Winning Business Model

Winning Business Model
 by Josiah Go

Marketing strategy leads us to formulating marketing mix (product, place, price and promo).  Imagine if your mindset is different from your competition?  Sustainable advantage can be gained not just via marketing mix but by expanding coverage to the 4V’s (Value Creation, Value Maneuvering, Value Capture, and Economic Value), providing an end-to-end understanding of strategy, execution and financial implication.  Evaluate and redirect your brand strategy to find NEW revenue and profit sources.
Discover how the following products and services can reinvent their brand’s strategy:
Advertising – Airline – Automotive – Car Rental – Cement – Coffee – Computers – Electronics – Energy – Fashion – Financial Services – Fitness – Home Appliances – Hospital – Hotel – Ice Cream – Medical – Office Equipment – Paint – Power Tools – Publications – Retail – Silicone – Telecom – Others
Each participant will: 

  • Discover the latest strategy, concepts, tools and frameworks known as Business Model Innovation (BMI)
  • Know the advantages of Business Model Innovation thought process versus traditional product or service differentiation
  • Know the language of the members of the board on strategy and business model


  • Identify potential Business Model Innovation opportunities that can help leapfrog value given to the customers and to your company
  • Systematize diagnosis and analytical ability of your executives
  • Gain hands-on experience in how to improve your business or brand profitability

The BUSINESS MODEL INNOVATION (BMI) will show you concepts, tools, frameworks and methodologies behind Business Model Innovation.  Understand the building blocks of business model, how to do a strategic reflection by looking beyond your existing business model, different types of business model innovation, how to formulate business model innovation and many other important issues.  Participants shall work in small groups and apply what they have learned during the seminar.
Module 1:  Why business model innovation is more sustainable than mere product and service innovation

  • Introductory case on business model innovation and why everyone in the company needs to understand their business model? (Case example on solar power industry)
  • What is business model innovation and why is there a need for business model? (Case example on advertising business model)
  • What is difference between business model innovation and product/service innovation and why CEOs around the world is looking into business model innovation more than product/service innovation?
  • Why business model innovation does not seem to be attractive to the incumbent and what can market challengers do to take over the market? (Case example on banking industry)

Module 2:  10 Building Blocks of Business Model Innovation to be two steps ahead of competition

  • What are the building blocks of business model and how do the parts fit together? (Case examples on publication, paint, newspaper, remittance, coffee, travel, fashion, soap and airline industry)
  • How to draw, describe and communicate your business model in a 1-page visual map that everyone can understand? (Case example on photocopier industry)
  • Why many companies continue to invest in cost that does not add value? (Case example on hotel industry)
  • What are the difference and similarities between Business Model Innovation and Blue Ocean Strategy? (Case example on entertainment industry)
  • What is the relationship between resources, processes and value network? (Case example on consumer electronic industry)
  • Quick hands-on exercise on business model

 Module 3:  3 Types of Business Model Innovation for strategic reflection

  • Offering business model innovation (Case examples on hotel and publication industry)
  • Operating business model innovation (Case examples on car rental and telecom industry)
  • Industry business model innovation (Case examples on automotive, consumer electronics and cement industry)
  • Sustaining vs. Disruptive business model innovation

 Module 4:  Business Model Archetypes and how to disrupt an industry

  • Why failing business model is hard to leave? (Case example on sports industry)
  • What’s better than best practices?
  • How to do a strategic reflection by looking beyond your existing business model?
  • How to maneuver business model to attain superior value for customers, consumers and stockholders, as well as attain competitive advantage? (Case examples on child care, retail, personal care, online, heavy equipment, brokerage, food supplement, cigarette, fashion, telecom, software, entertainment, insurance, gaming, and beverage industry)
  • What are business model archetypes? (Case examples on medical, online and automotive industry)
  • When should you change your business model? (Case examples on education, watch, hospital, solar energy, telecom, and fashion industry)

