MARKETS approach

MARKETS approach

Shailendra Vyakarnam

Business planning process

MarketsApproachRewardsKnowledgeEthicsTeamSustainability

Business PlanLogicTrail

CompellingDraws together

Making thePitch – PresentingTo your audience

Take informationForward into aBusiness plan

SummaryUse of right wordsCompelling

MARKETS approach

Leading to the businessplan

Yes/No

ScopeAndscale

How Engagement

Preparation

• Markets• Approach• Rewards• Knowledge• Ethical values • Team• Sustainability

Markets

• What is the unmet need of your customers?• Who are your customers (segments, channels)• What is the size of the market?• Level of competition• How does the market actually work – the rules you have

to obey or change • What are the hot buttons for your customers – why will

they buy?

Approach

• Having identified your markets/customers – how will you organise yourself to make money?

• What is your business model to maximise returns and minimise risks?

• What are your assumptions?• What resources do you need to “make it happen”.• What strategies and tactical approaches should you take?• Draw a chart of the way you fit into the market place and where you

add value?

Returns

• How will shareholders be rewarded?• How will you reward your customers, suppliers?• How will you reward your key staff and your

employees generally?• What rewards are you looking forward to?

Knowledge

• What do you know or what skills does your company possess that is unique and different from your competition?

• Do you have knowledge that is protectable with patents, copyrights, trademarks or brand?

• Who in your business has key knowledge and have you protected the person/the company?

Ethical values

• What are your values or guiding principles that help you make decisions?

• How do you see the environment around you and the opportunities?

• Does your team buy-into the values you have?• Are they consistent with your customers and

others?

Top - Teams

• Do you have a well balanced management team?

• Does the team buy-into the vision and strategy of the business?

• Does the team get on well internally?• Do they manage the rest of the business?• How will you recruit future team members and

keep them?

Top team

Vision

Values

Social skills

Deliver promises

PersonalBuy-in

Sustainability

• What will you do to retain your competitive sustainable advantage?

• What systems and procedures will you put in place to keep customers happy?

• How do you sustain the values and culture of the business to grow and thrive?

GOALS / OBJECTIVESShould be SMART

S SpecificM MeasurableA AttainableR Reviewed /ResourcedT Time bound