Business Development Plan
商业计划Business-Plan-Development
Mogens Thomsen trained engineers specializing in networking and has worked two years in a computer firm, dealing with the Internet. Vitthal Chaydhry is MBA from the business school and has worked two years in an accounting department. MoogTech Ltd. – example of business plan found at
Oliver Berg
Company and People: Legal Form
Zweigniederlassung
(or subsidiary) is a German branch of a company which is registered in a foreign country. The Zweigniederlassung must be commercially registered in Germany as a subsidiary. The parent company assumes liability for this subsidiary, therefore there is no minimum equity.
Oliver Berg
Company and People: Legal Form
OHG
(Offene Handelsgesellschaft) is a simple company model in which the partners involved have unlimited liability and are obligated to operate the business depending on the terms of the contract.
BusinessPlanDevelopment：业务发展计划
„… boring…“
„… figures: only „prophecies“…“
„… no entrepreneurial vision…“
reaction:
„… poor facts but a lot p or promotion?
4
Characteristics of an „disastrously insufficient“ Business Plan*
„…incomplete…“
„… non-systematic…“
„… unconvincing…“
„… uninteresting details…“
Will the management be able to convince potential customers of the attractiveness of a long and procreative partnership?
Will the management be able to translate visions and ideas into markable and sustainable success?
Any reader gets a clear impression of the general conditions and the business environment. All basic information, key indicators and facts about local and business parameters are included. There are some systematic cross-references to further details in other chapters of the business plan.
国际商务英语写作模板商业计划书
国际商务英语写作模板：商业计划书篇一：商业计划书模板---英文版精编资料商业计划书模板---英文版BUSINESS PLAN TEMPLATEBUSINESS PLAN[My Company]123 Main StreetAnytown, USA 10000123-4567[Your Name][DATE]TABLE OF CONTENTS...商业计划书商业计划书模板---英文版BUSINESS PLAN TEMPLATEBUSINESS PLAN[My Company]123 Main StreetAnytown, USA 10000123-45671[Your Name][DATE]2TABLE OF CONTENTSExecutive Summary ....................................................................................... (1)Management ................................................................................ (2)[Company] History ............................................................................................ . (5)[Product/Service] Description ................................................................................... .. (7)Objectives....................................................................................... . (9)Competitors ................................................................................. .. (10)Competitive Advantages ................................................................................... . (11)Innovation ..................................................................................... . (13)Pricing ............................................................................................ .. (14)Specific Markets .......................................................................................... . (15)Growth Strategy .......................................................................................... . (16)Market Size and Share ............................................................................................... . (17)Targeting New Markets .......................................................................................... .. (18)Location ......................................................................................... (19)Manufacturing Plan .................................................................................................. (20)Research &Development ............................................................................... (21)Historical Financial Data ................................................................................................. .. (22)Proforma Financial Data ................................................................................................. .. (23)Proforma Balance Sheet ............................................................................................... . (26)Cost Control ........................................................................................... (27)Effects of Loan or Investment .................................................................................... . (28)Attachments ................................................................................. . (29)3Executive Summary [My Company] was formed asa [proprietorship, partnership, corporation] in [Month, Year] in [City, State], by [John Doe] in response to the following market conditions:[Startup, growth] opportunities exist in [Product/Service].The need for use of efficient distribution (转载于: 小龙文档网:国际商务英语写作模板：商业计划书)and financial methods in these overlooked markets.