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    <title>notebook</title>
    
    
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    <updated>2012-05-15T14:41:45-07:00</updated>
    <subtitle>A notebook of ideas about strategy and technology new product development. Our objective with this blog is to share discoveries, knowledge, and insights accumulated through our professional work. We welcome your comments and the ongoing discussion. </subtitle>
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        <title>Look forward (not back)</title>
        <link rel="alternate" type="text/html" href="http://www.lateralworks.com/weblog/2012/05/look-forward-not-back.html" />
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        <published>2012-05-15T14:41:45-07:00</published>
        <updated>2012-05-15T14:54:21-07:00</updated>
        <summary>A core principle of fast teams is that they spend more time looking forward and less time looking back. They know that pull-in opportunities are in the future and that looking back for fault or blame is a waste of...</summary>
        <author>
            <name>Neal Mitchell</name>
        </author>
        <category scheme="http://www.sixapart.com/ns/types#category" term="Best Practices" />
        <category scheme="http://www.sixapart.com/ns/types#category" term="Program Management" />
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://www.lateralworks.com/weblog/">
<div xmlns="http://www.w3.org/1999/xhtml"><p><a class="asset-img-link" href="http://www.lateralworks.com/.a/6a00e54efe8aa588340168eb86770a970c-popup" onclick="window.open( this.href, '_blank', 'width=640,height=480,scrollbars=no,resizable=no,toolbar=no,directories=no,location=no,menubar=no,status=no,left=0,top=0' ); return false"><img alt="Look forward 2" border="0" class="asset  asset-image at-xid-6a00e54efe8aa588340168eb86770a970c image-full" src="http://www.lateralworks.com/.a/6a00e54efe8aa588340168eb86770a970c-800wi" style="display: block; margin-left: auto; margin-right: auto;" title="Look forward 2" /></a><br />A core principle of <a href="http://www.lateralworks.com/weblog/best_practices/" target="_blank" title="read more about the practices of fast teams">fast teams</a> is that they spend more time looking forward and less time looking back.</p>
<p>They know that pull-in opportunities are in the future and that looking back for fault or blame is a waste of time. When they do look back it is to learn from mistakes or poor estimates, so they can improve the remaining tasks in their schedule.</p>
<p>The second core idea is that they push ownership out to the work package level. These are clusters of work that integrate together and lead to a major customer focused milestone or project integration point. The core team manages the project and the program director manages the core team. Part of taking ownership for these work package owners is to look forward in their area and challenge their own assumptions; </p>
<ol>
<li>Am I being to aggressive or not aggressive enough?</li>
<li>Have I missed anything?</li>
<li>Can I eliminate anything?</li>
<li>Can I do things differently or do things in parallel?</li>
<li>Where is risk highest? ...and</li>
<li>Have I put enough contingency time in?</li>
</ol>

The effective leaders LOOK FORWARD a regular basis, sometimes 2-3 times a month. The <em>look forward window</em> can be just a few weeks out or as far out as 2-3 months, depending on the type of project and the degree of knowns/unknowns.
<p>Really advanced teams bring in outside "scrubbers" with subject matter expertise to provide critical insights and to challenge the assumptions the team has made. Defending against challenges is a great way to really grasp the work ahead and build team conviction.</p>
<p>They also conduct regular "deep dive" schedule reviews with the management team and use the six questions above as a guideline. Some have even structured their presentations around responses to each question.  </p>
<p>The trick is to not get stuck looking back on a project, because if you drive by looking in the rearview mirror... you will eventually run into a wall.</p>
<p><strong>Related</strong></p>
<p><a href="http://www.lateralworks.com/weblog/2010/08/challenge.html" target="_blank">Challenge your assumptions to get breakthroughs</a></p>
<p><a href="http://www.lateralworks.com/weblog/2010/03/the-challenge-game.html" target="_blank">The challenge game</a></p>
<p><a href="http://www.lateralworks.com/weblog/2011/11/acceleration-workshop.html" target="_blank">Acceleration workshop</a></p>
<p><a href="http://www.lateralworks.com/weblog/2009/10/lateral-thinking-1.html" target="_blank">Lateral thinking</a></p>
<p><a href="http://www.lateralworks.com/weblog/2009/08/accelerate-the-pain.html" target="_blank">Accelerate the pain</a></p></div>
</content>



    </entry>
    <entry>
        <title>Accelerate transfer</title>
        <link rel="alternate" type="text/html" href="http://www.lateralworks.com/weblog/2012/05/accelerate-transfer.html" />
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        <id>tag:typepad.com,2003:post-6a00e54efe8aa588340167667e854e970b</id>
        <published>2012-05-14T15:44:35-07:00</published>
        <updated>2012-05-14T21:18:58-07:00</updated>
        <summary>For many years we have worked with clients on “process research and development projects.” These are characterized by projects to create (in most cases) bleeding edge manufacturing capability for a complex fabrication process. These have included process development projects on...</summary>
        <author>
            <name>Neal Mitchell</name>
        </author>
        <category scheme="http://www.sixapart.com/ns/types#category" term="Best Practices" />
        <category scheme="http://www.sixapart.com/ns/types#category" term="Organization" />
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://www.lateralworks.com/weblog/">
<div xmlns="http://www.w3.org/1999/xhtml"><p>For many years we have worked with clients on “process research and development projects.” </p>
<p>These are characterized by projects to create (in most cases) bleeding edge manufacturing capability for a complex fabrication process. These have included process development projects on semiconductor IC node development (28nm, 22nm, 20nm, 14nm), different types of solar fabrication (essentially a derivative of semiconductor applications), biomedical and life science processes, MEMS, and even a quantum computer chip fabrication process where the max yield was expected to be a whopping 1% with a total volume of 10. In this case, the prototypes were the final product! </p>
<p>Some of these projects have been in large multi-national corporations and many have involved small venture backed start-up teams trying to do what the big guys wouldn’t or couldn’t. It usually involved the simultaneous creation of new manufacturing tools, application of new materials research, bleeding edge manufacturing process, and development of factory and tool automation/information systems.</p>
<p>They all shared a common attribute; the transfer demarkation line separating development and operations was rarely clear and poorly defined, the hand-off roles were unclear, and upstream research folks were usually unwilling to let go of their babies and give the process to operations; instead, always wanting to conduct that final improvement experiment to get a that final 1% increase in Yield, Performance, Cost Reduction, or Reliability. </p>
<p>The problem was that the “1%” was in the diminishing returns part of the curve and the improvement rarely out weighed the benefit, but ended up costing a lot of time. Most never had the visibility to see the bigger picture and the context for the endless improvement cycles and how these eat up critical ramp time.  </p>
<p>Here is a problem statement we saw in one Greentech start-up:</p>
<ul>
<li>How to characterize the process to make it repeatable, in the fastest possible time frame?...so it can scale-up to prove the economics of our investment</li>
</ul>
<p>The problem is always to find a way to rapidly transition from the “lab” to the “fab,” it is especially hard when the technology involves expensive capital equipment where you are forced to bet a lot of money with very little information, because if you wait to have more information… you could miss a critical market/technology window. Large companies like Intel have a similar problem; just at an exponentially larger scale. It is relatively “easy” to make a few things in a lab, but much harder to make millions of them in a production fab at costs where you make money.</p>
<p><a class="asset-img-link" href="http://www.lateralworks.com/.a/6a00e54efe8aa588340167667e8349970b-popup" onclick="window.open( this.href, '_blank', 'width=640,height=480,scrollbars=no,resizable=no,toolbar=no,directories=no,location=no,menubar=no,status=no,left=0,top=0' ); return false"><img alt="Best cases 1" class="asset  asset-image at-xid-6a00e54efe8aa588340167667e8349970b" src="http://www.lateralworks.com/.a/6a00e54efe8aa588340167667e8349970b-500wi" style="display: block; margin-left: auto; margin-right: auto;" title="Best cases 1" /></a><br /><br /></p>

