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How to Write a Business Plan, Step by Step

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What is a business plan?

1. write an executive summary, 2. describe your company, 3. state your business goals, 4. describe your products and services, 5. do your market research, 6. outline your marketing and sales plan, 7. perform a business financial analysis, 8. make financial projections, 9. summarize how your company operates, 10. add any additional information to an appendix, business plan tips and resources.

A business plan outlines your business’s financial goals and explains how you’ll achieve them over the next three to five years. Here’s a step-by-step guide to writing a business plan that will offer a strong, detailed road map for your business.

ZenBusiness

A business plan is a document that explains what your business does, how it makes money and who its customers are. Internally, writing a business plan should help you clarify your vision and organize your operations. Externally, you can share it with potential lenders and investors to show them you’re on the right track.

Business plans are living documents; it’s OK for them to change over time. Startups may update their business plans often as they figure out who their customers are and what products and services fit them best. Mature companies might only revisit their business plan every few years. Regardless of your business’s age, brush up this document before you apply for a business loan .

» Need help writing? Learn about the best business plan software .

This is your elevator pitch. It should include a mission statement, a brief description of the products or services your business offers and a broad summary of your financial growth plans.

Though the executive summary is the first thing your investors will read, it can be easier to write it last. That way, you can highlight information you’ve identified while writing other sections that go into more detail.

» MORE: How to write an executive summary in 6 steps

Next up is your company description. This should contain basic information like:

Your business’s registered name.

Address of your business location .

Names of key people in the business. Make sure to highlight unique skills or technical expertise among members of your team.

Your company description should also define your business structure — such as a sole proprietorship, partnership or corporation — and include the percent ownership that each owner has and the extent of each owner’s involvement in the company.

Lastly, write a little about the history of your company and the nature of your business now. This prepares the reader to learn about your goals in the next section.

» MORE: How to write a company overview for a business plan

The third part of a business plan is an objective statement. This section spells out what you’d like to accomplish, both in the near term and over the coming years.

If you’re looking for a business loan or outside investment, you can use this section to explain how the financing will help your business grow and how you plan to achieve those growth targets. The key is to provide a clear explanation of the opportunity your business presents to the lender.

For example, if your business is launching a second product line, you might explain how the loan will help your company launch that new product and how much you think sales will increase over the next three years as a result.

» MORE: How to write a successful business plan for a loan

In this section, go into detail about the products or services you offer or plan to offer.

You should include the following:

An explanation of how your product or service works.

The pricing model for your product or service.

The typical customers you serve.

Your supply chain and order fulfillment strategy.

You can also discuss current or pending trademarks and patents associated with your product or service.

Lenders and investors will want to know what sets your product apart from your competition. In your market analysis section , explain who your competitors are. Discuss what they do well, and point out what you can do better. If you’re serving a different or underserved market, explain that.

Here, you can address how you plan to persuade customers to buy your products or services, or how you will develop customer loyalty that will lead to repeat business.

Include details about your sales and distribution strategies, including the costs involved in selling each product .

» MORE: R e a d our complete guide to small business marketing

If you’re a startup, you may not have much information on your business financials yet. However, if you’re an existing business, you’ll want to include income or profit-and-loss statements, a balance sheet that lists your assets and debts, and a cash flow statement that shows how cash comes into and goes out of the company.

Accounting software may be able to generate these reports for you. It may also help you calculate metrics such as:

Net profit margin: the percentage of revenue you keep as net income.

Current ratio: the measurement of your liquidity and ability to repay debts.

Accounts receivable turnover ratio: a measurement of how frequently you collect on receivables per year.

This is a great place to include charts and graphs that make it easy for those reading your plan to understand the financial health of your business.

This is a critical part of your business plan if you’re seeking financing or investors. It outlines how your business will generate enough profit to repay the loan or how you will earn a decent return for investors.

Here, you’ll provide your business’s monthly or quarterly sales, expenses and profit estimates over at least a three-year period — with the future numbers assuming you’ve obtained a new loan.

Accuracy is key, so carefully analyze your past financial statements before giving projections. Your goals may be aggressive, but they should also be realistic.

NerdWallet’s picks for setting up your business finances:

The best business checking accounts .

The best business credit cards .

The best accounting software .

Before the end of your business plan, summarize how your business is structured and outline each team’s responsibilities. This will help your readers understand who performs each of the functions you’ve described above — making and selling your products or services — and how much each of those functions cost.

If any of your employees have exceptional skills, you may want to include their resumes to help explain the competitive advantage they give you.

Finally, attach any supporting information or additional materials that you couldn’t fit in elsewhere. That might include:

Licenses and permits.

Equipment leases.

Bank statements.

Details of your personal and business credit history, if you’re seeking financing.

If the appendix is long, you may want to consider adding a table of contents at the beginning of this section.

How much do you need?

with Fundera by NerdWallet

We’ll start with a brief questionnaire to better understand the unique needs of your business.

Once we uncover your personalized matches, our team will consult you on the process moving forward.

Here are some tips to write a detailed, convincing business plan:

Avoid over-optimism: If you’re applying for a business bank loan or professional investment, someone will be reading your business plan closely. Providing unreasonable sales estimates can hurt your chances of approval.

Proofread: Spelling, punctuation and grammatical errors can jump off the page and turn off lenders and prospective investors. If writing and editing aren't your strong suit, you may want to hire a professional business plan writer, copy editor or proofreader.

Use free resources: SCORE is a nonprofit association that offers a large network of volunteer business mentors and experts who can help you write or edit your business plan. The U.S. Small Business Administration’s Small Business Development Centers , which provide free business consulting and help with business plan development, can also be a resource.

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Top 7 Three-Month Plan Templates with Samples and Examples

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In the business world, staying ahead of the curve requires a combination of foresight and adaptability. A well-structured 3-month plan is the bridge between envisioning success and realizing it. Whether you're honing your marketing strategies, orchestrating staff relocation, or navigating the intricate path of dual evolution, a carefully crafted plan is your compass. These plans are the roadmap to your success, offering a clear direction for your marketing strategies, action step description, and even staff relocation initiatives. In an era of rapid change, they ensure your enterprise stays agile and attuned to evolving market dynamics.

Now, picture this: You have a robust 3-month plan, but how do you effectively communicate it to your team or stakeholders? This is where SlideTeam’s Templates come into play. These PPT Themes improve your presentation and keep your selling ideas at the forefront because they are created to meet your demands and resolve your pain points.

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These PPT Slides are more than just visual aids. They are tools that drive enterprise growth, scalability, and efficient plan execution review.

Stay tuned as we deep dive into each PPT Template, unveiling their unique features and demonstrating how they can elevate your marketing strategies , staff relocation plans, and every facet of your business, ensuring you remain on the path of scalable success in this ever-evolving landscape.

Even better, each of these templates is 100% editable and customizable. For a polished appearance and to save time, the presentation can be instantly updated with text, images, or data.

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You have all the resources they need, such as captivating graphics, content-ready layouts, and excellent typography, to actively produce exceptional presentations.

Let's take a look at our PPT Templates.

Template 1: 3-Month Marketing Plan Template

Boost your marketing prowess with our comprehensive PPT deck! It is perfect for unveiling a dynamic 3-month content strategy, skyrocketing lead conversion rates, and amplifying your online brand presence. This package includes customer lifecycle stages, SMART objectives, content formats, and durations. Illuminate your digital advertising plan with business objectives, marketing strategies, budget forecasts, and timelines. Visualize a 3-month Gantt chart for product digital marketing, showcasing techniques, and projected goals. Dive into a strategic 3-month product marketing blueprint for the food industry, encompassing business evaluation and growth strategies. Maximize social media engagement with a customer journey plan featuring objectives, strategies, KPIs, and impact assessments.

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Template 2: Three-Month Action Plan to Develop Marketing Strategies Template

This PPT Theme outlines a market action plan detailing marketing goals, an action step description, the person responsible, the date to begin, and the date due. This action plan serves as a roadmap for an organization to achieve its monthly marketing goals. This PPT Preset streamlines planning and execution, saving time and resources while improving overall marketing effectiveness. Stakeholders can easily track progress and identify potential delays, enabling timely course corrections with a download.

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Leveraging this PPT Slide, you can present a detailed plan over three months, outlining critical strategic initiatives. Categorize information and tasks into months 1, 2, and 3, enhancing clarity and structure. It showcases insights, including reviews, processes, and strategic planning, ensuring all aspects of your strategy are covered. This PPT Preset ensures team members and stakeholders are aligned with the strategic direction for each month.

