Instructions

1) On Questions Tab assess your agreement (column "c" combo box) with each of the 81 quest
Strongly Disagree]
(i.e. the column in yellow)
2) Review Business Mode's effectiveness by looking at each Assessment Chart and then Assessm
3) Review Recommendations Tab for suggestions on improving Business Model Strength

Suggestions:
Review from Summary to Detail charts to determine which major areas to focus upon first rathe
detail items. Creating a Business Model improvement program in this way is likely to yield the g

Support
Created and supported by:
Silent Solutions (UK)
Russell Kowalewski
russell.kowalewski@gmail.com http://www.silentsolutionsuk.b
with each of the 81 questions [Strongly agree to

t Chart and then Assessment Tab

s Model Strength

to focus upon first rather than focusing upon

way is likely to yield the greatest results.

http://www.silentsolutionsuk.blogspot.com/
Index Questions Assessment Rating Assessment Rating
N1 Your Product or Service is inexpensive or you have low margins Agree 2 Strongly Agree 1
N2 Opportunities for repeat or add-on sales are limited Agree 2 Agree 2
N3 Prospects and customers find it difficult to locate your business Disagree 4 Neither 3
N4 Prospects and customers are unaware of your products, services, or business Disagree 4 Disagree 4
EF1 There are no social or professional organizations related to your business your Prospects or Customers belong to Disagree 4 Strongly Disagree 5
EF2 There are industry, trade, or consumer publications (print or electronic) targeted to your market/customers Agree 2
EF3 Customers can not be identified through purchased lists Disagree 4
EF4 Events or trade shows do not targeted to your market/customers Disagree 4
EF5 There are no distribution market services your market Strongly Agree 1
EF6 Customers do not know where to look for your organization Strongly Disagree 5
SP1 The sale is based upon practical considerations rather than emotional considerations Strongly Disagree 5
SP2 The product or service is not a high priority item Strongly Disagree 5
SP3 The business does have the resources to support an intensive sales effort Strongly Agree 1
SP4 The product or service needs to be purchased only once Strongly Disagree 5
DV1 Sale support is required Disagree 4
DV2 Products require customization Agree 2
DV3 Sales cycle is very long Agree 2
DV4 There are many competitors in your market niche Agree 2
DV5 There are limited opportunities for follow-up sales Disagree 4
RS1 The dollar value of each sale is small Agree 2
RS2 Customer service costs are high Strongly Disagree 5
RS3 The purchase is a low-priority decision Strongly Disagree 5
RS4 Your business sales staff is small Strongly Agree 1
OS1 Customers are buying and expected result instead of a defined product or service Agree 2
OS2 Customer satisfaction depends upon the application Disagree 4
OS3 The Product or Service is new and customers are not familiar with its operation or process Strongly Disagree 5
OS4 Product or Service is customized to the customer's application Agree 2
OS5 Product or Service interfaces with multiple other product or services Disagree 4
ITC1 Product or Service is sold through a distribution network Strongly Disagree 5
ITC2 Practicality is more influential on the Customer's buying decision than fun or emotion Strongly Agree 1
ITC3 Customers aren't confident of the purchasing process Strongly Agree 1
ITC4 Purchases can easily be delayed or postponed Disagree 4
ITC5 You have a limited number of contacts with any one customer Disagree 4
CA1 Distribution channel is involved with the product or service Strongly Disagree 5
CA2 Competitors are established in the market Strongly Agree 1
CA3 Business has fewer resources than competitors Agree 2
CA4 Customers can quickly tell which product or service is best Strongly Disagree 5
CA5 Buyers are willing to shop for the best product or service Strongly Disagree 5
PV1 Customers consider product or service a discretionary purchase Strongly Disagree 5
PV2 There are many other options to purchasing Disagree 4
PV3 Products or Services are not well known or unproven Agree 2
PV4 Customers are cost-conscious or value -oriented Strongly Agree 1
EP1 Market is highly competitive Agree 2
EP2 Customers may not elect to purchase product or service Strongly Agree 1
EP3 The sale is to a customer that provides limited revenue opportunity Strongly Agree 1
EP4 People have a short buying process Disagree 4
SS1 Business has a complex or unknown product or service Agree 2
SS2 Sales revenue generate from each customer are low Agree 2
SS3 Business's resources are low Agree 2
SS4 Customers and Prospects are widely dispersed Agree 2
SS5 Purchase is not a high priority for the customer Strongly Disagree 5
PA1 Customers are difficult to locate Strongly Disagree 5
PA2 Unsure of when a customer will purchase Strongly Agree 1
PA3 Low to moderate pricing and average sale value Agree 2
PA4 Need to establish a new brand, product or service against established competition Strongly Agree 1
PA5 Business has a new category of product or service Disagree 4
HM1 The margin and sales volume are not sufficient to cover operating costs and profit Strongly Disagree 5
US1 A purchase is rarely made Disagree 4
US2 Sales costs to purchase price is relatively high Strongly Disagree 5
US3 Future customer contact is unlikely Strongly Disagree 5
US4 Customer purchase is not a high priority item Strongly Disagree 5
PC1 There is turnover in customer contacts who use product or service Neither 3
PC2 Product or Service interfaces with multiple other product or services Strongly Disagree 5
PC3 The market has many rapid changes Disagree 4
PC4 Customers don't have the knowledge to adjust for or correct small problems Neither 3
PC5 Product or service replaces a well know product or service Agree 2
ME1 Business Concept is untested Disagree 4
ME2 Product Life-cycle is short or competitor’s product life cycle is shorter Neither 3
ME3 Business has limited resources to draw upon Strongly Agree 1
ME4 Business has a major competitor or highly competitive market Agree 2
MSR1 Customers do not perceive any significant differences between products Strongly Agree 1
MSR2 Large established competitor already exists in market Agree 2
MSR3 Alternative low-cost marketing methods (events, trade shows, associations and users groups) not viable Strongly Agree 1
MSR4 Business unlikely to gain competitive advantage through sales and/or distribution tactics Strongly Agree 1
MSR5 Marketing and promotion costs are high Agree 2
TL1 Customers are heat seekers (gadget and/or new technology lovers) Disagree 4
TL2 Customers rely on cutting edge products for status Disagree 4
TL3 New technology significantly reduces costs or increases productivity Strongly Agree 1
TL4 Current technology has well know deficiencies or limitations Strongly Agree 1
TL5 Rapid product or service changes happen within the industry repeatedly Disagree 4

