The Speaker's Business Model Canvas: Make Your Speech Memorable and Profitable

1. The Speaker’s Business Model Canvas Davender Gupta, DTM Toastmasters District 61 Fall Conference Laval, Québec, November 11, 2017 ©2017 Davender Gupta. All rights reserved. davender@davender.com rev 171111

2. Or… How To Speak And Get Paid!

4. Why should you care? Workshops Conferences Speeches Accredited Trainer Emploi-Québec 50% to 75% of my income is from speaking ©2017 Davender Gupta. All rights reserved. davender@davender.com rev 171111

6. RESOURCES NO MEANS THE VALUE ZONE NO NEED NO ENERGY MY Ideas Passions Needs Dreams Interests Skills Desires YOUR Ideas Passions Needs Dreams Interests Skills Desires A business is an exchange of value ©2017 Davender Gupta. All rights reserved. davender@davender.com rev 171111

10. By Davender Gupta www.davender.com Format derived from Alexander Osterwalder's "Business Model Generation" www.businessmodelgeneration.com and used under Creative Commons. Permission to distribute with full attribution and without modification under Creative Commons licence CC4.0 BY-NC-SA. All other rights reserved. rev 171111 Key Partners Who can help me? Key partners, suppliers, collaborators and other stakeholders who have a direct impact on your ability to create and deliver value Key Activities What do I need to do? Main deliverables and activities Value Proposition What value do I create for my audience? What is their pain? What is their desire? How does what I offer relieve their pain or fulfill their desire? What is my brand? (the value I am most known for) Customer Relationships How do I build trust? How do I GET – KEEP – GROW my relationship with audience? Customer Segments Who is my audience? What are their characteristics? (demographics) What are their qualities? (values) Describe as "personas" Key Resources What do I need? Resources, people, money, time Distribution Channels How do I deliver value? Products or services Physical or virtual Cost Structure What do I need to invest? Tangible (money, stuff) Intangible (time, effort, knowledge, reputation) Revenue Streams What do I want to receive? Tangible (money) Intangible (referrals, recognition, reputation, respect) The Speaker’sBusiness Model Canvas

19. By Davender Gupta www.davender.com Format derived from Alexander Osterwalder's "Business Model Generation" www.businessmodelgeneration.com and used under Creative Commons. Permission to distribute with full attribution and without modification under Creative Commons licence CC4.0 BY-NC-SA. All other rights reserved. rev 171111 Key Partners Who can help me? Key partners, suppliers, collaborators and other stakeholders who have a direct impact on your ability to create and deliver value Key Activities What do I need to do? Main deliverables and activities Value Proposition What value do I create for my audience? What is their pain? What is their desire? How does what I offer relieve their pain or fulfill their desire? What is my brand? (the value I am most known for) Customer Relationships How do I build trust? How do I GET – KEEP – GROW my relationship with audience? Customer Segments Who is my audience? What are their characteristics? (demographics) What are their qualities? (values) Describe as "personas" Key Resources What do I need? Resources, people, money, time Distribution Channels How do I deliver value? Products or services Physical or virtual Cost Structure What do I need to invest? Tangible (money, stuff) Intangible (time, effort, knowledge, reputation) Revenue Streams What do I want to receive? Tangible (money) Intangible (referrals, recognition, reputation, respect) The Speaker’sBusiness Model Canvas 12 3 4 5 6 7 8 9

21. By Davender Gupta www.davender.com Format derived from Alexander Osterwalder's "Business Model Generation" www.businessmodelgeneration.com and used under Creative Commons. Permission to distribute with full attribution and without modification under Creative Commons licence CC4.0 BY-NC-SA. All other rights reserved. rev 171111 Key Partners Who can help me? Key partners, suppliers, collaborators and other stakeholders who have a direct impact on your ability to create and deliver value Key Activities What do I need to do? Main deliverables and activities Value Proposition What value do I create for my audience? What is their pain? What is their desire? How does what I offer relieve their pain or fulfill their desire? What is my brand? (the value I am most known for) Customer Relationships How do I build trust? How do I GET – KEEP – GROW my relationship with audience? Customer Segments Who is my audience? What are their characteristics? (demographics) What are their qualities? (values) Describe as "personas" Key Resources What do I need? Resources, people, money, time Distribution Channels How do I deliver value? Products or services Physical or virtual Cost Structure What do I need to invest? Tangible (money, stuff) Intangible (time, effort, knowledge, reputation) Revenue Streams What do I want to receive? Tangible (money) Intangible (referrals, recognition, reputation, respect) The Speaker’sBusiness Model Canvas Toastmasters CC6+, AC, AL

