3.14 questions VA & VP Flashcards
Direction 1
Reduce Clients Overall Costs
Can you strip down your offer in such a way as to lower your costs and therefore the price for the client?
Are there elements of costs incurred by the client when ordering or using your product or services that you could decrease ?
Can you offer a part of your product/service for free in order to attract clients?
example: JCDecaux NetJets Blocket.SE Castalie Leboncoin.fr
Direction 4
Introduce more emotion and functionality
Is your product/service functional or emotional?
How can you add a positive emotion to it?
How can you go back to its basic functions by removing its emotional content?
example: Luxury perfume industry Body Shop Patrimonio Hoy Cemex - Mexican cement company Inglorious Fruits and Veggies
Direction 14
Find New Resources
(tangible and intangible)
How can you enlarge the base of your tangible and intangible resources?
What can you find by looking far from your usual base of resources?
examples: Airbnb Topcoder Eyeka Lending Club Zopa Kiva
crowd sourcing - generates diversity of resources, decreases standardization
Direction 12
Associate with competitors or partners
Who are your competitors?
What are their strong points? What are their strategic resources?
How are these advantages or resources complementary to yours?
How could you associate your strengths and neutralize your weak points?
Can you change the working relationship between yourself and your suppliers? your clients?
example:
Trium Global MBA
Spie Batignolles - (French Construction)
Coopetition - cooperation and competition
Direction 11
Leverage your strategic resources and competencies
What are the strategic resources?
Which resources do you under-exploit? Could you promote them in another way?
Do you have know-how that could be of interest to other companies?
example: ProSiebenSat.1 - (media for equity) Amazon - (Fulfillment + Web Services) GE data On Top Germany - (Symbiont)
Direction 7
Modify the Revenue Stream
Could you invoice your clients differently?
Which 3rd parties would be interested in financing all or part of your offer?
Does your offer allow your clients to save or generate income?
example:
Anticafe (time spent vs goods purchased)
Freemium
Google (decoupling of payer and user) Honeywell and Schneider Electric - energy performance contracts Price/KM MFS JCDecaux Social Security / Insurance
Direction 2
Reduce Client Hassles
Which products or services do clients use in addition to your own?
What are the constraints or complications your clients come across whilst using your products or services?
How can you minimize these complications?
example:
Michelin Fleet Solutions - sells KM vs tires
Safechem - closed look solution metal degreasing
Graze.com (snacking company)
Direction 13
Identify Supplementors
Which offers are used by your clients before, during and after they use your offer?
Can you integrate these offers in your value proposition? What would be the interest for clients?
What would be the interest for the company providing this complementary offer?
example:
Barnes and Nobles Cafe
Michelin MFS and Euromaster
DHL Daimler delivery
Direction 10
Eliminate or add one of several steps
In which way is this step in the value chain useful? Can you eliminate it?
What will be the impact in terms of cost and therefore price?
Could you add a step to the value chain? What would be the result? Would it bring value to the client?
example:
Low cost airlines
Beauty Bubble (eliminated step dry hair cut, small footprint)
Desso carpet
Safechem
Cradle to Cradle circular economy concept
Capital Employed
Fixed Assets (factories, machines, trucks)
+
Working Capital Requirements (inventories, + accounts receivable, - accounts payable)
Direction 6
Introduce a 3rd Party
could you identify a player that would be intersting to put in touch with your own customers?
could your assets belong to a third party? (like airbnb rooms or uber cars)
for whom could you act as an intermediary?
example: JCDecaux (intermediary between public transport and companies posting ads) Deliveroo (restaurant delivery) Amazon (buyers and sellers) Airbnb Bring.Buddy Didi BlaBlaCar
Platform Business Models - Double Sided Business Models / Multisided
3 Ways to Modify the Revenue Stream
User pays in a different way
Make a 3rd party pay
Pay yourself from the savings or earnings achieved by your customer
Direction 9
Modify one or several steps in the value chain
What are the different steps in your value chain?
Can you change or redesign the way you bring each step into play?
example:
Jamendo - (music right mgmt)
Nickel Bank accounts - (tobacconist distributes, realtime immediate account opening.)
Charlotte Lingerie (modified distribution)
Direction 8
Introduce new Technology
Do your competitors use a technology you could integrate?
Which are the existing technologies in other sectors that you could use?
example
Valtis cash transport
Qarnot computing
Direction 3
Look for non clients
What pushes potential clients to ignore your offer?
In this case, what do these clients do? Where do they go?
With what aspects of the offer are your clients always dissatisfied?
example: W hotel - (mini bar replacement) munchies box Danone Shokti Doi Andrew Rieu Classical Concerts Base of the pyramid
