This document provides an overview of business idea generation methods for management consultants and managers. It discusses improving existing products or businesses, solving existing problems, carving out parts of existing businesses, cloning successful concepts, and using blue ocean strategies to target non-users. Specific examples are given for each method, such as creating a consulting business from a former employer, solving one's own problems like Airbnb did, or cloning the low-cost airline model like Ryanair did. The document aims to teach practical strategies for coming up with new business ideas.
Purchasing & Procurement Analyses for Management ConsultantsAsen Gyczew
During Consulting Projects a lot of attention will be devoted to Purchasing & Procurement. Usually, this area generates big cost reductions and helps improve liquidity. Finding potential savings is not always easy and requires well-organized approach to companies purchases. Luckily, there are a lot of techniques and frameworks that will help you in a structured way to look for savings and potential improvements of liquidity. In this course, I will teach you how to perform fast and efficiently different types of analyses in Purchasing & Procurement.
In the course you will learn the following things:
1. General information about Purchasing & Procurement.
2. Useful frameworks for analyzing Purchasing & Procurement.
3. How to find ways to cut costs in Purchasing & Procurement.
4. How to identify potential ways to improve your liquidity, especially quick wins.
5. How to estimate in Excel potential impact of proposed changes.
For more check the following course:
https://bit.ly/PurchasingConsulting
Sales Forecasting for Management Consultants & Business AnalystsAsen Gyczew
During many consulting projects, you may be asked to forecast the sales of the firm or check sales forecast models done by the customer. Sales forecasting requires a specific approach to data and also a lot of creative, out of box thinking, to address the issue of insufficient data and changing environment. In this presentation, I will teach you how to do fast and efficiently basic sales forecast models in Excel. We will create a relatively simple sales forecast. Nevertheless, they will significantly help your customer define strategy and decide whether he should open a new factory, enter a new field, buy a business. We will NOT get into complicated models, forecasts as in most case you will not have neither time nor data to do them. It would also require a wider knowledge of mathematics, statistics, econometrics and a usage of more advanced tools than Excel. The things you will learn in this presentation will be sufficient in 70% of the cases and can be done with the knowledge of basic Math. Such basic sales forecasts are especially important during Strategy projects, M&A projects and business development projects. In such projects, you want to get fast rough sales forecasts using simple methods. A similar approach as we will show in this presentation can be used as the starting point for budgeting models.
In the presentation you will learn the following things:
1. The essential concepts in sales forecasting and the main tools that you may need.
2. How to forecast sales in Excel using simple methods fast and efficiently
3. What drivers of sales you should take into account for selected industries. We will look at different cases studies to see how you can move from drivers to a working model in Excel
For more check my online course: http://bit.ly/SalesForecastConsulting
Strategy for Management Consultants & Business AnalystsAsen Gyczew
Strategy is one of the most dreaded subject in any businesses. There are so many conflicting frameworks that is difficult to decide what to choose. In this course you will learn a framework that will help you formulate and execute the strategy for your businesses on the level of top consulting firms i.e. McKinsey, BCG, Bain, PwC, EY. You will also see how others are implementing their strategic choices. What you will see here is a part of my online course: http://bit.ly/StrategySlideshare
This course will help you drastically improve your knowledge and skills in creating as well as executing a strategy for your business (or your customers’ businesses). It is designed for people who want to become management consultants, business analysts or work on creating and implementing the strategy inside the business. In the course you will learn 3 main things:
1. What strategic choices do you have and how to choose the optimal one?
2. How to calculate the impact of chosen strategy or tactic?
3. How to implement the strategy and how others are doing it?
MVP – how to test your business idea without building the productAsen Gyczew
It is not that difficult to have a business idea even one that seems like a breakthrough and instant success. The reality bites and 90% of startups fail fast and at the same time cost their founders a small fortune. That’s why the recent development of so called lean startups revolves around learning fast and at small cost to build a product customer need and are willing to pay. Crucial part of this path is a creating a prototype of your product that enables you to test the reaction of your potential customer. This is the MVP – Minimum Viable Product.
MVP has to be Viable which means that it delivers some noticeable value to the customer, solves his pain. Minimum means that it cannot be overcomplicated, it has to have the minimal amount of features for you to be able to draw the right conclusion on what works and what does not work.
In most cases the choie of MVP stops at the landing page as the Holy Grail of lean startup and testing, the ultimate MVP, but the life is much more complicated and landing page in many cases simply is not enough? How do you test community and whether people will share and comment? How do you want to test physical products that have to be tasted and smelled?
On top of that not all MVPs are born equal. Some test one part of your business model whereas others are perfect for testing different question marks that pop-up constantly in your mind.
In this presentation we will show you through examples what should be the MVP for your business model, how to pick the right one for your needs and what are the added benefits of MVP. We will also give estimation of the costs and time needed for creation of MVP.
Examples of business analyses in Excel - from consulting projectsAsen Gyczew
This presentation will help you drastically improve your knowledge and skills in improving analyzing business issues, especially during consulting projects. It is designed for people who want to become management consultants, business analysts or have to run and optimize sales and marketing, operations on daily bases. In this presentation you will learn 3 things
1. How to understand main challenges in business analyses in Excel
2. How to use Excel, to find improvements in sales, operations and the business model.
3. Where to look for savings and improvements, how to calculate potential savings in Excel and implement them
The presentation is based on my 14 years of experience as a consultant in top consulting companies and as a Board Member responsible for strategy, improvement and turn-arounds in biggest companies from Retail, FMCG, SMG, B2B and services sector that I worked for.
This is part of my online course on Supply Chain for Management Consultants. Check the link to get a discount: http://bit.ly/SalesAnalysisManagementConsulting
Production Planning for Management Consultants & Business AnalystsAsen Gyczew
A practical guide on how to do analyses during consulting projects
What is the aim of this presentation?
Consulting firms are hired very often to help with Supply Chain and Production. During such projects, you will quite often have to look at the production planning and optimize it. Optimizing production planning will require a good understanding of what drives production capacity, as well as how production can impact the costs in the whole supply chain. In this presentation, I will teach how to perform fast and efficiently different types of analyses related to production planning.
In the presentation you will learn the following things:
1. What the production capacity depends on and how to estimate it
2. How to find optimal production batches for different products in Excel that will minimize costs in the whole supply chain
3. How to plan production capacity for the future
4. How and when to use different methods for production planning
This presentation is based on my 15 years of experience as a consultant in top consulting firms and as a Board Member responsible for strategy, performance improvement, and turn-arounds in the biggest firms from Retail, FMCG, SMG, B2B, and services sectors that I worked for. I have carried or supervised over 90 different performance improvement projects in different industries that generated in total 2 billion of additional EBITDA.
For more check the following course: https://bit.ly/ProductionPlanningAsen
Financial Analysis for Management Consultants & AnalystsAsen Gyczew
During many consulting projects, you will have to do a lot of financial analysis and draw conclusions about specific companies or industries. This is especially true during due diligence projects, strategic projects and turn-arounds. Financial analyses will help you decide which option is better, what investments you should take, estimate potential improvements or estimate the impact on the profit and the balance sheet. On top of that, during consulting projects, you have to do everything 3x faster and with little data. Therefore, I will teach you in this course how to do fast and efficiently financial analyses and how to draw conclusions from them
In the course you will learn the following things:
1. How to do financial analyses in Excel fast and efficiently
2. How to draw conclusions from the analyses
3. How to analyze financial statements in Excel
4. How to use financial indicators
5. How to model a business in Excel
6. How to analyze business units of the firm
7. How to carry out analyses related to M&A
8. How to evaluate potential investment in Excel
9. How to estimate the value of the firm using simple methods
For more check the following course: http://bit.ly/FinancialAnalysisExcel
Overview of business models used in on-lineAsen Gyczew
We work with startups on daily basis within our accelerator StartupAkademia and we have noticed that despite tones of very good books on lean methods (i.e. Lean Analytics, Running Lean etc.) startups as well as small / medium businesses have problems with applying this knowledge in practice. We have noticed that, especially first time startups, do not really understand their business model (which is totally understandable). That's why, it is very difficult for them to know what they should concentrate on. Most entrepreneurs / startups have more or less clear business idea but quite often they do not know the business models they can chose and end up learning it the hard way, through their mistakes. Some of them have read the Lean analytics, Lean Starup or Running Lean but even then they do not know exactly how to translate it into coherent Excel model. A business model in the form of Excel is very important for evaluating your business, seeing how much cash you need and how your hypothesis and KPIs are translating into the business
Therefore we build a course on Udemy: https://www.udemy.com/on-line-business-models-in-excel-practical-guide/
The presentation you will find here is just a fraction of what you can find in the course
What will this course give you?
The course is a practical, step by step guide loaded with tones of tips and tools that will help you significantly speed up with your business, especially if you are a startup or a small / medium business. There is little theory – mainly examples, a lot of tips from our own experience as well as other notable examples worth mentioning. Our intention is that thanks to the course you will know:
- What your business model is about, what to concentrate on and what are the key KPIs for you?
- How you can translate it into Excel and evaluate your business?
- How to make conclusions on the basis of your business model presented in the form of Excel
Purchasing & Procurement Analyses for Management ConsultantsAsen Gyczew
During Consulting Projects a lot of attention will be devoted to Purchasing & Procurement. Usually, this area generates big cost reductions and helps improve liquidity. Finding potential savings is not always easy and requires well-organized approach to companies purchases. Luckily, there are a lot of techniques and frameworks that will help you in a structured way to look for savings and potential improvements of liquidity. In this course, I will teach you how to perform fast and efficiently different types of analyses in Purchasing & Procurement.
In the course you will learn the following things:
1. General information about Purchasing & Procurement.
2. Useful frameworks for analyzing Purchasing & Procurement.
3. How to find ways to cut costs in Purchasing & Procurement.
4. How to identify potential ways to improve your liquidity, especially quick wins.
5. How to estimate in Excel potential impact of proposed changes.
For more check the following course:
https://bit.ly/PurchasingConsulting
Sales Forecasting for Management Consultants & Business AnalystsAsen Gyczew
During many consulting projects, you may be asked to forecast the sales of the firm or check sales forecast models done by the customer. Sales forecasting requires a specific approach to data and also a lot of creative, out of box thinking, to address the issue of insufficient data and changing environment. In this presentation, I will teach you how to do fast and efficiently basic sales forecast models in Excel. We will create a relatively simple sales forecast. Nevertheless, they will significantly help your customer define strategy and decide whether he should open a new factory, enter a new field, buy a business. We will NOT get into complicated models, forecasts as in most case you will not have neither time nor data to do them. It would also require a wider knowledge of mathematics, statistics, econometrics and a usage of more advanced tools than Excel. The things you will learn in this presentation will be sufficient in 70% of the cases and can be done with the knowledge of basic Math. Such basic sales forecasts are especially important during Strategy projects, M&A projects and business development projects. In such projects, you want to get fast rough sales forecasts using simple methods. A similar approach as we will show in this presentation can be used as the starting point for budgeting models.
In the presentation you will learn the following things:
1. The essential concepts in sales forecasting and the main tools that you may need.
2. How to forecast sales in Excel using simple methods fast and efficiently
3. What drivers of sales you should take into account for selected industries. We will look at different cases studies to see how you can move from drivers to a working model in Excel
For more check my online course: http://bit.ly/SalesForecastConsulting
Strategy for Management Consultants & Business AnalystsAsen Gyczew
Strategy is one of the most dreaded subject in any businesses. There are so many conflicting frameworks that is difficult to decide what to choose. In this course you will learn a framework that will help you formulate and execute the strategy for your businesses on the level of top consulting firms i.e. McKinsey, BCG, Bain, PwC, EY. You will also see how others are implementing their strategic choices. What you will see here is a part of my online course: http://bit.ly/StrategySlideshare
This course will help you drastically improve your knowledge and skills in creating as well as executing a strategy for your business (or your customers’ businesses). It is designed for people who want to become management consultants, business analysts or work on creating and implementing the strategy inside the business. In the course you will learn 3 main things:
1. What strategic choices do you have and how to choose the optimal one?
2. How to calculate the impact of chosen strategy or tactic?
3. How to implement the strategy and how others are doing it?
MVP – how to test your business idea without building the productAsen Gyczew
It is not that difficult to have a business idea even one that seems like a breakthrough and instant success. The reality bites and 90% of startups fail fast and at the same time cost their founders a small fortune. That’s why the recent development of so called lean startups revolves around learning fast and at small cost to build a product customer need and are willing to pay. Crucial part of this path is a creating a prototype of your product that enables you to test the reaction of your potential customer. This is the MVP – Minimum Viable Product.
MVP has to be Viable which means that it delivers some noticeable value to the customer, solves his pain. Minimum means that it cannot be overcomplicated, it has to have the minimal amount of features for you to be able to draw the right conclusion on what works and what does not work.
In most cases the choie of MVP stops at the landing page as the Holy Grail of lean startup and testing, the ultimate MVP, but the life is much more complicated and landing page in many cases simply is not enough? How do you test community and whether people will share and comment? How do you want to test physical products that have to be tasted and smelled?
On top of that not all MVPs are born equal. Some test one part of your business model whereas others are perfect for testing different question marks that pop-up constantly in your mind.
In this presentation we will show you through examples what should be the MVP for your business model, how to pick the right one for your needs and what are the added benefits of MVP. We will also give estimation of the costs and time needed for creation of MVP.
Examples of business analyses in Excel - from consulting projectsAsen Gyczew
This presentation will help you drastically improve your knowledge and skills in improving analyzing business issues, especially during consulting projects. It is designed for people who want to become management consultants, business analysts or have to run and optimize sales and marketing, operations on daily bases. In this presentation you will learn 3 things
1. How to understand main challenges in business analyses in Excel
2. How to use Excel, to find improvements in sales, operations and the business model.
3. Where to look for savings and improvements, how to calculate potential savings in Excel and implement them
The presentation is based on my 14 years of experience as a consultant in top consulting companies and as a Board Member responsible for strategy, improvement and turn-arounds in biggest companies from Retail, FMCG, SMG, B2B and services sector that I worked for.
This is part of my online course on Supply Chain for Management Consultants. Check the link to get a discount: http://bit.ly/SalesAnalysisManagementConsulting
Production Planning for Management Consultants & Business AnalystsAsen Gyczew
A practical guide on how to do analyses during consulting projects
What is the aim of this presentation?
Consulting firms are hired very often to help with Supply Chain and Production. During such projects, you will quite often have to look at the production planning and optimize it. Optimizing production planning will require a good understanding of what drives production capacity, as well as how production can impact the costs in the whole supply chain. In this presentation, I will teach how to perform fast and efficiently different types of analyses related to production planning.
In the presentation you will learn the following things:
1. What the production capacity depends on and how to estimate it
2. How to find optimal production batches for different products in Excel that will minimize costs in the whole supply chain
3. How to plan production capacity for the future
4. How and when to use different methods for production planning
This presentation is based on my 15 years of experience as a consultant in top consulting firms and as a Board Member responsible for strategy, performance improvement, and turn-arounds in the biggest firms from Retail, FMCG, SMG, B2B, and services sectors that I worked for. I have carried or supervised over 90 different performance improvement projects in different industries that generated in total 2 billion of additional EBITDA.
For more check the following course: https://bit.ly/ProductionPlanningAsen
Financial Analysis for Management Consultants & AnalystsAsen Gyczew
During many consulting projects, you will have to do a lot of financial analysis and draw conclusions about specific companies or industries. This is especially true during due diligence projects, strategic projects and turn-arounds. Financial analyses will help you decide which option is better, what investments you should take, estimate potential improvements or estimate the impact on the profit and the balance sheet. On top of that, during consulting projects, you have to do everything 3x faster and with little data. Therefore, I will teach you in this course how to do fast and efficiently financial analyses and how to draw conclusions from them
In the course you will learn the following things:
1. How to do financial analyses in Excel fast and efficiently
2. How to draw conclusions from the analyses
3. How to analyze financial statements in Excel
4. How to use financial indicators
5. How to model a business in Excel
6. How to analyze business units of the firm
7. How to carry out analyses related to M&A
8. How to evaluate potential investment in Excel
9. How to estimate the value of the firm using simple methods
For more check the following course: http://bit.ly/FinancialAnalysisExcel
Overview of business models used in on-lineAsen Gyczew
We work with startups on daily basis within our accelerator StartupAkademia and we have noticed that despite tones of very good books on lean methods (i.e. Lean Analytics, Running Lean etc.) startups as well as small / medium businesses have problems with applying this knowledge in practice. We have noticed that, especially first time startups, do not really understand their business model (which is totally understandable). That's why, it is very difficult for them to know what they should concentrate on. Most entrepreneurs / startups have more or less clear business idea but quite often they do not know the business models they can chose and end up learning it the hard way, through their mistakes. Some of them have read the Lean analytics, Lean Starup or Running Lean but even then they do not know exactly how to translate it into coherent Excel model. A business model in the form of Excel is very important for evaluating your business, seeing how much cash you need and how your hypothesis and KPIs are translating into the business
Therefore we build a course on Udemy: https://www.udemy.com/on-line-business-models-in-excel-practical-guide/
The presentation you will find here is just a fraction of what you can find in the course
What will this course give you?
The course is a practical, step by step guide loaded with tones of tips and tools that will help you significantly speed up with your business, especially if you are a startup or a small / medium business. There is little theory – mainly examples, a lot of tips from our own experience as well as other notable examples worth mentioning. Our intention is that thanks to the course you will know:
- What your business model is about, what to concentrate on and what are the key KPIs for you?
- How you can translate it into Excel and evaluate your business?
- How to make conclusions on the basis of your business model presented in the form of Excel
Niche strategy in practice - case studiesAsen Gyczew
The success of many companies depends on figuring out a clever way to grow, earn or operate that will change drastically change the game, stack the cards in their favor. There are many interesting business hacks that give this result. In this lecture I will show you how one of such business tactics – niche strategy has been successfully implemented in many businesses. This powerful tactic applied has already disrupted many industries like automotive, many marketplaces, cab industry and delivery industry. One of the best known examples are Tesla, Uber, Yelp, Square
In this presentation apart from the case studies of companies that implemented niche strategy I will show you what you should do to be successful in this strategy.
In what way will you benefit from this presentation?
