Ranking selections can be quite boring sometimes. In this game, participants have to create the homepage of a product, service or organization’s website as if it was a bingo card – everyone needs to make quick decisions about what comes top, what comes last.
Number of players: Small groups
Duration of play: 30 minutes – 60 minutes
How to play
Prior to the game, prepare a sheet, like the one below.
1. Before starting the game with the group, prepare a set of cards (post it notes are brilliant for this) with the attributes or features you want to rank. Give each participant a homepage frame and an identical set of cards – and keep one for yourself.
2. It is better if participants are seating around a table or another surface, but not too close to each other – they shouldn’t be seeing what is going on with their neighbor’s homepage.
3. Like in a bingo, start calling out the cards in random order. You can give a brief explanation of what the card is, so there is a shared understanding, but be careful for not over-explaining some cards and accidentally attributing your own value to it!
4. As you call out the cards, participants must decide where to place them on the homepage frame. The decision about what goes on top and what goes on the bottom is made on the fly.
It will look messy in the beginning, as participants start pushing down – or out – cards they had given a lot of value in principle. Ask them to keep pushed out cards in a separate pile, so you can talk about it when the game is finished. The whole point is to make quick judgements about features. Illustrated cards are also fantastic for this game, as they take away the prejudice words can bring to concepts and leave more room for participants’ interpretation. After the bingo is over, you should have an ‘exhibition of homepages’ attaching the sheets to the wall and opening for discussion.
It is easy to come up with concepts in a world of imagination, where money, time and technical capacity are unlimited, or to generate ideas that look good in theory, but are impractical in reality. The Pitch is a role playing game designed to bring attention back to real world and focus on feasible and viable aspects of concepts (What are the key selling points? How can this make money? Why will people buy it?). The players need to imagine that they are entrepreneurs and that need to sell their idea to a group of rich venture capitalists (VCs).
Number of players: 4 – 12
Duration of play: 30 minutes to 1.5 hour
How to play
1. Divide people into small groups, ideally pairs or triads. One group should take the role the VCs, while the others are ‘entrepreneurs’.
2. A product or service is defined and agreed by the group.
3. Individually, each group spends 10 minutes formulating their pitch to be presented to the VCs. They can write, draw and rehearse: the creation is really up to each group. Ideally they should be in separate rooms or breakout spaces while creating the pitches
4. All groups should be aware that one or two representatives will present the pitch verbally to the VCs but the whole group will answer their questions. It is also important to cap preparation time (around 10 minutes is good), since over-elaborating an idea can take away the true nature of their thoughts.
5. Towards the end of the preparation time, the VCs give groups a time-warning: ‘You have 2 minutes prep remaining’.
6. Each group then presents their pitch – a time limit (3 minutes) is given for each presentation and the VCs can ask up to two questions each.
7. It’s not essential, but to add a sense of competition, the VCs can decide which pitch is the winner at the end.
The idea behind this game is to capture the different perspectives that different groups have about a product, prototype, service or concept. Preparing a pitch to a venture capitalist obliges participants to focus on the really important ideas and the time limit helps them to concentrate on the core of the proposition. Because different groups will emphasize different aspects, it also provides a range of perspectives on the main idea being discussed. The questions the VCs ask usually expose weak points or help clarify ideas, which can then be shared and discussed by the group.
This game is also good for capturing the type of language people use to define a concept, product, service or situation, so you should encourage participants not to over-think the words they use in their pitch. If participants don’t know each other, it’s interesting to make a competition out of it, and even offer a prize to the winner: the shared goal of ‘winning the game’ usually brings teams together quickly.
Note: This approach is meant to be pretty flexible- other idea generating and prioritizing techniques may be substituted within the flow to suit the circumstances. Would like to hear how others approach this challenge. -James
Object of Play: What has been a time-proven exercise in product development applies equally well in developing any concept: writing the elevator pitch. Whether developing a service, a company-wide initiative, or just a good idea that merits spreading, a group will benefit from collaborating on what is- and isn’t– in the pitch.
Often this is the hardest thing to do in developing a new idea. An elevator pitch should be short and compelling description of the problem you’re solving, who you solve it for, and one key benefit that distinguishes it from its competitors. It must be unique, believable and important. The better and bigger the idea, the harder the pitch is to write.
