MKB Masterclass – GROEI je bedrijf 2.0

De LEAN LEAD Generation een masterclass voor MKB-ondernemers

Wil je je bedrijf sneller laten groeien dan anderen in de markt of voel je de dagelijkse druk en kom je aan de lange termijn nauwelijks toe?

Voor ambitieuze en ervaren ondernemers die op willen schalen.

Deze Masterclass is ontworpen in samenwerking met de Hogeschool Rotterdam

Wat je doet

Bepaal in één dagdeel je groeistappen aan de hand van bewezen modellen gebaseerd op Design Thinking, Lean Startup en de Innovation Curve.

Ga aan de slag met gelijkgestemde ondernemers en gemotiveerde studenten. Combineer de lessen van startups met jou uitdagingen in de praktijk.

Je eindigt de dag met een concreet plan, acties en om je aannames voor groei te testen.

We helpen je bij:
✔ Meer klanten krijgen en winst maken
✔ Kansen benutten in hands-on social media

Wat je krijgt:
✔ Leer de social media trends en impact op je bedrijf
✔ Je past Business Development methode direct toe
✔ Bepaal je een oplossingsrichting en duidelijke actieplan

Unieke aanpak

Je leert sneller van ondernemerservaringen, gemotiveerde studenten en kundige begeleiders.

Trends, discussies en brainstorming wisselen elkaar in hoog tempo af. Je maakt keuzes en bepaalt directe actie.

Neem de eerste stap:

Spar met ondernemers en studenten en leg de basis voor gerichte groei.



Waarom…

…. wij deze Masterclass geven?

Ondernemers, studenten en de Hogeschool Rotterdam profiteren van een sterkere regionale economie. Wij willen bijdrage door deze partijen effectief bij elkaar te brengen.

…. studenten geïnteresseerd zijn?

… ik bouw op ervaring van ondernemers en doorloop in één ochtend de eerste 4 weken van mijn afstuderen.

…. ondernemers één ochtend investeren?

Leer van collega ondernemers. Spar met studenten. Neem directe actie en leg de basis voor nieuwe groei.



Schrijf je in:

Eventbrite – lean-lead-generation-ticket

MKB Masterclass – GROEI je bedrijf

De LEAN LEAD Generation een masterclass voor MKB-ondernemers

Wil je je bedrijf sneller laten groeien dan anderen in de markt of voel je de dagelijkse druk en kom je aan de lange termijn nauwelijks toe?

Voor ambitieuze en ervaren ondernemers die op willen schalen.

Deze Masterclass is ontworpen in samenwerking met de Hogeschool Rotterdam

Wat je doet

Bepaal in één ochtend je groeistappen aan de hand van bewezen modellen gebaseerd op Design Thinking, Lean Startup en de Innovation Curve.

Ga aan de slag met gelijkgestemde ondernemers en gemotiveerde studenten. Combineer de lessen van startups met jou uitdagingen in de praktijk.

Je eindigt de ochtend met een concreet plan, acties en om je aannames voor groei te testen.

We helpen je bij:
✔ Meer klanten krijgen en winst maken
✔ Kansen benutten in hands-on social media

Wat je krijgt:
✔ Leer de social media trends en impact op je bedrijf
✔ Je past Business Development methode direct toe
✔ Bepaal je een oplossingsrichting en duidelijke actieplan

Unieke aanpak

Je leert sneller van ondernemerservaringen, gemotiveerde studenten en kundige begeleiders.

Trends, discussies en brainstorming wisselen elkaar in hoog tempo af. Je maakt keuzes en bepaalt directe actie.

2x pilot sessie in Juli

We testen een nieuw format en profiteer daar nu van!
Neem KOSTELOOS deel aan deze pilot sessie in juli (ter waarde van 500 euro)



Waarom…

…. wij deze Masterclass geven?

Ondernemers, studenten en de Hogeschool Rotterdam profiteren van een sterkere regionale economie. Wij willen bijdrage door deze partijen effectief bij elkaar te brengen.

…. studenten geïnteresseerd zijn?

… ik bouw op ervaring van ondernemers en doorloop in één ochtend de eerste 4 weken van mijn afstuderen.

…. ondernemers één ochtend investeren?

Leer van collega ondernemers. Spar met studenten. Neem directe actie en leg de basis voor nieuwe groei.



Schrijf je in:

Eventbrite – lean-lead-generation-ticket

Find the most effective way to attract customers.

You have taken the first important steps in  The Innovation Curve.  In the ‘PROTOTYPE your solution’ you have solved the problem for you customer.

Now it is time to test your business model. Are you able to SELL your product 10x and create the income you hope for?

If you are new here, do check out Step 1 (START a Business) first.

WhatsApp Image 2018-03-01 at 4.22.07 PM

With test customers as your first ambassadors your have gained the confidence your product solves a problem.  Now you have actually reached the most challenging part of your mission.

Can you attract enough customers in the most effective way?

Be prepared a though challenge ahead. Finding and selling to customers is the most difficult part of your startup Journey. Solve this riddle and you have proven your business idea.

This is a disciplined approach for continuous testing your sales efforts. It will continue during the ‘BUILD a company’ and ‘SCALE steps’.

Step 5 – Sell 10x

In this step, you will find your customers and validate a heath of business idea.

5 Innovation curve SELL 10x I want to have
It is about learning how to sell your product best. Discover the best way and right moment to approach him with your product. You will learn to experiment with sales channels and be able to calculate the return.