The presentation is a practical, step by step guide loaded with tones of, tricks, hints, examples that will show you where you can go with your business. There is little theory – mainly examples, a lot of tips from my own experience as well as other notable examples worth mentioning. My intention is that thanks to the presentation you will know:
1. How niche strategy work?
2. How you should build it in your industry?
3. Where you have to look for improvements to be competitive?
4. How to estimate your competitive advantage using data from your industry?
Scaling Business for Management Consultants & ManagersAsen Gyczew
A practical guide on how to scale businesses in practice fast and efficiently
Course summary
What is the aim of this course?
If you have managed to build a successful business that is also profitable, at some point you will start thinking about scaling your business and drastically growing its size and profits. This will require a different approach than the everyday management of the business. You need different frameworks to scale fast & efficiently the business. In this course, I will teach you how to find ways to scale the business fast & efficiently. I will also show you how to prepare the organization for scaling
In the course you will learn the following things:
1. How firms like Tesla, Amazon have scaled their business
2. How to scale different areas of you firm
3. How to identify biggest bottlenecks preventing you from scaling
4. How to estimate the speed of scaling
5. How to design your scaling process
6. Scale faster
7. Scale successfully Sales, Operations and Recruitment
For more check the following course
https://bit.ly/ScalingBusinesses
Financial modeling in Excel for Business Analysts and ConsultantsAsen Gyczew
As a business analysts or a consultant you will have to from time to time create financial models. There are a bit different than business models. In business models you go into details of operations and you focus on getting the links on the KPIs. Those models are usually done for internal purposes, to manage in the right direction the business. Financial models on the other hand are more for external users. You concentrate in them on creating the picture of the business in a standardized, understood by everybody way. You also want to create the financial statements: profit & loss statement, balance sheet statement, cash flow statement.
On top of that you use the financial statements for valuation purposes.
The most typical situation when, as a business analyst or a consultant, you will have to prepare such a model are connected with selling or purchasing a company. You may be doing it on the sell side or on the buy side. Financial modeling is done as a part of strategy projects, turn around projects, due diligence.
I will NOT teach you everything on financial modelling because it is simply not efficient (and frankly you don’t need it). This course is organized around 80/20 rule and I want to teach you the most useful (from business analyst / consultant perspective) ways to go as fast as possible from rough description to working model in Excel that you can make more and more complicated.
The aim of this course is that you are able to do a financial model of the business as fast as possible.
Innovative revenue streams - how to innovate your business on the sales sideAsen Gyczew
The success of many companies depends on figuring out a clever way to grow, earn or operate that will change drastically change the game, stack the cards in their favor. There are many interesting business hacks that give this result. In this presentation I will show you how innovate by working at the revenue streams. We will talking about 2 things: switching the way you claim the value from customers, introducing totally new revenue streams unheard of in a specific industry
The course is based on my 12 years of experience as a consultant in top consulting companies and owner of small consulting company (the last 7 years). I have been also CEO, Board Member responsible for strategy, improvement and turn-arounds in biggest companies from FMCG, SMG, and B2B in Poland so I know the implications of what I will be talking about inside-out. I have firsthand experience with low cost airlines and low cost retail
In the presentation you will learn
1. How you can claim your value?
2. When you should apply specific example?
3. In what innovative way were companies generating new revenue streams?
We will discuss companies such as: Ryanair, Sandwich Video, Legimi, Canva, DollarShaveClub so you will see in practice how revenue streams are generated.
Data Visualization for Management Consultants & AnalystAsen Gyczew
What is the aim of this course?
In consulting you will spend a lot of time on creating presentations to show the results of your analyses to the customer. That is why, data visualization is so important. With proper display of data you have more chances of convincing the customers that your approach makes sense. In this course I will teach how to use different data visualization techniques to show the results of your analyses during consulting projects.
In the course you will learn the following things:
1. What types of slides you should use to present your thoughts
2. What types of charts you should use for data visualization
3. How to read the charts
4. How to create charts in Excel
5. How to create charts in PowerPoint
6. How to create dynamic charts in Excel
For more check the following course
https://bit.ly/DataVisualizationMC
What exactly does a consultant at McKinsey do?Asen Gyczew
If you want to join consulting, find a work in McKinsey, BCG, Bain or other top consulting firms then you most likely wonder what consultants do in practice. In this presentation I will briefly try to summarize it.
The work you do depends on your position at a consulting firm:
1. Business Analyst – is the entry position in most consulting firm. Here you do a lot of research for specific projects or business development. You are also responsible for delivering most of the analysis that end up in the deliverables (presentation) along with accompanying slides. The workload is huge. You are not efficient as the rest of the team so you end-up working 12-15 hours 6-7 days a week. On average you stay on this position 2-3 years.
2. Associate / Senior Consultant. This guys are extremely experience so most of the things they can do independently. The not only perform part of analyses during the project but they also do a lot of project management. Typically 1 Associate would supervise 1-3 business analysts. On many occasions you start interacting with the Customer – Directors, VPs, C-level. You gradually are being prepared to manage project and sell them. You spend on this position 2-3 years
3. Engagement Manager / Project Manager. On this position you have to deliver the project. You do hardly any analytical work yet you have to check the work of BAs and Associates. On top of that you will manage at least to some extent the relationship with the customers.
4. Associate Principle / Partner / Director. On this position you are the sales man. You have to generate demand for the services, convince potential customers to pay your high fees and also to supervise the delivery of some projects. On this position you are constantly on meetings, phone calls, traveling from one city to another, from project to another. Most of the days you network and talk to CEOs, COOs, Board Members, PE Partners and others. You still have to bring a lot in revenues to stay in the firm. In some cases you supervise also part of the projects (at least on paper) and be the face for specific area or industry.
Getting into consulting is one of the most difficult tasks. It’s not only very selective but also quite tough and long recruitment process. You will have at least 5 job interviews, spend on average 2-3 months in recruiting process and your chances of succeeding will be around 5-10%. I will help you significantly boost the odds in your favor.
This course will help you prepare for the cases that you will be asked to solve during the job interviews with consultants. I will improve your knowledge and skills in analysis through a series of practical cases. It is based on my 11 years of experience as a consultant in top consulting companies and as a Board Member responsible for strategy, improvement and turn-arounds in biggest companies from FMCG, SMG, B2B sector that I worked for. I have participated in over 200 recruitments and the materials in this course will encompass all the tricks that you should use during the interview. On the basis of what you will find in this course and I have trained over 100 business analysts who now are Investment Directors, Senior Analyst, Directors in Consulting Companies, Board Members etc.
There is little theory – mainly examples, a lot of tips from my own experience as well as other notable examples worth mentioning. My intention is that thanks to the course you will know:
1. How to approach any type of cases that you may come across in the job interview?
2. How to apply the most useful concepts and methods used later by consultants in their work?
3. How to be efficient during the interview?
4. How the consultant minds works?
How to optimize processes in practice during consulting projectsAsen Gyczew
Optimizing processes is not an easy task. It requires a structured approach to it and good understanding of helpful methods such as lean manufacturing, theory of constraints, queuing models, Overall Labor Efficiency and others. In this presentation I will show you how you can approach process optimization. I will show you not only the general approach to this subject but also we will go briefly through methods. I will also show you one example of process optimization in retail. You will have also a lot of links to additional resources that will help you learn the methods required to do process optimization during consulting project or internally in the firm on your own. There will be also a link to the course where you can learn more on that. The presentation is devoted to 3 parts
1. General framework / approach to process optimization
2. Examples of methods and tools used during process optimization
3. Cases study – process optimization in retail
Segmentation Methods for Management Consultants & Business AnalystsAsen Gyczew
A practical guide on how to analyze segments of customers during consulting projects
If you are participating in a consulting project devoted to Sales & Marketing or Strategy most likely you will have to either do segmentation or analyze existing segments of customers. You will try to achieve it on the basis of internal data, market research as well as other external data. In this course, I will teach how to rapidly and efficiently segment customers and analyze existing segments during consulting projects.
In the course you will learn the following things:
1. How you can segment customers?
2. When to use a specific segmentation technique?
3. Crucial Excel formulas you will need to do segmentation
4. How to do simple segmentations in Excel using internal or external data
5. How the B2B segmentation differs from B2C segmentation
This course is based on my 15 years of experience as a consultant in top consulting firms and as a Board Member responsible for strategy, performance improvement, and turn-arounds in the biggest firms from Retail, FMCG, SMG, B2B, and services sectors that I worked for. I have carried or supervised over 90 different performance improvement projects in different industries that generated in total 2 billion of additional EBITDA. On the basis of what you will find in this course I have trained in person over 100 consultants, business analysts and managers who now are Partners in PE and VC funds, Investment Directors and Business Analysts in PE and VC, Operational Directors, COO, CRO, CEO, Directors in Consulting Companies, Board Members, etc. On top of that my courses on Udemy were already taken by more than 103 000 students including people working in EY, Walmart, Booz Allen Hamilton, Adidas, Naspers, Alvarez & Marsal, PwC, Dell, Walgreens, Orange, and many others.
For more check the following course:
https://bit.ly/SegmentationMC
Effective Meetings for Management Consultants & AnalystsAsen Gyczew
What is the aim of this presentation?
During consulting projects you will be doing plenty of interviews and meetings. At the beginning, you may find them very stressful and challenging, especially, when you have to talk with directors, managers that are much older than you, and that have much bigger experience than you. Luckily, there are a lot of interesting techniques that will help you conduct efficiently interviews and meetings during consulting projects.
In this course, I will show you different tips and methods that will help you achieve your goals. Thanks to this course you will learn the following things:
1. How to prepare and conduct initial interviews during consulting projects
2. How to conduct regular meetings
3. How to make sure that your final presentation is a success
4. How to conduct implementation and internal meetings during consulting projects
For more check the following course: https://bit.ly/MeetingsConsultants
How to manage successfully a Consulting ProjectAsen Gyczew
Managing Consulting Projects is extremely difficult. You work in a hostile environment, long hours on difficult things. On top of that the bill for your services for the customer is pretty high so he will want to squeeze out of you as much as possible. At the same time his people may dislike you as you are an outsider that in their point of view pretends to know better. Therefore, many Project Managers fail on deadlines or cannot deliver value for the customer. Luckily there is a way to do a consulting project on time, get your customer and his people happy with the result as well as get well paid for your work. This course will help you drastically improve your knowledge and skills in managing consulting project. It is designed for project managers, especially those working in consulting. After finishing the course you will know:
1. How to prepare for the project to make your customer and your team happy as well to finish the project much earlier than your competitors
2. How to create value for your customer
3. How to deliver the project within the budget and way ahead of deadlines
4. How to execute the project without having to work 7 days a week 15 hours a day
5. How to overdeliver and get buy-in from your customer
6. How to build strong foundation for future projects
7. What tools to use
8. How to be efficient as a team
The course is based on my 12 years of experience as a Project Manager in top consulting companies and as a Board Member responsible for strategy, improvements and turn-arounds in biggest companies in Retail, FMCG, SMG, B2B sectors that I worked for. On the basis of what you will find in this course I have trained over 100 consultants, business analysts and managers who now are CEO, Operational Directors, COO, Investment Directors, Directors in Consulting Companies, Board Members, Customer Insight Managers, Data Science Managers
Essential Real Estate Modeling in ExcelAsen Gyczew
What is the aim of this course?
Modeling real estate in Excel is not easy. In real estate, you will have to forecast the cash flow for long investment periods. In most models, you will have to forecast loan payments, maintenance costs, operational costs, and potential revenues from operating the real estate. On top of that, in real estate, we have different business models that will have different business drivers. To make your work easier, I will teach you in this course how to model in Excel fast and efficiently real estate investments.
In this course you will learn the following things:
1. Essential concepts related to real estate and modeling them in Excel
2. What are the main drivers of the profits in real estate for different business models
3. How to model buy & rent of real estate in Excel
4. How to model in Excel hotels and other short-term renting businesses (Airbnb, booking.com)
5. How to model in Excel flips/flipping
6. How to make decisions on the investment in real estate, based on the Excel model
For more information check my online course: https://bit.ly/RealEstateModels
Business Model Innovation for Management ConsultantsAsen Gyczew
Business Model Innovation for Management Consultants
A practical guide on how to change & innovate the business
Course summary
What is the aim of this course?
Consulting firms are hired very often to help to change the Business Model. Those projects are difficult as you have to generate innovation and convince the firm to change. There is no one recipe for how to innovate. However, there are some proven techniques, frameworks, approaches that will help you find a way to innovate the Business Model. In this course, I will teach you how to pick the right Business Model Innovation technique during consulting projects.
In the course you will learn the following things:
1. What frameworks, tools techniques you can use to Innovate your Business Model
2. How others have implemented the Innovation
3. How to estimate the potential impact of the Business Model Innovation in Excel
For more check the following course:
https://bit.ly/BusinessInnovationsMC
Performance Improvement Project for Management ConsultantsAsen Gyczew
One of the projects you will participate during your work in management consulting is the Performance Improvement Project. You will be hired by the owner or the Board of Directors to improve the business. Those projects are extremely interesting because you will be able to make a real change, create a new reality and improve part of the business or even the whole business. There are also very difficult as you have to not only analyze areas but also find ways to improve the current situation as well as, on some occasions, implement the change. The skills that you will learn during this sort of projects will be also very useful once you move to work for regular businesses or set-up your own firm. In this course I will show you how to deliver such projects fast and efficiently. In the course you will learn the following things:
1. How to conduct performance improvement projects
2. How to estimate in Excel savings and improvements
3. Where to look for performance improvements in FMCG and Retail
4. What frameworks can be used during performance improvement projects
This course is based on my 14 years of experience as a consultant in top consulting firms and as a Board Member responsible for strategy, performance improvement and turn-arounds in biggest firms from Retail, FMCG, SMG, B2B and services sectors that I worked for. I have carried or supervised over 90 different performance improvement projects in different industries that generated in total 2 billion of additional EBITDA. This presentation is a part of my online course: http://bit.ly/PerformanceImprovementProjects
M&A for Management Consultants & Business AnalystsAsen Gyczew
What is the aim of this presentation?
Consulting firms are hired very often to help with Mergers & Acquisitions. Those projects are difficult as you have to deliver results fast and you have to deal with many stakeholders. You not only have to help select potential targets, model businesses in Excel, but also you will have to estimate the potential benefits of M&A, the value of the firm and forecast the development of the acquired firms. In this course I will teach how to perform fast and efficiently different types of analyses during M&A projects.
In the course you will learn the following things:
1. What kind of analyses you may have to do during M&A project
2. How to Select Potential Targets for M&A using Excel
3. How to create a financial model in Excel for M&A purposes
4. How to estimate the value of M&A target
5. How to estimate potential synergies coming from M&A process
6. How to conduct commercial due diligence
7. What kind of market research tools you can use during due diligence
For more check the following course http://bit.ly/MAMConsulting
Tags: financial analysis, M&A, investment analysis, NPV, financial indicators, controlling, valuation, acquisition, mergers Management Consulting projects, Consulting Project, McKinsey, OC&C, PwC, EY, Bain, BCG, performance improvement projects, Alvarez & Marsal
Top 10 courses for every management consultantAsen Gyczew
As a management consultant you have to master some vital skills that will help you survive the first 2 years of your work. Some of the have to do with tools (Excel, Presentations). Others with your productivity and skills (financial modeling, business modeling). In this presentation you will find an overview of most important things that you have to master along with suggested courses that I recommend taking.
How to become world class business analystAsen Gyczew
Business analyst are one of the most important part of a successful business. They help you make the right decision and to spend money wisely. We show here what a business analyst has to know, what business analysis he should be doing and what knowledge he should have to be successful
Business Modeling of offline businesses in ExcelAsen Gyczew
This presentation will help you drastically improve your knowledge and skills in creating business / simplified financial models in Excel for traditional offline (brick and mortar) business such as: Retail, B2C services (i.e. restaurants) and products, B2B services (i.e. professional services, consulting) and B2B products (commodities). It is designed for those who want to become consultants, business analysts and people who need to be able to analyze any business in Excel. In the presentation you will learn 4 things:
1. What your business model is about, what to concentrate on and what are the most important KPIs for you?
2. How to translate your business model into Excel and evaluate it?
3. How to draw conclusions using your business model in Excel?
4. Estimate what will be the impact of specific changes that you may consider in your business
The presentation is based on my 12 years of experience as a consultant in top consulting companies and as a Board Member responsible for strategy, improvement and turn-arounds in biggest companies from FMCG, SMG, B2B sector that I worked for. On many occasions I had to build business models in in Excel in order to estimate what is the value of the business and find ways in which I can improve it. Business models are also useful for internal purposes: planning, looking for opportunities, analyzing performance, business development.
Decision Making with Excel for ManagersAsen Gyczew
As a manager you will be tempted to trust your guts and use your experience to decide what and how to do it. Quite often this approach may be misleading. It is much better to use data driven approach and before you make the decision look at the potential consequences. In this course I will show you how to make more rational choices as a manger using Excel. We will go through a lot of case studies that will help you master this skill.
In the course you will learn the following things:
1. How to be data driven in solving problems
2. How to make better decisions using Excel
3. How to handle uncertainty when you are making decisions
4. Which method, framework you should use in a specific situation
You will learn how to make decisions using make or buy analysis, voting system, simulations, rankings, how to analyze the costs of different investments (aiming at cost reduction, removing bottlenecks, requested by the customers). We will also how to apply the portfolio decision making, value proposition alignment, strategic alignment frameworks.
For more check my course: https://bit.ly/DecisionMakingExcel
Top 25 must read books for management consultantsAsen Gyczew
As a management consultant or a business analyst you have to read a lot to master the intricacy of business world. You should not only master typical management consulting techniques but also reach for books on lean manufacturing, financial modeling and valuation, managing people, building strategy, effective work and many many more.
In this presentation you will find my impartial selection of books that I have read and helped me a lot on my way to the top of consulting and management world.
Product-Startup-Founders-Rulebook-atc.pdfDarryl Jose
A quick guide for founders on the rules to follow when building a startup. Here are some mistakes you can avoid and be successful much faster.
The goal in mind for this rule book is to help startup founder learn some of the best practices and avoid costly mistake early on in their journey.
E Commerce Business Classfication, Business Revenue ModelMuhammed Talha
You’ll need to familiarize yourself with each type of business model before you start your ecommerce business:
Major Ecommerce Business Classifications B2B Ecommerce B2C Ecommerce C2C Ecommerce C2B Ecommerce
Niche strategy in practice - case studiesAsen Gyczew
The success of many companies depends on figuring out a clever way to grow, earn or operate that will change drastically change the game, stack the cards in their favor. There are many interesting business hacks that give this result. In this lecture I will show you how one of such business tactics – niche strategy has been successfully implemented in many businesses. This powerful tactic applied has already disrupted many industries like automotive, many marketplaces, cab industry and delivery industry. One of the best known examples are Tesla, Uber, Yelp, Square
In this presentation apart from the case studies of companies that implemented niche strategy I will show you what you should do to be successful in this strategy.
