Why Develop a Business Plan To help you: Maximize selling time Target clients Identify potential employees Manage workflows Work smarter, not harder Grow your sales MDC Operations and Best Practices > Objectives

MDC Operations and Best Practices > Business Planning My 2016 Business Plan Name: Date: MDC Operations and Best Practices > Business Planning

MDC Operations and Best Practices > Business Planning Name: 1. Overview State of the Union for Business (200 words or less)       Vision – Where do you see taking your business in the next 12 to 18 months?       MDC Operations and Best Practices > Business Planning

MDC Operations and Best Practices > Business Planning 2. Goals, Objectives & Initiatives Sales Goals Drive cultural change “We are all in this together.” Aggressiveness and sense of urgency Accountability for decisions and results Drive profitable growth Capitalize on Sales Specialization – Print, Promo, eCommerce etc… Capitalize on strategic selling opportunities Re-sign expiring contracts and minimize erosion Drive margin improvement Focus on the 4 pillars: New sales with new customers Growth of existing customers Hire sales representatives Consider M&A MDC Operations and Best Practices > Business Planning

MDC Operations and Best Practices > Business Planning Objectives- these objectives should align with your sales goals (Suggest 5 objectives) 1. 2. 3. 4. 5. 2016 Initiatives – How will you accomplish your objectives listed above? Objective Related Initiative Initiative Description MDC Operations and Best Practices > Business Planning

MDC Operations and Best Practices > Business Planning Personal Development Objectives Accountability- Push every rep, be more demanding. Set goals and make them achieve that goal. Coaching- Pre-call: Who is it, why are they a prospect, what is the plan Post call: How did it go, what are the next steps, etc? Motivating- Are you preparing your teams emotionally and mentally to do battle? Growing the Sales Organization- Development of existing staff Recruiting- “Every new hire is an upgrade.” Every new hire should be hired to be better than existing staff. 1. Accountability:       2. Coaching:       3. Motivating:       4. Growing the Sales Organization:       5. Recruiting:       6. Others:       MDC Operations and Best Practices > Business Planning

MDC Operations and Best Practices > Business Planning 3. Talent Management How are you developing the resources that are key to your success?       What types of changes do you need to make to elevate your team?       Do you have any at risk employees? How can you mitigate these risks?       MDC Operations and Best Practices > Business Planning

MDC Operations and Best Practices > Business Planning 4. Competitive Analysis Relative to the competitive environment in your area: who are your competitors, what concerns do you have about your competitors, and what can you do in your area to beat the competition? Competitors Potential M&A opportunity? Concerns How to beat the competition MDC Operations and Best Practices > Business Planning

MDC Operations and Best Practices > Business Planning 5. Opportunities and Risks What are the key opportunities in your region?       What risks/obstacles may impact your ability to successfully accomplish your objectives?       MDC Operations and Best Practices > Business Planning

MDC Operations and Best Practices > Business Planning 6. Performance Measures Metric Revenue GP $ Comments Prior Year: Business Loss/Erosion Business at Risk Subtotal New business from prior year wins New business from current year Expected Current Year Finish Goal Gap How will your outlined plan improve your performance measures?       MDC Operations and Best Practices > Business Planning

MDC Operations and Best Practices > Business Planning 7. Existing Account Information Top Revenue Accounts that Drive 90% of Performance Account Name Revenue Forecast GP $ Prior Year GP GP $ Change Comments MDC Operations and Best Practices > Business Planning

MDC Operations and Best Practices > Business Planning Top New Accounts that will drive Profitable Growth Account Name Revenue Forecast GP $ Comments MDC Operations and Best Practices > Business Planning

MDC Operations and Best Practices > Business Planning Top Down Accounts that will have a Negative Effect on sales Account Name Revenue Forecast GP $ Prior Year GP GP $ Change Comments MDC Operations and Best Practices > Business Planning

MDC Operations and Best Practices > Business Planning Top Prospects in Pipeline and Selling Stage Prospect Account Expected Close Date Revenue Forecast GP $ Forecast Comments MDC Operations and Best Practices > Business Planning

MDC Operations and Best Practices > Business Planning Contract Renewals – All Contracts Expiring in 2016 Account Name Renewal Date Actual Revenue 2015 Actual GP $ 2015 GP Change Comments MDC Operations and Best Practices > Business Planning

MDC Operations and Best Practices > Business Planning 10. 2015 Financial Review Measure 2015 Estimated Actual 2014 Actual Variance (15 v. 14) Revenue New Wins Total: MDC Operations and Best Practices > Business Planning

MDC Operations and Best Practices > Business Planning 11. 2015 Review Major Wins > $100K Major Losses > $100K MDC Operations and Best Practices > Business Planning

MDC Operations and Best Practices > Business Planning 12. Top 10 Pipeline – Expected to Close in 2016 Account Solution Type Estimated Annual Value Estimated Close Date Probability High, Medium, Low Status MDC Operations and Best Practices > Business Planning

MDC Operations and Best Practices > Business Planning 15. Additional Information (Optional)       MDC Operations and Best Practices > Business Planning

MDC Operations and Best Practices > Call to Action Develop your business plan Plan to incorporate at least three new ideas into your business today MDC Operations and Best Practices > Call to Action