The document discusses making a business plan and provides guidance on key components to include. It covers developing a business model canvas, defining strategy, milestones and projections, tracking progress, analyzing the current business position with metrics, identifying issues and corrective actions, and bringing all the elements together into a comprehensive business plan and tracking sheets. Templates are provided for setting targets and projections, and tracking actual performance.

1. Making a Business Plan
Atul Puri & Monika Solanki
New Delhi - 12 May, 2018

2. C O L L A B O R A T I O N | E X C E L L E N C E | O P P O R T U N I T I E S
OUR PROMISE

3. C O L L A B O R A T I O N | E X C E L L E N C E | O P P O R T U N I T I E S

4. SALES FUNNEL
from Goal to Leads
MONIKA SOLANKI
Founder Monika Success Academy
Transforming Businesses & Individuals
4

5. C O L L A B O R A T I O N | E X C E L L E N C E | O P P O R T U N I T I E S
SALES FUNNEL
What is it?
5

6. C O L L A B O R A T I O N | E X C E L L E N C E | O P P O R T U N I T I E S
Customer Conversion from
Lead to Paid Customer
6

7. C O L L A B O R A T I O N | E X C E L L E N C E | O P P O R T U N I T I E S
SALES FUNNEL-
several stages
7
Development of LEAD

8. C O L L A B O R A T I O N | E X C E L L E N C E | O P P O R T U N I T I E S
SALESFUNNEL-1ST LOOK
8

9. C O L L A B O R A T I O N | E X C E L L E N C E | O P P O R T U N I T I E S
B2B SALES FUNNEL
9

10. C O L L A B O R A T I O N | E X C E L L E N C E | O P P O R T U N I T I E S
LeadsFilter
10

11. C O L L A B O R A T I O N | E X C E L L E N C E | O P P O R T U N I T I E S
APPLICATIONS- SALESFUNNEL
11

12. C O L L A B O R A T I O N | E X C E L L E N C E | O P P O R T U N I T I E S
ACTIVITY-MY KITE FLYING
12

13. C O L L A B O R A T I O N | E X C E L L E N C E | O P P O R T U N I T I E S
CASE STUDIES
13

14. Making a Business Plan
Atul Puri

15. C O L L A B O R A T I O N | E X C E L L E N C E | O P P O R T U N I T I E S
ORIENTATION

16. C O L L A B O R A T I O N | E X C E L L E N C E | O P P O R T U N I T I E S
Business ModelCanvas
• Take 30 minutes to fill your Canvas

17. BUSINESS MODELCANVAS
• INFRASTRUCTURE
– Key Activities
– Key Resources
– Partners
• OFFERING
– Value Proposition
• FINANCE
– Cost Structure
• CUSTOMER
– Customer Segments
– Channels
– Customer
Relationship
• OFFERING
– Value Proposition
• FINANCE
– Revenue Streams

18. C O L L A B O R A T I O N | E X C E L L E N C E | O P P O R T U N I T I E S
Whatis a Business Plan
AN OVERVIEW OF –
• BUSINESS STRATEGY
• MILESTONES
• PROJECTIONS
• TRACKING PROGRESS

19. C O L L A B O R A T I O N | E X C E L L E N C E | O P P O R T U N I T I E S
NOTES
What is Strategy
1. a plan of action designed to achieve a long-term or overall aim.
2. the art of planning and directing overall military operations and
movements in a war or battle.
What are Milestones
1. a stone set up beside a road to mark the distance in miles to a particular
place.
2. a significant stage or event in the development of something.
What are Projections
1. an estimate or forecast of a future situation based on a study of present
trends.
2. the presentation of an image on a surface, especially a cinema screen.

20. C O L L A B O R A T I O N | E X C E L L E N C E | O P P O R T U N I T I E S
• Your business as numbers and figures
• Draw inference from these numbers

21. C O L L A B O R A T I O N | E X C E L L E N C E | O P P O R T U N I T I E S
CURRENTPOSITION - ASPECTS
A partial list of what all you can measure
• Customers
• Partners
• Sales Team
• Products / Services
• Locations / Regions
• Competition – Lost Orders

22. C O L L A B O R A T I O N | E X C E L L E N C E | O P P O R T U N I T I E S
CURRENTPOSITION - PARAMETERS
Partial list of how you can measure various aspects
• Absolute Numbers, Trends
– Value
– Number
– Growth / Contraction
– New
– Lost
– Competition
– Share of Wallet

23. C O L L A B O R A T I O N | E X C E L L E N C E | O P P O R T U N I T I E S
CURRENTPOSITION -IMPACT
• Draw Inference -
(Customers, Partners, Sales Team, Products / Services, Locations / Regions)
• Revenue
– Maximum Revenue
– Growth in Revenue
– Contraction in Revenue
– Minimum Revenue
• Profitability
– Maximum Profitability
– Increase in Profits
– Reduction in Profits
– Loss making

