Business Model Canvas Workshop

Loughborough University

Graham Gardiner

Developing the Idea

Thinking about money

• Variable costs - What it costs to make a sale• Fixed costs - What you will have to pay out

on a regular basis

• Profit– Gross (Sales Total minus Total variable costs)– Net (Sales Total minus Total variable costs minus Fixed costs)

• Cash Flow (Ensure you have cash in the bank to pay bills)

Sales Targets How do you set your prices?

• How do you want to be perceived?• What do your competitors charge?• Ask your friends…how much would they pay?• What does it cost to produce?

Sales Targets • I analyze the client.• I assess the importance of the situation.• I assess the urgency of the situation.• I pay attention to what my competitors charge.• I consider the relative values of the different possible outcomes.• I figure out how hard it would be for the client to get better service elsewhere.• I determine how important my firm's expertise is to the likelihood of a successful outcome

(in other words, is this going to be easier because of our particular skills, or could any trained monkey use google to find the answers?)

• I consider what we've charged other clients in the past for similar work• I consider whether those charges were heavy or light in retrospect• I consider the likelihood of getting more work from this client• I assess how much work we've done for this client already• I wonder how important getting this particular job is to our firm (if it isn't, I might raise the

price)• I decide whether to do a single price for the whole gig, or whether (and how) to break up

the job into minigigs with separate prices• and then I say, "This is our price."

Start up costs• What will you need to start your new business ?• From your list, think about – I have already– I need to buy (£)– I might buy later

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Personal Survival Budget

graham@aspiren.org