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11.12.2018

Din forretningsplan er som en blækklat


2019 banker på døren.

Jeg har været selvstændig siden april 2018, hvor jeg tog beslutningen om at opbygge en portefølje af bestyrelsesposter, og starte en rådgivningsvirksomhed med fokus på de udfordringer små- og mellemstore virksomheder bokser med.

I Danmark er det er muligt at opdele rådgivningsbranchen i følgende størrelsessegmenter:

  1. Specialister - 1 person
  2. Generalister - 1 person
  3. Specialister - 2-25 personer
  4. Område generalister - 2-25 personer
  5. Semi store specialist/generalist - 25-100 personer
  6. Store specialist/generalist - +100
Gruppe 1 klarer sig godt. Det er ofte personer med en dyb vertikal viden om et bestemt område / produkt - f.eks. økonomisystemer.

Gruppe 2 klarer sig mindre godt. Det er en udfordring at være generalist og en 1-mandshær. Derfor ses forskellige forsøg på at teame op med andre ligesindede i et form for partnerskab uden gensidig forpligtelse. Her finder vi mange over 50 år, der efter en lang erhvervskarriere, har besluttet (ofte ikke frivilligt), at dette er vejen frem. 

Jeg er selv i gruppe 2. Dog tog jeg en bevist beslutning om ikke at søge et job, men at forfølge en ambition om at arbejde med forretningsudvikling, da det er her min passion og interesse reelt ligger.
Kirstein Consulting ApS er en realitet, og min drøm er nu at udvikle virksomheden fra en gruppe 2 placering til en gruppe 4 placering over de næste 10 år. 

Forretningsmodeller er et af de områder jeg synes er fantastisk spændende. Og når man starter en virksomhed, så er det ikke unormalt, at den underliggende forretningsmodel sket ikke er lagt fast, og derfor ligner en blækklat. Man forsøger forskellige indsatser og koncepter - primært på sit netværk - og får derigennem feedback, der langsomt er med til at forme en forretningsmodel.

Men hvis man blot banker på døren til "potentielle kunder" i sit netværk med beskeden "her er jeg - jeg har prøvet lidt af hvert - hvor kan du bruge mig - og skal jeg hjælpe med din strategi etc.", så er det dømt til at mislykkes. Det er nødvendigt at have en specialist tankegang indenfor et lidt bredere område - f.eks. salg. Derefter er det vigtigt at fastlægge hvilke behov og udfordringer kunde målgruppen har (for den skal også fastlægges), hvorefter passende ydelser skal udvikles. Det kaldes at konceptualisere sine indsatser.

Det er absolut ikke en nem opgave! Jeg vil sige den nærmest er iterativ i sin natur, og er derfor stærkt knyttet til udviklingen af en egentlig forretningsplan. Men man må starte et sted. 

Med udgangspunkt i erfaringer fra mine snart 20 år i bestyrelser for ejerledede virksomheder samt min erfaring som vejleder for E-MBA studerende på CBS, valgte jeg at udvikle en metode, der fokuserer på arbejdet med forretningsmodel og forretningsinnovation (og dermed også strategi) med udgangspunkt i en tilpasning af de tre værktøjer - Business Model Canvas - Must Win Battles - Blue Ocean Strategy - til hverdagen hos mindre- og mellemstore virksomheder. Metoden har to faser - Analyse og Implementering - og involverer nogle faser, der medførte, at de to faser kunne kaldes for BIG og GEAR (læs mere her).

Som selvstændig er det afgørende ikke at miste modet når horisonten er noget sløret - så længe vejen frem er nogenlunde synlig. Dette synes jeg mit foto til denne artikel illustrerer meget fint.

I ønskes alle en glædelig jul og et fremgangsrigt nytår.

23.04.2018

28.10.2017

Reflektion om livskvalitet efter de første 50 år



Does ones view on the professional career change when you get older? For me it did. The title, salary and CxO responsibilities started to be of less importance. The task at hand, the mission, who I work together with (and why) and my personal impact on the final result is now of higher importance. I guess I'm adapting a broader view on how I spent my working hours.

Returning home I want to be able to let my work load stay at the office but still keep my mind working on developing the business and look at several creative aspects of the tasks currently at hand.

This also underlines why I'm are building a career as professional board member and continue to act as external advisor at the Executive MBA program at the Copenhagen Business School, where I also plan to return before turning 60 to achieve the Doctor of Business Administration title. My goal for an active "retirement period" is to be part of young business peoples education in some form of capacity at CBS.

