Fundamentals of Entrepreneurial Management Series

Workbook
Business Model Design
Workbook Template

Company: <Enter your company name here>

Last updated: <Enter the last update date here>
Activity 1: Key business model questions

Write a brief response to the following questions.

1. How do you acquire customers?

2. After you have landed a new customer, how do you plan to relate to that customer and
manage the relationship (if at all)?

3. How do you charge your customers? What is your revenue model?

4. How much do you charge your customers? Can you calculate your revenues for the next
month, quarter and year?

5. What assets are available to you or under your control?

Activity 1: Key business model questions (contd)

6. Who are your key partners?

7. What key activities do you need to engage in to deliver your value proposition?

8. What are your fixed costs?

9. What are your variable costs? Can you calculate your total cost for the next month, quarter
and year?

10. Does your revenue forecast demonstrate increased profitability towards the end of the
forecast period?
Activity 2: Create your own business model
KEY KEY VALUE CUSTOMER CUSTOMER
PARTNERS ACTIVITIES PROPOSITIONS RELATIONSHIPS SEGMENTS

<< list your partners << describe your key << insert your value <describe how you plan to
here>> << describe your
activities here>> proposition here>> establish and manage the
target customer
relationship between the
segment here>>
customer and your brand
here>>

KEY
RESOURCES CHANNELS

<< list the key resources << describe 1) how you

available to you here>> plan to acquire
customers, 2) how you
plan to deliver your value
proposition to them and
3) how you plan to
communicate with your
customers >>

COST STRUCTURE REVENUE STREAMS

<< Describe your cost structure here>> << describe your revenue streams here>>
BMC EKSPEKTASI
KEY KEY VALUE CUSTOMER CUSTOMER
PARTNERS ACTIVITIES PROPOSITIONS RELATIONSHIPS SEGMENTS

Go-Jek Cita rasa lezat Konsultasi gizi terjadwal

Telkomsel Memasak sekali dalam dua minggu Pekerja kantoran
Bahan makanan
Supplier plastik Transaksi Membership Pelajar dan
organik
Bank Promosi & advertising Delivery order Mahasiswa
Tanpa bahan
Lembaga konsultan Pengadaan bahan baku Layanan konsumen Ibu Rumah
pengawet, pewarna,
gizi Konsultasi gizi Cashback Tangga
dan penyedap buatan
Developer (IT) Promo Orang dengan
Halal
Konsumen Endorsement penyakit khusus
Higienis
MUI Events
Praktis
Vendor kartu Pasien RS
Fast delivery service
elektronik KEY
RESOURCES Update menu secara
RS berkala CHANNELS

Peralatan dapur Mouth-to-mouth

Bahan baku organik Iklan edukatif (semua
Chef dan asisten chef media)
Customer service Website
Tempat produksi Apps untuk mengontrol
Kendaraan kalori
Supir Seminar dan pameran

COST STRUCTURE REVENUE STREAMS

Bahan baku Operasional Tunai/COD Go-Pay
Gaji karyawan Biaya kontrak (Go-Jek, Bank, Telkomsel) Transfer Saldo Membership
Administrasi MUI Peralatan dapur Voucher
Pajak Biaya iklan T-Cash
BMC REALITA
KEY KEY VALUE CUSTOMER CUSTOMER
PARTNERS ACTIVITIES PROPOSITIONS RELATIONSHIPS SEGMENTS

Telkomsel Cita rasa lezat Konsultasi gizi online

Supplier plastik Memasak Membership Pekerja kantoran
Bahan makanan
Bank Transaksi Delivery order Orang dengan
organik
Lembaga konsultan Promosi & advertising Layanan konsumen penyakit khusus
Tanpa bahan
gizi Pengadaan bahan baku Cashback Events
pengawet, pewarna,
Developer (IT) Konsultasi gizi Promo Pasien RS
dan penyedap buatan
Konsumen Pengiriman pesanan Halal Endorsement
MUI Higienis
Vendor kartu Praktis
elektronik Fast delivery service
RS KEY
RESOURCES Update menu secara
berkala CHANNELS

Peralatan dapur Mouth-to-mouth

Bahan baku organik Iklan edukatif (semua
Chef dan asisten chef media)
Customer service Website
Tempat produksi Apps untuk mengontrol
Kendaraan kalori
Supir Seminar dan pameran

COST STRUCTURE REVENUE STREAMS

Bahan baku Operasional Tunai/COD Saldo Membership
Gaji karyawan Biaya kontrak (Bank, Telkomsel) Transfer
Administrasi MUI Peralatan dapur Voucher
Pajak Biaya iklan T-Cash
Activity 3: Consider your business model

Does it work? Do the revenues outweigh the cost? Try estimating revenues
and cost for the next month ( or the first month of sales, if you are without
revenue for now)

What are the risks to your business model? What parts of your business
model are most critical for your business to grow in a profitable manner?

Are there things that can or should be changed to strengthen the business
model or reduce its risk?
Activity 4: Clarify your business model assumptions

Check each response in the Building Model Canvas against the following
criteria:

How do you know what you wrote in each building block is true? Have you
made an assumption or do you have solid evidencein the form of
documented facts?
In the cases you have facts, label the response as Fact and make a note of
your evidence.
In the cases you have made assumptions, label the response as Assumption.
Complete the activity by listing all the assumptions regarding your
business model on the next slide.

The next section will address how to test those assumptions.

Activity 4: Clarify your business model assumptions (contd)
List your assumptions about your business model

No. Question Fact (with evidence) Assumption

1.

2.

3.

4.

5.
Activity 5: Prepare to meet customers

Prepare the materials needed before you meet potential

customers: (create a checklist of the points below)
Sales materials
Website
Product information
Customer presentation
Other (demo/prototype/case study)
Channel strategy description
Sales process description:
Economic buyer
Other stakeholders involved in customers buying process
Steps in and duration of sales process
Expected deal size
Pricing options
Activity 6: Update your documentation

Document your sales roadmap by answering the following questions.

Who are the stakeholders involved in the customer's buying process?

Who typically plays the roles of influencer and economic buyer?

What are the stages and the length of the sales cycle?

What is the profile of the typical buyer?

What is the best sales strategy?

Activity 6: Update your documentation (contd)

Create your positioning statement using the following template.

For

Who.

Our product is

That provides

Unlike

We have assembled/created/invented a product that.

Activity 6: Update your documentation (contd)
KEY KEY VALUE CUSTOMER CUSTOMER
PARTNERS ACTIVITIES PROPOSITIONS RELATIONSHIPS SEGMENTS

KEY
RESOURCES CHANNELS

COST STRUCTURE REVENUE STREAMS

Activity 7: Plan your next steps
Take the required steps to implement your business model (make a checklist of
the items below):

No. Activity Deliverable Deadline Responsible

1. Develop a revenue forecast

2. Put together a marcom strategy

to generate demand and shorten
your sales cycles

3. Create a product roadmap

4. Continue to engage with
customers on your initial target
list
5. Plan for growth