business planning macro to micro 2014
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Business Planning Macro to Micro
Business Planning Tools & Techniques
Balancing strategicallyMacro & MicroGraham Crews
1Current climate more than ever need to know where your business is goingOptimum route to market
Most profitable options
Markets / Channels
Risks / Opportunities
Review a range of What if Scenario's08/10/2014www.crewscomcons.co.ukGraham Crews
Marco Business Plans Normal Top line - What aiming to do this year.
Like build a houseArchitects plans of how the house should look.
08/10/2014www.crewscomcons.co.ukGraham Crews
Macro Business PlansIllustrates the outline
Micro Business PlansTo make a house how do you actually build it??
Brick by Brick
That is the Micro aspect of Business
Plans for all components
Many miss this aspect
The Sum total of the Micro = Macro08/10/2014www.crewscomcons.co.ukGraham Crews
Sound Great Theory...........But if I spend a whole year planning when do I actually do?
A good planning tool adds significant value
A poor one is simply an added process that actually detracts from the doing.08/10/2014www.crewscomcons.co.ukGraham Crews
Key point to realiseA business planning tool must cover all aspects of a business
A simple point but one all too frequently missed
Equally there this distinct difference between a traditional sales target and a business plan target.
08/10/2014www.crewscomcons.co.ukGraham Crews
To Illustrate this Sales Target08/10/2014www.crewscomcons.co.ukGraham Crews
Sales person see sales target and strives for itSales person achieves sales target and????Target 100%Target 100%Target 100%Achieves 115%Sales person smashed sales target traditionally bigger bonus
To Illustrate this in Business Planning terms08/10/2014www.crewscomcons.co.ukGraham Crews
Sales person is behind target currentlySales person bang on sales targetAchieves 115%Sales have missed the target
Developing a Business Plan is not the same as setting sales targets.A Sales target is like 100M First past the post wins
Business plan need to be more accurateAn Archery Target. where the runner ended up was actually of the board98% is more accurate than 115%
The whole business needs to support this the implications are costly Too much stock / not enough stock
Equally this is noise in your business ideally wish to seek to minimise this
Enable you to hear your business
08/10/2014www.crewscomcons.co.ukGraham Crews
9Sounds Great but what can I realistically expect08/10/2014www.crewscomcons.co.ukGraham Crews
Summary sheet Month on Month performance Summary sheet
Sounds Great but what can I realistically expect08/10/2014www.crewscomcons.co.ukGraham CrewsSummary sheets illustrating at a glance how you wish to see you business by month / by customer/ by product type / accumulated
Developing a Business Planning ToolDo not over complicate initially
Decide on your inputs and your outputs
In reality quite simple What products sell
Which customers
What prices
Promotional elements
Volumes08/10/2014www.crewscomcons.co.ukGraham Crews
Developing a Business Planning ToolEqually if you realise how you would like to analyse your results will help to structure this correctly
Customer Types? Retail National accounts / RegionalWholesale/ Distributors/Export
Channel TypesDirect /Indirect /On line
Product TypesKey CategoriesHow plan for in Production would what that help
08/10/2014www.crewscomcons.co.ukGraham Crews
Developing a Business Planning ToolAll the ones illustrated are live actual used planning tools
Across a range of complex industries
International Blue-chip / SME / Start upMedical Devices / FMCG / Construction
All on simple Excel spreadsheets
Easy to use All created in houseMajority of staff familiar with so no training needed.
08/10/2014www.crewscomcons.co.ukGraham Crews
Developing a Business Planning ToolWhat if Scenario's are the most powerful tool to ensure you make informed planned business decisionsWhat is most profitable1 Large BoGof3 Small shelf features?Allow account managers to, account manage
Needs to be run in conjunction with other internal processes Discretionary discount levelsApproval processesThis tool should then become central for the whole business Production / Finance / Marketing etc08/10/2014www.crewscomcons.co.ukGraham Crews
Factors for ConsiderationWho will build up the plans?What support will be available?How much information on costing will you give to the team All financials need to tie into finance deptHow track variance in prices is that sales team or buying performance that should be recognised?How track actuals Vs plannedWill you track accuracy - if so over what time frame.How manage the difference between Macro target and sum of Micro either way
08/10/2014www.crewscomcons.co.ukGraham Crews
SummaryShould be a central business tool.
Like Sat Nav directing you to where you would like to get toIllustrate congestion and other issues on the way Alternative routes Identifying when you are likely to arrive so that you can plan accordingly.
Business Plan should be a valuable tool that adds value
If it isnt you are not using it correctly
Demonstration You tube video is availablehttps://www.youtube.com/watch?v=g9zKZl9R7vw
08/10/2014www.crewscomcons.co.ukGraham Crews
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[email protected] www.crewscomcons.co.uk Graham_crewsJoin my Linkedin Network
+44 (0) 796000 1776
+44 (0) 161 215 0836Graham CrewsAny Questions or queries please contact
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