In what way will you benefit from this presentation?
The presentation is a practical, step by step guide loaded with tones of, tricks, hints, examples that will show you where you can go with your business. There is little theory – mainly examples, a lot of tips from my own experience as well as other notable examples worth mentioning. My intention is that thanks to the presentation you will know:
1. How niche strategy work?
2. How you should build it in your industry?
3. Where you have to look for improvements to be competitive?
4. How to estimate your competitive advantage using data from your industry?
Scaling Business for Management Consultants & ManagersAsen Gyczew
A practical guide on how to scale businesses in practice fast and efficiently
Course summary
What is the aim of this course?
If you have managed to build a successful business that is also profitable, at some point you will start thinking about scaling your business and drastically growing its size and profits. This will require a different approach than the everyday management of the business. You need different frameworks to scale fast & efficiently the business. In this course, I will teach you how to find ways to scale the business fast & efficiently. I will also show you how to prepare the organization for scaling
In the course you will learn the following things:
1. How firms like Tesla, Amazon have scaled their business
2. How to scale different areas of you firm
3. How to identify biggest bottlenecks preventing you from scaling
4. How to estimate the speed of scaling
5. How to design your scaling process
6. Scale faster
7. Scale successfully Sales, Operations and Recruitment
For more check the following course
https://bit.ly/ScalingBusinesses
Financial modeling in Excel for Business Analysts and ConsultantsAsen Gyczew
As a business analysts or a consultant you will have to from time to time create financial models. There are a bit different than business models. In business models you go into details of operations and you focus on getting the links on the KPIs. Those models are usually done for internal purposes, to manage in the right direction the business. Financial models on the other hand are more for external users. You concentrate in them on creating the picture of the business in a standardized, understood by everybody way. You also want to create the financial statements: profit & loss statement, balance sheet statement, cash flow statement.
On top of that you use the financial statements for valuation purposes.
The most typical situation when, as a business analyst or a consultant, you will have to prepare such a model are connected with selling or purchasing a company. You may be doing it on the sell side or on the buy side. Financial modeling is done as a part of strategy projects, turn around projects, due diligence.
I will NOT teach you everything on financial modelling because it is simply not efficient (and frankly you don’t need it). This course is organized around 80/20 rule and I want to teach you the most useful (from business analyst / consultant perspective) ways to go as fast as possible from rough description to working model in Excel that you can make more and more complicated.
The aim of this course is that you are able to do a financial model of the business as fast as possible.
Innovative revenue streams - how to innovate your business on the sales sideAsen Gyczew
The success of many companies depends on figuring out a clever way to grow, earn or operate that will change drastically change the game, stack the cards in their favor. There are many interesting business hacks that give this result. In this presentation I will show you how innovate by working at the revenue streams. We will talking about 2 things: switching the way you claim the value from customers, introducing totally new revenue streams unheard of in a specific industry
The course is based on my 12 years of experience as a consultant in top consulting companies and owner of small consulting company (the last 7 years). I have been also CEO, Board Member responsible for strategy, improvement and turn-arounds in biggest companies from FMCG, SMG, and B2B in Poland so I know the implications of what I will be talking about inside-out. I have firsthand experience with low cost airlines and low cost retail
In the presentation you will learn
1. How you can claim your value?
2. When you should apply specific example?
3. In what innovative way were companies generating new revenue streams?
We will discuss companies such as: Ryanair, Sandwich Video, Legimi, Canva, DollarShaveClub so you will see in practice how revenue streams are generated.
Data Visualization for Management Consultants & AnalystAsen Gyczew
What is the aim of this course?
In consulting you will spend a lot of time on creating presentations to show the results of your analyses to the customer. That is why, data visualization is so important. With proper display of data you have more chances of convincing the customers that your approach makes sense. In this course I will teach how to use different data visualization techniques to show the results of your analyses during consulting projects.
In the course you will learn the following things:
1. What types of slides you should use to present your thoughts
2. What types of charts you should use for data visualization
3. How to read the charts
4. How to create charts in Excel
5. How to create charts in PowerPoint
6. How to create dynamic charts in Excel
For more check the following course
https://bit.ly/DataVisualizationMC
What exactly does a consultant at McKinsey do?Asen Gyczew
If you want to join consulting, find a work in McKinsey, BCG, Bain or other top consulting firms then you most likely wonder what consultants do in practice. In this presentation I will briefly try to summarize it.
The work you do depends on your position at a consulting firm:
1. Business Analyst – is the entry position in most consulting firm. Here you do a lot of research for specific projects or business development. You are also responsible for delivering most of the analysis that end up in the deliverables (presentation) along with accompanying slides. The workload is huge. You are not efficient as the rest of the team so you end-up working 12-15 hours 6-7 days a week. On average you stay on this position 2-3 years.
2. Associate / Senior Consultant. This guys are extremely experience so most of the things they can do independently. The not only perform part of analyses during the project but they also do a lot of project management. Typically 1 Associate would supervise 1-3 business analysts. On many occasions you start interacting with the Customer – Directors, VPs, C-level. You gradually are being prepared to manage project and sell them. You spend on this position 2-3 years
3. Engagement Manager / Project Manager. On this position you have to deliver the project. You do hardly any analytical work yet you have to check the work of BAs and Associates. On top of that you will manage at least to some extent the relationship with the customers.
4. Associate Principle / Partner / Director. On this position you are the sales man. You have to generate demand for the services, convince potential customers to pay your high fees and also to supervise the delivery of some projects. On this position you are constantly on meetings, phone calls, traveling from one city to another, from project to another. Most of the days you network and talk to CEOs, COOs, Board Members, PE Partners and others. You still have to bring a lot in revenues to stay in the firm. In some cases you supervise also part of the projects (at least on paper) and be the face for specific area or industry.
Getting into consulting is one of the most difficult tasks. It’s not only very selective but also quite tough and long recruitment process. You will have at least 5 job interviews, spend on average 2-3 months in recruiting process and your chances of succeeding will be around 5-10%. I will help you significantly boost the odds in your favor.
This course will help you prepare for the cases that you will be asked to solve during the job interviews with consultants. I will improve your knowledge and skills in analysis through a series of practical cases. It is based on my 11 years of experience as a consultant in top consulting companies and as a Board Member responsible for strategy, improvement and turn-arounds in biggest companies from FMCG, SMG, B2B sector that I worked for. I have participated in over 200 recruitments and the materials in this course will encompass all the tricks that you should use during the interview. On the basis of what you will find in this course and I have trained over 100 business analysts who now are Investment Directors, Senior Analyst, Directors in Consulting Companies, Board Members etc.
There is little theory – mainly examples, a lot of tips from my own experience as well as other notable examples worth mentioning. My intention is that thanks to the course you will know:
1. How to approach any type of cases that you may come across in the job interview?
2. How to apply the most useful concepts and methods used later by consultants in their work?
3. How to be efficient during the interview?
4. How the consultant minds works?
How to optimize processes in practice during consulting projectsAsen Gyczew
Optimizing processes is not an easy task. It requires a structured approach to it and good understanding of helpful methods such as lean manufacturing, theory of constraints, queuing models, Overall Labor Efficiency and others. In this presentation I will show you how you can approach process optimization. I will show you not only the general approach to this subject but also we will go briefly through methods. I will also show you one example of process optimization in retail. You will have also a lot of links to additional resources that will help you learn the methods required to do process optimization during consulting project or internally in the firm on your own. There will be also a link to the course where you can learn more on that. The presentation is devoted to 3 parts
1. General framework / approach to process optimization
2. Examples of methods and tools used during process optimization
3. Cases study – process optimization in retail
Segmentation Methods for Management Consultants & Business AnalystsAsen Gyczew
A practical guide on how to analyze segments of customers during consulting projects
If you are participating in a consulting project devoted to Sales & Marketing or Strategy most likely you will have to either do segmentation or analyze existing segments of customers. You will try to achieve it on the basis of internal data, market research as well as other external data. In this course, I will teach how to rapidly and efficiently segment customers and analyze existing segments during consulting projects.
In the course you will learn the following things:
1. How you can segment customers?
2. When to use a specific segmentation technique?
3. Crucial Excel formulas you will need to do segmentation
4. How to do simple segmentations in Excel using internal or external data
5. How the B2B segmentation differs from B2C segmentation
This course is based on my 15 years of experience as a consultant in top consulting firms and as a Board Member responsible for strategy, performance improvement, and turn-arounds in the biggest firms from Retail, FMCG, SMG, B2B, and services sectors that I worked for. I have carried or supervised over 90 different performance improvement projects in different industries that generated in total 2 billion of additional EBITDA. On the basis of what you will find in this course I have trained in person over 100 consultants, business analysts and managers who now are Partners in PE and VC funds, Investment Directors and Business Analysts in PE and VC, Operational Directors, COO, CRO, CEO, Directors in Consulting Companies, Board Members, etc. On top of that my courses on Udemy were already taken by more than 103 000 students including people working in EY, Walmart, Booz Allen Hamilton, Adidas, Naspers, Alvarez & Marsal, PwC, Dell, Walgreens, Orange, and many others.
For more check the following course:
https://bit.ly/SegmentationMC
Effective Meetings for Management Consultants & AnalystsAsen Gyczew
What is the aim of this presentation?
During consulting projects you will be doing plenty of interviews and meetings. At the beginning, you may find them very stressful and challenging, especially, when you have to talk with directors, managers that are much older than you, and that have much bigger experience than you. Luckily, there are a lot of interesting techniques that will help you conduct efficiently interviews and meetings during consulting projects.
In this course, I will show you different tips and methods that will help you achieve your goals. Thanks to this course you will learn the following things:
1. How to prepare and conduct initial interviews during consulting projects
2. How to conduct regular meetings
3. How to make sure that your final presentation is a success
4. How to conduct implementation and internal meetings during consulting projects
For more check the following course: https://bit.ly/MeetingsConsultants
How to manage successfully a Consulting ProjectAsen Gyczew
Managing Consulting Projects is extremely difficult. You work in a hostile environment, long hours on difficult things. On top of that the bill for your services for the customer is pretty high so he will want to squeeze out of you as much as possible. At the same time his people may dislike you as you are an outsider that in their point of view pretends to know better. Therefore, many Project Managers fail on deadlines or cannot deliver value for the customer. Luckily there is a way to do a consulting project on time, get your customer and his people happy with the result as well as get well paid for your work. This course will help you drastically improve your knowledge and skills in managing consulting project. It is designed for project managers, especially those working in consulting. After finishing the course you will know:
1. How to prepare for the project to make your customer and your team happy as well to finish the project much earlier than your competitors
2. How to create value for your customer
3. How to deliver the project within the budget and way ahead of deadlines
4. How to execute the project without having to work 7 days a week 15 hours a day
5. How to overdeliver and get buy-in from your customer
6. How to build strong foundation for future projects
7. What tools to use
8. How to be efficient as a team
The course is based on my 12 years of experience as a Project Manager in top consulting companies and as a Board Member responsible for strategy, improvements and turn-arounds in biggest companies in Retail, FMCG, SMG, B2B sectors that I worked for. On the basis of what you will find in this course I have trained over 100 consultants, business analysts and managers who now are CEO, Operational Directors, COO, Investment Directors, Directors in Consulting Companies, Board Members, Customer Insight Managers, Data Science Managers
Essential Real Estate Modeling in ExcelAsen Gyczew
What is the aim of this course?
Modeling real estate in Excel is not easy. In real estate, you will have to forecast the cash flow for long investment periods. In most models, you will have to forecast loan payments, maintenance costs, operational costs, and potential revenues from operating the real estate. On top of that, in real estate, we have different business models that will have different business drivers. To make your work easier, I will teach you in this course how to model in Excel fast and efficiently real estate investments.
In this course you will learn the following things:
1. Essential concepts related to real estate and modeling them in Excel
2. What are the main drivers of the profits in real estate for different business models
3. How to model buy & rent of real estate in Excel
4. How to model in Excel hotels and other short-term renting businesses (Airbnb, booking.com)
5. How to model in Excel flips/flipping
6. How to make decisions on the investment in real estate, based on the Excel model
For more information check my online course: https://bit.ly/RealEstateModels
Business Model Innovation for Management ConsultantsAsen Gyczew
Business Model Innovation for Management Consultants
A practical guide on how to change & innovate the business
Course summary
What is the aim of this course?
Consulting firms are hired very often to help to change the Business Model. Those projects are difficult as you have to generate innovation and convince the firm to change. There is no one recipe for how to innovate. However, there are some proven techniques, frameworks, approaches that will help you find a way to innovate the Business Model. In this course, I will teach you how to pick the right Business Model Innovation technique during consulting projects.
In the course you will learn the following things:
1. What frameworks, tools techniques you can use to Innovate your Business Model
2. How others have implemented the Innovation
3. How to estimate the potential impact of the Business Model Innovation in Excel
For more check the following course:
https://bit.ly/BusinessInnovationsMC
Performance Improvement Project for Management ConsultantsAsen Gyczew
One of the projects you will participate during your work in management consulting is the Performance Improvement Project. You will be hired by the owner or the Board of Directors to improve the business. Those projects are extremely interesting because you will be able to make a real change, create a new reality and improve part of the business or even the whole business. There are also very difficult as you have to not only analyze areas but also find ways to improve the current situation as well as, on some occasions, implement the change. The skills that you will learn during this sort of projects will be also very useful once you move to work for regular businesses or set-up your own firm. In this course I will show you how to deliver such projects fast and efficiently. In the course you will learn the following things:
1. How to conduct performance improvement projects
2. How to estimate in Excel savings and improvements
3. Where to look for performance improvements in FMCG and Retail
4. What frameworks can be used during performance improvement projects
This course is based on my 14 years of experience as a consultant in top consulting firms and as a Board Member responsible for strategy, performance improvement and turn-arounds in biggest firms from Retail, FMCG, SMG, B2B and services sectors that I worked for. I have carried or supervised over 90 different performance improvement projects in different industries that generated in total 2 billion of additional EBITDA. This presentation is a part of my online course: http://bit.ly/PerformanceImprovementProjects
M&A for Management Consultants & Business AnalystsAsen Gyczew
What is the aim of this presentation?
Consulting firms are hired very often to help with Mergers & Acquisitions. Those projects are difficult as you have to deliver results fast and you have to deal with many stakeholders. You not only have to help select potential targets, model businesses in Excel, but also you will have to estimate the potential benefits of M&A, the value of the firm and forecast the development of the acquired firms. In this course I will teach how to perform fast and efficiently different types of analyses during M&A projects.
In the course you will learn the following things:
1. What kind of analyses you may have to do during M&A project
2. How to Select Potential Targets for M&A using Excel
3. How to create a financial model in Excel for M&A purposes
4. How to estimate the value of M&A target
5. How to estimate potential synergies coming from M&A process
6. How to conduct commercial due diligence
7. What kind of market research tools you can use during due diligence
For more check the following course http://bit.ly/MAMConsulting
Tags: financial analysis, M&A, investment analysis, NPV, financial indicators, controlling, valuation, acquisition, mergers Management Consulting projects, Consulting Project, McKinsey, OC&C, PwC, EY, Bain, BCG, performance improvement projects, Alvarez & Marsal
Top 10 courses for every management consultantAsen Gyczew
As a management consultant you have to master some vital skills that will help you survive the first 2 years of your work. Some of the have to do with tools (Excel, Presentations). Others with your productivity and skills (financial modeling, business modeling). In this presentation you will find an overview of most important things that you have to master along with suggested courses that I recommend taking.
How to become world class business analystAsen Gyczew
Business analyst are one of the most important part of a successful business. They help you make the right decision and to spend money wisely. We show here what a business analyst has to know, what business analysis he should be doing and what knowledge he should have to be successful
Business Modeling of offline businesses in ExcelAsen Gyczew
This presentation will help you drastically improve your knowledge and skills in creating business / simplified financial models in Excel for traditional offline (brick and mortar) business such as: Retail, B2C services (i.e. restaurants) and products, B2B services (i.e. professional services, consulting) and B2B products (commodities). It is designed for those who want to become consultants, business analysts and people who need to be able to analyze any business in Excel. In the presentation you will learn 4 things:
1. What your business model is about, what to concentrate on and what are the most important KPIs for you?
2. How to translate your business model into Excel and evaluate it?
3. How to draw conclusions using your business model in Excel?
4. Estimate what will be the impact of specific changes that you may consider in your business
The presentation is based on my 12 years of experience as a consultant in top consulting companies and as a Board Member responsible for strategy, improvement and turn-arounds in biggest companies from FMCG, SMG, B2B sector that I worked for. On many occasions I had to build business models in in Excel in order to estimate what is the value of the business and find ways in which I can improve it. Business models are also useful for internal purposes: planning, looking for opportunities, analyzing performance, business development.
Decision Making with Excel for ManagersAsen Gyczew
As a manager you will be tempted to trust your guts and use your experience to decide what and how to do it. Quite often this approach may be misleading. It is much better to use data driven approach and before you make the decision look at the potential consequences. In this course I will show you how to make more rational choices as a manger using Excel. We will go through a lot of case studies that will help you master this skill.
In the course you will learn the following things:
1. How to be data driven in solving problems
2. How to make better decisions using Excel
3. How to handle uncertainty when you are making decisions
4. Which method, framework you should use in a specific situation
You will learn how to make decisions using make or buy analysis, voting system, simulations, rankings, how to analyze the costs of different investments (aiming at cost reduction, removing bottlenecks, requested by the customers). We will also how to apply the portfolio decision making, value proposition alignment, strategic alignment frameworks.
For more check my course: https://bit.ly/DecisionMakingExcel
Top 25 must read books for management consultantsAsen Gyczew
As a management consultant or a business analyst you have to read a lot to master the intricacy of business world. You should not only master typical management consulting techniques but also reach for books on lean manufacturing, financial modeling and valuation, managing people, building strategy, effective work and many many more.
In this presentation you will find my impartial selection of books that I have read and helped me a lot on my way to the top of consulting and management world.
Product-Startup-Founders-Rulebook-atc.pdfDarryl Jose
A quick guide for founders on the rules to follow when building a startup. Here are some mistakes you can avoid and be successful much faster.
The goal in mind for this rule book is to help startup founder learn some of the best practices and avoid costly mistake early on in their journey.
