The Business Plan
‘Businesses don’t plan to fail, they fail to plan’ (Benjamin Franklin)
Imagine building a house without a plan - where do you start and how would you end up?
If you want a great business – start with a great plan!
A business plan provides a clear direction for your business. It is regularly checked and updated to ensure your
long and short term goals are kept on track and to provide strategies to ensure success and growth.
Instructions
The following pages will guide you through developing your our business plan. For examples and important
notes please read the Appendixes at the end of this guide.
Once each section is completed, delete all questions and any instructions to ensure a clean, professional
looking document – as your business plan could potentially be viewed by banks, grant providers, potential
partners, anyone interested in buying your business, external investors or your financial advisor.
Business Name – Business Plan 2016
Page 1 of 22
Business Registration Details
Enter Details Below
Business Name
Trademark
(Offers greater protection of your Business Name)
Trading Name/s
Date Registered
Business Structure
(Sole trader, partnership, trust, company)
Tax File Number (TFN)
Australian Business Number (ABN)
Australian Company Number (ACN)
(if necessary)
GST Registered
Domain Names
Licences or Permits
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Business Plan Summary
Important: Skip this section and return to it when the Business Plan has been completed. The summary provides
a detailed outline of your business plan which saves others the time of trolling through the many pages that
follow. It should be at approximately 1 – 2 pages.
The Business:
Description of the business.
Mission Statement
Business goals and how you will achieve your goals in your time frame.
Further developments.
Previous history and experience.
Why your business will be successful
Target Market:
Who are your customers?
Size of Market?
What are their needs?
How will you satisfy them?
Your competitive advantage?
Current market Conditions? Outlook?
Marketing Strategy:
How do you plan to enter the market?
How do you intend to attract and keep customers?
How and why will this work?
Advertising Strategies? (Pamphlet drops, Radio, Web Site, Contacting Builders, Portfolio etc.)
The Finances:
Briefly outline how much profit you intend on making in a particular timeframe.
How much money will you need up-front?
Where will you obtain these funds?
What portion will you be seeking from other sources?
How much of your own money are you contributing towards the business?
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Business Plan
Business Name
Established Year
Number of Employees
Business
Owner/s
(List Names)
Percentage of
Ownership
%
%
Are there any contracts in place for the owners?
Yes
No
Business Location
Other Branch Locations
Main Industry
Industry Experience
Trading Hours
Customer
Contact
%
Phone,
Email,
Years
Social Media, Other:
Relevant Owner Experience
Briefly outline owners experience, strengths, years in industry and any major achievements/awards:
Products/Services
What products/services are you offering?
What is the anticipated demand for your products/services?
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Goals & Objectives
See Page
for Description
10 Year Goal
What big goals would you like to achieve over the next 10 years?
5 Year Goal
Break down your 10 year goals – what do you think you could achieve over the next 5 years?
What remaining goals could you achieve over the next 5 years?
3-12 Month Goal
What will you do to achieve your 5 year goals?
Date
Estimate:
Vision Statement
See Page 20 for Description
Mission Statement
See Page 20 for Description
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Human Resources
Staff
Job Title
Name
Expected
Turnover
Skills or Strengths
e.g. Labourer
Jed Smith
2 years
4 years of experience in the industry as builder’s labourer.
Good history and great trade references.
Required Staff
Job Title
Quantity
Expected
Turnover
Requirements
Date
Required
e.g. Secretary
1
2-3 years
Relevant qualifications in Office Management, Sales &
Bookkeeping. Minimum of 2 years of experience.
Required part time, one day per week
Month/Year
Recruiting Staff:
How do you recruit new staff (advertising, selection, appointment), is there a trial period; and how long does the
whole process take?
Position Details:
How do you communicate position responsibilities and procedures?
Training Requirements:
Describe how you ensure your new and current workers have the required skills.
Do you have on the job training or an external training provider in place?
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Products and Services
Product/Service
Description
Price Inc. GST
Market Position
How will your services/products/skills fit in the market?
What standards will you set? (Premium, competitive or budget?)
How will this compare to your competitors?
Selling Position
How will your services succeed in the market where others may have failed or found it difficult?
What gives you an advantage?
Anticipated Demand
What is the anticipated demand for your products/services?
Will you have repeat customers? How many new customers will you attract? (over 6-12 months)
Pricing Strategy
What is your pricing strategy?
Why have you chosen this strategy?
