Business Model Accelerator Workbook

NAME: Rohit Chauhan
PHONE: +91 9999 22 5725

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Copyright © Quantum Leap Learning Solutions Pvt Ltd

2024
Welcome to the
Business Model Accelerator Program
If you are good at what you do and you are not marketing and telling the world you are good,
then you are either too egoistic or you are a coward.
- Rajiv Talreja
The man who will use his skill and constructive imagination to see how much he can give for a
dollar, instead of how little he can give for a dollar, is bound to succeed.
- Henry Ford
Systems work, People Don’t!

-Karan Hasija
There is a very fine line between efficiency & effectiveness. Its only the difference between “doing
things right” v’s “doing the right things”
- Karan Hasija
Don’t wish it were easier, wish you were better.

- Jim Rohn
The mindset of ‘Once I have the money, time and team I will do it’ is the reason most
entrepreneurs will never have the money, time and team.
-Rajiv Talreja
Personal Details
Name
Rohit Chauhan
Contact Number
+91 9999 22 5725
Email id
[email protected]
Business Model Accelerator
Definition of Business
Business is an activity to provide goods & services to a customer, to
address their needs & problems, in exchange for profits!
Business Model
The model of how your business is going to operate to generate profits.
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Copyright © Quantum Leap Learning Solutions Pvt Ltd 2024
Essentials of an Effective Business Model:
If you are not making money, it is because:
1. Not solving a significant problem or fulfilling a significant desire for which

people are willing to spend money
2. Not reaching out to the right people
3. Not reaching out enough
You will make

a lot of money, only when…
1. You are solving a significant problem or fulfilling a significant desire for
which people are willing to spend money
2. You are reaching out to the right people
3. You are reaching out enough
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Elements of a Business Model
Customer
Product or service Finance
The most effective integration of these three elements is your business

model
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Clarity of your Customer
Three Types of Customer Focus for your Business Model
B2C
• Business (You) to Consumer (Customer)

• Products & Services provided to the end customer of the value chain,
who “consumes”.
• NDP (Needs, Desires and Problems) of Consumers are catered to.
B2B
• Business (You) to Business (Customer)

• Products & Services provided to another business entity,
who utilises it to operate their business.
• NDP of Business are catered to.
B2Ch
• Business (You) to Channel (Customer)

• Products & Services provided to an entity that is part of the
distribution channel to eventually provide it to a business or consumer.
• NDP of consumer & channel are catered to.
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Examples of Customer Focus
B2C
• Restaurant
• Schools & Colleges
• Salon & Spa
• Apartment Builders
B2B
• IT Solutions
• Branding and Advertising
• Manufacturing
• Facility Management
B2Ch
• FMCG Products
• Home Appliances
• Footwear
• Bath Fittings and Accessories
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Customer Variations
Home Automation
B2C B2B B2Ch

• Individuals Home buyers • Corporates and Hotels • Electrical Contractors
B2C B2B • Facility Management
• Ecommerce B2C/B2B • Government B2G Companies
(Tenders) • Architects
• Ecommerce B2C/B2B • Light fixture
manufacturers
• Systems integrators
B2Ch
B2C B2B B2Ch

• Farmers • Real Estate & Builders • Dealers & Distributors -
• Water tanker vendors If Manufacturers
• Corporates • Distributor - If Dealer
• Airports
B2C B2B B2Ch

• Individual Men and • Salons and Spas • Dealers and
Women • 3 & 4 Star Hotels Distributors
• E-Commerce [Own • Other Soap Brands •
Website and Amazon] [Contract Manufacturing]
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Focusing on the Right Customer:
# Focusing on the Right Customer -> Game Changer
# Wrong Customer -> No ROI -> Low Hanging Fruits -> No Profitability
# Either Change Customer or Product
EFFORTS RETURNS
Marketing: • Ticket Value given by the

