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Pivot, Proceed, or Quit?: Lean Metrics for the Social
Sector
Michel [email protected]
@lean_changeAuthor of Lean Startups for Social Change
What’s a Customer?• Private Sector = Someone Who Pays You• Social Sector = It’s a Lot More Complicated
The Customer…
Purchases program services
• Membership organizations (NRA, Sierra Club, Kids' sports leagues) that provides services to members based at least partially on dues
• Dues-paying member
Changes because of program • Political campaigns • Voters
Adopts behavior because of program
• Boycott campaigns • Consumers
Receives goods or services from program
• Food distribution programs• Hospitals
• Homeless people• Sick people
Uses program or its outputs• Federal Aviation
Administration• Airlines
Supports program
• Foundations • Actual funders
Testing for What?• Graphic for Multi-Sided Market
Making a Difference: The Value Hypothesis & MVP
Goal Hypothesis MVP
Stop Global Warming States can cut emissions The Clean Power Plan
End Mortal Racism (a.k.a. lynching)
Media exposure can slow police murders
Black Lives Matter
End Homelessness Focusing on housing can reduce homelessness
100,000 Homes Campaign
Making Enough Difference: Growth Hypothesis
Goal Growth Hypothesis Necessary Scale
Stop Global Warming Congress passes climate legislation
15 Senators; 40 Congresspeople
End Mortal Racism (a.k.a. lynching)
Disproportionate violence ends Mizzou x ??
End Homelessness Campaign Zero 40 Cities?
Sustainability Hypotheses• Funders• Political Capital• Social Capital
Fail Fast! Wait…• Failure often NOT an option in the social sector: the Problem isn’t
going anywhere
• Paradox: Failing fast is even more important because:• Donor Regrets (a.k.a. moral opportunity costs)• Limited Social and Political Capital (newpaper headlines here)