22. By Davender Gupta www.davender.com Format derived from Alexander Osterwalder's "Business Model Generation" www.businessmodelgeneration.com and used under Creative Commons. Permission to distribute with full attribution and without modification under Creative Commons licence CC4.0 BY-NC-SA. All other rights reserved. rev 171111 Key Partners Who can help me? Key partners, suppliers, collaborators and other stakeholders who have a direct impact on your ability to create and deliver value Key Activities What do I need to do? Main deliverables and activities Value Proposition What value do I create for my audience? What is their pain? What is their desire? How does what I offer relieve their pain or fulfill their desire? What is my brand? (the value I am most known for) Customer Relationships How do I build trust? How do I GET – KEEP – GROW my relationship with audience? Customer Segments Who is my audience? What are their characteristics? (demographics) What are their qualities? (values) Describe as "personas" Key Resources What do I need? Resources, people, money, time Distribution Channels How do I deliver value? Products or services Physical or virtual Cost Structure What do I need to invest? Tangible (money, stuff) Intangible (time, effort, knowledge, reputation) Revenue Streams What do I want to receive? Tangible (money) Intangible (referrals, recognition, reputation, respect) The Speaker’sBusiness Model Canvas Toastmasters CC6+, AC, AL They want to be paid to speak They want to speak with more impact

23. By Davender Gupta www.davender.com Format derived from Alexander Osterwalder's "Business Model Generation" www.businessmodelgeneration.com and used under Creative Commons. Permission to distribute with full attribution and without modification under Creative Commons licence CC4.0 BY-NC-SA. All other rights reserved. rev 171111 Key Partners Who can help me? Key partners, suppliers, collaborators and other stakeholders who have a direct impact on your ability to create and deliver value Key Activities What do I need to do? Main deliverables and activities Value Proposition What value do I create for my audience? What is their pain? What is their desire? How does what I offer relieve their pain or fulfill their desire? What is my brand? (the value I am most known for) Customer Relationships How do I build trust? How do I GET – KEEP – GROW my relationship with audience? Customer Segments Who is my audience? What are their characteristics? (demographics) What are their qualities? (values) Describe as "personas" Key Resources What do I need? Resources, people, money, time Distribution Channels How do I deliver value? Products or services Physical or virtual Cost Structure What do I need to invest? Tangible (money, stuff) Intangible (time, effort, knowledge, reputation) Revenue Streams What do I want to receive? Tangible (money) Intangible (referrals, recognition, reputation, respect) The Speaker’sBusiness Model Canvas Toastmasters CC6+, AC, AL They want to be paid to speak They want to speak with more impact Workshop Handout Slideshare YouTube

24. By Davender Gupta www.davender.com Format derived from Alexander Osterwalder's "Business Model Generation" www.businessmodelgeneration.com and used under Creative Commons. Permission to distribute with full attribution and without modification under Creative Commons licence CC4.0 BY-NC-SA. All other rights reserved. rev 171111 Key Partners Who can help me? Key partners, suppliers, collaborators and other stakeholders who have a direct impact on your ability to create and deliver value Key Activities What do I need to do? Main deliverables and activities Value Proposition What value do I create for my audience? What is their pain? What is their desire? How does what I offer relieve their pain or fulfill their desire? What is my brand? (the value I am most known for) Customer Relationships How do I build trust? How do I GET – KEEP – GROW my relationship with audience? Customer Segments Who is my audience? What are their characteristics? (demographics) What are their qualities? (values) Describe as "personas" Key Resources What do I need? Resources, people, money, time Distribution Channels How do I deliver value? Products or services Physical or virtual Cost Structure What do I need to invest? Tangible (money, stuff) Intangible (time, effort, knowledge, reputation) Revenue Streams What do I want to receive? Tangible (money) Intangible (referrals, recognition, reputation, respect) The Speaker’sBusiness Model Canvas Toastmasters CC6+, AC, AL They want to be paid to speak They want to speak with more impact Workshop Handout Slideshare YouTube Social Media Biz Cards Handout Q&A

