BUSINESS PLANNING

CONSULT. CHEM. ENG. / ASHRAF M. ELSHERBINY

REGION SALES MANAGER

2011

2011

BUSINESS PLANNING

What is a Business Plan ?

Sales

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DEFINITION

PREPARE FOR FUTURE OPPORTUNITIES

AS WELL AS THREATS ALONG THE

Path to Success

Benefits of a business

plan

To serve and respond creatively To changing customer needs

Benefits of a business

plan

To apply our resources

wisely andreach our customers

in efficient and innovative ways

Benefits of a business plan

Clearly defining roadmap for

achieving objectives

Benefits of a business plan

To provide a way to track and

evaluate progress

Benefits of a business plan

Aligned objectives across teamsand levels of

the organization

Benefits of a business plan

To help ensure that we achieve

our ultimate goals

Benefits of a business plan

To recognize and respond to opportunities

and threats

Benefits of a business plan

To provide a process

to bridge fromanalysis to strategy

Ambitious Clear Specific Aligned ConciseMeasurable Sustainable Easy to followPractical

Criteria for

an effective

Business Plan

What is the Bridges model ?

The BRIDGES model

MISSION B OBJECTIVES R ANALYSIS I CSF’s D

STRATEGES G TACTECS E

METRICS S

The BRIDGES model Begin with a mission Refine objectives Internal & external analysis

Develop Critical Success Factors

Generate strategies Engage with tactics Schedule plan review

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

WEST

EAST

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 DO

S M A R T

What is the achievements

I need tomove towards the mission

S M A R TWHAT IS THE

ACHIEVEMENTS I NEED TO

MOVE TOWARDS

THE MISSION

INTERNAL & EXTERNAL ANALYSISCollect data,

assess needs and environment, forecast

opportunities, risk and identify threats.GG

3 P ' SIN. AN.

Internal analysis 3 P’s

B ProductsB People

B Programs

3 C ' SEX. AN.

External analysis 3 C’s

B ClimateB Customers

B Competition

HOW TO'S

Explore answers to the following questionsregarding the 3 “Ps”

What programs are available ?What programs were efficient in the past ?

What programs helped the least?

BRIDGES

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?

How to‘s

HOW TO'SExplore answers to the

following questions

regarding the 3 “Ps”

What are the product strengths ?

What are the product weaknesses?

HOW TO'S

Review the data collected.

Filter

Select most important strengths and

weaknesses facing you.

BRIDGES

HOW TO’S

BRIDGES BRIDGES

Exploreanswersto the

FollowingquestionsRegarding

the 3 “Cs”

How will health

care systems,

regulation

s and

therapy changes

affect team

success.

BRIDGES

HOW TO'SExplore 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?

HOW TO'SBRIDGES

Explore answers to the following questionsregarding the 3 “Cs”

Who are your main competitors ?

What are their strengths and weaknesses ?

What is the strategies of competitors ?

HOW TO'SBRIDGES

Draw all the information collected on the 3 “Cs” together

Summarize major Strengths & weakness

DON’T GET STUCK ON THIS ANALYSIS - KEEP MOVING

BRIDGES BRIDGES

Don’t get stuck on

this analysis-keep moving

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.

DEVELOP CRITICAL SUCCESS FACTORS

B R I D G E S

Events and conditions likely to hinder or

facilitate the achievement of objectives

HOW TO'SFor 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 .

HOW TO'SCategorize 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.

GENERATE STRATEGIESBroad lines for future possible directions

& intended solutions for CSFs.

STRATEGIES ADDRESS HOW TO maximize THE POSITIVE, DRIVING SUCCESS FACTOR --STRATEGIES ADDRESS HOW TO neutralize, REDUCE RESISTING FORCES THAT BLOCK

PROGRESS

HOW TO'S Make simple and clear statement that summarize how you will catch an opportunity or defend against a week aspect .

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

Engage with tactics

Detailed efforts, activities that make up a strategy and

actions

Specific day to day actionsSpecific initiatives & activities

BRIDGES

HOW TO'S B R I D G E SFocus on SMART activitiesLink actions to specific desired outcomesEstablish individual responsibilities

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 information, demands,

opportunities..

Discuss gaps

between planned

and actual progress,

address accountabilit

y issues

HOW TO’SEvaluate each item’s progress , obstacles ,opportunities and need for adjustments

EXAMPLE: SALES REPORT, GOAL

PLANNER.

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

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