“Business Plan” November  28th  2012,    

Faculty  of  Economics  &  Business  Universitas  Padjadjaran  

About Me

Current  Career:  Corporate  Strategy  Analyst,  Division  Strategy  Management  Office    Group  Corporate  Strategy  &  Intelligence  PT  Indosat  

Name          :  Angga  Kusumanegara  EducaCon          :  Master  of  Business  AdministraDon  (Present),  UGM  

             Bachelor  of  Economics  in  Finance  Management  (Graduated  with  honors),  UNPAD    Contact        :  @info_angga  

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Achievement  In  Business  Plan  :  -­‐  Follow  more  than  30  Business  Plan  compeDDon  in  Regional,  

NaDonal  and  InternaDonal  scope  -­‐  Handle  Corporate  Business  Plan  Corporate  (Indosat)  -­‐  Handle  Business  Plan  for  Banking  InsDtuDons  -­‐  Handle  Business  Plan  for  Investor  

Objectives this session

q  IdenDfy  &  Exploring  Factors  in  Making  Business  Plan  Proposal  

q  Understanding  Concept  Business  Plan  

q  Business  Model  GeneraDon  

q  PracDce  Business  Plan  

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Areas that will be addressed – the scope

IniDal  PreparaDon   PracDce  PresentaDon  

3 41

Concept  

2

•  Finding  the  Idea   •  DefiniDon  &  Types  of  Business  Plan  

•  Basic  4  FuncDonal  Management  

•  Tips  &  Trick  CreaDng  The  Business  Plan  

•  Business  Plan  Template  

•  Tips  &  Trick  •  Q  &  A  

•  PracDce  Business  Model  GeneraDon  

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Preparing Business Plan Proposal

Looking For Idea..???

 

Not  necessarily  a  new  product  but    can  creaDng  from    System/  Concept,  

Packaging,  or  Value  you  delivered  in  term  of  products  and  services  

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Problem + Solution = Business

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What is Blue Ocean？ �

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Blue  Ocean  Strategy  is…  

 Seeing  what  everyone  sees  but  

thinking  what  no  one  has  thought…    

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Part  One:  Blue  Ocean  Strategy  1.  Creating  Blue  Oceans    

2.  Analytical  Tools  and  Frameworks    Part  Two:  Formulating  Blue  Ocean  

Strategy  3.  Reconstruct  Market  Boundaries    4.  Focus  on  the  Big  Picture,  Not  the  

Numbers    5.  Reach  Beyond  Existing  Demand    6.  Get  the  Strategic  Sequence  Right    Part  Three:  Executing  Blue  Ocean  

Strategy  7.  Overcome  Key  Organizational  

Hurdles  8.  Build  Execution  into  Strategy    

9.  Conclusion:  The  Sustainability  and  Renewal  of  Blue  Ocean  Strategy    

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Red  Ocean  Strategy  

Compete  in  exisDng  market  space  

Beat  the  compeDDon  

Exploit  exisDng  demand  

Make  the  value-­‐cost  trade-­‐off  

Create  uncontested  market  space  

Blue  Ocean  Strategy  

Make  the  compeDDon  irrelevant  

Create  and  capture  new  demand  

Break  the  value-­‐cost  trade-­‐off  

Red Ocean Versus Blue Ocean Strategy

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Strategy    

People  ProposiDon  

Value  ProposiDon  

Profit  ProposiDon  

Buyer  UDlity  

Price  

Cost  

AdopDon  

Red  Ocean  

Business Launch 86％   14％  

62％   38％  

39％   61％      

Revenue Impact

Profit Impact

Launches with red oceans Launches with blue oceans

In  a  study  of  business  launches  in  108  companies  

Value  up,  cost  down  

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Bos Generating Disproportionate Profits

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Third  Tier  “Unexplored”  noncustomers  who  are  in  

markets  distant  from  yours  

The Three Tiers of noncustomers

Second  Tier  “Refusing”  noncustomers  who  consciously  choose  against  your  

market  

First  Tier  “Soon-­‐to-­‐be”  

noncustomers  who  are  on  the  edge  of  your  market  wai<ng  to  jump  ship  

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Mineral Water Industry

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Who is mineral water industry’s customers?

Who is mineral water industry’s noncustomers?

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Mineral Water Industry

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Mobile Industry

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Who is Mobile industry’s

customers?

Who is mineral water

industry’s noncustomers?

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Features  :-­‐  •  Founded  in  2003  •  Headquarters  in  Miami  Beach,  Florida  •  SpeciYically  targeting  kids  and  tweens  •  Provides  simple  and  cost  efYicient  airtime  services  •  Built  in  parental  controls  •  Limit  or  restrict  texting  at  no  additional  cost  

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HIGH  

LOW  

Luxurious    graveyard  

Tradi<onal    Chinese  cemetery  

Price   Natural  Environment  

Length  of  Purchase  Process  

Proximity  to  city  centre  

Professional    service  team  

Scenic  and    organized    memorial    

park  

One  stop    service  

Pleasant  Venue  for    memorial    

rites  

Pre-­‐plan  and    pre-­‐arrange  

Pet    memorial    garden  

NV  Mul<  Corpora<on  

Non-­‐Taboo  subject  

Manicure  Environment  

Strategy Canvas

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Value Innovation: The Cornerstone of Blue Ocean Strategy

The Simultaneous Pursuit of Differentiation and Low Cost

Alignment of ü  Utility ü  Price

ü  Cost Activities

Eliminate  Reduce  

Raise  

Create  

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BOS Case - Tata Nano

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Indian Family with Motorcycle

q  Great  opportunity  in  India  because  many  low/medium  income  Indian  families  are  using  two-­‐wheeled  vehicle.  

