Business Planning

& Development

TRADITIONAL BUSINESS PLAN STRUCTURE

• SUMMARY

• VISION

• MARKET ANALYSIS

• COMPETITIVE ANALYSIS

• STRATEGY

• PRODUCTS/SERVICES

• MARKETING & SALES

• OPERATIONS

• FINANCIALS OF THE BUSINESS PLAN

• Brainstorm improvements ideas

• Now – Where - How

• Business influences & controls

• Strategic SWOT Analysis

• Develop your Sustainable Competitive Advantage

• One Page Plan

TURNING BUSINESS PLANNING INTO BUSINESS SUCCESS:

If you had a Magic Wand with no limitations, what changes would you make to your organisation?

Double our sales.

Small highly focussed sales force.

High impact point of sales documentation.

Price points that maximise sales and margin.

Management involvement in the sales process.

Innovative incentive program for the sales team.

No poor quality customers.

No bad debts.

Everyone pays on time.

Leading edge product development.

Global sales to reduce risk and local economic issues.

Use of the latest technology.

Video links to Customers and field staff.

MAGIC WAND

How do we get there?

NOW - WHERE - HOW

Where will we be in the future?

“Business Plan”

Strategic Planning

“Vision”

LOCUS OF CONTROL

CUSTOMERSCOMPETITION

BANKSECONOMY

Where does the control lie?

STRATEGIC SWOT ANALYSIS

• Target weak Competitors• Jane to head Consulting• Publicize Targets

• Remove negative people• Bus. Plan top 20% Clients• Document all Processes

THREATS• No change• Competitors• Loss key Clients• Loss of Leader

• Annual Planning day• Join International network• Strategic Alliances

• Left sales to existing Clients• Acquire a new Business• Consulting firm

OPPORTUNITIES• VA Products• Acquire other firms• Geographical expansions• Alliances

WEAKNESSES• Consulting Skills• Size• Product Range• Resistance to Change

STRENGTHS• Customers• Bus. Experience • Staff• Finances

• How can I use these strengths to commercialise these opportunities?

• How can I use these strengths to overcome these threats?

• What do I do to make sure that these weaknesses don’t spoil the opportunities?• What if the weaknesses combine with the threats. Corrective action ?

SUSTAINABLE COMPETITIVE ADVANTAGE

ABILITY TO BEAT COMPETITORSLow 0 5 High 10

5

High 10

VA

LU

E T

O C

US

TO

ME

R

X

X

X

X

X

XX

X

X

X

Rank 10 Key Success Factors

KEY SUCCESS FACTORS PERVASIVENESS

1.

2.

3.

4.

5.

1.

2.

3.

4.

5.

WE WILL WIN BY……..

SCA KEY PERFORMANCE MEASURES

SCA PERFORMANCE MEASURES

On time deliveryQualityStaff TrainingResponse timeProduct Development

87596

providing a response time recognised by our customers as industry’s best

98% Delivery in full on time (DIFOT) Quotation turnaround in 24 HoursPhone to be answered within 3 rings - 99% of the timeCustomer complaints procedure established by 1/06/03Customer Service Survey annually

ISSUE RANKING

ABILITY TO SUPPORT SCA

Low 0 5 High 10

5

High 10

OP

PO

RT

UN

ITY

FO

R

IMP

RO

VE

ME

NT

1

2

3

4

5

6

7

8

9

10

Rank issues by business or department

POINT OF SALE MATERIALPRODUCT QUALITY

MANAGEMENT

SALES PEOPLE

SALES TRAININGSALES ADMINISTRATION

RECRUITMENT

BRAND NAME

INCENTIVES

MINDMAPPING

1. Define the issue.

2. Brainstorm the elements.

3. Add branches to form the mindmap.

SALESSALES

ONE PAGE BUSINESS PLAN

Nothing happens unless you do it.

There is support available.

A failure to plan is a plan for failure.

Human Resource Department JUNE

All Senior Managers ON-GOING

CEO + Board of Directors MARCH

Replace 3 staff with high quality people.

Management competency audit.

Announce my new role in Business Development.

MANAGEMENT

All Senior Managers JUNE

All Senior Managers + HRD NOVEMBER

Manufacturing Manager + HRD OCTOBER

Human Resource Department JUNE

Seven Wastes analysis.

Reduce overheads by 10%.

Put Vicky in charge of profit team for 3 months.

Gain sharing program.

PROFIT

All Department Managers APRIL

All Senior Managers JULY

Jenny Jones - HRD AUGUST

All Senior Managers + HRD NOVEMBER

Time analysis for a month.

Work out what can be stopped.

Target 50% time reduction on product development.

Pareto Customers.

TIME MANAGEMENT

James Hong - Dept B Manager MAY

Pete Smith - HRD MARCH

Human Resource Department JUNE

Conduct Competitor Analysis.

Develop SCA as per Mindshop Process.

Secret shop Beta Products.

COMPETITORS

WHO WHEN BYACTION PLANSSTRATEGIES

Sales $2,000,000.00 Staff 15 Sales growth +5% Profit 12% of Sales 2IC appointed

Acme ProductsONE PAGE BUSINESS PLAN

Revised February

Sales $1,200,000.00 Staff 15 Sales growth falling Profit < 5% Key constraint – Me

WHERENOW

Execution Tips:

• Involve as many staff as practical

• Have One Page Plans Visible

• Communicate the objectives

• Have a customer viewpoint on all issues

• Communicate and celebrate the wins

• Repeat and review the process