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Template 4: Three-Month Change Transition Plan Roadmap Template

This PPT Slide lets you organize critical details such as management, communications, HR, and staff relocation into defined stages within the months 1, 2, and 3. This PPT Preset provides stakeholders an overview of the change transition plan. It facilitates easy progress tracking in each category, ensuring stakeholders stay informed. It promotes stakeholder alignment by presenting a coherent, step-by-step plan for managing change. Also, it enhances communication with stakeholders, ensuring everyone is on the same page regarding the change process.

Template 5: Three-Month Multiplayer Video Game Release Plan Roadmap Template

Using this PPT Template, you can visualize the video game's progression from alpha testing to beta testing and the final release. It demonstrates the three-month development milestones and events for the video game release. It highlights phases such as first contact, dual evolution, alliances shattered, empire expansion, awakening, and updates. This PPT Theme provides a clear and concise overview of the game's development timeline. Stakeholders understand strategic planning and milestones in the game's release, with just a glance at the PPT. Also, it allows stakeholders to track progress and anticipate critical events in the game's development.

Template 6: 3-Month Business Administration Roadmap with Financial Planning Template

This PPT Template highlights essential activities, including policy discussion, press release, planning, resource planning, plan implementation, and plan execution review. It provides a structured and visually engaging format for presenting the business administration plan. This PPT Slide helps stakeholders understand the strategic planning and critical activities involved. It facilitates effective communication and alignment among team members, investors, and decision-makers. It also enables stakeholders to track progress and anticipate important milestones and reviews.

Template 7: Three-Month Feature Plan Roadmap for Digital Product Template

This PPT Preset showcases each month's key phases and priorities for digital products. It showcases month 1, month 2, and month 3 for digital products, highlighting key phases such as consumer growth, enterprise growth, scalability, and analysis. This PPT Theme provides a clear and concise overview of the digital product's feature plan and development timeline. It helps stakeholders understand the strategic focus and priorities for the next three months. It facilitates effective communication and alignment among team members, investors, and partners.

Discover these 3-month plan templates today!

SlideTeam’s three-month plan templates and accompanying samples and examples is a valuable resource for individuals and organizations seeking effective project management and strategic planning. These templates offer a structured framework for setting goals, outlining tasks, and tracking progress over a concise yet meaningful timeframe. By providing real-world examples, they serve as practical guides for those navigating complex projects, helping them save time and effort while ensuring clarity and consistency in their planning processes. Whether for business, marketing, product development, or personal projects, these top 7 3-month plan templates empower users to make informed decisions, optimize resources, and achieve objectives.

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30-60-90 day plan for new hires (template and examples)

A 30-60-90 day plan outlines the first 90 days of a new team member’s employment and familiarizes them with company policies, teamwork, and goals. This action plan helps your team members check off essential items as they adjust to their new work environment. In this piece, we’ll outline the key components of a 30-60-90 day plan and explain why having one is beneficial.

It’s universally acknowledged that the first 90 days at any company can be intimidating. This isn’t any one person's or program’s fault, either. There’s a lot for your new team members to learn—including using different tools, navigating team norms, and adjusting their own expectations. But when you provide new hires with guidance and expectations, you empower them to hit the ground running from day one.

What is a 30-60-90 day plan?

A 30-60-90 day plan is an outline of a new hire’s first 90 days on your team. It lays out exactly what your new employee should accomplish, from their first week to the end of their third month in a new job. The goal of a 30-60-90 day plan is to give team members a concrete plan for getting up to speed and accomplishing their learning goals. It helps ensure every new hire feels welcomed into the company and understands the responsibilities of their role.

30-60-90 day plans often include the following milestones for each month of onboarding: 

1–30 days: The first month involves intensive training for the employee’s new position. This is when the new hire learns as much as possible about company policies, your company’s products, team structure, and job responsibilities. 

31–60 days: The second month of employment is the new hire’s opportunity to put what they’ve learned into practice by taking on new tasks. This is a key learning period, so it’s ok if your direct reports make mistakes as they get familiar with how things are done. 

61–90 days: The third month of employment is when the new hire starts mastering the skills of their job. This means your employee can now fully meet job expectations and start achieving long-term performance goals .

A 30-60-90 day plan may have similar sections for all new hires, such as company policies and resources. That said, you should also tailor many parts of the plan to fit each individual’s specific role and responsibilities .

Benefits of a 30-60-90 day plan

Creating a 30-60-90 day plan helps improve your onboarding process and set new employees up for success. Onboarding can make or break someone’s experience at a new company, so it’s worth investing in. In fact, research shows that a strong onboarding process can improve employee retention by 82% and productivity by over 70%.

With a 30-60-90 day plan, you can: 

Set goals and create clear expectations for an employee’s first three months on the job.

Space out training sessions and introductions so new hires don’t feel overwhelmed. 

Ensure new team members have the knowledge, resources, and skills they need to be successful in their new role. 

Take time to communicate your core company values . 

Build trust with effective feedback throughout the onboarding process. 

Proactively creating a 30-60-90 day plan can also benefit your hiring process and interview process. Candidates often want to know what their first few months on the job will look like. Having a plan already in place helps hiring managers and recruiters paint a concrete picture for applicants during job interviews. 

What should new hires accomplish in their first 90 days?

Your new hire’s focus in the first 90 days should be to integrate into company culture and master their job description. While there’s time during this initial period for new hires to help with tasks outside of onboarding, your new team members’ initial objectives should revolve around basic acclimation.

Some accomplishments you may ask your new hire to achieve in their first 90 days include:

Learn the company’s mission

Know the organizational structure , including management roles and fellow team members

Understand the responsibilities outlined in the job description

Understand the project roadmap from start to finish

Set short-term objectives toward long-term goals

You should hold a performance review at the end of a new hire’s first 90 days to assess their progress. During this time, you can offer constructive feedback about what they’ve accomplished and how they can continue to improve in their role.

How to write a 30-60-90 day plan

Typically, you’ll write a 30-60-90 day plan before your new hire's onboarding or immediately after they begin their job. As a result, you probably don’t know a lot about your new hire’s personality or strengths. Instead of making your 30-60-90 day plan personal to the team member’s abilities, use your expectations for what you want them to become in their new role to customize each plan.

Step 1: Ask questions

Once you’ve hired someone new, start your 30-60-90 day plan by looking at the big picture and assessing how your new hire fits into that picture. Ask yourself any questions that come to mind about the job role, the onboarding process, and the team. Some questions to begin brainstorming include:

What need do you hope this person will fill? 

What specific problem are you bringing this person in to solve?

What should this person know in order to be successful?

What will the new hire’s daily responsibilities be?

How will the new hire take part in project development?

Ultimately, your 30-60-90 day plan will give your new hire a clear idea of what the first three months will look like. Answering these questions early sets them up for success and helps them build their skills for the role.

Step 2: Set realistic goals

Your 30-60-90 day plan isn’t a day-to-day list of activities your new hire will be working on. Rather, your goal is to give your new hire an overview of their purpose within the company. 

You should also keep in mind when you create your 30-60-90 day plan that a new team member can only do and learn so much in their first few months of employment. While you may have some dire needs to address, try not to throw too much on your new hire’s plate too fast. 

Consider what a reasonable workload should be and minimize that workload for at least the first 30 days. Expect there to be a learning curve. Then, if you find that the team member catches up quickly, you can add work to their plate as appropriate.

Step 3: Create SMART goals

According to a 2014 study by BambooHR, the average company loses one-sixth of their new hires each month for the first three months. Setting concrete goals during onboarding can boost retention, especially if those goals are SMART—specific, measurable, attainable, realistic, and time-bound. SMART goals help clarify expectations and give team members clear stepping stones to follow. That way, new hires are less likely to feel overwhelmed or unengaged. 

The specific goal and success metrics you set for your new hire will depend on their particular role and level within the company. Check out some examples of 90-day SMART goals for different employee positions:

Writer: Successfully publish three articles for one of our clients, which includes taking each article through the entire publishing process from QA to internal edits, client edits, and final edits. 

Customer support: Work with team members to close 30 tickets, which includes learning the internal computer system and solving an array of unexpected tech issues. 

Agency: Collaborate with stakeholders to write one promotional piece. Then promote the piece to bloggers and successfully get it published on at least three websites relevant to the client.

While the new hire’s first 90 days should focus on helping them get comfortable in their new role, adding measurable goals to their action plan can give them a project to work on so they don’t feel like their only purpose is to shadow others. 

Step 4: Give them a mentor

A 30-60-90 day plan isn’t a document you’ll hand over to your new hire and then simply send them on their way to complete their duties. This document should be a reference for your new hire while they collaborate with you and other team members to accomplish tasks. 

When writing your plan, assign the new hire a mentor to give them any advice or guidance they might need. This person will be their go-to guide during the first few weeks for any questions. A good mentor can help orient your new hire so they don’t feel overwhelmed by their new work environment.

