Planning

Introduction
Many companies possess the skills and experience that are required to develop effective plans for managing expenses but they lack the necessary skills and experiences that are required to develop effective plans for managing and growing sales. Some companies only need help developing effective plans for managing expenses. A few companies need help developing both types of plans. Our Planning Services are targeted to assist companies who need developing effective Financial Plans, and/or effective Sales and Marketing Plans. Additionally these services are targeted to assist companies that need to develop the management skills that are required to proactively generate sales as desired, or planned.

K&A believes that the key Planning Foundation Components required to develop effective annual Plans include defining the planning time frame, defining the desired target markets, defining targeted account profiles, defining the company and opportunity qualification criteria, defining the targeted sales processes, defining the targeted products and/or services, and maintaining an effective data base of customer and prospect information.

Overview
Our Planning Services are tailored for each client and can include assisting with the development of any of the following key components that K&A believes comprise an effective Annual Business Plan:

  • Key Management Goals and Performance Measurements that include the major strategic, operational goals, or ownership goals, that apply for the targeted planning time frame. K&A recommends using 3 -5 years as the targeted planning time frame.
  • Assistance developing any of the Planning Foundation Components listed above.
  • Approved List of Sales Terms and Definitions that are specific to each company. See Common Sales Terms for an example of this list.
  • Summary Financial Plan that includes the summary of the planned sales, gross margin, operating expenses, other expenses, and net margin for each year in the planning time frame. K&A recommends a planning time frame of 5 years backwards, and 5 years forward. We also recommend that sales be planned by major category of customers, and/or by major target markets. This plan should also include the development of key management performance metrics for each major business unit or each major function.
  • Detail Financial Plan that includes the detailed version of the planned sales, gross margin, operating expenses, other expenses, and net margin for the next fiscal year. K&A recommends developing a detailed financial plan for the next fiscal year.
  • Sales Plan that includes the shipping plan for the types and size of sales orders that are required to meet the Financial Plan. K&A recommends that planned sales be broken down into these categories: 1) new sales to new customers, 2) add-on sales to new customers, 3) existing sales to existing customers, and 4) new sales to existing customers. It also includes the development of the required sales goals and quotas.
  • Booking Plan that includes the order receipt plan for the types of sizes of sales orders that are required to meet the Financial Plan.
  • Lead Generation Marketing Plan that includes the plan for generating the targeted number of leads required to meet the Sales Plan
  • Resource Plan that includes the targeted type and number of sales and marketing resources that will be required to meet the Sales Plan and the Marketing Plan. For an overview of common sales roles see Common Sales Roles and Common Sales Management Roles.
  • Capital Expenditure Plan that includes the new capital purchases that are required to meet the Sales Plan and Marketing Plan.
  • Compensation Plans that include the changes to all applicable compensation plans (management and sales staff) that are required to meet the Key Management Objectives