Pitching your business idea by Rajesh Nair, Associate Director, Markets, EY
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Transcript of Pitching your business idea by Rajesh Nair, Associate Director, Markets, EY
Pitching your business ideaMay 9th , 2015
Pitching your business idea – For discussion purposes only Page 2
Broad themes
► The Idea
► Structuring your idea
► Common pitfalls in your pitch
Pitching your business idea – For discussion purposes only Page 3
Introduction – starting up
► The excitement of an idea
► Hunger to make a difference
► Idea to enterprise
► Execution of the idea
► Access to funds
► Setting up
► Euphoria at the market place
Pitching your business idea – For discussion purposes only Page 4
Introduction – starting up
What got you here will not take you there …
Pitching your business idea – For discussion purposes only Page 5
The business model
Pitching your business idea – For discussion purposes only Page 6
Customer Segments
► Mass Market
► Niche Market
► Segmented
► Diversified
Pitching your business idea – For discussion purposes only Page 7
Value propositions
► Newness
► Performance
► Customization
► Design Brand
► Price
► Accessibility
► Usability
Pitching your business idea – For discussion purposes only Page 8
Channels
► How are we reaching our customer segments
today ?
► How are the channels integrated ?
► Which ones work best ?
► Which are the most cost efficient ?
► How are we aligning to the customer routines ?
Pitching your business idea – For discussion purposes only Page 9
Customer relationships
► One to one assistance
► Self service
► Automated services
► Communities
► Co-creation
Pitching your business idea – For discussion purposes only Page 10
Revenue Streams
► Asset sale
► Usage fee
► Subscription fees
► Lending / leasing / renting
► Licensing
► Brokerage
► Advertising
Fixed
Dynamic
Pitching your business idea – For discussion purposes only Page 11
Key resources
► Physical
► Intellectual
► Human
► Financial
Pitching your business idea – For discussion purposes only Page 12
Key Activities
► Production
► Problem solving
► Platform / Network
Pitching your business idea – For discussion purposes only Page 13
Key Partnerships
► Optimization and economies of scale
► Reduction of risk and anxiety
► Acquisition of particular resources and activities
Pitching your business idea – For discussion purposes only Page 14
Cost Structure
► Approaches ► Cost driven
► Value Driven
► Characteristics
► Fixed costs
► Variable Costs
► Economies of scale
► Economies of scope
Pitching your business idea – For discussion purposes only Page 15
Understanding patterns
► Customer relationship businesses
► Product Innovation businesses
► Infrastructure business
Each type has a different
► Economics
► Competitive landscape
► Cultural imperative
Pitching your business idea – For discussion purposes only Page 16
Shifting focus areas
►Innovation to execution
►Individual focus to team building
►Aspiring to inspiring
►Creativity to work structures
►Revenue to revenue management
►Top line to bottom line
Pitching your business idea – For discussion purposes only Page 17
Some common pitfalls
► Relationship Decisions
► Role decisions
► Reward Decisions
Pitching your business idea – For discussion purposes only Page 18
Leadership roles
► Organization strategist
► Human Capital developer
► Talent Manager
► Organizational executor
► Orchestra Conductor
Pitching your business idea – For discussion purposes only Page 19
When do we stop innovating ?
► Initial years
► Break out ideas
► What need is being addressed ?
► Later years
► Operational Efficiency
► Scale up pressure
► Focus shift from art of discovery to science of discovery
Pitching your business idea – For discussion purposes only Page 20
When do we stop innovating?
► Exploration to Efficiency
► Losing autonomy to rules
► Shift to short term viability
► Process becomes the driver
► Work becomes progress and not perfection
► How do I instill structure ?
Pitching your business idea – For discussion purposes only Page 21
Organizational systems and processes – Organisation structure
► Work delegation
► Participation and team work
► Career planning
► Leadership Pipeline model
Pitching your business idea – For discussion purposes only Page 22
Organizational systems and processes – Performance management systems
Pitching your business idea – For discussion purposes only Page 23
Organizational systems and processes – Rewards and recognition
► Compensation philosophy
► Fixed Vs variable
► Transparent systems
► Incentivize competencies
► Reinforce behaviors
► Competency frameworks
Pitching your business idea – For discussion purposes only Page 24
Organizational systems and processes – Increased standardisation of processes
► Standard operating procedures
► Accounts and finance
► Market facing functions
► Internal Efficiencies
Pitching your business idea – For discussion purposes only Page 25
What do the VCs and Angels say ?
► Vision
► Passion
► Focus
► Integrity
► Keenness to learn
Pitching your business idea – For discussion purposes only Page 26
Thank you