Make sure to set your new hire up with a mentor who isn’t their manager. That way, they have someone they can turn to with questions about team synergy and team norms . As their manager, you can focus on providing bigger picture guidance about long-term goals and team collaboration best practices.

Step 5: Set up regular check-ins

An important thing to remember when creating a 30-60-90 day plan is to stay flexible. Even if you feel like your plan outlines exactly what you hope for your new hire to accomplish, there’s no guarantee that the first 90 days will go as expected. 

For example, another team may need help from your new hire a week into their employment, which can derail the SMART goals you initially set for them. It’s also possible that your new hire will learn at a slower or faster pace than you expected. When you understand that the plan is an outline and not a schedule, you’ll feel better about the work you’ve put into it.

Elements of a 30-60-90 day plan

The elements of a 30-60-90 day plan are unique to the team member joining your organization, but the framework of the plan should look similar.

The essential components of a 30-60-90 day plan include:

Company mission: Briefly state your company’s mission at the top of the 30-60-90 day plan to give your new hire an idea of what your company stands for. 

Guiding points: Guiding points may include information about your company culture and elaborate on your business’ core values . For example, these points may include things like: “Ask questions… Value relationships… Have a team mindset… Put your health first…”

Meet the team: In this section, include pictures and blurbs of the people your new hire will work with closely. This can be a good reference for the new hire as they try to learn names and team roles. 

First day overview: The first day overview is the only section of the 30-60-90 day plan that lists out a detailed schedule for the new hire. While this schedule may change, do your best to let your new hire know what to expect on their first day of work , including log-in information or how to set up their email and phone voicemail. That way, they don’t come in feeling lost and unsure about what to do or where to go. 

Top priorities: In the top priorities section of the plan, include an overview of the new hire’s job responsibilities and any needs you hope for them to fill in their new role. 

SMART goals: As mentioned above, the SMART goals you list in the 30-60-90 day plan should be measurable, job-related goals you hope the new hire will achieve within their first 90 days. 

Resources: In the resources section, list links to the company handbook, job description, team directory, and other relevant resources. You can add any resources to this section that you think the team member will find useful as they familiarize themselves with the company and the job.

30-60-90 day plan example

Your new hire will use their 30-60-90 day plan as a roadmap for success as they navigate the challenges in their first months of onboarding. Break down SMART goals and objectives into manageable chunks and include a mix of personal goals and company goals to help new team members settle in.

You should further develop these objectives by including success metrics and KPIs when applicable. This will help people stay motivated and track progress effectively.

Here’s a 30-60-90 day plan example to get you started.

Goal 1: Complete all required onboarding and compliance training modules.

Metric: Completion of all training modules confirmed by human resources.

Example: A new manager at a tech company uses the first 30 days to complete all human resource-led compliance training sessions to ensure they understand the legal and ethical standards required by their new role.

Goal 2: Build relationships with at least 10 new colleagues across different teams and departments.

Metric: Number of introductory meetings or coffee chats held.

Example: A new contributor in a marketing department sets up coffee chats to connect and make a positive first impression with peers in other departments, such as sales and product development.

Goal 3: Develop a solid understanding of the company's products, services, and key processes.

KPI: Score at least 85% on a knowledge assessment test to measure understanding of key information.

Example: A sales manager spends their first month attending product demonstrations and shadowing senior sales calls to observe the nuances of the company's offerings and sales techniques.

Goal 4: Establish a consistent morning routine to improve punctuality and productivity.

Metric: Days arriving at least 15 minutes early tracked over the first month.

Example: A new hire decides to start each day by reading industry news for 15 minutes to stay informed and arrive early to prepare for the day ahead.

Goal 5: Identify and document at least three areas for process improvement or inefficiencies.

KPI: Submission of a detailed report with actionable recommendations for optimization.

Example: A new project manager uses workflow analysis tools to track the time spent on various project stages, identify bottlenecks, and propose solutions to improve efficiency.

Goal 6: Join company-sponsored clubs, sports teams, or volunteer initiatives.

Metric: Participation in at least two different company-sponsored activities.

Example: A new sales manager joins the company's soccer team and the volunteer committee, which allows them to build relationships outside of formal work settings and demonstrate team spirit.

Goal 7: Complete an online course or certification relevant to your role or industry.

KPI: Acquisition of a new certification within the 60-day period.

Example: A new contributor in data analytics enrolls in a certified online course on advanced data visualization techniques to improve their skill set and contribute more effectively to ongoing and new projects.

Goal 8: Establish a healthy work-life balance by scheduling regular exercise or self-care activities.

Metric: Number of weeks adhering to the twice-weekly exercise or self-care schedule.

Example: A human resources manager starts attending yoga classes three times a week after work and using a wellness app to schedule and track sessions.

Goal 9: Propose and implement at least one process improvement or cost-saving measure.

KPI: Documented percentage improvement in efficiency or reduction in costs.

Example: After reviewing existing procurement processes, a new manager proposes a new vendor management system that reduces order times and costs by 15%. They then highlight the direct impact of their initiative on the company's bottom line.

Goal 10: Seek out a mentor within the company who can provide guidance and support.

Metric: Successful identification and commencement of mentorship sessions.

Example: An e-commerce contributor uses LinkedIn to identify and approach a senior leader within the company known for their expertise in developing sales plans and sets up bi-monthly mentorship sessions.

Goal 11: Deliver a training session or knowledge transfer to team members on a specific topic.

KPI: Percentage of attendees who can successfully pass a follow-up knowledge test.

Example: A new manager organizes a workshop on effective sales techniques, using real-world examples from recent successful deals to boost the team's skills and confidence.

Goal 12: Identify and pursue a professional development opportunity outside of work.

Metric: Registration for a relevant professional development activity.

Example: A new hire attends a regional conference on digital marketing trends to network with industry leaders and bring back valuable insights to inform the company's new online marketing strategies.

Not sure where to start? Check out our example 30-60-90 day plan template below for inspiration on how to optimize your onboarding process.

Use this 30-60-90 day outline as a framework to build and customize a plan that works for each new hire that you onboard.

Streamline the onboarding process with work management tools

Printouts and documents quickly become out of date. Keep your onboarding process flexible by creating your 30-60-90 day plan with project management software . Once you share the plan, you can easily monitor your new hire’s progress—plus assign day-to-day action items to keep things on track.

FAQ: 30-60-90 day plan

Why have a 30-60-90 day plan?

Having a 30-60-90 day plan sets clear objectives and benchmarks for personal and professional development over a 90-day period. This type of plan helps individuals organize their priorities, measure their progress, and establish a structured approach to achieving their goals. Whether you're starting a new position, launching a project, or trying to implement a change, having a 30-60-90 day plan can ensure you are focused and hit the ground running.

When should I use a 30-60-90 day plan?

A 30-60-90 day plan is particularly useful when starting a new job, taking on a significant project, or undergoing a transition in a professional role. It helps hiring managers integrate new team members more effectively by facilitating quick acclimatization and productivity. These plans also work well for promoting internal changes or strategies within an organization by acting as a roadmap to align measurable objectives with practical action steps.

What should be included in a 30-60-90 day plan?

A well-crafted 30-60-90 day plan should include specific, measurable goals for each of the three periods. 

The first 30 days are typically focused on learning and integration, where you should include objectives related to understanding company goals, procedures, and tools. 

The next 30 days (the 60-day mark) often shift towards more active involvement, which can include starting new projects and building relationships. 

By the final 30 days, the plan should focus on implementing changes and taking on more significant responsibilities, such as long-term goal setting.

How can a 30-60-90 day plan help you succeed in a new job?

A 30-60-90 day plan can help your success in a new job by providing a clear outline of what to accomplish and when. This strategic plan encourages a proactive approach to learning, relationship-building, and skill development. 

Initially, it helps you quickly absorb the necessary information and company culture. As the plan progresses, it assists in demonstrating your value through early contributions while establishing your presence and impact within the team.

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How to Develop a Strategic Plan for Business Development [Free Template]

Published: May 01, 2023

Business development is usually confused with sales , often overlooked, and only sometimes given the strategic focus it deserves. Having a business development strategy, however, is crucial to long-term success. It ensures that everyone in your company is working toward a common goal.

But how do you develop a business development plan? Pull up a chair and stay awhile, I’m diving into that and more below.

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Business development.

Business development is the practice of identifying, attracting, and acquiring new business to further your company’s revenue and growth goals. How you achieve these goals is sometimes referred to as a business development strategy — and it applies to and benefits everyone at your company.

It’s not unusual to mistake business development with sales, but there’s an important distinction between the two. Business development refers to many activities and functions inside and outside the traditional sales team structure. In some companies, business development is part of the larger sales operations team. In others, it’s part of the marketing team or sits on its own team altogether.