The best teams make the transfer in about ⅓ of the overall project’s duration. They use the remaining ⅔’s to converge on the target production volume, yield, performance, and reliability. Failure to converge in time causes delay in the second phase (convergence).
<p><a class="asset-img-link" href="http://www.lateralworks.com/.a/6a00e54efe8aa588340168eb80427b970c-popup" onclick="window.open( this.href, '_blank', 'width=640,height=480,scrollbars=no,resizable=no,toolbar=no,directories=no,location=no,menubar=no,status=no,left=0,top=0' ); return false"><img alt="Worst case 2" class="asset  asset-image at-xid-6a00e54efe8aa588340168eb80427b970c" src="http://www.lateralworks.com/.a/6a00e54efe8aa588340168eb80427b970c-500wi" style="display: block; margin-left: auto; margin-right: auto;" title="Worst case 2" /></a><br /><br />However, what happens many times is that development slips. The early experiments don’t yield the results that are expected or the current factory can’t produce fast enough learning cycles due to a problem of balancing R&amp;D products with the current revenue generating products in the factory. Or the fault is with the development team that has trouble converging and calling “done,” actually “done.” If we assume the standard one-third, two-thirds ratio, this slipping team still needs two-thirds of the time to converge. The result is a large schedule slip to the right.</p>
<p>Technology tends to atrophy if it is left too long in a development organization, especially process development which is “never done” since it can “always be improved,” so the cyclical logic goes.</p>
<p><a class="asset-img-link" href="http://www.lateralworks.com/.a/6a00e54efe8aa588340168eb8042d8970c-popup" onclick="window.open( this.href, '_blank', 'width=640,height=480,scrollbars=no,resizable=no,toolbar=no,directories=no,location=no,menubar=no,status=no,left=0,top=0' ); return false"><img alt="Fttm version 3" class="asset  asset-image at-xid-6a00e54efe8aa588340168eb8042d8970c" src="http://www.lateralworks.com/.a/6a00e54efe8aa588340168eb8042d8970c-500wi" style="display: block; margin-left: auto; margin-right: auto;" title="Fttm version 3" /></a><br /><br />FTTM teams (fast-time-to-market) use a system called “Accelerated Transfer.” They staff their transfer group early and involve them way up stream in development activities. They create the platform on which to receive the transfer and then force the transfer to happen sooner than development people are comfortable making. They, in effect, accelerate the pain and pull the technology through development and into operations (manufacturing). </p>
<p>When a new process is forced to survive in the light of a harsh manufacturing environment, it tends to mature faster. Also, designers tend to design for manufacturability in this environment, rather than with a single focus on technology optimization (usually at the expense of manufacturability, reliability, and cost). </p>
<p>By pushing if forward faster, they also get more cycles of learning in the operations environment. We’ve seen faster ramps and more rapid yield and reliability step-ups when Accelerated Transfer techniques are deployed.</p>
<p><span class="asset  asset-generic at-xid-6a00e54efe8aa588340163058aa9d4970d"><a href="http://www.lateralworks.com/files/accelerated-process-transfer.pdf">Download Accelerated process transfer (slide deck)</a></span></p></div>
</content>



    </entry>
    <entry>
        <title>Measuring maturity</title>
        <link rel="alternate" type="text/html" href="http://www.lateralworks.com/weblog/2012/05/measuring-maturity.html" />
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        <id>tag:typepad.com,2003:post-6a00e54efe8aa588340167665d22ae970b</id>
        <published>2012-05-09T14:24:35-07:00</published>
        <updated>2012-05-11T07:49:58-07:00</updated>
        <summary>Many of our clients measure how well teams have adopted the FTTM Planning Method. We’ve seen many different assessment systems. We’ve developed a common and reusable metric by which teams can assess and track their growth or “maturity" in using...</summary>
        <author>
            <name>Neal Mitchell</name>
        </author>
        <category scheme="http://www.sixapart.com/ns/types#category" term="Assessment" />
        <category scheme="http://www.sixapart.com/ns/types#category" term="Best Practices" />
        <category scheme="http://www.sixapart.com/ns/types#category" term="Organization" />
        <category scheme="http://www.sixapart.com/ns/types#category" term="Program Management" />
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://www.lateralworks.com/weblog/">
<div xmlns="http://www.w3.org/1999/xhtml"><p><a class="asset-img-link" href="http://www.lateralworks.com/.a/6a00e54efe8aa5883401630579998a970d-popup" onclick="window.open( this.href, '_blank', 'width=640,height=480,scrollbars=no,resizable=no,toolbar=no,directories=no,location=no,menubar=no,status=no,left=0,top=0' ); return false" style="float: right;"><img alt="Time to create sustainable change" class="asset  asset-image at-xid-6a00e54efe8aa5883401630579998a970d" src="http://www.lateralworks.com/.a/6a00e54efe8aa5883401630579998a970d-320wi" style="margin: 0px 0px 5px 5px;" title="Time to create sustainable change" /></a>Many of our clients measure how well teams have adopted the FTTM Planning Method. We’ve seen many different assessment systems. </p>
<p>We’ve developed a common and reusable metric by which teams can assess and track their growth or “maturity" in using the methodology on multiple projects. Clients that use this system are typically running FTTM on tens if not hundreds of concurrent projects. </p>
<p>But lets not forget, the goal is to accelerate projects and finish them on or before schedule, per customer requirements. Matturity Level (ML) is less important than actual project performance. However, we have found teams that have achieved Maturity Level 3 (ML3) are most likely also those teams finishing fast.</p>
<p><a class="asset-img-link" href="http://www.lateralworks.com/.a/6a00e54efe8aa588340168eb5f21fb970c-popup" onclick="window.open( this.href, '_blank', 'width=640,height=480,scrollbars=no,resizable=no,toolbar=no,directories=no,location=no,menubar=no,status=no,left=0,top=0' ); return false"><img alt="Maturity levels" class="asset  asset-image at-xid-6a00e54efe8aa588340168eb5f21fb970c" src="http://www.lateralworks.com/.a/6a00e54efe8aa588340168eb5f21fb970c-500wi" style="display: block; margin-left: auto; margin-right: auto;" title="Maturity levels" /></a>These (above) are the process maturity learning cycles teams migrate through over time. They are serial and a team can’t jump a step. Starting with ML0; which indicates no use of FTTM methods. A team can achieve ML1 in 2-3 weeks, if they are focused and committed, while ML2 and ML3 are much harder to achieve and take significantly longer to realize. Over time, the idea is to get a team independently (i.e. without outside help)  accelerating the schedule and continually improving their skills and methods.</p>

