e:\sabu\sabu new\personal\gss\business plan 230310

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Business Plan

1Sabu Chandran - Confidential

Definition

Document/PPT that can convince the reader that business can produce enough revenue to make a satisfactory profit and therefore attractive as an investment opportunity


Introduction

Focus thinking Establish realistic strategy Financing and other support Reaction by others


Qualify Prospect and Understand the Business

Conduct Needs Assessment, Cost/Benefit Analysis and Define Specifications

Identify Way towards Advance the Sale Value Proposition Implement Account Management


Qualify Prospect and Understand the Business Identify target account based on available profiling data. Identify key decision-makers by role and specify interest-

generating benefits for each one. Determine entry level contact. Select, by priority, methods of contact. Set call objectives. Mental preparation and make the contact. Establish trust and rapport - Credibility building. Qualify the prospect in light of this project. GO/NO GO Research prospects critical processes - How are they

currently doing it? Research prospect's future business plans.


Research prospect's selling environment to determine how we can help competitively advantage them in their market place.

Identify our potential and leverage on our strength Competitor Analysis with Unique Selling Points and (USP)

identified and translated into Features, Advantages and Benefits.

List criteria that must be set with each decision maker to rule out competition.

Identify potential objections - strategies formulated/reviewed to prevent, neutralize or respond as necessary. Identify strategic approach. GO/NO GO

Identify additional potential for other products/services. Identify others in the organization who could potentially benefit

from what we sell and the types of benefits they might receive, but who may not be able to directly influence the sale.


Needs Assessment, Cost/Benefit Analysis List areas to focus conversation based on Unique Selling Points

(USP). Answer the question, "What makes you different?" List areas to focus conversation to neutralize potential objections. Listing of symptoms identified based on Unique Selling Points Quantify what it costs the prospect financially and subjectively not

to have the benefits of your USPs using their facts and figures (current). Know the financial and subjective/emotional consequences of not solving the problem (future)

Criteria listed and agreed upon based on USP. Decision maker’s benefits determined. Discussions completed with key decision makers.


Identify Way towards Advance the Sale Advise and get agreement on next steps to advance the

sale. Confirm cost benefit data (Effects/Consequences). Outline feedback loops, milestones, measurements and

follow up process. Identify key contacts for feedback and ongoing support or

information contacts. Identify optional target dates for start/execution of the sale. Determine ideal starting dates to meet target dates. Determine product/service availability (our ability to deliver).

GO/NO GO Exchange any additional data, specifications, drawings, etc. Resolve any questions or issues that developed from/in the

pre-approval process. Develop product/service delivery phase-in plans. Exchange financial or credit information if needed. Obtain any internal (company) approvals as needed.


Value Proposition

Prepare and submit a proposal that directly addresses the "Criteria" set (Criteria Driven Value Proposition).

Conduct a Criteria Driven Presentation. Prospect affirm ability to meet criteria. Final negotiations concluded. Final approval on project/product/service

budget received. Contract/agreement signed, LOI.


Implement Account Management Account Management - Implement

follow up activities. Obtain repeat business. Obtain testimonials and references. Obtain referrals.


Sales Plan Fits Here

The Company Business

Plan

Sales Plan

Marketing Plan

Monitor Result & Review

Regional Action Plans

Action Plan for Key Account

QuarterlyMonthly Reports

Integrated Planning Execution & Monitoring

Q1 Q2 Q3 Q4 April through March

Sales Plan Fits Here


Building a Winning Sales Plan

Summarize Our Objectives Identify the Strategic Objectives Assess Prior Sales Performance Segment Our Customers Set This Year's Objectives Develop Territories Action Plans Develop Key Accounts Plans Measure and Monitoring Results Establish Our Annual Sales Planning Cycle


Year 1 (These are Tentative Figures)

Category Q1 Q2 Q3 Q4 Total

Value in CrTotal Sales INR INR INR INR INR

Sales of ______(L1 Services) - - - - -

Sales of ___(Projects) - - - - -

Sales of ___(High End Services) - - - - -

Total - - - - -

Number of Customer Acquisition We Will Discuss


Year 2Category Q1 Q2 Q3 Q4 Total





Total - - - - -


Year 3Category Q1 Q2 Q3 Q4 Total





Total - - - - -


Line of Sight SOA NOC Services Application as a Service Migration/Integration Projects Technology – Virtualization, Single Window

Data Centre, Hybrid Service Model, Risk Mitigation, TCO/ROI

Staffing Alliance Business or Business in Consortium


Sales Force Resource Requirements Year 1 = = > Year 2 == > min 8-10 at multiple levels Year 3 == > min 13-15 with their teams

Note: The above said resources are exclusive

of other back office operations


Locations to be Focused and Covered West – Mumbai, Pune, Ahemadabad South – Bangalore, Hyderabad, Chennai North – Delhi, Gurgoan, Noida East – Kolkatta Others – Cochin, Hosur, Aurangabad, Baddi,

Verna,


Verticals

Pharmaceuticals (Compliance-HIPPA space) Medical Care on IT enabled Services is the

next wave as per next generation

Telecom Carrier Companies another wave Large Data Centre (Built and Operate

Services) IT Consultants Govt. Projects in Consortium or Independent
