Value Proposition canvas- Customer needs and pains
New Alliance
1. The Alliance: “ We Connect People, Information, and Money with the Best ways to Maximize Business Value”
2. 2 Serving the Middle Market Sales (U.S. $ millions) 5 150 500 1,000 SmallLowerMiddleUpper Large Businesses M I d d l e M a r k e t Companies 2-3x 4-6x 7-8x8-10x >10x
3. 3 Private Capital Markets Capitalization- Growth Transfer Private Capital Markets Valuation
4. 4 The Alliance Growth (MidMarket Alliance) Transfer (AM&AA) Maximum Value Process (MVP) Information-Education-Valuation (MidMarket Place.com)
5. Member Benefits “Based on over 25 years of transaction experience, with thousands of client companies, unfortunately… For 90% of all companies, the “value gap” is just too big for any sale today!”
6. 6 What is the “Value Gap” today? Business Value Personal Needs Measure and Create Solutions to Bridge the “Value Gap”
7. 7 Bridging the “Value Gap” Owner Expectations/ Requirements $__________ Increase Company Value Business Transfer Value $_________ How?
8. 8 3 Key Questions : What do you really want most?…. How much will it all cost?…. What is the best way to get from what you have to what you want?
9. The Marketplace tells us: ‘Before Value can be sold or distributed…. Value must be Created!’
10. 10 Future global “weather forecast”… Rate of change will accelerate - life will be more complex, busier . . . Adaptability, agility & momentum will be the key to success! Innovation, opportunities & entrepreneurship will thrive Disruption will be the order of the day Fun, fortunes & failure will be in abundance
11. Business Changes Where is your business now ? Instability Growth & Maturity New Vision Renaissance Performance Demise Original Vision Time Span based on Market Conditions
12. 12 Changing “Owner-Manager” Risk Profile over the Business Lifecycle Entrepreneur Expansion Instability Check Out Risk CEO Shareholder
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14. 14 What are the Big Motives of Business Owners ? 1.Increasing profitability of business89% 2.Increasing value of business76% 3.Providing access to capital for the business64% 4.Reducing debtlevel of business63% 5.Expanding size of business51% Family Business, Research Findings, Mass Mutual
21. Insurance / Investment Advisors Wealth Preservation Estate Planning Wills & Trusts Charitable Planning Foundations The Current Environment A Fragmented Marketplace
22. A Fragmented Approach is Ineffective Today most financial professionals focus almost exclusively on just 1 or 2 of the pieces, valuation, legal, accounting, tax, M&A, etc. -- they fail to completely understand the owner’s fundamental personal needs and comprehensively evaluate the company’s overall business performance and potential
23. The Importance of a “BIG Picture” View Because the needs of the private Business Owner and the Company are so inextricably interlined the best Financial Advisors focus on the whole and not just individual parts.
25. It all begins with awareness, information, and education…a whole new perspective onthe BIG picture
26. “The New Corporate Skillset!” ReductionismHolism Parts Whole Structured Creative Rational Intuitive Prove it! Open mind Hierarchy Synergy Categories Individuals Seperate Connected Future/past Now Precise Chaotic Static Dynamic Male Female Nosy Selfcorrecting Seperate notes Harmony Mechanic Organic LogicalSequentialRationalAnalyticalObjectiveLooks at parts IntuitiveImaginationEmotionalSynthesizingSubjectiveHolistic Paul Wilson
27. 21 “None of us is as smart as all of us.” Warren Bennis
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29. October 31, 2006 23 Traditional Institutional Model Superseded Financial Institution Many: ManyPrediction Markets, Synthetic Economies One: ManyAffinity Purchasing Few: Few Long Tail Old Model: Financial Institutions serving many individuals New Model: P2P Many: One, One: Many, Many: Many, One: One Many: OneAffinity InvestingAffinity Philanthropy
31. 25 The MidMarket Alliance maximizes Value with a world-class professional community of independent experts sharing ideas, resources, and proven best practices: The MVP system
36. 31 We Know the Maximum Value Process (MVP) Awareness & Education Personal & Estate Planning Personal Needs Analysis Project Coordination MVP Maximizing Value Process Transaction Advisory Business Evaluation Value- Growth “Value GAP” Analysis Management Action Plan (MAP)
37. The planning process must be driven by the total personal needs of the business owner What was the main reason you went into business for yourself? What sort of relationship do you want to have with the business going forward? For how much longer do you want to remain involved with the business? Where are you at now considering the lifecycle for your Business?
39. Sample:Aspirations (Ideal) and Traditional Goals (Acceptable) Traditional advisory services focus on maximizing the size of your investment portfolio by minimizing your spending, maximizing your savings and positioning you in a portfolio with the highest risk you can tolerate. Achieving goals otherwise ignored and minimizing investment risk is what the Wealthcare process is all about. For most people, some goals are more important than others. Your primary financial goals as determined in our goal assessment are outlined above.
