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DIWANIYA

BUSINESS DEVELOPMENT MANAGEMENT

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WE PROVIDE BUSINESS DEVELOPMENT MANAGEMENT SERVICES TO IMPROVE YOUR BUSINESS PERFORMANCE, YOUR ACCESS TO MARKETS, AND YOUR ABILITY TO COMPETE

 

REALITY IS MADE UP OF CIRCLES BUT WE SEE STRAIGHT LINES

BUSINESS DEVELOPMENT FROM A SYSTEMS PERSPECTIVE

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

Systems thinking is a way of helping you to view business systems from a broad perspective that includes seeing overall structures, patterns and cycles in systems, rather than seeing only specific events in the business system. This broad view can help you to quickly identify the real causes of issues in organizations and know just where to work to address them.

BUSINESS DEVELOPMENT MANAGEMENT BRIDGES THE FIELDS OF MARKETING, INNOVATION AND CHANGE

The whole is greater than the sum of its individual parts. The BDM system model, developed by DIWANIYA [J.R. Schütt et al. – 2015] describes a dynamic contingency approach for organizing effective Biz Dev strategies in rapidly changing environments.

The BDM system model is a communication tool helping our clients critically reflecting on their business state from marketing, innovation and organizational change perspectives, and to stimulate interaction at all levels with the purpose to reach consensus in promising growth opportunities and effective approaches.

With the introduction of the BDM system model in 2015, DIWANIYA is the first that made visible of how Change Management (heart), Innovation Management (head) and Marketing (hands), irrespective of any organization form, coincide in a single coherent discipline: BDM.

Evidence-based. The BDM system model is inspired by an article from the Delft University of Technology that reframed Rothwell’s 4th and 5th generation of innovation model into a Cyclic Innovation Model [A.J. Berkhout et al. – 2000]. We built upon this principle of cyclic interaction by integrating multiple closed and open networked innovation models to form complex adaptive systems [John H. Holland – 1975], so-called ‘Circles of Change’.  The CoC’s are interconnected and interacting at multiple levels of complexity and hierarchy through BDM relevant ‘system worlds’ [Jürgen Habermas – 1981], together referred as dynamic regimes or ‘innovative milieux’. From BDM perspective four innovative milieux are recognizable and arranged according to a scheme: Marketing, Operations, Market and Organization. The system world is the world of efficiency, quality and internal flexibility. Worlds of structures, systems, rules, determinism, reactive adaptation and single-loop learning. But it also acts as hub for connection and communication with its adjacent CoC, enabling external flexibility through forming mutual adaptation and evolving systems of systems (system transition). From BDM perspective hubs driving new market ideas and being driven by new marketing and organizational entries (double-loop learning). BDM in the context of business individuals with BDM skills (entrepreneurship), a designated BDM position (the business change manager) or as an organizational function (BDM unit structure) control and coordinate the hub to link the decision centers in the system world, influence and balance the different parts of the system to stay in a harmonious and structured relationship with each other (triple-loop learning).

In essence, BDM bridges the gap between strategic intent – business reality, catalyzes changes, aligns and integrates meaningful relationships.

The BDM system model [J.R. Schütt et al. – 2015]: “Finite but Unbounded”
A dynamic contingency approach for organizing effective Biz Dev strategies


EFFORT AND COURAGE ARE NOT ENOUGH WITHOUT PURPOSE AND DIRECTION

In a dynamic world, business-level growth strategy inevitably involves change. It typically concerns issues such as response to competitors’ moves, innovation and appropriate scale. Get the growth strategy right, and everything else is easier.

A good business-level growth strategy, often called ‘Biz Dev strategy’, are best seen from a variety of perspectives contingent upon the three strategy lenses of Change (reason for change), Innovation (width of change) and Marketing (depth of change).

WHY? - REASON FOR CHANGE

Having the discipline to focus is one of the most challenging aspects in building and running a business. To succeed in the marketplace, companies must embrace a Business Value Strategy.

Authors Michael Treacy and Fred Wiersma describe three value disciplines [1993]: Operational Excellence, Customer Intimacy and Product Leadership. In today’s complex world of interacting organizations and individuals, we defined a fourth value discipline: Corporate Coherence [David J. Teece et al. – 1994]. The main premise is that companies must choose to excel in one of these disciplines, where it aims to be best-in-class, act upon it consistently and vigorously, and remain competent in the other three value disciplines. We also believe firms can do business in ways that both deliver long-term shareholder value and benefit society (shared values) [Michael E. Porter and Mark R. Kramer – 2011]. As such, making choices and finding the right ‘inside-out / outside-in’ balance is part of the Business Value Strategy.

HOW? - WIDTH OF CHANGE

Without understanding the challenges of your VUCA environment, different parts of an organization can easily wind up pursuing conflicting priorities, sub-optimization and poor implementation – even if there’s a clear Business Value Strategy.

Formulating an Innovation Strategy helps ambidexterity balancing short and long term priorities. It sets boundaries to your innovation performance expectations. It indicates whether an improvement, a disruptive a/o breakthrough innovation approach is best. It helps to creating a high-level plan for allocating resources and people to the different kinds of innovations. Inspired by McKinsey’s Three Horizons model [2000], we distinguish three horizons: Expansion (red), Exploitation (purple) and Exploration (blue). Each horizon is bounded by its market dynamics and organization’s capacity to innovate, describes purpose (drivers), direction of growth and innovation concerned.

WHAT? - DEPTH OF CHANGE

Depth refers to the level of complexity of change. Between e.g. 1st-order product development projects and 3rd-order social innovation programs the notion of the known and unknowable arises, and impacts the boundaries for planning and policy management of the change in question.

