Few products offered to the market without that other similar products already exist (direct competition) or not others can be proposed substitution (indirect competition). We must take into account what may be near, or meet the same uses to determine where to place the product or service to deal with such another, which will set the arguments and rates.
Resources from Business Victoria's workshop giving early stage innovators information on the steps you need to take to turn your new product into a commercial reality.
This document outlines an agenda for a presentation on writing an effective commercialization plan for SBIR grants. It discusses key sections to include, such as market need, project outcomes, industry overview, and management team. Common pitfalls are described, like unrealistic market size projections or focusing only on technology. The presentation emphasizes showing customer demand, a strong team capable of execution, and high growth potential. It also covers optics like using bold headings and data tables to clearly convey information.
The document outlines the Goldsmith Technology Commercialization Model, which provides 18 steps across 6 stages to commercialize new technologies. The Concept Phase involves investigating the technical concept, market needs, and venture potential. The Development Phase assesses technical and market feasibility. It involves building a working model, conducting a market study, and evaluating economic feasibility. The Growth Phase focuses on production, sales, business growth, and achieving maturity in the market.
This document outlines SBI's opportunity discovery process (ODP). The process involves creative brainstorming to generate new business and research opportunities, followed by clustering and screening of ideas. Ideas are evaluated against criteria like market potential, strategic fit, and technical feasibility. Top opportunities are selected and refined for further development. The goal is to incubate new opportunities through a structured, multidisciplinary process of identifying customer needs, trends, and technologies.
The document discusses entrepreneurial workshops and the process of innovation commercialization. It provides an overview of entrepreneurial workshops co-sponsored by Oklahoma State University that teach students about business plans and venture capital. It then outlines the typical stages of commercializing an innovation from initial investigation and product development through growth and maturity. It discusses common risks at each stage and recommends actions to mitigate those risks.
How to manage the innovation strategy process with the support of a smart cro...Rui Patricio
The document discusses managing innovation strategy with a smart crowd community. It outlines challenges like time constraints and distributed teams that make traditional innovation strategy difficult. A proposed solution is a smart crowd strategy app that allows organizations to engage stakeholders, define objectives, and execute strategy in a structured and efficient manner. The app aims to address challenges like delivering a shared vision, managing top management, and measuring performance. It would use tools like crowdsourcing insights and feedback to help organizations continuously innovate and adapt their strategy.
Why do I need a business development managerv11 12829986305757 Phpapp01natchap
The document discusses the value that a Business Development Manager (BDM) can provide to an organization, especially when working closely with technical specialists. It outlines the role of a BDM in activities like market research, sales, and developing business strategies. Three case studies show how utilizing a BDM effectively helped commercialize software, grow a business, and avoid lost opportunities. The conclusion emphasizes that BDMs and technical specialists need to understand each other's expertise and work collaboratively to realize a product or service's full market potential.
Resources from Business Victoria's workshop giving early stage innovators information on the steps you need to take to turn your new product into a commercial reality.
This document outlines an agenda for a presentation on writing an effective commercialization plan for SBIR grants. It discusses key sections to include, such as market need, project outcomes, industry overview, and management team. Common pitfalls are described, like unrealistic market size projections or focusing only on technology. The presentation emphasizes showing customer demand, a strong team capable of execution, and high growth potential. It also covers optics like using bold headings and data tables to clearly convey information.
The document outlines the Goldsmith Technology Commercialization Model, which provides 18 steps across 6 stages to commercialize new technologies. The Concept Phase involves investigating the technical concept, market needs, and venture potential. The Development Phase assesses technical and market feasibility. It involves building a working model, conducting a market study, and evaluating economic feasibility. The Growth Phase focuses on production, sales, business growth, and achieving maturity in the market.
This document outlines SBI's opportunity discovery process (ODP). The process involves creative brainstorming to generate new business and research opportunities, followed by clustering and screening of ideas. Ideas are evaluated against criteria like market potential, strategic fit, and technical feasibility. Top opportunities are selected and refined for further development. The goal is to incubate new opportunities through a structured, multidisciplinary process of identifying customer needs, trends, and technologies.
The document discusses entrepreneurial workshops and the process of innovation commercialization. It provides an overview of entrepreneurial workshops co-sponsored by Oklahoma State University that teach students about business plans and venture capital. It then outlines the typical stages of commercializing an innovation from initial investigation and product development through growth and maturity. It discusses common risks at each stage and recommends actions to mitigate those risks.
How to manage the innovation strategy process with the support of a smart cro...Rui Patricio
The document discusses managing innovation strategy with a smart crowd community. It outlines challenges like time constraints and distributed teams that make traditional innovation strategy difficult. A proposed solution is a smart crowd strategy app that allows organizations to engage stakeholders, define objectives, and execute strategy in a structured and efficient manner. The app aims to address challenges like delivering a shared vision, managing top management, and measuring performance. It would use tools like crowdsourcing insights and feedback to help organizations continuously innovate and adapt their strategy.
Why do I need a business development managerv11 12829986305757 Phpapp01natchap
The document discusses the value that a Business Development Manager (BDM) can provide to an organization, especially when working closely with technical specialists. It outlines the role of a BDM in activities like market research, sales, and developing business strategies. Three case studies show how utilizing a BDM effectively helped commercialize software, grow a business, and avoid lost opportunities. The conclusion emphasizes that BDMs and technical specialists need to understand each other's expertise and work collaboratively to realize a product or service's full market potential.
SDSU Mgt747 FA13 summary - Technology Commercialization Ricardo dos Santos
Summary of SDSU's MBA class, MGT 747: Seminar in Technology Commercialization
Overview of major frameworks covered in class including disruptive innovation, customer development, business model generation and strategic choice canvas
Creating Value with your HR Strategy - Entrepreneurship 101 (2013/2014)MaRS Discovery District
More small businesses are remaining small, and never get out of the “startup” mode of thinking, because they don’t grow in employee population. In reality, many businesses will remain small and nimble, and will become star business performers, so waiting for employee growth to “grow up” in business performance no longer applies. Small businesses are here to stay, so how can they reach top shelf business performance with small teams?
Margo Crawford will guide entrepreneurs through some basic aspects of hiring, while still considering limited human capital and driving business performance. The focus will be on achieving common business goals: building revenues, reducing costs, growing profits, building corporate value, sustaining this value and then transferring this value. Using these filters, Margo will talk about how HR impacts on all of these areas, from simple compliance and best practices to strategic thinking and organizational design and performance.
6 montoya commercialization process of innovation_athensMARE EuroMed
This document discusses open innovation and how companies can commercialize innovation. It notes that closed innovation, where companies rely only on internal R&D, is less effective than open innovation, which involves seeking ideas externally. The document recommends that companies develop an internal communication plan to promote innovation, define innovation processes for managing and evaluating ideas, and establish a structure and culture that supports innovation. The goal is to help companies in Seville better capitalize on knowledge and access new markets through improved business models and marketing innovation.
InnovationPoint is a consulting firm focused on strategic innovation to drive growth. They help clients identify new opportunities, develop growth strategies and roadmaps, and bring new products and services to market. InnovationPoint uses a managed innovation process with strategic foresight, customer insights, and alignment with clients' technologies and capabilities to generate sustainable growth. They provide services in areas like opportunity identification, product innovation, organizational change, and training to build clients' innovation capabilities.
1) The document discusses challenges with commercializing university research and proposes a new approach using design thinking and lean startup methods.
2) Current commercialization success rates are low because research is not designed with commercialization in mind and researchers lack entrepreneurial skills.
