This presentation was shared during 2nd i3 project (http://www.i3project.eu/) workshop & masterclass. Dr. Aneesh Zutshi is working as an Invited Assistant Professor at Universidade Nova de Lisboa. He is the Project Manager of a Startup Europe EU project, DIGISTART where he has closely worked with Students and Startups helping them develop Business Model and helping them align their ideas and goals. He is also the founder of passionise.com where his focus has been on helping startups and organizations bringing passion, motivation and empathy in their work culture towards greater flow and strategic alignment within the organization.

1. Business Model
and Value Proposition
A self reflective approach
ANEESH ZUTSHI

2. Dr. Aneesh Zutshi
Invited Assistant Professoraneesh@fct.unl.pt
Project Manager Founder
www.passionise.com

3. Key References

4. Selecting a Business
(Matt Kuppers, Startup Manufactory)

5. Business Model Canvas

16. Lean Canvas

17. Lean Startups
(Eric Reis, Lean Startups)

18. Functional Mockups

19. What is the most vital element for success?
The Customer

20. Who is the customer?
The Customer Tiago
From Statistics to Individuals

21. Value Proposition Canvas

22. Value Proposition Canvas

23. The world post 1989

24. The world post 1989
Tim Berners-Lee

25. Technological revolution accompanies Human
Revolution
Social Connections bringing the world closer.

26. Technological revolution accompanies Human
Revolution
A generation of Startups and Entrepreneurs based on passion and
confidence to bring about global transformation.

27. Technological revolution accompanies Human
Revolution
A world conscious about Environment and Health.

28. Technological revolution accompanies Human
Revolution
Exponential Organizations based on
Openness, Flat Hierarchy, Trust,
Transparency, and commitment to
well being of Clients and Employees.
Supportive Work Culture, Motivating
Environment, Core Values are
indispensable for today’s
organizations.

29. Ted Talk
Angela Ahrendts
Ex-CEO Burberry
Senior vice-president of retail, Apple Inc.
https://www.youtube.com/watch?v=mZNlN31hS78&t=7s

30. Self Reflection
Internal Skillsets

31. Self Reflection
Intrapersonal
•Self Awareness
•Intuition
•Motivation
Interpersonal
•Empathy
•Social Skills
Ref: Google Search Inside Yourself

32. Self Awareness
Ref: Theory U, Otto Scharmer, MIT
Theory U
Presencing
A process of creating towards an emerging reality.
Absensing
A process of repeating from the past leading to
destruction.

33. Self Awareness
The Emotional Scale
Fear
Guilt
Unworthiness
Jealousy
Anger Hatred Blame
Greed Impatience
Pessimism
CompetitionArrogance
Love
Compassion
Passion
Excitement
InspirationSelf-Confidence
Feel Good Factor
Positive
Transformative
Factor
Low
Low
High
High
Lower Emotions Group
Higher Emotions Group
Trust
Forgiveness Courage
Appreciation UnderstandingPeace
Transformation Group

34. The Emotional Sine Wave

35. Mindfulness
A mental state achieved by focusing one's awareness on the
present moment, while calmly acknowledging and accepting
one's feelings, thoughts, and bodily sensations.
- Oxford Dictionary

36. Introspection Exercise
1. Identify 5 personal characteristics
that are your strongest personal
strengths? Try to see if you can connect
them to examples in your life.

37. Introspection Exercise
2. Identify 5 characteristics that are your personal
weakness that you would like to overcome?

38. Intuition
Conscious thinking process is slow
and inefficient
Subconscious processes are fast and
use much larger sources of data for
providing the ideal solution.

