Dan Kraemer: Growth Through Design and Business Strategy.
Summary
TLDRThe speaker emphasizes the convergence of design and business thinking to drive innovation and growth. They discuss the importance of understanding unarticulated customer needs and behaviors through user-centered design research, which informs the creation of new business strategies. Examples include Allstate's shift into digital identity protection and a pharmaceutical company's move towards precision medicine. The talk highlights how combining design thinking with business acumen can lead to the development of new businesses and market opportunities.
Takeaways
- 🔗 The convergence of design and business thinking is essential for creating new growth strategies and building new businesses.
- 👥 Diverse teams including researchers, designers, business strategists, engineers, and architects collaborate to uncover new behaviors and needs through user-centered design research.
- 🚀 Growth is a top agenda for CEOs and senior leadership across industries due to its impact on attracting top talent and shareholder value.
- 📈 The stock price of a company is essentially the net present value of all expected future returns, making growth a key driver for shareholder satisfaction.
- 🆕 Creating new businesses is challenging and requires going beyond the core business, taking risks, and dealing with uncertainty.
- 🎯 Design thinking is crucial for its human-centered approach, prototyping to learn, and translating unmet needs into future demand.
- 💼 Business thinking is necessary for understanding market dynamics, aligning leadership, building cohesive business models, and allocating capital effectively.
- 🏆 Companies like Allstate are transforming by leveraging design and business thinking to move into new markets, such as digital identity protection.
- 🛠️ Prototypes are used to create data from the future, allowing companies to test and learn from new products or services before full-scale launch.
- 💡 The combination of design thinking and business thinking allows companies to answer key growth questions: where to play, how to win, what to build, and when to act.
Q & A
What is the primary focus of the convergence of design and business thinking?
-The primary focus is to create new growth strategies, uncover new behaviors, and build new businesses by integrating design thinking and business thinking.
How does user-centered design-led research contribute to innovation?
-User-centered design-led research contributes to innovation by uncovering unarticulated needs, motivations, and unsupported behaviors through observational research, which are opportunities for innovation.
What are the two main reasons why companies are obsessed with growth?
-Companies are obsessed with growth because top performers are attracted to growing companies for exciting projects and advancement opportunities, and shareholders want growth as it influences stock price and future returns.
How does the concept of creating new businesses relate to delivering superior long-term results?
-Creating new businesses allows for delivering superior long-term results by introducing new opportunities that analysts are not aware of, as they don't exist yet, thus exceeding expectations beyond current market analysis.
Why is design thinking important in the context of creating new businesses?
-Design thinking is important because it is human-centered, focusing on unmet needs and translating current activities into future demand. It also allows for prototyping to learn and create data from the future, which is crucial for new and untested ideas.
What is the significance of business thinking in the process of creating new growth?
-Business thinking is significant as it helps in understanding market dynamics, aligning leadership, building cohesive business models, and carefully allocating capital, which are essential for the successful growth of new businesses.
Can you explain the shift Allstate is making from an actuarial company to a technology company?
-Allstate is shifting from an actuarial company focused on traditional insurance to a technology company that builds digital products aimed at protecting customers' digital identities, reflecting a future where digital assets are considered the most valuable.
What is the role of the MVP app created by Allstate Digital Ventures?
-The MVP app created by Allstate Digital Ventures discovers and visualizes a customer's digital footprint by scanning the internet for all accounts the customer has interacted with, enabling them to see, know, and control their digital identity.
How does the convergence of design and business thinking help in creating new growth?
-The convergence helps by identifying opportunities through design thinking and leveraging business thinking to strategize, build models, and allocate resources effectively, thus reducing risks and increasing chances for successful growth.
What is the significance of the framework that connects design thinking and business thinking?
-The framework is significant as it provides a structured approach to repeatedly uncover new behaviors, create growth strategies, and build new businesses by connecting the tools and methodologies of both design and business thinking.
How does the example of a major pharmaceutical company leverage design and business thinking for growth?
-The pharmaceutical company is leveraging design and business thinking to transition from traditional drug creation to precision medicine, which involves optimizing treatment based on an individual's genetic profile, aiming to improve patient outcomes and create new business opportunities.
