institute.com
                                                 ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach
                                                                                      All rights reserved. Copying prohibited. For more information, call 403-606-8850
                                                                                  www.visioneering-institute.com info@visioneering-institute.com www.davender.com
For more information

• Coach Davender Gupta
• 1-800-469-8315 davender@davender.com

• Check out the resources in the Visioneer’s Toolkit:
• http://www.davender.com/toolkit/prototyping

                   Call me for a FREE consultation!




                 www.visioneering-institute.com
                                                  ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach
                                                                                       All rights reserved. Copying prohibited. For more information, call 403-606-8850
                                                                                   www.visioneering-institute.com info@visioneering-institute.com www.davender.com

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Sell, Design, Build: The Power of Rapid Prototyping

  • 1. Sell, Design, Build: The Power of Rapid Prototyping Coach Davender Gupta The Visioneering Institute 29 November 2005 www.visioneering-institute.com www.davender.com/toolkit/prototype www.visioneering-institute.com ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach All rights reserved. Copying prohibited. For more information, call 403-606-8850 www.visioneering-institute.com info@visioneering-institute.com www.davender.com
  • 2. Outline • What is “Rapid Prototyping”? • The “War Cry” of RP • Why RP? • Sell, Design, Build • The RP Way of Life www.visioneering-institute.com ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach All rights reserved. Copying prohibited. For more information, call 403-606-8850 www.visioneering-institute.com info@visioneering-institute.com www.davender.com
  • 3. What is “Rapid Prototyping”? • A philosophy of product or offer creation that focuses on blending the wants and readiness of the client with the passion and desires of the provider. Wants Passion and Rapid prototyping target and needs desires of client of the provider resources, ways and means www.visioneering-institute.com ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach All rights reserved. Copying prohibited. For more information, call 403-606-8850 www.visioneering-institute.com info@visioneering-institute.com www.davender.com
  • 4. The War Cry of RP FIRE, AIM, FIRE! The only offers worth making are those in which clients are willing to invest their time, money and energy. www.visioneering-institute.com ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach All rights reserved. Copying prohibited. For more information, call 403-606-8850 www.visioneering-institute.com info@visioneering-institute.com www.davender.com
  • 5. Why RP? • To create products and services that people want. • To get paid to create products and services • To make sure that you will make a profit on your offer! Condo, home and office builders do not break ground until most or all of the units are sold or leased. Aircraft manufacturers do not start a production run until they have a minimum number of orders. Why should you break ground on your product before you have guaranteed buyers? www.visioneering-institute.com ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach All rights reserved. Copying prohibited. For more information, call 403-606-8850 www.visioneering-institute.com info@visioneering-institute.com www.davender.com
  • 6. Sell, Design, Build • Although for many, the building of the product or service is the most “fun”… • Your product is just a “hobby” until someone buys it! • Too much time and resources are wasted designing products in a vacuum • Sell, Design, Build is an approach to first finding people to “co-create” your product with, so it is the right fit for this and future clients! www.visioneering-institute.com ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach All rights reserved. Copying prohibited. For more information, call 403-606-8850 www.visioneering-institute.com info@visioneering-institute.com www.davender.com
  • 7. Sell • What do you want to do? • What do people want? • What is the link between what you want to do and what people want? Passion and Wants desires and of the needs provider of client TARGET resources, ways and means at your disposal www.visioneering-institute.com ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach All rights reserved. Copying prohibited. For more information, call 403-606-8850 www.visioneering-institute.com info@visioneering-institute.com www.davender.com
  • 8. Sell (2) • Avoid the pitfalls: No means (overpromising) No passion If it is something that you want to do No demand and what people want but you don’t have the means to deliver it, you have overpromised. Passion and Wants desires No means and If it is something that you want to do and that you have the resources to do of the (overpromise) needs but it is something that provider of client people don’t want, TARGET then there is no demand for it. No demand No motivation If it is something that people want The key to success (and profit) is to do something that you want to do, resources, and that you have the resources to do but it is something that you that you have the resources to do ways and means don’t have passion for, and what people want! at your disposal then you have no motivation. www.visioneering-institute.com ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach All rights reserved. Copying prohibited. For more information, call 403-606-8850 www.visioneering-institute.com info@visioneering-institute.com www.davender.com
  • 9. Sell (3) FIRST FIND A CO-CREATOR • A client who loves your concept and is willing to invest time, money and effort to help you refine and launch your product. • Set an initial sales goal, possibly offering substantial incentives for the “early adopter”. • Early adopters are your best partner for accountability. • A “marketing study” is only valid when a client whips out their credit card! (otherwise it’s just hot air since there’s nothing at stake for the prospect). www.visioneering-institute.com ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach All rights reserved. Copying prohibited. For more information, call 403-606-8850 www.visioneering-institute.com info@visioneering-institute.com www.davender.com
  • 10. Design • Now that you have an “early adopter” lead client (or several!)… Partner with lead client to refine the needs R&D group • constant feedback on work in progress) Blogs Teleconferences Invitation-only web site Pre-offers of certain sections as free reports or extracts www.visioneering-institute.com ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach All rights reserved. Copying prohibited. For more information, call 403-606-8850 www.visioneering-institute.com info@visioneering-institute.com www.davender.com
  • 11. Build • Modular design, modular build • Deliver one piece at a time • Position parts of your product as individual offers that other clients can buy • “Just-In-Time” building of your product: focus on what people need the most, then fill in the missing parts later www.visioneering-institute.com ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach All rights reserved. Copying prohibited. For more information, call 403-606-8850 www.visioneering-institute.com info@visioneering-institute.com www.davender.com
  • 12. The RP Way of Life • To achieve success, you must be willing to fail! • If you try to create your offers in a vacuum, you are shooting blind. • When you enlist your clients to give you feedback, you will hit your target more often! Passion and Wants desires and of the needs provider of client Fail early, TARGET fail often! resources, ways and means at your disposal www.visioneering-institute.com ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach All rights reserved. Copying prohibited. For more information, call 403-606-8850 www.visioneering-institute.com info@visioneering-institute.com www.davender.com
  • 13. Tools for Rapid Prototyping • Blogs Blog-to-book www.sethgodin.com • Power Point Slides www.tompeters.com • Teleclasses www.coachville.com www.michaelport.com (Think Big! Monday Calls) • Web Sites www.visioneering-institute.com ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach All rights reserved. Copying prohibited. For more information, call 403-606-8850 www.visioneering-institute.com info@visioneering-institute.com www.davender.com
  • 14. Final Thought “I have not failed. I've just found 10,000 ways that won't work.” -- Thomas Edison • Accelerate your evolutionary development by enlisting paying clients who have a stake in your success! www.visioneering-institute.com ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach All rights reserved. Copying prohibited. For more information, call 403-606-8850 www.visioneering-institute.com info@visioneering-institute.com www.davender.com
  • 15. For more information • Coach Davender Gupta • 1-800-469-8315 davender@davender.com • Check out the resources in the Visioneer’s Toolkit: • http://www.davender.com/toolkit/prototyping Call me for a FREE consultation! www.visioneering-institute.com ©2002 The Visioneering Institute Author: Davender Gupta MS, PEng, Visioneer, Venture Catalyst and Success Coach All rights reserved. Copying prohibited. For more information, call 403-606-8850 www.visioneering-institute.com info@visioneering-institute.com www.davender.com