Back when I worked in advertising, it took me years to understand that some of my clients simply weren’t able to “see,” in their minds, the things I “saw”’ when I presented them with new ideas. What it would look like, the sounds, the mood, the tone.

Many of them were just too literal. They had to actually see it with their eyes to understand it. They weren’t trying to be difficult when they rejected an idea. They just didn’t really understand what the idea actually was. In some ways, it required a much greater leap of faith on the parts of those who actually did approve the work.

Can you see what’s not there? Can you hear the words no one has spoken? Can you complete the sentence, “What if…” with confidence and clarity?

If you can’t, learn to. It is a critical component of innovative thinking, and therefore, success in today’s world of continuous reinvention.

And then, get really good at painting the picture for others. Help them “see” your vision. Because whether your work lives or dies almost always depends on a thumbs-up from someone else.

Being a creative genius isn’t enough. You must be a brilliant painter, storyteller and tour guide, too!

This article originally appeared in our SmartStorming “Innovation Insights” newsletter. To subscribe, click here, or simply use the registration form in the right hand column.

One of the simplest, most valuable skills a brainstorm facilitator can develop is the ability to “read the direction” in which their group’s thoughts are flowing. Just like the ebbing and flowing tides of an ocean or river, collaborative thinking flows in one of two distinct directions: 1) it can diverge outward, in a broad, multidirectional, expansive exploration of ideas; or 2) it can converge inward, narrowing focus in an effort to judge, select and eliminate ideas.

Divergent and Convergent Thinking
Divergent thinking opens the imagination to all possibilities, while convergent thinking analyzes and chooses from among those possibilities. In a sense, divergent and convergent thinking are the Yin and Yang of creative problem solving. Neither is superior to the other – simply more appropriate for the task at hand. And both processes are essential to the ultimate success of any group idea generation session. So it’s important to understand their relative benefits, to identify when and under what circumstances each type of thinking is taking place, and to learn how to guide the group back to the most appropriate and effective method of thinking.

The Benefits of Divergent Thinking
Divergent thinking allows a group to generate as many fresh, new ideas as possible in a short timeframe. During this process all judgment is suspended, the group is encouraged to go for quantity of ideas, not quality, spontaneously build on one another’s ideas, and push the boundaries of the imagination…even wild, crazy, audacious ideas are welcome. In fact, the motto for divergent thinking is, “Everything is possible!” All ideas are equally embraced and recorded. In divergent thinking there really is no such thing as a bad idea. The goal is to simply achieve the largest creative yield of ideas and new connections possible. Look at divergent thinking as “big picture,” unencumbered by any practical or logistical constrains, limitations, or judgments.

The Benefits of Convergent Thinking
If divergent thinking is casting the widest net possible to capture new ideas, then convergent thinking can be thought of as harvesting of the very best of catch. Just as a funnel decreases the scope of a substance, so that it fits through a narrow opening, convergent thinking narrows down a large number of ideas through the process of analyzing, judging, eliminating and selecting. Convergent thinking is ideally suited for thoroughly evaluating the merits of an idea, or seeing how well it holds up to scrutiny based on pre-established criteria. We use convergent thinking to gain clarity, consider practical constraints, draw conclusions, determine the bottom-line, and select the best ideas.

When Thinking Processes Collide
As we mentioned earlier, each of the two thinking processes has an essential role to play in an effective brainstorm. However, if they take place simultaneously, or at the inappropriate time, they will quickly become an obstacle to success. Like matter and antimatter, one will neutralize the benefits of the other and create potentially “explosive” situations.

For example, imagine your group is in the middle of a spirited “blue sky” exploration of new, inventive ways to promote your product or service in light of new competition (divergent thinking). Suddenly a participant begins to judge or shoot down fledgling ideas they feel aren’t worthy of consideration (convergent thinking). What happens? The spontaneous outflow of idea sharing comes to a grinding halt. People clam up, become defensive and withhold their thoughts in fear of being judged or ridiculed. It takes a vigilant and skilled facilitator to spot convergent thinking when it seeps into the divergent ideation process. To get the session back on track, the facilitator must quickly stop the judgment and shift the group back in the direction of productive, divergent thinking.