Because business development can look so different among industries and businesses, the strategy behind this function is expansive. Below, we outline each step in the strategy and how to apply it to your business development plan.

Business Development Strategy

• Understand your competitive landscape.
• Choose effective KPIs.
• Develop long-term customer relationships.
• Implement customer feedback.
• Keep your website content and user interface fresh.
• Speed up your response time.
• Leverage a sales plan to identify areas of growth.
• Implement a social listening strategy.
• Sponsor industry organizations, conferences, and events.

1. Understand your competitive landscape.

Before you can develop a strategic plan to drive business growth, you must have a solid understanding of the competitive landscape in your industry. When you know who your ideal customer is and what problem they are looking to solve with your product or service, research who else is providing a viable solution in your industry.

Identify other companies operating in your space. What features do their products have? How competitive is their pricing? Do their systems integrate with other third-party solutions? Get crystal-clear on what the competition is offering so you know how to differentiate your product to your customers.

Featured Resource: 10 Competitive Analysis Templates

2. Choose effective KPIs.

How will you know if your business development efforts are successful? Ensure you can measure your goals with relevant, meaningful key performance indicators (KPIs) that reflect the health of your business. The result of these metrics should give you a strong indication of how effective your business development efforts are.

Featured Resource: Sales Metrics Calculator Dashboard

3. Develop long-term customer relationships.

Do you engage with your customers even after the deal has been closed? If not, it’s time to develop a plan to keep your buyers engaged. Building long-term relationships with your customers pays off. A grand majority of a company's business comes from repeat customers, and returning customers are cheaper to convert. Indeed, it’s famously known that it costs five times more to convert new customers than it does to sell to returning customers.

Not only are repeat customers easier to sell to, they can also provide valuable feedback and insights to help you improve your business. Additionally, customer testimonials can be used for valuable content that can attract your next buyer.

4. Implement customer feedback.

If and when you have customers who are willing to provide feedback on your sales process and offerings, make sure you hear them out and implement it. Your customers offer a unique, valuable perspective because they chose your product over the competition — their insights can help shape your strategy to keep your business ahead of the curve.

5. Keep your website content and user interface fresh.

When was the last time your company had a website refresh? Can you ensure that all links are working, that your site is easy to navigate, and that it is laid out and intuitive for those who want to buy from you?

Keeping your website up-to-date and easy to use can make or break the sale for customers who know they are ready to buy. Don’t make it too difficult for potential customers to get in touch with you or purchase your product directly (if that suits your business model).

6. Speed up your response time.

How fast your sales team responds to your leads can make or break your ability to close the deal. If you notice your sales process has some lag time that prevents you from responding to prospects as soon as possible, these could be areas to prioritize improvement.

7. Leverage a sales plan to identify areas of growth.

No business development strategy is complete without a sales plan . If you’ve already established a plan, make sure to unify it with your business development efforts. Your plan should outline your target audience, identify potential obstacles, provide a “game plan” for sales reps, outline responsibilities for team members, and define market conditions.

While a sales plan primarily affects your sales team, it can inform the activities of your business development reps. A sales plan can help them understand where the business needs growth — whether it’s in a new vertical, a new audience, or a new need that’s recently come to light in the industry.

Not sure how to create a sales plan? Download the following template to get started.

Featured Resource: Sales Plan Template

8. Implement a social listening strategy.

While social listening is mainly used in a marketing and customer service context, it’s also an essential practice for business development. There are more than 4 billion social media users worldwide. Naturally, social media is one of the best places to hear directly from consumers and businesses — without needing to reach out to them first.

In business development, you can use social listening to track what the general public is saying about your brand, industry, product offerings, product category, and more. It can help you identify key weaknesses in the industry, making it a prime opportunity to be the first to address those pitfalls.

Use a social listening tool to pick up on trends before they gain traction.

9. Sponsor industry organizations, conferences, and events.

A key facet of business development is reaching potential customers where they are. One of the easiest ways to do that is by sponsoring industry organizations, conferences, and events. This strategy will guarantee that your business development reps get valuable face-to-face time with your business’ target audience. The additional visibility can also help establish your business as a leader in the field.

Now that you understand what business development entails, it's time to create a plan to set your strategy in motion.

How to Develop a Strategic Plan

When we refer to a business development strategic plan, we’re referring to a roadmap that guides the whole company and requires everyone’s assistance to execute successfully and move your customer through the flywheel . With a plan, you’ll close more deals and quantify success.

Let’s go over the steps you should take to create a strategic plan.

1. Download our strategic plan template .

First, download our free growth strategy template to create a rock-solid strategic plan. With this template, you can map a growth plan for increasing sales, revenue, and customer acquisition rates. You can also create action plans for adding new locations, creating new product lines, and expanding into new regions.

Featured Resource: Strategic Plan Template

2. Craft your elevator pitch.

What is your company’s mission and how do you explain it to potential clients in 30 seconds or less? Keeping your elevator pitch at the forefront of all strategic planning will remind everyone what you’re working toward and why.

Some people believe the best pitch isn’t a pitch at all , but a story. Others have their favorite types of pitches , from a one-word pitch to a Twitter pitch that forces you to boil down your elevator pitch to just 280 characters.

Find the elevator pitch that works best for your reps, company, and offer, and document it in your business development strategy.

3. Include an executive summary.

You’ll share your strategic plan with executives and maybe even board members, so it’s important they have a high-level overview to skim. Pick the most salient points from your strategic plan and list or summarize them here.

You might already have an executive summary for your company if you’ve written a business proposal or value proposition . Use this as a jumping off point but create one that’s unique to your business development goals and priorities.

Once your executives have read your summary, they should have a pretty good idea of your direction for growing the business — without having to read the rest of your strategy.

3. Set SMART goals.

What are your goals for this strategy? If you don’t know, it will be difficult for your company and team to align behind your plan. So, set SMART goals . Remember, SMART stands for:

Featured Resource: SMART Goal Setting Template

Download the template now.

If one of your goals is for 5% of monthly revenue to come from upsells or cross-sells, make this goal specific by identifying what types of clients you’ll target.

Identify how you’ll measure success. Is success when reps conduct upsell outreach to 30 clients every month, or is it when they successfully upsell a customer and close the deal? To make your goal attainable, ensure everyone on your team understands who is responsible for this goal: in this case, sales or business development reps.

This goal is relevant because it will help your company grow, and likely contributes to larger company-wide goals. To make it time-based, set a timeline for success and action. In this case, your sales team must achieve that 5% upsell/cross-sell number by the end of the quarter.

4. Conduct SWOT analysis.

SWOT is a strategic planning technique used to identify a company’s strengths, weaknesses, opportunities, and threats.

Before conducting a SWOT, identify what your goal is. For example, “We’d like to use SWOT to learn how best to conduct outreach to prospective buyers.”

Once you’ve identified what you’re working toward, conduct market research by talking with your staff, business partners, and customers.

Next, identify your business’ strengths. Perhaps you have low employee turnover, a central location that makes it easy to visit with prospects in person, or an in-demand feature your competitors haven’t been able to mimic.

Featured Resource: Market Research Kit with SWOT Analysis Template

Your business’ weaknesses are next. Has your product recently glitched? Have you been unable to successfully build out a customer service team that can meet the demands of your customers?

Then, switch to opportunities. For example, have you made a new business partnership that will transition you into a previously untapped market segment?

What are the threats? Is your physical space getting crowded? What about your market space? Is increasing competition an issue?

Use SWOT results to identify a better way forward for your company.

5. Determine how you’ll measure success.

You’ve identified strengths and weaknesses and set SMART goals , but how will you measure it all ? It’s important for your team to know just how they will be measured, goaled, and rewarded. Common key performance indicators (KPIs) for business development include:

• Company growth
• Lead conversion rate
• Leads generated per month
• Client satisfaction
• Pipeline value

6. Set a budget.

What will your budget be for achieving your goals? Review financial documents, historical budgets, and operational estimates to set a budget that’s realistic.

Once you have a “draft” budget, check it against other businesses in your industry and region to make sure you’re not overlooking or misjudging any numbers. Don’t forget to factor in payroll, facilities costs, insurance, and other operational line items that tend to add up.

7. Identify your target customer.

Who will your business development team pursue? Your target market is the group of customers your product/service was built for. For example, if you sell a suite of products for facilities teams at enterprise-level companies, your target market might be facilities or janitorial coordinators at companies with 1000+ employees. To identify your target market:

• Analyze your product or service
• Check out the competition
• Choose criteria to segment by
• Perform research

Your target customer is the person most likely to buy your product. Do your homework and make sure your business development plan addresses the right people. Only then will you be able to grow your business.