[I/We] have several customers who are willing to place large [orders,contracts] within the next three months.Several other prospective [customers/clients] have expressed serious interest in doing business within six months. [I/We] previously owned a company that was active in the widget markets. Over the past few years I spent much time studying ways to improve overall performance and increase profits. This plan is a result of that study. The basic components of this plan are:1. Competitive pricing2. Expand the markets3. Increased advertising4. Lower our unit costs,5. Thereby achieving higher profits.1. Sign contracts2. Increased advertising3. Increase office staffTo this end, [I/we] need investment from private individuals and/or companies. A total of $XXX is being raised which will be used to finance working capital, plant and equipment. The company will be incorporated and common stock issued to investors. The company will be run as a [proprietorship, partnership, corporation].Financial Goals Sales Net Income Earnings pershareYear 1 $25,000 .01 Year 2 $250,000 .12 Year 3 $375,000 .141Management[Name] [Title]??[Experience]??Sales growth from zero to $1,000,000 in five years.??Led market in market share - 30%.Formulated advertising budgets & campaigns.Pioneered new distribution channels. Established national sales force.Established national repair & service centers.Brought new and innovative products to the market.Designed point-of-purchase materials.[Education}University of BostonBoston, MA- Computer SciencesPresidentJohn Q. Doe, Chief Executive Officer, and Director since February 1988 and President since January 1990. Mr. Doe was the founder and Chief Executive Officer of the original operating company known as Random Excess, Inc. He has had experience in the widget field with his own firm, John Doe Co., of Oshkosh (Wisconsin), from 1980 to 1987. This firm was sold to FatCat Widgets, Inc. in 1987.篇二：商务英语写作(商业计划书写作格式)商务英语写作:商业计划书写作格式XX-03-24 13:39:08 来源：爱词霸资讯官网封面(Title page)企业的名称和地址Name and address of business负责人的姓名和地址Name(s) and address(es) of principals企业的性质Nature of business报告机密性的陈述Statement of confidentiality目录(Table of contents)1. 概述/总结(Executive summary)2. 行业及市场分析(Industry analysis)对未来的展望和发展趋势(Future outlook and trends)竞争者分析(Analysis of competitors)市场划分(Market segmentation)行业预测(Industry forecasts)3. 企业的描述(The description of the venture)企业的宗旨和目标（Mission statement and objectives）产品或服务的描述(Description of the product or service)企业的规模(Size of business)产品的进一步开发(Future potential/product development)竞争优势(Competitive advantage)办公设备和人员(Office equipment and personnel)创业者的背景(Backgrounds of entrepreneurs)4. 生产计划(Production plan)制造进程/被分包的数量(Manufacturing process / amount subcontracted)选址(Location)厂房(Physical plant）机械和设备(Machinery and equipment）原材料的供给情况(Sources of raw materials to be supplied)生产能力和提高的可能性(Output limitations，if any，and scale-up possibilities）质量控制计划(Quality control plans)5. 营销计划(The marketing plan)定价(Pricing)分销(Distribution)促销(Promotion)产品预测(Product forecasts)预见的涨价(Anticipated mark-up)竞争对手的反映(Competitors’response)市场份额预测(Market share projection)控制(Controls)6. 组织计划(Organizational plan)所有权的形式(Form of ownership)合作者或主要股权所有人的身份(Identification of partners or principal shareholders)负责人的权利(Authority of principals)管理层成员的背景(Management team background)组织成员的角色和责任(Roles and responsibilities of members of organization)7. 风险与对策分析(Assessment of risks)企业弱点的评价(Evaluate weakness if business)新技术(New technologies)应急计划(Contingency plan)8. 财务计划(Financial plan)各类业绩比率和投资回报(Summary of performance ratios, ROI etc.)销售预测(Sales forecasts)财务预测的假设(Assumptions underpinning financial forecasts)损益表(Income statement / Profit and lossstatement)预测现金流量表(Cash flow projections)资产欠债预估表(Pro forma balance sheet)量本利分析(Break-even analysis)资金来源和运用(Sources and applications of funds)9. 融资需求(Financing requirements)融资前的活动小结(Summary of operations prior to financing)此刻的股东和未付债款(Current shareholders, loans outstanding)资金需要量及时间(Funds required and timing)投资回报(The deal on offer)资本欠债比率和盈利与利息比率(Anticipated gearing and interest cover)投资者退出方式(Exit routes for investors)附录(Appendix)1. 管理人员简历(Management team biographies)2. 职业咨询人员背景(Names and details of professional advisors)3. 技术参数和图纸(Technical data and drawings)4. 专利、版权、设计等(Details of patents,copyright, designs）5. 审计的报表(Audited accounts)6. 信件(Letters)7. 市场调研数据(Market research data)8. 租约或合同(Leaser or contracts)9. 供给商的报价单(Price lists from suppliers)10. 客户的定单(Orders from customers)篇三：英文商业计划书模板英语商业计划书（Business Plan）第一讲：概述第二讲：现状分析第三讲：目标肯定第四讲：组织结构第五讲：产品分析第六讲：市场分析第七讲：市场策略第八讲：生产分析第九讲：财务分析第十讲：附件第一讲：概述(executive summary)概述是整个商业计划的第一部份，相当于整个商业计划的浓缩，使整个商业计划的精华所在。
