普华永道《商业计划书(Business Plan)经典培训教程》(41页)

For each area, a 6 step approach has been defined to help collect the information and study the relevant issues:
information de base
Basic information to be collected , with suggestion of some supporting documents and other information sources Focus on special issues , which points out major aspects that may need in-depth analysis Success factors , where concentration of the efforts of the company are necessary Risks and opportunities , featuring and anticipation of the major threats and opportunities for the company Key indicators , supplying the essential figures related to the area covered and their evolution over the future years Overview, with a short indication of the basic content of the summary that should be presented for the study area
Aspects particulers à analyser
Facteurs de succès
Risques et opportunités
Indicateurs-clés
Synthèse à présenter
This Business Plan approach can therefore very simply be summarised into a matrix combining the study areas and the different steps to be followed on:
Business Plan
PricewaterhouseCoopers methodology
David Hodder
Laurent Vanat
The Business Plan approach developed by PricewaterhouseCoopers aims to offer a simple and easy solution to prepare a business plan. Thus, the approach is divided into 5 different areas:
MARKET risks and opportunities
Stengths and weaknesses of the competitors Economic and political change of the target market Change of consumption habits
PRODUCTS / SERVICES
Survey outline
PRODUCTS / SERVICES basic information to be collected
Commercial leaflets Products offered / services list, with specifications Costs of goods and services / sales prices Qualitative assessment of the products / services offered Sales figures over 5 years Future developments Customer feed back
PRODUCTS / SERVICES risks and opportunities
Emergence of new products / services Evolution of the products / services Change in political and legal environment Competitor's projects Other possible factors influencing demand
PRODUCTS / SERVICES key indicators
Future evolution of quantities sold Future evolution of sales prices Future evolution of cost of goods / services
PRODUCTS / SERVICES overview
PRODUCTS / SERVICES success factors
Market recognition of the products / services Price / quality ratio Products / services meeting the present and future market needs Recognised existing demand for the products /ቤተ መጻሕፍቲ ባይዱservices offered Sufficient turnover petential
Brief description of the products / services of the company, with qualitative and quantitative appreciation Importance of future potential with demonstration through arguments Evolution of turnover forecast by product / service and corresponding profit margins
MARKET
Survey outline
MARKET basic information to be collected
Available market studies Comparative list of competitors Commercial documentation of competitors Branch related figures (turnover, number of companies, employees, evolution...) Turnover by customer Talks with branch experts
MARKET focus on special issues
Positioning of the company Competitive situation of the market Evolution of the market over the last 5 years and trend over the next 5 years Market segmentation Seasonability of sales Main issues having an effect on demand Commercial actions of the company
Outline of the conclusions for each chapter of the analysis; focusing on the strengths of the company and how they will be capitalised on, the weakness and the way they will be overcome Final conclusion Action plan
MARKET success factors
Confirmed market potential (growing market or growing market share) Medium and long range growth prospects Reputation of the company in the market Relationship of market price level with cost price Potential of market penetration by the company
Products / services , here the study covers what the company has to offer and the perspectives that result Market, addressing where the company is and will be, who are the customers and what are their needs Production and administrative facilities , meaning what are the means the company has to produce and commercialise the products / services it has to offer, what administrative facilities are available Staff and management , which needs to be assessed properly to guarantee the company will have the right people in the right place Finances , the final translation into monetary units of all the company's perspectives and the financial needs and dividends that may result