3) The proposed approach would apply design thinking to iterate from technologies to applicable customer needs and business models in order to increase commercialization success rates. It focuses on recognizing customer jobs that could provide competitive advantage.
The document discusses challenges with the traditional approach to technology commercialization. It presents an alternative approach called TechConnect that integrates technology development with market understanding from an early stage. TechConnect involves understanding customer needs, validating market opportunities, and exploring multiple business models before significant resources are committed. This process aims to increase the likelihood of commercial success by developing technologies that meet real market needs.
The document discusses strategies for growing demand for the Gold Theragran brand of nutritional supplements in China. It begins by analyzing the brand's current performance, noting that while it enjoys strong awareness and trial, it is failing to convert users to loyal customers. Competitors like Centrum are performing better in this regard. The document then outlines opportunities to position Gold Theragran as a modern lifestyle brand that provides specialized nutrition solutions for all life stages. It proposes a three-phase roadmap to reestablish, enlarge, and enhance the brand's nutrition core. Key elements of a new "mega brand" strategy are defined, including identifying the brand's conceptual target audience and their core desire to get the most out of life.
This document provides an introduction to technology commercialization. It discusses how the Innovations Group at the University of Toronto helps researchers commercialize ideas by assessing commercial potential, obtaining intellectual property protection, providing funding and business development support, and licensing or starting new companies. It then summarizes key factors to consider in evaluating a technology's commercial potential, including intellectual property, the technology itself, market opportunities, and the capabilities of the research team. Finally, it discusses options for commercializing a technology through licensing or starting a new company, and considerations for obtaining early-stage funding.
This guide will help You to built and follow up your new project to reach heights ! LeadLike is the professional company to coach young entrepreneurs bring innovative products to the market. www.leadlike.com
The document outlines the process of taking an idea to a successful business. It discusses that the process is non-linear and involves multiple phases, including business design, feasibility analysis, business planning, launching the business, growing the business, and exiting the business. It provides overviews of articles on different phases of the process and recommends developing a staged, gated process to plan innovations.
This document outlines a technology commercialization model with 18 steps organized into 6 phases: Concept, Creation, Design, Deployment, Delivery, and Domination. Step 1 is a Technology Analysis which involves determining if a product is new, unique, technically feasible, and offers advantages over existing solutions. Key questions for Step 1 include researching patents, technologies, and assessing the product's benefits compared to existing solutions. The document also discusses technology adoption curves, disruptive innovations, and mapping products on an innovation matrix based on their technology capabilities and business models.
This Slideshare presentation is a partial preview of the full business document. To view and download the full document, please go here:
http://flevy.com/browse/business-document/growth-strategy-208
All businesses face the challenge of achieving sustainable growth. Growth is commonly inhibited by a lack of breakthrough ideas, balancing cost-out and margin trade-offs, and execution challenges.
This business framework document discusses growth strategy. It includes business concepts and analysis models utilized by top tier management consulting firms. It frames the various horizons of the "growth challenge," and dives into various strategy frameworks for growth--from Porter's Five Forces to Blue Ocean. This detailed document also includes case examples, a full growth strategy initiative breakdown, and tabulation of key growth strategy work products.
Topics breakdown:
*Growth challenges
*Traditional strategy thinking ( Porter?s Five Forces)
*Modern strategy thinking ( Blue Ocean Strategy)
*A growth strategy project initiative (project approach, design, frameworks & analytics, deliverables)
*Case examples
Monash University's ACCELERATOR program kickoffLaura Faulconer
This document provides information about a startup accelerator program. It outlines the key milestones and deliverables participants will work on, including developing a product story, market traction, business model, funding plan, and team. It describes the mentoring and investor pitching components. Participants will receive weekly mentor meetings, practice an investor pitch, and have the opportunity to pitch to investors. The document provides schedules, budgets, and advises participants to review the curriculum and calendar all dates.
Webinar: Measuring And Monetizing Strategic Innovation Ali Zeeshan
To view recording, watch the video at end of the slide or visit https://youtu.be/AlBVmA3u37g
Measuring innovation can be difficult. Some assume that innovation is more of an art form. Or they realize that “innovation” is a word that means different things to different people, and so assume that it cannot be measured. This is unfortunate, because managing both innovation and measurement are critical to the successful execution of strategy and monetizing (or deriving tangible benefits from) your innovation efforts.
The webinar will provide valuable insights about these timely topics of performance management:
Webinar Topics
• The steps your organization can take to define what innovation means for your strategy
• The steps needed to design and implement a set of measures that will help you implement your strategy and achieve results
• Keys to monetizing innovation
• The critical factors for successfully introducing and managing strategic innovation
• How to develop and maintain a culture of innovation and entrepreneurship
The Critical Role of Sales Throughout the New Product Development ProcessGreg Bonsib
The sales team has a critical role at every stage of the NPD process. So does product marketing. These roles are very different and each crucial to the ultimate product commercialization success in the marketplace.
Blue Chip Technologies Situational Analysis & Sustainable Competitive AdvantageIris Wen
Marketing Strategies Marketplace Live Simulation
Blue Chip Technologies Situational Analysis & Sustainable Competitive Advantage Presentation
Marketing Strategies, MARK 390, Loyola University Chicago
Newlogic provides strategic consulting services to R&D organizations. We use technology and innovation to improve business, achieve market leadership, create IP assets and help our clients invest in the right products.
Newlogic's strategy and innovation expertise address critical new product opportunities and enhance the value of R&D efforts. We apply consumer insights, marketing, new technology, intellectual property and design processes to implement strategic management and create innovations that establish category leadership. We work throughout the supply chain and product life cycle to improve R&D outcomes. The result is more new products that succeed in the marketplace, defensible intellectual property and optimized organizational performance.
Newlogic is a trusted resource to leaders across many industries. We have achieved an extensive portfolio of market successes because our team is comprised of professionals with deep experience and industry insight. Newlogic has expertise in many industries including consumer and pharmaceutical packaging, medical products and disposables, chemical-based products and building supplies.
Based near Boston, Newlogic works globally, with clients throughout the Americas, China, Europe, India and Israel.
This document discusses keys to successful product launches and go-to-market strategies. It notes that over 60% of new products fail and less than 15% of startups remain operational after initial funding. The keys to success include developing a product-market fit and differentation strategy, selecting the right early adopter target market, developing a disruptive go-to-market plan, and effectively managing risks. It advocates developing pilot programs to test strategies on a small scale before full launches to learn lessons and improve the approach in order to increase the odds of the product succeeding in the market.
This document provides guidance on writing an effective business plan for a startup company. It outlines key elements that should be included in a business plan, such as an executive summary, product or service description, management team, market analysis, marketing and sales strategy, organizational structure, implementation timeline, opportunities and risks, and financial projections. Checklists of questions are provided for each element to guide startup founders in developing a comprehensive yet concise plan that will convince potential investors or partners.
The document provides guidance on writing a successful business plan, including key elements and questions to address. It discusses the importance of clearly outlining the business idea, target market, management team, marketing strategy, implementation timeline, risks, and financial projections. Effective business plans force disciplined thinking and convince investors that the idea is worth supporting.
SDSU Mgt747 FA13 summary - Technology Commercialization Ricardo dos Santos
Summary of SDSU's MBA class, MGT 747: Seminar in Technology Commercialization
Overview of major frameworks covered in class including disruptive innovation, customer development, business model generation and strategic choice canvas
Creating Value with your HR Strategy - Entrepreneurship 101 (2013/2014)MaRS Discovery District
More small businesses are remaining small, and never get out of the “startup” mode of thinking, because they don’t grow in employee population. In reality, many businesses will remain small and nimble, and will become star business performers, so waiting for employee growth to “grow up” in business performance no longer applies. Small businesses are here to stay, so how can they reach top shelf business performance with small teams?