8. Choose an outreach strategy.

What tactics will you use to attract new business for your sales team to close? You might focus on a single tactic or a blend of a few. Once you know who your target market is and where they “hang out,” then you can choose an appropriate outreach strategy.

Will your business development plan rely heavily on thought leadership such as speaking at or attending conferences? Will you host a local meetup for others in your industry? Or will your reps network heavily on LinkedIn and social media?

If referrals will be pivotal to your business’ growth, consider at which stage of the buying process your BDRs will ask for referrals. Will you ask for a referral even if a prospect decides they like your product/service but aren’t a good fit? Or will you wait until a customer has been using your solution for a few months? Define these parameters in your strategy.

Upselling and Cross-Selling

Upselling and cross-selling are a cost-effective way of growing your business. But it’s important that this tactic is used with guardrails. Only upsell clients on features that will benefit them as well as your bottom line. Don’t bloat client accounts with features or services they really don’t need — that’s when turnover and churn start to happen.

Sponsorship and Advertising

Will your BDR work with or be on the marketing team to develop paid advertising campaigns? If so, how will your BDRs support these campaigns? And which channels will your strategy include? If you sell a product, you might want to feature heavily on Instagram or Facebook. If you’re selling a SaaS platform, LinkedIn or Twitter might be more appropriate.

What’s your outreach strategy? Will your BDRs be held to a quota to make 25 calls a week and send 15 emails? Will your outreach strategy be inbound , outbound , or a healthy combination of both? Identify the outreach guardrails that best match your company values for doing business.

Strategic Plan Example

Let’s put all of these moving parts in action with a strategic plan example featuring good ol’ Dunder Mifflin Paper Company.

Elevator Pitch Example for Strategic Plan

Dunder Mifflin is a local paper company dedicated to providing excellent customer support and the paper your business needs to excel today and grow tomorrow.

Here are some additional resources for inspiration:

• Elevator Pitch Examples to Inspire Your Own
• Components of an Elevator Pitch

Executive Summary Example for Strategic Plan

At Dunder Mifflin, our strengths are our customer service, speed of delivery, and our local appeal. Our weakness is that our sales cycle is too long.

To shorten the sales cycle 5% by the end of Q4, we need to ask for more referrals (which already enjoy a 15% faster sales cycle), sponsor local professional events, and outreach to big box store customers who suffer from poor customer support and are more likely to exit their contract. These tactics should allow us to meet our goal in the agreed-upon timeline.

• How to Write an Incredibly Well-Written Executive Summary [+ Example]
• Executive Summary Template

SMART Goals Example for Strategic Plan

Dunder Mifflin’s goal is to decrease our sales cycle 5% by the end of Q4. We will do this by more proactively scheduling follow-up meetings, sourcing more qualified, ready-to-buy leads, and asking for 25% more referrals (which have a 15% shorter sales cycle already). We will measure success by looking at the sales pipeline and calculating the average length of time it takes a prospect to become closed won or closed lost.

• 5 Dos and Don'ts When Making a SMART Goal [Examples]
• How to Write a SMART Goal
• SMART Marketing Goals Template

SWOT Analysis Example for Strategic Plan

Strengths: Our strengths are our reputation in the greater Scranton area, our customer service team (led by Kelly Kapoor), and our warehouse team, who ship same-day reams to our customers — something the big box stores cannot offer.

Weaknesses: Our greatest weakness is that our sales team has been unable to successfully counter prospects who choose big box stores for their paper supply. This results in a longer-than-average sales cycle, which costs money and time.

Opportunities: Our greatest business opportunity is to conduct better-targeted outreach to prospects who are ready to buy, ask for more referrals from existing customers, and follow up with closed lost business that’s likely coming up on the end of an annual contract with a big box store.

Threats: Our biggest threat is large box stores offering lower prices to our prospects and customers and a sales cycle that is too long, resulting in low revenue and slow growth.

• How to Conduct Competitive Analysis
• How to Run a SWOT Analysis for Your Business [+ Template]
• SWOT Analysis Template and Market Research Kit

Measurement of Success Example for Strategic Plan

We will measure success by looking at the sales pipeline and calculating the average length of time it takes a prospect to become closed won or closed lost.

Budget Example for Strategic Plan

You've laid out the SMART goals and the way you'll measure for success. The budget section's goal is to estimate how much investment it will take to achieve those goals. This will likely end up being a big-picture overview, broken down into a budget by a program or a summary of key investments. Consider laying it out in a table format like so:

• Budgeting Templates
• How to Write an Incredible Startup Marketing Budget

Target Customer Example for Strategic Plan

Our target customer is office managers at small- to medium-sized companies in the greater Scranton, PA area. They are buying paper for the entire office, primarily for use in office printers, custom letterhead, fax machines. They are busy managing the office and value good customer service and a fast solution for their paper needs.

• How to Create Detailed Buyer Personas for Your Business
• Make My Persona Tool

Outreach Strategy Example for Strategic Plan

Networking, sponsorships, and referrals will be our primary mode of outreach. We will focus on networking at regional paper conferences, HR conferences, and local office manager meetups. We will sponsor local professional events. And we will increase the volume of referrals we request from existing customers.

Create a Strategic Plan for Business Development

Without a strategic plan, you can invest resources, time, and funds into business development initiatives that won't grow your business. A strategic plan is crucial as it aligns your business development and sales teams. With a solid business development strategic plan, everyone will be working toward the greater good of your company.

Editor's note: This post was originally published in January 2020 and has been updated for comprehensiveness.

Don't forget to share this post!

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How To Grow Your Business in 6 Months

• by Claire Bahn

In 2019, I was at a point where I knew I needed my business to expand. Despite being in the personal branding space for over a decade, my approach to clients always came from my company’s perspective. Based on my experience, I’m telling you that you need to get rid of the company branding if you want to grow your business.

It’s been a while since I’ve talked to you about these facts, but even in 2021, it’s still true that 92% of people  trust recommendations from individuals  (even if they don’t know them) over brands. 

The reason my company brand approach for Online Profile Pros  quit reeling in as many clients as it did back in 2010 is because of the switch to personal branding. That’s why, over the last year or so, I’ve rebranded all of my businesses to have a personal approach— me!

Since taking this approach, I’ve been able to generate consistent client discovery calls and conversions than I ever did with my company brand. However, a lot of work went on behind the scenes. It took a lot more than my friendly face to get my companies where they are now. 

RELATED: HOW TO REBRAND YOURSELF – MY EXPERIENCE

These past six months for me have been the most profitable. Not only have I fine-tuned my process enough to build my team, but I have leads coming to me passively and actively. 

And you need both if you want your brand to thrive and succeed. 

Do you want to attract more clients and boost revenue?

So what did I do these past six months to help my business grow? Below are the first three things I did (keep in mind, you need to be consistent in your branding and marketing before you can move on to the last few steps). 

1. Define Your Personal Brand

As cliche as it might sounds, being yourself is the only way to market yourself in 2021. If you want to grow your business, you need to define who you are and what you want your brand to do for others.

 I’ve taken on a handful of clients whose marketing wasn’t consistent with who they are as a person. This left them feeling little passion for their business because their messaging didn’t resonate. It might not sound like a huge deal (fake it till you make it, right?), but it is. You wouldn’t build a seafood restaurant and then name it Burger Palace because burgers seem to sell more. So don’t brand yourself as a charismatic CEO when, in real life, you’re more of a blunt, no-nonsense type of talker. 

The way you portray yourself matters. Do it honestly, and you can grow your business. Pretend to be someone else, and you’ll be inconsistent, unfulfilled, and slow to develop. 

I have plenty of blogs on building your personal brand, but here are my favorite methods:

RELATED: THE FIRST 5 THINGS YOU SHOULD DO WHEN BUILDING YOUR BRAND

Create Your Personal Branding Statement

I have an easy formula for writing a personal brand statement that sells. This is essentially your elevator pitch but in a single sentence. You need to explain your expertise, your client’s pain points, and the transition you help people go through. 

Figure Out Your Content Pillars

Your content pillars will be the topics you speak on the most. If you’re an author, you should have the expertise to talk about grammar, writing techniques, and maybe self-publishing. 

These content pillars will be the topics you speak on the most. This makes creating content easy which means you’ll be consistent and reliable. 

Research SEO Keywords

Once you know your personal brand’s area of expertise, it’s time to dig into the research. Besides slight competition research, the big goal here is to know your SEO keywords. These keywords should appear in your blogs, YouTube videos, copy, and social media content. 

Start Creating Long-Form Content

Now, most importantly, it’s time to start creating content for your audiences. Social media I a great place to start trying to grow your brand, but remember you need your own platform. 