• Efforts to Reach Out to Target Customer in a Year
Audience • Direct Profits earned from the
• Time & Effort taken to Generate Customer
Quality Leads of your Customer • No. of Days taken to Receive
Money in Hand
Sales: • Possibility of Repeat Purchase
• Duration of Sales Cycle with the Customer
• Objection Handling and
Negotiation Effort
• Effort to Close
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Types of Customers:
Dangerous Breadwinning
Customers Customers
Convenience Amazing
Customers Customers
# Amazing Customers should contribute 70-80% of your aspiration goal.
# Breadwinning Customers should contribute 20-30% of your aspiration goal.
# Convenience Customers are a bonus.
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Types of Customers: Samples
B2C: Dentist
• Amazing Customers – Housewives between 40 and 50
years of age
• Bread Winning Customers – Retired Individuals above
60 years of age
• Convenience Customers – Working Professionals,
between 30 and 40 years of age, with Kids
B2B: Uniforms & Garment Manufacturing
• Amazing Customers – Schools with 3+ Branches having

2000+ Students in each Branch
• Bread Winning Customers – Schools with 1 or 2 Branches
having 1000 – 2000 Students in each Branch
• Convenience Customers – Corporates with 5000+
employees
B2Ch: FMCG Manufacturing – Home Cleaning & Edible Oils

• Amazing Customers – Distributors of FMCG Products
across North East and Eastern parts of India, who have
access to 100 plus retailers
• Bread Winning Customers – Soap and Lubricant
Manufacturers, Turnover of 75 to 100 Cr P.A.
• Convenience Customers – E-Retailers, Turnover of 2Cr
and above P.A.
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Identify & Validate your Customers
Step by Step Approach
1. What is your goal duration?
2. What is your revenue goal?
3. What is your GP goal (if relevant)?

GP - Gross Profit
4. What is your collection cycle goal (if relevant)?
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5. Imagine if you don’t acquire any new customer in the goal duration, how much revenue
would you still be able to achieve from your existing customers?
6. Are you working with any Dangerous customers right now (sales/operations efforts are
high and returns are low)? If yes, what is the total revenue you are generating from such
customers?
7. Is there a possibility of you losing out on any existing customer? If yes, what could be the
possible revenue loss?
8. Additional revenue you need to achieve to achieve your revenue goal?

(Answer for Question 2 – Answer of Question 5 + 6 + 7)
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9. What is your operational strength or USP or the biggest problem you can solve through
your products/services?
10.Keeping in mind your operational strength, and the strength you can develop, who are
the customer segments who would be willing to buy your products and services?
- Customer segments you are currently working with
- Customer segments you had worked in the past
- Customer segments you dream to work with
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Customer Returns Effort Result
Sample of a Toy Manufacturing Company [B2Ch & B2B]

Customer B2B/B2C Ticket Value Profit Margins Repeat Collection Rating Lead Sales Average ABCD
Type B2Ch Per Customer [Gross Profit] Purchase Cycle (1-10) Generation Conversion Rating Customer
Per Year [Yes/No/May [No of Days Effort Effort (1-10)
[Amount INR] be] from [1 to 10] [1 to 10]
Invoicing]
White Label B2B 35L 27% Maybe 60 Days 9 10 8 9 B
Distributors B2Ch 6L 46% Yes 30 Days 7 7 7 7 B

www.karanhasija.com
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Retailers B2Ch 40K 55% Yes 30 Days 4 5 4 5 C
OEMs B2B 20L 15% No 45 Days 4 10 10 10 D
Exports B2B 35L 46% Maybe 30 Days 10 8 9 9 A
Amazon B2Ch 1200 40% Yes 7 Days 10 2 2 2 A

Analysis from the Above Table
White Label – 27% of 35 Lacs and 60 Days to get

money but Effort is High.
Distributor – 46% of 6 Lacs and 30 Days to get

money but Effort is Low and Market is Big.
Retailer – 55% is High margins but only 40K billing

value and effort is also Low.
OEMs – Only 15% of 20L with 45 Days to get

money & Effort is High & Market is Small.
Exports – Whopping 46% of 35L with just 30 Days

to get money and Market is Big.
Amazon – 40% of 1200 seems small but it a

Volume game with no Efforts.
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Sample of a Wellness & Healthcare Services [B2C]