E Commerce Business Classfication, Business Revenue ModelMuhammed Talha
You’ll need to familiarize yourself with each type of business model before you start your ecommerce business:
Major Ecommerce Business Classifications B2B Ecommerce B2C Ecommerce C2C Ecommerce C2B Ecommerce
This presentation discusses the importance of personal branding in your career search and how to develop one. It then explains how to develop a personal website - the ultimate marketing communications tool.
Rick Steinbrenner - The Global Brand Guy
(Note: the presentation includes two youtube videos. In order to view the presentation with the videos you will need to do three things.
1) Must have a live internet connection while viewing.
2) Save & download the presentation (you might need a slideshare account if you don't already have one)
3) Then view the presentation in slide show and enable the content when the security alert for macros and active X comes up - this may or may not happen depending on your computer settings).
A quick ONE PAGE Business Plan TemplateKameel Vohra
This template is designed to give you a better idea as to what’s involved in establishing your business, and to help you communicate the idea to people that can provide you feedback.
La comunicazione tra le persone è il primo valore dell’Agile. Trasmettere la vision di un’idea è molto difficile. Attraverso i Canvas è possibile non solo condividere la vision ma anche il viaggio che porterà alla realizzazione dell’intero prodotto.
Adottando i vari Canvas come il Business Model Canvas, il Lean Canvas e il Product Canvas è possibile definire e condividere le ipotesi iniziali, validarle sul mercato misurando i risultati e confrontarle con i risultati attesi. I Canvas quindi non solo ci aiutano nella parte iniziale del progetto ma ci accompagnano per tutto il ciclo di vita del prodotto evolvendo con esso.
Questi concetti non sono strettamente legati al software ma possono essere applicati in contesti differenti.
Durante questo workshop vedremo insieme come, partendo da un’idea, si possa realizzare un prototipo di applicazione mobile in meno di due ore… il tutto sotto forma di gioco.
Whatever product or service your business offers, the Internet levels the playing field and lets you compete with bigger businesses, reaching customers around the world who can conveniently buy from you 24 hours a day.
And this presentation is your first step in doing just that…
By Trix Corp., a vibrant interactive agency based in Dubai.
Today, entering the online world is inevitable for any business. If you simply follow the traditional ways of doing business, not only will you not have new customers, but also lose old customers. Switching to an online business means starting your own online business from scratch or starting an online business alongside your traditional business. Like other "Smart Business" books, different angles of change to online business are explained to you in this book.
When angels and venture capitalists started flooding the market with cash 20 years ago, people forgot that bootstrapping was the way most companies used to get started. Because it deserves to make a comeback as the best way to think about starting a company, I've shared here, my 4 rules for bootstrapping.
If you are looking for an eCommerce Development Company in India, then you may be wondering with lots of options where to start. There are a few tips you can follow to help make your decision.
Visit https://dreamcyberinfoway.com/services/ecommerce-website-development
Funnel Analysis for Management Consultants & Business AnalystsAsen Gyczew
A practical guide on how to do funnel analyses & use them for decision making
Funnels and funnel analyses are great tools that can help you find problems and opportunities, optimize processes as well as manage projects. They are widely used by technological firms. However, many industries are still not using them, despite their big potential. In this presentation, I will teach you how to use funnel analyses to increase the profits of the firm.
In the presentation you will learn the following things:
What are funnels?
1. How to analyze funnels in Excel
2. How funnels look like for e-commerce, marketplace, SaaS firms and other business models
3. How to use funnels and funnel analysis to increase sales and profits
4. What are cohorts and how to use them to analyze funnels?
5. How to use funnels to manage tests, projects, or tasks
For more check the following course:
https://bit.ly/FunnelsConsulting
How to delegate work efficiently - a practical guide for Management Consult...Asen Gyczew
A practical guide on how to delegate work fast & efficiently
Course summary
What is the aim of this course?
If you want to advance in your career and get promoted you have to learn how to efficiently delegate work to other people. It is not an easy skill to master, but you also do not have to be born with a special talent. With a proper approach, you can delegate any work efficiently. Luckily, there are a lot of interesting management productivity hacks that will help you delegate work efficiently to other people. In this course, I will teach how to delegate efficiently work to other people and still not jeopardize the quality of the work.
In the course you will learn the following things:
1. How to delegate efficiently
2. When to use different types of delegation
3. How NOT to do things you are not supposed to do
4. How to make sure that the team works efficiently
For more check the following course:
https://bit.ly/DelegateManagementConsultans
Strategy is one of the most dreaded subjects in any business. There are so many conflicting frameworks that are difficult to decide what to choose. In this presentation, you will learn a framework that will help you formulate and execute the strategy for your businesses on the level of top consulting firms i.e. McKinsey, BCG, Bain, PwC, EY. You will also see how others are implementing their strategic choices. What you will see here is a part of my online course: https://bit.ly/StrategyForConsultants
Check also the course on M&A: https://bit.ly/MAMConsulting
M&A is one of the way to expand the business, disrupt others and protect yourself against disruption. We will see how this has been achieved by Disney and Amazon
Project Management Office (PMO) for Management ConsultantsAsen Gyczew
What is the aim of this course?
Sometimes to create value in the firm or manage a huge number of complicated projects you have to set up Project Management Office (PMO). PMO is responsible for making sure that all strategic projects will be delivered on time. PMO has to also analyze and select projects and support project managers in managing project delivery. Building and running PMO is pretty difficult, especially when it comes to selecting the right projects and later on implementing them. I will teach you in this course how to do it efficiently. We will look at different types of PMO set-up for different purposes. In this course you will learn:
1. In what situation PMO is used and how its goals differ depending on the situation
2. How to select the right projects to implement using PMO
3. What PMO deliverables you will have to create
4. What tools you can use to run the PMO efficiently
Liquidity Management for Management Consultants & ManagersAsen Gyczew
Many companies despite having profits still have problems with cash. In other words they have to improve their liquidity. This topic is not widely discussed and a few management consultants as well as managers know how to do it practice. Therefore, more companies die because of problems with liquidity than due to low profits. Luckily, there are a lot of techniques that will help you in a structured way look for ways to generate more cash from the business.
In this course I will show you different methods that you can use to improve the cash position of your business. You will learn the following things:
1. How to identify potential ways to improve your liquidity, especially quick wins
2. How to estimate in Excel how much cash you can generate from specific solution
3. How to pick the optimal solution
4. How to prevent the firm from going bankrupt due to liquidity problems
You will learn here how to cut costs, reduce inventory, reduce receivables, improve payables, and restructure debt and many more:
For more check the following course: http://bit.ly/LiquidityManagementConsulting
Cost Reduction for Management Consultants & ManagersAsen Gyczew
Every company has to control costs in order to survive and prosper. Therefore, many firms on regular basis perform cost reduction projects. Cost reduction project may be part of a wider Performance Improvement Project or be a standalone project carried out only in one of the business units. Those projects are extremely interesting because you will be able to make a real change, create a new reality and improve part of the business or even the whole business. There are also very difficult as you have to not only analyze areas but also find ways to cut costs, improve the current situation as well as, on some occasions, implement the change. The skills that you will learn during this sort of projects will be also very useful once you move to work for regular businesses or set-up your own firm. In this course I will show you how to deliver such projects fast and efficiently. In the course you will learn the following things:
1. How to identify potential savings especially quick wins
2. How to optimize processes
3. How to analyze investments
4. How to carry out make-or-buy analysis
5. How to spend less
For more check the following course: https://bit.ly/CostReductionCourse
Personal Finance using Management Consulting HacksAsen Gyczew
What is the aim of this presentation?
No matter how much you earn it’s not easy to build wealth. The money you earn somehow magically disappears although it seems to you that you have been quite frugal. On top of that, it’s difficult to make certain tradeoffs in life where you have to spend money: Should you cook on your own or buy prepared food? Is it better to rent apartment of buy your own? Should you go for MBA or not? We are not taught at school to make rational decisions and manage our money and wealth. Luckily, there are a lot of nice management consulting tools, techniques and frameworks that will help you spend less, be more efficient, earn money and generate additional income. You don’t have to go to top consulting firm to learn them. You can master them by taking my presentation.
This presentation will help you drastically improve your skills in managing money and making more rational choices using management consulting tools, techniques and frameworks. If you have a specific problem just let me know and I will give you tips on how to solve it using the tools presented in this presentation.
The presentation is designed for people who want to become more data driven and less emotional in the way they manage money and make decisions related to money. Thanks to the presentation you will be making better decisions and you will learn techniques that will help you faster build your wealth. In the presentation you will learn 6 main things:
1. How to spend less money
2. How to make sure that you spend money on the right things
3. How to be more productive, work faster and more efficiently
4. How to earn more money
5. How to generate additional revenue streams
6. How to invest wisely your money
You can find more in my course: http://bit.ly/PersonalFinanceHacks
How to change your business during the recession caused by corona virusAsen Gyczew
A few years ago I have seen a documentary movie showing a refugee camp. To my surprise they have managed to create a mini economy inside the camp. There was a school, hairdresser, somebody who could fix the tent. In other words even if the worst happens a new balance is created in which the flow of goods and services carries on.
We will see the same thing during and after the corona virus pandemic. He will be most likely witnessing pretty big recession this year and the businesses will have to adapt to the new situation.
We will see a lot of changes in sales, operations, population control that will help you go back to the new normal state in which the economy will be rebuild. Similar to what after 9/11 there will be however a lot of changes in the way in which we handle human contact and how we organize our enterprises.
We have prepared a few tips on that in a form of a presentation. We have divided it into 2 parts. In the first one we provide some tips for the firms. In the second one for the governments. Some of them are short term tips how to handle the situation 6 months. There are also tips that will help you avoid such a huge shock to the everyday life in the long run
Enjoy this presentation
I would also recommend checking the following other resources:
1. Bain – Defending Retail against coronavirus
2. Roland Berger - Three Scenarios For How Coronavirus May Affect Economies And Industries
How to train Management Consultants & Business AnalystsAsen Gyczew
Having good people that can do great job is the fundamental thing that every consulting firm has to secure. If you a smaller consulting firm you will struggle with attracting the best and brightest. Therefore, the training process at your firm is crucial. It will help you deliver great results for your customers and scale your business. However, training Business Analysts and Management Consultants is not easy. It takes a lot of time and effort to transform a freshman into a world class Business Analyst. I had the pleasure to train numerous Management Consultants and Business Analyst that not only did a great job at consulting firms but later on went on to become partners and directors at PE funds, COO, CEO, CRO, Directors. In this course I will show you what process and tools I have been using and I will teach you how to train your Business Analysts and Management Consultants efficiently (fast and with little resources). Thanks to the approach that I will show in this course you will have a significant competitive advantage over others.
In the course you will learn the following things:
1. How to define the profile of the ideal consultant
2. What options are on the table when it comes to training consultants and business analysts
3. How to estimate the costs of each every type of training
4. How to allocate time to training
5. How to build the training machine for your firm
For more check my course: http://bit.ly/TrainManagementConsultants
Essential Finance & Accounting for Management Consultants and Business AnalystsAsen Gyczew
During many consulting projects you will have to analyze financial statements (balance sheet, income statement, cash flows) and draw conclusion about specific company. This is especially true during due diligence, strategic projects and turn-arounds. Financial analyses require relatively good understanding of finance and accounting. Business Analysts and Management Consultants that did not study Finance or Business tend to have some problems with navigating this area. This course will help you overcome this problem. Those of you who have finished Business School or Economics will find here a great refresher with a lot of practical tips how to do certain analysis during a consulting project.
This course will help you drastically improve your knowledge and skills in finance and accounting. It is designed for people who are or want to become management consultants, business. In the course you will learn 5 main things:
1. How to read financial statements such as a balance sheet, an income (profit & loss) statement, cash flows
2. How to draw conclusions from financial statements
3. Main principles of accounting
4. How to analyze financial indicators
5. How to estimate the value of the firm / do valuation
I will NOT teach you everything about finance & accounting because it is simply not efficient (and frankly you don’t need it). This course is organized around 80/20 rule and I want to teach you the most useful (from business analyst / consultant perspective) things that will enable you to understand the financial data and analyze them.
Management Consulting Approach to Problem SolvingAsen Gyczew
Time and again you will come across problems that are seeming unsolvable. In many cases you don’t even know how to approach them. Luckily, there are a lot of nice management consulting tools, techniques and frameworks that will help you solve every day problems. You don’t have to go to top consulting firm to master them. You can master them by taking my course.
This course will help you drastically improve your skills in solving problems using management consulting tools, techniques and frameworks. In this course we will mainly concentrate on solving real life problems like: goal settings and defining what and when to do, estimating the cost of a wedding, losing weight and getting in shape, deciding whether to do an MBA or not, choosing the right boyfriend / girlfriend, deciding whether you should buy a car or not, deciding when to retire and many more. If you have a specific problem just let me know and I will give you tips on how to solve it using the tools presented in this course.
The course is designed for people who want to become more data driven and less emotional in the way they solve problems and make decisions. Thanks to the course you will be making better decisions and solve problems that have seemed so far unsolvable. In the course you will learn 3 things:
1. What consulting techniques, tools and frameworks there are
2. When to apply each and one of them
3. How to use them in practice including examples how to calculate specific things in Excel
This is a part of my online course: http://bit.ly/SolvingProblemsHacks
KPIs and metrics for Management Consultants and ManagersAsen Gyczew
Practical guide how to use KPIs to understand & manage a business
Most businesses on the face of it look very complicated and difficult to understand. On top of that the competition is so fierce that you have to take decisions based on data and not on gut feeling (a very misleading creature). That’s why it’s crucial to define and understand the main drivers and metrics measuring those drivers. If you have properly defined Key Performance Indicators (KPIs) you can understand the mechanism behind any business, you will be able to model it in Excel and you will know how to grow it or improve it. You can also use properly defined KPIs to manage people efficiently, give them goals aligned with your goals. That’s why I have decided to create a course solely concentrated on this KPIs.
This course will give you the knowledge and insight into drivers and KPIs used in different business models that can be used for understanding the business, managing it, motivating people and improving results. The course will make your life during a consulting project much easier. If you are already a manager thanks to this course you will learn how to use the KPIs to understand and grow your business.
This course will help you drastically improve your knowledge and skills in understanding and improving your business using KPIs. It is designed for management consultants and newly appointed managers that want to excel at their work. In the course you will learn 6 things:
1. How to understand the business through KPIs
2. How to use KPIs to model the business in Excel
3. How to use KPIs to manage the business
4. How to use KPIs to motivate people
5. How to use KPIs to improve the business
6. What is a good KPI
For more check my course: http://bit.ly/KPIsCourse
SMCG for Management Consultants and Business AnalystsAsen Gyczew
Consulting projects especially when it comes to consumer goods business are very demanding. The two most complicated areas are sales and marketing and supply chain. During consulting projects I have seen business analysts and management consultants struggling with understanding the business fast enough to deliver value to the customer. This course will give you the knowledge and insight into real life case studies that will make your life during a consulting project in a consumer goods business much easier.
This presentation will help you improve your knowledge and skills in analyzing and improving Slow Moving Consumer Goods businesses (SMCG). It is designed for people who want to become management consultants, business analysts or have to run and optimize SMCG businesses on daily bases. In the course you will learn 3 things:
1. How to model SMCG business in Excel
2. How to improve sales and marketing in order to increase margin and profit
3. How to improve supply chain in order to increase margin and profit
For more check my presentation: http://bit.ly/SMCGSlideshare
As a business analyst or a management consultant you have to master some vital skills that will help you survive the first 2-3 years of your work. Some of the have to do with tools (Excel, Presentations). Others with your productivity and skills (financial modeling, business modeling). You also have to learn tools techniques and frameworks that will help understand faster the business and provide more value. In this presentation you will find an overview of most important things that you have to master along with suggested courses that I recommend taking. They will help you become more efficient and will help you develop your skills and knowledge.
It’s not easy to transition first from an efficient specialist to a manager and later on to an outstanding CEO. What made you a great specialist quite often is a problem at a manager level. You have to totally switch the way you work and on what you concentrate. The same goes for your transition from manager to CEO. Being a CEO is not just managing a bigger team or more senior team. If you want to be successful you have to fully redefine your role, unlearn some things and learn new skills.
Most of the people have problems with those sort of transitions. If all you have is a hammer, everything looks like a nail. This old saying is unfortunately very true when you move to managerial positions. You tend to continue doing things that made you successful but what I got you here won’t get you there.
This course will help you redefine your role and transition from a specialist to a manager and later on to a CEO. I will provide you clear guidelines what and how to do in order to be efficient and effective manager as well as CEO. In this course you will learn 5 things
1. How to be an efficient and effective manager
2. How to be an efficient and effective CEO
3. How to understand the business from the position of a CEO
4. How to improve the business as a CEO
5. How to make your business strategically sustainable
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
Kseniya Leshchenko: Shared development support service model as the way to ma...Lviv Startup Club
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Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
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Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
Business Idea Generation for Management Consultants & Managers
1. 1
Business Idea Generation for Management
Consultants & Managers
Practical guide how to come up with killer business ideas
2. 2
To build a business you need a good idea that you can explore and
develop. Unfortunately, coming up with a good business idea is not easy
3. 3
Most firms and universities don’t show how to come up with a business
idea. They concentrate on teaching you how to run existing business
4. 4
In this course I will show you different methods
to come up with killer business ideas.
5. 5
Target Group What you will learn What you will get
Management Consultants &
Business Analysts
Managers
Analysts working in Strategic
Departments
Startup Founders
How to come up with business
ideas by improving existing
products, solving existing problems
How to build add-on business
using your current business
Case studies
Ready made analyses in Excel
List of Recommended readings
(articles, books)
6. 6
Jobs to be done Build on existing businessImproving existing things
There are several sources from where you can get ideas for your
business. We have divided them into 3 sections
7. 7
What you will see in this presentation is a part of my online course where you
can find case studies showing analyses along with detailed calculations in Excel
Business Idea Generation for
Management Consultants
$190
$19
Click here to check my course
10. 10
It’s always a good idea not to build in vacuum but have a good starting point. You can
for example improve already existing business or solve existing problem better.
