This document discusses visual business development and improving a coaching business. It suggests having a salesperson sell coaching activities to allow coaches more time. Charts and diagrams visualize the current process and opportunities like selling to more customers or having the salesperson manage more accounts. The overall message is to test assumptions, recognize that users and customers can differ, and experiment with customers to continuously improve the business.

1. VISUAL BUSINESS DEVELOPMENT
Anders Holmberg

2. VISUAL BUSINESS DEVELOPMENT
@SOFTHOUSE
Anders Holmberg
Business: “We sell scrum
and Kanban coaching to
development teams.”

3. BUSINESS DEVELOPMENT
Bringing more value to more customers with more profit
If you can’t see it,
you cant improve it!

4. Building
BlockBuilding
Block
Building
Block
Building
Block
Building
Block
Building
Block
Building
Block
Building
Block
Building
Block

5. Building
BlockBuilding
Block
Building
Block
Building
Block
Building
Block
Building
Block
Building
Block
Building
Block
Building
Block
Guess
Guess
Guess
Guess
Guess
Guess
GuessGuess
Guess

6. Development
teamScrum &
Kanban-
coaching
Sales-
person
Softhouse Process Coach Anders

7. Development
team?

8. Customer ≠ User
IT manager Development
team

9. Development
team?
IT managerNiclas 42 years
Manage
20
developers
Always
on the
run to
a meeting
Gain
profit
Have time
for
family

10. Scrum &
Kanban-
coaching
Sales-
person
Softhouse Process Coach Anders
Development
team
IT manager

11. a sales person can
sell coaching activities so the coaches
have more time to do their work.
trying to sell enough for two coaches
how many closed sales we
If we sell for 200 KSEK
Sales Channel May 2013
get
each month
have a sales person

12. a sales person can
sell coaching activities so the coaches
have more time to do their work.
trying to sell enough for two coaches
how many closed sales we
If we sell for 200 KSEK
Sales Channel May 2013
get
each month
have a sales person

13. IT manager
Scrum &
Kanban-
coaching
Customer
meets the
coaches
Softhouse Process Coach Anders
Sales-
person
Coach
meets
customers
Free 2 day
course

14. January February
April
March

15. IT manager
Customer
meets the
coaches
Softhouse Process Coach Anders
Sales-
person
Coach
meets
customers
Free 2 day
course
Business
Development
Agile
Management
Scaling
Agile

16. January
February
April

17. IT manager
Customer
meets the
coaches
Softhouse Process Coach Anders
Sales-
person
Coach
meets
customers
Free 2 day
course
Business
Development
Agile
Management
Scaling
Agile

18. VISUALIZE
EXPERIMENT
IMPROVE

19. SUMMARY
1. TEST ALL YOUR ASSUMPTIONS
2. USER ≠ CUSTOMER
3. EXPERIMENT WITH CUSTOMERS

20. THANK YOU!
Anders Holmberg