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Business Planning for Startups: Examining the Business and Marketing Requirements - Bruce May, Axix...
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Transcript of Business Planning for Startups: Examining the Business and Marketing Requirements - Bruce May, Axix...
The structures and processes required to run an organization built through the application of core strategies in alignment with a founding vision for the organization.
A Business System:
Addresses a holistic set of items organized within a structural system or set of systems. These items represent critical needs that every organization must address in order to be successful.
A Mature Business System:
Gives you the right questions to ask.
A Systems Approach:
It is up to you to provide good answers.
The publication containing the Baldrige Criteria is probably the single most influential document in the modern history of American business.
Gordon BlackFormer Chairman and CEOHarris/Black International Ltd.
http://www.nist.gov/baldrige/
Westinghouse Electric Corporation (1988)Motorola (1988)Federal Express Corporation (1990)IBM Rochester (1990)Cadillac Motor Car Company (1990)The Ritz-Carlton Hotel Company (1992)Texas Instruments Incorporated Defense Systems (1992)Verizon Information Services (1994)AT&T Consumer Communications Services (1994)Xerox Corporation, Business Products & Systems 1989); (1997)3M Dental Products Division (1997)Boeing Airlift and Tanker Programs (1998)Boeing Aerospace Support (2003)Caterpillar Financial Services Corporation -- U.S.(2003)DynMcDermott Petroleum Operations Company (2005)U.S. Army Armament Research, Development and Engineering
Center (ARDEC) (2007)Honeywell Federal Manufacturing & Technologies, LLC (2009)Lockheed Martin Missiles & Fire Control (2012)PricewaterhouseCoopers Public Sector Practice (2014)
National Baldrige Award Recipients
Delivery of ever-improving value to customers and stakeholders
Improvement of overall organizational effectiveness and capabilities
Performance Excellence an integrated approach to organizational performance management that results in:
SOURCE: www.baldrige.nist.gov/PDF_files/Your _Guide_to_Performance_Excellence.pdf
Provide a holistic system structure
Ensure that critical items and issues are addressed in a meaningful way
Provide a path for growing a startup into a mature organization
Performance Criteria
SOURCE: The Bizpperity Business System Guidebook
Baldrige “Burger”SOURCE: ww.NIST.gov/Baldrige
The Eight Systems and The Four Focal AreasSurrounded by Environment (OP) and Results
Business System
Product Focus
Customer ServiceFocus
FinancialSystem
LeadershipSystem
Communica-tion
System
MarketingSystem
SalesSystem
StrategicFocus
CustomerFocus
WorkforceSystem
OperationsSystem
KnowledgeSystem
Business System
Moving From Strategy to Outcomes
Cust
omer
s
Mission
ValuesVision
Cust
omer
s
Mission
Values
Vision
Goals
Action Plans
Desired Results
Cust
omer
s
Outputs
Products
Services
Goals
Action Plans
Mission
Values
Vision
Desired Results
Requirements
Resources Work Units
Processes
Increase Customer Base
Improve Market Share
Grow Revenues
Goals
Process Metrics
Impressions Click-throughs Likes
Eyeballs Households Viewing Time
Page Views Form
Completions
Cust
omer
s
Outputs
Products
Services
Goals
Action Plans
Mission
Values
Vision
Desired Results
Requirements
Resources Work Units
Process Metrics
Output Metrics
Processes
Process Metrics
Output Metrics
Impressions Click-throughs Likes
Eyeballs Households Viewing Time
Page Views Form
Completions
Process Metrics
Output Metrics
Impressions Click-throughs Likes
Eyeballs Households Viewing Time
Page Views Form
Completions
Captured Leads Marketing Qualified Leads Sales Qualified Leads
Closed Deals New Customers
Cust
omer
s
Products
Services
Action Plans
Desired Results
Requirements
Resources Work Units
Process Metrics
Output Metrics
Processes
Out-comes
Outputs
Goals
Increase Customer Base
Improve Market Share
Grow Revenues
Seeing the System Structure in Your
Organization
Cust
omer
s
Out-comes
Outputs
Products
Services
Goals
Action Plans
Mission
Values
Vision
Desired Results
Requirements
Resources
Processes
LeadershipSystem
Work Units
Cust
omer
s
Out-comes
Outputs
Products
Services
Goals
Action Plans
Mission
Values
Vision
Desired Results
Requirements
Resources
Processes
WorkSystems
Work Units
Cust
omer
s
LeadershipSystem Out-
comes
Outputs
Products
Services
Goals
Action Plans
Mission
Values
Purpose
Desired Results
Requirements
Resources
Processes
WorkSystems
Work Units
The Ultimate Management Requirements
Clear thinking grounded in real world facts. Innovative approaches to developing action
plans designed to fulfill specific strategies. Disciplined implementation of these plans. Careful selection of appropriate measurements
of anticipated outcomes. Methodical collection of measurement data. Insightful analysis of the results.
Ultimate Management Requirements
Product Research
Testing/Development
Dream Stage
Early Stage Mid Stage Late Stage
Beta Customers
Strategic Partners/Vendors
Marketing Plan Basic Tools Marketing System
Sales
Scaled Growth
From Startup to Mature Organization
Improved strategic and management decisionsImproved workflowEnhanced individual and organizational
performanceHigher levels of workforce and customer
engagementGreater organizational successImproved long term sustainability
A Mature Business System will result in:
More creative product development better aligned with market needs and direction
Higher levels of harmony in processes and outcomes
Better risk managementImproved market analysisEnhanced stakeholder relationships
A Mature Business System will result in:
Business System