Collection
Ticket Value Repeat Cycle Lead Sales
Average
Customer B2B/B2C Per Customer Profit Margins Purchase Rating Generation Conversion ABCD
[No of Days Rating
Type B2Ch Per Year [Gross Profit] [Yes/No/May (1-10) Effort Effort Customer
from (1-10)
[Amount INR] be] [1 to 10] [1 to 10]
Invoicing]
Women
B2C 15000 100 Maybe Immediate 9 5 6 6 A

[Global]
www.karanhasija.com
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Women
B2C 12500 100 Maybe Immediate 8 8 6 7 B
[India]
Immediate
Pregnant
Women B2C 17500 100 Yes 10 4 5 5 A
[Global]
Pregnant
Women B2C 14000 100 Maybe Immediate 9 6 6 6 B
[India]
Aged
B2C 10000 100 Maybe Immediate 6 9 9 9 C
individuals
Women [Global] - Gross profit is 100% of Rs. 15000/ - and the
collection cycle is immediate as the payment is upfront. The
efforts to convert are low.
Women [India] - Gross profit is 100% of Rs. 12500/- and the

collection cycle is immediate. The efforts to convert are a little
higher.
Pregnant Women [Global] - Gross profit is 100% of Rs. 17500/-.

The collection cycle is immediate and the repeat purchase also
happens easily for post pregnancy care. The effort to convert is
very low as the focus of the target audience is high on their
health and the child's wellbeing.
Pregnant Women [India] - Gross profit is 100% of Rs.14000/-

and the collection cycle is immediate. The conversion effort is
higher due to them staying with extended families who take
care of them during the pregnancy period.
Aged individuals - The gross profit is 100% of Rs. 10000/- and

the collection cycle is immediate but the effort to convert is
very high and the ticket size is also not very high
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Customer Type B2B/B2C Ticket Value Profit Repeat Collection Rating Lead Sales Average ABCD
B2Ch Per Customer Margins Purchase Cycle (1-10) Generation Conversion Rating Customer
Per Year [Gross Profit] [Yes/No/Ma [No of Days Effort [1 to Effort (1-10)
Sample of a Silencer Manufacturer [B2B]

[Amount INR] y be] from 10] [1 to 10]
Invoicing]
2-Wheeler B2B 50L 25% Yes 60 Days 9 6 6 6 A
Manufacturer
4-Wheeler B2B 1CR 20% Yes 60 Days 9 8 10 9 B

Manufacturer
www.karanhasija.com
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Traders B2Ch 50L 15% Yes 45 Days 7 5 6 6 B
Pneumatics B2B 20L 30% Yes 60 Days 9 8 7 8 B
Instrumentation B2B 20L 15% Maybe 60 Days 6 9 8 9 D
Pharmaceutical B2B 5L 30% Yes 60 Days 6 6 7 7 C

Two-wheeler manufacturers – 25% of 50L and 60 days
to get money with medium effort and Market is big
Four-wheeler manufacturers – 20% of 1cr and 60 days to

get money with high effort and Market is limited
Traders – 15% of 50L and 45 days to get money and high

potential market
Pneumatics – 30% of 20L and 60 days to get money with

considerable effort
Instrumentation – 30% of 1L with 60 days to get money

with high effort. Returns are not consistent
Pharmaceuticals - 30% of 5L with 60 days to get money

with high effort
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Customer B2B/B2C Ticket Value Per Profit Repeat Collection Rating Lead Sales Average ABCD

Type B2Ch Customer Per Margins Purchase Cycle (1-10) Generation Conversion Rating Customer
Year [Gross Profit] [Yes/No/May [No of Days Effort [1 to Effort (1-10)
[Amount INR] be] from 10] [1 to 10]
Invoicing]
Mfg B2B 6.6L 10% Yes 15 days 10 1 5 3 A

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Customer B2B/B2C Ticket Value Per Profit Margins Repeat Collection Rating Lead Sales Average ABCD

Type B2Ch Customer Per [Gross Profit] Purchase Cycle (1-10) Generation Conversion Rating (1- Customer
Year [Yes/No/May [No of Days Effort [1 to Effort 10)
[Amount INR] be] from 10] [1 to 10]
Invoicing]
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Customer Profiling: Samples
B2C: Dentist
Amazing Customers
• Age - 40 to 50 Years
• Gender - Female
• Occupation - Housewives
• Family Income - 5 lakhs plus
• Location - Viman Nagar, Kharadi, Chandan Nagar (Pune)
• Traits - Very social, attend Kitty Parties