Business Development Plan
Concept
(to be continued)
The Fresh Breeze®
A Portable Air filter Equipment, powered by rechargeable Li-ion battery, can filter PM2.5 particle, improve the air environment in front of the user, anytime, anywhere, with personalized aroma flavor replacement filters available to customer’s ch hose 2mm [a] Disposable Filter
Concept
Technical Feasibility
To build a “breathable zone” in front of the user (around 0.03 cubic meter); air flow of 0.18M3/min to refresh the air every 10 seconds Current filtration media technology (Vehicle Air Filters): filter particles at 1-3 micro; a media with the size of half a business card can provide enough contamination holding capacity over 20 hours under PM2.5 reading over 1000 condition before clogged Blower motor to generate required airflow with power consumption of 100mA; normal cell phone rechargeable battery is over 1000mah Automatic indicator and shutdown to remind of timely replacement of filters
成立一家公司的基本流程英文作文
成立一家公司的基本流程英文作文The Basic Process of Establishing a Company.Establishing a company is a complex yet rewarding endeavor that requires careful planning and execution. It involves several crucial steps, each with its own unique challenges and considerations. This article outlines the basic process of setting up a company, providing an overview of the key stages involved.1. Business Idea and Market Research.The journey of founding a company begins with a business idea. It's essential to identify a gap in the market or an unmet need that your company can address. Conducting thorough market research is crucial to understanding the industry, potential competitors, target customers, and the overall market landscape. This information will inform your business model, strategy, and help you refine your product or service offering.2. Business Plan Development.Once you have a clear business idea and have conducted market research, it's time to develop a detailed business plan. This document should outline your company's mission, vision, and values. It should also include a market analysis, competition assessment, financial projections, and a strategy for achieving your objectives. A well-crafted business plan will serve as a roadmap for your company's growth and success.3. Company Registration.Before you can officially launch your company, you need to register it with the relevant authorities. This process varies depending on the country and type of company you are setting up. Typically, you will need to choose a company name, determine your company's legal structure (e.g., LLC, corporation, partnership), and file the necessary paperwork with the local business registration agency. Registering your company establishes its legal existence and ensures itcomplies with all applicable laws and regulations.4. Capital Raising.Funding is crucial for the establishment and growth of any company. You will need to determine the amount of capital required to launch your business and identify potential sources of funding. This could include equity investors, venture capitalists, loans from banks or other financial institutions, or bootstrapping (using personal savings or revenue from early sales). Creating a compelling pitch deck and financial projections can help attract investors and secure the necessary funds.5. Team Formation.A successful company is built on the strength of its team. Assembling a group of talented and dedicated individuals with complementary skills is essential. You should focus on hiring individuals who align with your company's values and mission. It's also important to create a clear organizational structure, defining roles andresponsibilities to ensure smooth operations.6. Premises and Infrastructure.Setting up physical premises or infrastructure is another crucial step in establishing a company. Whether you choose to lease or own space, you will need to consider factors like location, cost, and the facilities required to support your operations. For online or remote businesses, ensuring secure and reliable technology infrastructure is equally important.7. Legal and Compliance Matters.As a business owner, you must ensure your company complies with all relevant laws and regulations. This includes obtaining any necessary licenses or permits, adhering to tax regulations, and ensuring compliance with employment