Strategic Business Advisory
- WHAT MAKES BUSINESSES WORK?
- WHAT MAKES ONE SUCCESSFUL VERSUS OTHERS THAT ARE NOT?
- IS IT RAW GENIUS, LUCK OR HAVING THE RIGHT PRODUCT/SERVICE BEING PROVIDED AT THE RIGHT TIME IN THE RIGHT MARKET?
- WHO SAYS WHAT IS RIGHT? ULTIMATELY IT IS THE CUSTOMER….
The why of what...
Being involved with many businesses over 40+ years, we have consulted with and assisted many business owners and their advisors in understanding not only the value of a business but developing a deeper understanding of the “why of what they do.”
Recall Simon Sinek’s presentation of the Golden Circle: Why How What
We all know what we do, we also know How we do What we do, but do all of understand Why we do what we do.
Knowing the Why is the goal and we assist business owners in understanding the Why.
Developing a Deeper Understanding
We have three tools in our quiver:
- The Customer Development Model
- Business Model Canvas
- The Market Opportunity Navigator
While there is overlap across all three, they each have their respective strengths based on the needs of our client. They represent a progression of thought that is Customer Centric.
Let’s explore further:
Pivot for a moment to the beginning of Simon Sinek’s Golden Circle TED Presentation where he explains that Apple is just a computer company and presents their offer in this way:“We make great computers, they’re beautifully designed, simple to use and user friendly. Want to buy one?”
We know what they are selling, how they make the computer, but do we know why they sell the computer?
But Apply does not approach the sale in this way. Apple begins with Why:
“We believe in changing the status quo, thinking differently, we are challenged to make our products beautifully designed, simple to use and user friendly
Want to buy one?”
The Why defines your purpose, but what did Apple recognize in its product development, the need for Customer Development.
Steve Blank, in his revolutionary book “The Four Steps to the Epiphany” describes the need for Customer Development before Product Development – to that we add Service Development.
See the comparison of the traditional Product Centric Development process versus the Customer Centric Development process below:
Traditional Product Introduction
Business Plan
Product Development
Alpha/Beta Test
Launch/First Shipment
Customer Development
Customer Discovery
Customer Validation
Customer Creation
Company Building
Let's Get Started
Do you need help with Business Valuation or Value and Transitions Strategies today?
Schedule an appointment to speak with me directly and let’s get started with your solutions.