Outlines
🌐 Convergence of Design and Business for Growth
The speaker emphasizes the importance of combining design and business thinking to foster innovation and growth. They discuss the convergence of diverse teams including researchers, designers, and strategists to uncover new behaviors and needs through user-centered design research. This approach is used to create growth strategies and build new businesses with clients across various industries. The speaker highlights the obsession with growth in businesses, explaining that growth attracts top performers and shareholders. They also touch on the idea that creating new businesses is a way to achieve long-term superior results beyond analyst expectations.
🛠️ Reducing Risk through Design and Business Integration
The speaker explains how design thinking, with its human-centered approach, complements business thinking to reduce risks and increase growth opportunities. Design thinking helps in understanding unmet needs and motivations by prototyping and learning from future data. Business thinking contributes by understanding market dynamics and building cohesive business models. The speaker shares an example of Allstate, which is transitioning from a traditional insurance company to a technology company focused on protecting digital identities. This transformation involves creating a separate business unit and an MVP app to discover and visualize users' digital footprints.
🔍 Unveiling Digital Footprint and Identity Protection
The paragraph discusses the concept of digital footprint visualization and its importance in cybersecurity and digital identity protection. It details how Allstate, through its new business unit Allstate Digital Ventures, has developed a product that allows users to see and control their digital footprint. The product is designed to transform an ambiguous concept into a visible and manageable one, sparking curiosity and engagement. The speaker also highlights the new capabilities that Allstate had to develop, such as product strategy, design, and technology, and the creation of new roles and leadership opportunities within the company.
📈 Framework for Growth through Design and Business Convergence
The speaker introduces a detailed framework that illustrates how business thinking and design thinking intersect to uncover new behaviors, create growth strategies, and build new businesses. They discuss the process of identifying growth markets, aligning executives, defining capabilities gaps, and creating business models. The framework also incorporates design thinking tools such as research, prototyping, and experience design to address questions of market understanding, product differentiation, and user adoption. The speaker emphasizes the importance of this convergence in creating new businesses and staying competitive in the market.
💊 Precision Medicine and the Future of Healthcare
This section explores how a major pharmaceutical company is leveraging design and business thinking to move into precision medicine, which involves optimizing treatment based on an individual's genetic profile. The speaker discusses the potential of precision medicine to transform healthcare by allowing for hyper-personalization of doctor-patient interactions and the use of digital therapies. They also mention the challenges and opportunities in this field, such as the need for new business models and the importance of understanding true user behavior and willingness to pay for such services.
🎓 Embracing the Convergence for Future Success
The speaker concludes by emphasizing the advantages of understanding both design and business thinking, particularly for those coming out of business schools. They highlight how this convergence prepares individuals to tackle growth problems and create strategies in a holistic manner. The speaker encourages the audience to embrace this approach, as it is not only beneficial for personal career growth but also for the success of modern companies that value both design and business acumen.
🏆 Celebrating Achievements and Future Prospects
In the final paragraph, the speaker congratulates the audience for their achievements and participation in the competition. They acknowledge the hard work and the value of the collaborative efforts in designing and business thinking. The speaker also expresses excitement for the upcoming presentations and visions that the participants will share, looking forward to seeing the outcomes of their competitions.
Mindmap
Keywords
💡Convergence
💡Growth Strategies
💡User-Centered Design
💡Innovation
💡Prototyping
💡Market Dynamics
💡Capital Allocation
💡Design Thinking
💡Business Thinking
💡Collaboration
💡Precision Medicine
Highlights
Convergence of design and business thinking is essential for creating new growth strategies and building new businesses.
Diverse teams including researchers, designers, and strategists collaborate to uncover new behaviors through user-centered design research.
Innovation opportunities arise from understanding unarticulated needs and motivations through observational research.
Growth is a top agenda for CEOs and senior leadership across industries.
Top performers are attracted to growing companies due to exciting projects and opportunities for advancement.
Shareholders seek growth, which is reflected in the stock price and the expected value of all future returns.
Creating new businesses is a strategy to deliver superior long-term results beyond analyst expectations.
Design thinking is crucial for its human-centered approach and ability to prototype to learn.
Business thinking is necessary for understanding market dynamics, building business models, and allocating capital.
Allstate is transforming from an insurance company to a technology company to protect digital identities.
Allstate Digital Ventures was created to build digital products, demonstrating the convergence of design and business thinking.
An MVP app was developed to discover and visualize an individual's digital footprint, turning ambiguity into control.
