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DESIGNING BETTER BUSINESSES
The Business Model of Consulting is dead…
Kyiv, May 17th 2013
@patrickpijl
#bmgen
WARNING!
223
SLIDES
DESIGNING BETTER BUSINESSESThe business model of consulting is
dead…
We need new tools…
We need new skills…
Because writing plans is a waste of
time...
Will will INNOVATE new business
models 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…
The Business Model of Consulting is Dead
AND A NEW
BUSINESS MODEL
FOR CONSULTING
DESIGNING BETTER BUSINESSES
FIRST AN
INTRODUCTION
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
SON OF..
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
The Business Model of Consulting is Dead
The Business Model of Consulting is Dead
The Business Model of Consulting is Dead
The Business Model of Consulting is Dead
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
LET’S CHANGE THE
BUSINESS MODEL OF
THE PUBLISHING
INDUSTRY!
In November 2008 we started an
online platform
Every participant paid 24 USD
$24.
$36.
$54.
$81.
$243.
so why did people participate and
pay?
?!
people love being trendy & want to be
the first
people want to be part of something
BIGGER and prove it
and it’s all about communities (of
practitioners or passionates)
The Business Model of Consulting is Dead
The Business Model of Consulting is Dead
+ 600.000 books
+ 26 translations♯
WE NEED TO
RETHINK THE WAY
WE DO BUSINESS!
TODAY…
…WE SEE FORCES
WE HAVEN’T SEEN
BEFORE…
…I CALL THEM
NEW RULES
OF THE BUSINESS
GAME.
DRIVER #
1
SUSTAINABILITY
DESIGNING BETTER BUSINESSES
Driver #
2
CREDIT CRISIS
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
Driver #
3
“IT’S MY TURN”
ECONOMY
UPCOMING
MARKETS
DESIGNING BETTER BUSINESSES
OR MARKETS THAT
CAME UP?
DESIGNING BETTER BUSINESSES
The Business Model of Consulting is Dead
Driver #
4
DIFFERENT
CUSTOMER
BEHAVIOR
generation	
  y	
  
