From Automotive to Ecosystem: Daring to Choose and Thoroughly Research
After more than fifteen years in the automotive sector, Artan feels his personal growth has stalled. Instead of clinging to security, he chooses to follow his passion: connecting Kosovo and the Netherlands in business. Notably, he doesn’t immediately search for the first client, but invests six months in thorough market research. Without calling it that, he applies the Jobs-to-be-Done methodology by Christensen: he does not start from a product or service, but investigates what progress (“jobs”) companies in the Netherlands and Kosovo truly want to make, what pains they experience, and what gains they are looking for. Only when those underlying needs are clear does he develop his offer and build his ecosystem. For salespeople, this is an essential lesson: start from your customer’s real need, not from your own solution.
Building Relationships According to the Business Relationship Development Model by Edvardsson
Artan’s approach closely resembles the Business Relationship Development Model by Edvardsson, which describes how prospects go through three phases: from unknown, to recognized, to desired. By first investing in market research and building trust—with governments, local partners, and businesses—he positions Business Match Kosovo as a reliable link in the international ecosystem. His journey shows that sustainable growth starts with laying a strong foundation, not with quick deals. For salespeople too: relationships develop in stages, and each phase requires a different approach.
Entrepreneurial Selling According to Deutsch & Wortmann: Co-creating Value and Being of Service
What makes Artan unique is his ability to continuously co-create value with his clients, a core principle of Entrepreneurial Selling as described by Deutsch and Wortmann. He doesn’t sell off-the-shelf solutions but listens, connects, and builds long-term partnerships. His business model—with fixed fees, staff leasing, and subscriptions—is flexible and always focused on reciprocity and transparency. Service and clear boundaries go hand in hand for him: he manages a maximum of five projects at a time to guarantee quality and focus. For sales professionals: this is the difference between selling and truly helping.
Lean Startup According to Ries: Experimenting, Learning, Scaling
Business Match Kosovo is a textbook example of the Lean Startup methodology by Ries. Artan starts small, tests his concept in different sectors, learns from each project, and continuously refines his proposition. He optimizes his processes and builds an ecosystem that can easily be replicated in other countries. His growth ambition is not about rapid staff expansion, but about further refining the model and expanding through partnerships. For salespeople too: dare to experiment, learn from every conversation, and constantly fine-tune your approach.
Practical Lessons from Business Match Kosovo
- Give yourself time to research before you jump. Sustainable success begins with a deep understanding of the market and your customer’s real job-to-be-done.
- Invest in relationships and ecosystems, not just transactions. Trust and collaboration are the foundation for growth.
- Be of service, but guard your boundaries. Quality over quantity leads to lasting impact. • Keep learning and adjusting. Every new client or sector is a chance to refine your approach.
- Dare to choose differently than the masses. Courage is not just in jumping, but in choosing a well-thought-out, personal path.
- For salespeople: Put your customer at the center, dare to ask questions, and don’t be afraid to rethink your own approach.
The Power of the Matchmaker
Katrien Daems’ role as matchmaker underlines the importance of quality introductions and trust. Thanks to her, the first contact takes place, which is the beginning of a fruitful conversation and potentially a collaboration. This highlights that business development is not only about strategy, but also about people willing to help each other grow.
Models and Paradoxical Thinking: Inspiration, Chaos, and Structure
The success of Artan and Business Match Kosovo reveals a fascinating paradox every entrepreneur and salesperson will recognize: the tension between intuitive action and following structured models. Intuition often acts as a source of inspiration—it gives energy, enables quick switching, allows you to change your mind, get lost, and move forward again. Artan’s entrepreneurship begins exactly there: listening to his gut, experimenting, adjusting, and occasionally losing his way. Only in hindsight do the ‘dots’ connect and does each chaotic moment reveal its place in the bigger picture.
At the same time, models such as Jobs-to-be-Done (Christensen), the Business Relationship Development Model (Edvardsson), Entrepreneurial Selling (Deutsch & Wortmann), and Lean Startup (Ries) offer a kind of linear predictability. They start from steps, assumptions, and logical sequences toward growth and success. They are valuable because they provide grip, introduce structure, and help avoid reinventing the wheel every time. But it’s not an either-or story: both work—intuition and models—and their power lies in the combination. The real art is in blending the inspiration and chaos of intuition with the direction and clarity of models. That’s how sustainable business development and sales emerge—both creative and effective.
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