Sustainable business models: from a blazing fire to a flaming success
Wednesday 1 July 2020
How did it happen that a sustainable revenue model like services got bogged down in the organization after an enthusiastic reception by the entrepreneur?
New start
When I started my new proposition ProfitableServices: creating sustainable revenue models with services, I had excellent conversations with CEOs and entrepreneurs. They shared my vision, got enthusiastic about my enthusiasm and wanted to continue. After the CEO was enthusiastic, I was always referred to a manager of the services department, R&D or knowledge and development.
Disappointment
But after a courtesy conversation or even a workshop, things went quiet. One excuse after another followed when I called in to ask when we were going to continue working out their business case for services. When I spoke to the entrepreneur again after a while, he tried to hide his disappointment. What were we doing wrong?
The pyroman
A good business friend dryly analyzed: "Arno, you are a pyroman! Just as a pyroman gets a kick out of constantly lighting new fires, you are always busy transferring the spark of services to entrepreneurs with your creative ideas. Most entrepreneurs are also pyromane: fond of new ideas, especially if they promise a sustainable revenue model. In short, you are able to start a big fire together with the entrepreneur, both of which will make you super enthusiastic.
The fireman
But an entrepreneur is not going to do it himself and refers you with all good intentions to his manager or right hand: the firefighter. The firefighter is used to his employer always coming up with new ideas (read: fires) and tries to extinguish it as much as possible or at least limit it to a manageable candle flame, otherwise he will go crazy. Not because those ideas are not good, but because new ideas always bring uncertainty and take a lot of time. "
Entrepreneur on the bar
"So you have to translate that great bonfire that you always light with entrepreneurs into a business case together with the entrepreneur. That way you create clarity for everyone and the fire remains manageable. And the firefighter will not immediately extinguish a manageable bonfire. "
Profitable business
Many entrepreneurs delegate it to a manager just because he has always been in charge of service. But services as a business is another game that needs your personal attention and focus. Only then can you turn it into a serious profitable business with a sustainable business model that will become the cork of your company. So if services strategically have that much impact on your business, you're short on yourself to delegate it early.
Lean start-up
Services means a completely different mindset, different competences and different working methods. You as an entrepreneur must be on top of that. The lean start-up approach is more appropriate than delegating to a department. Service as you are used to is old school. We offer you the spark to redefine and organize your services. We first set the lines together and determine the business case before you delegate anything.
That makes the difference between a disappointment and a successful services start-up that gives entrepreneurs like you and me so much energy!
Exclusive sparring session
That is why I now organize exclusive sparring sessions for entrepreneurs from different industries to work with like-minded pyromans to come up with your new services and to transform it into a business case that will start to flare for you and your organization.
Let's have a chat?
Share your contact information with us, describe below what your biggest wish or challenge is and we will make time for you. See you soon!