24. C O L L A B O R A T I O N | E X C E L L E N C E | O P P O R T U N I T I E S
TARGET ACHIEVED DIFFERENCE
VALUE
NUMBER
GROWTH
NEW
LOSSES
SOW

25. C O L L A B O R A T I O N | E X C E L L E N C E | O P P O R T U N I T I E S
ROOT CAUSE ANALYSIS
ISSUE LIKELY ROOT CAUSE POSSIBLE SOLUTIONS
Description
Source
Criticality
Description
Likelihood
Information
Description
Risks
Measureof
Success

26. C O L L A B O R A T I O N | E X C E L L E N C E | O P P O R T U N I T I E S
CORRECTIVEMEASURES
NEW ACTIONS ACCOUNTABLE BY WHEN (DATE)
CUSTOMERS
PARTNERS
SALES TEAM
PRODUCTS
REGIONS
COMPETITION
NEW INITIATIVES

27. C O L L A B O R A T I O N | E X C E L L E N C E | O P P O R T U N I T I E S
VALUE NUMBER GROWTH ACCOUNTABLE
CUSTOMERS
PARTNERS
SALES TEAM
PRODUCTS
REGIONS
NEW INITIATIVES

28. C O L L A B O R A T I O N | E X C E L L E N C E | O P P O R T U N I T I E S
BRINGINGEVERYTHINGTOGETHER
• BUSINESS STRATEGY - PUT THINGS IN TIME, DISTANCE & FORM
– CUSTOMER
• Customer Segments
– List customers and prospects within every segment
• Channels
– BD Team, Digital Marketing, Channel Partners, Telecallers
• Customer Relationship
– Customer Service Team, Self Service, BD Team, Communities
– FINANCE
• Revenue Streams
– Product categories
– Services offered
– ORC, other sources

29. C O L L A B O R A T I O N | E X C E L L E N C E | O P P O R T U N I T I E S
TARGET/PROJECTION
Revenue 123456
Split1 Q1 Xxxxx Q2 Xxxxx Q3 xxxxx Q4 Xxxxx
Split2 BD1 xxxxx BD2 xxxxx BD3 xxxxx BD4 Xxxxx
BDn Q1 Xxxxx Q2 Xxxxx Q3 xxxxx Q4 Xxxxx
Split3 PD1 Xxxxx PD2 Xxxxx PD3 xxxxx PD4 Xxxxx
PDn Q1 Xxxxx Q2 Xxxxx Q3 xxxxx Q4 Xxxxx
Split4 R1 Xxxxx R2 Xxxxx R3 xxxxx R4 Xxxxx
Rn Q1 Xxxxx Q2 Xxxxx Q3 xxxxx Q4 Xxxxx
Split5 CH1 Xxxxx CH2 Xxxxx CH3 xxxxx CH4 Xxxxx
CHn Q1 Xxxxx Q2 Xxxxx Q3 xxxxx Q4 Xxxxx

30. C O L L A B O R A T I O N | E X C E L L E N C E | O P P O R T U N I T I E S
SAMPLETRACKINGSHEET
BD Q1 Q2 Q3 Q4 YTD
Customer
Target
Projected
Actual
Partner
Target
Projected
Actual
Product
Target
Projected
Actual
Region
Target
Projected
Actual

31. www. eGrowth.biz
+91 9899116054
atul@ eGrowth.biz

32. C O L L A B O R A T I O N | E X C E L L E N C E | O P P O R T U N I T I E S
EXTRA
CUSTOMER ANALYSIS
• How many customers did you bill during the year?
• What was the business done by each one of them?
• Which of these customers grew in size?
• Which of these customers reduced in size?
• Which customers did not buy at all?
• What were the reasons for change in business?
PRODUCTS & SERVICES
• What the contribution of every productline?
• Which category grew?
• Which category shrank?
• Why So?

33. C O L L A B O R A T I O N | E X C E L L E N C E | O P P O R T U N I T I E S
EXTRA
• COMPETITIVE LANDSCAPE
• Which other businesses do you see in this space?
• What tactics do they use to get the customer?
• Do you need to be offensive?
• What can competition possibly do to harm your business?

34. C O L L A B O R A T I O N | E X C E L L E N C E | O P P O R T U N I T I E S
SOME QUESTIONS
• What Business are you in?
• What is your Business Model?
• How much business did you do in 2017-18?
• How much Business do you PLAN to do in 2018-19?
• Do you have a plan for this number?
• That is what we are here for