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LEVERS
HOWTO SUCCEED AT
DISRUPTINGYOUR BUSINESS MODEL
Gabriela Lemoine
Friday, May 13, 2016 10:30am
@gablemoine #alc16buzz
Strategyzer: http://www.businessmodelgeneration.com
@gablemoine #alc16buzz
Strategyzer: http://www.businessmodelgeneration.com
@gablemoine #alc16buzz
TheValue Proposition Canvas
Strategyzer: http://www.businessmodelgeneration.com
@gablemoine #alc16buzz
@gablemoine #alc16buzz
@gablemoine #alc16buzz
@gablemoine #alc16buzz
http://www.lanacion.com.ar/1485894-cerro-la-empresa-de-aceitunas-nucete
@gablemoine #alc16buzz
http://www.lanacion.com.ar/1856514-por-que-cresta-roja-quebro
@gablemoine #alc16buzz
http://www.eltribuno.info/en-crisis-cresta-roja-dejo-morir-millones-pollos-n639025
@gablemoine #alc16buzz
http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
TODAY TOMORROW
@gablemoine #alc16buzz
@gablemoine #alc16buzz
–Johnny Appleseed
“Type a quote here.”
@gablemoine #alc16buzz
http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
• What is the deepest re...
@gablemoine #alc16buzz
http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
• If we exist as a compa...
@gablemoine #alc16buzz
http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
@gablemoine #alc16buzz
http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
@gablemoine #alc16buzz
http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
• What unique skills do ...
@gablemoine #alc16buzz
http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
• What processes create ...
@gablemoine #alc16buzz
http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
@gablemoine #alc16buzz
http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
@gablemoine #alc16buzz
http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
• What specific industry ...
@gablemoine #alc16buzz
http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
@gablemoine #alc16buzz
http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
• Who (that we can’t hir...
@gablemoine #alc16buzz
http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
@gablemoine #alc16buzz
http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
• Listen to your clients...
@gablemoine #alc16buzz
http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
• What is our original f...
@gablemoine #alc16buzz
http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
@gablemoine #alc16buzz
http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
• Who are our sales peop...
@gablemoine #alc16buzz
http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
@gablemoine #alc16buzz
http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
• How do we deliver our ...
@gablemoine #alc16buzz
http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
@gablemoine #alc16buzz
http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
@gablemoine #alc16buzz
http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
• What are we doing to i...
@gablemoine #alc16buzz
http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
Vincent
@gablemoine #alc16buzz
http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
• How (do you think) you...
@gablemoine #alc16buzz
Profitability = (results/revenue) x (revenue/assets)
Profitability = margin x turnover
12% = 4 x 3
12...
@gablemoine #alc16buzz
One minute I held the key
Next the walls were closed on me
And I discovered that my castles stand
U...
@gablemoine #alc16buzz
http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
• Do we actively think a...
@gablemoine #alc16buzz
http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
• What COMBINATION of my...
@gablemoine #alc16buzz
–Johnny Appleseed
“Type a quote here.”
@gablemoine #alc16buzz
http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
• What COMBINATION of le...
@gablemoine #alc16buzz
Knowledgeable, qualified staff (People) + Know-how
building machines (Process) + Cutting tools (Asse...
@gablemoine #alc16buzz
#RememberTheChicks
@gablemoine #HLAtranscreation
https://ar.linkedin.com/in/gablemoine
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Levers, or how to succeed at disrupting your business model

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Knowing your business levers will help you devote your energy to only those new business units that have the most chances to succeed based on your own strengths. This model will help you find them. Based on the work of Manuel Sbdar.

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Levers, or how to succeed at disrupting your business model