Margo Crawford will guide entrepreneurs through some basic aspects of hiring, while still considering limited human capital and driving business performance. The focus will be on achieving common business goals: building revenues, reducing costs, growing profits, building corporate value, sustaining this value and then transferring this value. Using these filters, Margo will talk about how HR impacts on all of these areas, from simple compliance and best practices to strategic thinking and organizational design and performance.
6 montoya commercialization process of innovation_athensMARE EuroMed
This document discusses open innovation and how companies can commercialize innovation. It notes that closed innovation, where companies rely only on internal R&D, is less effective than open innovation, which involves seeking ideas externally. The document recommends that companies develop an internal communication plan to promote innovation, define innovation processes for managing and evaluating ideas, and establish a structure and culture that supports innovation. The goal is to help companies in Seville better capitalize on knowledge and access new markets through improved business models and marketing innovation.
InnovationPoint is a consulting firm focused on strategic innovation to drive growth. They help clients identify new opportunities, develop growth strategies and roadmaps, and bring new products and services to market. InnovationPoint uses a managed innovation process with strategic foresight, customer insights, and alignment with clients' technologies and capabilities to generate sustainable growth. They provide services in areas like opportunity identification, product innovation, organizational change, and training to build clients' innovation capabilities.
1) The document discusses challenges with commercializing university research and proposes a new approach using design thinking and lean startup methods.
2) Current commercialization success rates are low because research is not designed with commercialization in mind and researchers lack entrepreneurial skills.
3) The proposed approach would apply design thinking to iterate from technologies to applicable customer needs and business models in order to increase commercialization success rates. It focuses on recognizing customer jobs that could provide competitive advantage.
The document discusses challenges with the traditional approach to technology commercialization. It presents an alternative approach called TechConnect that integrates technology development with market understanding from an early stage. TechConnect involves understanding customer needs, validating market opportunities, and exploring multiple business models before significant resources are committed. This process aims to increase the likelihood of commercial success by developing technologies that meet real market needs.
The document discusses strategies for growing demand for the Gold Theragran brand of nutritional supplements in China. It begins by analyzing the brand's current performance, noting that while it enjoys strong awareness and trial, it is failing to convert users to loyal customers. Competitors like Centrum are performing better in this regard. The document then outlines opportunities to position Gold Theragran as a modern lifestyle brand that provides specialized nutrition solutions for all life stages. It proposes a three-phase roadmap to reestablish, enlarge, and enhance the brand's nutrition core. Key elements of a new "mega brand" strategy are defined, including identifying the brand's conceptual target audience and their core desire to get the most out of life.
This document provides an introduction to technology commercialization. It discusses how the Innovations Group at the University of Toronto helps researchers commercialize ideas by assessing commercial potential, obtaining intellectual property protection, providing funding and business development support, and licensing or starting new companies. It then summarizes key factors to consider in evaluating a technology's commercial potential, including intellectual property, the technology itself, market opportunities, and the capabilities of the research team. Finally, it discusses options for commercializing a technology through licensing or starting a new company, and considerations for obtaining early-stage funding.
This guide will help You to built and follow up your new project to reach heights ! LeadLike is the professional company to coach young entrepreneurs bring innovative products to the market. www.leadlike.com
The document outlines the process of taking an idea to a successful business. It discusses that the process is non-linear and involves multiple phases, including business design, feasibility analysis, business planning, launching the business, growing the business, and exiting the business. It provides overviews of articles on different phases of the process and recommends developing a staged, gated process to plan innovations.
This document outlines a technology commercialization model with 18 steps organized into 6 phases: Concept, Creation, Design, Deployment, Delivery, and Domination. Step 1 is a Technology Analysis which involves determining if a product is new, unique, technically feasible, and offers advantages over existing solutions. Key questions for Step 1 include researching patents, technologies, and assessing the product's benefits compared to existing solutions. The document also discusses technology adoption curves, disruptive innovations, and mapping products on an innovation matrix based on their technology capabilities and business models.
This Slideshare presentation is a partial preview of the full business document. To view and download the full document, please go here:
http://flevy.com/browse/business-document/growth-strategy-208
All businesses face the challenge of achieving sustainable growth. Growth is commonly inhibited by a lack of breakthrough ideas, balancing cost-out and margin trade-offs, and execution challenges.
This business framework document discusses growth strategy. It includes business concepts and analysis models utilized by top tier management consulting firms. It frames the various horizons of the "growth challenge," and dives into various strategy frameworks for growth--from Porter's Five Forces to Blue Ocean. This detailed document also includes case examples, a full growth strategy initiative breakdown, and tabulation of key growth strategy work products.
Topics breakdown:
*Growth challenges
*Traditional strategy thinking ( Porter?s Five Forces)
*Modern strategy thinking ( Blue Ocean Strategy)
*A growth strategy project initiative (project approach, design, frameworks & analytics, deliverables)
*Case examples
Monash University's ACCELERATOR program kickoffLaura Faulconer
This document provides information about a startup accelerator program. It outlines the key milestones and deliverables participants will work on, including developing a product story, market traction, business model, funding plan, and team. It describes the mentoring and investor pitching components. Participants will receive weekly mentor meetings, practice an investor pitch, and have the opportunity to pitch to investors. The document provides schedules, budgets, and advises participants to review the curriculum and calendar all dates.
Webinar: Measuring And Monetizing Strategic Innovation Ali Zeeshan
To view recording, watch the video at end of the slide or visit https://youtu.be/AlBVmA3u37g
Measuring innovation can be difficult. Some assume that innovation is more of an art form. Or they realize that “innovation” is a word that means different things to different people, and so assume that it cannot be measured. This is unfortunate, because managing both innovation and measurement are critical to the successful execution of strategy and monetizing (or deriving tangible benefits from) your innovation efforts.
The webinar will provide valuable insights about these timely topics of performance management:
Webinar Topics
• The steps your organization can take to define what innovation means for your strategy
• The steps needed to design and implement a set of measures that will help you implement your strategy and achieve results
• Keys to monetizing innovation
• The critical factors for successfully introducing and managing strategic innovation
• How to develop and maintain a culture of innovation and entrepreneurship
The Critical Role of Sales Throughout the New Product Development ProcessGreg Bonsib
The sales team has a critical role at every stage of the NPD process. So does product marketing. These roles are very different and each crucial to the ultimate product commercialization success in the marketplace.
Blue Chip Technologies Situational Analysis & Sustainable Competitive AdvantageIris Wen
Marketing Strategies Marketplace Live Simulation
Blue Chip Technologies Situational Analysis & Sustainable Competitive Advantage Presentation
Marketing Strategies, MARK 390, Loyola University Chicago
Newlogic provides strategic consulting services to R&D organizations. We use technology and innovation to improve business, achieve market leadership, create IP assets and help our clients invest in the right products.
Newlogic's strategy and innovation expertise address critical new product opportunities and enhance the value of R&D efforts. We apply consumer insights, marketing, new technology, intellectual property and design processes to implement strategic management and create innovations that establish category leadership. We work throughout the supply chain and product life cycle to improve R&D outcomes. The result is more new products that succeed in the marketplace, defensible intellectual property and optimized organizational performance.
Newlogic is a trusted resource to leaders across many industries. We have achieved an extensive portfolio of market successes because our team is comprised of professionals with deep experience and industry insight. Newlogic has expertise in many industries including consumer and pharmaceutical packaging, medical products and disposables, chemical-based products and building supplies.
