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Hello 2020
‫ممكن‬‫نبتدي‬‫السنه‬‫دي‬‫صح؟‬
Good Bye 2019
‫اللي‬‫ذاكر‬‫ذاكر‬،‫و‬‫اللي‬‫نجح‬‫نجح‬!
Any IT services company aspires to
• Consistently increasing there revenue and profit
• Building credibility in the eyes o...
Any IT services company aspires to
• Consistently increasing there revenue.
• Revenue types
• Genuine revenue (payroll emp...
Any IT services company aspires to
• Building credibility in the eyes of their customers ==> Revenue
• Reference types
• P...
+
What is Business Development?
5
A business development manager responsibility is to generate revenue that
comes from:
• ...
Business Development Best Practices
‫أفضل‬‫الممارسات‬‫في‬‫تطوير‬‫األعمال‬
๏ PESTEL ‫تحليل‬‫العوامل‬‫الخارجيه‬
๏ Markets an...
Links to my video mini lectures on YouTube
‫روابط‬‫الى‬‫محاضراتي‬‫المختصره‬‫عن‬‫كل‬‫موضوع‬
๏ PESTEL ‫تحليل‬‫العوامل‬‫الخار...
Links to my video mini lectures on YouTube
‫روابط‬‫الى‬‫محاضراتي‬‫المختصره‬‫عن‬‫كل‬‫موضوع‬
๏ Product portfolio analysis ‫ت...
‫مفاجأة‬2020
Full business plan you will have to submit to
your board of directors
‫خطة‬‫العمل‬‫الكامله‬‫التي‬‫سيطلبها‬‫من...
1. Detailed assumptions for 2020 (positive and negative)
2. G&A
3. Sales
4. Direct cost
5. G&A expenses monthly
6. Sales e...
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Hello 2020! Are you ready for your business plan

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time to plan for the next business year (2020 in this presentation)

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Hello 2020! Are you ready for your business plan

  1. 1. Hello 2020 ‫ممكن‬‫نبتدي‬‫السنه‬‫دي‬‫صح؟‬ Good Bye 2019 ‫اللي‬‫ذاكر‬‫ذاكر‬،‫و‬‫اللي‬‫نجح‬‫نجح‬!
  2. 2. Any IT services company aspires to • Consistently increasing there revenue and profit • Building credibility in the eyes of their customers = more revenue by reference-ability) low CAC and high CLTV • Build re-usable IP ‫رصيد‬‫معرفي‬ = highest profit 2
  3. 3. Any IT services company aspires to • Consistently increasing there revenue. • Revenue types • Genuine revenue (payroll employees to overall implementation team). 20-40% GP • Pass through revenue (lowest margin) 10-15% GP • Re-usable IP (highest margin) 50%+ GP 3
  4. 4. Any IT services company aspires to • Building credibility in the eyes of their customers ==> Revenue • Reference types • Product references • Capabilities references • Solution references • Industry references • Reusable IP = Productizing your knowledge by virtue of repetition and documentation 4
  5. 5. + What is Business Development? 5 A business development manager responsibility is to generate revenue that comes from: • New markets, new products, new customer segments/industries, new name customers, using new vendors’ partnerships, or winning back from competition • He/she should be involved in a full sales cycle till closure, then deliver it to mainstream sales team
  6. 6. Business Development Best Practices ‫أفضل‬‫الممارسات‬‫في‬‫تطوير‬‫األعمال‬ ๏ PESTEL ‫تحليل‬‫العوامل‬‫الخارجيه‬ ๏ Markets analysis ‫تحليل‬‫األسواق‬ ๏ Accounts analysis ‫تحليل‬‫حسابات‬‫العمالء‬ ๏ Product portfolio analysis ‫تحليل‬‫محفظة‬‫المنتجات‬ ๏ Revenue plan ‫خطة‬‫اإليرادات‬ ๏ Talent plan ‫خطة‬‫تطوير‬‫القوى‬‫البشريه‬
  7. 7. Links to my video mini lectures on YouTube ‫روابط‬‫الى‬‫محاضراتي‬‫المختصره‬‫عن‬‫كل‬‫موضوع‬ ๏ PESTEL ‫تحليل‬‫العوامل‬‫الخارجيه‬ ๏ https://www.youtube.com/watch?v=BX31X8u5AKM&t=1s ๏ ‫تحليل‬‫نقاط‬‫القوه‬‫و‬‫الضعف‬ ๏ https://www.youtube.com/watch?v=dv1qAW3wtEQ&t=7s ๏ Markets analysis ‫تحليل‬‫األسواق‬ ๏ https://www.youtube.com/watch?v=4m-fL5LWow4&t=2s ๏ Accounts analysis ‫تحليل‬‫حسابات‬‫العمالء‬ ๏ https://www.youtube.com/watch?v=dNLzE5g8qDc&t=3s
  8. 8. Links to my video mini lectures on YouTube ‫روابط‬‫الى‬‫محاضراتي‬‫المختصره‬‫عن‬‫كل‬‫موضوع‬ ๏ Product portfolio analysis ‫تحليل‬‫محفظة‬‫المنتجات‬ ๏ https://www.youtube.com/watch?v=zbvF8e1PZ4o&t=10s ๏ Revenue plan ‫خطة‬‫اإليرادات‬ ๏ https://www.youtube.com/watch?v=okCRTlrd-1Q&t=53s ๏ Talent plan ‫خطة‬‫تطوير‬‫القوى‬‫البشريه‬ ๏ https://www.youtube.com/watch?v=gWd0s4rnf28&t=6s ๏ https://www.youtube.com/watch?v=H07a5dgAvWI&t=49s
  9. 9. ‫مفاجأة‬2020 Full business plan you will have to submit to your board of directors ‫خطة‬‫العمل‬‫الكامله‬‫التي‬‫سيطلبها‬‫منك‬‫مجلس‬‫اإلداره‬ 9 1. Detailed assumptions for 2020 (positive and negative impact) 2. G&A 3. Sales 4. Direct cost 5. G&A expenses monthly 6. Sales expenses monthly 7. Direct expenses monthly 8. Business plan (backlog billing as well as new expected revenue) 9. P&L monthly 10. Cash flow
  10. 10. 1. Detailed assumptions for 2020 (positive and negative) 2. G&A 3. Sales 4. Direct cost 5. G&A expenses monthly 6. Sales expenses monthly 7. Direct expenses monthly 8. Business plan (backlog billing as well as new expected revenue) 9. P&L monthly 10.cash flow

time to plan for the next business year (2020 in this presentation)

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