A goal without a plan is just a wish. You need a sharply defined Plan of Approach. For example, if you know where you come from and you know exactly where you want to go, you can organize and manage complexity from a reductionist perspective as a SMART project (hiking), possibly beefed up with issue management (dropping) or even contingency planning (trekking). But when neither starting point nor future are known, uncertainty is the only certainty, than you better organize and manage complexity from a Design Thinking perspective. As a Value-Based project in terms of shared values exploration, curiosity, questions and self-reflection (discovering). To be successful in today’s world, your PoA should not only focus on internal operations but also on external levels of complexity. How you wish to work together with external parties? By co-operation or collaboration with customers and suppliers (value-adding partnerships)? Or perhaps with competitors and complementors (coopetition)?

 

GROWING TOGETHER BUILDING YOUR BUSINESS

WE RESOURCE THE RIGHT COMBINATION OF SKILLS AND COMPETENCIES TO BE MOST EFFECTIVE

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 hiring people with a strong business and / or commercial track record alone is not always sufficient. Driven by the 4th industrial revolution, business development tasks in the 21st century have become highly variable and complex in nature, with change management as the key to success.

Our professionals, are creative, imaginative, and innovative people able to work with almost anybody, anytime, and anywhere. They are valued for their integral approach of business development.

DIWANIYA creates synergy between the different types of people, talents and skills and tailor-made them to optimal serve your assignments and tasks.

Exploring
85%
Bonding
75%
Influencing
80%
Boldness
90%
Visioning
60%


  • Roy Schütt

    Roy is an experienced program and project manager with proven abilities in business development and change management in the MARITIME and High Tech sector. He has gained extensive international work experience in the Naval Defense electronics, Shipbuilding and Dredging engineering industry. Thought Leader in Business Development Management. He is adept at driving growth of company revenues, improving business performances and building sustainable competitive advantage for the organization. He knows how to bring balance amongst big picture thinking, follow-up and the “nuts and bolts” of actual delivery. His broad market and business expertises and his years of working abroad, he is well positioned to build and maintain profitable partnerships with key stakeholders across functional, cultural, organizational, and global boundaries. He keeps multi-cultural/dimensional teams working together in the most efficient ways possible. Professional background in Change Management (CMC – Certified Management Consultant), Business Information Systems Management (M.Sc.), Information and Communication Technology (B.ICT) and Maritime Electronics (B.Eng).

    Expertise
    • Lead and participate in a variety of projects with a high level of ambition to create sustaining impact
    • Identify, validate and develop new growth areas for our clients based on untapped potential and identifying unmet customer needs
    • Analyse and optimize business setup, including strategy, organization, processes, governance, project models, capabilities, product offerings, performance etc.

     

    Industry
    • Naval, 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 in the Supply Chain. He has broad experience in exploiting existing resources in a more efficient way and investing into emerging and future markets within the LOGISTICS sector. He has a background in Architectural & Urban design, Knowledge Management and (geo-) Modeling & simulation.

    Expertise
    • Develop and experiment with new processes, technologies, methods and tools together with our customers
    • Build capabilities for our customers through demonstration of and training in the tools and processes that we use to establish a common language and enabling the customers to take on radical change themselves

     

    Industry
    • Automotive
    • Logistics and Supply Chain

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  • 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

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  • 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 team!

     

    As a rapidly growing company, we are always looking for ambitious Business Development Consultants to join our team! Are you a hard-working, self-driven individual who loves searching for solutions that improve business operations?

    If so, 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

DIWANIYA is a next-generation PMO consulting firm, specialized in Business Development Management. Considering business issues from multiple coincidental lenses of Marketing, Innovation and Organizational Change and our integral approach to Change Management, we help companies improve their business performance and growth, access to new markets and opportunities to compete.

Strategy = Execution. At DIWANIYA, we realize that implementation is 80% of the strategy. We wish to make a difference in the traditional consulting industry, because we believe that the ability to create ‘Change with Impact’ is a precondition for success in an increasingly global and turbulent world.

We have embarked on a journey which began in 2004 to explore the best practices within the emerging disciplines of Business Development and Change Management. Today, we have positioned ourselves as the market leaders within the field through a close collaboration with business developers, innovators, business change professionals, 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 APPROACH

Integral Change Management. Once the Biz Dev strategy is developed, the organization needs to organize for successful implementation. Although the fundamentals of implementation may be similar, it varies by organizational culture and human dimensions of change.

The consequence for insufficient understanding of such forces may lead to strategic drift, a failure to implement defined strategy effectively. Therefore each implementation requires its own specific configuration of belief systems. In a sense, we ‘coloring’ the BDM-Roadmap [J.R. Schütt et al. – 2015]. We align and manage the social and human dimensions of change (soft-system approach) with the tasks, processes, systems and structures (hard-system approach).

The BDM-Roadmap [J.R. Schütt et al. – 2015]:
A socio-constructive process approach of Biz Dev strategies implementation

OUR SERVICES

Based on the overall experience of DIWANIYA core team and through our network of partners we facilitate at your strategy implementation, both at strategic and tactical level. We are well positioned to provide: A full and fair Strategy Assessment of your business current state, Interim Management experts to ensuring the execution of your strategy and Professional Training courses on the BDM subject.

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

-OUR VISION-

THE COLOR CODES OF CHANGE

Inspired by the ‘color-thinking’ theory [L. De Caluwé & H. Vermaak – 2001], the BDM-Roadmap is labelled by different colors: white, red, yellow, blue and green. Each process stage has its own dominant color representing a specific belief system on how change works and which kind of interventions are most effective.


DREAM - 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 should 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.

DEVELOP - Clarification and 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.

DARE - 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 or execution of the innovation, including upscaling. We secure partnerships. We manage the business case.

DO - Learn and Refuel

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