(Have you taken into consideration: wages, holiday pay, super, work cover, insurances, training; and how long it
takes to do relevant tasks?) Do you have firm set rates for certain products and services?
Value To Customer
Why should they use your services?
Do you have a unique selling point? What is it?
How do your customers view your services and workmanship?
Are your services necessity, a luxury or something in between?
Testimonies
Growth Potential
Are there many people entering your industry?
What is the anticipated growth of your services in your industry in the future?
What will drive this growth?
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Operations
Processes:
What is involved in delivering your products or services to your customers?
Suppliers:
Who are your suppliers?
What do they supply to your business?
Where do you go if your main supplier is unable to provide the items you need?
Are you getting the best service and deals?
Technology (Software):
What technology do you require or use? (Website, Accounting, Phone apps, Programs to streamline your business
there are many out there)
What will be the main purpose for each?
Will they be off-the-shelf or purpose built? Cost?
Applications to help keep a track of customers?
Plant and equipment:
List all current plant and equipment including value and running costVehicles, computer, tools and equipment?
Stock at Hand:
List stock and materials you have including quantity and value?
Customer Contact:
How do your customers get in contact with you? Phone, email, social media, other?
Credit Policy Terms:
What is your credit policy and terms for customers and suppliers?
Credit Period:
How long is the credit period?
Collection Procedures:
What are your debt collection strategies/procedures?
Warranties and Refunds:
Do you have a refund / maintenance or replacement policy?
Quality Control Process:
What checks or balances do you have in place to ensure the service and products you offer is produced to the
same standard of quality?
Memberships & Affiliations:
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ATA Australian Trades Association.
List all memberships and affiliations.
Research & Development
Innovation Ideas
Will you be an innovator in your industry?
What R&D activities will you undertake to encourage innovation?
Resources
How much time money and resources will you allocate?
Protection
How will you protect your innovations? (Patents, Trademarks, Designs)
(Note-You may have a business name and logo you want exclusively, look into Trademarks as Business Name
registration will not give the full protection you may want or require)
Cost Involved?
DIY or Patent Attorney?
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Market/Customer Analysis
Customer Management
Who are your main customers?
Who makes the decision to purchase your products/services?
When and how often are these products/services purchased?
Why are these products/services purchased? What benefits do they provide?
Age, geography, socio-economic level, needs and wants?
How will you acquire new customers?
How will you maintain a good relationship with your customers?
How do you keep your customers coming back?
Environmental/Industry Analysis
What is the size of the market?
What will drive your growth? (Refer to region/industry research and look at upcoming trends that may have a
positive effect on your business)
Are there any recent trends in the market?
What are the expected or estimated growth rates of potential market?
Market Targets
Who is your target market?
How will you target this market?
What are your monthly and yearly sales targets?
Market Research
Describe the state of the market. What research have you done?
Describe your findings of your target market. Explain size and outlook for your market.
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Branding/Copywriting & Marketing
Branding
How do people view/perceive your business? Do you stand out?
Do you have a professionally designed logo?
Are your logos/website/promotional materials/colours looking similar in style?
Does your branding stand out from your competitors?
(View our Member Area for more information on branding)
Copywriting
Have you had/will you use the services of a professional copywriter for your marketing materials?
Advertising
How will you advertise and promote your services and products over the next 12 months?
Planned
Promotion/
Marketing
Key Message
Cost
($)
Objectives
Target
date
Letters, flyers,
brochures,
calling,
meeting
Website,
internet
How will this improve your
business?
Trade Shows
Loyalty
program,
sponsorship
Radio/TV
Other
Sales Team
Will you use the services of professional sales marketing team? What Cost? When and How?
Sales & Marketing Objectives
What sales techniques will you use?
What tools/material will you use to help sell your products/services?
What sales goals/targets will you set to achieve for each promotion?
What are the advantages and disadvantages of your methods of promotion? How will you overcome any
disadvantages?
Unique selling position
Why do you have an advantage over your competitors? How will your products/services succeed in the market
where others may have failed?
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SWOT Analysis
Strengths
Weaknesses
What does your company do well?
What positive aspects, within your company, add value to your services /
products?
What negative aspects, within your company, devalue your services / products?
What do your customers complain about?
What are the unmet needs of your sales force?
Opportunities
Threats
Are there any emerging trends that fit with your company’s strengths?
Is there a service/ product area that others have not yet covered?
Are there any unfavorable trends or developments that may lead to deteriorating
revenues or profits?