39. Intuition
Connecting to our Deeper Sources of Knowing

40. How Intuition Works
1. Connecting to higher emotional states
2. Deep Sensing
3. Trusting the gut feeling

41. Motivation
Alignment

42. Motivators in Life
Creating Value for Others
◦ Clients
◦ Internal Stakeholders
Realising internal strengths
Sense of Ownership
Sufficient Abundance in Life

43. Motivation
Pleasure Passion Purpose

44. Motivation
Think of a productive activity that you simply love to do,
that is most exciting for you?
Cooking
Conversing
Teaching
Managing
Drawing
Coding
Playing Chess
Travelling
Contemplating
Designing
Analysing Creating Art Social Work

45. What are your underlying skillsets?
Communicator Creative Implementor Educator
Innovator Troubleshooter Motivator Leader

46. Introspection Exercise
3. To what degree is your current initiative aligned with your
Passion?
- If partially aligned, then list out which aspects?
- Which aspects are out of alignment with your passion?

47. Introspection Exercise
4. What is the larger purpose towards which you are
working , with respect to your current initiative?
If you don’t find a purpose, then think of a purpose that you
would like to work towards?

48. The Flow

49. Empathy
 Recognising the purity in all
others.
 Suspending Judgement
 Seeing from other’s point of
view
 Becoming aware of others’
thoughts, feelings and
emotions.

50. Empathy
Compassion
Listening with an Open Heart
 I feel for you – Affective component
 I understand you – Cognitive Component
 I want to help you – Motivational Component

51. Organizational benefits of Compassion
Provides for high-quality service and brand
loyalty
 Heightens employee engagement and
commitment
Helps recruit talented people
Fuels learning and innovation
Fosters adaptability and change
http://www.huffingtonpost.com/great-work-cultures/5-
surprising-reasons-comp_b_9458888.html

52. Empathy
(U. Lab, MIT)

53. Social Skills
Ego Centric to Eco Centric

54. Social Skills
(U. Lab, MIT)

55. Social Skills
5 Dysfunctions of a Team
(Lencioni 2002)

56. Good to Great: Why Some Companies Make
the Leap...And Others Don't

57. Influencing Change
Act with courage
towards the
highest potential
Visualise the
highest potential
for the situation
and for others
that you deal
with.
Connect to
others with the
power of
Empathy ,
Compassion and
Humility
Develop self
confidence and
trust in yourself
Love yourself and
recognize your
inner strengths
and passion
Create conditions
for inner
stillness, peace
and balance
Self
Awareness
Self
Reflection
Self
Confidence
Empathy Evolution Action

58. Introspective Exercise
5. In terms of your professional mission, what is the
highest potential that is waiting to be born (in say 5
years)?

59. Introspective Exercise
6. What are the challenges that you are facing
towards the realisation of that potential?

60. Introspective Exercise
7. What are the beliefs, feelings and thoughts that
you hold on to that are limiting your ability to
become your highest potential?

61. Mindfulness Exercise
10 Minutes Guided Mindfulness to relax the mind,
develop deeper heart connections with the group and
open up to emerging possibilities.

63. Social Skills Activity
• Groups of 4
• Create a friendly, supportive,
compassionate space
• Deep Listening
• Deep Conversation
• Developing Insights

64. Social Skills Activity
Speaker
 Speaks for around 5 minutes
 Opens up to inner thoughts and reflections
 Following points are a guide
o What is the highest potential that I am seeking?
o Challenges
o Inner Strengths
o Inner Weaknesses
 Open up to vulnerabilities, because in the openness emerges transformation

65. Social Skills Activity
Coaches (3)
 Deep Listening
o Attentive, compassionate
o I feel you, I understand you, I want to help you
o Be encouraging, supportive
o Remove judgement
o Observe the emerging sensations, thoughts while listening and note
down
 Clarifications
o Ask further questions on any topic you would like to elaborate
 Provide feedback
o Insights that emerged
o Suggestions

66. Social Skills Activity
Time Keeper (15 Minute per person)
 Speaking / Deep Listening - 5 Minutes
 Clarifications – 5 Minutes
 Feedback – 5 Minutes
o Be flexible, and try to avoid interruption if critical issues are emerging
o Adapt timings with the flow in the group
o Better to have a strong level 4 conversation rather than strict adherence to
time limits even if not all members get a chance to speak.