Amazing Customers
• Industry - Education
• Customer - Schools
• Student strength - 2000+
• Branches - 3+
• School Fees - Rs 2 Lakhs P.A
• M.A.N - Directors/CEO
• Location - Eastern India
• Traits - Boarding school

Amazing Customers
• Industry - FMCG
• Target Customers – Super Stockists
• Revenue - 10CR P.A.
• Location - Eastern and North East parts of India
• Existing Network – 100+ Retailers
• Investment Capacity - 50 Lakhs P.A.
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Profile your Amazing Customer Based on Table Above
(Amazing Customer = Low Effort, High Return)
(Low Effort = Marketing and Sales Effort / Effort to Acquire a New Customer
High Return = Revenue and Profit Margins)
✓ What is the Customer Focus for your Amazing Customer? (B2B, B2C, B2Ch)
✓ Who is your Amazing Customer? (Describe them)
B2B B2C B2Ch
Industry Age Industry
Business Type Gender Their Customer

[Supplies to whom]
Location Location Revenue

Employee Employee
Income
Strength Strength
Occupation /
Turnover Location
Profession
Geographical
No of Branches Marital Status
Reach
Their Customer Network
Family Type
[If relevant only] Strength
Money, Authority, Traits &
M.A.N Education
Need Behaviors
Traits & Other
Children
Behaviors Parameters
Traits &
Behaviors
✓ Profile your Amazing Customer (Based on Customer Focus)
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Profile your Breadwinning Customer Based on Table Above
(Breadwinning Customer = High Effort, High Return)
✓ What is the Customer Focus for your Breadwinning Customer? (B2B, B2C, B2Ch)
✓ Who is your Breadwinning Customer? (Describe them)
✓ Profile your Breadwinning Customer (Based on Customer Focus)
B2B B2C B2Ch

[Supplies to whom]

Employee Employee
Income
Strength Strength
Occupation /
Turnover Location
Profession
Geographical
Reach
Their Customer Network
Family Type
M.A.N
Traits &
(Money, Education
Behaviors
Authority, Need)
Traits & Other
Children
Traits &
Behaviors
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Profile your Convenience Customer Based on Table Above
(Convenience Customer = Low Effort, Low Return)
✓ What is the Customer Focus for your Convenience Customers? (B2B, B2C, B2Ch)
✓ Who is your Convenience Customers? (Describe them)
✓ Profile your Convenience Customers (Based on Customer Focus)
B2B B2C B2Ch

[Supplies to whom]

Employee Employee
Income
Strength Strength
Occupation /
Turnover Location
Profession
Geographical
Reach
Their customer Network
Family Type
M.A.N
Traits &
(Money, Education
Behaviors
Authority, Need)
Traits & Other
Children
Traits &
Behaviors
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Who are your Dangerous customer based on Table above?
(Dangerous Customer = High Effort, Low Return)
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Clarity of your Customer’s Needs , Desires
,
Problems
3 Key Words to understand to make money in business:
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Types of Needs, Desires, Problems:
Extrinsic: Intrinsic:
# Physical # Emotional
# Tangible # Psychological
# Transactional: What they pay money for # Motivational: Determines decision
# Can be measured # Invisible, can be felt
Why are N.D.P’s a Game Changer?
# N.D.P is the bridge between your Customer & your Products & services
# It is what creates the Product
# Customer Matrix
# Attract the right customers
# Create the right marketing message and strategy
# Offer the right products & services
Right Right Right Right

Customer + Marketing + Product = Business
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Needs, Desires & Problems: Samples
B2C: Dentist
Needs Problems Desires
Extrinsic Extrinsic Extrinsic
• Tooth Pain relief – 10 • Tooth replacement –7 • Discount – 8
• Teeth cleaning – 7 • Cavity filling – 7 • Less no of
• Reasonable cost - 10 • Wisdom tooth pain –10 appointments – 6
Intrinsic
• Delivery Time – 10 Intrinsic Intrinsic
• Cost Effective - 9 • Dental phobia – 10 • Beautiful smile – 7
• Trust factor - 7 • Professionalism – 8
• Cleanliness & Hygiene – 8