Equipment: Nikon D800, AF-S 24-70mm f/2.8 (58mm)
Exposure: 30 sec at f/22, 1 EV, ISO 100

Erhvervsportræt til Linkedin og CV


Finn has some strong facial features that fits well to a high contrast b&w photo. I asked Finn to pose facing both with the left and right side tilting his face slightly to give him som options depending on where the photo need to be uploaded.



The we tried a more direct pose showing his strong hands and with less contrast.


If you live near Copenhagen give me a ping if you want a new set of portrait photos for your CV or LinkedIN.

26.09.2017

Time for more mergers in the photography retail sector?

Today it was announced that two of the largest photography retailers in the UK - Calumet and Wex Photography - has decided to merge. This event was initiated by the acquisition of Wex Photography by the owner of Calumet - Aurelius.

The photography industry has always been slow to adapt to changes in consumer behavior and market conditions. In Denmark this is quiet obvious through the poor performance of many small and independant photography retailers. Tools like PriceRunner is forcing prices down to zero-margin level faster than you can say "please buy from me I have the new product in stock" after a new product has been launched.
Consumers are not necessary loyal to a specific retailer and will shop around if they can save 10€ on a camera, a lens or any other photography equipment. It doesn't have to been an expensive purchase for the discount hunters to go for the cheapest retailer.

As a solution photography retailers has established their own purchasing company - co-owned by all participating members - to facilitate better purchasing prices. But the market for photography equipment is global, logistics cheap and you don't have to buy volume in China to get good prices and fast delivery - even with your own brand stamped on the product. As a consequence even a small stand alone photography retailer can buy directly from a number of manufactures and distributors and get similar or better prices than a "purchasing organisation".

The margin structure is simple: Manufactor -> master distributor -> distributor -> purchasing organisation -> retailer -> consumer. Guess who is making the smallest margin in this chain?

The only way to improve the gross margin is by skipping a few margin steps in the purchasing process - also to be able to afford keeping stock, as fast delivery is also a competitive factor.

Photography retailers in Denmark and other countries need to grow big fast by own means. And one way is to merge through a stock exchange program (cash free) and group under a shared brand.

The small independant photography store is dying fast and many are only keep alive by using the equity funds the owner has builded over the past 10-20 years.

27.05.2016

Det er vigtigt med et godt profilfoto til Linkedin


I use LinkedIN - the business world's social media - every day. And 8 out of 10 times a profile is accompanied by a very bad "selfie" taken with a bad mobile phone camera. Funny selfies or snapshots belong to Facebook. If you are serious about your professional life and LinkedIN profile then you not only curate the text but also go for a professional profile portrait - as you would look to a job interview or at a meeting with a big client.

Inger Marie Jensen - who I know from my tenue at Copenhagen Business School where we both has been involved in the Executive MBA-program, asked my to "do a proper business portrait".

The lighting set-up is simple: Using an Elinchrome D-Lite-it 2/4 To Go Kit I mounted a beauty dish as main/key light and a rectangular soft box to lighten the back drop from left to right adding a light fall off to her left side and creating a soft gradient. Equipment wise I used a Nikon D810/MB-D12 and a Sigma AF 70-200mm f/2.8. The back drop is toned  "platinum". Camera and lens was attached to a Joby Sling Strap - otherwise my back who hurt for several days hurling around this equipment.

She looks very trustworthy :-)

23.01.2016

Familieportræt som gave


Et dejligt familieportræt, som blev givet i en julegave til bedsteforældrene. Det er taget i mit studie i Lyngby.

Giv mit et kald hvis du også ønsker et familieportræt til en gave. Du får en digital fil i både farve og sort/hvid. Leveres via DropBox.

Du kan også få et færdig print. Jeg printer selv i op til A3+ og via Grafik & Foto kan jeg tilbyde større print og indramning.

Aron Anderson - en spændende fotograf


Portrait photography is my big passion. I still have a lot to learn from other photographer. so I'm always on the look for inspiration among fellow photographers - amateurs as professionals.

I got a new follower on Twitter. That is always nice :-) His name is Aaron Anderson. I went straight to his portfolio and was blown away, Just my style og superb handling of light and retouching.

Aaron Anderson blog
Aaron Anderson portfolio