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Business planning راينو

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CUNSULT

CUNSULT

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  • 1. BUSINESS PLANNING 2011 CONSULT. CHEM. ENG. / ASHRAF M. ELSHERBINY REGION SALES MANAGER 2011
  • 2. BUSINESS PLANNING
  • 3. What is a Business Plan ?
  • 4. Definition PREPARE FOR FUTURE OPPORTUNITIES AS WELL AS THREATS ALONG THE Path to Success
  • 5. Benefits of abusiness plan To serve and respond creatively To changing customer needs
  • 6. Benefits of a business plan To apply our resources wisely and reach our customers in efficient and innovative ways
  • 7. Benefits of a business plan Clearly defining roadmap for achieving objectives
  • 8. Benefits of abusiness plan To provide a way to track and evaluate progress
  • 9. Benefits of abusiness plan Aligned objectives across teams and levels of the organization
  • 10. Benefits of abusiness plan To help ensure that we achieve our ultimate goals
  • 11. Benefits of abusiness plan To recognize and respond to opportunities and threats
  • 12. Benefits of abusiness plan To provide a process to bridge from analysis to strategy
  • 13. Ambitious Criteria for an effective Business Plan Clear Specific Aligned Concise Measurable Sustainable Easy to follow Practical
  • 14. What is the Bridges model ?
  • 15. The BRIDGES model MISSION B OBJECTIVES R ANALYSIS I CSF’s D STRATEGES G TACTECS E METRICS S
  • 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. 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. Don’t hold back …Remember this is a picture of the future
  • 19. To be number one territory in W.Z.To be the most successful sales territory
  • 20. Refine Objectives S M A R T Objectives support mission statement Something you work toward (Target)
  • 21. S M A R T Objective should be an end result A result or desire outcome
  • 22. HOW TO DOS M A R T What is the achievements I need to move towards the mission
  • 23. S M A R TWhat is the achievements I need tomove towards the mission
  • 24. Internal & External AnalysisCollect data, assess needs and environment, forecast opportunities, risk and identify threats. GG
  • 25. 3 P ' s IN. AN. Internal analysis 3 P’s Products People Programs
  • 26. 3 C ' s EX. AN. External analysis 3 C’s Climate Customers Competition
  • 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. 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. How to's Explore answers to the following questions regarding the 3 “Ps” What are the product strengths ? What are the product weaknesses?
  • 30. How to's Review the data collected. Filter Select most important strengths and weaknesses facing you. BRIDGES
  • 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. 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. 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. How to's BRIDGES Draw all the information collected on the 3 “Cs” together Summarize major Strengths & weakness
  • 35. Don’t get stuck on this analysis - keep moving Don’t get stuck on this analysis -keep moving BRIDGES BRIDGES
  • 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. Develop Critical Success Factors B R I D G E S Events and conditions likely to hinder or facilitate the achievement of objectives
  • 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. 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. Generate strategies Broad lines for future possible directions & intended solutions for CSFs.
  • 41. Strategies address how to maximize the positive, driving success factor --Strategies address how to neutralize, reduce resisting forces that block progress
  • 42. How to's Make simple and clear statement that summarize how you will catch an opportunity or defend against a week aspect .
  • 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. Engage with tacticsDetailed efforts, activities that make up a strategy and actions
  • 45. BRIDGES Specific day to day actions Specific initiatives & activities
  • 46. How to'sB R I D G E S Focus on SMART activities Link actions to specific desired outcomes Establish individual responsibilities
  • 47. Schedule plan review Tracking both strategic and tactical progress on a frequent and regular basis BRIDGES BRIDGES
  • 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. How to’s Evaluate each item’s progress , obstacles , opportunities and need for adjustments Example: Sales Report, Goal Planner.
  • 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. SUCCESS KEY See it Own it Do it Solve it
  • 52. T H A N K Y O U CONSULTANT CHEMICAL ENGINEER/ ASHRAF MAHMOUD ELSHERBINY 2011

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