Based near Boston, Newlogic works globally, with clients throughout the Americas, China, Europe, India and Israel.
This document discusses keys to successful product launches and go-to-market strategies. It notes that over 60% of new products fail and less than 15% of startups remain operational after initial funding. The keys to success include developing a product-market fit and differentation strategy, selecting the right early adopter target market, developing a disruptive go-to-market plan, and effectively managing risks. It advocates developing pilot programs to test strategies on a small scale before full launches to learn lessons and improve the approach in order to increase the odds of the product succeeding in the market.
This document provides guidance on writing an effective business plan for a startup company. It outlines key elements that should be included in a business plan, such as an executive summary, product or service description, management team, market analysis, marketing and sales strategy, organizational structure, implementation timeline, opportunities and risks, and financial projections. Checklists of questions are provided for each element to guide startup founders in developing a comprehensive yet concise plan that will convince potential investors or partners.
The document provides guidance on writing a successful business plan, including key elements and questions to address. It discusses the importance of clearly outlining the business idea, target market, management team, marketing strategy, implementation timeline, risks, and financial projections. Effective business plans force disciplined thinking and convince investors that the idea is worth supporting.
This document discusses tools and processes for innovation and entrepreneurship. It provides an outline for a business plan, including sections on marketing, production, management, and finances. Key points covered include brainstorming techniques for generating ideas, screening ideas through macro and micro analysis, using SWOT to evaluate remaining ideas, and standard components of a business plan like executive summary, products/services, market analysis, operations, and financial projections. The document emphasizes that planning is an ongoing process, not just a static plan, and outlines best practices for an effective business plan.
Uitleg over hoe je een ondernemerspln kunt maken. Uitleg in drie niveau's van detail: eerst op hoofd-termen, dan met korte uitleg en video's en vervolgens met zeer veel details (in Engelse taal). De details zijn voorbeelden en zijn naar eigen inzicht te benoemen of niet, dan wel zelf elementen toe te voegen.
This document outlines an approach to building a product strategy in three parts: trend driven, strategy driven, and problem statement driven. It then provides an example product vision and roadmap for a business solution to optimize company dynamics in business-to-business and business-to-consumer trade. The roadmap spans 2020 to 2022 and includes initiatives around digitalizing supply and demand, working smarter in consumer-driven supply chains, and distribution and supplier integration. Workshops are proposed to help identify market trends, build out a market map linking strategic levers to initiatives, and conceptually assess new product ideas through an innovation template. The goal is to define a vision and strategy through customer quotes and a future press release imagining successful results in 20
This document provides guidance on starting a new business by outlining 7 key considerations for establishing a startup business. It discusses the importance of identifying customer needs, developing a core product or service, establishing a unique value proposition, understanding target customers and market segmentation, mapping the value chain process, assessing competition, and determining capital needs and return on investment. Later sections provide advice on choosing a business partner by looking for individuals who complement skills, share values, can be trusted, and demonstrate independence and responsibility. The overall document offers a framework for planning a new business by focusing on customer, product, financial, operational, and partnership factors.
The journey from random to strategic business development activities/strategies starts with the understanding of your peculiar Business Development Space and the possibilities therein. This presentation is the first in a series. It enables you evaluate your Business Development Space and what you can do with it.
The top 10 challenges for product managers are: improving innovation, sharpening segmentation, managing portfolios more effectively, leveraging data/machine learning for insights, developing market/customer focus skills, adopting a commercial mindset, keeping ahead of technology changes, breaking down barriers to adoption, managing stakeholders online, and potentially breaking up the product manager role into specialized skillsets.
The document discusses developing a business concept and business plan. It provides guidance on key elements to include in a business concept such as the product/service, customer, benefit, and distribution. A business plan should then be developed to test the feasibility of the concept. Key sections of an effective business plan are identified as the executive summary, management team plan, company description, product/service plan, market analysis, financial plan, and contingency plan. Sources of information and common mistakes to avoid in developing a business plan are also reviewed.
Strategic analysis & planning for NGOs englregiosuisse
This document discusses strategic planning and analysis for non-governmental organizations (NGOs). It provides frameworks and questions to evaluate an NGO's current performance, strategy, and environment to determine if the strategy needs to be updated. The key elements discussed include evaluating strengths/weaknesses, goals, product/market focus, competitive advantages, organizational capabilities, and consistency with the mission and vision. A series of questions are provided to guide assessing various components of the strategy and determining what changes may be needed.
This document provides a template for creating a go-to-market plan to help companies expand into new markets or launch new products. It outlines two main parts: discovery and data gathering, and the go-to-market strategy. The discovery section involves defining the product, objectives, markets, insights and competition. The strategy section covers the business case, market strategy including positioning and messaging, pricing, sales and support plans, and customer service. The template is designed to help companies strategize their approach for successfully entering new areas of growth.
The document discusses various topics related to entrepreneurship including innovation, invention, creativity, business ideas, environmental scanning, SWOT analysis, the entrepreneurship development cycle, and business planning. It defines key terms, provides examples, and outlines the process of developing a new business venture from coming up with an idea to writing a business plan and assessing feasibility and risks.
1) Companies are looking beyond their core business to achieve growth through new areas that account for 42% of revenues by 2020.
2) Top innovators obtain a higher percentage of revenues from new products/services and break even faster than competitors. However, it is becoming increasingly difficult to stay ahead.
3) A framework called the Growth Accelerator Program helps companies create a shared vision for growth, find new growth opportunities, and deliver growth through roadmaps, pilots, and ensuring the right organization and culture.
This document provides a template to help create an export plan. The template includes sections for objectives and goals, market research on target countries, product details, distribution strategy, pricing, marketing and sales plans, required resources, and performance monitoring. It is intended to guide businesses through the key questions and decisions needed to enter new export markets. Users are advised to seek professional advice and refer to additional export guides for assistance.
The document discusses various aspects of starting a new business, including generating ideas, evaluating ideas through feasibility studies, preparing a business plan, executing the business plan, and the role of society and family. It provides details on conducting industry and market analysis, assessing financial feasibility, and evaluating the entrepreneur. Key components of a business plan like the executive summary, organization description, marketing plan, and financial projections are also outlined. The document emphasizes the importance of alignment between strategy, people and processes for successful business plan execution and ongoing review.
The document provides guidance on developing a business plan. It defines a business plan and outlines its key components, including an executive summary, description of the product/service, market analysis, marketing strategy, organizational structure, and financial projections. An effective business plan clearly conveys customer value, market size and growth potential, and feasibility while addressing competition and risks. Developing a business plan requires thorough research and forces disciplined thinking about transforming a business idea into a viable enterprise.
The document provides guidance on developing an effective business plan. It discusses that a business plan clarifies a company's direction, allows a company to acquire capital and financing, and identifies goals. It recommends including an executive summary, company description, products/services, marketing plan, operational plan, management overview, financial plan, capital needs, risks/opportunities, and appendices. The marketing plan should include research on the target market and competition, as well as sales forecasts. The operational plan outlines daily operations, location, inventory, legal needs, staffing, and policies.
The document outlines the typical sections included in a business plan, including an executive summary, business concept, market analysis, operations plan, management team, and financial plan. It provides guidance on what to include in each section, such as describing the industry, market opportunity, business model, marketing strategy, and three-year financial projections in the respective sections. An appendix may include supporting documents and materials. The executive summary should highlight the business overview, financials, capital needs, and achievements to entice readers to review the full plan.
How to write a winning and best business plan venture careventurecare2911
Best Business Plan. We Are the Professional Business Plan Consultant Our Strategy Will Help You to Learn How to Make and Prepare Plan for Your Small Startup, So Contact Us Our Writers Will Help You To Find The Best And Affordable Business Plan In India.
