1701-2165273_Demand Offering Development Playbook v40

Offering pathways
Bringing innovative Offerings to market – Definition types
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Prospective Offerings can come from a variety of sources, with a range of potential returns on investment and time needed to activate in the
market. Each type of Offering needs an appropriate and consistent approach to activate and scale. Here is a single framework for accommodating
the various types of Offerings:
Market Makers
New, consistent approach to Offering development with
sprints across Discovery, Ideate, Incubate,
Design/Build, and Activate (sell, deliver, operate)
Big bets; Global Offerings; XSL Offerings; Sector
focus Offerings; Area and Region focus
Offerings. A business case driven, stage-gate
approach to bringing Offerings to market and
continuously improving them
Using a minimum viable
product approach, timefenced
stages of 30–90
days
Fast Track
Activation
Lifting, re-packaging, and building campaigns of
existing Offerings that can be expanded to additional
clients, geographies, and sectors
“Tiger” teams of Offering architects, sector and
competency SMRs, and BMC
4-6 weeks
Rapid Response
Time sensitive responses to client RFI’s, RFP’s, and
Offering concept challenges
“Tiger” teams of Offering architects, sector and
competency SMRs, and BMC working closely
with the account team
1–4 weeks – Driven by
client’s deadline
Discovery/Idea
Labs (Front end
innovation)
Front-end innovation (FEI): research and discovery into
new and emerging technologies, business models,
market issues and over the horizon opportunities
Bright ideas; testing; internal prototypes; EY/POV
and thought leadership (no client development)
On-going
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