The power

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Graphic facilitator

Collaborative workshops

« The antecedents to solution success »

Dissertation Award

Dr. Chloé Renault

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Source: http://www.jocelynwallace.com/visual-thinking-terms-explored

Why do we care?

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We need people…

To remember the story

To understand complex content

To better collaborate

To connect the dots

To be creative

Different ways to use it !

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Me myself and I (at first)

Visual Note taking

Visual

Me and others…

Graphic facilitation

Me, myself and many others…

Graphic recording

Me to others

Visual presentations

• Lego pitch

• Dropbox

• Dissertartion example

The dissertation

5 years of my life – 75 folders – 67 dofiles – 546 surveys- 2 countries – zillions of hours of works – 21 versions of the manuscripts – 220 pages – 35 interviews – more than 100 hours participative observation ….

= Huge complexity !

Dissertation Abstract

Major manufacturing firms are currently undergoing an important strategic move by developing complex customer solutions next to their existing product offerings (Matthyssens and Koen 2008; Tuli et al. 2007; Ulaga and Reinartz 2011). Though managers and consultants alike think that “solutions could be the answer”(Foote et al. 2001), the actual business track record as well as existing academic literature emphasize how difficult and challenging a venture solution businesses are.

This dissertation contributes to understanding the antecedents to solution business success at the contractual level by investigating two solution-specific challenges being (1) risk management and (2) extensive inter-organizational collaboration (Ulaga and Reinartz 2011). First, this dissertation proposes an agency-based conceptualization of complex customer solutions which acknowledges risk as a core element in solution contracts and identify risk management capabilities necessary for the solution provider’ success. Second, this dissertation investigates how manufacturing firms can leverage their existing channel partners to achieve successful solution execution, analyzing value co-creation in triadic constellation (Normann and Ramirez 1993). This dissertation builds on an extensive qualitative work and triadic data coming from (1) a manufacturing firm marketing solutions, (2) its solution clients and (3) the channel partners acting as subcontractor for this manufacturing firm.

Keywords: complex customer solutions, service strategies in B2B; risk management, goal alignment, value co-creation, value constellation, inter-organizational collaboration,

The juggler Solution provider

The king Solution client

The craftman Other organisation

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How can manufacturing firms best leverage their channel partners in solution execution?

?

Solution Provider

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Research Questions

What are the consequences of adding a subcontracting organization to the solution execution network? 1

Solution

Client

Subcontracting

Channel Partner

Solution

Provider ?

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Me and others

Visual tools

Visual templates

Visual explorer

How to DO it?

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• Material

• A few rules on the page…

• Fonts

On the web

• Doodle

• Google images

Extra readings

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If you want to read about it !

Sticky messages are….

Simple (core+

compact)

Unexpected

Concrete

Credible

Emotional

Story