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DIWANIYA

THOUGHT LEADER IN BUSINESS DEVELOPMENT

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WE OFFER TAILOR-MADE BUSINESS DEVELOPMENT EXPERTISE, TO EFFECTIVELY SHAPE AND REALIZE YOUR GROWTH. TO REMAIN RELEVANT, NOW AND IN FUTURE!

 

 

REALITY IS MADE UP OF CIRCLES BUT WE SEE STRAIGHT LINES

THE BUSINESS CIRCLE OF CHANGE

The world of business today is complex and growing more complex every day. Making effective decisions is much more difficult in this brave new world.

Systems thinking provides a model of decision-making that helps organizations effectively deal with change and adaptation. System thinking is a component of a learning organization. It compels you to listen to your instincts, break down barriers, see the bigger picture, explore possibilities, and relearn much of what you’ve already known.

 

THE CYCLIC BUSINESS DEVELOPMENT MODEL

The CBD-model in short is a ‘rolling strategy’ framework to identify the Business Development opportunities for our clients and what the best approach would be to capitalize on such opportunities.

The CBD-model, developed by DIWANIYA [J.R. Schütt & A.J. Boelen, 2012] acts as an inter-disciplinary communication tool for better decision-making. The model keeps you focused on constantly growing your organization and creating future revenue streams.

 

The Cyclic Business Development model: Choose Your Biz Dev Strategy
 
 
 
 

“EFFORT AND COURAGE ARE NOT ENOUGH WITHOUT PURPOSE AND DIRECTION”

-JOHN F. KENNEDY-
[1917-1963]

Adaptive Cycle of Resilience

CHOOSE YOUR BIZ DEV STRATEGY

A good Biz Dev strategy replace random and opportunistic Business Development with a reliable and systematic approach to growth. Get the Biz Dev strategy right, and everything else is easier.

Strategy raises big questions about organizations – how to change, how to innovate and how to grow.

1. HOW TO CHANGE

Your capabilities is your DNA that makes you different from others.

To succeed in the marketplace, companies must embrace a competitive strategy. Authors Michael Treacy and Fred Wiersma describe three generic competitive strategies, or value disciplines: operational excellence, customer intimacy and product leadership. In today’s world of business ecosystems, we have added a fourth generic competitive strategy: corporate leadership. The main premise is that companies must choose—and then achieve—market leadership in one of the fourth disciplines, and perform to an acceptable level in the other two.

2. HOW TO INNOVATE

In the 21st century no competitive strategy can be formulated or thought of without an innovation perspective.

Companies need to have an innovation strategy. Without placing it in context, different parts of an organization can easily wind up pursuing conflicting priorities — even if there’s a clear competitive strategy. The innovation strategy defines the main purpose of innovation and direction for the innovation execution: Winning larger market share (expansion), exploiting existing resources in a more efficient way in existing markets (exploitation) a/o investing into emerging and future markets (exploration). Proper balancing between exploration and exploitation depend on environmental conditions (dynamism, competitiveness) and desired performance measure (profits, market value).

3. HOW TO GROW

Every innovation entails change, but not every change involves innovation.

To push your business forward and make it bigger you need a clearly defined market growth strategy, aimed at creating shareholder value or possible shared value creation. Through refinements or refocusing on existing business processes and practices to reinventing through sustainable value innovation on novel offerings. Some broad growth strategies are product development, market development and diversification. This can be done through co-operation (M&A, external partnerships etc.) or collaboration (co-creation, crowd-sourcing etc.).

 

GROWING TOGETHER BUILDING YOUR BUSINESS

WE PROVIDE THE TALENT TO GROW YOUR BUSINESS

Our professionals are highly passionate about what they do, and they strive to be the best in the industry within his/her specialist sectors.

But simply hiring people with a strong track record is not enough since Business Development tasks are of a changeable and complex nature.

