Pitching your business idea by Rajesh Nair, Associate Director, Markets, EY

Pitching your business ideaMay 9th , 2015

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Broad themes

► The Idea

► Structuring your idea

► Common pitfalls in your pitch

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Introduction – starting up

► The excitement of an idea

► Hunger to make a difference

► Idea to enterprise

► Execution of the idea

► Access to funds

► Setting up

► Euphoria at the market place

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Introduction – starting up

What got you here will not take you there …

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The business model

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Customer Segments

► Mass Market

► Niche Market

► Segmented

► Diversified

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Value propositions

► Newness

► Performance

► Customization

► Design Brand

► Price

► Accessibility

► Usability

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Channels

► How are we reaching our customer segments

today ?

► How are the channels integrated ?

► Which ones work best ?

► Which are the most cost efficient ?

► How are we aligning to the customer routines ?

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Customer relationships

► One to one assistance

► Self service

► Automated services

► Communities

► Co-creation

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Revenue Streams

► Asset sale

► Usage fee

► Subscription fees

► Lending / leasing / renting

► Licensing

► Brokerage

► Advertising

Fixed

Dynamic

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Key resources

► Physical

► Intellectual

► Human

► Financial

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Key Activities

► Production

► Problem solving

► Platform / Network

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Key Partnerships

► Optimization and economies of scale

► Reduction of risk and anxiety

► Acquisition of particular resources and activities

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Cost Structure

► Approaches ► Cost driven

► Value Driven

► Characteristics

► Fixed costs

► Variable Costs

► Economies of scale

► Economies of scope

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Understanding patterns

► Customer relationship businesses

► Product Innovation businesses

► Infrastructure business

Each type has a different

► Economics

► Competitive landscape

► Cultural imperative

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Shifting focus areas

►Innovation to execution

►Individual focus to team building

►Aspiring to inspiring

►Creativity to work structures

►Revenue to revenue management

►Top line to bottom line

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Some common pitfalls

► Relationship Decisions

► Role decisions

► Reward Decisions

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Leadership roles

► Organization strategist

► Human Capital developer

► Talent Manager

► Organizational executor

► Orchestra Conductor

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When do we stop innovating ?

► Initial years

► Break out ideas

► What need is being addressed ?

► Later years

► Operational Efficiency

► Scale up pressure

► Focus shift from art of discovery to science of discovery

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When do we stop innovating?

► Exploration to Efficiency

► Losing autonomy to rules

► Shift to short term viability

► Process becomes the driver

► Work becomes progress and not perfection

► How do I instill structure ?

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Organizational systems and processes – Organisation structure

► Work delegation

► Participation and team work

► Career planning

► Leadership Pipeline model

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Organizational systems and processes – Performance management systems

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Organizational systems and processes – Rewards and recognition

► Compensation philosophy

► Fixed Vs variable

► Transparent systems

► Incentivize competencies

► Reinforce behaviors

► Competency frameworks

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Organizational systems and processes – Increased standardisation of processes

► Standard operating procedures

► Accounts and finance

► Market facing functions

► Internal Efficiencies

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What do the VCs and Angels say ?

► Vision

► Passion

► Focus

► Integrity

► Keenness to learn

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Thank you