Business plan 2019 V2.1 Final

Business Plan 2019

Prepared by
Date issued
Document version
Confidential. This document may not be distributed or copied without prior consent from Canon
[NSO]

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Contents

Review of Last Year ........................................................................................................................... 3
What was my performance last year? ....................................................................................... 3
What was my assessment of last year?....................................................................................... 4

Lessons learned from last year?....................................................................................................... 4
First Look at 2019 ................................................................................................................................ 5

What is my outlook for this year? ................................................................................................. 5
Business Plan fundamentals ............................................................................................................. 6

What are my objectives for the year? ........................................................................................ 6
What are my agreed objectives with my manager? ............................................................... 6
BHAGs – Big hairy audacious goals - What’s my commitment?............................................. 7
Focus Areas? .................................................................................................................................. 8
Any barriers to success?................................................................................................................ 8
Lighthouse accounts – beacon accounts to win ......................................................................... 9
Where do I want to go, but the computer says no! ................................................................... 10
Any early heads up? ....................................................................................................................... 10
It’s all about me isn’t it? .................................................................................................................. 11

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Review of Last Year

What was my performance last year?

Total Performance Last Year

Budget Achievement %age Comments
performance
Core
Revenue
Solutions
Revenue
Total Revenue

Gross Margin

MPS N/A N/A
Achievement

Core Revenue New Business Contribution Deals
Solutions Revenue Gross Margin

Free text your comments on this performance:>

3

What was my assessment of last year?

Free text your assessment of this performance:>
“What 3 things did you do well? What 3 things could you improve? What were you
most proud of? What was your lowest point?”

Lessons learned from last year?

Free text lessons learned:>
“Self-reflection, if you do the same things this year will you expect the same result, do
you want to develop, if so think about what you feel went well, what didn’t, motivators
and demotivators – your opportunity, be brave be the first penguin.”

4

First Look at 2019

What is my outlook for this year?

Please feel free to cut and past the 12-month outlook view from SFDC or complete the
attached table:>

2019 Outlook

Commit Best Case Pipeline Demand Total
Generation

January
February
March
April
May
June
July
August
September
October
November
December
TOTAL

Free text your assessment of this performance:>

“What does this say to you? What actions do you need to think about? How confident
are you for 2019? What help do you need?”

5

Business Plan fundamentals

What are my objectives for the year?

Free text your key objectives for the year here:>
“What do you want to achieve? Is it a holiday, new house, more prestige – what do
you want?”

What are my agreed objectives with my manager?

Free text your agreed objectives for the year here:>
“What are your agreed objectives from a PRD and business perspective, what are your
obligations and commitments to the organisation?”
e.g. [sell] One More Thing

6

BHAGs – Big hairy audacious goals - What’s my commitment?

“Please think “big” and state what you would like to achieve

Months What do you What’s the Is it achievable? Are you being When do you
Month1 want to do? measure realistic? want to achieve
it by?

Month 2

Month 3

Month 4

Month 5

Month 6

Month 7

Month 8

Month 9

Month 10

Month 11

Month 12

7

Focus Areas?

Free text your focus areas for the year here:>
“Focus on, requirements, planning both strategic and tactical, training, resources”
e.g.
New Business as a percentage of my total achievement
What are my lighthouse accounts?

Any barriers to success?

Free text your barriers for the year here:>
“Not just a moan fest, what do you believe can be issues and how do you potentially
mitigate them, be a radiator not a drain.”
e.g.
Pricing
Breaking into new business accounts

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Lighthouse accounts – beacon accounts to win

Identification

Account New or Business Plan2Prosper? Timelines
name existing window?

Note:
Be explicit on accounts. Are they new or existing, your strategy might change?
Do you need to complete a business window to enable you to identify an entry
strategy or are you just going to wing it?
Is the account identified as a customer for life account? Have I done a P2P plan?
If it isn’t would this help me construct a working roadmap to gain access to the
account?
What value am I adding if I do none of the above?
What are the timelines you are setting yourself to gain access to this account – be
realistic.

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Where do I want to go, but the computer says no!

Free text. Identify the areas you need support on :>
“These aren’t barriers, they are perceptions to change, how do you gain support to
get through?”
e.g.
Access to the Commercial team
Speed of response from the Centre

Any early heads up?

Free text areas or items to flag:>
“Anything need flagging? Business or home, anything the business needs to be aware
of or were you think there may be an issue?”

10

It’s all about me isn’t it?

Free text it’s all about me:>
“What are your motivators and demotivators – this is a great opportunity at a great
company, be brave be the first penguin. Where do you think you need to develop,
what are you going to do to develop yourself over the next 12 months, what are you
committing to?”

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