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DESIGNING BETTER BUSINESSESThe Business Model of Consulting is dead…Kyiv, May 17th 2013
@patrickpijl#bmgen
WARNING!
223SLIDES
DESIGNING BETTER BUSINESSESThe business model of consulting isdead…
We need new tools…
We need new skills…
Because writing plans is a waste oftime...
Will will INNOVATE new businessmodels in consulting!
MY JOURNEY…
Tallinn (EST)Hawaii (USA) Amsterdam (NET)Bilbao (ESP) Tokyo (JAP)Santiago (CHI)Zagreb (CRO) Paris (FRA) Los Angeles (USA)
MY CLIENTS…
AND A NEWBUSINESS MODELFOR CONSULTING
DESIGNING BETTER BUSINESSES
FIRST ANINTRODUCTION
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
SON OF..
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
LET’S CHANGE THEBUSINESS MODEL OFTHE PUBLISHINGINDUSTRY!
In November 2008 we started anonline platform
Every participant paid 24 USD
$24.
$36.
$54.
$81.
$243.
so why did people participate andpay??!
people love being trendy & want to bethe first
people want to be part of somethingBIGGER and prove it
and it’s all about communities (ofpractitioners or passionates)
+ 600.000 books+ 26 translations♯
WE NEED TORETHINK THE WAYWE DO BUSINESS!
TODAY…
…WE SEE FORCESWE HAVEN’T SEENBEFORE…
…I CALL THEMNEW RULESOF THE BUSINESSGAME.
DRIVER #1
SUSTAINABILITY
DESIGNING BETTER BUSINESSES
Driver #2
CREDIT CRISIS
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
Driver #3
“IT’S MY TURN”ECONOMY
UPCOMINGMARKETS
DESIGNING BETTER BUSINESSES
OR MARKETS THATCAME UP?
DESIGNING BETTER BUSINESSES
Driver #4
DIFFERENTCUSTOMERBEHAVIOR
generation	  y	  
Driver #5
THE ONLINEREVOLUTION
Driver #6
TECHNOLOGY
SO WHY IS THEBUSINESS MODEL OFCONSULTING DEAD?
I WILL SHOW YOU…
FREE ACCESS TOINFORMATION 24HOURS A DAY
Wikipedia is an amazing source…
Stanford University offers free onlinecourses
Linkedin inspires you with articlesand leaders to follow…
And we decided to give away thebusiness model canvas for free.
DO IT YOURSELFMENTALITY BYCLIENTS
ENORMOUS SPEEDOF THE MARKET
The speed of developments hasincreased…
resulting in shorter shelf lives ofcompanies…
TRANSPARENCYALSOIN PRICING
THE WORLDIS YOURCOMPETITION
Hire online through guru.com!
Proposals are shared throughemails easily…!
AND THE WORST OFALL
HOURLY RATES AREIN CONFLICT WITHSOLUTIONS
SO...
DE WORLD HASREALLY CHANGED.
BUT DO YOU SEETHIS ALSO?
NEW PROBLEMS…
REQUIRE NEW TOOLS
REQUIRE NEWSKILLS
SO WHAT ARE NEWTOOLS?
WHAT IS ABUSINESS MODEL?
DESIGNING BETTER BUSINESSES
WHAT AREBUSINESS MODELS?
DESIGNING BETTER BUSINESSES
IMAGINE(BOARDROOM)CONVERSATIONS…
WE NEED NEWTOOLS TOUNDERSTAND ANDCRAFT NEWBUSINESS MODELS
WE NEED NEWTOOLS TOUNDERSTAND ANDCRAFT NEWBUSINESS MODELS
A business model describesthe rationale of how anorganization creates, deliversand captures valueDefinition_Business Model
BUSINESS MODELCANVASTHE
BuildingBlocks9
Who is my customer?!images by JAM!
What is my value proposition?!images by JAM!
What channels will I use?!images by JAM!
What relationship do I entertain?!images by JAM!
What is my revenue stream?!images by JAM!
What are my key resources?!images by JAM!