Teams have to work to get above ML1. Moving from ML1 to an ML2 can only be achieved over time. The average time frame is about 2 months. This time can be accelerated if the team is doing refreshes more than once a week. Teams that do this 2-3 times a week get to ML2 faster. 
<p>Moving from ML2 to ML3 requires a major commitment and a high level of management proficiency. This includes:</p>
<ul>
<li>Using the schedule as the driver to predict near term actions. For this to work the schedule must reflect reality, so when they look out 1-2 weeks in their schedule they see exactly what is going on in the project. The schedule and reality are aligned.</li>
<li>Actively looking forward for opportunities to accelerate and/or mitigate future slips means that they are using the information to change behavior or events in the future. This is again a big leap in maturity and understanding of FTTM.</li>
</ul>
<p>ML1 and ML2 teams still tend to mostly look back (in time) to what has happened and spend a lot of time trying to understand why something happened, while ML3 teams spend a majority of their time looking forward because they have learned that acceleration means affecting the future and “the water that went over the dam” is long gone, and can do very little to help influence future events. </p>
<p>FTTM teams are forward leaning and spend very little time trying to forensically understand why something happened the way it did. Lower maturity environments spend a great deal of time reporting on past performance and a lot of time trying to explain this performance. This consumes a great deal of valuable time and tends to have very little value to making future events go faster, other than to find fault or place blame.</p>
<p><a class="asset-img-link" href="http://www.lateralworks.com/.a/6a00e54efe8aa588340167665d2077970b-popup" onclick="window.open( this.href, '_blank', 'width=640,height=480,scrollbars=no,resizable=no,toolbar=no,directories=no,location=no,menubar=no,status=no,left=0,top=0' ); return false"><img alt="Maturity factors" class="asset  asset-image at-xid-6a00e54efe8aa588340167665d2077970b" src="http://www.lateralworks.com/.a/6a00e54efe8aa588340167665d2077970b-500wi" style="display: block; margin-left: auto; margin-right: auto;" title="Maturity factors" /></a>Stepping-up the maturity curve usually takes months and multiple cycles of learning. ML3 is very hard to achieve and this status must be reserved for the very best performing teams. ML3 really only addresses; technology/tools, processes, and skills. Structural (for example, “lateralizing” an organization) takes much longer. And changing organizational behavior and culture can take years. The rate of change is based on senior leadership’s understanding and involvement in the FTTM process.</p>
<p><a class="asset-img-link" href="http://www.lateralworks.com/.a/6a00e54efe8aa58834016305693737970d-popup" onclick="window.open( this.href, '_blank', 'width=640,height=480,scrollbars=no,resizable=no,toolbar=no,directories=no,location=no,menubar=no,status=no,left=0,top=0' ); return false"><img alt="Time to create sustainable change" border="0" class="asset  asset-image at-xid-6a00e54efe8aa58834016305693737970d image-full" src="http://www.lateralworks.com/.a/6a00e54efe8aa58834016305693737970d-800wi" style="display: block; margin-left: auto; margin-right: auto;" title="Time to create sustainable change" /></a></p>
<p><span class="asset  asset-generic at-xid-6a00e54efe8aa588340168eb5f2690970c"><a href="http://www.lateralworks.com/files/fttm-planning-metric.pdf">Download FTTM planning metric (slide deck)</a></span></p></div>
</content>



    </entry>
    <entry>
        <title>“Innovation can’t be managed”</title>
        <link rel="alternate" type="text/html" href="http://www.lateralworks.com/weblog/2012/04/innovation-cant-be-managed.html" />
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        <published>2012-04-19T15:00:57-07:00</published>
        <updated>2012-04-19T16:03:17-07:00</updated>
        <summary>Many projects we work on involve bleeding edge innovation. The most common push-back to planning these projects is that, “Innovation can’t be managed.” The proponents of this notion believe that, “Ideas happen when they happen, and that it is impossible...</summary>
        <author>
            <name>Neal Mitchell</name>
        </author>
        <category scheme="http://www.sixapart.com/ns/types#category" term="Best Practices" />
        <category scheme="http://www.sixapart.com/ns/types#category" term="Ideas" />
        <category scheme="http://www.sixapart.com/ns/types#category" term="New Ventures" />
        <category scheme="http://www.sixapart.com/ns/types#category" term="Program Management" />
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://www.lateralworks.com/weblog/">
<div xmlns="http://www.w3.org/1999/xhtml"><p>Many projects we work on involve bleeding edge innovation. The most common push-back to planning these projects is that, “Innovation can’t be managed.” The proponents of this notion believe that, “Ideas happen when they happen, and that it is impossible to program these out over time with any reasonable degree of confidence.” Therefor, it is a “waste of time” to plan.</p>
<p>The problem with this logic is that these projects have investors or shareholders that expect some degree of predictability about when they will see a return on their investment. Not planning is not an option in the real world. Further, we reject the view that innovation can’t be planned. We know this to be false because we have worked on many projects around the world where we did in fact program innovation and accelerated market entry of cutting edge technology. It can be done.</p>
<p>We have even achieved breakthrough cycle time on advanced semiconductor node development (i.e. &lt;=20nm) where the manufacturing process was being developed while basic materials research was still being done. Simultaneously, tools (semiconductor manufacturing equipment) were being developed and a customer’s product was being designed using the new manufacturing process. A new manufacturing process, new tools, new product design, new design software (PDKs), and a new manufacturing facility was being started-up all at the same time. Even in this environment, we were able to plan (predict) and then manage the project to an accelerated pace.</p>
<p>Smith and Reinertsen discussed this idea in their book <a href="on%20amazon" target="_blank" title="http://www.amazon.com/Developing-Products-Half-Time-ebook/dp/B000SEV7S2">“Developing products in half the time.”</a> They point out that 90% of “innovation” in projects is known and most of the time, less that 10% of the project involves real “new” innovation. The trick is to isolate this 10%, get it focused and properly resourced with the right skills, and to make sure it has a wide window of time; while you manage the remaining 90% using conventional methods. We also have observed teams becoming transfixed on the 10%, and wait for the solution; and when it comes, they end up behind schedule because they failed to get the easy part (i.e. the other 90%) done on time.</p>
<p><strong>Learning Cycles</strong></p>
<p>Innovation can be planning using the Learning Cycle concept. I critical component to innovation is learning from failure; the faster the failure, the faster the learning. You have heard people say, “Fail fast,” and this is the idea in rapid innovation projects. So how does one plan what they don’t know?</p>
<p><a class="asset-img-link" href="http://www.lateralworks.com/.a/6a00e54efe8aa58834016765694ed4970b-popup" onclick="window.open( this.href, '_blank', 'width=640,height=480,scrollbars=no,resizable=no,toolbar=no,directories=no,location=no,menubar=no,status=no,left=0,top=0' ); return false"><img alt="A learning cycle" class="asset  asset-image at-xid-6a00e54efe8aa58834016765694ed4970b" src="http://www.lateralworks.com/.a/6a00e54efe8aa58834016765694ed4970b-500wi" style="display: block; margin-left: auto; margin-right: auto;" title="A learning cycle" /></a>We can break a learning cycle down into some generic steps; plan, do, check, act (above). How do we know how long each of these steps will take if we don’t know the results of the experiments we have yet to perform?</p>
<p><a class="asset-img-link" href="http://www.lateralworks.com/.a/6a00e54efe8aa588340168ea6aff5a970c-popup" onclick="window.open( this.href, '_blank', 'width=640,height=480,scrollbars=no,resizable=no,toolbar=no,directories=no,location=no,menubar=no,status=no,left=0,top=0' ); return false"><img alt="Problem we are trying to solve" class="asset  asset-image at-xid-6a00e54efe8aa588340168ea6aff5a970c" src="http://www.lateralworks.com/.a/6a00e54efe8aa588340168ea6aff5a970c-500wi" style="display: block; margin-left: auto; margin-right: auto;" title="Problem we are trying to solve" /></a></p>

