Successful-Business-Planning.pdf

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CONTENTS
Introduction
2
Expectations
6
Implementation
7
Outcomes of Planning
8
Getting the Most Out of This Book
9
Customizing Your Plan
10
ONE
The Strategic Business Plan (SBP) – Strategic Section
Overview
14
The Strategic Plan: Looking Forward 3 to 5 Years
16
Section 1: Strategic Direction
17
Section 2: Objectives and Goals
25
Section 3: Growth Strategies
32
Section 4: Business Portfolio Plan
37
TWO
The Strategic Business Plan – Tactical Section
Overview
44
Section 5: Situation Analysis
46
Level A: Marketing Mix – Product
47
Level A: Marketing Mix – Pricing
50
Level A: Marketing Mix – Distribution Channels and Methods
51
Level A: Marketing Mix – Advertising and Sales Promotion
55
Level B: Competitor Analysis
59
Level C: Market Background
64
Section 6: Market Opportunities
71
Section 7: Tactical Objectives
75
Assumptions
75
Primary Objectives
78
Functional Objectives
79
Non-Product Objectives
83
CONTENTS
 
Section 8: Strategies and Tactics
85
Strategies and Tactics
85
Summary Strategy
89
Section 9: Financial Controls and Budgets
90
Summary
91
Schedule for Strategic Business Planning
93
THREE
Business Problem Solver: The Strategic
Business Plan in Action
Overview
98
1. LizClaiborne
100
2. BankingIndustry
102
3. GeneralElectric
105
4. Nutrasweet
108
5. CumminsEngines
109
6. IBM
112
7. Baldor Electric Co.
114
8. SAS
117
9. Canon, Sharp, Ricoh
119
10. Sony
122
11. Siebel Systems
124
12. Southwest Airlines
126
13. Hyundai Motor Co.
129
14. Graybar Electric
132
15. Lowe’s
134
16. Ericsson
137
17. John Deere
139
Summary
141
SUCCESSFUL BUSINESS PLANNING
 
FOUR
Checklists for Developing Competitive Strategies
Overview
144
How to Conduct the Analysis
145
Checklists for Developing Competitive Analysis
146
Competitive Advantage Analysis: Product
151
Competitive Advantage Analysis: Price
153
Competitive Advantage Analysis: Promotion
154
Competitive Advantage Analysis: Distribution
156
The Business Audit
157
FIVE
Help Topics
Overview
166
Help Topics Contents
167
Part 1: Competitive Strategy 172
1.1 Why Should You be Concerned With Competitive Strategy? 172
1.2 Strategy Defined for Your SBP
173
1.3 Implementing Strategy
174
1.4 Strategy Principles
177
Part 2: Looking at Your Market
186
2.1 Why Look at Your Market?
187
2.2 Analysing Customer Groups
187
2.3 Determining Patterns of Customer Behavior
193
2.4 Examining Unfilled Wants and Needs
197
2.5 Identifying Competitor Behavior
203
2.6 Viewing the Industry
206
2.7 Scanning the Environment
210
Part 3: Looking at Your Company
214
3.1 Why Look at Your Company?
215
3.2 Your Company’s Performance
216
3.3 Your Company’s Strategic Priorities
219
3.4 Your Company Costs
226
3.5 Your Company’s Portfolio of Products and Markets
235
CONTENTS
 
3.6 Your Company’s Financial Resources
242
3.7 Your Company’s Strengths/Weaknesses
245
Summary
246
Part 4: Integrating Business Intelligence Into Your SBP
247
4.1 Why Integrate Business Intelligence Into Your SBP?
248
4.2 Information, Intelligence and Decision-Making
249
4.3 Developing a Competitor Intelligence System
252
4.4 Application of the Competitor and Business
Intelligence Systems
256
Part 5: Applying Marketing Research to Your SBP
260
5.1 Why Apply Market Research to Your SBP?
260
5.2 Marketing Research Guidelines
262
5.3 Generating Primary Data
262
5.4 FocusGroups
269
5.5 ImageResearch
271
5.6 Generating Secondary Information
274
5.7 The World Wide Web – A Boon to The SBP
275
Summary
276
Part 6: Selecting Market Strategies
277
6.1 Why Select Market Strategies?
277
6.2 MarketSize
278
6.3 MarketEntry
278
6.4 MarketCommitment
280
6.5 MarketDemand
280
6.6 MarketDiversification
281
Part 7: Selecting Product/Service Strategies
284
7.1 Why Select Product/Service Strategies?
284
7.2 Positioning
285
7.3 ProductLife-Cycle
287
7.4 ProductCompetition
294
7.5 ProductMix
295
7.6 ProductDesign
297
7.7 NewProducts/Services
298
7.8 ProductAudit
304
SUCCESSFUL BUSINESS PLANNING
 

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