Conversely if your group is in the selection process of narrowing down an abundance of ideas, convergent thinking is just the method you need. By assessing and judging ideas according to an established list of objective criteria, you can quickly separate the wheat from the chaff. However, if divergent thinking enters your evaluation process, your group will start free-associating ways to save an impractical idea… or worse, spontaneously begin a whole new round of unnecessary idea-generation. When this occurs, the objective selection process gets hijacked; sessions run overtime, and usually end without closure.

The Best of Both Worlds
An awareness and understanding of both these types of collaborative thinking can have a profound impact on the ultimate effectiveness of your idea generation sessions. Learn to identify them quickly. Develop skills for guiding or redirecting your group’s attention in the most productive direction. Then watch, not just as the ideas flow – but as the very best rise to the top.

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A recent article on CNN.com, “Learn the five secrets of innovation,” by Mark Tutton, focuses on the results of a six-year study conducted by professors from Harvard Business School, Insead and Brigham Young University. 3,000 executives and 500 innovative entrepreneurs were involved in the study, which also included interviews with the likes of Jeff Bezos (Amazon) and Michael Dell (Dell Computers).

The results of the study are hardly earth shattering. But they are important for anyone interested in developing their innovation chops and enjoying the resulting rewards.

The verdict? “Coming up with brilliant, game-changing ideas is what makes the likes of Apple’s Steve Jobs so successful…”

Stating the obvious? Well maybe not to everyone.

Business leaders around the world are struggling to crack the code of innovation. They focus on re-structuring, re-invention, short-sighted innovation initiatives, revolving door consultants, creativity boot camps, etc.

But apparently what it all comes down to is the ability to generate great ideas. Do that well, and all the other stuff more easily falls into place – if for no other reason than the fact that you are generating great ideas about those things, too.

From "Learn the five secrets of innovation," by Mark Tutton, CNN.com

According to the study, there are 5 key skills necessary to be a prolific innovator (a.k.a. idea-generator) – associating, questioning, observing, experimenting and discovering.

It seems these skills have more to do with how one acts as how one thinks. Prolific innovators are always proactively searching for new ideas, new connections, new perspectives. Theirs is not a passive activity; they don’t sit around waiting for the Muse to visit or the lightning bolt to strike. They pursue ideas daily and relentlessly.

It is this skill set, this business activity, that will forever more be the definer of success.

So how can you ensure you have a whole army of Steve Jobses generating innovative thinking in your organization?

Remove the impediments and allow it to happen. Create an environment that facilitates idea-generation. Nourish it with acknowledgment, training, tools – and rewards for achievement. In a recent post here, “Google’s 80/20 Formula – It can work for you!” we briefly described Google’s take on the issue… encourage employees to spend 80% of their time on core projects, and 20% of their time on “innovation” activities that peak their own personal interests.

How much does your organization to do foster innovative thinking? Do you invest 20% in it, like Google does? If you did, what returns might you realize?

The ability to generate innovative thinking is not an inherent trait; it is based on a set of skills that anyone can learn and develop. Exposing yourself to new ideas and observing the world around you can drive innovation.

All it takes is doing it. As one of the men behind the study, Insead’s Hal Gregersen, put it, “Studies have shown that creativity is close to 80 percent learned and acquired,” he told CNN. “We found that it’s like exercising your muscles — if you engage in the actions you build the skills.”

Start building your innovation muscles now. And watch the ideas start to flow.

After all, when you cut through all the hype and Ivy-tower debate, innovation at its core is really just a child’s game of connecting the dots in new and imaginative ways.