Similar to Business Investments and Planning - Venstone AG (20)
Navigating the world of forex trading can be challenging, especially for beginners. To help you make an informed decision, we have comprehensively compared the best forex brokers in India for 2024. This article, reviewed by Top Forex Brokers Review, will cover featured award winners, the best forex brokers, featured offers, the best copy trading platforms, the best forex brokers for beginners, the best MetaTrader brokers, and recently updated reviews. We will focus on FP Markets, Black Bull, EightCap, IC Markets, and Octa.
Understanding User Needs and Satisfying ThemAggregage
https://www.productmanagementtoday.com/frs/26903918/understanding-user-needs-and-satisfying-them
We know we want to create products which our customers find to be valuable. Whether we label it as customer-centric or product-led depends on how long we've been doing product management. There are three challenges we face when doing this. The obvious challenge is figuring out what our users need; the non-obvious challenges are in creating a shared understanding of those needs and in sensing if what we're doing is meeting those needs.
In this webinar, we won't focus on the research methods for discovering user-needs. We will focus on synthesis of the needs we discover, communication and alignment tools, and how we operationalize addressing those needs.
Industry expert Scott Sehlhorst will:
• Introduce a taxonomy for user goals with real world examples
• Present the Onion Diagram, a tool for contextualizing task-level goals
• Illustrate how customer journey maps capture activity-level and task-level goals
• Demonstrate the best approach to selection and prioritization of user-goals to address
• Highlight the crucial benchmarks, observable changes, in ensuring fulfillment of customer needs
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2. Business Plan
Steps
– Strategic Analysis & Financial
• SWOT
• Competitive analysis
• Strategic Direction
• Analysis by activity of HVAC and margins
– Roadmap
• The stages of formalization
– estimated budgets
• DAS (net sales and margin)
2
3. Chinese proverb
"The value of a general lies in its strategy and
roadmap and not only his courage and will "
3
4. Business Plan - Some Principles
The project owner (leader or representative) must:
* Being the project editor
(The best way to get involved in all phases and to exhibit to funders and collaborators benefits to
follow this project)
* Involve employees or associates
(From the project, share ideas, answer objections, launch additional analysis, convince, are assets to
succeed in the implementation phase)
* Integrate his accountant, consultant, lawyer
(External advice without passion or interest allows to compare its information, strengthen
convictions, obtain data that the company does not always have)
4
5. Business Plan - Presentation
5
Business Plan
Project description
Strategy Financial plan
Analysis
Orientation
Orientation
Judicial aspects
operating Plan
6. Business Plan - some principles
Typically, a new project involves taking risks, which must be mastered,
because it has consequences for:
• oneself
• his family
• his collaborators
• its financial
6
connaissance
customers
competitors
suppliers
Additional resources
7. Business Plan - some principles
7
connaissance customers
Who sell?
Be to Be
communitie
s
direct
indirect
How to sell?
internal business
agents
Where to sell?
la France
Europe
World
We are in a market economy where supply generally exceeds demand for twenty
years, and new innovative product as it is, must meet a consumer need (except to
create the necessary but this is an exceptional situation for SMEs). The benefit
SMEsgenerally market trends to position their product or a new service.
The weight of potential customers (number of consumers value the accepted
product) will be one of the keys to success, but must still provide the distribution
networks to reach those customers and product awareness,
8. Business Plan - some principles
8
connaissance competitors
Who are they ?
current new
direct
indirect
How they sell?
internal business
agents
Where are
they ?
la France
Europe
World
Few products offered to the market without that other similar products already
exist (direct competition) or not others can be proposed substitution (indirect
competition). We must take into account what may be near, or meet the same
uses to determine where to place the product or service to deal with such
another, which will set the arguments and rates
9. Business Plan - some principles
9
connaissance suppliers
Who are they ?
current new
direct
indirect
A sell it?
internal business
agents
Where are
they ?
la France
Europe
World
New products and new services involve new supplies, the known providers may or
may not provide the conditions necessary to be competitive and / or reagent.
A mapping is required to sign any confidentiality agreements or exclusivity with
the leaders, to maintain a technological edge, if the company has initiated the
concept.
10. Business Plan - some principles
10
connaissance Additional resources
Technological?
Internal
External
Human?
Training
Recruitment
External?
patents
Studies
New products and new services involve new supplies that known suppliers may or
may not provide the conditions necessary to be competitive and / or reagent.
A mapping is required to sign any confidentiality agreements or exclusivity with
the leaders, to maintain a technological edge, if the company has initiated the
concept.
11. Segment current and future activities
11
definition:
◦ DAS = unitanalysis that is based on strategic thinking.
◦ A homogeneous set of goods or services intended to
satisfy a demand, a market, and competitors identified a
specific geographical area, is an area ofStrategic Activities.
◦ A strategic segment represents a specific competitive
battle field, surrounded by barriers.
◦ Several DAS up the portfolio ofstrategic activities
12. Business Plan - The environment
Les points forts Les points faibles
Quels sont les points forts de mon produit et/ou service ?
Quels sont les points forts de mon entreprise en tant
qu’organisation ?
Quels sont les points forts de mes collaborateurs
Quels sont les points faibles de mon produit et/ou
service ?
Quels sont les points faibles de mon entreprise en tant
qu’organisation ?
Quels sont les points faibles de mes collaborateurs
Les opportunités Les menaces
Issues du marché
Quels sont les développements actuels ou futurs du
marché qui constituent une opportunité pour mon
entreprise ?
Quels sont les événements actuels ou futurs sur le marché
qui ont un impact positif sur mon entreprise ?
Issues de la concurrence
Quels sont les événements ou développements au sein de
la concurrence qui m’offrent une chance que je peux saisir
?
Comment puis-je exploiter cette opportunité ?
Issues des clients
Quels sont les nouveaux développements ou événements
qui peuvent accroître l’intérêt des clients pour mon produit
et/ou service ?
Issues du contexte socioéconomique
Y a-t-il des évolutions sociales qui jouent en faveur de
mon entreprise ?
Y a-t-il des développements économiques qui offrent à mon
entreprise des opportunités nouvelles ?
Issues du marché
Quelles sont les évolutions actuelles ou futures du
marché qui constituent une menace pour mon
entreprise ?
Quels sont les événements actuels ou futurs sur le
marché qui ont un impact négatif sur mon entreprise ?
Issues de la concurrence
Quels sont les événements ou développements au
sein de la concurrence qui représentent une menace
à laquelle je dois réagir ?
Comment puis-je y réagir ?
Issues des clients
Quelles sont les nouvelles tendances ou les
événements qui peuvent faire disparaître l’intérêt des
clients pour mon produit et/ou service ?
Issues du contexte socioéconomique
Y a-t-il des évolutions sociales qui jouent en défaveur
de mon entreprise ?
Y a-t-il des développements économiques qui sont nuisibles à
mon entreprise ?
