Acquisitions Branch Business Model Components - Content and Models

1. Acquisitions Branch Business Model Components - Content and Models

2. Business Model Components • Client segment – the groups of people to which we provide service organized by characteristics • Value proposition – the services (individual and bundled) we provide to our client segments • Business channels – the ways in which our client segments have access to our services • Client relationships – types of relationships we maintain with our clients and how we communicate • Key resources – the key resources on which the business is built • Key activities – the activities performed to deliver value through our services • Partner network – the partnerships guiding the design of the business and required to deliver or services • Cost infrastructure – the infrastructure costs to run the business • Revenues streams – the structure and constraints on finances to operate the business

3. Business Model - Questions Infrastructure Clients • Relationships • what mechanisms do we use to deal with clients • what function do they serve • Partners • what is the reason for the partnership • what is the strategic importance • how integrated is it • is it substitutable (other options) Value • Services • the reason why the service is used • how does the value compare to others • how does the price compare with others • at which stage of value cycle does it apply • Channels • what channels are there to access services • what stage of the buying cycle does the channel support and how • Clients • what criteria do we use to group clients • Resources • what is the resource type • how do they relate to an activity • Activities • where do we connect with the PAA • what is the configuration type • primary or secondary • how are the activities organized in the type Finance • Cost infrastructure • what is the cost account structure • what percentage is each account of the total • Revenue Streams • what is the revenue type • what is each stream’s percentage of the total • if it is a price - what is the mechanism

4. Value Offering (service) Reasoning - based on the attributes of the individual offering (service) - Name - Description - Reasoning - Value level - Price level - Life cycle Use Risk Effort Value Level Reduce Reduce Meet needs Meet needs Me Too Excellence Innovation Imitation Innovation Value in price / delivery Value in added features Value in best of breed Value in distinct approach or impact Price Level Free Market Innovation Economy Other source of income low-end scale - lower value No price difference - special attributes Luxury or unique Life Cycle Creation Purchase Use Renewal Transfer integrate clients in value design Streamline purchase, delivery phases Main value matching needs after consumption expiry or obsolete Transfer after customer use Business Model - value models

5. Life Cycle Creation Purchase Use Renewal Transfer integrate clients in value design Streamline purchase, delivery phases Main value matching needs after consumption expiry or obsolete Transfer after customer use Business Model - value models Value model - adapting to our context In profit sector Having customers integrated into product design Facilitate customer buying experience Use of the product and/or service renew value when used up, expired or obsolete Disposing or transfer of used assets for customers our context Requirement definition Enabling purchasing instruments and tools Procure services procurement engineering and commodity management Management and disposal services

6. Channel link - Name - Description - Customer buying cycle 1 4 After sales Awareness Purchase Evaluation 3 2 Business Model - channel models Provide value through tools (manuals, FAQs) and customer support Attract customers to evaluate the company's value proposition. Use ICT for online support Improve the transaction process Make purchase and fulfillment more convenient for the customer Reduce the customer's search costs - inform and advise him and give him access

7. Relationship - Name - Description - Customer equity Configuration type Customer Equity Mechanism - Function Value Chain Acquisition Value Shop Retention Value Network Add-on Service - relationship development - needs identification - initial offerings - Effective communication - Ongoing management - Adaptation of services - development of new services to match customer needs - identification of new services Business Model - client relationship models Configuration type Function Personalization Value Chain Value Shop Trust Value Network Brand - one to one marketing - learning relationship - collaborating to meet customers needs - Improving expectations and outcomes of transactions - mediation in cases of dispute - influence of every contact with the customer - ensuring interactions improve brand identification

8. Value Chain Service Marketing & Sales Outbound Logistics Operations Inbound logistics INPUTS - receiving - storing - distributing PRODUCTS - inputs - transform - final output PRODUCTS - collating - storing - distributing PURCHASING - means - information VALUE - enhance - maintain Configure Activity - Name - Description - Activity level - Activity nature Activity Level Activity Nature Support Primary Value Chain Value Shop Value Network - create value prop - promotion - delivery - underlying - allows primary - examples - HR management - technology - materiel mgmt Business Model - activity models

9. Value Network Value Shop Service provision Promotion Network infrastructure Control & Evaluation Execution Choice Problem solving Problem finding CUSTOMER - invite - select - notify LINKS - establish - maintain - terminate - bill OPERATIONS - maintain - update PROBLEM - review - formulate - approach [ requirements] [proc strategy] OPTIONS - generate - evaluate [solicitation] SOLUTION - select [bid eval] [selection] SOLUTION - organize - implement [contract award] VALUE - effectiveness measurement - evaluate [contract admin & close-out] Business Model - activity models

10. Configuration type Resource type Value Chain Tangible Intangible Value Shop Value Network Human - traditional physical resources - managed knowledge - brands - patents - mechanisms - people based skills - innovations Resource - Name - Description - Resource type - Relation to activity Business Model - resource models Relation to activity Resource Activity Resource Resource Activity Activity Resource Activity Shared Flow Fit

11. Partnership Partnership what is the… - Name - Description - Reasoning - Strategic Importance - Degree of competition - Degree of integration - Substitutability substitutability reasoning strategic importance degree of competition degree of integration - how relevant to the success of business - scaled 0-5 - to what degree is the partner operating in the same domain - scaled 0-5 - how loosely or tightly are we linked together - scaled 0-5 - how easy or hard would it be to find an alternative - scaled 0-5 Reduction of risk & uncertainty Optimization & economy of scale Acquisition of resources Business Model - partnership models