Business Development and Change Management

  Go to the Business Development and Change Management Assessment

Your business plan is comprehensive
Compiling the business plan is the responsibility of the Senior management team. This is the most important document they generate as it articulates
·         What the business aims to deliver
·         Actions needed to achieve these objectives
·         Risks involved in doing so
The credibility and level of support this plan receives will determine the future strategic direction of the company and the level of funding that may be made available to develop the business
Key Issues
·         The business plan is the document that must convince the directors, a bank etc to invest in your business instead of another company. (Some win, some lose!)
·         A good business plan takes considerable time and effort to compile
·         Senior managers must appreciate how important the plan is for the future of their business and devote to it whatever resources are needed for completion on time
·         The business plan should include the following sections:
o    Overview – target markets, company/divisional strengths, weaknesses and objectives
o    Introduction – outline strategy and goals, challenges, main actions
o    Business development – focus market sectors, impact of opportunities, threats and changes to legislation, new prospects, competitors
o    Product introduction – emerging technologies, new products
o    Manufacturing – supply chain development, possible cost savings, productivity gains, rationalisation, capital investment
o    Distribution – territories, sales, distributors channels, key customers
o    Aftermarket – spares, repair, overhaul and support services
o    Finance – sales, operating costs, profit, cash, cash flow, etc
o    Projects - Significant change projects and important new product opportunities, with details of commercial benefits and investments
o    Quality - Reports on customer satisfaction and quality achievements withambitious targets for reducing the overall cost of quality
o      Capital investments - required for ICT systems, new equipment, upgrades/modifications and sustainability issues (with justifications)
o      People - remain the most important asset in a business, therefore future needs must be addressed through considering succession planning, recruitment, personal development, training, redundancy and early retirement
Factors for Success      
Factors to  Avoid
1.     Develop plan to a high standard before it is presented for approval
2.     Managers believe plan is achievable
3.     Bonuses depend on delivering key aspects of the business plan
4.     Bonus criteria for the General Manager are different to those of management team’
1.     Submitting and agreeing to unrealistic plans that cannot be achieved
2.     Insufficient effort and attention being given to preparing the plan
3.     Omitting key items of expenditure that will delay projects/ important initiatives
4.     Submitting the plan late
5.     Delaying approval of the plan.
Who does this apply to?
Chief executives, directors, divisional directors and their senior managers
Realisable Benefits
A solid business plan offering clear direction to the workforce, directing everyone’s efforts to achieving the Company objectives.
Business planningBusiness planning

Business planning

The business planThe business plan

The business plan

Selecting future marketsSelecting future markets

Selecting future markets

Drivers for changeDrivers for change

Drivers for change

Collecting informationCollecting information

Collecting information

Sales processSales process

Sales process

Selecting change projectsSelecting change projects

Selecting change projects

Managing projectsManaging projects

Managing projects

Controlling and reviewing projectsControlling and reviewing projects

Controlling and reviewing projects