Value

From model to planSiân Prime

Nominet Trust Academy, Core Learning One: Modelling your organisation for impact and sustainability

A business model– Shows where the value is in your

business– Financially– Socially– For you

A business Model– Is iterative– Is articulate– Shows possibilities– Shows relationships– Shows empathy– Ideal?

A business plan– Moves from a model– To articulating the “how” and the

“what”– It uses all the elements of the

model– But puts them in to a conventional

narrative

Relationship Model– Shows where the value is– How connections will be made– What promises are offered– How they will be met

Blueprint Model– Moves from a vision– Articulates how the vision will be

animated– Shows how your business will

operate– Leads to a cashflow– Proves you know your business

Trust– Generalised Trust

– Socialnorms.. Your reputation and experience (Colemand 1988, Fukuyama 1995)

– System Trust– Depends on regulations, laws, contracts (Citrin

1974)– Personality

– Depends on the customer’s perception of your reliability (Rotter 1967)

– Process-based– This is based on your reputation with the customer

and can only be built through activity (Zucker 1986)

Relationships: Draw it– What do you want from the

relationship?– What do they want?– Why will it benefit them?– Can you offer this to them?– When can you?

– Where do your skills lie?– Where do your interests lie?– Who do you need to build

relationships with?– Who is giving and receiving

money?

– How will I find and engage my customers?

– How will I generate what they want? – How will I distribute what I

generate? – How do I imagine my business

operating?

– Who will you need to build relationships with in order to achieve your aim?

– What is the reward in each relationship?– Who is giving or receiving money in

each of these relationships?– What will the implications of your

relationship sequence be on how much you charge and get paid?

– Can you manage this? If not..?

– What “problem” are you solving? What are you making obsolete?

– Who else works in that space?– Is there anything that differentiates

you from competitors?– Why do customers “buy” from you?– Why do customers leave you?

– Do your key customers and suppliers know about your future road maps?

– Is marketing an equal partner in the innovation process?

– Do key customers and suppliers share their road maps with you?

Risk and Timing

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– What is your relationship to risk?– Do they have a similar relationship to

it?– What time pressures are you all

under?

Dream Team

Entrepreneur?