Number of Players: Works as wellindividually as with a small working group
Duration of Play: Long- save at least 90 minutes for the entire exercise, and consider a short break after the initial idea generation is complete, before prioritizing and shaping the pitch itself. Small working groups will have an easier time coming to a final pitch; in some cases it may be necessary to assign one person follow-up accountability for the final wording after the large decisions have been made in the exercise.
How to Play:
Going through the exercise involves both a generating and forming phase. To setup the generating phase, write these questions in sequence on flipcharts:
Who is the target customer?
What is the customer need?
What is the product name?
What is its market category?
What is its key benefit?
Who or what is the competition?
What is the product’s unique differentiator?
These will become the elements of the pitch. They are in a sequence that follows the formula: For (target customer) who has (customer need), (product name) is a (market category) that (one key benefit). Unlike (competition), the product (unique differentiator).
To finish the setup, explain the elements and their connection to each other.
The target customer and customer need are deceptively simple- any relatively good idea or product will likely have many potential customers and address a greater number of needs. In the generative phase, all of these are welcome ideas.
It is helpful to fix the product name in advance—this will help contain the scope of the conversation and focus the participants on “what” the pitch is about. It is not outside the realm of possibility, however, that there will be useful ideas generated in the course of exercise that relate to the product name, so it may be left open to interpretation.
The market category should be an easily understood description of the type of idea or product. It may sound like “employee portal” or “training program” or “peer-to-peer community.” The category gives an important frame of reference for the target customer, from which they will base comparisons and perceive value.
The key benefit will be one of the hardest areas for the group to shape in the final pitch. This is the single most compelling reason a target customer would buy into the idea. In an elevator pitch, there is no time to confuse the matter with multiple benefits- there can only be one memorable reason “why to buy.” However, in the generative phase, all ideas are welcome.
The competition and unique differentiator put the final punctuation on the pitch. Who or what will the target customer compare this idea to, and what’s unique to this idea? In some cases, the competition may literally be another firm or product. In other cases, it may be “the existing training program” or “the last time we tried a big change initiative.” The unique differentiator should be just that- unique to this idea or approach, in a way that distinguishes it in comparisons to the competition.
Step One: The Generating Phase
Once the elements are understood, participants brainstorm ideas on sticky notes that fit under each of the headers. At first, they should generate freely, without discussion or analysis, any ideas that fit into any of the categories. Using the Post-up technique, participants put their notes onto the flipcharts and share their ideas.
Next, the group may discuss areas where they have the most trouble on their current pitch. Do we know enough about the competition to claim a unique differentiator? Do we agree on a target customer? Is our market category defined, or are we trying to define something new? Where do we need to focus?
Before stepping into the formative phase, the group may use dot voting, affinity mapping or other method to prioritize and cull their ideas in each category.
Step Two: The Forming Phase
Following a discussion and reflection on the possible elements of a pitch, the group then has the task of “trying out” some possibilities.
This may be done by breaking into small groups, pairs, or as individuals, depending on the size of the larger group. Each given the task of writing out an elevator pitch, based on the ideas on the flipcharts.
After a set amount of time (15 minutes may be sufficient) the groups then reconvene and present their draft versions of the pitch. The group may choose to role play as a target customer while listening to the pitch, and comment or ask questions of the presenters.
The exercise is complete when there is a strong direction among the group on what the pitch should and should not contain. One potential outcome is the crafting of distinct pitches for different target customers; you may direct the groups to focus in this manner during the formative stage.
Don’t aim for final wording with a large group. It’s an achievement if you can get to that level of finish, but it’s not critical and can be shaped after the exercise. What is important is that the group decides on what is and is not a part of the pitch.
Role play is the fastest way to test a pitch. Assuming the role of a customer (or getting some real ones to participate in the exercise) will help filter out the jargon and empty terms that may interfere with a clear pitch. If the pitch is truly believable and compelling, participants should have no problem making it real with customers.
The empathy map, one of XPLANE’s methods for understanding audiences, including users, customers, and other players in any business ecosystem, has gotten some press lately because it was featured in Alex Osterwalder‘s excellent book, Business Model Generation as a tool for discovering insights about customers.
