BUSINESS PLANNING
2011
CONSULT. CHEM. ENG. / ASHRAF M. ELSHERBINY
REGION SALES MANAGER
2011
BUSINESS PLANNING
What is a Business Plan ?
Definition
PREPARE FOR FUTURE OPPORTUNITIES
AS WELL AS
                                    THREATS ALONG THE Path to Succe...
Benefits of abusiness plan
To serve and respond creatively
To changing customer needs
Benefits of a business plan
To apply our resources
 wisely and
reach our customers 
in efficient and
 innovative ways
Benefits of a business plan
Clearly defining roadmap for
achieving objectives
Benefits of abusiness plan
To provide a way
 to track and
evaluate progress
Benefits of abusiness plan
Aligned objectives 
across teams
and levels of
 the organization
Benefits of abusiness plan
To help ensure 
that we achieve 
our ultimate goals
Benefits of abusiness plan
To recognize 
and respond to 
opportunities 
and threats
Benefits of abusiness plan
To provide a process
 to bridge from
analysis to strategy
Ambitious
                                Criteria for
                                an effective
                      ...
What  is the Bridges model ?
The BRIDGES model
MISSION                   B 
OBJECTIVES                   R
             ANALYSIS                 I
    ...
The BRIDGES model
 Begin with a mission
 Refine objectives
 Internal & external analysis
 Develop Critical Success Fac...
B e g I n  w I t h  a   m I s s I o n
A general 
statement
 of your vision,  
purpose, and 
future intentions
Don’t hold back …Remember this is a picture of the future
To be number one territory in W.Z.To be the most successful sales territory
Refine Objectives
S    M    A    R    T
Objectives support mission statement
Something you work toward (Target)
S    M    A    R    T
 Objective should   be an end result
 A result or desire outcome
HOW TO DOS    M     A    R    T
What is the
 achievements
 I need to
move towards
 the mission
S   M   A   R   TWhat is the achievements I need tomove towards the mission
Internal & External AnalysisCollect data, assess needs and environment, forecast opportunities, risk and identify thre...
3  P  ' s
IN. AN.
Internal analysis
3 P’s
 Products
 People
 Programs
3  C  ' s
EX. AN.
External analysis
 3 C’s
 Climate
 Customers
 Competition
How to's
BRIDGES
Explore answers to the following questions
regarding the 3 “Ps”
What programs are available ?
What p...
How to‘s
Explore answers to the following questions
regarding the 3 “Ps”
What are the people strengths ?
What are the chal...
How to's
Explore answers to the              
following questions
regarding the 3 “Ps”
What are the product strengths...
How to's
Review the data collected.
Filter
 Select most important strengths and
weaknesses facing you.
BRIDGES
How to’s
How will 
 health care
 systems,
 regulations 
and therapy 
changes affect 
team success.
Explore
answers
to the
...
BRIDGESHow to's
Explore answers to the following questions
regarding the 3 “Cs”
What are your most important customer...
How to's
BRIDGES
Explore answers to the following questions
regarding the 3 “Cs”
Who are your main competitors ?
What...
How to's
BRIDGES
Draw all the information     collected on the
 3 “Cs” together
Summarize major Strengths & weakn...
Don’t get stuck on this analysis - keep moving
Don’t get 
stuck on 
this analysis
-keep moving
BRIDGES
BRIDGES
B     R     I     D      G      E      SDon’t try to problem solve or action take so farThis is a diagnosis stage.Strategi...
Develop Critical Success Factors
B      R      I      D      G      E      S
Events and conditions likely to hinder or
 fa...
How to's
For each objective,
  brainstorm and consider
  events and conditions that
  will help you to achieve the ob...
How to's
Categorize your CSF’s according to                       the type of strategy to be developed  :    selling,...
Generate strategies
Broad lines for future possible directions 
& intended solutions for CSFs.
Strategies address how to maximize           the positive, driving success factor --Strategies address how to neutralize, ...
How to's
 Make simple and clear statement that     summarize how you will catch an 
opportunity or defend against a w...
B      R      I      D      G      E      S
B      R      I      D      G      E      S
B      R      I      D      G     ...
Engage with tacticsDetailed efforts, activities that make up a strategy and actions
BRIDGES
Specific day to day actions
Specific initiatives & activities
How to'sB   R   I   D   G   E   S
Focus on SMART activities
Link actions to specific desired outcomes
Establish indiv...
Schedule plan review
Tracking both
 strategic and
 tactical progress
 on a frequent 
and regular basis
BRIDGES
BRIDGES
B      R      I      D      G      E      S
BRIDGES
BRIDGES
  Revise strategies 
and tactical plans
 in light of new infor...
How to’s
Evaluate each item’s progress , obstacles ,
opportunities and     need for adjustments
Example: 
Sales Report, Go...
Summary
 Business Plan is only a template or guide
 Business Plan is only output for your input of data and information yo...
SUCCESS KEY
See it
Own it
Do it
Solve it
T H A N K   Y O U
CONSULTANT CHEMICAL ENGINEER/
ASHRAF MAHMOUD ELSHERBINY
2011
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Business planning راينو

  1. 1. BUSINESS PLANNING 2011 CONSULT. CHEM. ENG. / ASHRAF M. ELSHERBINY REGION SALES MANAGER 2011
  2. 2. BUSINESS PLANNING
  3. 3. What is a Business Plan ?
