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Vishal Singh
Birla Institute of Technology and Science (BITS), Pilani

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1. Business Strategic Planning Questionnaire Your ability to think, plan and act strategically will have a greater effect on your sales and profitability than anything else you do. Very often, a single change in your activities can lead to a major difference in your results. If you do not know the answers to these questions, or if you have the wrong answers, you can make mistakes in marketing, sales and business operations that can be fatal to your business. Answer each question the best you can. If you do not know the answer, or if you are unsure, it is important that you find out as soon as possible. Let us begin: 1. What business are you in? Define your business in terms of what you actually do for your customer to improve his or her life or work: 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 2. What is the mission of your company or firm? Define your mission in terms of what you want to achieve, avoid or preserve for your customers: 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 3. How do you want your customers to talk about your company, think about your company, or describe your company to others? What words do you want them to use? 8 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 4. Who is your perfect customer? Describe him/her in terms of age, income, education, occupation, location, or whatever other factors are appropriate for your industry. 1.Age? __________________________________________________ 2.Income? _______________________________________________ 3.Occupation? ___________________________________________ 4. Education?_________________________________________ 5. Need or problem?____________________________________ 6.Other?______________________________________________ 5. What does your ideal customer consider value? What benefits does your customer seek or expect in dealing with you? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 6. What are your company s core competencies? What special skills or abilities does your company possess that enable you to fulfill the needs of your customer? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 9 7. What does your company do extremely well? In what areas do you perform in an exceptional fashion? What makes you superior to your competitors? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 8. Who are your competitors? Who else sells your same product or service to your prospective customers? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 9. Who are your biggest or main competitors? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 10. Who are your secondary customers? Who else offers an alternate to what you sell? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 11. Why do your customers buy from your competitors? What benefits do they receive from your competitors that they don t receive from you? 1. ______________________________________________________ 10 2. ______________________________________________________ 3. ______________________________________________________ 12. Which of your products or services give you your highest profit? Where do you get your highest pay-off? What do you do that gives you your highest return on effort or investment? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 13. Which products, services, markets, customers or activities should your company abandon, eliminate, or get out of, to free up more time for higher value, more profitable activities? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 14. What could you do to attract your competitor s customers and get them to buy from you? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 15. How could you improve your marketing methods to generate more leads and attract more potential customers? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 11 16. What is your company s area of specialization? What are your products or services uniquely suited to do, and for whom? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 17. What is your area of differentiation or excellence? In what ways are you superior to your competitors? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 18. What is your specific competitive advantage? What qualities of your products, services or business make you better than 90% of businesses in your industry? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 19. What type of customers can benefit the most from the superior benefits of your product or service? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 20. In what areas of advertising, promotion and selling should you concentrate your energy and resources to maximize your sales and profits? 1. ______________________________________________________ 12 2. ______________________________________________________ 3. ______________________________________________________ 21. How could you convert more of your prospects into paying customers? What methods of sale could you use? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 22. Which customers should you phase out or abandon because they are no longer worth the time and energy they take to satisfy? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 23. What activities should you abandon or de-emphasize so you can have more time for those activities that offer the highest possible return on your investment of time and energy? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 24. What is your current positioning in your marketplace? How do people think and talk about you and your business when you are not there? What words do they use to describe you? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 13 25. What is your brand in your market today? What are you known for in your market? If you don t have a brand in your market, what would you like to be known for to your customers? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 26. What should your brand be? What words or description would you like to own in your customer s mind? What kind of a reputation would be most helpful for you to develop? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 27. What could you change or improve about your products, services or business to begin creating a more favorable brand-image in your customer s mind? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 28. What are your three greatest weaknesses as an organization? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 29. What are your three biggest obstacles to achieving higher levels of sales and profitability? 14 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 30. What are the three greatest potential threats to your business today? What are the worst things that could go wrong? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 31. Looking into the future, what are three worst things that could happen to hurt your business one year from today? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 32. What three steps could you take immediately to guard against these possible dangers? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 33. What are your three areas of greatest opportunity for the future, based on the trends in your business? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 15 34. What three steps could you take immediately to take advantage of these opportunities? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 35. What three core competencies or skills should you begin developing today to assure that you will be ready for the opportunities of tomorrow? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 36. How is technology affecting your business? What changes does the Internet cause in the way you do business? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 37. What are you dong today that you wouldn t get into again if you had to do it over knowing what you now know? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 38. Reorganization what changes should you make in your business, with regard to people and expenses, to improver both effectiveness and efficiency? 1. ______________________________________________________ 16 2. ______________________________________________________ 3. ______________________________________________________ 39. Restructuring how could you shift more of your time and resources into the top 20% of activities that account for 80% of your profits? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 40. Reinventing imagine your business burned to the ground today. What products, services and activities would you start up again immediately? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ What products, services or activities would you not start up again today if your business burned to the ground? 1._____________________________________________________ 2. ____________________________________________________ 3. _____________________________________________________ 41. Reengineering analyze every step of your business activities. What could you simplify, outsource, eliminate, or discontinue altogether? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 17 42. What could you do to simplify any business process by reducing the number of steps in the process? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 43. What activities could you eliminate completely to speed up the process of producing your products and services? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 44. What activities could you outsource to other individuals or companies to free yourself to sell and deliver more of your products? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 45. What activities could you discontinue continue altogether with no real loss of sales or revenue? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 46. Is there any person in your business life a customer, employee, associate who, knowing what you now know, you wouldn t hire, take on, or get involved with today? 1. ______________________________________________________ 18 2. ______________________________________________________ 3. ______________________________________________________ 47. If you could start your business or career over again today, what would you do differently? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 48. What skills, abilities, talents do you have that have been most responsible for your successes to date? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 49. If you could be absolutely excellent in any one area, which one area would be most helpful to you in achieving your goals? 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 50. What one action are you going to take immediately as a result of your answers to the above questions? _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ 19

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