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Business Planning and Development

Business Planning and Development. Presented by: Ray Edwards. Traditional Business Plan Structure. Summary Vision Market Analysis Competitive Analysis Strategy Products/Services Marketing & Sales Operations Financials of the Business Plan.

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Business Planning and Development

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  1. Business Planning and Development Presented by: Ray Edwards

  2. Traditional Business Plan Structure • Summary • Vision • Market Analysis • Competitive Analysis • Strategy • Products/Services • Marketing & Sales • Operations • Financials of the Business Plan

  3. Turning Business Planning into Business Success • Brainstorm improvements ideas • Now – Where - How • Business influences & controls • Strategic SWOT Analysis • Develop your Sustainable Competitive Advantage • One Page Plan

  4. 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. • Use of the latest technology. • Video links to Customers and field staff. • Global sales to reduce risk and local economic issues. Magic Wand If you had a Magic Wand with no limitations, what changes would you make to your organisation?

  5. Now – Where - How Where will we be in the future? How do we get there? “Business Plan” Strategic Planning “Vision”

  6. Locus of Control ECONOMY BANKS COMPETITION CUSTOMERS Where does the control lie?

  7. 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 ? Strategic SWOT Analysis STRENGTHS • Customers • Bus. Experience • Staff • Finances WEAKNESSES • Consulting Skills • Size • Product Range • Resistance to Change OPPORTUNITIES • VA Products • Acquire other firms • Geographical expansions • Alliances • Left sales to existing Clients • Acquire a new Business • Consulting firm • Annual Planning day • Join International network • Strategic Alliances THREATS • No change • Competitors • Loss key Clients • Loss of Leader • Remove negative people • Bus. Plan top 20% Clients • Document all Processes • Target weak Competitors • Jane to head Consulting • Publicize Targets

  8. Sustainable Competitive Advantage High 10 X X X X X 5 VALUE TO CUSTOMER X X X X X Low 0 5 High 10 ABILITY TO BEAT COMPETITORS Rank 10 Key Success Factors

  9. On time delivery Quality Staff Training Response time Product Development 98% Delivery in full on time (DIFOT) Quotation turnaround in 24 Hours Phone to be answered within 3 rings - 99% of the time Customer complaints procedure established by 1/06/03 Customer Service Survey annually SCA Performance Measures KEY SUCCESS FACTORS PERVASIVENESS 8 7 5 9 6 1. 2. 3. 4. 5. WE WILL WIN BY…….. providing a response time recognised by our customers as industry’s best SCA KEY PERFORMANCE MEASURES 1. 2. 3. 4. 5.

  10. Issue Ranking High 10 9 5 6 3 7 OPPORTUNITY FOR IMPROVEMENT 10 5 2 1 4 8 Low 0 5 High 10 ABILITY TO SUPPORT SCA Rank issues by business or department

  11. Mind Mapping SALES ADMINISTRATION SALES TRAINING RECRUITMENT SALES PEOPLE SALES INCENTIVES MANAGEMENT BRAND NAME PRODUCT QUALITY POINT OF SALE MATERIAL 1. Define the issue. 2. Brainstorm the elements. 3. Add branches to form the mindmap.

  12. One Page Business Plan NOW WHERE Sales $1,200,000.00 Staff 15 Sales growth falling Profit <5% Key constraint – Me Acme Products ONE PAGE BUSINESS PLAN Revised February Sales $2,000,000.00 Staff 15 Sales growth +5% Profit 12% of Sales 2IC appointed STRATEGIES ACTION PLANS WHO WHEN BY COMPETITORS Conduct Competitor Analysis. Develop SCA as per Mindshop Process. Secret shop Beta Products. James Hong - Dept B Manager MAY Pete Smith - HRD MARCH Human Resource DepartmentJUNE TIME MANAGEMENT Time analysis for a month. Work out what can be stopped. Target 50% time reduction on product development. Pareto Customers. All Department ManagersAPRIL All Senior Managers JULY Jenny Jones- HRD AUGUST All Senior Managers + HRD NOVEMBER PROFIT Seven Wastes analysis. Reduce overheads by 10%. Put Vicky in charge of profit team for 3 months. Gain sharing program. All Senior Managers JUNE All Senior Managers + HRD NOVEMBER Manufacturing Manager + HRD OCTOBER Human Resource DepartmentJUNE MANAGEMENT Replace 3 staff with high quality people. Management competency audit. Announce my new role in Business Development. Human Resource DepartmentJUNE All Senior Managers ON-GOING CEO + Board of DirectorsMARCH Nothing happens unless you do it. There is support available. A failure to plan is a plan for failure.

  13. 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 Execution Tips:

  14. Thank you and good luck in achieving your goals Any ?’s

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