What are the key activities?!images by JAM!
Who are my key partners?!images by JAM!
How does the cost structure look like?!images by JAM!
customersegments!keypartners!coststructure!revenuestreams!distributionchannels!customerrelationships!keyactivities!keyreso...
Let us look at the business modelof Nespresso
Partners! Proposition! Relation! Customers!Channels!Activities!Resources!Costs! Revenues!
OFFERDISTRIBUTIONCHANNELSCUSTOMERRELATIONSHIPSCUSTOMERSEGMENTSREVENUE STREAMSCOST STRUCTUREKEYACTIVITIESPARTNERNETWORKKEYR...
WHAT ABOUT YOURBUSINESS MODEL?
“What does your currentbusiness model look like?”Spend 10 minutes with your neighbordefining your current business model
OFFERDISTRIBUTIONCHANNELSCUSTOMERRELATIONSHIPSCUSTOMERSEGMENTSREVENUE STREAMSCOST STRUCTUREKEYACTIVITIESPARTNERNETWORKKEYR...
VALUEPROPOSITION	  	  What	  customer	  needs	  do	  we	  satisfy?	  What	  problem	  do	  we	  help	  our	  customers	  s...
SO WHAT DID YOULEARN?
WE NEED NEWSKILLS…
WE NEED TO THINKAND ACT LIKEDESIGNERS
OBSERVE1
DESIGNING BETTER BUSINESSES India mobilestudy
Clayton Christensen
DESIGNING BETTER BUSINESSESWhat is theJob you getdone?
DESIGNING BETTER BUSINESSES
THINKVISUALLY2
DRAWING IS THENEW WRITING
what tools do we use to describeand reflect on business models?
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
“The Wall is the New Desk”Dave Gray CEO XPLANE1!
… but that is not enough
IDEATE3
YOU NEED TO BEABLE TO JUGGLEWITH BUSINESSMODELS
DESIGNING BETTER BUSINESSES
We will work on thattoday ;-)
PROTOTYPE4
DESIGNING BETTER BUSINESSES
the past was aboutchoosing solutionsthe future is aboutgenerating options
prototyping let’s you failearly to succeed soonerideo.com“”
Frank Gehry
MAKERSMIND5
Chris Anderson
FORESEEFUTURE6
SO LET’S INNOVATEYOUR BUSINESSMODEL…
WHAT IF…
WHAT IF:YOU CHARGE 10TIMES MORE?
WHAT IF:YOU CHARGE FIXEDPRICES?
WHAT IF:YOU SELL ASUBSCRIPTION?
WHAT IF:YOUR CLIENT HASALL INFORMATION?
“What does your futurebusiness model look like?”Spend 10 minutes with your neighbordefining your current business model
DON’T WORRY…
CLIENTS ARE STILLWILLING TO PAY FORCONSULTANTS
SHORTAGEOF STAFF1
EXTERNALFORCE ASPOLITICALPOWER2
BESTPRACTICES3
DEEP OR NICHEEXPERTISE4
TRAINING5
FRESHPERSPECTIVE6
BUT WITH A CLEARAND FAIR PRICE
THIS IS HOW I DO IT.
Method for Business Model Innovation
WITH FIXED PRICES
AND MY RULES OFTHE GAME
VISUALIZATIONONLY
Future scenario
Business model
Story or roadmap
MY JOURNEY…
Tallinn (EST)Hawaii (USA) Amsterdam (NET)Bilbao (ESP) Tokyo (JAP)Santiago (CHI)Zagreb (CRO) Paris (FRA) Los Angeles (USA)
MY CLIENTS…
AND A NEWBUSINESS MODELFOR CONSULTING
DESIGNING BETTER BUSINESSES
Last thing.
I am Patrick.
I want to challenge thestatus quo.
Challenge the way wedesign business.
To think different.
Because if YOU lovewhat you do…
You are more creative &productive.
Let us design betterbusiness.
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
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DESIGNING BETTER BUSINESSES The Business Model of Consulting is Dead

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DESIGNING BETTER BUSINESSES

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