The Business Model of Consulting is Dead
The Business Model of Consulting is Dead
Driver #
5
THE ONLINE
REVOLUTION
The Business Model of Consulting is Dead
The Business Model of Consulting is Dead
Driver #
6
TECHNOLOGY
The Business Model of Consulting is Dead
The Business Model of Consulting is Dead
SO WHY IS THE
BUSINESS MODEL OF
CONSULTING DEAD?
I WILL SHOW YOU…
FREE ACCESS TO
INFORMATION 24
HOURS A DAY
Wikipedia is an amazing source…
Stanford University offers free online
courses
Linkedin inspires you with articles
and leaders to follow…
And we decided to give away the
business model canvas for free.
DO IT YOURSELF
MENTALITY BY
CLIENTS
The Business Model of Consulting is Dead
ENORMOUS SPEED
OF THE MARKET
The speed of developments has
increased…
resulting in shorter shelf lives of
companies…
TRANSPARENCY
ALSO
IN PRICING
THE WORLD
IS YOUR
COMPETITION
Hire online through guru.com!
Proposals are shared through
emails easily…!
AND THE WORST OF
ALL
HOURLY RATES ARE
IN CONFLICT WITH
SOLUTIONS
SO...
DE WORLD HAS
REALLY CHANGED.
BUT DO YOU SEE
THIS ALSO?
The Business Model of Consulting is Dead
NEW PROBLEMS…
REQUIRE NEW TOOLS
REQUIRE NEW
SKILLS
SO WHAT ARE NEW
TOOLS?
WHAT IS A
BUSINESS MODEL?
The Business Model of Consulting is Dead
DESIGNING BETTER BUSINESSES
WHAT ARE
BUSINESS MODELS?
The Business Model of Consulting is Dead
DESIGNING BETTER BUSINESSES
IMAGINE
(BOARDROOM)
CONVERSATIONS…
The Business Model of Consulting is Dead
The Business Model of Consulting is Dead
The Business Model of Consulting is Dead
The Business Model of Consulting is Dead
The Business Model of Consulting is Dead
WE NEED NEW
TOOLS TO
UNDERSTAND AND
CRAFT NEW
BUSINESS MODELS
WE NEED NEW
TOOLS TO
UNDERSTAND AND
CRAFT NEW
BUSINESS MODELS
A business model describes
the rationale of how an
organization creates, delivers
and captures value
Definition_Business Model
BUSINESS MODEL
CANVAS
THE
Building
Blocks9
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!
customer
segments!
key
partners!
cost
structure!
revenue
streams!distribution
channels!
customer
relationships!
key
activities!
key
resources!
value
proposition!
images by JAM!
Let us look at the business model
of Nespresso
The Business Model of Consulting is Dead
The Business Model of Consulting is Dead
Partners! Proposition! Relation! Customers!
Channels!
Activities!
Resources!
Costs! Revenues!
OFFER
DISTRIBUTION
CHANNELS
CUSTOMER
RELATIONSHIPS
CUSTOMER
SEGMENTS
REVENUE STREAMSCOST STRUCTURE
KEY
ACTIVITIES
PARTNER
NETWORK
KEY
RESOURCES
The Business Model of Nespresso
Households
Retail
Mail
Order
Nespresso
Club
Production
B2C
Distribution Marketing
B2C
Distribution
Production Marketing
Machine
Manufacturer
1 x Machine
Sales
Repetitive
Pad Sales
Business
Call
Center
Nespresso
Stores
Nespresso
.com
Nespresso
Machines
Nespresso
Pads
Patents Brand
Coffee
Production
Facilities
Distribution
Channels
The Business Model of Consulting is Dead
The Business Model of Consulting is Dead
WHAT ABOUT YOUR
BUSINESS MODEL?
“What does your current
business model look like?”
Spend 10 minutes with your neighbor
defining your current business model
OFFER
DISTRIBUTION
CHANNELS
CUSTOMER
RELATIONSHIPS
CUSTOMER
SEGMENTS
REVENUE STREAMSCOST STRUCTURE
KEY
ACTIVITIES
PARTNER
NETWORK
KEY
RESOURCES
The Business Model of Consulting
Any client
Hours High rates
Blah
Blah
Blah
Blah
Blah
Reports
VALUE
PROPOSITION
	
  
	
  
What	
  customer	
  needs	
  
do	
  we	
  satisfy?	
  
What	
  problem	
  do	
  we	
  
help	
  our	
  customers	
  
solve?	
  
	
  
What	
  advantages	
  do	
  
our	
  products	
  and	
  
services	
  provide	
  our	
  
customers	
  with?	
  
	
  
What	
  products	
  and	
  
services	
  do	
  we	
  deliver	
  
to	
  our	
  customers?	
  
CHANNELS
	
  
Through	
  what	
  
channels	
  do	
  we	
  deliver	
  
our	
  products	
  and	
  
services?	
  
CUSTOMER
RELATIONSHIPS
	
  
What	
  kind	
  of	
  
relationship	
  do	
  we	
  
maintain	
  with	
  our	
  
customers?	
  
Personal	
  contact?	
  
Automatic?	
  Self-­‐
service?	
  	
  
CUSTOMER
SEGMENTS
	
  
Who	
  is	
  our	
  
customer?	
  
For	
  whom	
  do	
  we	
  
create	
  value?	
  
	
  
Can	
  we	
  distinguish	
  
different	
  customer	
  
segments?	
  
REVENUE STREAMS
	
  
What	
  revenue	
  streams	
  do	
  we	
  generate?	
  
	
  
What	
  is	
  the	
  size	
  of	
  each	
  revenue	
  stream?	
  	
  
	
  
COST STRUCTURE
	
  
What	
  are	
  the	
  inherent	
  costs	
  in	
  our	
  current	
  business	
  model?	
  