11. 11
Carve out existing business Cloning 1 to 1Solve your own problem
Blue OceanIdea Cloning
10 x current solution using
first principals
In this section we will look at how you can build a business by simply
improving already existing business or solving existing problem
Ride a trendFrom Free to Paid Disrupt others
13. 13
One of the easiest way to start business is to do what you have done
so far but become independent. In other words do it on your own
14. 14
Consulting
Bain & Company – was created by ex BCG employees
Kolaja & Partners – was created by ex McKinsey
Alvarez & Marsal – was created by ex PwC (Coopers & Lybrand at that time)
B2C Services
Restaurants
Language Schools
Beauty salons / Hairdresser
B2B Services
Transportation companies
Architects & Designers
Lawyers
SaaS i.e. Zoom creator was previously developing WebEx for Cisco
E-commerce
Small companies that started selling through Amazon of 3rd party products start selling their own products
Some of them also set-up their own websites
FMCG
Sport equipment: Puma was founded by Rudolf Dassler who used to co-created Adidas; Nike was selling shoes made in
Japan before starting his own brand
Sports drink (i.e. Polish brand Oshee started by people who worked for Foodcare – another beverage brand)
Supplements and nutrients
Yves Saint Laurent was working previously for Dior
Tom Ford was working previously for Gucci and Yves Saint Laurent
This principal have been applied numerous times in many industries
15. 15
Going on your own requires low
capital
No license is required
A lot of small / medium customers
Customers can easily switch from the
current solution to your solution
You know how to do it better than
current players
You know how to do it cheaper than
current players
This method is great under some conditions
16. 16
Start working in a
firm which you want
to copy
Gain experience
Define what you
want to specialize in
Develop and
improve the
business plan
Create your own
firm
Start working and
learning in company
which is interesting
to you
Make sure that
later on you can do
this on your own
Make sure there are
no legal or other
barriers
Learn the processes
Identify the
competitive
advantages
Build relationships
with customers
This usually takes 2-
5 years
Using your
experience define
how the future
business will look
like
You can do exactly
the same or you
change the
customer group,
pricing, limit or
expand the product
range
Make sure using
Excel model that
the business is
viable before you
start it
Identify what
assets, people you
have to have to be
profitable fast
Try to acquire them
before you leave
the firm
Would be greate if
you can take the
customers will you
Leave the current
firm
Create your own
firm
To use this method you first have to gain experience by working for
others
18. 18
Solving your own problem is another nice way to create a business. You
know very well the customers because you are a customer yourself.
19. 19
Guess the problem
Research customer
segments
Create MVP
Learn how to sell &
market the product
Create a scalable
business
Think about
problem you have
or others have
Group customers by
common attributes
or characteristics
Conduct consumer
& market research
Learn what matters
to them, what is the
real problem
Learn how current
solutions fail and
what has to be
done to improve
their lives
Collect the
maximum amount
of validated
learning about
customers
Create a prototype
of the product
(MVP) and test it on
customers
Use the learnings to
improve the
product
You modify the
product till you
reach product-
market-fit
Using the research
test how you can
sell and market the
product to your
customers
Create the final
version of the
product
Create a business
that will produce
and sell the product
Scale the business
Most startups when they try to create a business have to go through the
following process
20. 20
Guess the problem
Research customer
segments
Create MVP
Learn how to sell &
market the product
Create a scalable
business
When you are doing products for people like you 50% of the work is
done because you know intimately the customer
Areas that still need to be
developed
21. 21
Let’s have a look at some examples of firms that have solved their own
problem and by accident created a viable business
Codecademy
Codeacademy was created to help people around the world gain the skills they need to find a job
The founders of the company, as students saw the potential on the US market for programming schools. One of the founder was
terrible at coding so they have decided to solve his own problem
They started an online interactive platform that offers free coding classes in 12 different programming languages
Airbnb
The idea of the Airbnb was created to help people who are looking for accommodation and not expensive place to stay
Two roommates came across this idea by accident. They provide a place to sleep to people who came to the design conference in San
Francisco and had problems with finding a hotel
Currently, the Airbnb is one of the biggest online marketplace that connects people who want to rent out their homes with people
who are looking for accommodations in that locale
Amazon Web Service (AWS)
AWS is a subsidiary of Amazon that provides a secure cloud platform and infrastructure service for private and commercial users.
AWS was created first for internal need of Amazon, to deal with the hyper growth and development the company was experiencing
and the need for servers.
The services was so good that they started offering it to external customers
Fulfilment by Amazon
Amazon to grow their sales had to build a professional logistics and warehousing service all over the USA.
At some point Amazon decided to allow sellers to use their own warehouse infrastructure and transport to reduce costs and increase
sale. This is know as Fullfilment By Amazon (FBA)
In FBA the Sellers can use Amazon network of fulfillment centers to store, pick, pack and ship customer’s orders for a predictable fee
Tesla batteries
Tesla for the cars production is using electric battery cells.
Due to a problem with the availability of suitable batteries and the high prices of those batteries, Tesla has decided to start its own
production of these components. Moving into own battery production helps company to control production, reduce exposure to price
increases from battery manufacturers and scale production
It also is attempting to sell the batteries as a standalone product (Powerwalls)
22. 22
For this method to work certain conditions have to be met
Sufficient group of customers
Problem is a real pain in the ass
There are quite a lot of customers
willing to pay for the solution
You have a way to solve this problem
better than others
You can reach potential customers
cheaper than others
Niche problem – main players will not
be interested in solving it
24. 24
Carving out a piece from an existing business is interesting option to build a new
business. Usually you already have a customer base and ways to deliver value
25. 25
Let’s have a look at some examples of businesses that were created by
carving out part of the business
Integrated Airlines
Aircraft Maintenance
Handling luggage on
airports
Airports Management
Pure Airlines
Plane Leasing
Cars
Tiers Production
Seats Production
Car design
Production of cooling
systems
Domestic Appliances
Production of Engines
Production of
Aluminum elements
Production of metal
elements
Drugs / Pharmaceuticals
Clinical Testing
Packaging Production
Research
Real estate
Construction
Supervision
Design
Investment
Car assembling
Domestic appliances
assembling
Wholesaling &
Distribution
Retail
26. 26
Usually the carving out is a 2 stage process
Integrated Firm
Business Unit 2
Business Unit 3
Business Unit 4
Business Unit 1
Business Unit 5
Business Unit 2
Business Unit 3 – carved
out into new firm
Business Unit 4
Business Unit 1
Business Unit 5 – carved
out into new firm
27. 27
This option becomes interesting in the following situations
The firm is huge and inefficient
It provides low level of service
The firm has a high cost of delivery
The firm has not reached economies of
scales for specific part of their business
The industry requires big investments
High failure rate
29. 29
One of the most interesting methods is simply to clone a successful business from the
original market to a new market. You make almost exact copy of the original business
30. 30
Let’s have a look at some examples of successful cloning
Original concept Original country Clone Clone country
Amazon
Ebay
Zappos
Zara (Inditex)
Audible
Alibaba
Allegro
Zalando
LPP
Audioteka
South West Airlines Ryanair
31. 31
Cloning 1-1 is great idea to create a business but under certain
conditions
The new market is similar to the
original market
The new market is big enough to cover
the required expenses
The new market cannot be easily
accessed by the original concept
The creator of the original concept is
not interested in your market
There are some serious legal barriers
preventing the original concept from
entering
The original concept requires a lot of
adjustments for the new market
The product requires some localization
– adjustment to the new market
The original concept wants to have 1-
size fits all
32. 32
Cloning 1 to 1 can be done using a 5-stage process
Find an idea from
developed markets
Check whether it
would make sense
on your market
Adjust the business
model
Clone the business
Scale the business
on the new market
Not in every area
there is a clear
leader (due to
consumer
preferences,
technology etc.)
Find this market
and observe for
interesting ideas
and clear winners
Once you find an
interesting model
you should check
whether you can
build similar
product / business
on your market
The market usually
should have similar
customer groups
and not to be too
distant in
development from
the original market
Usually there will be
some modification
of the product
range
You will also have to
do adjustments due
to difference in
earnings, costs
New market may
also require
different method of
delivery or different
sales channel
Build the business
after the
adjustment on the
new market
If needed further
modify
Most modification
are around
customer
experience, prices,
further product
adjustment
If the business
reached product-
market fit scale it as
fast as possible
Your exit strategy is
quite often to sell
the business to the
very business you
have copied
33. 33
Let’s have a loot at some examples of successful cloning
Original concept Original country Clone Clone country
Amazon
Ebay
Zappos
USA
USA
USA
Zara (Inditex)
Audible
Alibaba
Allegro
Zalando
LPP
Audioteka
China
Poland
Germany
Spain Poland
USA Poland
South West Airlines RyanairUSA Ireland
35. 35
Some business ideas are coming from an attempt to apply famous concept to a new industry.
This has produced a lot of interesting businesses and can be used in wide range of industries
36. 36
This idea cloning can be described using the following formula
New concept Famous formula
New industry /
market
is for
Presentationis
Scootersis for
Online coursesis for
for
Furnitureis for
37. 37
There are 4 main ways to clone an idea using this framework
Idea cloning
Narrow down
target group
Change the product
Innovative Revenue
Streams
Change Operations
Business Model
Subset of the
original target group
≈
Target Group
Product
Pricing
Different than in the
original concept
Different than in the
original concept
Different than in the
original concept
≈
38. 38
Let’s have a look at some examples
Grindr
Bumble
Tinder for gay
Tinder – only female users can make
the first contact with male users
Superhuman email Gmail with new features
Macdonald with Mexican foodTaco bell restaurant / Chipotle
Salad story
Audible
Macdonald with salads
Kindle for audiobooks
Spotify
ITunes for music paid by subscribers
in a form of a subscription
Instacart
Webvan for food delivery but done
from local stores
Narrow down target
group
Change the product
Innovative Revenue
Streams
Change Operations
40. 40
Blue Ocean is a great framework that can be used to generate business ideas by
observing existing industries and looking for unsatisfied customer, non-users
41. 41
In the next few lectures we will have a look how to use it in practice
Non-users
4 action framework used in
Blue Ocean
What is Blue Ocean
Case studies of successful
application of Blue Ocean
6 paths to achieve Blue
Ocean
43. 43
Let’s have a look at a Blue Ocean Strategy
The strategy in which instead of competing in the current market
segmentation you look for a niche / market where there is no competition
or very less competition
In this approach you search for a business in which only a few firms operate
and where there is no pricing pressure
In Blue Ocean Strategy through value innovation, diversification and low
cost you try to achieve a significant and profitable growth of the company
In Blue Ocean Strategy you redefine the market and concentrate on non-
users.
You try to create a center of gravity that will suck customer from other
markets / niches / strategic groups
Blue Ocean
Strategy
=
45. 45
There are few main characteristics of Blue Ocean Strategy
Avoid head to head competition
Taping into non-users
No industry boundaries
Value innovation. Break the value-
cost trade off
Looking for high profit and growth
opportunity niches
Align the whole business to pursue
diversifications
Low costs – you do not spend money
on things of little value
Creates quite often entirely new
markets
47. 47
The non-users can be divided into 3 groups
Current
Market
First Tier
Purchase only out of
necessity, are on the
edge of market and wait
to join
Second Tier
Non-users that ignore
your industry consciously
Third Tier
Non-users that have
never consider your
product
48. 48
Let’s have a look how this tiers look like for Yellow Tail – an Australian wine
that is much simpler and cheaper drink than regular wine
Wine
market
First Tier
Occasional wine drinkers
Second Tier
Drinkers of easier to
consume alcohols: beer,
drinks
Third Tier
All people who drink
water
Yellow Tail wine – easy to drink /does not require any
knowledge about wine
49. 49
There are few main characteristics of Blue Ocean Strategy
Player 1
Player 3
Player 2
Player 4
Player 1
Player 3
Player 2
Player 4
Niche of
Blue Ocean
51. 51
Bellowed 4 action framework which can be used to redefine and redesign
the current company strategy into the blue ocean strategy
Eliminate
Reduce
Raise
Create
All aspects that are not value added
for company and customers
Certain (not important to the
customer) aspects below industry
standards
Additional value for the customers.
Which features should be above the
industry standard?
Innovative products or services.
Create things that the industry has
never offered
53. 53
You can reach Blue Ocean by taking one of the six paths. You can look
across
Industry
Strategic Groups
Buyer Groups
Complimentary Products
Functional / Emotional
Orientation
Time
Red Ocean Blue Ocean
54. 54
You can reach Blue Ocean by taking one of the six paths. You can go across
Industry
Strategic Groups
Buyer Groups
Complimentary Products
Functional / Emotional
Orientation
Time
Red Ocean Blue Ocean
56. 56
0
20
40
60
80
100
Price Production
costs
# Food
products
Quality Brand Location Customer
service
Variety
Starbucks Coffe Competitors
Starbucks has been very successful in implementing blue
ocean strategy
Wide range of products
Customer experience – selling not the coffee
but rather the place to meet
High product quality - ethically, sustainably
grown coffee (C.A.F.E.)
Value innovation
High market penetration and short distance to
the closest Starbucks
High standard service and low prices
57. 57
The company is also innovative in many fields of its activity
New flavors
Happy hours
Free Wi-Fi
Free birthday treat
Mobile ordering
58. 58
Starbucks has created strong accessibility. This is due to the fact that stores are
located close to each other to make it easier for customers to buy a cup of coffee
60. 60
CitezenM is an example of company that has created a new market
space in hotel industry
Relatively low prices
High standard – they kept what is
important from the 5-start hotels and
removed the rest
0
20
40
60
80
100
Price Front desk Restaurants Room type Room size Room
standard
Location Self check in
Luxury hotels Three-star hotels CitizenM
Value innovation
Build from premanufactured sleeping
rooms
61. 61
They created an affordable luxury hotels which have a great standard - like 5-
star hotels. They were many things that the have added / raised to make the
experience similar to 5-star hotel
High boutique standard
High quality of sleeping environment
Good locations
Free extras
62. 62
CitizenM offers a stay in very affordable prices, like in 3-star hotels, This
together with a high standard creates a big competitive advantage. To achieve
this they had to eliminate or reduce some aspects
No front desk
No restaurants
No lobby
Limited room type and size
Lower prices than in 5-star hotel
63. 63
Thanks to this they achieved great results
Occupancy rate – 90%
Labor costs – 50% lower
Cost of construction – 35%
lower
Construction time – down by
up to 50%
Premanufactured sleeping
rooms
65. 65
Zappos is one of the online retailers who decided to move into a blue
oceans
Low prices
Value innovation
New market
0
20
40
60
80
100
Price Shipping costs Costs of returns Frequency of
promotions
Variety Delivery speed Customer
assistance
Zappos Online retailers
Customer experience
66. 66
Variety
High delivery speed
24h customer assistance
Free shipment
Customer experience
They created a unique online service where customer can order a batches of
shoes to try them on and send them back for free if they do not fit
67. 67
Zappos was able to lower the services costs thanks to few things
Long return time
Close warehouse location
Close relations with business partners
Changing shipping cost to a marketing cost
Increasing sales through returns
69. 69
One of the ways in which you can come up with new business ideas is to use the 10x framework
where you resort to so called first principals. This is favorite method of Elon Musk
70. 70
There are 3 main ways in which you can improve existing business. This will
help you come up with the proper business idea
Improving existing
business
Make it faster Make it better Make it cheaper
Ikea
Dell
MacDonald
Uber
Apple
71. 71
Let’s see how you can use this technique
Identify what you
want to improve
Identify the business
drivers of the
business
Estimate the impact
of the drivers on
your business
Select what and how
you would like to
change
Implement the
changes
Think about
whether you want
your product,
service to be
cheaper, faster or
better
Select one or up to
two features you
want to improve
Learn what are the
drivers of your
business
Identify how drivers
affect your business
and your results
Prepare the
calculation in Excel
See what has to
change in terms of
each and every
driver to achieve
the goal of 10x the
specific feature
(cost, speed,
customer
satisfaction)
Choose a few
drivers that you
want to change to
make your product
cheaper, better or
faster
Decide how you
would like to
change them
Implement the
selected changes to
your business
Remember to
monitor the
progress of changes
during and after the
implementation to
be sure that you
have achieved your
goal
73. 73
Let’s imagine that you want to drastically reduce the
usage of water. Use the 10x framework to achieve this
74. 74
You don’t know what is your water
consumption currently
You want to estimate both direct
and indirect water consumption
Direct involves bathing, drinking
water, using water for cleaning
A few information about the problem
Indirect involves the usage of water
for producing products for you
75. 75
Just as a reminder below the 10x framework that I recommend using
Identify what you
want to improve
Identify the business
drivers of the
business
Estimate the impact
of the drivers on
your business
Select what and how
you would like to
change
Implement the
changes
Think about
whether you want
your product,
service to be
cheaper, faster or
better
Select one or up to
two features you
want to improve
Learn what are the
drivers of your
business
Identify how drivers
affect your business
and your results
Prepare the
calculation in Excel
See what has to
change in terms of
each and every
driver to achieve
the goal of 10x the
specific feature
(cost, speed,
customer
satisfaction)
Choose a few
drivers that you
want to change to
make your product
cheaper, better or
faster
Decide how you
would like to
change them
Implement the
selected changes to
your business
Remember to
monitor the
progress of changes
during and after the
implementation to
be sure that you
have achieved your
goal
77. 77
Just as a reminder you want to drastically reduce the
usage of water. Use the 10x framework to achieve this
78. 78
You don’t know what is your water
consumption currently
You want to estimate both direct
and indirect water consumption
Direct involves bathing, drinking
water, using water for cleaning
A few information about the situation
Indirect involves the usage of water
for producing products for you
79. 79
The general 10x framework using first principles looks like this
Identify what you
want to improve
Identify the business
drivers of the
business
Estimate the impact
of the drivers on
your business
Select what and how
you would like to
change
Implement the
changes
Think about
whether you want
your business to be
cheaper, faster or
better
Select one or up to
two features you
want to improve
Learn what are the
drivers of your
business
Identify how drivers
affect your business
and your results
Prepare the
calculation in Excel
See what has to
change in terms of
each and every
driver to achieve
the goal of 10x the
specific feature
(cost, speed,
customer
satisfaction)
Choose a few
drivers that you
want to change to
make your business
cheaper, better or
faster
Decide how you
would like to
change them
Implement the
selected changes to
your business
Remember to
monitor the
progress of changes
during and after the
implementation to
be sure that you
have achieved your