Back in the days before email chains, when clever quips were Xeroxed  and faxed between offices so many times, they often became illegible, many people displayed an 8-1/2 x 11 page on their wall that advised visiting colleagues…

Fast, Good, Cheap. Pick 2.

The idea was simply that it is impossible to deliver anything of high quality if you don’t have the time or budget to do the job properly. You may be able to skimp on one or the other, but you always have to compromise something – fast, good or cheap.

Who knew at the time that “Fast, Good, Cheap” is actually a classic example of an engineering concept known as The Project Triangle, designed to show three “corners” of a project to demonstrate opposition.

If only this relatively manageable condition still existed, business success would be far less challenging. Unfortunately today, in the vast majority of businesses, there is a fourth corner that outranks the other three – the consumer.

In this era of instant access to information, the ability to comparison “shop” for virtually anything offered in commerce, and the rather sudden and rapid expansion of the competitive marketplace (you no longer only compete with the guy across the street – you compete with the woman across the globe), consumers call all the shots. And if you don’t say, “How high?” when they say, “Jump!” they will most certainly find someone else who will.

They want it fast.
Apple iPhone users begin clamoring for the next release of hardware of firmware before the most recent version has had a chance to cool off from coming out of the oven. Zappos.com customers expect to receive their shoes overnight. And that new, state-of-the-art laptop I bought last month? It’s too damn slow!

They want it good.
If the plight of the American auto industry tells us nothing else, it tells us that. An entire industry that once dominated the industrialized world was on the verge of extinction – and would’ve ended up there, too, if not for charitable government intervention. There is simply no more room in the marketplace for shoddy anything – because someone else will always provide better, if you can’t. And the consumer will have no qualms about kicking you while you’re down.

They want it cheap.
Well, let’s at least say “good value.” A friend of mine who has owned a design firm in New York for over twenty-five years (no small feat) recently told me that he was getting the same fees for services in the 80s that he is today. TWENTY YEARS AGO! Plus today clients expect the work faster and there is significantly less loyalty. Let them down, they’re gone. This is not unique to his business. It’s every business.

The cause of all this, of course – and the solution – is the rampant pace at which business innovation takes place today. Smart organizations (again, think Apple, Google, Zappos, Amazon, and all the others consistently ranked as “most innovative”) are able to rethink, reinvent, retool, restructure and reposition faster than you can say “cloud computing.” The new “business as usual” is that there is no more business as usual.

So what’s a poor company to do? Simple – follow the example of the big boys. Innovate…constantly. Not whenever a problem comes up. Whenever the sun comes up. Today you need a great idea every year, every quarter, every month, even every day.

Innovative thinking fuels innovation. So start thinking! Ideas are the key, then acting on those ideas and seeing them through to completion.

The days of “pick two” are gone forever. It’s time to understand that you work for your customer. Period. Don’t meet their expectations, anticipate and exceed them. Don’t wait for ideas to come to you, go after them every day. Don’t expect customer loyalty, demonstrate loyalty to your customer.

So what are you going to work on first? Fast, good or cheap?

Pick three.

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Innovation has become the benchmark of success, particularly in the current business environment. Companies in every industry are stepping up their efforts to become more innovative in the way they work, communicate and produce the goods and services they sell. But with such an objective, the obvious challenge becomes, how to identify the individuals within an organization who possess the greatest potential to innovate.

While everyone has the innate ability to engage in creative thinking, there are seven common traits that innovative leaders like da Vinci, Edison, Henry Ford and Steve Jobs share; seven traits that propel them to think outside the confines of conventional wisdom and imagine breakthrough concepts that change the way you and I live and experience the world.

The seven traits of highly innovate thinkers are:

1. Curiosity
Curiosity is the first step toward discovery. It is the “beginner’s mind,” a deep, child-like sense of wonder about the world, the relationship between different things and how things work.

2. Imagination
Before you can develop a new idea, you must first be able to conceive it, to envision the very possibility that it could exist. Innovation is fueled by leaps of the imagination, making novel new connections between seemingly disparate ideas, concepts or objects.