We’ve used this basic metric to assign a time value to a typical learning cycle. We first guess at how many learning cycles it will take to find the solution. Most professionals can be within an order of magnitude  accuracy when making this guess. This metric is a way of quantifying the ranges. Most learning cycle problems can be categorized in three buckets; easy, hard, and difficult.
<p>Use your own terminology if you like. But the concept is to define the difficulty levels of the problem you are trying to solve and then quantify the number of learning cycles needed to solve the problem. You can also assign an average duration per learning cycle. Most teams are able to categorize their problem, even though they don’t know at the time how they are going to solve it. Yes, this is a series of imperfect guesses, but then again this is all a plan is in the first place! Quantified guesses are better than having nothing but “hope.”</p>
<p><a class="asset-img-link" href="http://www.lateralworks.com/.a/6a00e54efe8aa58834016765695459970b-popup" onclick="window.open( this.href, '_blank', 'width=640,height=480,scrollbars=no,resizable=no,toolbar=no,directories=no,location=no,menubar=no,status=no,left=0,top=0' ); return false"><img alt="Estimating lc duration" class="asset  asset-image at-xid-6a00e54efe8aa58834016765695459970b" src="http://www.lateralworks.com/.a/6a00e54efe8aa58834016765695459970b-500wi" style="display: block; margin-left: auto; margin-right: auto;" title="Estimating lc duration" /></a><br />The final step is to estimate a learning cycle duration. In the example above, I've determined that my problem is “hard,” but on the “easy” side of hard, so I estimate 3 learning cycles are required. The overall duration is 45 days (assuming a 7 day work week, since my experiments run through a manufacturing line 24/7).</p>
<p><strong>Refresh Planning</strong></p>
<p>The only thing certain is uncertainty, especially in advanced development projects. We know it will change once we get the results of the first set of experiments in learning cycle #1. I leave learning cycle #2 and #3 as 15 day summary tasks and only breakdown what I know; learning cycle #1. Once I get through learning cycle #1 I can breakdown learning cycle #2 into more detail. I only breakdown what I know at the time. I may also not need LC #2 and #3 if the results from LC #1 are successful. This is also one way to accelerate an innovation project by optimizing the number of learning cycles.</p>
<p>It's amazing how many projects we see where the schedule has ZERO learning cycles built in. They expect it to be “right fist time.” They say, “This is our corporate policy…” We ask, “Have you ever done it right the first time?” They respond, “No.” Yet they plan this way because; a) adding the real learning cycles will cause a large slip in the schedule, and b) if they plan for multiple learning cycles then this somehow becomes a self-fulling prophecy. The reality is that hard problems are rarely solved “right the first time,” and planning for learning cycles don’t cause them to happen.</p>
<p>By expressing the number of expected learning cycles you can show the “real” schedule gap and can use this knowledge to create near-term urgency and/or to make critical scoping decisions that could narrow project deliverables to meet the expected time frame.</p>
<p>Our schedules are Refreshed weekly, sometimes many times a week. The Refresh Planning process is the tool we use to continually refine the schedule. This is the mechanism to align the schedule with the reality of innovation progress and/or a lack of innovation progress. It is a way of approximating a rough time frame for accomplishing a breakthrough and it also gives you some idea of the trend; are we trending away or towards our target time frame for delivering the solution?</p>
<p>Innovation can be planned using this approach. It is not a perfect science, but it is roughly right. In our opinion it is a “cop-out” to not plan learning cycles. Most teams know if a problem is easy, hard, or difficult. The time it takes to solve a problem can be approximated and the Refresh Planning process is the way to keep the schedule and reality in synch. Innovation can be managed.</p>
<p><strong>Related</strong></p>
<p><a href="http://www.lateralworks.com/weblog/2008/04/do-it-try-it-fi.html" target="_blank">Do it, try it, fix it learning cycles</a></p>
<p><a href="http://www.lateralworks.com/weblog/2011/03/refresh-planning.html" target="_blank">Refresh Planning </a></p>
<p><a href="http://www.lateralworks.com/weblog/2009/11/being-roughly-right.html" target="_blank">Being Roughly Right</a></p>
<p><a href="http://www.lateralworks.com/weblog/2008/04/roughly-right.html" target="_blank">It is better to be roughly right, than exactly wrong</a></p>
<p><a href="http://www.lateralworks.com/weblog/2011/11/core-speed-concepts.html" target="_blank">Core speed concepts</a></p></div>
</content>