goal
80. 80
Let’s apply it to our case study
We want to reduce
water consumption
expressed in liters
of water
We will look at
direct and indirect
consumption
The main drivers
affecting your water
consumptions are:
o Frequency of
consumption
o # of liters
consumed /
used per
consumption
We will look at
drivers for different
categories: Bathing,
Drinking water,
Water used for
growing vegetables,
producing meat,
clothing, cleaning
dishes
Identify what you
want to improve
Identify the business
drivers of the
business
Estimate the impact
of the drivers on
your business
Select what and how
you would like to
change
Implement the
changes
81. 81
Now let’s see what the water consumption depends on
Bathing
Drinking water
Water used for growing
vegetables
Total water
consumption
Water used for
producing meat
Water used for
producing clothing's
Water used for cleaning
the dishes
Other sources
+
82. 82
Now let’s see what the water consumption depends on
# of times you take a
bath
Water usage per 1
bathing
xBathing
Drinking water
Water used for growing
vegetables
Total water
consumption
Water used for
producing meat
Water used for
producing clothing's
Water used for cleaning
the dishes
Other sources
+
83. 83
Now let’s see what the water consumption depends on
# of days
# of liters that you drink
per day
x
Bathing
Drinking water
Water used for growing
vegetables
Total water
consumption
Water used for
producing meat
Water used for
producing clothing's
Water used for cleaning
the dishes
Other sources
+
84. 84
Now let’s see what the water consumption depends on
# of days
Amount of vegetables
eaten per day
Water required to grow
1kg of vegetables
x
Bathing
Drinking water
Water used for growing
vegetables
Total water
consumption
Water used for
producing meat
Water used for
producing clothing's
Water used for cleaning
the dishes
Other sources
+
85. 85
Now let’s see what the water consumption depends on
# of days
Amount of meat eaten
per day
Water required to
produce 1 kg of meat
x
Bathing
Drinking water
Water used for growing
vegetables
Total water
consumption
Water used for
producing meat
Water used for
producing clothing's
Water used for cleaning
the dishes
Other sources
+
86. 86
Now let’s see what the water consumption depends on
# of pieces of clothing
bought a month
Water required to
produce 1 piece
x
Bathing
Drinking water
Water used for growing
vegetables
Total water
consumption
Water used for
producing meat
Water used for
producing clothing's
Water used for cleaning
the dishes
Other sources
+
87. 87
Now let’s see what the water consumption depends on
# cleanings per month
Water usage per 1
cleaning
x
Bathing
Drinking water
Water used for growing
vegetables
Total water
consumption
Water used for
producing meat
Water used for
producing clothing's
Water used for cleaning
the dishes
Other sources
+
88. 88
Let’s have a look at the following options
Currently
You use water for all needed activities
You don't make any changes to your behavior or habits
Description of the options
Option 1 – change of
frequencies
You limit the frequency of performed activities
Option 2 – change of
frequencies, mix
You limit the frequency of performed activities
You change your behavior by reducing the meat and increasing the vegetables consumption
Option 3 – change of
frequencies, mix & method
You limit the frequency of performed activities
You change your behavior by reducing the meat and increasing the vegetables consumption
You change the bathing method by pouring less water into the bathtub or showering faster
Option 4 – change of
frequencies, mix, method &
technology
You limit the frequency of performed activities
You change your behavior by reducing the meat and increasing the vegetables consumption
You change the bathing method by pouring less water into the bathtub or showering faster
You use brand new technologies (i.e. meat grown artificially, atomizing shower system like Nebia)
90. 90
Just as a reminder you want to drastically reduce the
usage of water. Use the 10x framework to achieve this
91. 91
You don’t know what is your water
consumption currently
You want to estimate both direct
and indirect water consumption
Direct involves bathing, drinking
water, using water for cleaning
A few information about the situation
Indirect involves the usage of water
for producing products for you
92. 92
We looked at 4 options that can help us get to the target
Currently
You use water for all needed activities
You don't make any changes to your behavior or habits
Description of the options
Option 1 – change of
frequencies
You limit the frequency of performed activities
Option 2 – change of
frequencies, mix
You limit the frequency of performed activities
You change your behavior by reducing the meat and increasing the vegetables consumption
Option 3 – change of
frequencies, mix & method
You limit the frequency of performed activities
You change your behavior by reducing the meat and increasing the vegetables consumption
You change the bathing method by pouring less water into the bathtub or showering faster
Option 4 – change of
frequencies, mix, method &
technology
You limit the frequency of performed activities
You change your behavior by reducing the meat and increasing the vegetables consumption
You change the bathing method by pouring less water into the bathtub or showering faster
You use brand new technologies (i.e. meat grown artificially, atomizing shower system like Nebia)
93. 93
The general 10x framework using first principles looks like this
Identify what you
want to improve
Identify the business
drivers of the
business
Estimate the impact
of the drivers on
your business
Select what and how
you would like to
change
Implement the
changes
Think about
whether you want
your business to be
cheaper, faster or
better
Select one or up to
two features you
want to improve
Learn what are the
drivers of your
business
Identify how drivers
affect your business
and your results
Prepare the
calculation in Excel
See what has to
change in terms of
each and every
driver to achieve
the goal of 10x the
specific feature
(cost, speed,
customer
satisfaction)
Choose a few
drivers that you
want to change to
make your business
cheaper, better or
faster
Decide how you
would like to
change them
Implement the
selected changes to
your business
Remember to
monitor the
progress of changes
during and after the
implementation to
be sure that you
have achieved your
goal
94. 94
Let’s summarize what we have done
We want to reduce
water consumption
expressed in liters
of water
We will look at
direct and indirect
consumption
The main drivers
affecting your water
consumptions are:
o # of water liters
consumed
o Time of
consumption
o Frequency of
consumption
We will look at
exact drivers for
different categories:
Bathing, Drinking
water, Water used
for growing
vegetables,
producing meat,
clothing, cleaning
dishes
Identify what you
want to improve
Identify the business
drivers of the
business
Estimate the impact
of the drivers on
your business
Select what and how
you would like to
change
Implement the
changes
The biggest impact
comes from
reducing meat
consumption and
buying fewer
clothes
We would
implement Option 3
Option 4 requires in
most cases a
cheaper technology
To get to 10x we
most likely have to
further reduce
certain activities
95. 95
Let’s summarize what every option helps us achieve
77
30 28 23
9
Current water consumption Option 1 - change of
frequencies
Option 2 - change of
frequencies, mix
Option 3 - change of
frequencies, mix & method
Option 4 - change of
frequencies, mix, method &
technology
Monthly water consumption
In thousands of liters
96. 96
We can also look at the incremental impact of every option
77
47
2
5
14
9
Current water
consumption
Option 1 - change of
frequencies
Option 2 - change of
frequencies, mix
Option 3 - change of
frequencies, mix &
method
Option 4 - change of
frequencies, mix, method
& technology
Target water
consumption
Monthly water consumption and incremental reduction delivered by options
In thousands of liters
97. 97
Let’s also look at the reduction by type of usage. The biggest impact is
from reducing the meat consumption and buying less clothes
5
0 2
42
19
1 0
68
Bathing Drinking Water Water Used for
growing vegetables
Water used for
producing meat
Water used for
producing clothing
Water for cleaning
the dishes
Other sources Total
Monthly reduction in water consumptions by type of usage
In thousands of liters
98. 98
For more details and content check my online course where you can find case
studies showing analyses along with detailed calculations in Excel
Business Idea Generation for
Management Consultants
$190
$19
Click here to check my course
100. 100
Let’s imagine that you are an owner of a bus company and you want to find
a way to make the cost per 1 seat cheaper. Use the 10x framework
101. 101
They have 300 buses
Currently they use 1-floor diesel
buses
They want to dominate the
European market
A few information about the firm
To achieve that they need to lower
the cost per 1 seat
102. 102
The general 10x framework using first principles looks like this
Identify what you
want to improve
Identify the business
drivers of the
business
Estimate the impact
of the drivers on
your business
Select what and how
you would like to
change
Implement the
changes
Think about
whether you want
your business to be
cheaper, faster or
better
Select one or up to
two features you
want to improve
Learn what are the
drivers of your
business
Identify how drivers
affect your business
and your results
Prepare the
calculation in Excel
See what has to
change in terms of
each and every
driver to achieve
the goal of 10x the
specific feature
(cost, speed,
customer
satisfaction)
Choose a few
drivers that you
want to change to
make your business
cheaper, better or
faster
Decide how you
would like to
change them
Implement the
selected changes to
your business
Remember to
monitor the
progress of changes
during and after the
implementation to
be sure that you
have achieved your
goal
104. 104
Just as a reminder you are an owner of a bus company and you want to
find a way to make the cost per 1 seat cheaper. Use the 10x framework
105. 105
They have 300 buses
Currently they use 1-floor diesel
buses
They want to dominate the
European market
A few information about the firm
To achieve that they need to lower
the cost per 1 seat
106. 106
The general 10x framework using first principles looks like this
Identify what you
want to improve
Identify the business
drivers of the
business
Estimate the impact
of the drivers on
your business
Select what and how
you would like to
change
Implement the
changes
Think about
whether you want
your business to be
cheaper, faster or
better
Select one or up to
two features you
want to improve
Learn what are the
drivers of your
business
Identify how drivers
affect your business
and your results
Prepare the
calculation in Excel
See what has to
change in terms of
each and every
driver to achieve
the goal of 10x the
specific feature
(cost, speed,
customer
satisfaction)
Choose a few
drivers that you
want to change to
make your business
cheaper, better or
faster
Decide how you
would like to
change them
Implement the
selected changes to
your business
Remember to
monitor the
progress of changes
during and after the
implementation to
be sure that you
have achieved your
goal
107. 107
Let’s apply it to our case study
You are the owner
of a bus company
that transports
people from city A
to B
You want to lower
the cost per seat
10x
The main drivers
affecting your
business are:
o Number of
customers
o Cost per km /
hour
o Duration or the
distance of the
trip
We will look at 4
main groups of
costs: driver costs,
fuel, maintenance
cost and leasing
cost
Identify what you
want to improve
Identify the business
drivers of the
business
Estimate the impact
of the drivers on
your business
Select what and how
you would like to
change
Implement the
changes
108. 108
Profit from any trip will depend on 2 things: revenue and costs
Profit from the trip
Revenue from tickets
sales
Costs of the trip
-
109. 109
Revenues will depend on 2 things as well: price of a ticket and number of seats
Profit from the trip
Revenue from tickets
sales
Costs of the trip
x
Price for 1 ticket
# of seats
(potential customers)
% Utilization
x
110. 110
We have 4 main cost positions
Profit from the trip
Revenue from ticket
sales
Costs of the trip
- Cost of the driver
Cost of fuel
Cost of maintenance
Cost of leasing
+
111. 111
Let’s have a look what the cost of the driver depends on
Profit from the trip
Revenue from ticket
sales
Costs of the trip
- Cost of the driver
Cost of fuel
Cost of maintenance
Cost of leasing
+
Average salary per hour
# of drivers
# hours (duration of the
trip)
x
112. 112
Let’s have a look what the cost of the fuel depends on
Profit from the trip
Revenue from ticket
sales
Costs of the trip
- Cost of the driver
Cost of fuel
Cost of maintenance
Cost of leasing
+ Cost of fuel per 1 km
# km (trip length)
x
113. 113
Let’s have a look what the cost of the maintenance depends on
Profit from the trip
Revenue from ticket
sales
Costs of the trip
- Cost of the driver
Cost of fuel
Cost of maintenance
Cost of leasing
+
Average cost of
maintenance per 1 km
# km (trip length)
x
114. 114
Let’s have a look what the cost of leasing depends on
Profit from the trip
Revenue from ticket
sales
Costs of the trip
- Cost of the driver
Cost of fuel
Cost of maintenance
Cost of leasing
+
Purchasing price of the
bus
# of km that the bus will
be used
÷
# km (trip length)
x
115. 115
In our drive to lower the costs 10x we will consider 3 scenarios
Currently
For transporting people you use a standard, one-floor bus driven by gasoline
Description of the options
Option 1 – change bus model
You change the bus model from one-floor to two-floor bus to increase the number of potential
customers
Your bus still uses gas / petrol
Option 2 – change bus model
and power supply
You change the bus model from one-floor to two-floor bus to increase the number of potential
customers
Your also switch to electric engine
Option 3 – change bus model,
power supply and self driving
You change the bus model from one-floor to two-floor bus to increase the number of potential
customers
Your also switch to electric engine
The bus is self-driven
117. 117
Just as a reminder you are an owner of a bus company and you want to
find a way to make the cost per 1 seat cheaper. Use the 10x framework
118. 118
They have 300 buses
Currently they use 1-floor diesel
buses
They want to dominate the
European market
A few information about the firm
To achieve that they need to lower
the cost per 1 seat
119. 119
In our drive to lower the costs 10x we considered 3 scenarios
Currently
For transporting people you use a standard, one-floor bus driven by gasoline
Description of the options
Option 1 – change bus model
You change the bus model from one-floor to two-floor bus to increase the number of potential
customers
Your bus still uses gas / petrol
Option 2 – change bus model
and power supply
You change the bus model from one-floor to two-floor bus to increase the number of potential
customers
Your also switch to electric engine
Option 3 – change bus model,
power supply and self driving
You change the bus model from one-floor to two-floor bus to increase the number of potential
customers
Your also switch to electric engine
The bus is self-driven
120. 120
After we did the calculations in Excel we will do from the suggested
changes
You are the owner
of a bus company
that transports
people from city A
to B
You would like to
change your
business and make
it cheaper
The main drivers
affecting your
business are:
o Number of
customers
o Cost of fuel
o Cost of the
driver
o Cost of
maintenance
o Cost of
mortgage
We have identified
3 options that help
us get closer to 10x
cheaper cost per
seat
We will implement
option 2
This will help us go
down from EUR 7.4
per seat to EUR 2.3
per seat
Moving to self-
driving buses will be
done when the
technology is
available. This will
help us go down to
EUR 1.1 per seat
In our case
implementing the
change would mean
ordering new buses
and slowly but
surely changing the
whole fleet
Identify what you
want to improve
Identify the business
drivers of the
business
Estimate the impact
of the drivers on
your business
Select what and how
you would like to
change
Implement the
changes
121. 121
Let’s summarize what every option helps us achieve
7,4
4,2
2,3
1,1
Currently Option 1 - change bus model Option 2 - change bus model and
power supply
Option 3 - change bus model, power
supply and self driving
Cost pe 1 seat
In EUR per seat per average trip
123. 123
An inspiration for the business you can also find in free solutions already existing
on the market. They generate a sufficient demand for a paid solution as well.
124. 124
Free solutions help create initial demand. At some point the customers
start looking for paid solutions with higher quality
Zero demand
Free solution
introduced
Mass demand
Paid solution
introduced
Scaling of paid
Demand
# of suppliers
# of paid
solutions
None
None
Small Big Huge Mass market
High penetration
of the market
Few and mainly
amateurs
Many suppliers
but still amateurs
Many
Majority are still
free solutions
Many
Free solutions are
marginalized
Majority
provided by paid
solutions
None Small Many
125. 125
Let’s have a look at some examples
Free solutions
Illegally copied music
Movies downloaded via torrents
Paid solutions
iTunes
Netflix
Gmail Superhuman
Couchserfing Airbnb
127. 127
Trends can change something small into unstoppable beast. That’s why you can
gain a lot by spotting trends early on and creating a business around the trend.
128. 128
Let’s see how you can use this technique to generate business idea
Spot a trend
Identify people,
industries that the
trend will affect
Estimate the impact
of the trend
Pick a business that
will benefit from the
trend
Build the business
ahead of time
Analyze the market
and follow new
trends that are
spreading on the
market
Analyze new
technologies and
observe the change
in people's behavior
Think about
potential trends
that may arise
Watch what the
new trends are
about
Analyze who is
affected by new
trends industries or
people (social
groups, gender,
age, education etc.)
Analyze the trends
and estimate how it
will affect the
market
How will product
prices change
What new services
will be created?
For what products
the demand will
grow?
For what products
the demand will go
down?
Create a product
Create a business
model
Find or create
unfair advantage
Choose the timing –
when to enter to
make the most of
the trend (how
ahead of the trend)
Act quickly before
others come up
with the same idea
Scale the business
as the trend will
become more
prevalent
129. 129
Let’s have a look at example
20
30
40
50
60 55 50 45 44 43 42 40
1 2 3 4 5 6 7 8 9 10 11 12
# of children per age
In thousand
130. 130
Let’s see how you can use this technique to generate business idea –
Example 1
Spot a trend
Identity people,
industries that the
trend will affect
Estimate the impact
of the trend
Pick a business that
will benefit from the
trend
Build the business
ahead of time
The number of kids
will increase in the
next few years
Big cities
Kids products (toys,
feeding accessories,
wipes, disposable
diapers, body care
products)
Services for kids
Industries supplying
industries
producing products
and services for kids
The demand will
increase 3x in the
next 5 years
Chain of
kindergartens
Create first 10-15
locations 2-3 years
and scale as the
number of kids
appears on the
market
131. 131
Let’s see how you can use this technique to generate business idea –
Example 2
Spot a trend
Identity people,
industries that the
trend will affect
Estimate the impact
of the trend
Pick a business that
will benefit from the
trend
Build the business
ahead of time
Stores with baby
products
Create first 2-3
locations 3-4 years
ahead of the big
jump in the demand
Scale fast
afterwards as the
number of kids
increases 3x
The number of kids
will increase in the
next few years
Big cities
Kids products (toys,
feeding accessories,
wipes, disposable
diapers, body care
products)
Services for kids
Industries supplying
industries
producing products
and services for kids
The demand will
increase 3x in the
next 5 years
133. 133
When it comes to what trends to follow let’s have a look at the usual
suspects
Demographic trends
Migration trends
Macro trends (i.e. unemployment rate,
inflation)
Life style trends
Technology adoption Trends on the job market
135. 135
Many industries are ready to be disrupted. This was a huge source of business ideas in
the last 15 years. There are still many industries in which this method can be used
136. 136
Let’s have a look under what conditions disrupting industries &
incumbent players makes sense
Disrupt others
Expensive workers or
big share of labor costs
Market structure
New technology or a
process
Stores without cashiers
No code startups / Shopify
/ Airtable / AppSheet
Zapier
Uber
Fitness cards like Class Pass
/ Benefit System
Private Healthcare in Easter
Europe (i.e. Luxmed)
Amazon
Uber
Low cost business
Ryanair / South West /
Easy Jet
Lidl / Aldi / Biedronka /
Costco
IKEA
Ibis Budget
Lack of logic
Shipping container
Aircraft Maintenance based
on the health of the plane
Healthcare instead of sick
care
Xerox
SaaS replacing marketing
specialists
Telemedicine / AI instead
of diagnostics
Prosthesis and dentures
from 3D printer
138. 138
You can learn from your own mistakes. You can also learn from other
people's mistakes and turn those mistakes into a successful business
139. 139
Let’s see how you can use this technique to generate business idea
Identify the
mistakes
Define what caused
the mistakes
Find solutions to
problems / mistakes
Build a business that
is immune to
historical mistakes
Scale the business
Identity the mistake
that other
companies on the
market have made
Identify the source
and type of mistake
Identity the reasons
of those mistakes
Was it caused by
external or internal
factors? Can you
remove this mistake
and make a
successful business?
