Blind Spot. Nathan Shedroff
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BLIND SPOT
Illuminating the Hidden Value of Business
Steve Diller, Nathan Shedroff, and Sean Sauber
TWO WAVES BOOKS BROOKLYN, NY, USA
Blind Spot
Illuminating the Hidden Value in Business
By Steve Diller, Nathan Shedroff, and Sean Sauber
Two Waves Books
an Imprint of Rosenfeld Media, LLC
457 Third Street, #4R
Brooklyn, New York
11215 USA
On the Web: twowavesbooks.com
Please send errors to: [email protected]
Publisher: Louis Rosenfeld
Managing Editor: Marta Justak
Editors: Joe Shepter and Susan Hobbs
Illustrations: Nathan Shedroff
Interior Layout Tech: Danielle Foster
Cover and Interior Design: The Heads of State
Indexer: Sharon Shock
Proofreader: Sue Boshers
© 2016 Steve Diller, Nathan Shedroff, and Sean Sauber
All Rights Reserved
ISBN: 1-933820-69-1
ISBN-13: 978-1-933820-69-9
LCCN: 2016939711
Printed and bound in the United States of America
This book is dedicated to the memory of Ernst Toch, who heard the music in innovation and made this book possible.
Contents at a Glance
Chapter 1. A World of Hidden Value
Chapter 2. Defining a Business Relationship
Chapter 3. Visualizing Relationships
Chapter 4. Finding Opportunities in Relationships
Chapter 6. Distancing and Team Structure
Chapter 12. A World of Premium Value
Contents and Executive Summary
Chapter 1. A World of Hidden Value
Presents the concept of premium value and its connection to overall stock valuation and consumer loyalty.
Chapter 2. Defining a Business Relationship
Discusses the types of relationships that companies can have with customers, and why relationships are the key to the companies’ underlying value.
Chapter 3. Visualizing Relationships
How companies can use evocative language to gain clarity on what kind of relationship they need to build with customers and to design it.
Chapter 4. Finding Opportunities in Relationships
Elaborates on the visualization tool called a waveline, which makes it possible to get a full understanding of the type of relationship that should be built over time that will lead to far greater market valuation.
Shows how to organize a company’s innovation process to maximize successful relationship-building with customers.
Chapter 6. Distancing and Team Structure
Explores how to find ways to free one’s mind from existing assumptions about what’s possible and to build a team designed to find fresh solutions.
Details market exploration approaches designed to help companies uncover what customers want experientially from their product categories that can drive relationship development.
Shows how companies can make choices among various relationship opportunities unearthed in the Discover process.
After decisions are made, makes the nature of that decision clear as the next step in relationship innovation.