New capabilities like product strategy, design, and technology were required for Allstate's shift into digital identity protection.
The framework connecting design thinking and business thinking was introduced to identify growth opportunities and build new businesses.
Lilly, a pharmaceutical company, is leveraging design and business thinking to move into precision medicine.
Precision medicine focuses on optimizing treatment based on an individual's genetic profile.
Design thinking helps in understanding true user behavior and willingness to pay, crucial for market sizing and investment decisions.
The convergence of design and business thinking is a competitive advantage for modern companies seeking growth.
Business school graduates with design thinking skills are well-rounded and highly sought after in the job market.
Collaboration between design and business professionals results in a holistic approach to solving growth problems.
Transcripts
so a tie a collaborative we are
converging design in business thinking
in order to create new growth strategies
uncover new behaviors and build new
businesses the first thing I'll do today
is share what this convergence of design
and business looks and feels like
[Music]
[Applause]
[Music]
[Music]
[Music]
so what you saw there were diverse teams
researchers designers business
strategists engineers architects all
collaborating to uncover new behaviors
through user centered design led
research observational research that
gets to what people are doing not just
what they're saying uncovering
unarticulated needs and motivations and
unsupported behaviors these are
opportunities for innovation we
understand these opportunities through
this type of research we create growth
strategies and then we build new
businesses collaboratively with our
clients in clients that we have include
global 100 clients people that are
across multiple industries you know tech
insurance pharmaceutical companies
leaders of their industries what do you
think the one thing is that is at the
top of these agendas the top of the
agenda for the CEO and the senior
leadership at every single company on
this slide its growth but why growth why
are we always obsessed with growth this
whole competition is about growth I
think it's one really important thing
and also a secondary thing but the most
important thing is teams top performers
love being at growing companies there's
great projects exciting things to work
on opportunities for advancement and
importantly opportunities to lead had a
growing organization consistently people
with subject matter expertise in the
area which the company is growing
regardless of tenure or hierarchy have
opportunities to lead and that attracts
the best people the second reason
shareholders and shareholders of course
want growth they want growth of things
like this stock price but the thing is
about this number that everybody
obsesses about you know people said the
chief executive officer really should
just recall the chief earnings officer
but the number that's up there is the
expected value of all future returns
future returns of every business that
you're in so you think about this an
analyst might be following avid
Fed Ex Pepsi any publicly held company
and they understand every business that
that company is in they understand what
the growth rates are they've figured out
what you're gonna earn next quarter most
likely next year five years from now
they're discounting all that growth back
to present day they come up with an NPV
and that is essentially your stock price
we know there's other things going on
but that's really how it works so if
you're an executive and you're
anticipating growth it's all baked into
the current day price so what do you do
how do you deliver superior long-term
results they're above and beyond what
analysts think is actually possible I
think the only reasonable way to do this
is to create new businesses things that
analysts don't know about because they
don't exist yet so creating new
businesses creating new growth is not
easy it requires us to go beyond our
core to take risks to place really big
bets in areas that have a lot of
uncertainty and because of this that's
why I collaborative we are converging
design thinking and business thinking in
order to reduce the risk increase the
opportunities to create new growth
design thinking is really important
because of a few reasons one is it's
incredibly human centered we look at
unmet needs we look at unarticulated
motivations and we translate current day
activities that are unsupported into
future demand the other thing that
design does really well is it prototypes
to learn if you're creating something
that's entirely new to your business or
perhaps to the world there's no data out
there about that so what we do as
designers is we prototype essentially to
create data from the future you get
things that are not quite baked you get
them in front of users you understand
how they are interact with them and then
all of a sudden you have an idea of how
people might interact with this once it
gets into the real world
you also need business thinking
understanding market dynamics aligning
leadership building cohesive business
models and of course carefully
allocating capital so the combination of
these two is incredibly powerful and
today I'm going to share a few examples
of how we converge design thinking and
business thinking in order to help
range of clients so the first one I want
to talk about is Allstate its Allstate
in a growth market not exactly IBISWorld
thinks it's growing about 1.9 percent
roughly so what are they gonna do
they're gonna build entirely new
businesses and that's what all they did
in collaboration with them they don't
want to talk about today so Allstate is
typically in the insurance business of