laws. Consulting with legal and financial advisors can help you navigate these complexities and avoid any legal pitfalls.8. Marketing and Sales Strategy.Developing a robust marketing and sales strategy is essential for attracting customers and growing your business. This involves identifying your target market, creating a brand identity, and developing marketing materials like a website, social media presence, and advertising campaigns. You should also establish sales channels and develop a sales strategy to convert leads into customers.9. Launch and Growth.Finally, after all the planning and preparation, it's time to launch your company. This is an exciting milestone, but it's also important to remember that the journey has just begun. As your company grows, you will need to continue to adapt and refine your strategy, scale your operations, and attract and retain talent. Focusing on customer satisfaction, innovation, and financial sustainability will be key to your company's long-term success.In conclusion, establishing a company requires meticulous planning, execution, and perseverance. By following the steps outlined in this article and seeking professional advice where necessary, you can set your company on a solid foundation for growth and success. Remember, the journey is as important as the destination, and with hard work and dedication, you can achieve your entrepreneurial dreams.。
商业发展计划书模板-英文版
商业发展计划书模板-英文版1. Executive Summary3. Market Analysis4. Product or Service Offering5. Marketing and Sales StrategyOutline the marketing and sales strategies that will be implemented to promote the products or services. Include details about pricing, distribution channels, promotions, and advertising. Also, describe the sales process and the customer relationship management approach.6. Operations and ManagementProvide information about the operational aspects of the business, such as facilities, equipment, and technology. Describe the production or service delivery process and outline the key operational strategies.Additionally, introduce the management team and their relevant experience.7. Financial Projections8. Risk Analysis and MitigationIdentify potential risks and challenges that could affect the success of the business. Evaluate the likelihood and impact of each risk and propose strategies to mitigate them. This section should demonstrate that the business development plan has been carefully considered and includes contingency plans.9. Implementation PlanDevelop an implementation plan that outlines the steps and timeline for executing the business development strategies. Assign responsibilities, set milestones, and establish key performance indicators to track progress. This plan should serve as a roadmap for achieving the stated objectives.10. ConclusionSummarize the key points of the business development plan and emphasize the potential for success. Include any additional information that supports the feasibility and viability of the business. Round off the document by expressing confidence in the plan's ability to drive growth and profitability.。
business plan 范文
business plan 范文
以下是一个简单的商业计划范文，供您参考：
一、概述
本商业计划旨在创建一个在线零售商店，销售高品质的家居用品。
我们的目标客户是那些注重生活品质、追求舒适和美感的人。
我们的商店将提供方便的在线购物体验，以及快速和友好的客户服务。
二、市场分析
家居用品市场是一个庞大的市场，随着人们对生活品质的要求不断提高，这个市场的需求也在不断增长。
同时，随着电子商务的普及，越来越多的人开始选择在线购物。
因此，我们相信我们的在线零售商店有很大的发展空间。
三、产品和服务
我们将销售高品质的家居用品，包括床上用品、餐具、家居装饰品等。
我们的产品将注重品质、设计和舒适性，以满足客户的需求。
此外，我们还将提供快速的配送和友好的客户服务，以增加客户的满意度。
四、营销策略
我们将通过社交媒体、电子邮件营销和搜索引擎优化等渠道进行营销推广。
同时，我们还将与一些知名的家居品牌合作，以提高我们的知名度和信誉度。
五、财务预测
我们预计在第一年实现销售额为XX万美元，第二年销售额将增长至XX万
美元，第三年销售额将增长至XX万美元。
我们将通过控制成本、提高效率和合理的定价来实现这些目标。
六、团队和管理
我们的团队由经验丰富的电子商务专家和家居行业专业人士组成。
我们将通过明确的职责分工和有效的沟通协作来实现高效的管理。
七、风险和对策
我们面临的风险包括市场竞争激烈、客户需求变化等。
我们将通过不断创新、提高产品质量和客户服务水平来应对这些风险。
How to Develop a Business Plan
6/30/2021
8
Elements of a promising business idea
1. Clear customer value
The key to success in the marketplace is satisfied customers, not great products. Customers spend their hard-earned money to meet a need or solve a problem. The fist principle for developing a successful business idea is thus that it clearly shows which need it will fulfill and how it will do so. Moreover, investors first look at the idea from the perspective of the market. For them, customer value takes top priority, and everything else is secondary.
1
Introduction
From investors perspective
A business plan is an essential roadmap for business success. It helps investors to understand the proposed business. Spend the time to create an accurate and detailed picture of your business for investors, with a plan that will answer all of their questions.