• Quality – 10 • Repeated Design – 8 • Home Delivery – 8
• Right Fit – 9 • Measurement Issue –9 • Returns &
• Design - 8 Replacement – 8
Intrinsic • Free alteration – 9
Intrinsic • Fabric Selection – 9
• Delivery Time – 10 • Customization – 8 Intrinsic
• Cost Effective - 9 • Comfort – 9
• Longevity – 9
• Brand Value - 9
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• Credit period– 10 • Lack of Marketing • Exclusive Market
• Return Policy – 9 Support– 8 shares - 8
• Lack of fast Deliveryof • Exclusive Relationship
Intrinsic Products – 9 Manager – 8
• Manufacturer being a
well known brand in Intrinsic Intrinsic
the market - 8 • Low Profit Margins –9 • Variety of schemes to
earn money - 9
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N.D.P Questionnaire for your Amazing
Customer
• What are the needs of this customer, both extrinsic i.e.

product or service needs and intrinsic i.e. psychological
needs? Rate the intensity 1 to 10
Extrinsic Needs Rating
# Equipment Availability - 8
# Credit Period - 10
# Quality - 10
Intrinsic Needs Rating
# Well known brand - 8
# After sales support - 10
# One-stop solution - 8
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• What are the problems & pain points of this customer, both
extrinsic i.e. product or service related problems and intrinsic
i.e. psychological & emotional problems related to product
or service? Rate the intensity 1 to 10
Extrinsic Problems & Pain Points Rating
Intrinsic Problems & Pain Points Rating
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What are your customers’ desires (love to have more of) which
are related to your business, professionally and personally? Rate
the intensity 1 to 10
Extrinsic Desires Rating
Intrinsic Desires Rating
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• Which of the above needs, problems and desires of the
customer do your product / service meet?
• What needs to change in your products / services to meet

the level 10 intensity needs, desires and challenges of your
target customer?
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• What new products / services can you create and offer to
meet the level 10 intensity needs, desires and challenges of
your target customer?
By answering the above questions,

o What were your key lessons and/or insights?
o What are some of the ideas you could think of?
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Types of Products and Services
Type Definition
High Value Products
Low Effort, High Return
Primary Products
High Effort, High Return
Easy to Buy Products

Low Effort, Low Return
Time Wasters Products

High Effort, Low Return
Effort - Delivery Effort (Time & Cost)

Return - Sales Revenues
Easy to Buy Primary Products & Services High Value Products &
Services
• Lead Generation • Branding • Repeat Purchase
• Door Opener • What you are primarily • High-Profit Margins

known for in the market
• Customer Acquisition • Bigger business
• Officially become your
• Credibility building after a customer • Increase in Customer
Customer tries you out Ticket Size
• Cash Flow • Continual Business
• Market Testing
• Product Testing
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Product Matrix Samples
B2C: Dentist
Easy to Buy
• Free Check up
Primary Products
• Teeth Filling
• Root Canal Treatment

• Avg Price – 5000
High Value
• Braces
• Laminates
• Avg Price – 40,000
Easy to Buy
• Tee Shirts
• Ties and Socks
• Avg Price – 400 per pc
Primary Products
• Uniform Set
• Track Suits
• Avg Price – 3000 per set
High Value
• Blazers
• Jackets
• Avg Price – 5500 per set
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Easy to Buy
• Direct Distributors
• Min Purchase of 15 Lacs P.A
Primary Products
• Super Stockist
• Min Purchase of 20 to 30 Lacs P.A
High Value
• Super Stockist
• 50 Lacs + Purchase Value
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Identify & Validate your Products and Services
Step by Step Approach
Step 1 - Product / Service
• List all the existing products/services that you currently sell to your customers
• If you have a lot of products in your portfolio, then list the product verticals
Step 2 - Returns
• Mention the Price for each product/service
• If you have mentioned product verticals, then list the price range for the vertical. For e.g.:
Bath Soaps - Rs 150/ - to Rs 250/-
• Mention the Profit Margin on each Product / Service Or the Average Profit Margins for each
vertical
Step 3 - Efforts
• On a scale of 1 to 10, where 10 being the HIGHEST, what is your effort in Procurement +
Production + Packaging + Delivery + Service for each Product / Service OR Product
Vertical?
Step 4 - Results
Please Mark the Following for Each Product / Service
If Efforts are Low and Returns are High = High Value