Understanding your market and optimizing sales effort is a never ending activity.  Solving this riddle is creating the foundation of your business. Done well and you are ready to BUILD your business

We will help you build a disciplined way of testing and measuring your sales efforts. We will give you the tools that helps you to see the progress.

Testing the market helps you move forward. With trial and error you iterate and improve your sales efforts. You can maximize your learning  by creating bitesize measurable actions. With examples you will see how to test these in different ways and measure the effect.

In this section, you will find helpful tools and examples to guide you forward.

Journey dilemma   Action
How do I know what to offer to my customer when? Customer Journey mapping
How do I attract and sell to my customers best? Build a Sales Funnel
How do I know my sales efforts are successful? Monitor your Customer Factory Blueprint
How do I test the best sales channel to use? Apply the Bull Eye Model

 

Where an early stage customer pivot helped us forward

Food for Thought
A message from Leander, co-founder of The Innovation Curve:

“It is common start with an idea and get stuck without understanding what’s blocking you when building a business. As it can get quite frustrating (in addition to it being a lonely journey), I always try to take a step back and do a little reflection. My reflection led me to write this blogpost.”

This is my journey on how I applied the Innovation Curve on a business.

Currently, I am working with a client to help him BUILD his business in window panels. In Holland, it has been a long time tradition to make window panels from wood.
The company I am working with is able to produce high quality window panels against a competitive price. It has sufficient qualified staff for installation but lacks the sales capacity to promote the product and grow the business.

Hence, the assignment given to me was to assist the client to BUILD and SCALE the business.

6 Innovation curve BUILD I want to have

This sounds great, we can’t wait to get started!

Where do we start to build and grow the window panel business?

Yes, this is a right question to ask but there are many other questions we need to answer first before thinking about building the business. Ideas are great, it may work for you but is this a solution that the market needs to solve the problem?

Examples of questions we asked ourselves where:

  • Is there a large market potential in this industry?
  • What is the current alternative solution customers are using right now?
  • Do they need your service when they have an alternative solution?
  • How much are they willing to pay to replace their window panel?

 

Estimated market size

My first step was to estimate the market potential. What could the potential benefit be? What is the margin, cost of sales and how much time needs to be invested?

Using the Bottom Up Calculation method, we managed to gather some findings.

Window Panels Market size

We estimated that a 10% profit would be realistic and aimed to earn 10,000 Euro/month.
Our first question would be:

Would a sales target of 100,000 Euro/month be realistic?

Based on the calculation above and the segment we targeted, we had to contract 5 mid-sized housing associations.

With approximately 120 associations in our market, we were confident with the market size and assumed this was a realistic number.
Step 1. TEST your IDEA – Activity: Can I Earn Money with This Idea?

Window panels Market calculation

Talking to experts we learned find a better customer segment

We highly believe it is important to constantly test the water of the business. Hence, we talked to experts to learn about the challenges and quality of the product. We talked to customers to find out how much they are willing to pay for the product. This allowed us to identify several customer segments and understand their needs.

Window Panels Market selection

Our initial thought was to target the Housing Association Market mainly because of their Market size and relatively little sales effort needed to attract them.
We learned that they have a longer relationship with their suppliers and are usually not looking for alternatives.In other words:

Housing associations don’t have a problem that we can solve.

They are also asking for quality certificates making it less easy to create a prototype.
This was especially the case for the New Construction Market. We decided to leave this market untouched.

However, we learned that homeowners find it difficult to find suppliers and fail to understand their options (Depth/Pain). They searched high and low online for suppliers, product options and cost indications.

What if we :

  1. capture their attention and
  2. provide the information they need?

This would bring significant upsides:
We could solve their first pain by providing the information the needed. It would allow us buildup knowledge by solving their questions.

Talking to experts help us to select our target market:

Owners renovation their house in the Amsterdam area.

What we learned

In assignment is to BUILD and SCALE a company in window panels. To do so we calculated our target market size, selected a customer groups based on the best assumptions we could make in our first view hours at work.
We spend several days talking to experts we happen to know. For us these were housing associations, constructions companies, architects and home owners.
This talks let us in refining our customer segment and finding a problem we could solve.
We formulated new assumptions and started to test them.

 

SELECT your customers

SELECT your Customer

You already have a rough idea of the opportunity you want to pursue. In Step 1 (Start a Business), you have identified a number of assumptions, yet many blanks still need to be filled in. The truth is most ideas you come up with will not work at first, but this is completely fine.

Remember, you are on a journey where it is more important to learn than to be right.

In Step 2 (Test your Idea), you have selected the best target group. It is time to validate if these are your best target customers. It is important to identify the problem they are facing, what they want to solve and what their current alternatives and their needs are.

Step 3 – SELECT your Customers

3 Innovation curve SELECT customers I want to have

In this step,  your focus is to understand your customers’ needs.  

Perhaps you have gained new insights from the earlier steps, this is the opportunity to use these insights to select the best target group. There is little harm to go back one step since the product/service has not be created!3. Innovation Curve - Select your customerWe use various tools, theories and models to answer these dilemmas:

Journey dilemma   Action
How to get good customer feedback fast 3.1
What group of customers should I focus on first? 3.2
I know the pains and gains of my customers 3.3
What customer group do I focus on? 3.4

After this step, you would have successfully applied the tools to learn more efficiently, gain valuable insights and have created the foundation for your business.