岗位职责 英文
HED Job Responsibility（人力资源总监岗位职责）1.According to the company's five-year business development plan, formulate effective short, medium and long-term HR strategies and work plans such as Talent Recruitment, Talent Development, Performance & Incentive management, and support the achievement of performance goals in key business areas.2.To play HR strategic partner role for Leadership Team, regularly provide diagnosis and improvement suggestions in the field of HR Management (incl. Organizational Structure Optimization, Talent Development & Succession Plan, Performance Management, Incentive Effectiveness, etc.), design and facilitate HR projects by implementing effective OD and TD strategies to solve key issues and improve business performance in key areas.3.Regularly carry out statistical & analysis on Manpower Efficiency in company, and formulate optimization plans for HR cost and Manpower efficiency in combination with the comparison of Manpower Efficiency competitiveness in the industries, so as to continuously improve manpower efficiency and organizational competitiveness.prehensively plan and manage the human resources operation, continuously optimize the human resources management system and supervise the implementation of the system.5.Support Group HR Strategies and Plans, lead and facilitate relevant strategic projects (such as HR Operation System Upgrade, Group vision/mission/values and code of conduct Promotion) implementation in the company.6.Continuously build and develop the HR team in the company.。
Business_Development_Plan
Business Development PlanningWhat is Business DevelopmentThe role of “Business Development” is a mix between a pure “sales” role and that of a Public Relations Officer and a Key Client Manager.Each organisation will set different objectives of its business development staff that may include some of the following tangible and non-tangible goals:Achieve product or service salesProspect for new clientsInitiate direct marketing campaignsParticipate in relevant community activitiesMaintain and develop relationships with existing key clientsBe active in business network groupsOffer public speaking servicesInitiate sales calls including cold callingHigh level communication skills and good planning skills are essential in business development.Business Development TargetsThe business development function, like any other department, should have clear targets on what is meant to be achieved.A component of these targets may be a sales budget that outlines what the expectations are for the next year’s sales.The sales budget can be developed top down (last years results plus anticipated changes) or developed bottom up by the sales department (identifying this years opportunities).There are a number of ways to achieve increased sales targets:increase sales from existing customersfind new customers for your productincrease cross-selling ie existing customers take a wider range of products launch a new product (or product extension) to new and existing clients.Other targets may also exist that set objectives for other aspects of the function eg key client satisfaction resultskey client attendance at promotional eventscross selling ratiossuccessful participation in specific eventsreferrals due to participation in eventsdirect marketing response ratesqualitative measurement of participation in events eg satisfaction ratings at public speaking eventsHow to Create a Business Development PlansA Business Development Plan is simply the “plan of attack” for how you intend to achieve the future objectives and targets in the role.The plan of attack needs to detail:specific activities,the timeframe of those activitiesthe resources neededthe anticipated cost of those activities; andthe expected results (as a contribution to your targets)One approach to create a business development plan is to simply start by clearly identifying all end outcomes that are required in the role.If no specific targets exist – use past results as the benchmark.If the objectives of the role are not in clear SMARTT goal format – build some SMARTT goals into the objectives so there are clear objectives.You will normally have a range of different objectives that you are aiming to achieve, reflecting the range of functions in a business development role.Then review the activities that you would normally undertake and their results.After factoring these activities into your plan – determine the “gap” ie what you still need to achieve to reach your targets.Then identify activities that can be conducted that might contribute towards that gap.In your choice of activity – you would focus on those you know have higher rates of success.Business Development ActivitiesFor the Business Development Plan consider a range of activities and then quantify the outcomes you expect.Referrals from Existing customersExisting customers are satisfied customers (or they would have left you) and may be the source of referral for other sales in some industries.Observation of New BusinessesKeeping your eyes open is a quick way to find new customers.Identify new businesses setting up, observe the premises for signs of compatible activity i.e. transport = pallets and racking.Review Old Client ListsAlso review past company records like debtors lists for orphan (unloved) accounts & poorly managed/ developed accounts.Cold callingThis is one of the purest forms of selling where sales people call unannounced on a prospect by cold canvassing an area.The likelihood of actually speaking to the buyer without an appointment may vary depending on the type of business.However, even if you don’t manage to see the buyer, you are in a position to gather information and leave some