If Efforts are High and Returns are High = Primary
If Efforts are Low and Returns are Low = Easy to Buy
If Efforts are High and Returns are Low = Time Wasters
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Sample – App Development Company
Returns Effort Result
Product/ *Operational Easy to Buy/
Service Price Profit Margin Effort Primary/
[1 to 10] High Value
Spider E-Kart
[E-Commerce &
Payment INR 30,000 / 80% 2/10 High Value
Gateway for Year
Fruit and Meat
Vendors]
Sales 76
INR 30,000 /
[Sales CRM for 80% 1/10 High Value
Year
SME Businesses]
Application
Development
[Mobile and INR 4 Lacs – 6
Web App Lacs 50% 8/10 Primary
Development [One Time]
which is Need
and Project
Based]
Website
Designing
INR 60,000 60% 6/10 Primary
[Designing
Websites for [One Time]
SME Businesses]
Analysis of the Above Table:

• Spider E-Kart – One Time Effort but Consistent Returns YOY with Low
Operations Effort. Potential to Scale as it is a Product [SSO –
Standardized Service Offering]
• Sales 76 – One Time Effort but Consistent Returns YOY with Low Operations
Effort but highly competitive product as there are big players in the market
– Will increase Marketing Expenses. Good idea to drop the product.
• App Development – High Income at once but equally High Effort to Develop & Deliver
• Website Design – Good Income at once but will make more sense as a part of
Funnel. It is not financially viable as a stand alone product
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Identify & Validate your Products and Services
Returns Effort Result
Product/ Operational Easy to Buy/
Service Price Profit Margin Effort Primary/
[1 to 10] High Value
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Operational Effort = Procurement + Production + Packaging + Packing
+ Delivery + Service
• From the above table, how many products do you have from
each category?
Easy to Buy
Primary
High Value
• Circle the category of product / service that is currently

missing from your Product Matrix?
• Easy to Buy
• Primary
• High Value
• Make a list of potential products / services that you can offer

under each category, which you are NOT offering currently.
Easy to Buy:
Primary:
High Value:
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Sample of Customer Product Matrix to
Achieve Business Aspiration Goal
Industry – Furniture Manufacturing
Business Aspiration Goal – 10 CR
Bread Winning Convenience
Amazing Customer
List the types Customer Customer
Low effort & High
of customers High effort & High Low effort & Low
Return
Return Return
Architects Schools Architects Individuals
Interior Designers Branches - 3+ Turnover - 20+ CR Age - 35 - 50
SMEs Student Strength - 1500+in Project Size - 1 CR Min Income - 2L+ per month
each school Location - Bangalore Location - Bangalore
Hospitals
Location - Karnataka M.A.N - Principle Architect / Occupation - IT Employees
Cinemas M.A.N - Purchase Head Fees Project Heads Marital Status - Married
Schools - 75K per year Scale of Operations - 5+ Traits and Interests - WFH,
Colleges Projects / Month Employee Modern Aesthetics,
Hotels Strength - 15+ Minimalist, Organized,
RetailStores Passion for Lifestyle
% of Business
Aspiration Percentage: 50% Percentage: 30% Percentage: 20%
Goal INR: 5 CR INR: 3 CR INR: 2 CR
Segregation
Easy to buy:
Low effort to
Layout & Designing Design Prototyping WFH Stations
deliver & Low
return
Primary:
Desks
High effort to Sofas
[Classroom Workstations & Chairs
deliver & high Accent Chairs
Furniture]
return
High Value:
Storage Units
Low effort to Departmental Beds
Sofas
deliver, high Furniture Dining Set
Lounge Furniture
return
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Create your Customer Product Matrix to
Achieve Business Aspiration Goal
Industry:
Business Aspiration Goal:
Bread Winning Convenience
Amazing Customer
List the types Customer Customer
Low effort & High
of customers High effort & High Low effort & Low
Return
Return Return
% of business Percentage: Percentage: Percentage:

