Blind Spot. Nathan Shedroff

      

       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

       Foreword by Douglas Rushkoff

       Chapter 1. A World of Hidden Value

       Chapter 2. Defining a Business Relationship

       Chapter 3. Visualizing Relationships

       Chapter 4. Finding Opportunities in Relationships

       Chapter 5. Becoming by Doing

       Chapter 6. Distancing and Team Structure

       Chapter 7. Discovering

       Chapter 8. Deciding

       Chapter 9. Declaring

       Chapter 10. Designing

       Chapter 11. Delivering

       Chapter 12. A World of Premium Value

       Index

       Acknowledgments

       About the Authors

      Contents and Executive Summary

       Foreword by Douglas Rushkoff

       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.

       Chapter 5. Becoming by Doing

      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.

       Chapter 7. Discovering

      Details market exploration approaches designed to help companies uncover what customers want experientially from their product categories that can drive relationship development.

       Chapter 8. Deciding

      Shows how companies can make choices among various relationship opportunities unearthed in the Discover process.

       Chapter 9. Declaring

      After decisions are made, makes the nature of that decision clear as the next step in relationship innovation.