Column: Selling UX

If you give users what they ask for, they’ll continue to ask for more. As I sat reading the children’s book If You Give a Mouse a Cookie to my son one evening, I started thinking about its applicability to our consulting for clients. If you do not know Laura Numeroff’s story, it is what some might describe as a circular tale. The plot centers around a little boy and a mouse. The mouse asks for various items and, when the little boy gives the mouse what he wants, the mouse asks for something else. If you give a mouse a cookie, it will want a glass of milk to go with it. If you give it some milk, it will eventually want something else—until you get to the very end of the story, when the mouse wants just one more cookie. So, the tale could conceivably go on forever.

My children love this book. They think it is very funny and ask me to read it again and again. It was during one of these countless readings that I realized this story holds some great messages about how I find myself interacting with clients every day. How many times have we gone through multiple iterations of designs, only to come back to our original design? How many times have we given the users what they want, only to find out the solution tests poorly and user adoption is low? Sometimes, during an engagement with a client, I feel as though the biggest impact of a request I’ve granted is simply that it begets yet another request. Read More

Much has been written on the difference between innovation and invention. This makes some sense because it seems every company in the world, big or small, is striving for an innovative approach to solving existing problems. However, there is mass confusion about what innovation actually is—especially in the enterprise-software space.

It seems that every consultancy is frothing at the mouth to win the very lucrative opportunities to help organizations solve their digital-transformation problems. And they’re employing our experience-design playbook to do this.

How? In a word: empathy. Hearing and reading about all the latest approaches in technology and sales, empathy is the best new thing—the secret skill that can enable us to reach dizzying, new heights. Empathy could solve world hunger and make us all better people. But the fact that empathy does actually make us better people is lost on most. Empathy can help us innovate more quickly and, ultimately, sell more products, satisfy more customers, and generate greater revenues. Read More

These days, it seems that everyone is all about design thinking—scrambling to jump on this runaway train and ride it for what it’s worth before the next big thing hits. There are design-thinking classes and certifications from premier management and technology consulting firms. However, UX professionals who focus on delivering amazing user experiences to people have always been design thinkers—for very good reason. After all, everything we do and experience in life is designed. From the applications we use, to the way we purchase a cup of coffee, design is everywhere. These things don’t just happen. Product teams don’t just write and execute requirements. Business analysts don’t just dream up these experiences. We design them by following design principles and business strategies. So, by employing the same design strategies to real business problems, we are bound to be able to come up with better solutions.

Digital transformation is another popular term that describes the journey companies are undertaking today as they look to integrate digital technologies into every aspect of their business. These transformations consider people, process, organizational culture, the how, what, and why around the ways customers engage with their business. While every major company is engaging in digital transformation, their progress and maturity in this endeavor varies greatly. Throughout what are often multiyear transformation programs, they’re grappling with legacy processes, technology, and culture. As a result, many are still struggling to deliver tangible business outcomes. In fact, it is hard to find any company that will stand up and say, “Yes! We have reached the end of our digital-transformation journey, and we succeeded!” Why is that? Read More