Joe Pine

Why do people buy a company’s offerings? Many offerings matter only as means to the ends that people seek, which is to achieve their aspirations. And even though we’re all filled with hopes, aims, and ambitions, significant personal change is incredibly hard to accomplish on our own. Enterprises should recognize the economic opportunity offered by the transformation business, in which they partner with consumers to improve some fundamental aspect of their lives—to achieve a “new you.” With insightful frameworks and engaging examples, Joe Pine shows how companies should approach offering transformations as a distinct economic offering, how to bring together solutions that guide customers in achieving their aspirations, and how to be rewarded economically for going beyond goods, services, and even experiences to offering the true outcomes customers desire.

Most businesses do not think richly enough about our most precious human resource: the time of individual human beings. Time is the currency of experiences and valued by people far more than mere goods and services. In today’s Experience Economy, the locus of competition is indeed shifting to time, not only the time customers have and want to spend, but also that of your employees, who likewise are reassessing how and where they spend their time. Any enterprise’s future success hinges on whether it can create the conditions in which both customers and employees value the time they spend with the company, considering it time well  spent and, even more valuably, time well invested. It’s now time to make your strategic choice: How are you going to design the time of your customers and employees? Will it be compelling enough to foster a more vibrant future for your business? In this presentation Joe Pine offers invaluable insights into our present circumstances and the means to turn difficulties into opportunities.

People are social beings and will always crave experiences where they are with and around fellow human beings. The coronacrisis doesn’t mean consumers don’t prefer experiences over goods and services —it actually makes us desire them all the more, because we realize that we don’t need more stuff. It is the experience we have in our lives with our family, our friends, our community that gives life meaning — and now is the time for businesses to stage such meaningful experiences. In this uplifting and insightful presentation, Joe Pine encourages businesses in three critical ways: refresh your places for this new world where we must make our customers and our employees safe — and show that we are doing so. Then redesign your offerings to stage engaging experiences that are robust, cohesive, personal, dramatic, and even transformative. And finally renew your capabilities, in particular to be as remarkable digitally as you are physically.

If you want to stage a compelling experience for your customers, you must stage a compelling experience for your employees. To create greater economic value for your customers requires creating employment value for your workers, giving them a reason to work for you rather than some other business. It’s your employees who in the end create all the economic value for your enterprise, so you must give them the wherewithal to design, create, and stage personal, memorable, and engaging customer experiences through an employee experience that is likewise personal, memorable, and of course engaging. Using the ideas, principles, and frameworks of The Experience Economy and beyond, Joe Pine shows you how to do exactly that, including learning from a number of companies that have fully embraced employee experiences as a core competitive advantage.

Goods and services are everywhere being commoditized. What consumers want today are experiences — memorable events that engage each individual in an inherently personal way. Businesses must therefore embrace the principles of the Experience Economy to stage ever-more engaging experiences. Mr. Pine takes you through those principles that matter the most for your business and shows you how to create greater economic value for your customers.

There are no markets, only customers! Markets, as commonly conceived of in business, simply do not exist. They are a convenient fiction for companies that do not want to treat customers as the individuals they truly are. Simply put, all customers, whether consumers or businesses, are unique; undeniably, unremittingly, unalterably unique. We must therefore stop marketing and start customering. Joe Pine makes all this abundantly clear and then provides clear prescriptions for how companies can reject old marketing practices and embrace new customering practices that will yield renewed capabilities, new growth, and higher profitability.

In the two decades since Pine & Gilmore wrote The Experience Economy, executives and managers in enterprises of all stripes – for-profit businesses, nonprofit charities, tourism bureaus, ad agencies, healthcare systems, colleges and universities and on the list goes – have embraced experiences as a distinct economic offering and the means of differentiation in an increasingly commoditized world. But how do you change from being a goods manufacturer or service provider into becoming a premier experience stager? Joe Pine recommends that companies give this huge task to Chief Experience Officers (CXOs), but regardless of the organizational means, you must lead it in five distinct ways: as Catalyst, Designer, Orchestrator, Champion, and – perhaps most importantly – as Guide. Without performing these roles, you risk falling short of the transformation required and end up being commoditized.

Because of the shift into today’s Experience Economy, you now compete against the world for the time, attention, and money of individual customers. Therefore, whether you sell to consumers or other businesses, as Joe Pine demonstrates you must understand that the experience is everything in your enterprise: the experience by which you design your offerings and how you package or represent them; the experience by which you entice new customers and keep current ones; the experience that your offerings enable within those customers; and the experience you create for your own employees that gives them the wherewithal to stage engaging, robust, and dramatic experiences for your customers.

In today’s Experience Economy, companies must innovate in experiences to attract and engage their customers. And with everyone now bringing their own digital devices everywhere and using them all the time, it is imperative to employ digital technology to create experiences that fuse the real and the virtual. Drawing from the framework core to his most recent book Infinite Possibility, Mr. Pine shows you how to think richly about digitally infused experiences and then how to determine exactly the right opportunities for your business amid, yes, infinite possibility.

As digital technology continues its relentless advance into every part of our lives, we’ve seen the emergence of smart devices, smart clothing, smart homes, smart cars, and countless other offerings that earn the appellation of “smart”. But simplifying tasks, responding to requests, and using data from only one device to benefit your customers will soon no longer cut it. You must therefore go beyond smart to find your role in one or more genius platforms. Such platforms create an ecosystem across companies, devices, and capabilities that work together on behalf of individual customers, supporting them in home, at work, and across their lives. As Joe Pine explains, the race for intelligence in offerings is on, and being merely smart just won’t cut it. Are you ready to become a budding genius?

As life has become a paid-for experience, people increasingly question what is real and what is not. More and more, they do not want the fake from some phony; they want the real from the genuine. Authenticity is therefore becoming the new consumer sensibility – the primary buying criterion by which people choose who to buy from and what to buy. Joe Pine not only explains why this is so but what companies must do to render their offerings and places – and by extension their very businesses – authentic to current and potential customers.

If you do not plan on thriving forever, you plan on failing eventually. We can lay the blame of the failure of almost any company at the feet of its management which, still stuck in the past, manages for optimization via some form of command and control, no matter how well disguised. Joe Pine demonstrates why traditional management inevitably leads to mediocrity and eventual failure, and then shows how companies that embrace Regenerative Management – with its intent to vitalize and hallmarks of meaningful purpose and knowledge orchestration – can indeed thrive forever.

The days of Mass Production are over. Customers – whether consumers or businesses – will no longer put up with sacrificing their individual wants and needs to in order buy what you have already produced. Therefore, you must shift to the system of Mass Customization in order to give them exactly what they want at a price they are willing to pay. Grounded in his award-winning 1993 book of the same name but built on all he has learned over the past 25 years, Joe Pine provides insightful frameworks and practical ways companies can meet today’s co equal imperative for both low costs and individual customization.

It is not only consumer-based businesses that must change to meet the requirements of today’s Experience Economy. Manufacturers, distributors, logistics providers, and any business selling to other businesses must also avoid the commoditization trap by seeking ways of creating greater economic value. Weaving together the implications for B2B companies from all of his books, Mr. Pine lays out the core imperatives that B2B companies must follow in order to better meet the needs of their business customers, always closing by showing how companies can create no greater economic value than by helping their customers achieve their aspirations. For whatever industry you are in, your customers do not want your offerings; they are but a means to an end. Sell the end, rather than the means, and reap the rewards.