aspiration
goal INR: INR: INR:
Easy to buy:
Low effort to
deliver & Low
return
Primary:
High effort to
deliver & high
return
High Value:
Low effort to
deliver, high
return
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Fundamentals of Business Finance
Common Mistakes & Obstacles
# Mental block when it comes to Business Finances
# No Understanding of Financial language & hence lack of Clarity in their Business

Finances
# No clear Principles, Disciplines & Systems
# Sometimes, lack of clarity due to Mixing up Personal & Business Finances, leads to
bad decisions
# Not in line with Regulatory & Compliance requirements - Not taking care of IT, GST,
PT, etc.
# Mismanagement of Finances -
Exceeding Budgets, lack of clarity of Business Model, lack of clear Functional
strategies & systems ending up with too many Debts and high-interest rates
# Borrowing to survive instead of raising capital for Growth and expansion
# Not measuring & tracking Finances to track Cash flows & Profits
# No basis & logic for spending or not spending, and borrowing
# Reactive vs Proactive Approach to the Management of Business Finances
# No insight due to no systems
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Common Mistakes & Obstacles
Note:
1. For money related challenges (revenue, profits, collections, cash flow etc), the solution is
in business model, marketing and sales.
2. For performance output related challenges (productivity, people, output, growth,

scale) the solution is in process, systems, teams management & leadership.
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Common Terms & Glossary
✓ Sales v/s Revenue v/s Turnover

# Sales - Is the volume of product/service units sold
# Revenue - Is the amount generated as the result of the unit sold
# Turnover - The amount of money that comes into your bank account. OR The
actual inflow into your business (Bad debts, discounts, etc.)
✓ Profit v/s Profitability
# Profits - Amount of money you have earned. SP - CP
# Profitability - Percentage - indicates the profit you have earned. (SP - CP) / SP %
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✓ Fixed Expenses v/s Variable Expenses
# Fixed Expenses - a category that happens every month and does not fluctuate much
# Variable Expenses - Variable expense varies with units sold; it depends on the volume of
sales and the corresponding operational expenses. These are direct
expenses attributed to your product or service.
✓ Cash Flow
The balance between Inflow & outflow is Cash Flow.
Cash Flow management is the analysis you do to take care of the cashflow gap (Inflow
- Outflow OR Outflow - Inflow).
The more you do proactively, the better it is.
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✓ Budgeting
• Is the process of creating financial projections. You plan a budget based on goals. & not
based on what you have.
• Allocation of expenses, over a year to achieve your goals.
✓ Working Capital & Working Capital Requirement
# Working Capital: This is the money required to run a business on a day-to-day basis or to
manage your fixed expenses.
# Working Capital Requirement: Is the minimum money required to run the business for a
certain period of time to make sure the business is
sustaining. (anywhere between 3 months to 6 months to 1
year)
# Overdraft Facilities for Working Capital: Is a loan that is given only against a security.
You will be charged interest based on the number
of days you have used. It's calculated on a per
day basis.
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Principals to Follow
# Keep your Business Finances and Personal Finances separate - Clarity is Key!
# Salary for Business Owner - Salary(for time and capability) and Profits(for investments
& risk) are different and the Business Owner is entitled to both
# Marketing is the Food for your Business.

