how to grow your business through networking

1. How to grow your
business through
partnerships
The Network
Advantage
Manoj Chawla
Manoj@jumpstart.design

2. Business is not just
about competition but
equally important
collaboration

3. • Type of people
you recruit
• Roles and orgn
structure
• Rules and
Governance
• Partnerships
• Cost & Risk Model
• In-house/outsource
• Product Design
• Problem you
are solving
• Benefits,
Advantages,
Features
• Go to market,
customer
journey,
marketing and
sales strategy
Persuasion
Design
Product
Design
Culture
Design
Business
Design

4. Why Partner/Work together ?
• As a species we have achieved
what be have by working
together.
• We don’t have infinite resources
or capabilities
• Partnering and Collaborating lets
us make best use of our
resources and skills.
• More efficient than going it
alone
• Increases our capabilities and
makes the pie bigger

5. •The Age of Business Ecosystems
• “The Whole Offer”
• “If I want my customer to take maximum
advantage of the potential of my products
and services, what other capabilities
besides those I am directly supplying will
be needed by my customer ?”
• The Business Challenge
• “It is the identification of capabilities and
relationships and choices on how and when
to establish them are central to strategy
making in the new economy”
The Death of Competition. Leadership & Strategy in the Age of Business Ecosystems by James F. Moore

6. Customers
/Clients
New
Existing/Current
Products/Services
New Channels &
Partnerships
New Business
Existing
Product
extension/partner
Products &
Services
Existing/Current New

7. Networking is the starting
point
Understand:
• Goals, Capabilities,
Resources, Interests
and Opportunities
to work together.
• Build Trust,
Confidence &
mutual Respect
• Create Shared Goals
and Plans
• Potential Conflicts

8. What stops us working together ?
• Competition
• Fear
• Ego
• Unclear about the value
the other players may
bring
• Conflicting Priorities
• Not a good match
• Lack of Partnering Skills

9. Heart of Strategy & Business Design
Types of Partnership/Collaboration
Continuum of Possibilities
from supplier to merger
• Supplier
• Strategic Supplier
• Channel Partner
• Investor
• Co-Design/Co-Development –
Joint Product Development
• Joint Venture/New Startup
• Merger/Acquisition

10. Co-optetion model
A player is a complementor if our customers’ value our product more
when they have the other player’s product than when they have
our product alone
So who do I partner with ?
Customers
Complementors
Suppliers
Competitors Company