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A new business development approach in a social economy
1. CREATING SHARED VALUE
IN A SOCIAL ECONOMY
A New Business Development Approach to Seize Opportunities in a Fast-
Evolving Social Economy
Hans Delporte | InfoClarity bvba
2. to thrive in a social economy,
organisations must continously
explore, build and capture new
opportunies based on new
fundamentals in business
development
4. with a fresh and independent view and
sound knowledge of the new standards in
business development
InfoClarity provides a source of inspiration
and supports companies to build new or
grow existing businesses
6. business development methodology
Explore
Company
Customers
Market
Competitors
internal organisations’ mission, vision, strategy,
capabilities, products, value proposition, people, programs
customer opportunities and challenges, as-is, explicit &
implicit needs, expectations, issues
global and industry-specific trends, opportunities &
challenges, policies, ecosystem
existing competitors’ strengths & weaknesses, upcoming
disruptive competitors, differentiation factors
7. business development methodology
unique value proposition, product tuning or repositioning,
new products or services
tune existing or design new innovative business models
create buy-in, allign business units, coaching & training
build ecosystem of partners across the entire value chain,
create shared value; train, inform, communicate
Build
Value prop.
Bus. model
Internal org.
Ecosystem
8. business development methodology
create & validate early proof, launch, manage & deliver
pilots
marketing communication, awareness, evangelisation,
story telling, PR, social media,
capture leads, cold calling, open exec level doors,
relationship building, opportunity pipeline feed
manage sales execution, consultative selling, drive growth
Capture
Pilots
Market
Leads
Revenue
9. business development methodology
continous validation & tuning of explore/build/capture
steps
project management, progress management
report progress & results to management, team,
ecosystem, stakeholders
manage evolution, next phase, growth
Manage
Validation
Control
Reporting
Evolution
11. Hans Delporte
consultative selling
business modeling
mediation
project management
(virtual) team management
language skills
insightful
analytical
door opener
explorative
ability to execute
taking the lead
general trends in ICT
government policies
ICT & Health sector
ecosystem, trends, needs
methodologies
business modeling
15+ years experience in
business development,
product management,
marketing management,
consultative selling, partner
management, program
management
Experience Knowledge
SkillsPersonality