12
13. Business Plan - SWOT matrix
13
STRENGTHS WEAKNESSES
OPPORTUNITIES THREATE
X
T
E
R
N
A
L
I
N
T
E
R
N
A
L
synthesis tool
14. Business Plan - strategic diversification vs.
specialization options
• Concentration of forces (strengths)
• Skills development through training or
recruitment
• Redemption close competitors in expertise
• Strengthening a "quality" approach to flawless
satisfaction of existing customers
• Market "growing"
• Diversification range
14
SPECIALIZATION
EXPANSION RIME with SPECIALIZATION
15. Business Plan - strategic diversification vs.
specialization options
• Technical : Use the know-how to produce or
provide separate services
• Commercial : Seek independence markets to
prevent the micro economy weighs on a
product or service
• Growth
– by internal development by creating a new
workshop or new service
– Through acquisitions to acquire a new skill
faster
15
MATURITY RIME with DIVERSIFICATION
DIVERSIFICATION
17. Positioning HVAC & Marge
17
1
2
3
-20
0
20
40
60
80
100
120
0 1 2 3 4
CahtK€
Attrait Marchés
Positionnement Chiffre d'affaires par
DAS
2
3 1
0
10
20
30
40
50
0 1 2 3 4
MargeK€
Attrait Marchés
Positionnement Chiffre d'affaires par
Marge de Contribution
Navigating on an attractive market must take into account the current and future position of the
company in terms of sales volume, but also in gross margin.
In this example, we see that the margin SAR 1 is lower in value than the DAS 2, to
figure lower case - it is an important data for the strategic choices and the means to
implement.
18. Business Plan - Strategic Vision
This is described in 3 years the ambitions for
the project or the company:
– The chosen strategy (Specialization or diversification)
– The commercial targets (Typology of customers covered)
– Business objectives (Revenue, growth rate)
– The mesures that took place (Marketing mix)
18
19. Business Plan - Set guidelines
• Increase
• To reinforce
• To accompany
• Develop
• Satisfy (just need a)
• Keep (market share)
• ...
19
Select an action verb that sets the direction of the
project
20. Business Plan - Fix Lenses
20
To be effective, a goal must be
Thick headed with a date and a
value
(Example: develop timber business
to € 3 million in 2015)
Accessible Therefore means must
be estimated precisely for the
implementation and constraints
should be listed if necessary
federator by involving all stakeholders
and accepting criticism and thus
compromise
Constructive and must serve the interests of the business, this is
what makes the tactical
Measurable, we must choose him
UNIT (duration, quantity, quality)
21. The steering of the Business Plan
21
The strategic plan sets guidelines and establishes objectives, but it
is necessary to achieve them, define:
◦ Internal stakeholders (pilots)
◦ Marketing, commercial, technical, HR (shares per process)
◦ Budgetary means (budgets)
◦ The calendar
The business plan of the Roadmap
22. The Business Plan FINANCIAL
23
The objective of the Business
Financial Plan is to CONFIRM
the various possible strategic
development of the NOW in
Monetary Units
23. The Business Plan FINANCIAL
Economic Review
24
Net debt (D)
WCR
BALANCE SHEET (Global approach)
CP
Capital
own
im
assets
net
AE(Activeeconomic)=im+WCR
THIS(Capitalinvested)CP+=+DFRHE
AE (Active Economic) = IC (Invested Capital)
24. The Business Plan FINANCIAL
The table of Sales Management Intermediates (GIS)
25
(=)EBE
RES.EXP
(+/-) Result
Financial
RN
NETSALES
(-) Shopping consumed
(-) N / Aoutsourcing direct
OVERALLMARGIN
(-) Other purchases
(-) Expenses
external
(-) taxes and taxes
(-) Fresh staff (1)
(+) Grant feat.
(-) Depreciation
(+) ReversalEBT
(+/-) Result
Exc. and IS
CAF
GTF
Flow of Treasury
operating
(+/-) Change
the WCR
25. The Business Plan FINANCIAL
Profitability : The vision of the lender and shareholder?
27
The vision of the LENDER The vision of SHAREHOLDER
• Measure and SOLVENCY
LIQUIDITY Enterprise
• Estimate the ability to "Create of
the value "
• Measuring capacitance to meet
its commitments and to repay its
debts on time
The Financial BP will allow us to make an overall judgment on the financial
situation CURRENT and FUTURE
The Breadcrumb of the study is: "The generation of wealth requires
investments to be funded and sufficiently profitable "(A)
26. The Business Plan FINANCIAL
Phase 1 : Build the repository
Economic Review Income Statement
Data to be collected
(exercise n-1)
• General balance
(Accounts of classes 1 to
5)
• Tax return
• General balance (Accounts
of classes 6 and 7)
• Tax return
Tasks to perform • Codifying accounts • Codifying accounts
• Restate certain accounts
results • different "Posts"
Economic Balance
• The various items of the
income statement
• different rate margins
• The different variable loads
and levels
27. The Business Plan FINANCIAL
Phase 2 : Valuing different assumptions
Economic Review Income Statement
Data to be collected
related existing
commitments at end
of period n-1
• State capital
• Paintings amortization loans
(Capital)
• Location of investment grants
• Specific provisions related to
Current Accounts Associates
• contracts Leasing
• Leases
• Terms of staff remuneration and
benefits, by employee category
• Paintings amortization of
borrowing (interest)
Tasks to perform
related to the
evolution of the
existing structure
• Encrypt the natural evolution of
balance sheet items
Amortization and provisions
Repayment of loans
Changes in Current Accounts
Associates
Change in WCR
To define :
• The change in turnover
• The evolution of rate of
consumption
• higher fixed cost items
• The evolution of fixed personnel
costs
Tasks to perform
related development
projects as part of BP
• Encrypt, dating new intangible and
tangible investment
• Define ways to finance medium
and long terms
• Studying the possible investment
subsidies
To define :
• The amount of sales related to new
products
• The rate of consumption
• higher fixed charges items
• Any new charges in terms of staff
and costs (fixed and variables).
29. The Business Plan FINANCIAL
Phase 3 : Analyze and present results
Economic Review Income Statement
r • The investment policy (2) • Generation wealth (1)
r • The funding policy (3)
r • The company's profitability (4) • The company's profitability (4)
The presentation of the
business plan is the
essential phase vis-à-vis
third parties
Le diaporama se compose de 3 parties :
La préparation
L’analyse
la formalisation
Ces étapes sont indiquées à gauche de chaque diapositive pour simplifier la lecture et la compréhension
Savoir où l’on va, Savoir qui l’on veut être détermine le chemin… Le Business Plan est un outil de pilotage d’aujourd’hui vers demain.
« Il faut d'abord savoir ce que l'on veut, il faut ensuite avoir le courage de le dire, il faut enfin l'énergie de le faire » - George Clémenceau,
Dans un monde où tous va toujours plus vite, il est vital de savoir où l’on va, de connaître son environnement et les forces sur lesquelles on peut compter.
En effet, dans ce contexte, les fondamentaux reposent sur la vision, le degré d’exigence qu’on se donne, les valeurs sur lesquelles on s’appuie, les compétences internes et externes… Plus qu’à tout autre moment, quand les facteurs sont changeants, il convient de savoir exprimer exactement ce qu’on veut à ses collaborateurs, ses partenaires, ses clients, ses fournisseurs... Il est important de donner du sens et de savoir décrypter les conditions d’un changement qui devient la règle.
Mais sous quelle forme présenter ses projets, ses moyens, ses ambitions… ? Il est un outil souvent évoqué : le Business Plan (aussi appelé le plan d’affaires). Véritable fil rouge, il est parfois considéré, à tort, comme un simple recueil ponctuel des données de l’entreprise avec une forte orientation financière. Peu valorisé, il est alors stocké sur une étagère. A son évocation, il est parfois répondu « à quoi sert de définir un plan à 3 ans, ou 5 ans alors qu’on ne sait pas ce qu’on va faire dans 15 Jours ?! ». Il est certes probable qu’on ne sache pas de quoi l’avenir proche sera fait, mais on peut décider de ce qu’on veut faire, en adéquation avec ses souhaits et les moyens actuels et futurs de son entreprise !