cars and autos your most valuable things
but if you talk to senior leadership at
all-state they think that your most
valuable things in the future won't be
physical assets but they will be digital
your personal identity all the things
that are out there about you on the
Internet so if you think about it today
companies are selling your data without
your permission and that's the best case
scenario worst case it's on the dark web
somewhere and if bad things are
happening to it but in the future
companies will be paying you for your
data and you will want to protect it you
want to protect it now so in order to do
this Tom Wilson has set out a bold
vision he says we all gave up our data
without knowing what it's worth I'd like
to change that data marketplace and turn
it on its head and that's exactly what
all states done but in order to do that
they had to transform from an actuarial
company creating an insurance policies
to protect your things into a technology
company that builds digital products for
to protect your digital identity
it's a massive shift so I'm going to
share another 90 second video with you
which demonstrates what this looks and
feels like and it's narrated by Tom
Wilson when he is talking about this and
announcing it at CES earlier this year
in January are you announcing what is
also announcing this year we're
basically gonna help customers figure
out the digital footprint is
[Music]
most people when you get hacked then
that's like about 16 million got hacked
last year you gotta figure out how to
remediate with your credit card
companies your banks aren't as tough but
we help people do that that's in the
rearview mirror
we're doing is help you look out the
front windshield and say what's your
digital footprint so if you bought
something from the store three years ago
you don't realize you're still
collecting information I use so first
thing as we help you figure that out
[Music]
most people think they have about 50
accounts it's three times that most
people have 150 account 152 accounts I
didn't see that coming trying to is
empower the customer take control at the
digital life okay cool there's one done
[Music]
you've traded away our individual
information without really knowing what
it's worth and so what we want to do is
empower customers give them that choice
and take control of the digital life so
in order to launch this entirely new
business at all-state they created a
separate business unit called Allstate
Digital Ventures and they built an MVP
app which discovers your digital
footprint so it scans the Internet and
says what are the all the accounts that
you've ever interacted with for the
entire time you've been on the Internet
so not just the ones you remember but
everything and then enables you to see
know and control all of your digital
footprint so it's an insight driven
product we understood from research like
I showed in that first video where we're
getting out there and understanding
people's behaviors we understood that
people needed to take this kind of
ambiguous and visible thing which is
your cybersecurity and your digital
identity transform it into something you
can see which is this digital footprint
visualization back there in order to
control it
we also learned from research that
curiosity is a force for learning but
yet fear paralyzes you here is excited
to go and look at their digital security
and their cyber security and the threats
that they have most okay there's a few
of you most people are not we learn from
research that people just when they
thought about this they just seized up
and they did nothing but when you create
a visualization you take the invisible
and make it visible
it's sparked curiosity and curiosity
drove engagement and this otherwise kind
of scary place we also leveraged all
states brand which is renowned in order
to build trust in this otherwise kind of
nebulous space it required entirely new
capabilities at all state things that
they didn't have before things like
product strategy design DevOps
technology and I was talking earlier
about how growing companies are places
that top performers want to be this is
an example of that 200 new roles in two
years and many of them were thrust into
leadership opportunities regardless of
tenure or hierarchy
so that's why top performers want to be
part of growing companies it required a
lot of rapid onboarding make sure people
understood the values and the vision of
all state digital ventures and of course
entirely new ways of doing work taking a
prototype approach like design does 16
sprints in two years in order to iterate
and figure out exactly what users want
and what they might really adopt and
then also all that research gives great
confidence in terms of what to invest in
prioritizing what users need and what
the business needs so for example we
knew from research that online account
discovery and proactive account
management was really critical though so
that is something that allstate
committed to building internally
building machine learning and AI K ie
I capabilities creating proprietary
algorithms that don't exist in the
industry they also learned that users
want total identity monitoring's have a
one-stop shop and allstate found a
company info armor which does dark web
scanning sounds exciting identity
remediation and they also have in have
expertise within the sales channel of
employee benefits which opens up new
business models so sure you could sell
this and they are right now as
individual subscription models for like
an app store but this partnership this
this acquisition which was about a half
a half a billion dollars enabled them to
get in into entirely new sales channels
as well so Design Thinking Plus business
thinking converging in order to create
new growth so we're going to look at
this in a framework that connects the