    </entry>
    <entry>
        <title>Why change?</title>
        <link rel="alternate" type="text/html" href="http://www.lateralworks.com/weblog/2012/03/why-change.html" />
        <link rel="replies" type="text/html" href="http://www.lateralworks.com/weblog/2012/03/why-change.html" thr:count="0" />
        <id>tag:typepad.com,2003:post-6a00e54efe8aa58834016764135dba970b</id>
        <published>2012-03-21T15:34:57-07:00</published>
        <updated>2012-03-21T15:37:17-07:00</updated>
        <summary>When implementing improvement systems that impact business processes and require methodology and tools; you must first define the problem you are trying to solve. Often we see organizations start with possible solutions without first define the business problem they are...</summary>
        <author>
            <name>Neal Mitchell</name>
        </author>
        <category scheme="http://www.sixapart.com/ns/types#category" term="Best Practices" />
        <category scheme="http://www.sixapart.com/ns/types#category" term="Decision Modeling" />
        <category scheme="http://www.sixapart.com/ns/types#category" term="Ideas" />
        <category scheme="http://www.sixapart.com/ns/types#category" term="Strategy &amp; Portfolio" />
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://www.lateralworks.com/weblog/">
<div xmlns="http://www.w3.org/1999/xhtml"><p><a class="asset-img-link" href="http://www.lateralworks.com/.a/6a00e54efe8aa588340168e913b66e970c-popup" onclick="window.open( this.href, '_blank', 'width=640,height=480,scrollbars=no,resizable=no,toolbar=no,directories=no,location=no,menubar=no,status=no,left=0,top=0' ); return false"><img alt="Why triangle" border="0" class="asset  asset-image at-xid-6a00e54efe8aa588340168e913b66e970c image-full" src="http://www.lateralworks.com/.a/6a00e54efe8aa588340168e913b66e970c-800wi" style="display: block; margin-left: auto; margin-right: auto;" title="Why triangle" /></a>When implementing improvement systems that impact business processes and require methodology and tools; you must first define the problem you are trying to solve. Often we see organizations start with possible solutions without first define the business problem they are trying to solve. They get enamored with technology (perpetuated by software vendors) and lose sight of the desired end-state, since the end-state was never defined. In the worst cases, the end-state is defined by software vendors as the attributes of their software solution.</p>
<p>The ‘end-state” can also be called the “Why Statement.” Why do you need to make the change? What is not working the way you want it to now? What is the gap between the as-is and should-be? What if you didn’t make any changes, what would be the impact? The “why?” statement is also the overall goal for making the improvements in systems and processes.</p>
<p>Next you must define the Improvement Objectives. These are the 3-5 specific outcomes you want/can measure with the improvement intervention. We typically prioritize these objectives using a pairwise comparison of each objective to determine which objectives are the most important. This is a metric by which the improvement program can be measured to determine if it is achieving the goal. In other words;</p>
<ul>
<li>What is not working and what would it look like when it was working right?</li>
</ul>

Once the “Why” is defined and the “Whats” are articulated, the different alternatives can be considered. These are “How” you want to achieve the objectives. There can be many ways to achieve the improvement objectives, which is why you don’t start with a single HOW and work from the bottom-up.
<p>We see organizations start with HOW, and then get lost in the details. They never answer the most important question, “Why are we doing this?”</p>
<p><strong>An example of a lateral portfolio system </strong></p>
<p><a class="asset-img-link" href="http://www.lateralworks.com/.a/6a00e54efe8aa588340163031e5edc970d-popup" onclick="window.open( this.href, '_blank', 'width=640,height=480,scrollbars=no,resizable=no,toolbar=no,directories=no,location=no,menubar=no,status=no,left=0,top=0' ); return false"><img alt="One HOW alterantive" border="0" class="asset  asset-image at-xid-6a00e54efe8aa588340163031e5edc970d image-full" src="http://www.lateralworks.com/.a/6a00e54efe8aa588340163031e5edc970d-800wi" style="display: block; margin-left: auto; margin-right: auto;" title="One HOW alterantive" /></a><br />This (above) is one of many possible solutions. The problem statement that provoked this possible solution looked somewhat like this:</p>
<ul>
<li>Marketing has significantly more requests than available capacity (in engineering)</li>
<li>We need a way to structure/prioritize products and/or requirements(features and associated costs to develop)</li>
<li>We have no formal method to model trade-offs or do scenario analysis (platforms, products, features, budget, resources, ROI)</li>
<li>We can't see the impact of new projects on the existing projects in the pipeline</li>
<li>We accepted just about every project that we look at</li>
<li>Most of our projects finish late</li>
<li>We are chronically under-resourced and we lack certain critical skills</li>
<li>Our decision-making is ad hoc and not well organized (i.e. not clear who "owns" the decision)</li>
</ul>
<p>One possible solution combines methods and systems as well as skills development and it also has organizational impacts. However, when this is looked at alone, it, in itself does, not make sense unless you also understand the context. In other words, what problem does this solve? A solution must be considered in the context of the problem and why that problem should be solved now. Seems obvious, but doing it top-down is rare, based on our experience. </p>
<p><strong>Related</strong></p>
<p><a href=" http://www.lateralworks.com/weblog/2011/02/why.html" target="_blank" title="read post">Why?</a></p>
<p><a href="http://www.lateralworks.com/weblog/2010/10/sustaining-change.html" target="_blank" title="read post">Sustained Change</a></p></div>
</content>



    </entry>
    <entry>
        <title>FTTM is more than being on time</title>
        <link rel="alternate" type="text/html" href="http://www.lateralworks.com/weblog/2012/03/fttm-is-more-than-being-on-time.html" />
        <link rel="replies" type="text/html" href="http://www.lateralworks.com/weblog/2012/03/fttm-is-more-than-being-on-time.html" thr:count="0" />
        <id>tag:typepad.com,2003:post-6a00e54efe8aa588340167633d3eba970b</id>
        <published>2012-03-01T15:23:05-08:00</published>
        <updated>2012-03-01T16:18:21-08:00</updated>
        <summary>We work with two types of technology companies in Silicon Valley; 1) established companies with a portfolio of new products being released from an ongoing development pipeline, and 2) with new venture start-ups where the single project is in fact...</summary>
        <author>
            <name>Neal Mitchell</name>
        </author>
        <category scheme="http://www.sixapart.com/ns/types#category" term="Best Practices" />
        <category scheme="http://www.sixapart.com/ns/types#category" term="Ideas" />
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://www.lateralworks.com/weblog/">
<div xmlns="http://www.w3.org/1999/xhtml"><p>We work with two types of technology companies in Silicon Valley; 1) established companies with a portfolio of new products being released from an ongoing development pipeline, and 2) with new venture start-ups where the single project is in fact the company. Both need FTTM (fast-time-to-market) thinking in order to hit the optimal market window, yet both have very different drivers.</p>
<p><a href="http://www.lateralworks.com/.a/6a00e54efe8aa588340168e83ec4f7970c-popup" onclick="window.open( this.href, '_blank', 'width=640,height=480,scrollbars=no,resizable=no,toolbar=no,directories=no,location=no,menubar=no,status=no,left=0,top=0' ); return false"><img alt="Established company fttm model" class="asset  asset-image at-xid-6a00e54efe8aa588340168e83ec4f7970c" src="http://www.lateralworks.com/.a/6a00e54efe8aa588340168e83ec4f7970c-500wi" style="display: block; margin-left: auto; margin-right: auto;" title="Established company fttm model" /></a></p>
<p>This is the FTTM Model we use with clients that have a portfolio of products in development (above). The driver is to accelerate “Time-To-Break-Even.” The fastest teams we’ve worked with measure success by quantifying the complete life-cycle of development from team formation to break-even. </p>
<p>Slower, more siloed companies, hand off development such that the core engineering team rarely see when, or if a product actually achieved its expected return on investment or even broke-even in the market. Having this connection to financial performance is a key element of accelerating innovation cycle time.</p>