Our professionals are nomadic knowledge and innovation workers, also called as ‘Knowmads’: Creative, imaginative, and innovative personages who can work with almost anybody, anytime, and anywhere. Our Knowmads are valued for the personal knowledge that they possess, and this knowledge gives them a competitive advantage in social and work contexts.

DIWANIYA manages these competences over time and develop them to match the tasks at hand.

Change Management
95%
Operational Intensity
80%
Project Management
90%
MBA + MFA
75%


  • Roy Schütt

    Roy is a seasoned business development and change manager working in the MARITIME and High Tech sector for over 25 years. Thought Leader in (new) Business Development at C-level. Adept at driving growth of company revenues, improving business performances and building sustainable competitive advantage for the organization. Entrepreneurial mind-set, hands-on mentality, a pragmatist. Knows how to bring balance amongst big picture thinking, follow-up and the “nuts and bolts” of actual delivery. From his broad industry knowledge and years of work experience abroad, he builds partnerships across functional, cultural, organizational, and global boundaries to connect key people who can help accomplish goals. Professional background in Change Management (CMC – Certified Management Consultant), ICT Strategy and Governance (M.Sc.), EE – Information technology (B.Sc.) and Maritime Electronics (B.Eng).

    Expertise
    • Change Agent in Customer-Centricity, Market and Channel strategies and Ecosystems
    • Process Manager in winning larger market share, exploiting existing resources in a more efficient way and investing into emerging and future markets

     

    Industry
    • Marine & Offshore and Shipbuilding
    • Information and Technology Services and Electrical/Electronic Manufacturing

     
    View my profile View my profile


  • Alexander Boelen

    Alexander has many years of experience in managing creativity and combining expertise, focusing on Business Development by innovation. He has a background in Architectural & Urban design, Knowledge Management and (geo-) Modeling & simulation. He has broad experience within the LOGISTICS sector.
     
     
     
     

    Expertise
    • Change Agent in Supply Chain
    • Process Manager in exploiting existing resources in a more efficient way and investing into emerging and future markets

     

    Industry
    • Automotive
    • Logistics and Supply Chain

     
    View my profile View my profile


  • Jan Dontje

    Jan can be characterized as an enthusiastic, loyal business manager with vision who knows how to inspire colleagues to gain more out of their work. Jan focuses on improving and adapting existing work situations. Based on a clear formulated vision, he sees what needs to be done. He closely following trends to compile new product / market combinations timely. “Pulling” to organizations has become his second nature. He is experienced in dealing with crisis situations as demonstrated during his years of work activities in Africa and Asia where finding creative solutions was vital to continuing the operations. Jan has a background in Business Informatics and specialized in integrated care processes and change management within the HEALTH CARE sector.

    Expertise
    • Change Agent in Supply Chain
    • Process Manager in exploiting existing resources in a more efficient way

     

    Industry
    • Hospitals and Healthcare
    • Information Technology and Services

     
    View my profile View my profile


  • Peter Westerhuijs

    Peter is an experienced business developer with a great sense for spotting high-potential innovations and an even greater drive for pushing these innovations into real business. He knows how to develop new products and market propositions based on actual market demand – Lean Startup enthousiast. Good understanding of major trends and market developments. He holds a PhD in Physics, a MBA and is a qualified US Management Accountant. Specialized in creating new ventures and intellectual property valorization service (often called technology transfer) within the HIGH TECH sector.

    Expertise
    • Change Agent in disruptive M&A
    • Process Manager in exploiting existing resources in a more efficient way and investing into emerging and future markets

     

    Industry
    • Electrical/Electronic Manufacturing
    • Technology

     
    View my profile View my profile


  • Join Us!

    We’re always looking for passionate people to join our network!

     
     
     
     
     

    As a rapidly growing company, we are always looking for talented professionals with passion for Business Development to collaborate and creating new business. If you’re interested to be part of an innovative group of people in a fun and rewarding environment, we would like to hear from you.

    Please let us know how you can contribute to our growth!