En effet, l’absence de visibilité ne doit pas engendrer l’abandon de ses projets. Les marchés d’aujourd’hui n’existaient pas hier, de nouvelles opportunités se créent (exemples : Domotique, Santé, Développement Durable…). Par contre, ils impliquent un investissement plus important, car les besoins sont plus complexes.
Aujourd’hui plus qu’hier, et encore plus demain, il est important de formaliser son business plan, son plan de bataille. Véritable outil de management interne et externe, il est à la fois un outil de présentation, de communication, de structuration.
Il accompagne toute les périodes de vie de l’entreprise : création, développement de l’activité, lancement d’un nouveau produit, recherche de nouveaux actionnaires ou d’investisseurs partenaires, demande de crédit bancaire, vente de la société... Meilleur le business plan est, plus grandes sont les chances de bien expliquer sa stratégie, de bien mesurer sa performances, donc de convaincre !
Dans une période où l’inconnue domine, il souligne aussi toutes les réflexions conduites par l’entreprise sur le futur, et les différentes étapes nécessaires pour développer ses projets.
Un business plan n’est pas un document que l’on délaisse une fois formalisé, il devient la feuille de route.
Bien évidemment des écarts seront constatés, des décisions d’adaptation et de prise en compte de nouveaux paramètres devront être prises en fonction de ces évolutions. Mais si les conditions changent, les objectifs, s’ils restent cohérents, peuvent souvent être conservés. Il est donc primordial de ne pas oublier et de ne pas perdre ses objectifs de vue, et le business plan sera toujours là pour se rappeler sa vision.
« Un business plan n’est jamais définitif. C’est un document de référence qui sert à évaluer la progression de l’entreprise et qui, tenant compte de cette évolution, peut être réorienté ».
L'élaboration d'un Business Plan est aussi un excellent exercice pour renforcer l'esprit d'entreprise et mettre en évidence les relations clients-fournisseurs entre les services concernés.
Dans sa forme, il peut varier en fonction des cibles et de la complexité des projets.
Il permet d’intégrer sur un même document l’ensemble des éléments constitutifs du projet et de les mettre en adéquation avec les facteurs extérieurs tels que le marché, les données financières, la clientèle, la communication, son profil et son expérience professionnelle…
Rappel de l’environnement à prendre à compte pour fixer sa stratégie, en ayant une information complète, juste, confortée.
Chaque diapositive aborde les points clés à maîtriser :
Stratégie
Politique tarifaire
Accords éventuels
Capacité de négociation
Présence
Il s’agit de répertorier dans ce formulaire les forces / faiblesses et opportunités / menaces concernées par le projet, en étant attentif à ne pas se référer à ce que l’entreprise sait faire à ce jour, mais à ce dont elle aura besoin dans le cadre de son développement.
Il s’agit de la SYNTHESE des informations recueillies durant les entretiens, échanges, recherches, évoqués dans les diapositives « quelques principes ».
la Spécialisation génère des économies d’échelles, des effets d’expérience, donc des baisse des coûts
Il existe plusieurs motivations pour se diversifier, notamment :
- Placement : entreprise ayant des moyens financiers forts et qui cherche à se positionner hors de ses marchés historiques.
- Redéploiement : constat qu’un produit ou un marché sont à maturité et qu’il va mourir.
- Survie : c’est un peu l’étape du déploiement, mais en plus fort : la diversification est imposée par un environnement économique défavorable (client qui délocalise, substitution d’un produit).
- Confortement : concerne les PME qui éprouvent des difficultés à maintenir un avantage concurrentiel face à des concurrents plus performants. Même si elle investit, il sera difficile de se placer face à ces derniers, donc mieux vaut pour elle aller chercher des activités de remplacement.
Pour réaliser ce positionnement, il est utile d’utiliser un support type « Excel » (§ outil réf BP001) permettant de noter les forces et faiblesses du projet (les atouts) ainsi que les attraits qu’il représente par rapport à d’autres activités de l’entreprise.
Cela permet d’avoir confirmation (et/ou de prouver) qu’il est opportun de développer ce service ou produit.
Pour compléter la première grille, figure A, il est nécessaire de :
* Lister les facteurs clés de succès essentiels de réussite
* Définir s’ils sont maîtrisés (bien, moyen, faible) actuellement
* Éventuellement les corriger d’un coefficient
Une liste de différents facteurs est proposée dans l’outil Excel pour faciliter la compréhension du besoin.
Pour compléter la seconde grille, figure B, il est nécessaire de :
* Lister les facteurs d’appréciation du marché
* Noter ces facteurs comme étant à risque (nul, moyen, fort)
* Éventuellement les corriger d’un coefficient
Une liste de différents facteurs est proposée dans l’outil Excel pour faciliter la compréhension du besoin.
Mode d'emploi du fichier Excel d’analyse et graphiques (§ réf BP 002) et Powerpoint pour la présentation (§ réf BP 003)
1) saisir en cellule C4 à C8 le n° d'un DAS ou un nom de marché
2) saisir la note d'attrait du marché selon l’analyse de positionnement en cellule D4 à D8
3) entrer les CA HT et marges en colonne E selon les données des analyses ou prévisions
4) créer plusieurs tableaux si besoin pour comparer des années N+1; N+2; N+3
5) les graphiques en feuille "Graph" se mettent à jour automatiquement
6) une présentation sous format powerpoint est également disponible en fichier associé BP 003
La vision stratégique se construit par la connaissance de l’interne et de l’externe, appréhendée en phase ANALYSE, en conservant comme principe qu’elle doit être accessible à l’entreprise. L’on peut résumer cette phase par :
* Formaliser, c’est rédiger
* Rédiger c’est réfléchir
* Réfléchir, c’est choisir
* Choisir, c’est agir
Exemple : Accroître dès l’an prochain, le DAS Jouets plastiques commercialisés en Grande Distribution Spécialisée française et européenne. Atteindre pour cette activité un objectif de CA HT augmenté de 30 % à N+3, qui représentera la part majoritaire du chiffre d’affaires de notre entreprise. Développer dans ce DAS la gamme des jouets incluant des composants électroniques.
Le point de départ du BUSINESS PLAN financier est tout naturellement la situation, appelée « N-1 », c’est à dire le dernier exercice fiscal connu.
Le « Bilan économique » décrit les 4 grandes masses, pour la structure financière, qui vont évoluer dans le temps en fonction des projets de développement (dans le cadre du business plan, bien évidemment). Les 4 composantes sont réparties entre l’actif et le passif :
L’ACTIF ECONOMIQUE (AE) :
Les immobilisations nettes (IM). Ce poste regroupe toutes les immobilisations détenues par l’entreprise, en valeur nette, c’est-à-dire amortissements et provisions déduits. Le retraitement des contrats de Crédit-Bail immobilier et mobilier est intégré dans ce poste.
Le Besoin en Fonds de Roulement (BFR). Dans le secteur de la Plasturgie, les entreprises ont structurellement un BFR à financer. Le BFR intègre les postes du bilan actif (Emplois de capitaux : Stocks, créances clients et autres créances d’exploitation) et passif (Ressources de capitaux : Dettes fournisseurs d’exploitation, dettes fiscales et sociales) qui sont liés à l’exploitation.
Le Fonds de Roulement Hors Exploitation (FRHE) : Ce poste pourrait ne pas être pris en compte à condition de retraiter son contenu. Il est constitué par les dettes auprès des fournisseurs d’immobilisations, des dettes ou créances d’I.S et surtout des Comptes Courants d’Associés, qui jouent souvent un rôle de financement quasi-permanent dans les entreprises à capitaux familiaux
Les CAPITAUX INVESTIS (CI) :
Les capitaux propres (CP) : Ce poste comprend le capital social, les réserves, le report à nouveau, le résultat de l’exercice, les subventions d’investissement non virées encore au compte de résultat et les provisions règlementées.