3. Intuition
Making decisions based on facts and figures is fine in many instances. But true innovation is more often born from that internal “knowing,” the guiding force, sixth sense or gut feeling to follow one’s instincts, no matter how unconventional or illogical the direction.

4. Inventiveness
The ability to change the status quo requires an inquisitive passion for “tinkering.” Innovators possess the desire to arrange and re-arrange ideas or things in new and different combinations.

5. Playfulness
It is when you get “lost in your work” that amazing things begin to happen. Time, self-consciousness, seriousness and any sense of limitation falls away, and challenges are handled with ease. The attitude of playfulness is, “Everything is possible.”

6. Flexibility
The capacity to suspend judgment and embrace two (or more) seemingly contradictory or unrelated viewpoints at the same time helps create a dynamic tension that ultimately stimulates creative resolutions (solutions).

7. Persistence
All the creative talent in the world is of no value if you give up before the work is done. Persistence, the passion, willpower and enthusiasm to overcome setbacks and discouragement, allows innovative thinkers to keep trying new possibilities until success is achieved.

Of course, there is no secret recipe for innovation. It requires an ongoing commitment on the part of an organization and the individuals within to relentlessly pursue new, better ways of doing business, and to never accept anything less than the best possible outcome. But these seven key traits are an excellent starting point for building your innovation foundation.

Start to recognize the individuals around you who naturally possess these traits, and encourage them to make frequent use of them. And nurture these traits in others who aren’t as naturally inclined. Acknowledge and reward creative thinking, responsible risk-taking and questioning the status quo. And in no time you will have fostered a thriving culture of innovation which can lead to only one thing: greater success.

Some time ago, Steve Jobs was quoted as saying, “Innovation distinguishes between a leader and a follower;” and that statement has never been more meaningful than it is today. At a time when the even the most fundamental elements of business success are being reevaluated and redefined, one thing becomes increasingly clear: innovation is no longer a “nice to have;” it’s a “must have.” It’s what we call The Innovation Imperative; if innovation distinguished between leaders and followers in the recent past, today it increasingly distinguishes between survivors and the barely breathing. Innovation is the new Darwinism in business; it’s no longer “survival of the fittest,” but “survival of the most innovative.”

The choice facing companies today is simple: innovate, or perish. Those that will survive today’s economic environment and succeed in tomorrow’s are those willing to continually reinvent themselves, their products, their brands, their processes-in short, the way they do business. Many organizations are even looking for innovative ways to innovate, replacing traditional brainstorming techniques with new, more inventive processes like SmartStorming and 3-D Ideation. Introduce the world to the new new thing, the bleeding edge technology, the better mousetrap, the reinvented paradigm and there’s a good bet you’ll remain ahead of the curve and be around to reap the rewards in the future.

The Innovators

The topic of innovation certainly isn’t new; it’s been the business buzz word for several years now. We’ve all read about it in business magazines and heard the reports on financial news stations. Harvard Business School professors lecture on it at conferences and scores of books address it. And the same companies are consistently held up as the elite innovators-Apple, Google, Nintendo, JetBlue, Toyota, Target (and today again, WalMart). And there are hundreds and even thousands more you’ve never heard of, visionary companies that are  seizing the opportunities (yes, opportunities) presented by the current economic phase, breaking the rules, establishing new standards, delivering incredible value, and  then starting that process all over again…and again, and again. These companies come in all shapes and sizes, and exist in every industry-technology, biotech, pharma, automotive, consumer packaged goods, retail, you name it, they’re out there, outthinking and outdoing everyone else in their fields. Whatever they’re playing field, they all have one thing in common: they innovate.

Three Not-So-Easy choices

Today, businesses face three choices. In many cases, none may be easy to make.

1. Actively innovate. Stay at the forefront of their industry and their competitive set, doing whatever it takes to meet constantly evolving market conditions and consumer demand.

