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DIWANIYA

NEW BUSINESS DEVELOPMENT AND CHANGE 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 systems from a broad perspective that includes seeing overall structures, patterns and cycles in systems, rather than seeing only specific events in the 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.

INTEGRAL CHANGE MANAGEMENT APPROACH IN MARKET STRATEGY AND CUSTOMER-CENTRIC BUSINESS OPERATIONS

The Business Development Management compass is a System and Management model in one to identify the growth opportunities for our clients and what the best approach would be to capitalize on such opportunities.

The Business Development Management System model, developed by DIWANIYA [J.R. Schütt et al. – 2012] acts as an inter-disciplinary communication tool for better decision-making. On top of the System an integral Change Management approach on Business Development is projected, together named as Business Development Management-compass, or BDM-compass in short. The BDM-compass acts as a ‘rolling’ strategy framework indicating the True North. The BDM-compass effectively choosing your Biz Dev strategy in dynamic and complex business environments. Both from shareholders value perspective and shared value perspective.

Background: The Business Development System model has been 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 combining the closed and open networked innovation models to form a dynamic integrated innovation network, interconnected and interacting at multiple levels through Biz Dev relevant ‘metropoles’, together referred as ‘innovative milieu’. We identified four different innovative milieux: Product, Process, Position and Paradigm. A metropole is a cluster of adjacent ‘system worlds’ [Wouter ‘t Hart – 2012], and an important hub for connections, commerce, and communications. From Biz Dev Management perspective the ‘system worlds’ are not important for innovation and change, but the hub is.

The BDM-compass [J.R. Schütt et al. – 2012]: “Finite but Unbounded”
An interdisciplinary systems approach for enabling realization and deployment of successful Biz Dev

EFFORT AND COURAGE ARE NOT ENOUGH WITHOUT PURPOSE AND DIRECTION

Strategy is not about the long term or the short term, but about the ‘fundamentals’ of how the business works. A good Biz Dev strategy raises big questions about organizations – Why to change, How to change and What to change.

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.

WHY? - REASON FOR CHANGE

To succeed in the marketplace, companies must embrace a business value strategy.

Having the discipline to focus is one of the most challenging aspects in building and running a business. 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.

HOW? - WIDTH OF CHANGE

A good innovation strategy sets boundaries to your innovation performance expectations.

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. Inspired by McKinsey’s Three Horizons model [2000], we distinguish three horizons: Expansion (red), Exploitation (purple) and Exploration (blue). Each horizon indicates purpose and direction of growth and innovation concerned and is bounded only by its market dynamics and organization’s capacity to innovate. Not bounded by time. This approach help to consistently balancing your innovation portfolio and proper resource allocation.

WHAT? - DEPTH OF CHANGE

To push your business forward you need a sharply defined market strategy.

If you know where you come from and you know exactly where you want to go, you can organize and manage change as a project (hiking). But when neither starting point nor future are known, uncertainty is the only certainty. It is like Star Treks voyages of discovery: “To boldly go where no man has gone before…” Taming of complexity and ambiguity could best be organized by finding logical patterns in chaos, through asking following questions: What?, So What? and Now What? [Glenda H. Eoyang – 2014]. To be successful in today’s world, your market strategy should also consider how to work together with external parties. Working together through co-operation or collaboration with customers and suppliers (value-adding partnerships)? Or perhaps working together with competitors and complementors (coopetition)?

 

GROWING TOGETHER BUILDING YOUR BUSINESS

BIZ DEV EXPERTISES. ANYTIME, ANYPLACE, ANYWHERE

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.

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


  • Roy Schütt

    Roy is an experienced business development and change manager working in the MARITIME and High Tech sector. 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 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 boutique advisory and consultancy firm, specialized in New Business and Change. We offer Business Development Management (BDM) services, aimed at integral changes in market strategy and customer-centric business operations. By approaching Organizational Change, Innovation Management and Business Marketing knowledge and methods in mutual coherence, we effectively help organizations to refine, refocus or reinvent their business offerings, processes and practices.

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

Strategy starts with words, successful implementation starts with actions.

Based on the overall experience of DIWANIYA core team and through its network of partners with character we are well positioned to offer Consulting, Capacity and Coaching services in all phases of the business life cycle.

We align the big picture with the day-to-day. With you, we choose the business development strategy and align it with implementation. We effectively identify, orchestrate and execute the Biz Dev implementation process, or BDM-roadmap [J.R. Schütt et al. – 2012] as a program.

When undertaking change processes in organizations, companies focus on shaping the tasks (‘hard side’). While this is an important factor – it is not the critical factor. People are (‘soft side’). When change fails, it fails because we have not taken into account the impact change may have on the people involved. We coloring the implementation process. We balance MBA/MFA and manage change in all process and project stages of the BDM-roadmap.

The BDM-roadmap [J.R. Schütt et al. – 2012]:
A structured approach ensures you are efficient and effective in all aspects of the implementation process

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

-OUR VISION-
 

THE 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 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.

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