9 QUESTIONS FOR YOUR BUSINESS MODEL
PARTNER KEY VALUE RELATIONSHIP CLIENT
NETWORK ACTIVITIES PROPOSITION MANAGEMENT SEGMENTS
What are your key activities What type of relationship
and how difﬁcult are they to does your client expect you to
perform (by others)? establish and maintain with him?
What can partners do better Which one of your client’s
than you or at a lower cost problems are you solving and What are your client’s needs,
(and thus leverage your why will he work with you desires and ambitions?
business model)? KEY rather than with a competitor? DISTRIBUTION &
RESOURCES ACQUISITION CHANNELS
What are your key resources Through which means does
and how difﬁcult are they to your client want to be reached
copy (by others)? and addressed by you?
COST STRUCTURE REVENUE STREAMS / PRICING
What is the cost structure of your What value are your clients
business model and is it in harmony with really willing to pay for and
the core idea of your business model? how will they pay for it?
Alexander Osterwalder, Ph.D.
simple client profiler
what’s on his
what he thinks
what does he
what does he see?
what his boss says his environment
what his friends say his friends
what his wife says what the market offers him/her
what does he say?
how he appears in public
what he tells others