2. React. Wait for others to set the standard and play catch-up, forever scrambling to match the latest development introduced by market leaders.

3. Do nothing. Stay right where they are, do their best to survive, and almost certainly stagnate, eventually drifting into irrelevance, and finally, extinction.

Innovate or perish.

Innovation of the Individual

By the way, the innovation imperative doesn’t only apply to businesses; it’s a challenge facing individuals, as well, again, even more so today. Each and every one of us who collects (or hopes to collect) a paycheck has at least one consumer, the person responsible for our professional future. Individual employees must also continually reassess their approach and establish their value, or face the same dismal fate as their corporate counterparts. In fact, while we are currently facing increasing jobless numbers, still more than 90% of the workforce remains employed. While in many cases circumstances beyond the control of the individual are responsible, what might that 10% do, innovatively, that could help them make it back into the 90%?

Work Your Innovation Chops

The time to develop an innovation orientation is not tomorrow or next week or in the third quarter. It’s now.

Begin actively searching for new, better, more productive ways of doing things. Utilize proven innovation tools-advanced ideation techniques, new technologies, breakthrough processes. Adopt an “innovation mindset,” asking yourself every day, “How could I do this better?” Turn yourself and your organization into an Innovation Machine. You will not only survive this evolutionary upheaval, you will thrive.

To date, 72% of those who have responded to our survey (see our first blog post dated March 19th) have responded that a typical brainstorming session in their organization is either “pretty much a waste of time,” or worse, “torture.”

We’re keeping the poll up indefinitely, so if you haven’t voted yet, please do.

In the meantime, why is it that so many people hate, dread or at the very least, feel ambivalent about brainstorms? What is it about the question, “Anybody got any ideas?” that makes the majority of brainstorm participants cringe?

In our own research, we find this to be a consistent response across industries. Virtually everyone seems to know that their approach to group idea generation is broken; but they haven’t a clue how to fix it.

One of the key issues is a lack of established process. Almost by definition, people believe that brainstorm sessions should be “loose.” Too much structure is certain to squash people’s natural creativity, right?

Wrong. All innovative thinking (creativity, lateral thinking, eureka moments, etc.) takes place within some sort of process.

The creative genius may appear undisciplined and totally random. But ask any one, and he or she will explain some sort of process — how they seed their thoughts with inspiration, how they set the stage for free association, how they separate the wheat from the chaff, how they develop and expand upon their fledgling ideas. And that’s just a single person, a solitary mind struggling against itself. Put ten such individuals into a room, and the need for a process is even greater. It is naive to think that a group of individuals can effortlessly flow through the process of idea generation and development without some sort of process or structure to guide them.

Big egos, crippling insecurities, peer pressure, intimidation by senior staffers, shyness, arrogance, fatigue, lack of understanding, too much caffeine, Blackberries and iPhones, last night’s outstanding episode of Mad Men — a thousand different things can turn the best-intentioned brainstorm into a waste of time for participants and a waste of resources for an organization. At their worst, poorly structured and facilitated brainstorm sessions are completely demoralizing and produce no worthwhile concepts.

So what’s the answer? How can you transform your organization’s ability to generate fresh, innovative ideas, efficiently and consistently, and maybe even enjoy the process?

First, plan your brainstorming sessions ahead of time, establish a process, create ground rules for participants, and stick with them.

Second, make sure that anyone running sessions knows and understands the process, and applies it consistently. The best process is worthless if it isn’t applied.

Finally, educate yourself on the processes, techniques and approaches developed by others. A lot of experienced people have spent a lot of time considering this topic, and developing, testing and implementing systems that work. SmartStorming, of course, is one. (Our favorite!)

Innovation and the ability to think and act creatively is crucial to any organization, and particularly in today’s unsettled environment. Brainstorms should not be treated as casual, unimportant events. They represent an opportunity for your group to move the organization forward.

Now, have you got any ideas?