What threats do your competitors pose on the success of entry or growth into the
market?
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Competitor Analysis
Competitor
Name
Services/Products
Business Name – Business Plan 2016
Size/Staff
Market
Share %
Estimate
Target Customers
Value to
Customer (quality,
price, service)
Page 13 of 22
Strengths
Weaknesses
Insurance
Insurance Types
List of Providers
Personal Illness & Accident
Personal Life Insurance
(Contributing more to your superannuation death policy is a good idea), private
health cover, ambulance cover.
Other: home and contents, Vehicles. (Don’t need to include this but good to
think about.)
Workers Compensation
Mandatory - if you have employees
Public Liability
Mandatory - Covers third parties against injury or death.
Product Liability
Professional Indemnity
Business Assets
Fire, Theft.
Business Revenue
Loss of income, unable to trade
Vehicle/s
Other
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OHS
Do you have health and safety procedures in place? Do you do regular SWMS required by law? For more
information visit: http://www.safeworkaustralia.gov.au/sites/swa/about/publications/pages/construction-work
Risks
List any risks that may impact your business, how likely is it to happen, how it would affect your business and
what actions you would take to minimise any impact on your business. (Cash flow, injury, insurance, debtor’s,
non-payments, breakdowns, recession, staffing)
Legal Considerations
For Contracts, see ATA contracts and debt collecting procedures.
List any legislation which will have any impact on the running of your business. For example: Consumer Law,
Business Law, or specific legislation to your Industry, Building Act, Building Codes Of Australia, Workcover,
Superannuation, etc.
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Financials
Financial Objectives
List your key financial objectives. These can be in the form of sales or profit targets.
You could also list your main financial management goals such as cost reduction targets.
Finance Required
How much money up-front do you need?
Why do you need finance/funds?
Where will you obtain the funds?
What portion will you be seeking from loans, investors, business partners, friends or relatives, venture capital or
government funding?
How much of your own money are you contributing towards the business?
DOUBLE CLICK THE TABLE ON THE FOLLOWING PAGE TO
ACCESS THE PROFIT & LOSS PROJECTION WORKBOOK
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PROFIT & LOSS PROJECTION
[BUSINESS NAME]
STARTING DATE
CASH BALANCE ALERT MINIMUM
09/08/2016
$20.00
Beginning
CASH ON HAND (BEGINNING OF MONTH)
CASH ON HAND (END OF MONTH)
$0.00
$20.00
$20.00
$20.00
$20.00
$20.00
01/08/2016 01/09/2016 01/10/2016 01/11/2016 01/12/2016
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$20.00
$20.00
$20.00
$20.00
$20.00
$20.00
01/01/2017 01/02/2017 01/03/2017 01/04/2017 01/05/2017 01/06/2017
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$20.00
01/07/2017 Total
$0.00
$0.00
SALES/INCOME
Cash sales
Collections on accounts receivable
Other Income
Interest
$0.00
$0.00
$0.00
TOTAL SALES/INCOME
Total cash available
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
EXPENSES
New Business Planning
Education/Training
GENERAL EXPENSES
Tools
Materials
Protective Clothing
Registrations
Memberships & Affiliation Fees
Rent & Rates
Licensing & Permits
INFORMATION & TECHNOLOGY
Computers & Software
Web/Email Hosting
ADVERTISING & MARKETING
Advertising
Web Development
Printing
Research
Promotions
Postage
Stationery & Printing
BANKS & CHARGES
Bank Fees & Charges
Interest Paid
Credit Card Fees
Loan Repayments
Lease Payments
ACCOUNTING & LEGAL
Bookkeeper
Accountant
Legal Fees
Consultants
UTILITIES
Electricity/Gas/Water
Telephone
Internet
VEHICLE
Fuel
Lease
Repairs & Maintenance
Other
INSURANCE
Vehicle
Public Liability
Tools & Equipment
Building & Contents
Personal - Income Loss
Workers Compensation
EMPLOYEES
Subcontractors
Wages
Superannuation
Income Tax
Other
ADDITIONAL EXPENSES
Accommodation/Food
Travel/Flights
Research & Development
Plant & Equipment
Other Office
Security
Loan principal payment
Capital purchases
Other startup costs
Owners' withdrawal
TOTAL CASH PAID OUT
Cash on hand (end of month)
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
Business Name – Business Plan 2016
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$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
$0.00
Goals & Objectives Review
Now, that you have a better understanding of your business’ capabilities and growth potential, it’s time to update
your business goals.