One integrated team must own the steps from team formation through to break-even. Next, these fast teams quantify the cost of delay in terms of lost revenue, margin, share, and development expense if they are late (i.e. cost of delay each day they are late). They know that entering early affords the maximum ASP (average selling price) potential. This is true of advanced technology segments where the profit is in being first to market. Just look at Apple and Samsung as competing examples of the value of being first and establishing share.
<p><a href="http://www.lateralworks.com/.a/6a00e54efe8aa588340167633d18db970b-popup" onclick="window.open( this.href, '_blank', 'width=640,height=480,scrollbars=no,resizable=no,toolbar=no,directories=no,location=no,menubar=no,status=no,left=0,top=0' ); return false"><img alt="Startup new venture fttm model" class="asset  asset-image at-xid-6a00e54efe8aa588340167633d18db970b" src="http://www.lateralworks.com/.a/6a00e54efe8aa588340167633d18db970b-500wi" style="display: block; margin-left: auto; margin-right: auto;" title="Startup new venture fttm model" /></a>The problem seems similar, yet there are major differences with our start-up clients and their venture fund investment partners (above). The FTTM challenge in this case is driven by the need to accelerate “Time to Cash-Positive.” In other words, to minimize the cash burn and get something into customers hands, and to get them sending you money for it! The more cash that is needed, then the more dilution of equity the early investors have to accept.</p>
<p>The win when you hit the optimal market window is one of increased business valuation. Valuation is the key to a successful start-up. The higher the valuation, the greater the ROI for the investment syndicate. </p>
<p>Further, start-ups must focus on revenue generation. Start-ups that are not generating revenue have a far lower market valuation. Generating revenue means getting the new product into the hands of customers as fast as possible. Often, start-ups miss the basic economics of the new venture business and become enamored in the technology they are advancing and lose sight of the point of the game — to maximize valuation. </p>
<p>This is not a totally money-centric idea in that customers will only pay for what they value (i.e., “great products”), and this is why revenue generation is such an important metric of new venture success. Unsold new ideas are just new ideas, which Silicon Valley is full of already. </p>
<p>Cost of delay is also important for start-ups; yet the components of this model are valuation and burn rate.<br />The common element and critical success factor in both models is “hitting the optimal market window.” </p></div>
</content>



    </entry>
    <entry>
        <title>Manage pipeline as lateral system</title>
        <link rel="alternate" type="text/html" href="http://www.lateralworks.com/weblog/2012/03/manage-pipeline-as-lateral-system.html" />
        <link rel="replies" type="text/html" href="http://www.lateralworks.com/weblog/2012/03/manage-pipeline-as-lateral-system.html" thr:count="0" />
        <id>tag:typepad.com,2003:post-6a00e54efe8aa588340167633c85e6970b</id>
        <published>2012-03-01T14:10:06-08:00</published>
        <updated>2012-03-01T14:18:39-08:00</updated>
        <summary>Causing projects to finish on time, or even making them faster is the “back-end” of the new product execution system. Deciding what projects to do, and then aligning them with business strategy and available resources is the “front-end.” The effectiveness...</summary>
        <author>
            <name>Neal Mitchell</name>
        </author>
        <category scheme="http://www.sixapart.com/ns/types#category" term="Organization" />
        <category scheme="http://www.sixapart.com/ns/types#category" term="Strategy &amp; Portfolio" />
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://www.lateralworks.com/weblog/">
<div xmlns="http://www.w3.org/1999/xhtml"><p><a href="http://www.lateralworks.com/.a/6a00e54efe8aa5883401630247e4c6970d-popup" onclick="window.open( this.href, '_blank', 'width=640,height=480,scrollbars=no,resizable=no,toolbar=no,directories=no,location=no,menubar=no,status=no,left=0,top=0' ); return false"><img alt="Managing the pipeline" border="0" class="asset  asset-image at-xid-6a00e54efe8aa5883401630247e4c6970d image-full" src="http://www.lateralworks.com/.a/6a00e54efe8aa5883401630247e4c6970d-800wi" style="display: block; margin-left: auto; margin-right: auto;" title="Managing the pipeline" /></a></p>
<p>Causing projects to finish on time, or even making them faster is the “back-end” of the new product execution system.</p>
<p>Deciding what projects to do, and then aligning them with business strategy and available resources is the “front-end.”</p>
<p>The effectiveness of the front-end of an integrated “lateral system” drives the chances of success at the back-end in terms of Fast-Time-To-Market (FTTM) performance. In other words, you can’t solve the FTTM cycle-time problem unless you also deal with the system that feeds it with new projects.</p>
<p>It is critical to deal with this horizontal work flow as one integrated system. Often ownership is parsed out to various functions, with no overall owner managing the portfolio of products from end to end. The classic functional silos of Marketing, R&amp;D, and Operations point fingers when projects fail to be delivered on time.</p>
<p>When these systems work well, organizations have decision mechanisms to assess the impact of new projects on the capacity of the execution organization’s ability to deliver. They manage it the way one would manage a factory operations problem; by carefully balancing demand and capacity.</p>
<p>When capacity is not aligned, projects take longer to execute and in turn miss optimal market windows where their ASP and Margins are the highest. Growth is impacted. The chain reaction is to reduce resources across the board to lower burn rates, which exacerbates the capacity problems even further. We’ve also seen a resource and budget constraint placed at the back-end, while not simultaneously reducing the flow at the front end. Rather, the most effective new product development engines we’ve seen run it like one integrated system.</p></div>
</content>



    </entry>
    <entry>
        <title>Say "no"</title>
        <link rel="alternate" type="text/html" href="http://www.lateralworks.com/weblog/2012/01/say-no.html" />
        <link rel="replies" type="text/html" href="http://www.lateralworks.com/weblog/2012/01/say-no.html" thr:count="0" />
        <id>tag:typepad.com,2003:post-6a00e54efe8aa588340162ffad6fb4970d</id>
        <published>2012-01-16T09:49:17-08:00</published>
        <updated>2012-02-19T18:09:10-08:00</updated>
        <summary>I recently read an interesting collection of Steve Jobs quotes assembled by Bruce Temkin. One in particular caught my attention; "And it comes from saying no to 1,000 things to make sure we don’t get on the wrong track or...</summary>
        <author>
            <name>Neal Mitchell</name>
        </author>
        <category scheme="http://www.sixapart.com/ns/types#category" term="Decision Modeling" />
        <category scheme="http://www.sixapart.com/ns/types#category" term="Ideas" />
        <category scheme="http://www.sixapart.com/ns/types#category" term="Strategy &amp; Portfolio" />
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://www.lateralworks.com/weblog/">
<div xmlns="http://www.w3.org/1999/xhtml"><p>I recently read an <a href="http://experiencematters.wordpress.com/2011/08/25/customer-experience-lessons-from-steve-jobs/" target="_blank" title="read his post">interesting collection of Steve Jobs</a> quotes assembled by Bruce Temkin. One in particular caught my attention;</p>
<ul>
<li><em>"And it comes from saying no to 1,000 things to make sure we don’t get on the wrong track or try to do too much. We’re always thinking about new markets we could enter, but it’s only by <strong>saying no that you can concentrate on the things that are really important.</strong>"</em></li>
</ul>

