This presentation details an example of a business development plan that is necessary for any business, especially one that is moving its products or services into new emerging markets. We provide this exercise for our coaching clients as they prepare for their market entry for we believe that Success comes to those who plan for it!

1. Business Development Plan
Global Markets Business Coaching

2. Presentation of Business Plan
• The Business Development Plan is a 40
paged full document filled with a rigorous
amount of financial data
• This is an example of an accounting firm
known as John Smith Accountants who took
his service into a new emerging market
• Business Plan 2010
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3. Table of Contents
• Executive summary
• Business background
• Business model
• Market analysis
• Marketing plan
• Business analysis
• Business financials
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4. Executive Summary
• Business statement
• Strategic objective
• Ownership and target funds
• Customer forecast
• Capacity forecast
• Financial forecast
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5. Business Statement
• John Smith Accountants is an
accountancy practice founded in 2006
by partner John Smith
• John Smith Accountants Supplies
general accountancy services to sole
traders and small and medium sized
businesses
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6. Strategic Objective
• The Strategic Objective of John Smith
Accountants is to move into a new
emerging market and to grow all
operations from its current turnover
of $350k to $1.5m and exceed a net
profit of 25%, within 5 years.
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7. Ownership and Target Funds
• Current ownership resides with the
sole Partner John Smith.
• John Smith Accountants has
calculated that it requires an injection
of $60k to fund:
The addition of a Practice Manager and
an Administrator in the new market
Effective marketing and promotions
The business cash flow requirement
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8. Customer Summary
• This table forecasts the number of
clients resulting from our client
acquisition and retention strategies:
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Global Markets Business Coaching

9. Capacity Summary
• The table below forecasts the number
of employees required to service our
growing customer numbers. It also
forecasts sales and profit per
employee.
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10. Financial Summary
• This table forecasts the growth in
turnover, profits and business value:
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11. Business Background
• John Smith Accountants was founded by
John Smith in May 2006.
• John Smith Accountants will complete its
5th year of business at the end of March
2011 with a projected turnover of
$350k.
• Their chosen expansion is to seize the
growth opportunities arising from a
choice emerging market.
• The Senior Partner John Smith and 3
supporting Accountants have over 35
years of experience in the field.
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12. Personal History
• John Smith graduated from the
University of Texas in 1989 and
worked for one of the major
accounting practices before setting
up John Smith Accountants in 2006.
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13. Business Model
• The business model links Customers,
Capacity and Cash:
Customers to Capacity
Customers to cash ‘in’
Customers to cash ‘out’
Capacity to cash ‘out’
• These links are shown in the following
tables and form the basis for the
forecasts in this plan.
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14. Customers to Capacity
Time required by each resource type to
deliver each service:
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15. Capacity
The number of customer-facing hours
available each month is modeled as
shown below:
The figures exclude holidays and time for
administration, training, coffee breaks and
sick days. We’ve used a conservative level
of 65% of normal monthly hours after 4
weeks vacation.
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16. Customers to Cash-In
Mix of services by client type - what
they buy and how frequently they
buy:
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17. Quantity Buying Profile
Sole Proprietors and Small Business
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18. Quantity Buying Profiles
Medium size companies
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19. Services Summary
Summary of average quantities,
prices, discounts, commissions and
gross margin:
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20. Profiles
The Sales Lag models the time from
promotion to invoice:
The Customer Payment Profile models the
lag between invoice and payment and any
bad debt:
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21. Client Retention
The top row of the table below shows the
impact of the retention profile after each
year up to 5 years:
The retention works in conjunction with the
repeat buying profile shown against each
product or service in the Client Product
Matrix.
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22. Customers to Cash-Out
Here’s an estimate of the cost of
acquiring new customers and the
budget required:
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23. Capacity to Cash-Out
Scaled resources and support
numbers:
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24. Salaries
Support and scaled resource types
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25. Resource Costs
When each new resource type is
added, the following costs have also
been included:
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26. Volumes by Product
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27. Sales by Product
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28. Market Analysis
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29. Marketing Plan
The table below shows each
promotional option, launch dates,
targets and costs:
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30. Cost Per Response
The following table shows the
expected response rates from each
promotion:
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31. Annual Responses
The table below shows the number of
responses expected from each
promotion in each of the 5 years of
the plan:
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32. Cost of Acquisition
Summary of total responses, the total
costs and the average cost of
acquisition:
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33. Customer Summary Year 1
This table shows customer acquisition
and retention and the impact on
revenues:
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34. Customer Summary
This table shows customer acquisition
and retention and the impact on
revenues over the 5 years of this
plan:
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Global Markets Business Coaching

35. Sensitivity Analysis
• John Smith Accountants aims to enter their
new market and grow overall sales to a
turnover of $1.5m in 5 years. A cash injection
of $60k is required.
• The risk to the funds requested by this plan is
considered to be low because:
– The funds are only required in the early stages for
the development of the infrastructure
– The business plan indicates steady growth using
various promotions to spread the risk
– The gross profit margin is high
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36. Areas of Sensitivity
• The conversion rate prospect-to-client is
lower than expected. We’ve used the
rate currently being achieved of 33%.
• The conversion rate promotional target-
to-prospect is lower than expected. The
cashflow would be sufficient to service
the debt even on the lowest predictions.
• The company’s promotional efforts
attract a higher proportion of low-value
clients. Our promotions will be well-
targeted.
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37. SWOT - Internal Strengths
• The owner and supporting
accountants have been running a
profitable business for 5 years with a
proven track record
• The experience of the chosen
employees in this new market and
industry are strong and connected
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Global Markets Business Coaching

38. SWOT - Internal Weaknesses
• Insufficient capitalization to ensure
John Smith Accountants takes
advantage of its potential growth
opportunities
• Unknown brand name. John Smith
Accountants is not as well established
as its main competitors in this new
emerging market
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Global Markets Business Coaching

39. SWOT - External Opportunities
• Actively Marketing the company and
its services in accordance with
strategic objectives
• An opportunity to provide a superior
service without an increase in fees
through improved efficiency
• The sheer volume of people needing
these services in this high growth
market
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40. SWOT - External Threats
• Competition from countries with
qualified but cheaper labour
• Competition from domestic players
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41. Profit and Loss
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42. Cash Flow
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43. Next Steps - Contact the Global
Markets Coaching Team
 Success comes to those who Plan for It!
 Business Development Planning is dynamic and
energizing and that’s exactly what we do with our
highly calibrated system.
 Let us help you Develop a Business Plan to:
• Show where you’re business is going, how it intends to
get there, the finance required and what it could be
worth.
• Secure a Bank Loan
• Secure Investors
• Maximize your Business Valuation according to your
ambition and timeline
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44. Global Markets Coaching LLC
• enquiries@globalmarketscoaching.com
• www.globalmarketscoaching.com
• t: (888) - 283 - 5055
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Global Markets Business Coaching