Once you have updated your business goals, the final task is to complete your Business Plan Summary on
Page 3.
Support Documentation
List all of attachments here. These may include:




resumes, portfolio
inventory list,
survey/questionnaire and/or
financial documents.
Business Plan Summary
This summary should summarise the contents of your business plan and contain an overview of your business,
target market, marketing strategy, and the finances.
Note: Please remember to DELETE all questions and any instructions before you conclude this plan.
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Key Registration Websites
Business Name
www.asic.gov.au/for-business/registering-a-business-name/
Trademark
www.ipaustralia.gov.au/get-the-right-ip/trade-marks/prepare-your-application/search-for-a-trade-mark/
Trading Name/s
http://asic.gov.au/for-business/registering-a-business-name/before -you-start/trading-names/the-differencebetween-a-trading-name-business-name-and-company-name/
Business Structure
www.business.gov.au/business-topics/business-structures-and-types/Pages/default.aspx
Tax File Number
www.ato.gov.au/Individuals/Tax-file-number/Apply-for-a-TFN/
Australian Business Number
Australian Business Register www.abr.business.gov.au
Australian Company Number
ASIC ph-1300300630 www.asic.gov.au
GST, Date Registered
Australian Business Register www.abr.business.gov.au
www.ato.gov.au/business/gst/registering-for-gst/
Domain Names
www.netregistry.com.au/domain-names/registration/
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Vision Statement
Your Vision Statement is a short statement expressing your business direction, your ultimate long-term goals
and the reason for your existence. The vision statement should provide a foundation for broader plans and
motivate employees. It should be kept private and used as a goal to achieve.
Microsoft: “a computer on every desktop and in every home”
Mission Statement
A Mission Statement is a short statement providing an overview of your purpose. It should be customer
focused, key worded, powerful and inspiring. The mission statement should guide the actions of your business. It
should be shown to the public and followed and abided by your employees.
Virgin: “Our Mission Statement is simple, yet the foundation of everything we do here at Virgin Atlantic
Airways…to embrace the human spirit and let it fly”
Spend time on your Mission Statement and get it just right to suit who you are and how you conduct your
business.
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Setting Goals & Objectives
It is important to have long term goals that can be broken down into shorter achievable objectives, to help guide
your company in the right direction.
First write your current long and short term goals in the spaces provided.
Once you have completed your business plan you would have gained a better idea of your company’s potential
(capabilities, market position, competitiveness, etc.); and your goals will need to be reviewed and adjusted
accordingly.
Your business plan will reflect your goals and detail your new methods to achieve your goals.
Then you should plan each week to be most effective with your time and dedicate time to work on the business
to bring your goals into reality.
If you always do the same things, you will always get the same results.
Examples of a Good Goal:
Business to provide our services to commercial companies (name of companies) __________________ and to
achieve a profit of $60,000 (by date-) ______________
Then list how you will achieve your goals.
Goals & Objectives Review
Now that you have completed all the sections in this guide, you will need to review your Mission, Vision and
Goals on pages 3 – 5. Since you now have a better idea of where your company currently is, which direction you
want to take it and what it will take to do this, you will be able to adjust and add to your list of achievable goals.
The follow will guide you in writing your goals:
When developing your strategies, it is important to refer to the Mission Statement to ensure they are in line with
how the company views itself.
Additionally to counteract any negative influences on your business, your plan must also include strategies that
detail how you will overcome these. They should cover all aspects of your business, for example:
Operational – Management, Administration, Recruitment, Training, OHS
Financial – Budgeting, Loans, Insurances, Property, Waste Management,
Legal – Compliance, Regulations, OHS, Contracts,
Marketing – Business Development, Promotional, Advertising, Sales, Customer Service
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Keys to Success
Keys to Success include 3 or 4 key factors that make the difference between the success and failure of
achieving your Business Plan’s short and long term goals.
When answering the following question be careful to choose the key factors that are specific to your industry or
business type:
What are the key elements needed to ensure the success of your Business Plan?
-
Service Location - geographical areas
-
Quality Control – compliance with health & safety regulations
-
Lower Costs – necessary to compete in a slow economy
-
Public Awareness – knowledge of your company, services / products
-
Service / Product changes – adapt to the market’s preferences
-
Promotion – implement adequate media coverage
-
Other – any other factors that relate specifically to your business
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