Some of my favourite business frameworks

In today’s dynamic business environment it’s about making smart decisions, fast and at the same time building trust with clients, and staying adaptable.

1. Helping Clients Succeed: Build trust and solve problems

Inspired by Mahan Khalsa’s Helping Clients Succeed (HCS) philosophy, businesses shift their mindset from simply selling products to genuinely solving client problems.

  • What: Understand the client’s challenges and needs deeply.
  • How: Listen actively, ask meaningful questions, and align solutions with their goals.
  • Why: Long-term relationships built on trust drive loyalty and repeat business.

This approach transforms client interactions from transactional exchanges to meaningful partnerships.

2. Best Value Procurement: Focus on value, not just price

Developed by Dr. Dean Kashiwagi, Best Value Procurement (BVP) emphasizes selecting vendors based on value and expertise, rather than simply cost.

  • What: Choose suppliers based on measurable expertise and past performance.
  • How: Minimize subjective decision-making and rely on performance metrics.
  • Why: Higher-quality outcomes reduce risks and increase efficiency in the long run.

This method ensures strategic procurement decisions that benefit both cost efficiency and project quality.

3. Business Model Canvas: A strategic blueprint

The Business Model Canvas (BMC) by Alexander Osterwalder provides a one-page visual representation of a company’s key business elements.

  • What: A framework divided into nine blocks: customer segments, value propositions, channels, customer relationships, revenue streams, key resources, key activities, key partnerships, and cost structure.
  • How: Teams collaboratively map out their business model to identify gaps and opportunities.
  • Why: A clear visual model ensures alignment, agility, and focus on strategic goals.

BMC simplifies complex strategies into an actionable overview.

4. What, How, Why framework: Inspire through purpose

The What, How, Why framework, popularized through the Golden Circle concept, emphasizes communicating from the inside out.

  • Why: Start with your purpose. Why does your company exist? What is your core belief?
  • How: Explain how you fulfill that purpose through your unique approach, processes, or values.
  • What: Clearly define what you offer—your products, services, or solutions.

Organizations that start with Why build stronger emotional connections with their clients and employees. They don’t just sell products; they sell purpose. This approach inspires loyalty, trust, and long-term engagement.

5. Miller Heiman: Managing key accounts strategically

The Large Account Management Process (LAMP) by Miller Heiman focuses on building and maintaining long-term relationships with key accounts.

  • What: Identify and prioritize high-value clients
  • How: Develop account plans that align with client goals and business objectives.
  • Why: Strong, strategic relationships with key clients ensure stability, recurring revenue, and long-term growth.

LAMP helps businesses focus on their most valuable customers, ensuring consistent value delivery.

Conclusion

When these principles align, businesses aren’t just reacting to challenges—they’re anticipating them, building trust, and driving sustainable growth. In a world full of change, these tools are your compass.

#business-frameworks

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