information for them.A positive outcome may be to gain the name and title of the individual in charge of purchasing from the receptionist and later telephone them and arrange an appointment.Friends and AcquaintancesGood sales people only sell to those with a need therefore generating prospects via friends is a normal situation.It is socially known as networking and acceptable to most people on this basis. The leads may come from social contacts, casual contacts, sporting teams and community involvement (i.e. Rotary and Lions clubs).ListsThere are many types of lists, those that are purchased as a database commercially; those that are published commercially; and those that are generated by the sales person in the course of the regular sales activity.Trade showsTrade Shows are frequently held by various industries to attract sales prospects to the exhibited products and services.Likewise the exhibitors may also be prospects for a sales person visiting the trade show.Trade shows can be:industry specificexport exhibitionsEaster showMediaThere are various forms of media and they contain rich veins of prospects through: newspaperjournal articles (e.g. Business Review Weekly)advertisementstender liststrade magazinesMarketing and sales promotionscontestscoupon/entry formsdiscount vouchersredemption/free prizegift with purchasePlanning ResultsBy monitoring our activities and results we can assign value to the prospecting process. This is called “selling by the numbers”.In other words we work out how many prospects are required on average to result in one sale.The equation goes like this:50 Contacts = 10 Prospects Qualified10 Qualified Prospects = 5 Presentations5 presentations = 1 Sale1 sale = $1000.00 margin/profitTherefore$1000.00/ 50 contacts = $20.00 per prospectWhich means each prospect contacted contributes $20.00 of the sale.Sample Business Development Plan Format 1. Overall Targets and ObjectivesInsert objectives and SMARTT goals here2. Specific Business Development Activities2.1 Activity 1Type of ActivityTime of Activity eg specific months; orResources needed:Anticipated Results:Anticipated Cost of Activity:2.2 Activity 2Type of ActivityTime of Activity eg specific months; orResources needed:Anticipated Results:Anticipated Cost of Activity:3. Schedule and Targets(a quick reference table that summarises the above and enables identification of gaps and when time must be committed) Activity July August SeptemberActivity 1 Do task 1 to prepare forActivity 23. Targets / Budget(a quick reference table that summarises the targets and enables identification of gaps – can be in a spreadsheet) Activity July August September YTD Total Activity 1 30 sales 30 salesActivity 2 40 referralsBusiness Development PlanningWhat is Business DevelopmentThe role of “Business Development” is a mix between a pure “sales” role and that of a Public Relations Officer and a Key Client Manager.Each organisation will set different objectives of its business development staff that may include some of the following tangible and non-tangible goals:Achieve product or service salesProspect for new clientsInitiate direct marketing campaignsParticipate in relevant community activitiesMaintain and develop relationships with existing key clientsBe active in business network groupsOffer public speaking servicesInitiate sales calls including cold callingHigh level communication skills and good planning skills are essential in business development.Business Development TargetsThe business development function, like any other department, should have clear targets on what is meant to be achieved.A component of these targets may be a sales budget that outlines what the expectations are for the next year’s sales.The sales budget can be developed top down (last years results plus anticipated changes) or developed bottom up by the sales department (identifying this years opportunities).There are a number of ways to achieve increased sales targets:increase sales from existing customersfind new customers for your productincrease cross-selling ie existing customers take a wider range of products launch a new product (or product extension) to new and existing clients.Other targets may also exist that set objectives for other aspects of the function eg key client satisfaction resultskey client attendance at promotional eventscross selling ratiossuccessful participation in specific eventsreferrals due to participation in eventsdirect marketing response ratesqualitative measurement of participation in events eg satisfaction ratings at public speaking eventsHow to Create a Business Development PlansA Business Development Plan is simply the “plan of attack” for how you intend to achieve the future objectives and targets in the role.The plan of attack needs to detail:specific activities,the timeframe of those activitiesthe resources neededthe anticipated cost of those activities; andthe expected results (as a contribution to your targets)One approach to create a business development plan is to simply start by clearly identifying all end outcomes that are required in the role.If no specific targets exist – use past results as the benchmark.If the objectives of the role are not in clear SMARTT goal format – build some SMARTT goals into the objectives so there are clear objectives.You will normally have a range of different objectives that you are aiming to achieve, reflecting the range of functions in a business development role.Then review the activities that you would normally undertake and their results.After factoring these activities into your plan – determine the “gap” ie what you still need to achieve to reach your targets.Then identify activities that can be conducted that