25. By Davender Gupta www.davender.com Format derived from Alexander Osterwalder's "Business Model Generation" www.businessmodelgeneration.com and used under Creative Commons. Permission to distribute with full attribution and without modification under Creative Commons licence CC4.0 BY-NC-SA. All other rights reserved. rev 171111 Key Partners Who can help me? Key partners, suppliers, collaborators and other stakeholders who have a direct impact on your ability to create and deliver value Key Activities What do I need to do? Main deliverables and activities Value Proposition What value do I create for my audience? What is their pain? What is their desire? How does what I offer relieve their pain or fulfill their desire? What is my brand? (the value I am most known for) Customer Relationships How do I build trust? How do I GET – KEEP – GROW my relationship with audience? Customer Segments Who is my audience? What are their characteristics? (demographics) What are their qualities? (values) Describe as "personas" Key Resources What do I need? Resources, people, money, time Distribution Channels How do I deliver value? Products or services Physical or virtual Cost Structure What do I need to invest? Tangible (money, stuff) Intangible (time, effort, knowledge, reputation) Revenue Streams What do I want to receive? Tangible (money) Intangible (referrals, recognition, reputation, respect) The Speaker’sBusiness Model Canvas Toastmasters CC6+, AC, AL They want to be paid to speak They want to speak with more impact Workshop Handout Slideshare YouTube Social Media Biz Cards Handout Q&A Recognition Visibility Followup

26. By Davender Gupta www.davender.com Format derived from Alexander Osterwalder's "Business Model Generation" www.businessmodelgeneration.com and used under Creative Commons. Permission to distribute with full attribution and without modification under Creative Commons licence CC4.0 BY-NC-SA. All other rights reserved. rev 171111 Key Partners Who can help me? Key partners, suppliers, collaborators and other stakeholders who have a direct impact on your ability to create and deliver value Key Activities What do I need to do? Main deliverables and activities Value Proposition What value do I create for my audience? What is their pain? What is their desire? How does what I offer relieve their pain or fulfill their desire? What is my brand? (the value I am most known for) Customer Relationships How do I build trust? How do I GET – KEEP – GROW my relationship with audience? Customer Segments Who is my audience? What are their characteristics? (demographics) What are their qualities? (values) Describe as "personas" Key Resources What do I need? Resources, people, money, time Distribution Channels How do I deliver value? Products or services Physical or virtual Cost Structure What do I need to invest? Tangible (money, stuff) Intangible (time, effort, knowledge, reputation) Revenue Streams What do I want to receive? Tangible (money) Intangible (referrals, recognition, reputation, respect) The Speaker’sBusiness Model Canvas Toastmasters CC6+, AC, AL They want to be paid to speak They want to speak with more impact Workshop Handout Slideshare YouTube Social Media Biz Cards Handout Q&A Recognition Visibility Followup Conf Orgs Beyond Words Michel, Lise, Bonnie, Artem

27. By Davender Gupta www.davender.com Format derived from Alexander Osterwalder's "Business Model Generation" www.businessmodelgeneration.com and used under Creative Commons. Permission to distribute with full attribution and without modification under Creative Commons licence CC4.0 BY-NC-SA. All other rights reserved. rev 171111 Key Partners Who can help me? Key partners, suppliers, collaborators and other stakeholders who have a direct impact on your ability to create and deliver value Key Activities What do I need to do? Main deliverables and activities Value Proposition What value do I create for my audience? What is their pain? What is their desire? How does what I offer relieve their pain or fulfill their desire? What is my brand? (the value I am most known for) Customer Relationships How do I build trust? How do I GET – KEEP – GROW my relationship with audience? Customer Segments Who is my audience? What are their characteristics? (demographics) What are their qualities? (values) Describe as "personas" Key Resources What do I need? Resources, people, money, time Distribution Channels How do I deliver value? Products or services Physical or virtual Cost Structure What do I need to invest? Tangible (money, stuff) Intangible (time, effort, knowledge, reputation) Revenue Streams What do I want to receive? Tangible (money) Intangible (referrals, recognition, reputation, respect) The Speaker’sBusiness Model Canvas Toastmasters CC6+, AC, AL They want to be paid to speak They want to speak with more impact Workshop Handout Slideshare YouTube Social Media Biz Cards Handout Q&A Recognition Visibility Followup Conf Orgs Beyond Words Michel, Lise, Bonnie, Artem Update Canvas Prepare PPT Plan Time Print Handouts