two so design thinking plus business
thinking in order to identify where to
play what we did is observe new
behaviors in the hyper growth market of
cyber security 15 billion on market in
terms of how to win we understood from
that research that people wanted to see
protect and control the digital identity
and that visualization was key which
gained alignment to create an entirely
new division called Allstate digital
ventures in terms of what to build
discovering your account and visualizing
it sparking that curiosity and creating
engagement and something where
engagement was incredibly low before
I'll say got into this and it unlocked
new business models direct to consumer
as well as as well as b2b and then
multiple sprints
prototyping to learn which gives
confidence to allocate capital at a half
a billion dollars and also making
massive investments in terms of machine
learning and AI within all statement and
I'll show one video here which just
launched last week this is the digital
footprint I just signed up myself you
should check it out
[Music]
so the convergence of design business
they can enable this to be possible so
I'm going to introduce a detailed
framework here that shows how business
thinking and design thinking converge
and where those connection points in
order to repeatedly uncover new
behaviors great growth strategies and
build new businesses let's start with
business thinking guys are in business
school hopefully you know this this is
common practice that we the first thing
you do is you identify a growth market
right this is usually something that's
adjacent to your core probably as a
higher growth rate maybe as a little bit
of fragmentation so you can come in and
earn market share next thing you do is
you align executives on the promise of
this opportunity you define what
capabilities gaps exists and you define
a plan to fill them in in order to
capture the opportunity you create
business models that leverage your
earned advantages and ensure
profitability you size the market you
figure out what your fair share is you
figure out what those cash flows might
be you discounting them back and you say
this is what we should allocate in terms
of capital and to in order to get that
return our investment this works it
makes sense that's why we teach it here
in business schools we're leveraging
marketing strategy leadership ops all
the things that you're learning but in
growth markets there's new behaviors you
know
it's new to your company for sure
because you're growing into a new market
but it might even be new to the world
depending how much of a growth market it
is do you understand those behaviors
you're aligning executives but are you
aligning them on a unique and salient
insight that will give you a competitive
advantage you're creating business
models but are they are they based on
differentiated products and services in
the marketplace that users will really
want as a substitute for how they're
accomplishing that need right now and
then finally you think you know how big
the market is and what your fair share
might be but do you really know how
users are going to adopt it and how
they're gonna choose yours versus
another opportunity what is their
willingness to pay so these things use a
research problem reframing experience
design prototyping these are the tools
of design thinking that when hey
shared with and converged with the tools
of business thinking you're able to
answer the four questions of growth
which is where to play how to win what
to build
and when defined and repeatedly create
new businesses so Allstate is using this
we're using this with other clients I'm
going to share with you two more
examples of how we're leveraging this
framework and converging design and
business thinking in order to create new
growth Lily a very different example a
major pharmaceutical company they're in
the business of creating blockbuster
drugs by creating new molecules but they
are leveraging design and business
thinking to go beyond molecules into
precision medicine so if you don't want
know what precision medicine I'll tell
you what it is it's about optimizing
treatment based on an individual's
genetic profile it sounds a little
sci-fi we know about 23andme but this is
becoming super affordable and this is
the new way then medicines are going to
be created so Lilly is taking this huge
leap into precision medicine I'll show a
quick example of what this means so for
example there are 3,000 endocrinologists
in the in the in the country there are
30 million diabetics so if you do a
simple math that's one endocrinologist
per 10,000 patients or 12 minutes per
patient per year that does not sound
like precision medicine I don't think
you can get to know somebody and
actually diagnose them and prescribe the
right things to them in 12 minutes
so Lilly is asking questions like how
might we hyper personalize every minute
of those doctor visits how could we do
that this is through the lens of
precision medicine so example what if we
map every individual's genome what if we
track their behavior 24/7 obviously in
an opt-in basis we all have the devices
on us that enable us to do that I think
I have three of them on me right now
monitor their adherence which enables us
to provide very precision dosing exactly
what they need nothing more nothing less
for their genetic makeup and then the
output of that can be longitudinal
health insights for that twelve minutes
out of the year you get your doctor
there you're not subject to availability
bias what I what I did this week or last
week you're getting a full picture of
what they're doing genetically with the
medication lifestyle so you can make
those 12 minutes really count and
finally you can use maybe digital
therapies as proxy in those 364 days
when you're not at the doctor so when