might contribute towards that gap.In your choice of activity – you would focus on those you know have higher rates of success.Business Development ActivitiesFor the Business Development Plan consider a range of activities and then quantify the outcomes you expect.Referrals from Existing customersExisting customers are satisfied customers (or they would have left you) and may be the source of referral for other sales in some industries.Observation of New BusinessesKeeping your eyes open is a quick way to find new customers.Identify new businesses setting up, observe the premises for signs of compatible activity i.e. transport = pallets and racking.Review Old Client ListsAlso review past company records like debtors lists for orphan (unloved) accounts & poorly managed/ developed accounts.Cold callingThis is one of the purest forms of selling where sales people call unannounced on a prospect by cold canvassing an area.The likelihood of actually speaking to the buyer without an appointment may vary depending on the type of business.However, even if you don’t manage to see the buyer, you are in a position to gather information and leave some information for them.A positive outcome may be to gain the name and title of the individual in charge of purchasing from the receptionist and later telephone them and arrange an appointment.Friends and AcquaintancesGood sales people only sell to those with a need therefore generating prospects via friends is a normal situation.It is socially known as networking and acceptable to most people on this basis. The leads may come from social contacts, casual contacts, sporting teams and community involvement (i.e. Rotary and Lions clubs).ListsThere are many types of lists, those that are purchased as a database commercially; those that are published commercially; and those that are generated by the sales person in the course of the regular sales activity.Trade showsTrade Shows are frequently held by various industries to attract sales prospects to the exhibited products and services.Likewise the exhibitors may also be prospects for a sales person visiting the trade show.Trade shows can be:industry specificexport exhibitionsEaster showMediaThere are various forms of media and they contain rich veins of prospects through: newspaperjournal articles (e.g. Business Review Weekly)advertisementstender liststrade magazinesMarketing and sales promotionscontestscoupon/entry formsdiscount vouchersredemption/free prizegift with purchasePlanning ResultsBy monitoring our activities and results we can assign value to the prospecting process. This is called “selling by the numbers”.In other words we work out how many prospects are required on average to result in one sale.The equation goes like this:50 Contacts = 10 Prospects Qualified10 Qualified Prospects = 5 Presentations5 presentations = 1 Sale1 sale = $1000.00 margin/profitTherefore$1000.00/ 50 contacts = $20.00 per prospectWhich means each prospect contacted contributes $20.00 of the sale.Sample Business Development Plan Format 1. Overall Targets and ObjectivesInsert objectives and SMARTT goals here2. Specific Business Development Activities2.1 Activity 1Type of ActivityTime of Activity eg specific months; orResources needed:Anticipated Results:Anticipated Cost of Activity:2.2 Activity 2Type of ActivityTime of Activity eg specific months; orResources needed:Anticipated Results:Anticipated Cost of Activity:3. Schedule and Targets(a quick reference table that summarises the above and enables identification of gaps and when time must be committed) Activity July August SeptemberActivity 1 Do task 1 to prepare forActivity 23. Targets / Budget(a quick reference table that summarises the targets and enables identification of gaps – can be in a spreadsheet) Activity July August September YTD Total Activity 1 30 sales 30 salesActivity 2 40 referrals。
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M3&M4
Leads validation Finished contact with all the list down account
M5&M6
OPP validation 3 times quota rev leads size created
M7&M8
OPP validation Focus on deal closing
3. Generate profit from Run-rate deal 4. Aggressive pricing in large deal(in order to make benchmark） 2.Clear customer database divided by industry
Sales Plan--Timeline
Thank you
M9&M10
OPP validation Focus on deal closing
M11&M12
Focus on deal closing Leads review for next year 3 times quota rev leads size created
Cleared off all target accounts’ project timeline
2. Win benchmark deal 3. Establish & Develop Relationship with other industry customer as next step
1.Market expansion: Shanghai Tier 1 2. Generate at least 3 cities in eastern China Tier 2 big times leads size coபைடு நூலகம்pare with quota cities in eastern China Rev
Business Development Plan
Kelvin Tan
Table Of Contents
Strategy Sales plan--Timeline Business Plan Assessment
Strategy
Key Success Factor
1. Sales activities
Sales Plan—By week
W1 W2 W3 W4 W5
Leads Creation
W6
W7
OPP Creation
W8
W9
OPP
W10
W11
W12
W13
Training
Call & visit customer
validation
Bidding and Contract
Leads review
Business Plan Assessment
Main strength of the Plan: The business model is clear and easy to understand, the management team has appropriate experience and relevant skills and good track records; Main weakness of the Plan: Lack of target account lists and contacts, need help from both sales activities and company marketing program to get these
Growth Strategy
Business development Strategy
1. Establish & Develop Relationship with automotive , financial &security industry and fashion customer firstly
Sales Plan—By Months M1&M2
Customer visiting and building relationship in given account List down targeted industry account, find the contact by all means