  4. 4. Definition PREPARE FOR FUTURE OPPORTUNITIES AS WELL AS THREATS ALONG THE Path to Success
  5. 5. Benefits of abusiness plan To serve and respond creatively To changing customer needs
  6. 6. Benefits of a business plan To apply our resources wisely and reach our customers in efficient and innovative ways
  7. 7. Benefits of a business plan Clearly defining roadmap for achieving objectives
  8. 8. Benefits of abusiness plan To provide a way to track and evaluate progress
  9. 9. Benefits of abusiness plan Aligned objectives across teams and levels of the organization
  10. 10. Benefits of abusiness plan To help ensure that we achieve our ultimate goals
  11. 11. Benefits of abusiness plan To recognize and respond to opportunities and threats
  12. 12. Benefits of abusiness plan To provide a process to bridge from analysis to strategy
  13. 13. Ambitious Criteria for an effective Business Plan Clear Specific Aligned Concise Measurable Sustainable Easy to follow Practical
  14. 14. What is the Bridges model ?
  15. 15. The BRIDGES model MISSION B OBJECTIVES R ANALYSIS I CSF’s D STRATEGES G TACTECS E METRICS S
  16. 16. The BRIDGES model Begin with a mission Refine objectives Internal & external analysis Develop Critical Success Factors Generate strategies Engage with tactics Schedule plan review
  17. 17. B e g I n w I t h a m I s s I o n A general statement of your vision, purpose, and future intentions
  18. 18. Don’t hold back …Remember this is a picture of the future
  19. 19. To be number one territory in W.Z.To be the most successful sales territory
  20. 20. Refine Objectives S M A R T Objectives support mission statement Something you work toward (Target)
  21. 21. S M A R T Objective should be an end result A result or desire outcome
  22. 22. HOW TO DOS M A R T What is the achievements I need to move towards the mission
  23. 23. S M A R TWhat is the achievements I need tomove towards the mission
  24. 24. Internal & External AnalysisCollect data, assess needs and environment, forecast opportunities, risk and identify threats. GG
  25. 25. 3 P ' s IN. AN. Internal analysis 3 P’s Products People Programs
  26. 26. 3 C ' s EX. AN. External analysis 3 C’s Climate Customers Competition
  27. 27. How to's BRIDGES Explore answers to the following questions regarding the 3 “Ps” What programs are available ? What programs were efficient in the past ? What programs helped the least?
  28. 28. How to‘s Explore answers to the following questions regarding the 3 “Ps” What are the people strengths ? What are the challenges facing the people ? What are the people training needs?
  29. 29. How to's Explore answers to the following questions regarding the 3 “Ps” What are the product strengths ? What are the product weaknesses?
  30. 30. How to's Review the data collected. Filter Select most important strengths and weaknesses facing you. BRIDGES
  31. 31. How to’s How will health care systems, regulations and therapy changes affect team success. Explore answers to the Following questions Regarding the 3 “Cs” BRIDGES BRIDGES
  32. 32. BRIDGESHow to's Explore answers to the following questions regarding the 3 “Cs” What are your most important customer segments ? How are the needs and preferences of the customer changing?
  33. 33. How to's BRIDGES Explore answers to the following questions regarding the 3 “Cs” Who are your main competitors ? What are their strengths and weaknesses ? What is the strategies of competitors ?
  34. 34. How to's BRIDGES Draw all the information collected on the 3 “Cs” together Summarize major Strengths & weakness
  35. 35. Don’t get stuck on this analysis - keep moving Don’t get stuck on this analysis -keep moving BRIDGES BRIDGES
  36. 36. B R I D G E SDon’t try to problem solve or action take so farThis is a diagnosis stage.Strategies will be developed later.
  37. 37. Develop Critical Success Factors B R I D G E S Events and conditions likely to hinder or facilitate the achievement of objectives
  38. 38. How to's For each objective, brainstorm and consider events and conditions that will help you to achieve the objective . Prioritize and select the most important, serious and strategically more useful .
  39. 39. How to's Categorize your CSF’s according to the type of strategy to be developed : selling, promotional, or personnel development . CSF’s will naturally lead you to strategies.
  40. 40. Generate strategies Broad lines for future possible directions & intended solutions for CSFs.
  41. 41. Strategies address how to maximize the positive, driving success factor --Strategies address how to neutralize, reduce resisting forces that block progress
  42. 42. How to's Make simple and clear statement that summarize how you will catch an opportunity or defend against a week aspect .
  43. 43. B R I D G E S B R I D G E S B R I D G E S Encourage “out of the box” thinking Use brainstorming to continue to promote creativity and strategy building
  44. 44. Engage with tacticsDetailed efforts, activities that make up a strategy and actions
  45. 45. BRIDGES Specific day to day actions Specific initiatives & activities
  46. 46. How to'sB R I D G E S Focus on SMART activities Link actions to specific desired outcomes Establish individual responsibilities
  47. 47. Schedule plan review Tracking both strategic and tactical progress on a frequent and regular basis BRIDGES BRIDGES
  48. 48. B R I D G E S BRIDGES BRIDGES Revise strategies and tactical plans in light of new information, demands, opportunities.. Discuss gaps between planned and actual progress, address accountability issues
  49. 49. How to’s Evaluate each item’s progress , obstacles , opportunities and need for adjustments Example: Sales Report, Goal Planner.
  50. 50. Summary Business Plan is only a template or guide Business Plan is only output for your input of data and information you provide There are no perfect plans; be flexible
  51. 51. SUCCESS KEY See it Own it Do it Solve it
  52. 52. T H A N K Y O U CONSULTANT CHEMICAL ENGINEER/ ASHRAF MAHMOUD ELSHERBINY 2011
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