Here’s how it works:
GOAL: The goal of the game is to gain a deeper level of understanding of a stakeholder in your business ecosystem, which may be a client, prospect, partner, etc., within a given context, such as a buying decision or an experience using a product or service. The exercise can be as simple or complex as you want to make it. You should be able to make a rough empathy map in about 20 minutes, provided you have a decent understanding of the person and context you want to map. Even if you don’t understand the stakeholder very well, the empathy-mapping exercise can help you identify gaps in your understanding and help you gain a deeper understanding of the things you don’t yet know.
1. Start by drawing a circle to represent the person and give the circle a name and some identifying information such as a job title. It helps if you can think of a real person who roughly fits the profile, so you can keep them in mind as you proceed. In keeping with the idea of a “profile” think of the circle as the profile of a person’s head and fill in some details. You might want to add eyes, mouth, nose, ears, and maybe glasses if appropriate or a hairstyle to differentiate the person from other profiles you might want to create. These simple details are not a frivolous addition — they will help you project yourself into the experience of that person, which is the point of the exercise.
2. Determine a question you have for that stakeholder. If you had a question you would want to ask them, or a situation in their life you want to understand, what would that be? You might want to understand a certain kind of buying decision, for example, in which case your question might be “Why should I buy X?”
3. Divide the circle into sections that represent aspects of that person’s sensory experience. What are they thinking, feeling, saying, doing, hearing? Label the appropriate sections on the image.
4. Now it’s time for you to practice the “empathy” portion of the exercise. As best you can, try to project yourself into that person’s experience and understand the context you want to explore. Then start to fill in the diagram with real, tangible, sensory experiences. If you are filling in the “hearing” section, for example, try to think of what the person might hear, and how they would hear it. In the “saying” section, try to write their thoughts as they would express them. Don’t put your words into their mouth — the point is to truly understand and empathize with their situation so you can design a better product, service or whatever.
5. Check yourself: Ask others to review your map, make suggestions, and add details or context. The more the person can identify with the actual stakeholder the better. Over time you will hone your ability to understand and empathize with others in your business ecosystem, which will help you improve your relationships and your results.
While it’s enjoyable and worthwhile to discuss the ideas behind Gamestorming, it’s more useful to experience them. The image below represents output from a visual-thinking game that you can “play” with your employees.
Caution: Adults have a tendency to link Show and Tell to child’s play. This is a learning faux pas. It’s right up there with underestimating the value of doodling. And now we know what’s wrong with that: Take Note: Doodling can Help Memory.
OBJECT of the GAME: To get a deeper understanding of stakeholders’ perspectives on anything—a new project, an organizational restructuring, a shift in the company’s vision or team dynamic, etc.
HOW TO PLAY:
A few days in advance of a meeting, ask employees to bring an artifact for Show and Tell. The instructions are to bring something that, from their perspective, is representative of the topic at hand. If possible, tell them to keep the item hidden until it’s their turn to show it at the meeting.
In a white space visible to everyone, write the name of the game and the topic. If you wish, draw a picture of either.
When everyone is assembled with their show piece, ask for volunteers to stand up and show first.
Pay close attention to each employee’s story of why she thought an item represented or reminded her of the topic. Listen for similarities, differences, and emotional descriptions of the item. Write each of these contributions in the white space and draw a simple visual of the item the person brought next to her comments.
Summarize what you’ve captured in the white space and let the group absorb any shared themes of excitement, doubt or concern. Ask follow-up questions about the content to generate further conversation.
WINNING STRATEGY: Show and Tell taps into the power of metaphors to reveal players’ underlying assumptions and associations around a topic. If you hear a string of items that are described in concerned or fearful terms, that’s likely a signal that the employees’ needs aren’t being met in some way. As the team lead, encourage and applaud honesty during the stories and write down every point an employee makes that seems important to him or her. Keep the rest of the group quiet while someone is showing and telling.
As the group facilitator, if you feel intimidated by drawing a representation of a show item in the white space, get through it: attempt to draw it anyway and let the group tease you about your efforts. Show and Tell can be a vulnerable activity for employees—particularly the introverted type—so show some team spirit by being vulnerable in your leadership role.