Long-form content lets the audience get to like and know you. And if you’re consistent, then they’ll be able to trust you. Long-form content is typically blogs, YouTube videos, or a podcast.

RELATED: HOW TO CREATE A STRONG SOCIAL MEDIA CONTENT STRATEGY

2. Draw Up Your Business Plan To Grow Your Business

The next step is to write your business plan. You want to do this second because you need to determine your personal goals (aka your personal brand) to know what you what to do. 

Now, we’re going to map out where you want to go. 

Ideal Client Persona

If you’re looking to grow your business, you need to understand your target audience. By picking your personal brand’s content pillars, you know what you want to talk about. But why does your audience want to learn these things, and how can you help them solve their problems?

The only way to determine this is to know who your audience is. Figure out your target demographic (age, gender, and location). More importantly, imagine what these people dream about and struggle with daily.

Monetary Goals

Your business, ideally, is going to take you from a side hustle to a full-time entrepreneur. And if you already have your foot in the door, this will help you scale your business. 

Be realistic about these goals. Figure out what you need to charge based on your expertise and time spent on projects. Remember to factor in expenses such as monthly memberships or a CPA. Then, outline your revenue goals for every quarter. 

Plan Your Social Media Schedule

Just like your monetary business plan goals, your social media schedule should be realistic. If you’re new to entrepreneurship, you shouldn’t expect to hit $10K months in your first quarter. And if you’re new to social media, you shouldn’t expect yourself to be on every social media platform and post three times a day.

RELATED: 5 STEPS TO DEVELOPING A PERSONAL BRAND FOR BEGINNERS

3. Inbound and Outbound Marketing

Boosting your business is all about how well you market. With your personal brand, marketing can be a breeze— if you know where to start. 

Inbound Marketing

This is where most new personal brands start. This is organic marketing, including SEO blogs, content marketing, and using strategic hashtags on Instagram. 

Organic marketing can go a long way to grow your business. However, the best way to get people to trust your brand is to showcase client testimonials, reviews, and social proof routinely. 

One thing that is undeniable when it comes to organic marketing is the success of video. 

Video content marketing acts fast to bring you in leads for your business.  One study finds , “54% of consumers would like to see video content from the brands they support.” So remember that long-form content we discussed? YouTube videos are a great way to see a quick Return On Investment.

Outbound Marketing

Outbound marketing typically refers to paid advertising, but it doesn’t have to. With your personal brand defined and a content strategy in place, now is the time to build outward confidence in what you have to offer. 

This is when you want to reach out to your sphere of influence for referrals. It also means kicking ass at networking events . And if you’re like me (a business owner stuck in California), then networking online maybe your online option. Attend digital conferences, genuinely converse with your ideal client on social media direct massagers, and start booking those sales calls. 

Next Steps: How To Grow Your Business After Hitting Your Goals

Here’s where I want you to stop.

You should solidify these first three steps in your first three months with your new personal brand. Yes, you can change things slightly as your brand grows, but these are the building blocks that set up your business’s entire foundation.

These next steps will take place over three months, thus completing your six-month business growth cycle. But ask yourself if you’re really ready to move forward. 

I know that you’re impatient to grow your business, but jumping into it before you’re ready is never the answer.

Before you move forward with what I have for you down below, go back and look over Steps 1-3. Are you resonating with the personal brand your promoting on social media? No? Tweak it a bit and start again.

Is your ideal client resonating with your personal brand enough to buy from you? You’ll know if they are because of your business plan. If you haven’t hit a single monetary goal, don’t move forward quite yet. Go through the first three steps again and see how things look in 3-6 months down the line. 

When things are looking good in terms of your business growth, now you’re ready to scale. Here’s how:

No matter how hard you try, you can’t grow your business without support. It’s up to you where you outsource first. I recommend hiring someone to do the work you’re not good at or that you don’t enjoy doing. I enjoy hiring copywriters, social media managers, and marketing managers for my business. However, your first outsourcing gigs will typically be virtual assistants (VA), graphic designers, or personal branding strategist.

Ads are only a good idea if you know who your ideal client is. Social media and Google ads depend on this knowledge for you to see an ROI for your paid ads. That’s why this is one of the last steps to grow your business— to avoid losing thousands of dollars with arbitrary ads, 

RELATED: 4 REASONS YOU NEED VIDEO CONTENT MARKETING FOR YOUR PERSONAL BRAND

Book Press or Speaking Gigs

Since you’ve already worked on networking and content marketing tactics for your inner circle, it’s time to branch out. 

Getting your name in the press serves two purposes. One is because it looks impressive. That’s that social proof that you need to be sharing on social media. The second reason is that it helps you reach new audiences. 

Speaking gig opportunities are also two-fold. It puts you in front of an audience who inherently like, know, and trust you Plus, speaking gigs can be paid positions for your personal brand. Do well, and this can be an easy way to supplement your income. 

You can hire a PR firm to book your speaking gigs or help you with press opportunities. There is also plenty of ways you can do this yourself. Help a Reporter Out (HARO) is the perfect platform to pitch your expertise to journalists. 

Likewise, if you’re good at copywriting, it’s easy to pitch yourself to podcast hosts with an episode idea. Podcasts are always looking for guest speakers, so there’s no shame in reaching out to them.

Create Courses or Write a Book

And finally, the most tell-tale sign that you’ve made something of yourself these days is having your own online course. However, I don’t recommend doing this before you’re hitting your monthly revenue goals with clients or products. 

Once you have a flawless system and consistent income, you can use your growing audience base to bring in more money for your business. Courses can range anywhere from$100 to over $1,000 per person. That’s a huge opportunity to boost your business revenue and goals.

If video is not your thing, you can always write a book. You shouldn’t come to this decision lightly, though. Anyone can publish a book, but it takes a lot of work to earn a living (or even supplemental income) from it. That’s what being loyal to your personal brand and knowing your audience is paramount to your business’ success from beginning to end. If you’ve done it well and you do decide to write a book, you’ll have an audience waiting to pre-order. 

And writing the book will be easier.

Do you want to attract more clients and boost revenue? Learn how to position yourself as an expert, grow your audience, and attract the right clients. Watch my FREE  Personal Branding Masterclass  today.

• how to grow your business , how to grow your business online , how to grow your business with your personal brand

Claire Bahn

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See Long- and Short-term Results with a 3-6-12-24 Plan

Published: February 26, 2010 by Marc Thys

One of the major dilemmas companies face today is the pressure to deliver short-term improvements and benefits while still contributing to longer-term breakthrough objectives. The 3-6-12-24 planning tool helps practitioners find a way out of this predicament by presenting a coherent picture of the balance that must be achieved between short- and long-term objectives. An additional benefit: The Belts who run the improvement projects will see these not as stand-alone achievements, but as contributing to a bigger picture.

The 3-6-12-24 planning tool presented here is based on the same concepts and principles as multi-generation project planning (MGPP), an approach used to manage complex programs.

Clearing Up Communication

Two distinct audiences can benefit from this tool: the process owners that want to achieve their breakthrough objectives and the Belts that will execute the projects. Ultimately, the tool is a communication vehicle between these two parties.

Process owners typically want to have a clear picture of what results can be delivered by when, and how these results will contribute to the longer-term objectives. They also want to track the progress of these results and objectives. Moreover, they want to understand what resources will be needed.

Belts usually participate in the dialogue to develop the improvement plan. Based on their understanding of the challenges and uncertainties involved, they propose timelines, projects and resources to achieve the objectives and deliver the results. The process owners challenge them on these proposals in order to get the best return on investment in the shortest possible time frame.

Timing Is Everything

The numbers in the name of the 3-6-12-24 planning tool refer to months. For each of these milestones, targets should be set for key performance indicators of the business, and appropriate projects and work streams identified. The 24-month timeframe should help process owners to break out of fiscal year constraints that often restrict their thinking. Breakthrough objectives are seldom achieved within one fiscal year, so the time horizons have to be set accordingly.

The short-term horizons of three and six months will focus the Belts on concrete results. This should help overcome the syndrome whereby only large, complex DMAIC (Define, Measure, Analyze, Improve, Control) projects are defined and selected, designed to deliver within six months, but often dragging on for 10 months or longer. At the same time, the Belts are encouraged to come up with smaller, Kaizen-type projects. Not only does this type of project deliver results more quickly, but the projects often act as enablers for larger DMAIC projects that can be executed in parallel. The Kaizen projects also can be used as a vehicle to deliver quick wins that are often identified in the early stages of a DMAIC project.