you think about this the way therapy has
worked traditionally is you have
symptoms that eventually are observable
and they present eventually you get
diagnosed hopefully correctly and then
you get on a therapy and that's how you
manage your condition in the world of
precision medicine now of a sudden you
know so much about these patients that
maybe you can prevent it altogether
through the right lifestyle interactions
and in knowing what they're doing
tracking their data you can maybe really
diagnose before symptoms are observable
so your data and your trackers might
know this before a doctor or healthcare
practitioner or you might even notice
and then maybe there are digital
therapies that you engage with before
you actually get on medication and then
when you do get on medication you can
augment it with other digital
experiences that make that that
experience much better for you
ultimately that shifts you from therapy
to an overall wellness of the patient so
how does design a business thinking come
together in this case new possibilities
to improve outcomes using a design
thinking lens and then you've identified
that this is within a trillion-dollar
precision medicine growth market how to
win ubiquity of low-cost gene mapping
this is something that we can leverage
and extend for the good of the world and
the good of the business right and that
gets alignment at a company like Lilly
on precision medicine what to build
patient relationships you have a patient
relationship about therapy this extends
your relationship across a much wider
expanse which gives you a better
opportunity in a larger marketplace and
you do this through new digital and
service models and then finally you know
if anybody knows about clinical research
and how this works it's like a seven
year process if you go into it and you
don't it doesn't work you can have to go
back to square one so we're working with
Lilly to use design lead research in
order to understand what might work
before you get into clinical
rales understanding true behavior and
true like behavioral change through this
unusual and new methods of digital
therapy and precision medicine which is
enabling Lily to make much smarter
investments to expand the scope of what
medicine means in medicine delivery so
Design Thinking plus business thinking
hopefully you're a believer right now
right in summary what do we do we
uncover new behaviors in growth markets
we create and identify unique insights
to align leadership we create
differentiated products and services for
sustainable business models and then you
understand true adoption for things
through things like prototyping in order
to give confidence in the right capital
allocation so you might be asking
yourself did this guy just double my
responsibilities and workload yes I did
but that's okay because this is how the
world is happening the convergence of
design and business is how future
companies will succeed I've shown you a
few examples of how companies are
succeeding right now in radically
different industries but the thing is
you have an advantage everyone in this
room you've been working with design
methods and competitions like this in
design clubs at your top business
schools you have an incredible advantage
in this space you know if you come out
of business school you might look a
little bit like this right
you have marketing finance econ ops
leadership strategy experience and you
have maybe varying levels of competency
from having a shared mindset around this
building proficiency to becoming an
expert you know maybe maybe you look
like this maybe you look like this if
you overslept in Finn 3 1 too many times
I doubt that's I doubt that you but if
you come out of Business School you
probably look like this but you you look
different
you're more dimensionalized you not only
have the domains and the skill sets of
traditional MBA you also understand
research reframing experience design and
prototyping you've worked
these things and you you know some of
you might have more or less of either
either of these things but it's you're
more well-rounded more holistic and
you're you're who people want you're who
modern companies like a collaborative
one like Amazon like people who are
using design and business to grow so we
want you to come and work with
collaborative teams that look not just
like you you know content strategists
engineers graphic designers
ethnographers and when you collaborate
you become stronger as do they you know
you might be working with a data
scientist who is really strong at
prototyping and research an interaction
designer who's really great experience
design and problem reframing and you
bring the viability piece and together
you represent a holistic picture of how
to attack any growth problem a perfect
merger of design and business to create
growth strategies and build new
businesses so this is what you've been
doing that's what you've been doing in
this competition you your team's the
collaborations that you've been having I
can't wait in the next few hours to
understand and take in all the visions
that you've you've created for for this
competition and I do just want to say
congratulations making it here to this
day is a huge accomplishment in and of
itself so you know I say congratulations
to every single person here and also
good luck to the contenders it's going
to be a great great experience
[Applause]
[Music]
浏览更多相关视频
Tim Brown on Change by Design
Week 1 Masterclass Ismail Akbani Human Centric Approach to Innovation
Apa itu Design Thinking? Dan Kenapa Sangat Populer? | CIAS QuickFix with Dr. Indrawan Nugroho
How to Innovate and Avoid Decline: Lessons from Blockbuster, Netflix, and Kodak
Bridging the design gap in education | Ssanyu Sematimba | TEDxAfricanLeadershipAcademy
Business Owners: You NEED to Know This
5.0 / 5 (0 votes)