Abstract:
Small and mid-size enterprises (SMEs) are the core engine of most economies
around the world. Empowering SMEs with the right tools, especially those utilised
to formulate business models, would help them thrive more successfully. This
study aims to provide such business development support tools to the food
sectors SMEs of the GCC. This research focuses on the SMEs in the Gulf
Cooperation Council (GCC) processed food sector. First, an extensive literature
review was conducted on business development and business development
tools, the business models. It was found that the Business Model Canvas is the
most advanced tool in the market, yet the model is not fully exploited in terms of
business development and growth. A field study involving 36 companies within
the GCC region's food industry was conducted. The findings indicated three main
problems faced by SME’s: product-market-fit, business planning and finance.
Hereafter, Lean start-up was applied in a case study on a frozen yogurt producer
from the region. The findings from the case study showed that the lean start-up
approach minimises the product-market-fit problem and, hence, provides a more
explicit structure for business planning and finance. Furthermore, the case study
findings were presented to six industry practitioners to evaluate the lean start-up
method. Based on their evaluation; the model was modified to incorporate market
regulations as an additional block. A set of measurement (KPI’s) was added to
the model to develop a revised model named the Knowledge-Driven Business
Model Canvas (KD-BMC).
Finally, the KD-BMC was validated through a case study on two companies in the
food industry in Saudi Arabia and further evaluation was gained from six experts
in the field. Results of validation were discussed and concluded in the final
chapter of this research.
