Business Model Canvas mash-up with the 4Qs Framework. Mash-up by Allen Pattiselanno.

copyright © runfrictionless 2018
>BUSINESS
MASHUP WITH
THE 4Qs
DIGITAL TRANSFORMATION OCTOBER 2020
MASHUP BY ALLEN PATTISELANNO
MODEL CANVAS

>IN THE PAST
MAN HAS
BEEN FIRST;
IN THE FUTURE
THE SYSTEM
MUST BE FIRST

>
>1.0
2.0
3.0
4.0
FULL ARTICLE
PODCAST VIDEO
4Qs FRAMEWORK
4Qs BOOK

>
Allen is a digital business
consultant. He has been in the
industry since the early 1990's.
He has worked for
organizations ranging from
one-person teams to thousands
of employees, giving Allen a
unique perspective of how
businesses should operate.
LINKEDIN >

>
In his own words,“The 4Qs
allows me to test 🧐 and reﬁne
the assumptions made in the
Business Model Canvas.”
In late-2020, Allen Pattiselanno,
collaborated 👏 with
run_frictionless to design a
mashup of the Business
Model Canvas and the
4Qs frameworks.

>
The Business Model Canvas
provides the basis for what a
business looks like today. The
4Qs help to imagine what the
business could be tomorrow.
The two frameworks are ✌
complementary and allow for
simultaneous 👍 adoption.

>
Where they overlap, the two
frameworks reinforce each
other. Where the scope is
diﬀerent, the 4Qs drive ❤
shared beliefs.

>
SECOND
BMC
ALLEN’S RECIPE FOR DIGITAL TRANSFORMATION
* BUSINESS MODEL CANVAS
TRANSFORM
USING
McKINSEY 7s
DISTILL
FIRST
BMC*
SWOT
ANALYSIS
COMPANY
VISION
+
+
Allen uses the
7s framework to
slice-out a second
bmc

>
>
FRAMEWORK
A management model
developed by business
consultants Robert H.
Waterman, Jr. and Tom
Peters in the 1980s.
McKINSEY 7S

>
>
ANALYSIS
A strategic planning technique
used to help identify strengths,
weaknesses, opportunities, and
threats related to business
competition or project
planning.
SWOT
STRENGTHS WEAKNESSES
OPPORTUNITIES THREATS

>
SECOND
BMC
ALLEN’S NEW RECIPE FOR DIGITAL TRANSFORMATION
* BUSINESS MODEL CANVAS
TRANSFORM
USING 4QS
Q1 Q2
Q3 Q4
DISTILL REMOVE
FRICTION
FIRST
BMC*
SWOT
ANALYSIS
SHARED
BELIEFS
+
+
shared beliefs ❤
replace company
vision
Allen drops the
7s + adopts the
👏 4Qs for better
reduction of
friction

>
Q1 WHO WE SERVE Q2 WHAT WE SERVE
Q4 HOW WE SERVEQ3 WHO WE ARE
4Qs FRAMEWORK
🙌 🙌
🙌 🙌

>THE 4Qs
BMC WITH
MASHUP

>
FIRST BUSINESS MODEL CANVAS
VALUE
PROPOSITIONS
CUSTOMER
SEGMENTS
ACTIVITIES
RESOURCES
CUSTOMER
RELATIONSHIPS
CHANNELS
PARTNERS
COST STRUCTURE REVENUE STRUCTURE

>
FIRST BUSINESS MODEL CANVAS
VALUE
PROPOSITIONS
CUSTOMER
SEGMENTS
ACTIVITIES
RESOURCES
CUSTOMER
RELATIONSHIPS
CHANNELS
PARTNERS
HOW? WHO?WHAT
WHY?

>
SECOND BUSINESS MODEL CANVAS (MASHUP WITH THE 4Qs)
VALUE
PROPOSITIONS
CUSTOMER
SEGMENTS
ACTIVITIES
RESOURCES
CUSTOMER
RELATIONSHIPS
CHANNELS
PARTNERS
SHARED
BELIEFS
Allen added 👉
shared beliefs to
the bmc
red boxes indicate
which Quadrant of
the 4Qs is 💥
active

>
Cast SWOT and the 4Qs as a
lens 🧐 over the Business
Model Canvas.
Use these two lenses to test
and reﬁne assumptions made in
the Business Model Canvas, and
create a ✊ compelling second
Business Model Canvas.

