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A. The Kiwi Ingenuity Framework

This appendix explains some of the underlying power in the apparently innocuous Kiwi Ingenuity Framework.

To begin, let’s contrast it with the conventional (default) approach:

I hope that it’s obvious how superior the Kiwi Ingenuity approach – reverse-engineering in short, fast cycles – is. Here are some more detailed notes on each of the steps.

1. Key everything to outcomes. People have a great propensity for assuming that they know what outcomes they seek and that everything they do is outcome-focused. This is very seldom the case. In general, we tend to charge right in with the best tool we have in our toolbox. There is an even greater tendency for people to lose focus on the outcomes and show up at work in order to get paid, rather than to make a bottom-line impact. Clarifying what outcomes we seek (cf. Covey’s “Begin with the end in mind”) is an extremely powerful technique for creating tension between where we are and where we want to be.
2. Identify the primary prerequisites for success. Reverse-engineering from outcomes backwards has a dramatic impact on both efficiency and effectiveness. It enables us to exclude the superfluous, nice-to-have stuff (inventory) and focus on the missing bits that are essential for success.
3. Work up a counter-intuitive solution that will meet the prerequisites. There are a number of hidden benefits within this simple phrase:
   1. Specifying the need for a counter-intuitive solution creates a very clear framework and tension between what we have and what’s required. (A counter-intuitive solution is obviously essential, given that the conventional, intuitive solution is insufficient - if it was sufficient the arena wouldn’t be on the agenda.)
   2. Specifying that the purpose is to meet the prerequisites does more than create a framework – it also draws our focus to the most challenging prerequisites.
   3. Working up a counter-intuitive solution – deliberately evolving an inadequate provisional solution into an extremely powerful one – enables us to capitalise on our ability to improvise and improve things within the broader framework of the prerequisites for success. It also brings us to generate and integrate alternatives, the essence of the productivity innovation technique.
4. Implement in short, fast, ever-advancing cycles, returning to Step 1 after each cycle. Humans have a great tendency to use big batches and get caught up in perfectionism. This is lethal to productivity and true value creation. Using short, fast-cycles, within the context of outcomes and prerequisites, magnifies the impact of each previous step and create a process of ongoing improvement. Using short, fast cycles also creates way sharper focus and enables us to capture 80/20 benefits, repeatedly, while reducing risk and over-investment.