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

1. Hello 2020
‫ممكن‬‫نبتدي‬‫السنه‬‫دي‬‫صح؟‬
Good Bye 2019
‫اللي‬‫ذاكر‬‫ذاكر‬،‫و‬‫اللي‬‫نجح‬‫نجح‬!

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
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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
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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
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5. +
What is Business Development?
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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. Business Development Best Practices
‫أفضل‬‫الممارسات‬‫في‬‫تطوير‬‫األعمال‬
๏ PESTEL ‫تحليل‬‫العوامل‬‫الخارجيه‬
๏ Markets analysis ‫تحليل‬‫األسواق‬
๏ Accounts analysis ‫تحليل‬‫حسابات‬‫العمالء‬
๏ Product portfolio analysis ‫تحليل‬‫محفظة‬‫المنتجات‬
๏ Revenue plan ‫خطة‬‫اإليرادات‬
๏ Talent plan ‫خطة‬‫تطوير‬‫القوى‬‫البشريه‬

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. 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. ‫مفاجأة‬2020
Full business plan you will have to submit to
your board of directors
‫خطة‬‫العمل‬‫الكامله‬‫التي‬‫سيطلبها‬‫منك‬‫مجلس‬‫اإلداره‬
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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. 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