     
    Contact: Roy Schütt | Managing Partner
    Email: roy.schutt@diwaniya.nl

 

WHO WE ARE AND WHAT WE DO

DIWANIYA

 

“WE INSPIRE BUSINESSES THAT BUSINESS CAN BE DONE DIFFERENTLY, AS IT MUST BE DONE DIFFERENT”

-OUR VISION- 

DIWANIYA is a boutique advisory and consultancy firm, specialized in Business Development. We help organizations shaping and realizing economic and social value from a customers, markets, and relationships perspective.

Our change assignments vary from increasing market share in existing markets, opening up new market domains to renewals in customer value propositions, competitive business models and organizational innovations.

We have embarked on a journey which began in 2004 to explore the best practices within the emerging discipline of Business Development. Today, we have positioned ourselves as the market leaders within the field through a close collaboration with business developers, business leaders and leading academic institutions across The Netherlands.

Our business is our reputation. We believe that commitment, delivery and integrity are essential to building a business, and it is these ideologies in which DIWANIYA adheres to.

OUR SERVICES

We provide the right Business Development expertises at any phase of the business life cycle, at any stage of the Business Development process.

With you, we choose the business development strategy and align it with execution. We boost the execution. We coordinate and integrate MBA/MFA elements, monitor progress, manage risks and supply practical solutions with measurable results.

We don’t build a business. We build people and then people build the business.

Based on the overall experience of DIWANIYA core team and through its network of partners with character we are well positioned to offer Counseling, Consulting and Capacity services at any stage of the Business Development process.


The Business Development process: Execute Your Biz Dev Strategy


 
 
 
 
 
 
 
 
 
 
 

THE CODES OF CHANGE

Different kinds of thinking about change are labelled by colour: white, red, yellow, blue and green. Each represents different beliefs systems and convictions about how change works, the kind of interventions that are effective, how to change people, and so on.


DROMEN - Motivation and Attention

Building blocks: Ideation | Screening | Selection

Ideation is the creative process of generating, developing, and communicating new ideas. But not every idea is relevant to your company. In order to screen out a good idea from the not so good ones, there are certain criteria that souls be followed like technical problems, strategic fit, and several market opportunities. We determine compatibility with overall business objectives and whether the idea would offer a viable return on investment. We create mini business case proposals for best ideas.

DENKEN - Negotiation

Building blocks: Concept Development | Validation

We examine and prioritize viable ideas on its feasibility and desirability from the perspective of your customer. We create detail business case proposals. We analyze idea pipeline KPIs, develop alternative concepts to meet the needs and in parallel we re-think business operations and ways of working. We gather evidence and learning around concepts through experimentation and user testing. We adjust and optimize the business case. In parallel, we create commitment, sponsorship and set-up partnerships.

DURVEN - Rational and Planned

Building blocks: Realization | Implementation

Realization is where we capture the momentum and translate engagement and intent into tangible results. Here we actively implement the concept. We manage the operational implementation and execution of the innovation, including upscaling. We secure partnerships. We manage the business case.

DOEN - Learn and Develop

Building blocks: Launching | Anchoring

We assist and support Business Management during the market introduction. We pick up learning from the commercial roll-out, transmit learning to management and refuels the innovation strategy cycle.


 

SPECIALIZED, UNBIASED AND AGILE

WITH YOU, WE CRAFT THE STRATEGY, BUILD ALIGNMENT AND CHAMPION EXECUTION

DIWANIYA knows how to bring balance amongst big picture thinking, follow-up and the “nuts and bolts” of actual delivery.

hands-on

Involvement

DIWANIYA’s success lies with its team of professionals. They work closely with and along-side its clients, while focusing on their core business

End-to-end

Service

The DIWANIYA team has long-term experience and a proven track record in Business Development across different industries and in various international markets

Experienced

Team of Professionals

DIWANIYA’s extensive international network and its overall expertise, allowing for tangible results in a short period of time

Result Based

Remuneration

Some of Our Prestigious References