This notion is perhaps the hardest concept to implement for many organizations. Focusing on what is really important is hard because it requires groups of people to prioritize opportunities, and further to define the criteria for deciding about what is important. <a href="http://www.lateralworks.com/weblog/2009/10/decision-modeling-basics.html" target="_blank" title="view &quot;decision modeling basics&quot; post">More</a> how we structure decisions like this.
<p>Why don't more executive teams focus on "things that are really important?" In our experience, this kind of focus tends to constrain their future options. They prefer to have all their "balls in the air" at once to improve the chances that some will succeed. Or at least this is what they tell us. This way, one can't be accused of making the wrong choices. The logic continues, "Why limit my options?" Yet all those "options" suck up valuable resources and distract focus.</p>
<p>Steve Jobs was proven correct; he said no, killed projects, focused finite resources on a few things, and achieved results against "unreasonable" goals. It was in fact a portfolio strategy that worked.</p>
<p><strong>Related</strong></p>
<p><a href="http://www.lateralworks.com/weblog/2011/05/get-rid-of-the-crappy-stuff.html" target="_blank" title="read post">Get rid of the crappy stuff</a></p>
<p><a href="http://blogs.wsj.com/digits/2011/08/24/steve-jobss-best-quotes/" target="_blank" title="read Wall Street Journal post">Steve Jobs best quotes (WSJ)</a></p></div>
</content>



    </entry>
    <entry>
        <title>Converge</title>
        <link rel="alternate" type="text/html" href="http://www.lateralworks.com/weblog/2011/12/converge.html" />
        <link rel="replies" type="text/html" href="http://www.lateralworks.com/weblog/2011/12/converge.html" thr:count="0" />
        <id>tag:typepad.com,2003:post-6a00e54efe8aa588340162fddcddc4970d</id>
        <published>2011-12-15T15:07:35-08:00</published>
        <updated>2012-03-01T16:39:39-08:00</updated>
        <summary>Knowing when to converge is the trick. Converge too soon and you may end up with the wrong product, wait too long to converge and you run the risk of delivering too late. In order to deliver the right product...</summary>
        <author>
            <name>Neal Mitchell</name>
        </author>
        <category scheme="http://www.sixapart.com/ns/types#category" term="Best Practices" />
        
        
<content type="xhtml" xml:lang="en-US" xml:base="http://www.lateralworks.com/weblog/">
<div xmlns="http://www.w3.org/1999/xhtml"><p><iframe frameborder="0" height="390" src="http://www.youtube.com/embed/X8LcNC6s2x8" width="640" /> </p>
<p>Knowing when to converge is the trick. Converge too soon and you may end up with the wrong product, wait too long to converge and you run the risk of delivering too late.</p>
<p>In order to deliver the right product at the right time, best practice is to permit divergence for about 1/3 of the overall development time frame. By divergence I mean this is the time where you define the problem you are trying to solve and explore all the possible solutions, with no limitations — the goal is to define the killer product during this time frame. </p>
<p>Some try to avoid convergence in order to keep all their options open, and fear convergence on the wrong thing… these projects also tend to miss their target windows since finite resources are never focused on delivering the highest value functionality. In an attempt to do all they achieve none.</p>

At about 1/3 of the available time you must force focus — in other words… convergence. The best vehicle, especially in start-ups or where processes are being developed, is that first customer. The optimal condition is to identify the customer that represents 80% of the requirements in a given segment. These are usually the tier 1 customers, since they drive market trends as others follow them. 
<p><a href="http://www.lateralworks.com/.a/6a00e54efe8aa5883401675ed0d79d970b-pi"><img alt="Converge" class="asset  asset-image at-xid-6a00e54efe8aa5883401675ed0d79d970b" src="http://www.lateralworks.com/.a/6a00e54efe8aa5883401675ed0d79d970b-500wi" style="display: block; margin-left: auto; margin-right: auto;" title="Converge" /></a><br />When there is no customer focus, technologists tend to diverge, since they are excited by the infinite possibilities of the technology -- convergence is boring, while divergence is exciting. Good for a University Research department, bad if you are trying to run a business. When requirements are allowed to constantly change, people diverge, projects slip… it usually requires further divergence in order to adjust to new requirements caused by being late and now non-competitive… the diverge/converge cycle can be endless. It’s one of the root causes of products missing market windows. </p>
<p>Converge in 1/3 of the time, get to market, generate revenue and then iterate further technology generations. This is one of the core principles of <a href="http://www.lateralworks.com/lateralworks/best_practices/" target="_blank" title="view study">fast-time-to-market best practices</a>.</p>
<p><strong>Related</strong></p>
<p><a href="http://www.lateralworks.com/weblog/2009/11/being-roughly-right.html" target="_blank" title="read post">Roughly right/diminishing returns</a></p>
<p><a href="http://www.lateralworks.com/weblog/2010/03/what-does-delay-cost-you.html" target="_blank" title="view post">What does it cost you to be late?</a></p>
<p><a href="http://www.lateralworks.com/weblog/2011/12/why-accelerate.html" target="_blank" title="view post">Why accelerate?</a></p></div>
</content>



    </entry>
    <entry>
        <title>Why accelerate?</title>
        <link rel="alternate" type="text/html" href="http://www.lateralworks.com/weblog/2011/12/why-accelerate.html" />
        <link rel="replies" type="text/html" href="http://www.lateralworks.com/weblog/2011/12/why-accelerate.html" thr:count="0" />
        <id>tag:typepad.com,2003:post-6a00e54efe8aa58834015393ed2c14970b</id>
        <published>2011-12-02T16:28:22-08:00</published>
        <updated>2011-12-02T17:46:47-08:00</updated>
        <summary>It seems odd to ask this question (Why accelerate?), since it’s obvious in the technology business that you die if you don’t release new products faster than your competition. Fast teams know this reality and communicate the “need for speed”...</summary>
        <author>
            <name>Neal Mitchell</name>
        </author>
        <category scheme="http://www.sixapart.com/ns/types#category" term="Best Practices" />
        <category scheme="http://www.sixapart.com/ns/types#category" term="Ideas" />
        <category scheme="http://www.sixapart.com/ns/types#category" term="Program Management" />
        