 Module 5: 4-Step to Formulating Business Model Innovation 

  • What are specific steps to formulate business model? (Case example on ice cream industry)
  • How to use business model evaluator and spot weaknesses in your business model design? (Case examples on coffee, silicone and banking industry)
  • How to use business model explorator to select the best option to serve your needs? (Case examples on construction, fashion, hospital and water purification industry)
  • Hands-on exercise on business model innovation

Be inspired with a generous number of local and international case studies to be discussed:

  • How to create new demand instead of cannibalizing your existing volume
  • How to price low and still make a killing despite offering quality product/service
  • How to apply business model innovation in industrial market
  • How to fight dominant market leader
  • How to compete with established brands and stand out in the marketplace
  • How to spot growth opportunities in your industry
  • How to formulate a compelling offer customers would not refuse
  • How to create barrier to entry and barrier to exit
  • How to create a win-win alliance with strategic partners
  • How to counter a country’s balance of payment deficit with business model innovation
  • How to tap the bottom of the pyramid market
  • How to create an emotional connection with your target market
  • How to convert trends into a tool for new revenue and growth
  • How to counter major retailers bargaining power
  • How to facilitate paradigm shift and think out-of-the-box
  • How to spot and work with lead user innovators (customer as innovator)
  • How to fight cheap China-made competitors and grow your profit
  • How to price premium successfully when the market is having a price war
  • How to reinvent the dynamics of your industry

Learn generous number of case studies to be cited based on:

  • Market longevity (established companies vs. start-ups)
  • Market position (market leaders vs. market challengers)
  • Product type (consumer product, services, industrial)
  • Dual business model (same company, more than 1 business models)
  • Country (North America, Europe, Middle East, Asia)

Ideally, the entire management team:

  • CEO, managing director, SBU head
  • Head of functional areas such as marketing, sales, product development, R&D, finance, strategic planning, OD, operation, HRD and the like
  • Individual participants from brand and marketing group

Chairman and Chief Innovation Strategist
Record-breaking, bestselling author Josiah Go is the Chairman of Mansmith and Fielders, Inc. (the leading marketing and sales training company in the Philippines), and Chairman of Waters Philippines (the market leader in the direct selling of premium home water purifiers in the Philippines). He is Chairman / Vice Chairman / Director of over a dozen companies.
Known as one of the Philippines’ most respected marketing gurus, he is the most awarded business educator of the Philippines having been recognized as one of the Agora Awardees in 1994, one of the Ten Outstanding Young Men (TOYM) of the Philippines in 2001, one of the Ten Outstanding Young Persons (TOYP) of the World in 2002 (the 1st and only Filipino in Business Education given by JCI International by far), and one of only two Lifetime Achievement Awardees by the Association of Marketing Educators (2007), the youngest marketing educator to be bestowed this honor. He was also given the Brand Leadership Award during the World Brand Congress in India (2009). His accomplishments was recognized by the international community where he has been included in the 10th edition of the International Who’s Who of Intellectuals (England).

He is also the first Filipino to have completed the Blue Ocean Strategy qualification process in Insead, France and is the first in Southeast Asia to have taught this as a 3-unit, full semester course in a university.  His current interests include Market-Driving Strategies, Innovation, Profit Strategy and Innopreneurship.

A bestselling author with 16 marketing books, Josiah has taught at the De La Salle and Ateneo Universities as well. He is an Executive Scholar of the Kellogg Business School (in Marketing and Sales Management) as well as the MIT Sloan (in Strategy and Innovation). He also took advance marketing programs at Wharton, Harvard and at the London Business School.  His industry affiliations include being National President of the Philippine Marketing Association (1991), Chairman of the Direct Selling Association of the Philippines (2002), National President of the Association of Marketing Educators (2004-2005). Most recently, he is founding Chairman of White Space Club International. An entrepreneur and marketing practitioner, he continues to be involved in various advocacies aimed at youth empowerment, innovation and entrepreneurship namely, the Young Market Masters Awards (YMMA), Mansmith Innovation Awards, Day 8 Business Academy, Jeremiah Fund, Marketing Educators' Training, and the MarkProf Foundation.