Creating a Roadmap

The 3-6-12-24 planning tool can be best used for a rolling wave type of planning and review. This means that not only will the original plan be used to track progress and results every three months, but it will also be reviewed and adapted with that frequency. At the first review after three months, the original six-month target becomes the three-month target, and a new six-month target is set based on what now appears to be an achievable target on the road to the original 12-month target. Practitioners should revise the 12- and 24-month targets every six months, based on the insight gained over the previous six months. The 3-6-12-24 plan then becomes a living document to map out the road to the breakthrough objectives.

In the spirit of multigeneration planning, practitioners should ask the questions in Table 1 to determine the data and knowledge that must be gained in the first generation and is required to be able to execute the successive generations.

Typically, there should be a plan for each major component or objective of the breakthrough vision. For example, one business might have these three major objectives:

• Reduce defects
• Improve productivity
• Reduce lead time

Table 2 shows a sample 3-6-12-24 plan for reducing defects.

Taking On Project Responsibility

Introducing this tool also can be a major motivator for the Belts that are going to work on these projects. One or two Black Belts should be assigned to each of the areas and should be given two-year goals. From there, they should be allowed to develop the rest of the plan – including the projects that they are going to work on in the next six months in order to achieve these goals. This way Belts do not have to wait for DMAIC projects to be assigned to them and can avoid projects that are poorly defined, not clearly scoped and not part of a coherent set – let alone aligned to achieve a clear mid- to long-term goal. Furthermore, the Belts will have work beyond long-winded DMAIC projects because the plan encourages them to include shorter Kaizen events and even “just do it” type projects in their set.

The tool and approach also help the sponsors and process owners to fulfill their roles because they become fully accountable for the results of the plan, rather than having a vague role to “remove roadblocks” for the Belts.

Demonstrating Value

After the initial launch of this tool at a test business, practitioners achieved their performance objectives for the first half of the year several months sooner than expected, allowing them to set more aggressive targets for the second half of the year. The achievement helped bring about a major turnaround for the entire Lean Six Sigma program, which had been on the brink of failure due to a lack of understanding and leadership and an overemphasis on short-term financial results. The problems had led to very low levels of morale with the Belts, who were actually blamed for the lack of success with the program. Now they had an effective tool to focus the improvement efforts of the business, and it became easy to demonstrate the program’s alignment with the strategy and its value to the business.

With the 3-6-12-24 planning tool, practitioners stopped measuring the individual benefits of projects and concentrated on the collective impact of the projects on the business objectives. It turned out to be a win-win situation for all parties involved: the business, sponsors, process owners and Belts.

About the Author

Money blog: 'Seismic shift' for UK banks, as milestone passed today; is more expensive steak actually better for you?

UK bank closures hit a milestone today, marking a "seismic shift" in the industry. Is more expensive steak really better for you? Read about this and all the latest consumer and personal finance news in the Money blog - and leave a comment or your money problem in the box below.

Friday 17 May 2024 07:09, UK

• 'Seismic shift' as number of bank branch closures passes 6,000
• Drivers hit by 'unfairly high margins' on fuel

Essential reads

• Is more expensive steak better for you?
• Basically...  What is PIP - and what could government changes mean?
• How to make sure your car passes its MOT
• Cheap Eats:  Michelin-star chef reveals his top steals in London - including an unbeatable sub sandwich
• Money Problem: My workplace wants to pay us by the minute - what can I do?
• Best of the Money blog - an archive

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Drivers are suffering from "unfairly high margins" on fuel sales, Energy Secretary Claire Coutinho has been warned.

In a letter to the cabinet minister, the RAC said the Competition and Markets Authority (CMA) must be given the power to take "meaningful action" against companies charging too much for petrol and diesel.

The average retailer margin - the difference between the amount they pay for fuel and the pump price - has been above 18p per litre for diesel since 7 May and is nearly 12p per litre for petrol, RAC head of policy Simon Williams wrote.

The long-term average for both fuels is 8p.

The RAC believes if retailers charged "fairer" margins, the average price of a litre of petrol and diesel would be around 145p, down from the current prices of 150p per litre for petrol and 157p per litre for diesel.

Mr Williams said the current margins being charged by larger retailers in particular were "extremely unfair on drivers struggling to get by in the cost of living crisis". 

"It's very concerning to see fuel margins at such high levels, particularly as this is happening under the close eye of the CMA and while retailers are voluntarily sharing their forecourt prices with the intention of increasing competition," he said.

The RAC spokesman added that the situation would only be improved in the long-term if the CMA took "meaningful action against retailers whose margins are deemed not to be mirroring significant reductions in the cost of wholesale fuel".

It can be hard to balance the demands of eating well without spending a lot.

In this series, we try to find the healthiest options in the supermarket for the best value - and have enlisted the help of  Sunna Van Kampen , founder of Tonic Health, who went viral on social media for reviewing food in the search of healthier choices.

In this series we don't try to find the outright healthiest option, but help you get better nutritional value for as little money as possible.

This time we're looking at meat. 

"When it comes to which type of meat you buy, there's a common misconception the more expensive the cut the healthier it is," Sunna says.

"But fatty meat stores more nutrients than their lean counterparts - vitamins like A, D, E, and K are fat-soluble and stored in animal fat - so, a fillet steak may contain less nutrients than its fatty cousin," he adds. 

The science

We typically turn towards leaner cuts of meat due to the common belief that saturated fat from animals is something to be avoided. 

"Yet, the latest science suggests that saturated fat and cholesterol may not be as harmful as researchers once thought they were," Sunna says.

He points to a  2020 review  in the National Library of Medicine that looked at several studies on saturated fat and heart disease - and found that the association between the two appeared to be weak.

That being said, a large amount of fat in your diet is in no way advisable - but don't be afraid to introduce fattier cuts. 

Sunna swears by mincemeat - preferring it to steak if choosing the fattier kind. 

Most supermarkets sell somewhere between 5-20% versions - and Sunna urges shoppers to put the higher percentages in their baskets. 

"Mince beef with higher fat content isn’t just about the added fat-soluble vitamins; it's also about what comes with it," he says.

"The added tendons, ligaments and connective tissue in mince beef provides collagen."

Collagen is a protein - full of amino acids that supports the structure of your skin, hair, and nails. 

It also plays a vital role in maintaining the integrity of your joints and connective tissues. 

"By choosing mince beef with 20% fat, you're getting a broader nutritional profile, including those collagen benefits," he says. 

Using prices from major supermarkets, Sunna compares his the money and the health for major beef products... 

• Fillet steak: Around £35/kg, it's the most expensive cut and doesn't provide as many health upsides as other, cheaper options
• Ribeye steak : Around £24/kg, with added fat that offers more fat-soluble vitamins.
• Rump steak: Around £15/kg, it’s one of the most economical ways to steak and that nice rind of fat will give you the added nutrition.
• Steak mince beef 5% fat: Around £7/ kg, it's premium mince but at over half the price of steak, making a great affordable option, but the lower fat content is only really good for reducing the calories.
• Mince beef 20% fat: Priced at about £5/kg, it's one of the most affordable options that gives you the most health upside - with all the added fat-soluble vitamins, omega 3s and collagen. 

"Swapping a fillet steak a week to 20% mince could save you £182.52 a year and you'd be increasing your nutrition intake considerably," Sunna says.

"Not only does mince beef save you money, but it also provides a versatile base for countless dishes - burgers, meatballs, bolognese, tacos -the possibilities are endless."

Organics and grass-feds

"Whilst all unprocessed meat is healthy, there are benefits to the quality of your meat," Sunna continues. 

"Typically, a local grass-fed cut of meat has higher omega-3 fatty acids which are beneficial for heart and brain health - up to 6x more  in fact than feed-lot cattle," he adds. 

These can often be far more expensive, however. 

"Choosing between fillet steak and mince beef doesn't have to be a battle of indulgence versus health - both have their unique nutritional benefits, but when it comes to a cost-effective, nutritious option, mince beef with 20% fat takes the win," he says.

The nutritionist's view, from Dr Claire Shortt, lead scientist at  FoodMarble ...

While it's fine to consider cheaper cuts of beef over say filet mignon, it's best to moderate red meat intake given potential links to certain cancers. 

Processed meats are more problematic again, especially from a bowel or stomach cancer perspective. In fact, the World Health Organisation classifies them as a Class I carcinogen (i.e. "known to cause cancer"). 

Read more from this series... 

The number of UK bank branches that have closed forever passes 6,000 today, according to the consumer group Which?

Which? said eight Barclays branches were shutting their doors today, taking the total by the end of the day to 6,005.

This equates to more 60% of the bank branch network since Which? began tracking closures in 2015.

The eight Barclays closures relate to branches in Alperton in Wembley, Andover in Hampshire, Bangor in County Down, Bracknell in Berkshire, Hornchurch in Essex, Inverness in the Highlands in Scotland, Liverpool and Streatham in London.

Barclays has closed 1,216 branches, according to Which?