Most mistakes are
caused by: high
acquisition costs,
lack of proper
technology, lack of
customers, high
production costs,
legal barriers
Think what can be
done better
Consider actions,
steps that will help
fixing the mistakes
that other firms did
Most solutions
require: better
execution, cheaper
source of
customers, faster
delivery, cheaper
production /
delivery costs,
innovation in the
business model
Model the business
using the lesson
learnt form other
firms’ mistakes
Check whether
after implementing
the solution the
business makes
economical sense
Estimate in Excel
the profitability of
the business as well
as the scale it can
reach
If the solution in
practices removes
the obstacles and
the business is
profitable scale it
140. 140
Let’s have a look at some examples
Companies that made the mistake
Myspace
Snapchat
Companies that learned from that
mistake
Facebook
Instagram
Hoover Dyson
Webvan Instacart
141. 141
For more details and content check my online course where you can find case
studies showing analyses along with detailed calculations in Excel
Business Idea Generation for
Management Consultants
$190
$19
Click here to check my course
144. 144
Jobs to Be Done concept is a great tool to find a way to improve your business
or create a new business. That’s why we will discuss it in this section
146. 146
Let’s start with a short definition
When we buy a product we essentially hire the product to get a
specific job done.
We define the “job” as the progress that the person is trying to
make in particular circumstances and area
The very same job can be done by totally different products or
services
Therefore, don’t fall in fall with your product and don’t look too
narrowly at the competitive landscape
Be obsessed with the problem and the job that the customer hires
you to do
The same product for the specific customer can perform different
jobs in different circumstances
Jobs To Be Done
Theory =
147. 147
Let’s see the process that will help you understand the Job To Be Done
for specific group of customers
What progress the
person is trying to
achieve
What are the
circumstances of the
struggle
What are the
obstacles preventing
the customer from
progress
Are consumers
making do with
imperfect solutions?
How customers
defines a better
solution?
You have to
understand what
are the functional,
social and
emotional
dimensions of the
desired progress
In other words how
the end result
should look like so
the customer is
happy
You have to
understand the
circumstances in
which the struggle
is happening
In other words you
have to understand
the specific context
of the customer
When and where it
happens, what is
doing in the
meantime and with
whom
You have to
understand what
the customers
struggles with, what
obstacles prevent
him from achieving
the progress
In other words what
is stopping him
from achieving the
progress he desires
You want to know
whether the
customers are using
imperfect solutions
to their problem.
Some customers
will use some sort
of workaround,
combine 2-3
separate products
or services to get
the job done
There may be also
some sort of
compensating
behavior
You should find out
how customers
define “quality”, in
what dimensions
the new product or
services has to be
You should also
understand the
tradeoffs he is
willing to make to
get this better
performance
148. 148
Bear in mind that the customer hires the product more than one time
Big Hire
First moment of truth
This is the moment when you decide
to buy the product or a service in the
hope that he will get the job done
Little Hires
Second moments of truth
This is the moment (after the
purchase) when he puts the product
to use and can either get the
progress that he was hopping for or
he main be disappointed with the
result
If the disappointment is big and there
is a better alternative on the horizon
he will fire the product
150. 150
Coffee
Let’s try to define what jobs does the coffee
Helps me become
focused
I like the taste
It is an opportunity to
meet people
Acceptable break at
work
Warms me up
Wakes me up
151. 151
Facebook
Let’s try to define what jobs does Facebook for an average customer
Stay in touch with
people
Efficient way to
communicate
I use it to kill boredomI can show off
I can see what my ex-
boyfriend does
Gives me adrenaline
boost
152. 152
Jobs to Be Done – How to use it
to improve an existing product
153. 153
Let’s see the process that will help you understand the Job To Be Done
for specific group of customers
Understand the Jobs
to Be Done
Define the changes
to your product
Implement the
changes and adjust
the organization
Change the
positioning and the
messaging
Keep Focused on the
Jobs to Be Done
Define what
progress the
customers desires,
what he hires you
to do with your
product or a service
Try to understand
also the
experiences the
customers seeks in
order to make the
progress
Analyze the
functional,
emotional and
social dimension of
their desire for
progress
List the obstacles
that are preventing
the customer from
the achieving the
desired progress
Estimate what is the
cost and benefit of
implementing it
Decide which things
you will do in the
first order / what
obstacles you will
remove
Start one by one
removing the
obstacles
preventing the
customer from the
desired progress
Change the
organization of the
firm to be centered
around the Jobs to
Be Done
Change the way you
communicate with
the customers
Adjust your
messaging /
marketing towards
the job that you are
solving, the
progress you are
helping the
customer to achieve
Adjust customer
experience
Make sure that you
don’t try to satisfy
too many jobs
Don’t dilute too
much your brand by
adding too many
new products and
services that are
not linked to the
main job
Design the KPI
system to measure
how well you do the
job
Adjust your
processes
Adjust your
organizational chart
Pay attention to
leading input KPIs
154. 154
Jobs to Be Done – How to use it
to create a new product
155. 155
Let’s see the process that will help you understand the Job To Be Done
for specific group of customers
Understand the Jobs
to Be Done
Identify who is
currently doing the
Job
Create the prototype
of the product
Start selling &
marketing
Keep Focused on the
Jobs to Be Done
Define what
progress the
customers desires,
what he hires you
to do with your
product or a service
Try to understand
also the
experiences the
customers seeks in
order to make the
progress
Analyze the
functional,
emotional and
social dimension of
their desire for
progress
List the firms that
deliver the progress
/ do the job
Identify in what way
they fail the
customer
Identify the non-
users that have the
problem but don’t
hire any product at
all
Identify the
workaround used
by the customers
Create the
prototype of the
product that you
can use to learn in
practices with the
customer
Modify the solution
till you reach
product-market fit –
your product does
the job so well that
we majority of
customers would be
unhappy if your
product disappears
Define what the
customers have to
fire to hire you
Adjust the
positioning and the
messaging to the
jobs you have
identify
Organize the firm
around the delivery
of the job much
better than current
alternatives
Identify and use to
your advantage the
push and pull forces
that may support
the adoption of
your product
Adjust customer
experience
Make sure that you
don’t try to satisfy
too many jobs
Don’t dilute too
much your brand by
adding too many
new products and
services that are
not linked to the
main job
Design the KPI
system to measure
how well you do the
job
Adjust your
processes
Adjust your
organizational chart
Pay attention to
leading input KPIs
157. 157
There are 5 main ways to find the Jobs to Be Done
Observe jobs in your
own life
Find a problem, a job that
is poorly solved or not
solved at all
If you observe a small
number of customers
most likely there will be
others as well
Analyze
non-consumption
In this method we
concentrate on people
that don’t hire any
product or service
In some cases it may
suggest that the existing
solutions are not
sufficiently good so the
customers choose to do
nothing instead
In other words Jobs to Be
Done exists but the
solutions are crappy
Ask yourself a question
who is not using your
product and why?
You can use a top-down
approach for that
Analyze
workarounds &
compensating behaviors
In this method you analyze
cases where a lot of
people are using some
sort of workarounds to
solve their problem and
achieve progress
The workaround suggests
that the jobs is really
important to the customer
so he is using substitutes
or combining together
different products to get
the job done
Negative jobs
Look for what people
DON’T want to do
People are able to pay for
totally removing certain
things from their life
Spot unusual usage of
the product
You can learn a lot by
observing how customer
use your product,
especially if the product is
used in a different way
than the company has
envisioned
158. 158
Let’s have a look at some examples
Observe jobs in your
own life
Analyze
non-consumption
Analyze
workarounds &
compensating behaviors
Negative jobs
Spot unusual usage of
the product
Khan Academy
Sony Walkman
Airbnb hosts
Kimberly-Clark & briefs
(diapers for adults)
Open Table
ING Direct – accounts for
low net worth people
Procedures in Healthcare
(vaccination)
Udemy Teachers
Podcasters / YouTuber /
Bloggers
Cosmetics for men
Arm & Hammer –
Baking Soda
Arm & Hammer –
Baking SodaGM – OnStar systemAutopilot in airplanes
160. 160
Netflix
Let’s guess the main competitors of Netflix
HBO GO
Disney +
Hulu
Amazon Video
Amazon Prime
Other streaming platform
Cable channels
Traditional TV
providers
Traditional TV
Cinema
Cinema
Video on demand
Online platforms of
traditional TV
YouTube
Facebook
Games including
Twitch
Others
Other online entertainment
161. 161
Coffee at Starbucks
Let’s guess the main competitors of a coffee at Starbucks
Tea
Juice
Water
Shakes
Other beverages at
Starbucks
Coffee at home
Coffee at work
Coffee at other places Other places for a meeting
Coffee at other
restaurant
Vending Machine
Working at home
Office
Co-work space
Others
Other places to work
Cinema
Restaurant
Walk in the park
Others
162. 162
For more details and content check my online course where you can find case
studies showing analyses along with detailed calculations in Excel
Business Idea Generation for
Management Consultants
$190
$19
Click here to check my course
165. 165
You have to use a bit different approach if you already have
existing business and want to build on top of it new businesses.
166. 166
In this section we will talk about the following things
Vertical Consolidation via
M&As
Build add-on business
Go up or down the Value
Chain
Enabling Investments
Build entirely new
businesses
Expand the brand into new
categories
Use existing assets in a new
way
Disrupt yourself
Experiment with different
sales channels & revenue
streams
Repurpose a product / Find
new application to a
product
Turn failure into success
167. 167
Go up / down the value chain –
Introduction
168. 168
The first step is to draw value chain and check the margins
Transport and
Warehousing
FMCG producer Retail Chain
Supplier 1
Supplier 2
Supplier 3
Supplier 4
Producers of
raw materials
and
components
Elements of value chain
that you want to take over
169. 169
Going down the value chain / downstream usually means getting closer
to the customer
Transport and
Warehousing
FMCG producer Retail Chain
Supplier 1
Supplier 2
Supplier 3
Supplier 4
Producers of
raw materials
and
components
Elements of value chain
that you want to take over
170. 170
Going up / upstream means going closer to the source of materials that
you use
Transport and
Warehousing
FMCG producer Retail Chain
Supplier 1
Supplier 2
Supplier 3
Supplier 4
Producers of
raw materials
and
components
Elements of value chain
that you want to take over
171. 171
Go up / down the value chain –
When it makes sense
172. 172
Going up or down makes a lot of sense if at least one of the below
condition is met
Your supplier position is very
strong
Your customer has high
purchasing power
In other part of the value chain
you can get higher margins
You want to block competitors
You acquire players to show how
to improve their businesses
To increase responsiveness of
your base business
Too much cash that cannot be
put to good use
173. 173
Go up / down the value chain –
Benefit System
174. 174
Let’s see how this technique was applied by Benefit System – an operator of
Fitness Card that gives you access to different fitness clubs. It is partly covered
by employers
175. 175
They have been constantly increasing the number of users…
614
744
865
2015 2016 2017
Number of active sports cards users in Poland
In thousands of people
176. 176
…which helped them growth 2x revenues and almost 3x EBITDA in 4 years
320 383 452
581
742
2012 2013 2014 2015 2016
Revenue of Benefit Systems S.A.
In millions of PLN
40 38 55 70
119
2012 2013 2014 2015 2016
EBITDA of Benefit Systems S.A.
In millions of PLN
177. 177
Let’s have a look at the Benefit System value chain…
Operator of the
fitness card
Fitness Clubs HR Managers
Developers
Landlords
Equipment
Producers
Others
Producers of
raw materials
and
components
Financing Fitness Clubs
Elements of value chain
where Benefit System is
present
178. 178
Benefit System has managed to enter other elements of the value chain
Operator of the
fitness card
Fitness Clubs HR Managers
Developers
Landlords
Equipment
Producers
Others
Producers of
raw materials
and
components
Financing Fitness Clubs
Elements of value chain
where Benefit System is
present
180. 180
Before we move to analyzing the value chain of Zara let’s have a look at
the supply chain of a typical fashion retailer
181. 181
Let’s have a look at Zara Value Chain
Transport Transport Transport
Supplier Manufacturing Warehousing Stores Consumers
Transport
Flow of information
Design
40% of raw materials
in company Conditex
– Inditex subsidiary
Other raw materials
come from 260
different suppliers
Important products
are produced by Zara
manufactures
Simple or time-
consuming products
are outsourced to
local manufactures
Zara distributes by
planes or by tracks
products to almost
2 000 stores all
over the word
Ready garments
from manufactures
are shipped back to
the Zara logistics
center
From there all
products are
distributed to Zara’s
stores
Zara uses its own
design team
183. 183
Let’s imagine that you have to help fitness card operator decide what will be
the impact of M&A on his strategy to vertically integrate
Fitness card operator wants to have 40%
of his revenue delivered by own fitness
clubs
He is considering 2 options: only organic
growth or M&A with organic growth
Check what will be the impact of both
options on Revenues, EBITDA and
Market Cap
184. 184
Let’s have a look at value chain in the fitness segment
Operator of the
fitness card
Fitness Clubs HR Managers
Developers
Landlords
Equipment
Producers
Others
Producers of
raw materials
and
components
Financing Fitness Clubs
Elements of value chain
where he is currently
present
186. 186
If you build an add-on business it means that you do not replace elements of
the business model but rather add. This changes will not be marginal but will
transform your business
Key partners Key activities
Key resources
Relationships
Channels
Value
proposition
Customer
segments
Cost structure Revenue structure
Key partners Key activities
Key resources
Relationships
Channels
Value
proposition
Customer
segments
Cost structure Revenue structure
New revenue stream
New
customer
group
New
product
187. 187
As you may remember in building add-on businesses we said that there are 6
usual suspects
Customer segment
Revenue structure
Channels
Value Proposition – Product
Key Partners esp. suppliers
Relationships
189. 189
If you build an add-on business it means that you do not replace elements of
the business model but rather add. Below the usual suspects you would usually
play with
Customer segment
Revenue structure
Channels
Value Proposition – Product
Key Partners esp. suppliers
Relationships
190. 190
Let’s see what Amazon has managed to apply this strategy
Customer segment
Revenue structure
Channels
Added new segments of customers as they have added new products
Added people who want to publish their own books via Amazon Kindle
They have allowed Amazon to work not only as e-commerce but also as a marketplace
Logistics fee (for the FBA customers)
Advertisement fee
Revenue sharing from apps
Subscription fees – Amazon Prime, Amazon Video, Audibles
Digital distribution of products i.e. Amazon Kinde, Amazon Video,
They have entered mobile apps market
They have entered offline world
Value Proposition – Product
Started with physical books but then entered also digital books (Kindle), audiobooks (Audibles) as well as all
possible physical products
191. 191
Developed companies can operate multiple models under one or many
companies. Have a look at Amazon
SaaS
E-commerce Media site2-sided market
UGC
B2B Service
B2C ServiceRetailer
193. 193
As we said building add-on business requires you usually to change one of the
elements of your business model. Below the usual suspects
Customer segment
Revenue structure
Channels
Value Proposition – Product
Key Partners esp. suppliers
Relationships
194. 194
Let’s see how has WordPress managed to apply this strategy
Customer segment
Revenue structure
First an open source solution that enables flexibility
Second group they targeted are non-technical customers – mainly SMB with 1-stop solution – Wordpress.com
Third group they targeted are enterprise customers i.e. TechCrunch, CNN, NBC,
Fees from Wordpress.com plans
Fees from the marketplace of themes that is linked to worpdress.org
Fees from Word Ads (similar to AdWords belonging to Google)
Value Proposition – Product
1-stop solution for non-technical customers – mainly SMB
E-commerce solution
Plugins
Key Partners esp. suppliers
Creators of themes / plugins
Relationships
Getting customers via marketplace build by them as well as Partners that build themes / plugins
Getting customers via influencers
195. 195
Let’s recap the changes done to the business model of WordPress
Open source solution
for blogging
Open source solution
for building online
presence and selling
1-stop solution for
non-technical
customers – mainly
SMB
Marketplace of
themes and add-ons
for WordPress
197. 197
As we said building add-on business requires you usually to play with one of
the elements of your business model. Below the usual suspects
Customer segment
Revenue structure
Channels
Value Proposition – Product
Key Partners esp. suppliers
Relationships
198. 198
Let’s see how has Shopify managed to apply this strategy
Customer segment
Revenue structure
Channels
From Micro firms to SMB and then to enterprises
From online to multichannel customers
Developers building apps on the bases of Shopify API
Fees from apps sold via Shopify marketplace
Shopify Experts & Shopify Partners
Value Proposition – Product
Apps as add-on products
POS offline solution for customers that were acting as a multichannel (combining online and offline sales)
Buy-Buttons – enabling to sell not only from the Shopify website solution but any place i.e. WordPress blog
Key Partners esp. suppliers
Developers building apps on the bases of Shopify API
Relationships
Get and keep customers via Shopify Experts & Shopify Partners
Get customers via marketplace build by them as well as developers building add-ons
Get customers via content marketing
199. 199
Let’s recap the changes done to the business model of Shopify
Online store for
snowboards
Solution to run your
e-commerce – for
micro firms
Shopify App Store –
Marketplace of apps,
adds-on for Shopify
Solution to run your
online sales – all sizes
of firms
Shopify Experts &
Shopify Partners
Integrated solution
to run your online
and offline sales
201. 201
Sometimes transformation is more abrupt. You may be forced or choose to
build an entirely new business on top of what you already have
New businessYour original business
202. 202
This happens usually due to following reasons….
You need the new business to be
successful in the current business
Your supplier sucks
Your customer sucks
There is no sufficient capacity
available
Owing the business will give you
unfair competitive advantage
You want to develop skills that can
be applied to your current business
203. 203
This happens usually to following reasons….
You need the new business to be
successful in the current business
Your supplier sucks
Your customer sucks
There is no sufficient capacity
available
Owing the business will give you
unfair competitive advantage
You want to develop skills that can
be applied to your current business
205. 205
Let’s have a look at milk producer that wants to expand its product
range
Leader in milk
2nd place in butter
25 products considered
206. 206
There are things you should consider when selecting the right products
to be developed within the same brand
Is the product consistent with the
current brand?
