1. Trajection: Strategic Planning Or Picture Your Strategy Business Ignition System Jeryl Schreiner, D.Sc. Co-founder, Idea Foundry President, WillowRock, Inc. jschreiner@willowrockinc.com

2. Picture Your Strategy Process Method 1: Business Model Strategy Method 3: Positioning Strategy Method 5: Operations Strategy Method 4: Sales Strategy Method 2: Product Strategy

3. Instructions It is easiest to start with the Products/Services block. It is at the middle of the diagram because it is the core of your business, and you start here because it is probably the most defined aspect. o List any the major distinct products that you will sell when you launch. If your business is to sell a variety of goods in several different ways you may want to use the method as the product type. o List any services that you will provide when you launch. Your next step is to think about what and who it takes to build your product and supply your services. o What are the key capabilities of your company that make this product possible and different from similar products? o What type of organizations will supply you with material goods or services? o Think about other organizations that you will partner with because of synergies that will provide risk and reward to both entities. o Think about what regulating dependencies your company must comply with to be successful in your industry i.e. standards, laws, etc. Next, think about your customer framework - in other words who are you selling to and how will sell to them. o Describe your customers as a group i.e. parents, small businesses, etc. then further describe them to show that these are people who have a need that your product uniquely addresses. i.e. middleclass parents who are computer novices o Next, Think of who will be making sales to your customers. Will you have a direct sales force? Will you sell via online retailers like Amazon or Café Express? o To complete this section, think of who will distribute your product. Will you do it yourself? Will you have a warehouse that ships for you? The Last section it two-fold and portrays the financial cost and benefits between your operations and your product and between your product and your customers. o Describe all the costs that you will incur in producing your products and providing your services. I.e. Software development costs, plastic molds, etc. o The very last step is the major driver for being in business, how will you make money from your products and services? After youre done go back and look at the whole picture. Is it accurate? Is it effective? Does it need to be tweaked?

4. Connection Product Core Capabilities Value Framework Customer Framework Operations Framework Financial Framework Your Business Model Diagram Core Functions Suppliers Pricing Service Target Sales Channel Revenues Costs Dependencies Copyright WillowRock, 2009

5. Your Product Roadmap Diagram Copyright WillowRock, 2009

6. Your Market Position Diagram Copyright WillowRock, 2009

7. Your Sales Process Chart CUSTOMER BUYING PROCESS JOB AIDS ProspectingQualifying Proposal DecisionRepeat Business OUTCOMES/ GOALS SOLUTION SELLING SALES PROCESS STEPS SALES PROCESS ACTIVITIES AND MILESTONES Phase 1 Phase 2Phase 3 Phase 4Phase 5

8. 024681012141618202224 Human Resour- ces Finan- cial Product Manufac- turing Sales & Mar- keting Adminis- trative 26 Your Operations Milestone Chart Copyright WillowRock, 2009