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New Product Blueprinting The Handbook for B2B Organic Growth | 
 enlarge | Author: Dan Adams
Publisher: AIM Press
Category: Book
List Price: $35.00
Buy New: $28.55
You Save: $6.45 (18%)
New (4) Used (1) from $27.26
Rating:  4 reviews
Sales Rank: 485258
Media: Hardcover
Pages: 224
Shipping Weight (lbs): 1.5
Dimensions (in): 5.1 x 1.4 x 0.8
ISBN: 0980112346
Dewey Decimal Number: 380
EAN: 9780980112344
ASIN: 0980112346
Publication Date: June 11, 2008
Availability: Usually ships in 1-2 business days
Shipping: Expedited shipping available
Shipping: International shipping available
Condition: Brand New! Buy with confidence - your satisfaction is guaranteed at B-Logistics!
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Product Description
Dan Adams book, New Product Blueprinting, exists for a simple reason: Companies that supply other businesses not end-consumers generally have product development processes that are seriously out of date.
The author points out that most B2B and B2C companies rely on the same books, conferences and experts to improve their new product development. But if you are a B2B supplier, you have enormous advantages over consumer goods producers: Your customers are more insightful, rational, interested and fewer in number.
When you develop products for other companies rather than end-consumers you can have an intelligent, peer-to-peer dialogue about their needs. If you make hose, for instance, you could have one conversation with a homeowner about his garden hose... but quite a different one with an engineer about his hydraulics hose.
This B2B difference allows you to 1) uncover customers unspoken needs, and 2) engage them so they re primed to buy your new product. Just try engaging a million toothpaste consumers!
New Product Blueprinting (the book) sets forth a thorough and compelling description of New Product Blueprinting (the process). It brings crystal-clarity to the fuzzy front end of B2B product development, with breakthrough methods not found elsewhere. Dan Adams has taught these methods to some of the largest firms around the world, and now brings them to you... with practical steps you can begin implementing when you close this book.
This book is for those delivering business-to-business products and services (B2B), not consumer goods (B2C), Adams writes. It is for those offering specialties, not commodities. It is for practitioners working to move their companies forward, not new product theorists and academicians. And it is for those wishing to transform their business, not apply a short-term patch.
The book is divided into three parts: Part I explains why it is targeted only at B2B suppliers and why it appeals to those with a builder mind-set striving to maximize long-term profits.
Part II leads the reader through the mental journey a professional must complete before adopting New Product Blueprinting a journey that can be summed up in five questions: 1. What s wrong? 2. What should be fixed? 3. Where should we work? 4. How should we work? and 5. How do we make this happen?
Part III moves through the seven steps that make up New Product Blueprinting:
1. Market Research
2. Discovery Interviews
3. Preference Interviews
4. Side-by-Side Testing
5. Product Objectives
6. Technical Brainstorming
7. Business Case
These are tough times, writes Adams. But exciting times. In the last decades of the 20th century, companies discovered they could reach unimagined levels of manufacturing quality and productivity. I believe the next frontier is to dramatically improve the way we develop new products. Future competitive advantage will come from what we design, not how faithfully or efficiently we reproduce it. Why be satisfied with great quality and productivity for making products customers yawn at... especially if competitors have the same quality and productivity.
As Statistical Process Control and Six Sigma were to operational improvement, New Product Blueprinting is to new product success. It requires an investment in people and a commitment to do things differently. But then, that s how we differentiate, isn't it?
For more information, please visit newproductblueprinting.com.
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| Customer Reviews:
Great book! A must have for the manufacturing industry! June 24, 2008
Adam Prestwood (Hudson, NC)
2 out of 2 found this review helpful
Everybody knows you have put the customer first. It has become one of those business cliches, like "cutting edge technology" or "thinking outside the box" or "the customer is always right." But what does it really mean in terms of product development? How, exactly, do you move beyond lip service (oops, there's another cliche!) and really put the customer first? Read this book and you'll know the answer. New Product Blueprinting takes a pretty complicated subject and boils it down to a series of how-tos that are invaluable to any manufacturer who has to make things his customers will want to buy. I highly recommend it.
Adam Prestwood
Pampco, Inc.
A Must Read June 20, 2008
Patrick Hendren
2 out of 2 found this review helpful
Having worked in sales all my life, I've always known that what sets a company apart is its ability to partner with customers to help them solve their problems. Adams puts a different slant on the process. He starts out by explaining that you don't try to sell customers your products, nor do you start out by solving their problems for them. (I suspect most of us have been bitten by a prospect that took the solution you developed for them and gave it to someone else to execute...ouch!) Instead, you use a methodical, proven approach to probe customers about their desired outcomes. As Adams writes, "After these outcomes are understood and quantitatively prioritized, there is plenty of time for the supplier to privately develop solutions and build an intellectual property hedge around them." (I liked that phrase so much I went back and looked it up.) This is a good book for anyone who wants to find good customers, make them happy, and keep them coming back for more.
Patrick Hendren
SMC Corporation of America
A Must Read for Entrepreneurs June 19, 2008
Anthony Ray Dehart (Hickory, NC)
2 out of 2 found this review helpful
I own a company that makes custom cutting tools for the woodworking and solid surface industries. As such, I am no stranger to innovation. But Dan Adams takes the concept to a whole new level in New Product Blueprinting. He does a brilliant job of explaining how to get inside the customer's mind and uncover what he or she really wants and needs. Adams lays out a step-by-step interview process that not only sets you up for great product design, it endears you to the prospect or customer. This author recognizes something very important: it's all about trust. Even if you're the best company for the job, if you don't come across as caring and respectful, all the expertise in the world won't matter. If your livelihood depends on new product development--and in this economy, I think that pretty much covers everyone in the manufacturing world--do yourself a favor and read this book.
Anthony DeHart
DeHart Tooling Components, Inc.
If you are B2B, this is for you! June 12, 2008
New Business Developer
1 out of 1 found this review helpful
If your company sells products to other companies, this is a must-read.
Adams turns much of the traditional voice-of-the-customer conventional wisdom on its head. He makes a compelling case that your business customers are much different than end-consumers; they're highly trained, are not as easily manipulated by Madison Avenue, are fewer in number and so on. And if so, then using 30-year-old consumer-goods VOC techniques is sub-optimizing.
He lays a groundwork of new-to-the-world principles for business-to-business product development. The book isn't long--just over 200 pages--and I would like to have heard just a bit more of how he developed his theory (although the book is well footnoted). On the other hand, it has great "idea-density" and seems to be designed for reading by the busy executive. Many readers will like the fact that about half of the book is devoted to practical hands-on tips that a marketing person could begin applying right away.
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