1. Valley At Work June 7th 2011 BUSINESS PLANS & MARKETING

2. Valley At Work June 7th 2011 What I am going to talk about: Business Plans How Marketing can enable Business Plans

3. Valley At Work June 7th 2011 What I am NOT going to talk about: Tax Planning VAT Planning Cash flow Financial Planning ………see your IFA!

4. Valley At Work June 7th 2011 LESSON ONE

5. Valley At Work June 7th 2011 BUSINESS PLAN STRUCTURE CURRENT KNOW WHERE YOU ARE NOW FUTURE DECIDE WHERE YOU WANT TO GO AND HOW YOU CAN ACHIEVE IT ANALYSIS / RESEARCH EXTERNAL - Business environment - Market Place / Share - Competition - Suppliers INTERNAL - Products and Services - Customers - Communication - Sales - Company structure - Management / Team / R&R SWOT ANALYSIS - Strengths and Weaknesses - Opportunities / Threats - Define Your Mission STRATEGY / VISION Marketing + Sales Product – Place – Pricing – Promotion The Team Include and incentivise Customers NP to NC = DIVERSIFICATION EP to EC = GROW & MAINTAIN NP to EC = NPD EP to NC = Acquisition Operations / Technology Financing Profit/Loss - Balance Sheet Cash flow - T/O v Margin Investment (internal / 3rd party) Please ask your IFA and/or Bank!!!

6. Valley At Work June 7th 2011 LESSON TWO

7. Valley At Work June 7th 2011 MARKETING – OR PREPARING FOR SALES! "What you are going to sell to whom, when and how you are going to sell it, how much contribution (gross profit) the sales produce, what the marketing cost will be, and what will be the return on investment."

8. Valley At Work June 7th 2011 MARKETING – BASIC PLANNING Believed by many to mean the same as advertising or sales promotion, marketing actually means and covers everything from company culture and positioning, through market research, new business/product development, advertising and promotion, PR (public/press relations), and arguably all of the sales functions as well. Marketing is the process by which a business decides what it will sell, to whom, when and how, and then does it. marketing plan - logically a plan which details what a business will sell, to whom, when and how, implicitly including the business/marketing strategy.

9. Valley At Work June 7th 2011 LESSON THREE

10. Valley At Work June 7th 2011 INTERACTIVE ACRONYM INTERLUDE!

11. Valley At Work June 7th 2011 LESSON FOUR

12. Valley At Work June 7th 2011 MARKETING & COMMUNICATION “No nonsense with results” Cut out the jargon, do not overcomplicate and always, always understand that it isn’t the chicken or the egg or six of one and half a dozen of the other: BUSINESS STARTS WHEN YOU SELL SOMETHING!

13. Valley At Work June 7th 2011 LESSON FIVE

14. Valley At Work June 7th 2011 MARKETING – THE FINAL WORD! If you sign up to philosophy that if it isn’t broken don’t try and fix it – please do not attempt to write a business / marketing plan – you will not succeed! IF IT IS NOT BROKEN – MAKE IT BETTER!!!!!

15. Valley At Work June 7th 2011 QUESTIONS?