Finances is the bloodline of your business.
Need to do constant health checkups.
# Your Finances is your ultimate report card for your Business. Use it to draw insight.
# Budgeting Principles:
• Needs to be derived from the Goals
• Needs to be derived from P & L Analysis of a previous time period
• Allocate budgets based on when you need it during the year.
• Justifiable ROI
• Budgeting based on inflows
# Budgeting Process
• Goal
• Forecast Revenue Projections
• Forecast Marketing & Sales Activities
• Forecast Marketing & Sales Expenses
• Forecast Ops Activities & Support Activities
• Ops Expenses
• Forecast all other running Expenses
# Validation of the Budget should be done based on past analysis & future Goal
forecasting.
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Systems to Implement
Sequence of Steps:
• Based on Business Model - Goal Creation

• Budgeting & Forecasting
• Evaluate Profitability - Make Changes to the Model if required.
• Fund Allocation - If Required
• Weekly/Monthly updating of Financial templates/trackers
• Monthly/Quarterly Financial Review & Business Review
# System 1: Trackers
• Sales Tracking
• Payment Collection Tracking
• Statutory Trackers - TDS/GST - for Input & Output Credit
• Expense Trackers
• Monthly Financial Report generation
# System 2: Monthly Cash Flow Analysis
• It gives you insights into the Financial Needs, Desires & problems of your business
• Helps to decide on working capital & profit payout (inflow v/s outflow tracking).
• Sales & Expenses are not equal to cash flow.
Note: Need to have a 1+5 system (month)
# System 3: Quarterly Budget & P&L Analysis
# System 4: Monthly/Quarterly Financial Review
• Budget
• Cash Flow
• P&L
• Working Capital & Profit Allocation
• Draw Insights & Make Decisions
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Parking Lot
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My Notes
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My Notes
For further assistance:

Visit us at – www.quantumleap.co.in
Mail us at –[email protected]
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#86, 3rd Floor, Railway Parallel Road,
Kumara Park West, Sheshadripuram,
Bengaluru 560020
www.quantumleap.co.in
www.karanhasija.com

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Systems work, People Don’t!

Don’t wish it were easier, wish you were better.

The model of how your business is going to operate to generate profits.

1. Not solving a significant problem or fulfilling a significant desire for which

2. Not reaching out to the right people

3. Not reaching out enough

You will make

2. You are reaching out to the right people

3. You are reaching out enough

Product or service Finance

The most effective integration of these three elements is your business

Three Types of Customer Focus for your Business Model

• Business (You) to Consumer (Customer)

• Business (You) to Business (Customer)

• Business (You) to Channel (Customer)

B2C B2B B2Ch

B2C B2B B2Ch

B2C B2B B2Ch

# Either Change Customer or Product

Marketing: • Ticket Value given by the

# Amazing Customers should contribute 70-80% of your aspiration goal.

# Breadwinning Customers should contribute 20-30% of your aspiration goal.

# Convenience Customers are a bonus.

B2B: Uniforms & Garment Manufacturing

• Amazing Customers – Schools with 3+ Branches having

B2Ch: FMCG Manufacturing – Home Cleaning & Edible Oils

1. What is your goal duration?

2. What is your revenue goal?

3. What is your GP goal (if relevant)?

4. What is your collection cycle goal (if relevant)?

8. Additional revenue you need to achieve to achieve your revenue goal?

- Customer segments you are currently working with

- Customer segments you had worked in the past

- Customer segments you dream to work with

Sample of a Toy Manufacturing Company [B2Ch & B2B]

Distributors B2Ch 6L 46% Yes 30 Days 7 7 7 7 B

Retailers B2Ch 40K 55% Yes 30 Days 4 5 4 5 C

OEMs B2B 20L 15% No 45 Days 4 10 10 10 D

Exports B2B 35L 46% Maybe 30 Days 10 8 9 9 A

Amazon B2Ch 1200 40% Yes 7 Days 10 2 2 2 A

White Label – 27% of 35 Lacs and 60 Days to get

Distributor – 46% of 6 Lacs and 30 Days to get

Retailer – 55% is High margins but only 40K billing

OEMs – Only 15% of 20L with 45 Days to get

Exports – Whopping 46% of 35L with just 30 Days

Amazon – 40% of 1200 seems small but it a

Sample of a Wellness & Healthcare Services [B2C]

B2C 15000 100 Maybe Immediate 9 5 6 6 A

Women [India] - Gross profit is 100% of Rs. 12500/- and the

Pregnant Women [Global] - Gross profit is 100% of Rs. 17500/-.

Pregnant Women [India] - Gross profit is 100% of Rs.14000/-

Aged individuals - The gross profit is 100% of Rs. 10000/- and