	
  
What	
  is	
  the	
  size	
  of	
  each	
  cost?	
  
KEY
ACTIVITIES
	
  
What	
  type	
  of	
  key	
  
activities	
  do	
  we	
  
perform?	
  
	
  
KEY
PARTNERS
	
  
	
  
Who	
  are	
  our	
  key	
  
partners?	
  
	
  
What	
  is	
  our	
  
motivation	
  to	
  work	
  
with	
  partners?	
  
	
  
What	
  key	
  resources	
  
do	
  we	
  acquire	
  
through	
  partners?	
  
	
  
What	
  key	
  activities	
  do	
  
our	
  partners	
  perform?	
  
KEY
RESOURCES
	
  
What	
  key	
  resources	
  
does	
  our	
  proposition	
  
require?	
  	
  
	
  
Physical?	
  Intellectual?	
  
Human?	
  Financial?	
  
CURRENT BUSINESS MODEL	
  
SO WHAT DID YOU
LEARN?
WE NEED NEW
SKILLS…
WE NEED TO THINK
AND ACT LIKE
DESIGNERS
OBSERVE
1
DESIGNING BETTER BUSINESSES India mobile
study
Clayton Christensen
DESIGNING BETTER BUSINESSES
What is the
Job you get
done?
DESIGNING BETTER BUSINESSES
THINK
VISUALLY
2
DRAWING IS THE
NEW WRITING
what tools do we use to describe
and reflect on business models?
DESIGNING BETTER BUSINESSES
DESIGNING BETTER BUSINESSES
“The Wall is the New Desk”
Dave Gray CEO XPLANE
1!
… but that is not enough
The Business Model of Consulting is Dead
IDEATE
3
YOU NEED TO BE
ABLE TO JUGGLE
WITH BUSINESS
MODELS
DESIGNING BETTER BUSINESSES
We will work on that
today ;-)
PROTOTYPE
4
DESIGNING BETTER BUSINESSES
the past was about
choosing solutions
the future is about
generating options
prototyping let’s you fail
early to succeed sooner
ideo.com
“
”
Frank Gehry
The Business Model of Consulting is Dead
The Business Model of Consulting is Dead
The Business Model of Consulting is Dead
MAKERS
MIND
5
The Business Model of Consulting is Dead
Chris Anderson
FORESEE
FUTURE
6
The Business Model of Consulting is Dead
SO LET’S INNOVATE
YOUR BUSINESS
MODEL…
WHAT IF…
WHAT IF:
YOU CHARGE 10
TIMES MORE?
WHAT IF:
YOU CHARGE FIXED
PRICES?
WHAT IF:
YOU SELL A
SUBSCRIPTION?
WHAT IF:
YOUR CLIENT HAS
ALL INFORMATION?
“What does your future
business model look like?”
Spend 10 minutes with your neighbor
defining your current business model
DON’T WORRY…
CLIENTS ARE STILL
WILLING TO PAY FOR
CONSULTANTS
SHORTAGE
OF STAFF
1
EXTERNAL
FORCE AS
POLITICAL
POWER
2
BEST
PRACTICES
3
DEEP OR NICHE
EXPERTISE
4
TRAINING
5
FRESH
PERSPECTIVE
6
BUT WITH A CLEAR
AND FAIR PRICE
THIS IS HOW I DO IT.
Method for Business Model Innovation
WITH FIXED PRICES
AND MY RULES OF
THE GAME
The Business Model of Consulting is Dead
VISUALIZATION
ONLY
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…
The Business Model of Consulting is Dead
AND A NEW
BUSINESS MODEL
FOR CONSULTING
DESIGNING BETTER BUSINESSES
Last thing.
I am Patrick.
I want to challenge the
status quo.
Challenge the way we
design business.
To think different.
Because if YOU love
what you do…
You are more creative &
productive.
Let us design better
business.
DESIGNING BETTER BUSINESSES

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