Natassa Koufaki
Business Consultant, Euroconsultants SA
Wednesday, 5/11/2014,
University of Macedonia, Thessaloniki

Επιχειρηματικό Σχέδιο: Ένα έγγραφο το οποίο γράφετε
και οι επενδυτές δεν διαβάζουν.
Επιχειρηματικό Μοντέλο: Ένα ενιαίο διάγραμμα που
περιγράφει την επιχείρησή σας.
- Steve Blank

Business Model Canvas

Past Belief

You start any company with an operating plan (business plan) and a financial model.

Spend a lot of time on writing the business plan  all need to do is execute it
What we know now

No Business Plan survives first contact with customer

The first years on a startup is completely unpredictable

There is no way you could put together all data in a 5year plan

A temporary organisation designed to search in a repeatable and scalable business model

Startups
Smaller Versions of Larger
Companies
Startups do search while large companies spend their core time, executing.
Steve Blank

According to Steve Blank:
1. You need planning before the plan, i.e. you need some real facts before you could write the
BP
2. Figure out how to actually do some planning and then you get to write the business plan.
3. You need some real facts before you could do that
HOW?

Organize your facts with Alexander Oscar Walters'
Business Model Canvas

What value are you building and for Who?
It’s not about your product or idea
It’s about solving a need or a problem for a customer

Who Are They?
Why Would They Buy?
Customers are not here to buy. You are here for them

How does the product get to customers?
Physical channels…
Mobile Web channels…

How do you Get, Keep and Grow Customers?

How do you make money from your product and service being sold to customer segments?
You can figure this out by interacting with customers so you finally understand what the right revenue streams and revenue model is

What are your most important Assets to make the business model work?
(knowledge, patents, people in specific areas, customer lists, finance, capital, machines….)

Who are your partners and suppliers needed to make the business model work?
What key activities do they perform and when?
Could be strategic alliances, joint ventures, just regular suppliers and buyers

What are the most important things the company must do in order for the business model to work?
Production?
Problem Solving?
Consulting?
Supply Chain Management?

What are the costs and expenses to operate the business model?
Fixed?
Variable?
Which key activities are the most expensive?
What are the most expensive resources?

The Business Model Canvas in 2 minutes: The
Business Model Canvas Explained
Alexander Osterwalder: Sketching Out a Business
Model

1. Don’t do it alone
2. Set up a time limit
3. Never write on the business model canvas

Co-founders fight and company breaks up?
They can't build their initial spec or vision? No one will fund the idea?
Too few people buy or use the product?

A) It can grow into a company and hopefully a large company after you found a repeatable and scalable business model.
B) You can still pivoting and iterating as you continue to search for a business model.
C) You could have found a business model but may be one that isn't an explosive growth, but you could be growing slowly and barely breaking even.
D) Maybe you never found the business model but you can make money and you run out of money in time and you shut your company down.

Business Model Generation, by Alex Osterwalder
The Startup Owner's Manual, by Steve Blank and Bob Dorf
The Four Steps to the Epiphany, by Steve Blank

Launchpad central
( www.launchpadcentral.com
)
Allows you to share your work, your customer discovery narrative, your progress with developing your business model
Lean Launchpad 1 - Customer Discovery
( http://www.jutsu.it/goal/hg9vnXmAV9/lean-launchpad-1 )
Phase 1: Customer Discovery - shows you how to identify your customers.
Build a startup with Steve Blank's customer development model.
SteveBlank.com
Lean Launchpad 2 - Customer Building
( http://www.jutsu.it/goal/c2fFgOebMt/lean-launchpad-2 )
Phase 2: Customer validation - is the method that allows you to develop a predictable sales process. Build a startup with Steve Blank's customer development model. SteveBlank.com

• TRIGGER" aims to implement a comprehensive package of actions that will have as final result the integration to labour market and the enhancement of self-employment of 200 young scientists in the Greece – Bulgaria cross border region and the emergence of prospects based on competitiveness, productivity and innovation.

• VIRTUAL INCUBATOR
• www.virtualhub.eu

• A repository of e-tools – free to use and easy to understand
• Business toolbox
• Business Plan
• Marketing Plan
• Financial Analysis
• Trigger School
• Project Office
• Lobby Lounge
• Mentor’s Corner


Five Modules
Basic concepts of entrepreneurship (Start up life cycle:
Idea generation to pitching)

Each module consists of 3 sub-modules

Each module includes:

Training material in .ppt

Resources for further Reading (articles, templates etc)

Knowledge tests

Contacts
Contact Details
Address 21, Antonis Tritsis Str., 570 01, Thermi, Thessaloniki, Greece
Landline (+30).231.080.4000
Fax
Web
(+30).231.080.4100
http://www.euroconsultants.gr