NatWest Group, which comprises NatWest, Royal Bank of Scotland and Ulster Bank, has closed 1,360 branches and Lloyds Banking Group, made up of Lloyds Bank, Halifax and Bank of Scotland, has shut 1,146 sites, the consumer group said.

Which? said 200 closures by various banks were already scheduled for the rest of 2024.

Currently, 24 more bank branch closures have been scheduled for 2025, although more are expected to be announced later this year and next, it added.

While millions of consumers have made the switch to banking digitally, there remains a significant number of people who are not yet ready or willing to make that jump, underscoring the need for accessible alternatives, Which? said.

Sam Richardson, deputy editor of Which? Money, said the closures showed a "seismic shift" had taken place in terms of our banking habits and the character of the British high street.

"While some may hardly notice the closure of their local branch as they seamlessly switch to online banking, for others reliant on face-to-face services, the impact can be disastrous," he said.

Landlords selling properties "represent the single biggest threat to renters", according to the UK's landlord association.

Government data shows 5,790 households were threatened with homelessness between October to December last year due to receiving a notice to end an assured shorthold tenancy (this ends a person's tenancy).

And the National Residential Landlords Association (NRLA) has said 45% have been left needing help because their landlord planned to sell the property in the second half of 2023.

Separately, data from Rightmove found that 50,000 rental properties were needed to bring the supply of rental homes back to pre-pandemic levels.

Ben Beadle, chief executive of the NRLA, said the only answer was to "ensure responsible landlords have the confidence to stay in the market and sustain tenancies".

He said it was "vital" the Renters Reform Bill, which is currently being debated in the House of Lords, "worked for landlords as well as tenants".

"Landlords selling up is the single biggest challenge renters face," Mr Beadle said.

Around 16% of high net worth shoppers have cut spending on luxury goods, research shows - with Burberry among the companies seemingly taking a hit.

Data from wealth management firm Saltus , which surveyed 2,000 Britons who had assets of more than £250,000, found 16.29% of respondents had cut down on their personal spending in response to the current high interest rate environment and/or the impact of the rising cost of living.

And 15.78%, said they had cut down on luxury items and designer clothes. 

Meanwhile, just 9.42% of respondents said the current environment had not impacted their lifestyle.

The figures follow data this week from designer store Burberry - which reported a 34% drop in annual operating profit.

Mike Stimpson, partner at Saltus, said high net worth individuals were having to "prioritise spending on essential costs including mortgages and supporting their families". 

"While this reduction is not limited entirely to personal spending on luxury items, it is inevitable that brands like Burberry feel the impact, although different businesses will clearly respond differently to these pressures," he said.

The Department for Work and Pensions (DWP) is hiring 2,500 "external agents" to crackdown on "benefit cheats".

The extra staff will check millions of Universal Credit claims for accuracy as part of the government's new fraud plan.

Combined with the DWP's own internal agents tackling fraud, this will take the headcount to nearly 6,000 people.

In addition to this, the DWP is introducing a new civil penalty to punish fraudsters, and investing £70m into advanced data analytics to catch those who "exploit the natural compassion and generosity of the British people".

Work and pensions secretary Mel Stride, said: "We are scaling up the fight against those stealing from the taxpayer, building on our success in stopping £18bn going into the wrong hands in 2022-23.

"With new legal powers, better data and thousands of additional staff, our comprehensive plan ensures we have the necessary tools to tackle the scourge of benefit fraud."

With the new 15 hours a week free childcare funding coming into effect this week for children aged between 9-23 months, research shows grandparents still play a key role in helping with costs.

In April, all two-year-olds from eligible working families became entitled to 15 hours free childcare each week. 

And as of this week, eligible working parents of children aged between 9-23 months are also able to apply to claim the same from September.

The government plans to increase this to 30 hours a week from September 2025.

However, grandparents still play a key role and therefore are still likely to be called upon for help from parents, according to data from the finance firm SunLife .

Data shows that half of the UK's 14 million grandparents provide childcare for their grandchildren during the working week and this rises to 55% of those with grandchildren under the age of one.

On average, the UK's grandparents spend between 22-24 hours a week providing free childcare for grandchildren under three-years-old.

So how much are grandparents saving their families and what if they were paid?

Research suggests grandparents are saving parents around £250 a week in childcare costs on average - this means that collectively, grandparents are saving their families £96bn in equivalent childcare costs every year. 

SunLife's grandparent salary calculator, which uses the average pay for the many roles grandparents are taking to calculate what their "grandparent salary" would be, has also found that if grandparents were paid for the 22 hours a week they would receive an annual salary of £13,188.

Victoria Heath, chief marketing officer at SunLife, said it was   "no wonder" one in five grandparents felt their children would struggle financially without their help.

She said research showed that 13% of grandparents felt they were relied on too much for childcare, and 14% loved doing it but felt it was too much at their age.

"Having said that, most (59%) grandparents who do provide childcare say they love helping out, so it is likely they will still play a key role, because whether they are still 'needed' or not, they are certainly still wanted, and most are more than happy to do it," Ms Heath added.

How can you apply for the 15 hours free childcare?

To apply for the funding you'll need the following: 

• National Insurance number;
• Unique Taxpayer Reference (UTR), if you're self-employed;
• the UK birth certificate reference number of any children you're applying for;
• the date you started or are due to start work.

Then, you'll need to go onto the gov.uk website and start an application.

It usually takes 20 minutes to apply and once your application has been approved, you'll get a code for free childcare to give to your childcare provider.

Mortgage possession actions have continued to rise and are currently above the previous year's levels, according to data from the Ministry of Justice .

The latest data shows mortgage claims, orders, warrants and repossessions have continued their gradual upward trend and claims are at their highest since 2019.

When compared to the same quarter in 2023, mortgage possession claims increased from 4,035 to 5,182 - this is a rise of 28%.

Meanwhile, mortgage orders increased from 2,532 to 3,019, warrants from 2,636 to 2,881 and repossessions by county court bailiffs from 729 to 759.

Landlord possession claims also increased from 23,389 to 24,874 when compared to the same quarter last year.

Craig Fish, director at Lodestone mortgages and protection, told Newspage things "need to change and quickly before it's too late".

"Though this data makes hard reading and is extremely worrying, it's not unexpected due to the significantly higher interest rate environment in which borrowers now find themselves," he said.

And Ben Perks, managing director at Orchard Financial Advisers, said he was "concerned these figures will continue to rise". 

He told Newspage: "The Bank of England seems totally oblivious to the plight of the average mortgage borrower, but hopefully this data will kick their hesitancy to drop the base rate firmly into touch. The time to act is now."

Tesco has recalled its sandwich pickle over fears it may contain glass.

The supermarket has pulled its 295g jars of Tesco Sandwich Pickle with the batch code 3254 and best before date of 11 September 2025 due to the concerns of glass traces.

The Food Standards Agency has said on its website: "This product may contain pieces of glass which makes it unsafe to eat."

Last year, the supermarket chain had to recall pastry products, including sausage rolls and steak and ale pies, over fears they contained pieces of metal and plastic.

A Tesco spokesperson told Sky News: "We've been made aware that a specific date/batch code of Tesco Sandwich Pickle may contain small pieces of glass. Therefore, this product could pose a safety risk if consumed.

"Please do not consume this product and instead return any affected product to store where a full refund will be given. No receipt is required.

"Tesco apologises to our customers for any inconvenience caused."

By Ed Clowes, news reporter

The FTSE 100 has remained stable out of the gate this morning after hitting a record high on Wednesday as better-than-expected inflation data in the US raised hopes of an interest rate cut in September.

It's been a busy start to the day with financial updates from BT Group, Premier Foods, Sage Group, and easyJet.

We'll start with easyJet, after the airline announced that its chief executive officer, Johan Lundgren, would step down in January 2025.

Mr Lundgren, who has served as CEO since 2017, will be replaced by the carrier's finance boss Kenton Jarvis.

In a financial update on its performance throughout the first half of the year, easyJet reported slightly higher revenues than anticipated, while cutting its losses compared to the same period last year.

The airline's share price fell by 6% in early trading this morning.

Elsewhere, telecoms giant BT said it had completed a £3bn cost-cutting programme ahead of schedule, and announced a further £3bn in planned savings by 2029.

The company told Sky News that the planned reductions in spending would not lead to more job losses, after BT announced last year that it would eliminate 55,000 roles.

Incoming boss Allison Kirkby said she wanted the business to prioritise the UK, with some analysts expecting BT to look at the futures of its Italian, Irish, and American divisions.

And last but not least, one of Europe's largest sellers of Rolex watches has said that sales in the UK are still down because some tourists don't want to buy here "due to the lack of VAT free shopping".

Nice for some.

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