  1. 1. LEVERS HOWTO SUCCEED AT DISRUPTINGYOUR BUSINESS MODEL Gabriela Lemoine Friday, May 13, 2016 10:30am
  2. 2. @gablemoine #alc16buzz Strategyzer: http://www.businessmodelgeneration.com
  3. 3. @gablemoine #alc16buzz Strategyzer: http://www.businessmodelgeneration.com
  4. 4. @gablemoine #alc16buzz TheValue Proposition Canvas Strategyzer: http://www.businessmodelgeneration.com
  5. 5. @gablemoine #alc16buzz
  6. 6. @gablemoine #alc16buzz
  7. 7. @gablemoine #alc16buzz
  8. 8. @gablemoine #alc16buzz http://www.lanacion.com.ar/1485894-cerro-la-empresa-de-aceitunas-nucete
  9. 9. @gablemoine #alc16buzz http://www.lanacion.com.ar/1856514-por-que-cresta-roja-quebro
  10. 10. @gablemoine #alc16buzz http://www.eltribuno.info/en-crisis-cresta-roja-dejo-morir-millones-pollos-n639025
  11. 11. @gablemoine #alc16buzz http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/ TODAY TOMORROW
  12. 12. @gablemoine #alc16buzz
  13. 13. @gablemoine #alc16buzz –Johnny Appleseed “Type a quote here.”
  14. 14. @gablemoine #alc16buzz http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/ • What is the deepest reason why we do what we do? • Why do we have this company, and not another one? • Why languages? • Did we choose? • If not, who chose for us? • Why did we choose this? MOTIVATION
  15. 15. @gablemoine #alc16buzz http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/ • If we exist as a company, there must be something we do differently. • It may not be much, and it may not last long. • To find it, think of nouns, not adjectives, UNLESS you clearly justify it. “We are faster because we always reply within the hour”:. Be specific. DIFFERENTIATION in the OFFER
  16. 16. @gablemoine #alc16buzz http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
  17. 17. @gablemoine #alc16buzz http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
  18. 18. @gablemoine #alc16buzz http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/ • What unique skills do our people have as compared to competitors? Where in our organization are they? • What can we do that others can’t? Know-how • How do we retain and develop these differentiators in people? • How do we recruit and retain talents with these skills? PEOPLE
  19. 19. @gablemoine #alc16buzz http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/ • What processes create more value for our clients and are competitively unique? • Are we continually improving our processes? • How far are my competitors from implementing these processes? • What am I doing now to be ready when this process is no longer a differentiator? PROCESSES
  20. 20. @gablemoine #alc16buzz http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
  21. 21. @gablemoine #alc16buzz http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
  22. 22. @gablemoine #alc16buzz http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/ • What specific industry knowledge does our company have? • What formulas for products, design, image or technology are unique to us? • Do we have a reputation? • What equipment, facility, building or location makes us different from our competitors? ASSETS
  23. 23. @gablemoine #alc16buzz http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
  24. 24. @gablemoine #alc16buzz http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/ • Who (that we can’t hire) can help us build a different offer? • Who could be potential strategic partners for? • Which areas in our BM could be boosted with a strategic partner? • What do we give, and what do we get (in that order)? • What else can we give? To whom (else)? PARTNERS
  25. 25. @gablemoine #alc16buzz http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
  26. 26. @gablemoine #alc16buzz http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/ • Listen to your clients to find your differentiators. • Find out everything you can about potential clients: where they go for vacation, what music they like, everything. • Don’t fall in love with your differentiators: analyze them critically. DIFFERENTIATION in the DEMAND
  27. 27. @gablemoine #alc16buzz http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/ • What is our original formula to catch the attention of our potential clients? • What is that unique message? • What channels do we use that others haven’t explored (yet)? ATTRACTION
  28. 28. @gablemoine #alc16buzz http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
  29. 29. @gablemoine #alc16buzz http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/ • Who are our sales people? • What’s their profile, skills, knowledge, different background? • When do we sell? • When do we meet only potential clients? • How do we sell? • Do we have different discourses, actions? SALES
  30. 30. @gablemoine #alc16buzz http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
  31. 31. @gablemoine #alc16buzz http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/ • How do we deliver our product/service? • When do we deliver? • Who delivers? DISTRIBUTION
  32. 32. @gablemoine #alc16buzz http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
  33. 33. @gablemoine #alc16buzz http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
  34. 34. @gablemoine #alc16buzz http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/ • What are we doing to integrate our clients? • Are we using all the chances we have to get to know more about their needs and wants? • Do we learn everything we can from our clients? • How do we use our knowledge about our clients in order to serve them better? INTEGRATION
  35. 35. @gablemoine #alc16buzz http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/ Vincent
  36. 36. @gablemoine #alc16buzz http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/ • How (do you think) your business is doing vs. How it’s really doing = RATIOS (ROE, ROI, ROA) • How much of our results are extraordinary? • What is the margin of each product/service? • What’s the proportion between fixed and variable costs? • What’s the market trend in pricing? • How sustainable are sales in this period? • What’s the effect of taxes? ECONOMIC/FINANCIAL SITUATION
  37. 37. @gablemoine #alc16buzz Profitability = (results/revenue) x (revenue/assets) Profitability = margin x turnover 12% = 4 x 3 12% = 6 x 2
  38. 38. @gablemoine #alc16buzz One minute I held the key Next the walls were closed on me And I discovered that my castles stand Upon pillars of salt and pillars of sand
  39. 39. @gablemoine #alc16buzz http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/ • Do we actively think about creating differentiators and levers? • What are we going to do when what we do now is no longer profitable? • Have we thought how we are going to do it? With whom? LEVERS
  40. 40. @gablemoine #alc16buzz http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/ • What COMBINATION of my differentiators will I use to create the next lever? NEW LEVERS?
  41. 41. @gablemoine #alc16buzz –Johnny Appleseed “Type a quote here.”
  42. 42. @gablemoine #alc16buzz http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/ • What COMBINATION of levers will I use to: • reach new clients with my current product? • create new products for my current clients? • create new products for new clients? NEW LEVERS? http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
  43. 43. @gablemoine #alc16buzz Knowledgeable, qualified staff (People) + Know-how building machines (Process) + Cutting tools (Asset) + Brand (Intangible asset) = Abreu for the food industry Team Olmo (People + Partner) + Brand positioning (Intangible asset) = Olmo Competition Branding knowledge of GM (People) + Branches (Asset) + Unique product (Asset) + History (Intangible asset) = Perramus for women and children http://materiabiz.com/palancas-modelo-de-creacion-de-empresas-perdurables/
  44. 44. @gablemoine #alc16buzz #RememberTheChicks
  45. 45. @gablemoine #HLAtranscreation https://ar.linkedin.com/in/gablemoine

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