40. Knowing the $ Value Gap you can Model Alternatives What are all the possible ways to get from where you are to where you want to be?
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42. 37 “Choose the right transaction at the right time” Manage the many Business and Personal Transition Issues Manage Transaction Process Design and Structure “The Right Deal” Close the Transaction with Optimum Results Next Step: Personal Wealth Management
116. Growth Internal Perspective Human Capital Learning and Growth Perspective Information Capital Organization Capital Culture Leadership Alignment Teamwork
117. Summary - Value Proposition A repeatable process that uses tools, methods and people that help you understand and insure that your Organization, Processes and Technology are Aligned with your Business Strategy, by synchronizing the flow of products and information to the marketplace, resulting in a significant increase in shareholder value.
118. 48 Maximum Value Player (MVP) [pley-er]noun a person or thing that plays. one actively involved especially in a competitive field or process.
119. Page 49 What exactly are we Doing?? Subscribing Rating Organizing Creating Finding Designing Sharing Promoting Publishing
120. 50 Shared Pictures = Shared Knowledge = “Web 2.0 generally refers to a second generation of services available on the WWW that lets people collaborate and share information online.” - Wikipedia.com Shared Videos = Shared News = Shared Bookmarks =
122. Page 52 Web 2.0 Executable Web Customer-Contributed Content Rich Internet Apps Sharing Syndication Multimedia Photos, Videos, Animation, Audio, Text Flash, Flex , Ajax Really Simple Syndication (RSS) Feeds, Atom Ruby on Rails, Python JavaScript Podcasts Blogs, Wikis Mash Ups Gadgets, Widgets Linking Tagging Published APIs XML Social Networking Meta Tags icalendar Google Earth Web Services Amazon S3
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124. eProject Roles Visualization Communication Management Executives Portfolio Management Project Managers Project Management Internal Teams Teams and Resources Dynamic Applications Document Management Vendors & Partners
125. MidMarket Alliance Solution Center Market Research Research And Development Solution Development Customers and Customer Issues Solution Sales Solution Marketing Solution Partners Service And Support Integration Partners
127. MidMarket Place.com Where owners and advisors of privately held businesses go for valuable free information to learn about the marketplace and to configure the ideal mix of products and professional services they need to maximize business value. The “go-to” place for middle market owners and advisors. Where professional services providers collaborate to deliver a compelling value proposition to the middle market business owner. A 21st Century lead generation machine
128. MidMarket Place.comBranding Elements A Collaborative “Wiki” Marketing Materials Advertising Public Relations Direct Mail Events and Seminars Telemarketing One-to-One Marketing Conferences A Singular Focus on the Business Owner Vision and Creativity A Sense of Urgency Committed Professionals Passion for Excellence Fee Sharing Agreement Dispute Resolution One Goal: New Business!
154. EmployeesSME’s, Content Developers Learning & Performance Solutions Content IntellectualProperty(IP) Seminars Virtual Classroom Standards, Tools, Templates Re-purpose National Conferences Tools and Applications Content on Demand CDs Courseware The Alliance Operating System Identification Organization Education Implementation Assessment Performance Learning Repositories Metadata
155. MidMarket Place.com Web-based Systems for Collaboration Capital, Resources, and Tools Expert Advisors Education Awareness Information Owners
156. The Alliance: “ We Connect People, Information, and Money with the Best ways to Maximize Business Value”
Notas del editor
Voorbeeld dokter:Reductionisme: Je bent grieperig, je zoekt een dokter op, symptomen opzoeken, diagnose stellen, behandelen(zoals iedereen in die categorie), antibiotica voor keel en aspirine voor je hoofd. Je wordt beter. Medicijn is de oorzaak. Gevolg door antibiotica is je weerstand verslechtert..en krijg de aspirine verergert de maagzweer.Holistisch: niemand is volkomen gezond of volkomen ziek. Constant wisselende toestanden. Je begrijpt dat de oorzaak ligt in samenloop van omstandigheden weerstand naar 0. Via therapie en meditatie verander je je levensstijl, je gebruikt een homeopatisch middel om je weerstand op niveau te houden en je neet een massage tegen je hoofdpijn.. Conclusie, de hoofdpijn was niet slecht nadenken leven weer in evenwicht verbetering van je hele leven.Autorijden..Het bedrijf is een verzameling van categorieen. Inkoop, verkoop, logistiek, IT, marketing. Elk met doelstellingen. Symptomen en behandelingen. Daarnaast zie je het bedrijf ook als geisoleerd onderdeel in de samenleving.. [Wat]Symptomen: marktaandeel, brand awareness, ROI, retentie(Balanced Score Card)Kuur: marketing campagne, kosten snijdenBedrijf als gebalanceerd orgaan. Waar je open staat voor dynamiek, chaos, self correctie..maar ook creativiteit, intuitie, synergy en bovenal betekenis geven aan het totale orgaan in een grotere context..[Waarom]