>
McKinsey’s 7s is not a
user-friendly framework.
The 4Qs better complement ✌
the Business Model Canvas,
especially when running
workshops involving
project-owners.

>
Hack the ✂ Business Model
Canvas and add shared beliefs.
Without ❤ shared beliefs, all
the decisions made are voided
and digital transformation 👎
will fail.

>THE 4Qs
THE BMC USING
TO IMPROVE
4 WAYS

>
>01BEST PRACTICE
Without ❤ establishing shared
beliefs of the organization ﬁrst,
all the decisions made are
consequently void.

>
Q1Q1 Q2
Q3 Q4
The 4Qs has an entire Quadrant
dedicated to shared beliefs
called Who We Are. Test as 🔍
early as possible if that belief is
felt by the whole organization
or just one person.
Beliefs held by an individual
are not to be ✋ confused with
a shared belief.
Q3 Q4

>
>02BEST PRACTICE
How valuable is the 💰
transformation? If you don't
innovate and transform
signiﬁcantly, the project-owner
will 🤞 not be satisﬁed with the
outcome.

>
👉 customer segment
👉 value proposition
👉 how the value proposition
is produced
👉 revenue/cost
If you don't innovate and
transform signiﬁcantly, the
project-owner will not be
satisﬁed.
Here is a litmus test. If two
✌of the following four do not
change, innovation is unlikely.

>
Q1Q1 Q2
Q3 Q4
Use the 4Qs to transform
one or all four by striking a
Quadrant 🕹 1-2 fit. A Quadrant
1-2 fit establishes the customer
segment, the value proposition,
and how the value proposition
is produced.
Strike a Quadrant 1-2 fit and
revenue 🤑 is generated.
Q4
Q2

>
>03BEST PRACTICE
Adapt to the situation.
Project-owners can be 😖
overwhelmed by the
information presented
on a one-page Business
Model Canvas.

>
👉 shared values
👉 customer segment
👉 value proposition
To make the Business Model
Canvas accessible, get the
project-owner focused on these
three starting points:

>
Q1Q1 Q2
Q3 Q4
During 🙌 executive planning,
the 4Qs can become equally
unstructured. Address this by
using the 4Qs playbook. The
playbook goes behind the
scenes to help the project-
owner strike a Quadrant 1-2 and
a Quadrant 1-3 🕹 ﬁt.
Q4
Q2
Q3

>
>04BEST PRACTICE
Keep old versions of the 📚
Business Model Canvas. Start
a new canvas each time you
make a signiﬁcant change.

>
Check-in and remind yourself
🤔 why you made certain
decisions. Were they good
decisions?
Digital transformation is a ﬂuid
process. You are learning 🎓
and adapting as you move
through the project. Revisit old
versions.

>
The 4Qs playbook provides a
useful repository of design
thinking 🍿 and prototyping.
Observe over time how each
Quadrant evolves and where
👍 friction has been reduced.

>LET’S PUT
THE 4QS
TO WORK
IN YOUR
BUSINESS

>
>RUN FRICTIONLESS
NOW FOR ONLY US$995
Catch award-winning
podcaster, Ethan Beaute,
delivering his introduction
to the 4Qs.
listen

>
>Create a snapshot of your 4Qs.
Fit 🕹 one quadrant with
another.
DOWNLOAD THE
TUNE-UP PLAYBOOK
POINT YOUR CAMERA
PHONE HERE
download me

>
>RUN FRICTIONLESS
NOW FOR ONLY US$995
Lots of examples to help you
become a 4Qs expert.
buy the book

>
Anthony Coundouris has a
decade of experience
consulting with tech and SaaS
startups. Brands include
salesforce.com, Google, SAP,
and IBM. He specializes in
designing sales systems. He has
consulted with ﬁrms in the UK,
Korea, Singapore, the
Philippines, and Australia.
LINKEDIN >

>
>
ABOUT US
run frictionless oﬀers services
to help founders and business
people overcome friction and
reach predictable sales.
Now the act of making a sale
does not depend on one or two
people, but is a liberalized
system supported by many
employees.
FIND OUT MORE >

>SOON
SEE YOU
LISTENING +
THANKS FOR

>
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Business Model Canvas mash-up with the 4Qs Framework. Mash-up by Allen Pattiselanno.

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