        
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<div xmlns="http://www.w3.org/1999/xhtml"><p><iframe frameborder="0" height="390" src="http://www.youtube.com/embed/pRDBrpDZrD8" width="640" /> </p>
<p>It seems odd to ask this question (Why accelerate?), since it’s obvious in the technology business that you die if you don’t release new products faster than your competition. Fast teams know this reality and communicate the “need for speed” to the engineering teams. In slow environments, this critical information is insulated from the technical teams and only reserved for marketing, finance, and leadership forums.</p>


<p><a href="http://www.lateralworks.com/.a/6a00e54efe8aa58834015393ed02c5970b-pi" style="display: inline;"><img alt="Cost of delay" border="0" class="asset  asset-image at-xid-6a00e54efe8aa58834015393ed02c5970b image-full" src="http://www.lateralworks.com/.a/6a00e54efe8aa58834015393ed02c5970b-800wi" title="Cost of delay" /></a></p>
<p><a href="http://www.fastworks.us/.a/6a00e54efe8aa58834015393ed02c5970b-popup" onclick="window.open( this.href, '_blank', 'width=640,height=480,scrollbars=no,resizable=no,toolbar=no,directories=no,location=no,menubar=no,status=no,left=0,top=0' ); return false" style="display: inline;" />Fast teams understood the economics of delay and used this to create urgency well in advance of the projected market window. They knew that if they entered at the front of the curve, they could maximize revenue and profit margin. The longer they waited, the lower the market share would be and the more fierce their competition would be. </p>
<p>When we studied failed projects, we observed that late entry usually resulted in less market share, less revenue, lower margins, and higher development cost due to the extended development time frame. We’ve seen late entry actually kill companies completely.</p>
<p>We built an economic model to quantify time in terms of money in order to make the “time asset” more important. We use it with teams to determine the cost of delay for each day the project is late. We develop a simplified business case with the full team, data which is typically hidden in detailed financial models and rarely exposed to engineering teams. We use this tool with development teams to connect them with the economics of being on time.</p>
<p>In this example, we forecasted unit sales, average selling price, and costs to develop and make the product. To simplify the example, I’ve removed marketing/SG&amp;A expense. You can seen the sum of each category below.</p>
<p><a href="http://www.lateralworks.com/.a/6a00e54efe8aa58834015437c0c751970c-pi" style="display: inline;"><img alt="Basic business case" border="0" class="asset  asset-image at-xid-6a00e54efe8aa58834015437c0c751970c image-full" src="http://www.lateralworks.com/.a/6a00e54efe8aa58834015437c0c751970c-800wi" title="Basic business case" /></a></p>
<p><a href="http://www.fastworks.us/.a/6a00e54efe8aa58834015437c0c751970c-popup" onclick="window.open( this.href, '_blank', 'width=640,height=480,scrollbars=no,resizable=no,toolbar=no,directories=no,location=no,menubar=no,status=no,left=0,top=0' ); return false" style="display: inline;" />This project generates a 3x return on investment. We’ve worked in some environments where anything less than a 10x ROI would not get funded, but in this case a 3x is a very good return for this market.</p>
<p>Based on this business case, we’ve estimated the impact of a 3 month delay in the project. We assumed that we would take a 10% hit on our sales by entering the market late. We could have also looked at this by year, percent by year, or a simple shift to the right in the sales curve. Delay costs us $877,000 in lost profit per day.</p>
<p><a href="http://www.lateralworks.com/.a/6a00e54efe8aa58834015393ed24e6970b-pi" style="display: inline;"><img alt="Cost of delay per day" border="0" class="asset  asset-image at-xid-6a00e54efe8aa58834015393ed24e6970b image-full" src="http://www.lateralworks.com/.a/6a00e54efe8aa58834015393ed24e6970b-800wi" title="Cost of delay per day" /></a></p>
<p>This is not uncommon in Silicon Valley, where most projects we work on have delay values of between $200 and $800k per day.Earlier I made the point that schedule was king and time to market had the greatest impact on profitability. This model clearly illustrates the impact schedule has on profitability. In this example, schedule is twice as important than the next most important factor driving profitability, which is ASP. A 1% change in R&amp;D expenses has little impact compared to an equivalent change in schedule. </p>
<p><a href="http://www.lateralworks.com/.a/6a00e54efe8aa58834015437c0c80e970c-pi" style="display: inline;"><img alt="Cost of delay sensitivity" border="0" class="asset  asset-image at-xid-6a00e54efe8aa58834015437c0c80e970c image-full" src="http://www.lateralworks.com/.a/6a00e54efe8aa58834015437c0c80e970c-800wi" title="Cost of delay sensitivity" /></a></p>
<p>The model reflects a common pattern for new technology-based products… if get to market faster, you improve your chances of profitability. Of course this assumes it is the “right product” you are getting to market, but this is another discussion. So being fast to market is obviously not the only determinant of success, since the wrong product at the right time can fail just as well as the right product at the wrong time.</p>
<p>Another advantaged of the model is to use it to make trade-offs during the project. We constantly see budgets restricted or cut to reduce burn rate or save money, without consideration for the impact the resource reduction would have on time to market. <br />Lets turn it around and “spend to save a day” (one of the best practices of fast teams) and see what happens to the model. Increasing the budget by 30% to accelerate the schedule by 4 months gives me a net benefit of about $37M. I increased and accelerated PBT, but I took a hit on my return. I may decide that acceleration has a greater cost-benefit.</p>
<p><a href="http://www.lateralworks.com/.a/6a00e54efe8aa58834015437c0c94d970c-pi" style="display: inline;"><img alt="Tradeoffs" border="0" class="asset  asset-image at-xid-6a00e54efe8aa58834015437c0c94d970c image-full" src="http://www.lateralworks.com/.a/6a00e54efe8aa58834015437c0c94d970c-800wi" title="Tradeoffs" /></a><br /><br />Lets do another interesting study… I have found a way to increase my selling price by adding functionality customers value, while at the same time I found a way to reduce the manufacturing costs through automation efficiencies. This effort requires more time from engineering, so my budget increased by 25%. This effort also required 4 more months of time, which is reflected as delay. Still the benefit out weighs the costs. We are still ahead on PBT with this decision.</p>
<p>The point is that time and money are connected. Go faster and your chances are better you will achieve higher share, margin, and a longer revenue cycle. The other opportunity cost not reflected here is the accelerated learning you get when you get to market faster — the faster you push, the faster you fail, and the faster you learn. </p>
<p>And for start-ups, the longer you wait to get to market, the fewer learning cycles you get with the cash you have in the bank. The trick to winning in this world is fast cycle-time and many cycles of learning. Accelerate learning cycle-time and you get the solution faster.</p>
<p><a href="http://www.lateralworks.com/lateralworks/npdCalc.html" target="_blank" title="read more about npdCalc">More on the modeling tool we developed called npdCalc</a>.</p></div>
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