Does it require the same
distribution?
Do you have strong players on the
market you enter?
What is the potential of the market?
Are there customers who already
think that you have the product?
What is the growth rate of the
market for the product?
208. 208
After we have gone through research we got the following results. This suggest
that we should start with yoghurt and yellow cheese
0
50
100
150
200
250
300
350
0 0,5 1 1,5 2 2,5 3
Market size
In mln USD
Attractiveness
(1-Low;3-High)
Cheddar
Cottage cheese
Yoghurt
Milk Desserts
(i.e. Monte)
Yellow (swiss)
cheese
Ice cream
Feta
210. 210
In many cases your demand is limited by something that you cannot control
directly. In such cases you may be interested in enabling investments
211. 211
Enabling investments help you drive the demand or sales by removing
the main bottleneck – lack of the demand
1 2 3 4 5 6 7 8 9 10
Market size Your capacity
Market size and your capacity
212. 212
Enabling investment can be done in different places depending on
where the bottleneck is
Enabling Investments
Demand side Supply side Distribution side
Increase the demand from
current customers
Increase the number of potential
customers
Find new applications for your
products
Kill substitutes
Increase throughput of
bottlenecks
Increase the availability of
required resources and materials
Increase availability of potential
employees
Increase the throughput of the
distribution system
Create your own distribution –
existing channels
Create your own distribution –
new channels
214. 214
Let’s have a look how Tesla was doing enabling
investments to support the sales of its cars
215. 215
Let’s have a look how Tesla managed to apply this strategy
Enabling Investments
Demand side Supply side Distribution side
Convince governments and
regulators to support electric cars
usage
Develop infrastructure to
facilitate the use of electric cars,
e.g. supercharger network
Invest in solar production
capacity (Solar City, Powerwall,
Solar Roofs)
Provide car insurance for Tesla
cars
Build the cars from a scratch to
simplify it
Eliminate a large number of
intermediaries and create own
components for the car
Build own factory for batteries
Own retail chain to sell cars
Service centers combined with
sales centers
Tesla Rangers – mobile
technicians who can service
vehicles from your house
Automate the work in the
factories (fewer employees
needed)
218. 218
Do what you do
but better
Expand TransformGo niche Disrupt yourself
219. 219
If you have a nice cash generating business you are unfortunately running the
risk of being disrupted by some new comer operating in different business
model
Taxi / Cabs
Combustion
car producers
Mailing the DVD
No late fees
Streaming
Better value proposition
Lower Price
No friction in usage
Totally new design from a scratch
Value proposition pretty close to the existing
solutions
Emotional value appealing to certain segments
Self-driving feature
Software that helps you constantly improve the
product
Infrastructure that supports electric cars
How the businesses were disrupted?
220. 220
You can immune yourself against disruption by….disrupting yourself. This
however may have dire consequences
2015 2016 2017 2018 2019 2020 2021 2022 2023 2024 2025
221. 221
In short term you may be loosing a lot of money
2015 2016 2017 2018 2019 2020 2021 2022 2023 2024 2025
222. 222
Once you find the new business model you not only gain what you have lost…..
2015 2016 2017 2018 2019 2020 2021 2022 2023 2024 2025
223. 223
… but you also start taking more and more market share from competitors that
did not adjust to new business model
2015 2016 2017 2018 2019 2020 2021 2022 2023 2024 2025
224. 224
Do what you do
but better
Expand TransformGo niche Disrupt yourself
Change the
business
model
Intrapre-
neurship
M&A
potential
competitors
Copy
competitors
that may
disrupt you
226. 226
Sometimes when you change the business model you will not gain anything in
the short term but rather protect what you have from external disruption
Key partners Key activities
Key resources
Relationships
Channels
Value
proposition
Customer
segments
Cost structure Revenue structure
Key partners Key activities
Key resources
Relationships
Channels
Value
proposition
Customer
segments
Cost structure Revenue structure
Model A Model B
227. 227
Moreover in order to survive you have to disrupt yourself even further and
change the model in such a manner that it has nothing to do with the original
one
Key partners Key activities
Key resources
Relationships
Channels
Value
proposition
Customer
segments
Cost structure Revenue structure
Model B
Key partners Key activities
Key resources
Relationships
Channels
Value
proposition
Customer
segments
Cost structure Revenue structure
Model C
228. 228
Moreover in order to survive you have to disrupt yourself even further and
change the model in such a manner that it has nothing to do with the original
one
Key partners Key activities
Key resources
Relationships
Channels
Value
proposition
Customer
segments
Cost structure Revenue structure
Model C
Key partners Key activities
Key resources
Relationships
Channels
Value
proposition
Customer
segments
Cost structure Revenue structure
Model A
229. 229
There are a few examples of such a behavior
Build a Kindle – after creating fulfilment centers to ship fast physical books
they have invested heavily in Kindle that did not need the infrastructure
They have moved to totally free product (after being bought by Facebook.
This killed the payment that created the valuation of WhatsApp)
A Facebook introduced the calling in their main product
This was done as a move against WeChat that by offering the free calls could
take away customers both from Facebook and WhatsApp.
How did they change their business model to disrupt themselves?
WhatsApp + Facebook
Amazon
231. 231
Intrapreneurship is a great source of disruption
Is the act of behaving like an entrepreneur while
working within a large organization
Entrepreneurship within corporate world
Intrapreneurship =
232. 232
Intrapreneurship can be a successful way to find ways to disrupt
yourself, provided certain rules are followed
Autonomy
Separate budget
Freedom to be often wrong
Judged on the basis of the long run
results
Proper mix of people (not necessary
related to mother company)
Permission to kill core business
Decentralized decision making
234. 234
Google has been very successful in implementing intrapreneurship programs in their
organization. They encouraged employees to spend 20% of their work time on its
own projects. Thanks to that they were able to create many well-known products
Google
Gmail
Google Maps
Google News
AdWords
Google Glasses
AdSense
235. 235
Below you can find practices which were used by the Google in order to encourage
employees to take part in intrapreneurship program
Employees can choose the project on
which they would like to work
Access to courses and professional
trainers
Organization support for internal
enterprises
Rewards for team members
Teams are more like profit centres than
cost centres
239. 239
3M
Post-it note Masking Tape
Waterproof (Wet and dry)
Sandpaper
The 3M is also an example of the company which supported the intrapreneurship
programs inside the organization. Employees could spend their 15% time working on
new projects
241. 241
M&As are a fast way to disrupt yourself. It has plenty of advantages
You tame potential significant
competitor that could have killed your
business
M&A is a fast method of creating
alternative business models
Acquihire
Diffusion of knowledge from bought
company to your current business
You de-risk your business model
against future trends
Acquired firm can be used to kill
competition
243. 243
Altassian is a M&A machine
2 IT guys built on
the side their own
issue tracker called
Jira
2002 2004 2007
M&A
They created a new
dev team
collaboration
platform —
Confluence
Altassian buys
Cenqua, which
made 3 developer
tools — Fisheye,
Crucible, and
Clover. These tools
filled the gaps in
Atlassian’s product
offerings
Atlassian raised $60
M for M&A
2010 2012
Atlassian acquired
and integrated into
its main products
the hosted private
chat service
Hipchat
Atlassian combined
all of their Git-
based services
under the Bitbucket
brand
2015
IPO – starting
market cap $ 5.8 B
Atlassian acquired
Statuspage, which
allows businesses
to keep users
updated about the
status of their
online services
2016 2017
Acquisition of
Trello – a simpler
version of Jira for
Project
Management. It
cost them $425 M
Organic growth
244. 244
Let’s recap the changes done to the business model of Altassian thanks
to M&A
Simple tool for
tracking tasks for
Developers
Complicated tool for
tracking tasks for
developers
Simple tool for
tracking tasks for All
Integrated solutions
that makes the life of
developer easier
246. 246
Adobe released
PostScript. The
software could
control output
devices like laser
printers from
personal
computers
1983 1987 1993
M&A
Adobe released
Illustrator, and a
year later
Photoshop
Adobe released
Acrobat, a suite of
applications for
creating and
viewing files in a
new way. Adobe
has come up with
the pdf format
Adobe acquires its
main competitor
Aldus (PageMaker)
1994 1996
Adobe released
PhotoDeluxe as an
“easier to use”
version of
Photoshop
Adobe released
Acrobat 4.0, an
important set of
updates and
feature additions
that skyrocketed
sales for corporate
users
1999 2003
Adobe bundled all
of their products
together in the
Adobe Creative
Suite to unify their
branding and start
tying their products
together
Adobe acquired a
competitor,
Macromedia –
owner of an easier-
to-use Photoshop
competitor called
Dreamweaver and
a platform for
animations and
video players called
Flash
2005 2008
Adobe released a
webtop version of
Photoshop called
Photoshop Express.
This was designed
as a consumer
product to be really
easy to learn and
use
Adobe acquired the
top enterprise
analytics company
Omniture. It
allowed to offer
web analytics,
measurement, and
optimization
technologies to
Adobe product
users
2009 2013
Adobe released
Creative Cloud (CC)
to replace Creative
Suite. From now on
it would only be
available for
purchase through a
subscription-based
service
Organic growth
2015
Adobe Stock – a
microstock agency
that is part of
Adobe Creative
Cloud has acquired
one of its
competitors -
Fotolia
Adobe was busy not only with organic growth but also acquisitions
247. 247
If we would like to observe their journey we could sum it up in the
following manner
Software allowing
printing
Integrated text and
image processor
Adobe Illustrator
Acrobat, a suite of
applications for
creating and viewing
files on any device
and system
Adobe Creative Cloud
– integrated solution in
the cloud
Photoshop, a photo
editing tool
Adobe Stock - stock
agency
249. 249
If you cannot buy the competitor sometimes you have to copy him to stay
relevant for your customers. A great example is Facebook strategy towards
Snapchat
Snapchat becomes
popular
Facebook tried to
buy Snapchat
Facebook started to
copy some Snapchat
features
Facebook copied the
features into its
main product
Snapchat user
growth went
drastically down
Snpachat was
established in 2011
Very fast it become
number one social
media used by
teenagers and
college students
Snapchat launched
Snapchat Stories in
October, 2013.
Instagram launched
Instagram Stories in
August 2016.
WhatsApp
launched an update
to WhatsApp Status
in February 2017
that incorporated
features which
resembled
Snapchat Stories.
Messenger Day (a
copy of Snapchat
Stories) launched in
March 2017
Few weeks later
Facebook launches
the Stories clone in
the Facebook app
Facebook tried to
create a clone of
Snapchat (Poke)
which was a failure
It offered $ 3
billion for Snapchat
in 2013
The offer was
declined and
Snapchat prepared
for IPO
In March 2017
Instagram Stories
had already more
active users than
Snapchat
Till August 2017
Snap has lost 51%
of its valuation
from IPO (In less
than 6 month
shareholders of
Snap lost $16 B)
In the same time
Facebook
shareholders
gained 21% ($89 B)
251. 251
On many occasions copying the competitor is a must
Your competitor grows very fast
among segments that are important
to you
The competitor has refused the
M&A offer
You want to defend a cash
generating business
You have sufficient competence to
copy
You can copy successfully fast the
competitor
After copying you will still remain
attractive to your current customers
253. 253
One of the ways to generate new businesses is to put to use existing assets. This is
usually a pretty fast way to generate additional cash and maybe create a new business
254. 254
Let’s have a look at some examples
Old shopping malls
Retail
Fast services
Cinema
Previous usage
Old hangars
Storing planes
Repairing planes
Merchandising team
Putting into order products only of 1 brand
R&D department in
pharmaceutical firm
Checking quality
Performing tests
Providing R&D only for 1 firm
Museum
Offices
Housing
Amusement parks
Offices
Venue for events
Putting into orders products of all brands for a
specific retail chain or location
Providing R&D for other brands
New usage
Free production capacities
Production of only 1 brand Production of private labels for other firms
Production of second brand from the same firm
255. 255
You can put to use different types of assets that you firms has
Psychical assets
Organized team /
Business unit
Other business
assets
Facilities (office,
factories, land)
Tools
Machines
Sales Team
R&D Team
Warehouse
Employees
Infrastructures
Inventory
Free Production
Capacity
Brand
Other psychical
assets
Data
Content
Production
Employees
Maintenance Team
257. 257
By changing sales channels you can reach new customers or create different business
models. Sales channel may require sometimes change in the product and your policies
258. 258
Let’s have a look at some examples
Apple
3rd party retail chain
Typical sales channel
Own retail chain
E-commerce
New sales channel
Tesla
3rd party retail chain Own retail chain
E-commerce
Fitness clubs
B2C B2B – reach HR manager with sales force selling
the fitness as employee benefits and perks
Software
Salesforce / direct sales Freemium model
Content marketing & Inbound Sales
Digital paid marketing
Games
Retailer
Digital distribution
Platform 3rd party
Own digital distribution platform
In-app sales (via other games owned)
Emailing & Loyalty program
Cakes
Retail chains Own franchising restaurants
259. 259
Entering new sales channels has a lot of benefits
New revenue streams
e.g. Apple
You increase the number of customer
within your reach (catchment area)
Some channels may have lower costs
than the ones you are currently using
Some sales channels have a higher
efficiency
Some sales channels have a higher
retention
261. 261
Another way to generate new businesses is to change the revenue stream. This
may mean how you charge your customer and for what you charge him
262. 262
Let’s start with a short definition
The way you charge your customer for a service or a
product
Here you also should define what you charge him for
Revenue streams will impact your revenues
Revenue streams =
263. 263
In the next lectures we will explore this idea in more details
Revenue streams for milk –
case study
When to use specific
revenue streams?
Innovative selling / revenue
streams – Introduction
Case studies
265. 265
1-off / lump sum
payment
Instalments
Subscription
Payment / fee per usage
Payment / fee per result
Payment / fee per effort
Free
Freemium
Free Trial
Penalty
There are many potential ways in which you can claim your money
267. 267
The best way to understand things is to start with an interesting example.
Imagine that you want to drink milk. Let’s see how the farmer can get the
money back
268. 268
1-off / lump sum payment
Instalments
Subscription
Payment / fee per usage
Payment / fee per result
Customer pays up-front for all the milk he will drink over the course of his life
Alternatively he buys the cow and can milk the cow as long as the death does not tell them
and the cow apart
You can drink milk as much as you want until the cow dies.
Every moth you pay installment which is a fraction of the cow’s value.
After you pay off the whole value (last instalment) you drink for free
You pay every month a set fee.
Within this fee you can drink as much as you want milk
You can get out of the agreement anytime you want
You pay for the glass of milk you have drunk. You can go to the farmer anytime you want
and rink milk.
If you don’t drink you don’t have to pay
You pay for the glass of milk only if your thirst was quenched
If this did not happen you do not pay for this glass of milk
Let’s have a look how the customer would have to pay for the milk in
the case of different revenue streams models
269. 269
You have an agreement with the farmer that he gives you max 2 glass as he believes that this
should quench you thirst. Usually, it is the case
You pay him fixed amount for that
You drink for free as much as you want. You can even bath in the milk
The farmer is secretly making photos of you drinking milk and using it to promote his
YouTube, Facebook and Instagram account
You can have for free 1/3 of the glass of milk
Everything above that you have to pay
For 1 week you can drink the milk for free but afterwards you have to start paying
If you don’t drink at least 7 glasses a milk a week you will have to pay a penalty
Payment / fee per effort
Free
Freemium
Free Trial
Penalty
Let’s have a look how the customer would have to pay for the milk in
the case of different revenue streams models
271. 271
Let’s have a look under what conditions and in what industries you should use
the specific revenue stream model
1-off / lump sum
payment
The most often used model, especially when the price is low,
customer like to change the supplier a lot
This is similar to one-night stand, so strength of the brand is crucial
If you have a strong brand that matters a lot for your customer this
model is for you
Mainly used in FMCG, some SMCG, small services
When to use Examples
Instalments
This model is often used with expensive items
Going from lump sump to installments usually drastically change the
customer base size
Mentally much easier to swallow than 1-off payments
Great model for SMCG: TV sets, computers, furniture, houses
Subscription
Holly Grail of startups
It is often used for services that you will repetitively use over long
period of time: mobile phone, health insurance, SaaS, Video on-
demand
Gives you huge predictability of revenues and you concentrate on
value and content and less on marketing
272. 272
Let’s have a look under what conditions and in what industries you should use
the specific revenue stream model
Payment / fee per
usage
This model is used when you are not able to predict the usage
You set the price per unit of usage (i.e. time, natural unit, number of
uses etc.) in a contract and then the payment is based on usage
Widely used i.e. for electricity, water etc.
When to use Examples
Payment / fee per
result
Here as a customer you want to buy the specific result. You are not
interested in the effort
Widely used in B2B especially in the services
In advertisement the result can be view (CPM), clicks (CPC), lead
(CPL), sale (CPS)
Free
Very often used in 2-sided markets and UGC when 1-side has a free
access and the other one covers all costs
Usually requires great number of users
Still you collect money somehow to support you: fees for
advertisement, fees for access, donations etc.
273. 273
Let’s have a look under what conditions and in what industries you should use
the specific revenue stream model
Freemium
This model goes usually hand in hand payment per usage or
subscription
Can be treated as a selling tactic
Often used for digital goods especially software (SaaS)
Very popular with the mobile apps especially games where you create
virtual economy
When to use Examples
Free trial
This model goes usually hand in hand with payment per usage or
subscription
Can be treated as a selling tactic
Often used for digital goods especially for B2C market i.e. video on
demand
Penalty
Penalty are used heavily as a part of other contracts
Can be used also in cases when you want to motivate people to obey
certain rules based on behavior contracts
Heavily used by the government, education and in many apps
277. 277
Legimi has managed to capture more of e-book market by
innovative approach to revenue
Acquisition
Activation
Retention
Revenue
Referral
SaaS / 2-sided
market
They keep traditional sales per
piece
Subscription models with limits to
consumption
Free trial
E-book reader – like Kindle
279. 279
DollarShaveClub disrupted the whole industry by introducing
subscription instead of irregular purchases
Acquisition
Activation
Retention
Revenue
Referral
FMCG
From lump sump to subscription
From retail chain sales to direct-
to-consumer distribution
3 subscription plans
Free handle (no entry barriers)
You can manage the plan
(frequency, when to receive}
281. 281
Canva contrary to majority SaaS in this space is shying away from
subscription and you can buy specific elements
Acquisition
Activation
Retention
Revenue
Referral
SaaS
Freemium
Payment / fee per usage
Fixed fee per element
SaaS