Business Concept is untested

 Assessment Summary Primary Factors

Customer Characteristics
GREAT CUSTOMERS
100%
100% Investment Required Customer Value to Company
50%
50%
Column B Column B
0%
0%

Profit per Sale Value to Customer

LONG LIFE EASY SALES

Customer Acquisition Cost

Detail Factors

Number
To Stay on the CuttingEase
Edgeof Finding
To Keep Market Share Spending Pattern
100%
To Enter Business $ Value of Sale

50%

Ongoing Product Cost Repeat Sales

Column B
0%
Up-Selling and Cross-Selling Ongoing Sales Support

Margins How Important are you to Customer

Promotional Activities Competitive Advantage

Sales Support Required
Price/Value Relationship
Entry Points
Recommendations
Improve reasons to purchase (Develop sense of urgency, better value proposition, etc.)
Develop a devoted distribution channel

Find new customers through current customers and/or referrals

Compensation Strategies
Improve reasons to purchase (Develop sense of urgency, better value proposition, etc.)
Develop a devoted distribution channel
Ensure placement of product or service and/or promotional materials where customers are
Become part of a network of business serving customer needs
Consolidate several products and/or services into high dollar offering that will justify investment in finding a few
customers
Find new customers through current customers and/or referrals
Create a cooperative marketing campaign with other businesses serving the same market or having similar
problems finding customers in target market
Offer classes, seminars and/or participate in trade shows to attract prospective customers
 Factor Target Rating Compensating Tactics SCORE Tactics Strongly Agree Agree Neither Disagree Strongly Disagree Score Rating
GREAT CUSTOMERS 69% Yes 0% Poor
Number High Poor 60% No 0 2 0 2 0 66% Fair
Ease of Finding Easy Fair 67% 1 1 0 3 1 75% Average
Customer Characteristics Spending Pattern Prolific Average 80% 69% 1 0 0 0 3 85% Good
$ Value of Sale High Poor 56% 0 3 0 2 0 95% Excellent
Repeat Sales Many Good 85% 1 1 0 0 2
Customer Value to Company Ongoing Sales Support Low Fair 68% 70% 0 2 0 2 1
EASY SALES 56%
How Important are you to Customer Important Poor 60% 2 0 0 2 1
Competitive Advantage High Fair 72% 1 1 0 0 3
Value to Customer Price/Value Relationship Low Poor 60% 64% 1 1 0 1 1
Entry Points Many Poor 40% 2 1 0 1 0
Sales Support Required Little Poor 52% 0 4 0 0 1
Customer Acquisition Cost Promotional Activities Low Poor 52% 48% 2 1 0 1 1
LONG LIFE 67%
Margins High Excellent 100% 0 0 0 0 1
Up-Selling and Cross-Selling Much Excellent 95% 0 0 0 1 3
Profit per Sale Ongoing Product Cost Low Fair 68% 88% 0 1 2 1 1
To Enter Business Low Poor 50% 1 1 1 1 0
To Keep Market Share Low Poor 30% 2 2 0 0 0
Investment Required To Stay on the Cutting Edge Low Poor 56% 45% 2 0 0 3 0
Business Model Effectiveness Score 64% 17 21 3 20 19

GREAT CUSTOMERS 69%

EASY SALES 56%
LONG LIFE 67%

Customer Characteristics 69%

Customer Value to Company 70%
Value to Customer 64%
Customer Acquisition Cost 48%
Profit per Sale 88%
Investment Required 45%

Number 60%
Ease of Finding 67%
Spending Pattern 80%
$ Value of Sale 56%
Repeat Sales 85%
Ongoing Sales Support 68%
How Important are you to Customer 60%
Competitive Advantage 72%
Price/Value Relationship 60%
Entry Points 40%
Sales Support Required 52%
Promotional Activities 52%
Margins 100%
Up-Selling and Cross-Selling 95%
Ongoing Product Cost 68%
To Enter Business 50%
To Keep Market Share 30%
To Stay on the Cutting Edge 56%