28. By Davender Gupta www.davender.com Format derived from Alexander Osterwalder's "Business Model Generation" www.businessmodelgeneration.com and used under Creative Commons. Permission to distribute with full attribution and without modification under Creative Commons licence CC4.0 BY-NC-SA. All other rights reserved. rev 171111 Key Partners Who can help me? Key partners, suppliers, collaborators and other stakeholders who have a direct impact on your ability to create and deliver value Key Activities What do I need to do? Main deliverables and activities Value Proposition What value do I create for my audience? What is their pain? What is their desire? How does what I offer relieve their pain or fulfill their desire? What is my brand? (the value I am most known for) Customer Relationships How do I build trust? How do I GET – KEEP – GROW my relationship with audience? Customer Segments Who is my audience? What are their characteristics? (demographics) What are their qualities? (values) Describe as "personas" Key Resources What do I need? Resources, people, money, time Distribution Channels How do I deliver value? Products or services Physical or virtual Cost Structure What do I need to invest? Tangible (money, stuff) Intangible (time, effort, knowledge, reputation) Revenue Streams What do I want to receive? Tangible (money) Intangible (referrals, recognition, reputation, respect) The Speaker’sBusiness Model Canvas Toastmasters CC6+, AC, AL They want to be paid to speak They want to speak with more impact Workshop Handout Slideshare YouTube Social Media Biz Cards Handout Q&A Recognition Visibility Followup Conf Orgs Beyond Words Michel, Lise, Bonnie, Artem Update Canvas Prepare PPT Plan Time Print Handouts Tech Support Time Time at BW

29. By Davender Gupta www.davender.com Format derived from Alexander Osterwalder's "Business Model Generation" www.businessmodelgeneration.com and used under Creative Commons. Permission to distribute with full attribution and without modification under Creative Commons licence CC4.0 BY-NC-SA. All other rights reserved. rev 171111 Key Partners Who can help me? Key partners, suppliers, collaborators and other stakeholders who have a direct impact on your ability to create and deliver value Key Activities What do I need to do? Main deliverables and activities Value Proposition What value do I create for my audience? What is their pain? What is their desire? How does what I offer relieve their pain or fulfill their desire? What is my brand? (the value I am most known for) Customer Relationships How do I build trust? How do I GET – KEEP – GROW my relationship with audience? Customer Segments Who is my audience? What are their characteristics? (demographics) What are their qualities? (values) Describe as "personas" Key Resources What do I need? Resources, people, money, time Distribution Channels How do I deliver value? Products or services Physical or virtual Cost Structure What do I need to invest? Tangible (money, stuff) Intangible (time, effort, knowledge, reputation) Revenue Streams What do I want to receive? Tangible (money) Intangible (referrals, recognition, reputation, respect) The Speaker’sBusiness Model Canvas Toastmasters CC6+, AC, AL They want to be paid to speak They want to speak with more impact Workshop Handout Slideshare YouTube Social Media Biz Cards Handout Q&A Recognition Visibility Followup Conf Orgs Beyond Words Michel, Lise, Bonnie, Artem Update Canvas Prepare PPT Plan Time Print Handouts Tech Support Time Time at BW Time: 5 hrs Print: $10

32. Now it’s your turn In small groups, choose one person who is planning a major speech project or wants to be hired to speak. Let’s build their canvas. I'll give you one minute per box. Think about the value you want to create. ©2017 Davender Gupta. All rights reserved. davender@davender.com rev 171111

45. Why does this matter? Be strategic in building your brand. When your brand becomes clear, people will offer money. When you speak, the value your audience receives becomes your brand. ©2017 Davender Gupta. All rights reserved. davender@davender.com rev 171111

48. Contact me! Davender Gupta, DTM Venture Strategist and Co-Founder The Scaleup Project Executive MBA McGill-HEC Toastmasters Beyond Words Advanced davender.com facebook.com/coachdavender linkedin.com/in/coachdavender davender@davender.com ©2017 Davender Gupta. All rights reserved. davender@davender.com rev 171111

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