Graywel for business development, partnerships and beyond !
Review organizational mandates and cultures
A critical success factor in making an alliance work is the mutual understanding of organizational mandates and cultures. The institutions will have each emerged out of different circumstances, with many changes in leadership, management, funding levels and strategic priorities over their histories. As a result, each institute has its own unique organizational culture mandates, constituencies, business models, management structures and communications practices.
A value proposition can apply to an entire organization, or parts thereof, or customer accounts, or products or services. The effectiveness of the value proposition depends on gathering real customer, prospect or employee feedback. Click to register.....




Key Activities
What Key Activities do our Value Propositions require?
Our Distribution Channels?
Customer Relationships?
Revenue streams?
 
CATEGORIES:
Production,
Problem Solving
Platform/Network
 
 
 
Key Partners
Who are our Key Partners?
Who are our key suppliers?
Which Key Resources are we acquiring from partners?
Which Key Activities do partners perform?
 
MOTIVATION FOR PARTNERSHIP:
Optimization and Economy,
Reduction of Risk and Uncertainty
Acquisition of Particular Resources and Activities.

Customer Relationship
What type of relationship does each of our Customer segments expect us to establish and maintain with them?
Which ones have we established? How are they integrated with the rest of our business model?
How costly are they?
 
EXAMPLES:
Personal Assistance,
Self Service,
Automated Services,
Co creations



Key Resources
What Key Resources do our Value Propositions require?
Our Distribution Channels? Customer Relationships?
Revenue Streams?
 
TYPES OF RESOURCES:
Physical,
Intellectual (Brand, Copy Right, Data),
Human,
Financial.

Value Propositions
What value do we deliver to the customer?
Which one of our customer’s problems are we helping to solve?
What bundles of products and services are we offering to each Customer Segment?
Which customer needs are we satisfying?

CHARACTERISTICS:
Performance,
Customization,
Design,
Price,
Cost,
Risk,
Accessibility,
Convenience,
Usability.  

Customer Segments
For whom are we creating value?
Who are our most important customers?
 
EXAMPLES:
Mass Markets,
Niche Markets,
Segmented,
Diversified,
Multi-sided Platform




Cost Structure
What are the most important costs inherent in our business model?
Which Key Resources are most expensive?
Which Key Activities are most expensive?
 
IS YOUR BUSINESS:
Cost Driven -
Leanest cost structure, low price value proposition, maximum automation, extensive outsourcing. 
Value Driven -
Focused on value creation, premium value proposition.
 
SAMPLE CHARACTERISTICS:
Fixed Cost - Salaries, Rents
Variable Cost,
Economies of Scope
Economies of Scale

Channels
Through which Channels do our Customer Segments
want to be reached?
How are we reaching them now?
How are our Channels integrated?
Which ones work best?
Which ones are most cost-efficient?
How are we integrating them with customer routines?
 
CHANNEL PHASES:
Awareness-
How do we raise awareness about our products and service?
Evaluate-
How do we help our customer to evaluate our value proposition?
Purchase-
How do we allow our customers purchase specific product or service?
Delivery-
How do we deliver a value proposition to customers?
After Sales-
How do we provide post-purchase customer support?

Revenue Stream
For what value are our customers really willing to pay?
For what do they currently pay?
How are they currently paying?
How would they prefer to pay?
How much does each Revenue Stream contribute to overall revenues?
 
TYPES
Assets Sales,
Usage Fee,
Subscription Fee,
Lending/Renting/Leasing
Licensing,
Brokerage,
Advertising.