Stage-and-gate processes are necessary, but not sufficient.

A new product development process with stages and gates provides helpful discipline. But most suffer from two limitations: 1) Internal focus… talking to ourselves instead of customers. 2) Analytical thinking… promoting a checklist mentality. You also need discovery thinking, with a focus on learning. Unlike analytical thinking, this is fragile and must be nurtured.

More in article, Should Your Stage-Gate® Get a No-Go?

The most dangerous stage-and-gate conversations are the ones you don’t have.

For example, do you have a serious discussion about customers’ next best alternatives? What do we know about these alternatives, how do we know this to be true, how do customers measure their satisfaction, and how is our new product design stacking up? Without such insight, you’ll have to guess at your new-product pricing.

More in article, Four Steps Needed for New Product Differentiation (Originally published in B2B Organic Growth newsletter).