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Slide 1 - Chart Your Course to Business Success On Target Business Intensive: Session 1 March 27, 2012 Advisors On Target 1
Slide 2 - Week 1 - Vision, Mission, Big Picture Strategy Week 2 – Effective Financial Management Week 3 – Creating a Budget/Profit Plan for 2012 Week 4 – Marketing Strategy Week 5 – Marketing Tactics Week 6 – Job Profitability and Production Week 7 – Client Process System Week 8 – Company Meetings Week 9 – Leadership, Delegation & Culture Week 10 – Business Planning/Strategy 2 Agenda
Slide 3 - 3 Introductions
Slide 4 - What we’ll talk about today Why you are here - Purpose What you are about - Mission Where you want to go - Vision Value Proposition Business Model SWOT Goals and objectives On Target Contractor
Slide 5 - We will start with your company direction, why you are in business, and what you want to achieve. Then we’ll look at your vision for the future of your company and then define the goals and objectives that will help you create that future. 5 Why are you here?
Slide 6 - Who are you? What are you in business for? What do you stand for? What is your purpose?
Slide 7 - Provide guidelines on how to proceed as one pursues organizational purpose. Answer the questions “What do I want to live by?” and “How?” Describe behaviors that demonstrate that the value is being lived. Company Values
Slide 8 - Values are deeply held beliefs that define for each of us what is right. They provide guidelines for our choices and actions. Morals are rules or habits of conduct with reference to standards of right and wrong. Ethics are the principles of conduct governing an individual or a profession, standards of social or professional behavior. Values, Morals & Ethics
Slide 9 - What is our Mission? What is our reason for being? What are our guiding principles?
Slide 10 - Mission Statement A clear statement of your company’s long-term mission. Try to use words that will help direct the growth of your company, but be as concise as possible.
Slide 11 - What is your Business Model? A business model describes the rationale of how an organization creates, delivers and captures value What is your reason for existence? What do you bring to the marketplace? What is the structure of your operations? How are you rewarded for what you do?
Slide 12 - What business am I in? What do I do? What do I bring to the market? Value Proposition: The bundle of products and services that create value for a specific customer segment Who are my target markets? Customer Segments: The different groups of people or organizations your business aims to reach and serve
Slide 13 - Value Proposition val·ue prop·o·si·tion nounvalue propositions, plural (in marketing) An innovation, service, or feature intended to make a company or product attractive to customers Value proposition is a term rapidly replacing the popular business phrase "Unique selling proposition".A value proposition is an offer that describes the quantifiable benefit(s) that the individual(s) or organization(s) making the offer promise(s) to deliver. ... Source: wikipedia.org
Slide 14 - Core Competencies What factors will make the company succeed? What are your major competitive strengths?
Slide 15 - Business Model Map – A Painter’s Canvas Source: Alexander Osterwalder, Business Model Generation
Slide 16 - Where You Are Now The big picture view of your business
Slide 17 - Where do I want to go? What is my Vision for the company? Long term Short term
Slide 18 - What is your current situation - where are you now? How do you see the business some time in the future - where do you want to get to? What are your strategies for how you are going to get there? What are your specific goals to be reached by particular dates so you can track your progress as you go? 18 How do we get there from here?
Slide 19 - Goals One year goals Five-year goals State specific measurable objectives State market share objectives State revenue/profitability objectives What are your plans for the future of the business? Growth? If so, at what rate and how will you achieve it?
Slide 20 - Strategies How are you going to go about achieving your goals? What are the actions steps to carry out your strategies? What are your time frames for these?
Slide 21 - Reviewing Your Business SWOT Analysis
Slide 22 - The Need For Strategy Business success doesn’t come from luck or by accident Planning is necessary Your Business Plan forms your strategy for success SWOT is a technique for analyzing your business so you can come up with the most suitable strategies
Slide 23 - SWOT analysis
Slide 24 - STRENGTH - As an organization what do we do well? WEAKNESS - As an organization what could be our weaknesses or failures ? Scanning The Internal Environment
Slide 25 - Strengths And Weaknesses – Looking Within
Slide 26 - Opportunities & Threats – Looking Outwards OPPORTUNITIES - What possibilities exist in the marketplace that can help our business realize our vision? THREATS - What can go wrong in our business because a particular situation exists in the marketplace that could prevent us from realizing our vision?
Slide 27 - Scanning The External Environment
Slide 28 - On the road to becoming an ON TARGET Contractor…
Slide 29 - What is an On Target Contractor? Works ON the business A Leader with a visioN Known for InTegrity Accountable to yourself and your company Applies best business pRactices Growing personally and professionally Committed to Excellence Has an extensive neTwork
Slide 30 - Has a clear vision, purpose and values for self & company Articulates these effectively to team so that team “buys in” to the leader’s vision, purpose and values Has and is implementing an annual strategic plan Has and is implementing a 3-5 year business plan Delegates effectively! Team members are developing along a career path Owner can take time away from the business without negative results Leadership
Slide 31 - Accounting system is fully & accurately functioning Controls are in place to ensure accuracy On Target Financial Monitoring is up to date and being used effectively as a business tool Key Metrics are up to date and being used to keep your finger on the financial pulse of your business Owner reviews Financial Data and Metrics at least monthly and takes action where indicated An adequate credit line is in place The business has a good accountant and banker who understand and effectively support the business goals Company is profitable, solvent and able to finance its growth and reward stakeholders Finance
Slide 32 - Has functioning operating systems HR Systems – hiring & recruiting procedures, job descriptions, performance management system, employee manual Policies/Procedures for all key activities Technology/software are in place and being used effectively including effective network and backup systems Has an effective customer process flow with all employees “buying in” and implementing Has an Employee Training program Offers employee benefits & growth path to encourage long term employment for good employees Has a Performance Review process in place Has an office/shop that is suitable for current & planned growth Has appropriate support personnel to manage present & upcoming growth Administration
Slide 33 - Has a Marketing Plan with the following components Marketing Strategy – with target markets, and strategy for each Marketing Budget - with breakdown for each strategy Marketing Timeline – when each strategy is to be launched or otherwise acted upon Measures the ROI on each Marketing strategy Has an effective system to stay in contact with customers and potential customers Evaluates periodically, the target markets, niches and marketing strategies to ensure that they are still in line with current growth plans, market changes, and new initiatives Invests in Education & Training for sales team (including mentoring by owners or other sales team) Measures the effectiveness of sales team Marketing & Sales
Slide 34 - Growing personally and professionally Looking for better ways achieve your business goals and to serve your target markets New products New services New methods of service delivery New marketing opportunities New ways to deliver your marketing message New ways that technology can serve your business New trends that serve your market New ways to differentiate your company Innovation
Slide 35 - Become more profitable Be able to reward shareholders and key employees Achieve your business goals Make timely changes to your strategy Improve quality of life both personally and professionally Develop a great support group and good friends with whom to celebrate your progress Rewards of being “On Target”
Slide 36 - Session 1 Create a working draft of your Mission Statement Create a working draft of your 1 and 5 year Vision Answer the questions on the handout 36 Implementation Steps