L’endettement Net (D) : Ce poste comprend, les emprunts à court, moyen et long terme, les financements à court terme (escomptes, Dailly, encours d’affacturage, découvert bancaire), moins les « Disponibilités ». Le retraitement des contrats de Crédit-Bail immobilier et mobilier est intégré dans ce poste.
Le tableau des SIG va servir de base pour déterminer les valeurs « standard » qui seront utilisées pour bâtir les comptes de résultat prévisionnel. Il y a donc lieu de bien connaître l’historique de l’entreprise au travers d’une analyse financière « pertinente », sur une période de référence suffisamment longue pour « gommer » les variations anormales.
Dans cette première approche nous retenons les valeurs de n-1 (dernier exercice fiscal connu). Si certaines d’entre elles nous paraissent peu pertinentes, nous pourrons y apporter des correctifs.
Nous pouvons décomposer l’exploitation, sous l’angle des charges, en différents postes :
Les charges dites de « Consommation Directes (CD) » : Achats de matières premières et marchandises consommées, les fournitures incorporées, les emballages et la sous-traitance directe.
Les charges de fonctionnement que nous pouvons scinder en plusieurs groupes :
Les Autres achats et charges externes (Variables et Fixes), sachant que de nombreux postes de charges sont parfaitement connus.
Les Impôts et Taxes d’exploitation, dont les montants sont fortement prévisibles.
Les Frais de Personnel liés à la production et variables (MOD : Main d’Œuvre Directe)
Les Frais de Personnel liés à la structure
Les dotations aux amortissements et provisions.
Les Frais Financiers liés aux emprunts et aux financements du court terme
Remarques : Comme nous le verrons plus loin, le Tableau des SIG ne s’arrête par au Résultat Net, mais se poursuit jusqu’à la variation de « l’endettement ».
La rédaction de la partie financière d’un business plan a pour finalité « l’ANALYSE FINANCIERE » de l’entreprise, avant et après la prise en compte des diverses hypothèses de développement. Cette analyse va être la base de la présentation de l’étude auprès des « tiers partenaires ».
Même si le PRÊTEUR et l’ACTIONNAIRE ont des motivations différentes, les techniques utilisées sont les mêmes, pour la bonne est simple raison « qu’une entreprise qui crée de la valeur sera solvable, et une entreprise qui détruit de la valeur aura tôt ou tard des problèmes de solvabilité ».
Une entreprise ne peut être viable et survivre à terme si elle n’arrive pas à trouver durablement des clients qui acceptent d’acheter sa production et ses services à un prix donné qui doit lui permettre de réaliser un résultat d’exploitation positif et suffisant. C’est la base de tout. Mais la réalisation des marges nécessite des investissements préalables qui prennent deux formes : l’acquisition de matériel, de bâtiments, de brevets, de filiales,… et la constitution du Besoin en Fonds de Roulement d’Exploitation. Bien évidemment ces investissements devront être financés, que ce soit par capitaux propres ou par endettement bancaire et financier.
Dès lors que les trois éléments précédents (marges, investissements, financements) ont été étudiés, il est possible de calculer la rentabilité de l’entreprise, c’est-à-dire son efficacité, que celle-ci s’applique à l’actif économique ou aux capitaux propres. Cette étude étant achevée, nous pourrons répondre à ces simples questions qui l’ont motivée : « l’entreprise est-elle capable de faire face aux engagements qu’elle a pris à l’égard de ses créanciers ? Est-elle capable de créer de la valeur pour ses actionnaires ? »
Comme nous l’avons évoqué précédemment, la construction d’un Business Plan financier doit s’appuyer sur des éléments « tangibles », sauf dans l’hypothèse où il s’agit de la création d’une nouvelle activité où il faut « imaginer » l’ensemble des charges d’exploitation.
L’entreprise est représentée par une multitude de « CONTRATS » (d’achats, de vente, de locations, d’entretien, de travail, d’emprunts, etc..). Les valeurs de ces contrats sont fortement prévisibles. En conséquence la construction du Business Plan peut, dans un premier temps, s’appuyer sur toutes ces charges fixes, pour en définir un « SEUIL DE RENTABILITE ». Nous dirons que l’entreprise ne peut pas « échapper » à ses engagements sous peine de subir de graves difficultés.
Cette phase n° 1 « Construire le référentiel » est représentée par la collecte de données connues, leurs retraitements éventuels (les contrats de crédit-bail, l’utilisation de personnel intérimaire, l’éclatement des charges en variables et fixes, la répartition des Frais de Personnel entre Main-d’Œuvre-Directe (MOD) et de structure.
La phase n° 2 « VALORISER LES DIFFERENTES HYPOTHESES » se décline en deux étapes :
Pour le BILAN
Etape n° 1 : Modifier les postes du bilan en fonction des engagements antérieurs connus.
Etape n° 2 : Chiffrer l’impact des nouveaux projets sur les différents postes du bilan économique.
Pour le COMPTE DE RESULTAT
Etape n° 1: Il s’agit de la continuité d’exploitation naturelle de l’entreprise.
Le chiffre d’affaires et les consommations font l’objet d’une variation prévisibles de l’activité
Les charges de fonctionnement sont actualisées en fonction des contrats connus et de l’évolution tendancielle des autres postes.
Les frais de personnel font l’objet d’une étude approfondie pour bien mettre en évidence la MOD de production.
Etape n° 2 : L’intégration des « nouveaux projets » :
Valoriser le chiffre d’affaires généré par de nouveaux développement de produits.
Déterminer les différents taux de consommations
Chiffrer les charges fixes de fonctionnement nouvelles
Chiffrer le taux d’éventuelles charges variables nouvelles
Chiffrer le coût des embauches inhérentes aux nouvelles productions (Variables et fixes)
Nous proposons le plan suivant pour structurer la présentation du « Business Plan », pour sa partie financière.
La génération de richesses :
Quelle est l’évolution du chiffres d’affaires, en prix et en volume, en croissance interne ou externe ? C’est une variable clef qui pose le décor du plan de développement et de son analyse : une entreprise en croissance n’aura pas les mêmes problèmes qu’une entreprise en déclin, en récession, en redressement ou en croissance exponentielle.
Quelle est l’importance de la conjoncture, la force du cycle, ses conséquences en termes de volumes et de prix (quel sera l’écart avec le haut ou le bas de cycle) ?
Quelle est l’évolution des marges, et notamment de la marge d’EBE et de la marge d’exploitation ?
Quel est le Seuil de Rentabilité, la marge de sécurité, l’effet ciseau.
(2) La politique d’investissement :
Quels sont les investissements réalisés : de remplacement, de capacité, de technicité ?
Quels sont les avantages prévus en termes de réduction des coûts, d’augmentation de capacité ?
Quelle évolution du Besoin en Fonds de Roulement d’Exploitation est-elle liée au plan de développement ?
Comment évolue l’Actif Economique ?
(3) La politique de financement :
Quels sont les financements qui ont été décidés : Augmentation de capital, emprunts, apports en comptes courants ?
Quelles sont les conséquences sur la structure financière de l’entreprise ?
L’outil d’analyse privilégié est le « Tableau de flux », dans une analyse dynamique et l’étude du bilan économique dans une vision statique.
(4) La rentabilité de l’entreprise :
Analyser la rentabilité économique
Analyser la rentabilité des capitaux propres