 

India Citizen with Train

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ERRC Grid

Eliminate  •   Power  steering  •   Air  condiDoning,  radio/CD        player  and  airbags        (base  model)    

Raise  •   Fuel  efficiency  •   Safety  •   Convenience  •   Comfortable  •   FuturisDc  design  

Reduce  •   Car  size  and  weight  •   Side  mirror,  screen  wiper          and  lug  nuts  on  wheel  •   Engine  performance    

Create  •   Affordable  car  •   Family  value    

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Why Tata Nano is Cheap

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Tata Nano Selling Price

q Selling  price  from  RM  9800++  What  can  you  buy  with  RM  9800?  

                                                                             0.4x  Perodua  Viva  Elite      6.5x  iPad  2          2.5x  Honda  EX5                        (cheapest  car  in  Malaysia)  

 

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Are You Ready..?

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Concept of Business Plan

is  a  formal  statement  of  a  set  of  business  goals,  the  reasons  why  they  are  believed  aiainable,  

and  the  plan  for  reaching  those  goals.  It  may  also  contain  

background  informaDon  about  the  organizaDon  or  team  

aiempDng  to  reach  those  goals.  

A Business Plan

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There are 2 Types of Business Plan :

Project

Business Guide (Destination Statement)

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Human Resources Perspective

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Marketing Perspective

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Operation Perspective

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Finance Perspective

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Tips & Trick Proposal

 •  Follow  all  instrucCons  given  by  the  user  

•  Make  it  Different  

•  Make  it  real,    

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1.  Judul  rencana  bisnis  :  Berisi  tentang  judul  yang  dapat  mencakup  tema  dan  tujuan  dari    bisnis  yang  diajukan,  dapat  memberikan  kesan  menarik,  unik,  dan  khas.    

2.  ExecuCve  summary  :  merupakan  penjelasan  singkat  mengenai  isi  proposal  yang    diberikan,  maximum  satu  halaman  yang  dapat  mencakup  semua  isi  proposal  bisnis.    

3.  Rencana  Bisnis      a.  Penjelasan  singkat  tentang  bisnis  :  merupakan  penjelasan  singkat  terhadap  bisnis  yang    diajukan,  visi,  misi,  tujuan,  dan  maanfaat  dari  bisnis  tersebut  untuk  pelaku  bisnis    dan  masyarakat.    

 b.  Latar  belakang  singkat  bisnis  :  alasan  tentang  mengapa  membuat  bisnis  tersebut.      c.  Jelaskan  visi  dan  misi  perusahaan  :  menjelaskan  tentang  visi  dan  misi  perusahaan  yang    bersangkutan.    

 d.  Analisis  SWOT  bisnis  :  merupakan  penjelasan  mengenai  SWOT  akan  bisnis  yang    dilaksanakan.  SWOT  dapat  dijelaskan  dari  berbagai  sisi,  missal  markeCng,  finance,    atau  operaCon.    

 e.  Struktur  organisasi  :  merupakan  da^ar  pengurus  perusahaan  inC,  dapat  dijelaskan    dengan  menggunakan  organizaCon  tree.    

 

General Template Competition for Business Plan Proposal. .

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4.  Analisis  pasar  (market  analysis)  :  merupakan  penjelasan  singkat  dari  analisa  market,  penggambaran  singkat  tentang  4Ps  (product,  price,  place,  and  promoCon),  STP  (segmenCng,  targeCng,  posiConing),  SWOT,  dan  analisa  kompeCtor.    

5.  Analisis  produksi  :  merupakan  penjelasan  singkat  dari  analisa  flow  produksi  dari  bahan  mentah  sampai  bahan  jadi.  Atau  dapat  berupak  proses  bisnis,  dapat  pula  digambarkan  dengan  menggunakan  flow  process  chart.    

6.  Analisa  resiko  bisnis  :  merupakan  penjelasan  singkat  dari  analisa  tentang  resiko  yang  diCmbulkan  dari  bisnis  tersebut  disertakan  pula  dengan  penjelasan,  dampak  posiCf,  dan  negaCf  dari  resiko  tersebut.    

7.  Strategi  bisnis  :  merupakan  penjelasan  singkat  dari  strategi  yang  dapat  dipakai  dalam  penjualan  atau  pemasaran  produk  bisnis  tersebut.    

8.  Proyeksi  keuangan  dan  sumber  pendanaan  :  merupakan  penjelasan  singkat  dari  proyeksi  modal  yang  dibutuhkan  untuk  menjalankan  bisnis  tersebut,  dan  sumber  pendanaan  yang  bisa  diajukan.  Juga  ditambahakan  berapa  return  yang  didapat  dalam  membiayai  bisnis  tersebut.    

 

General Template Competition for Business Plan Proposal. .

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9.  Rencana  akCvitas  dan  penjadwalan  :  merupakan  rencana  akCfitas  dari  awal  rencana  bisnis  itu  dijalankan  sampai  beroprasi  (workflow),  dan  juga  disertakan  Cmelinenya.    

General Template for Business Plan Proposal. .

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•  Bring  Prototype  or  some  tools  can  help  you  

•  InteracDve  

•  Wear  Similar  Uniform  or  Unique  

•  Do  not  Argue  with  the  User  

•  and  show  your  sincerity  in  following  this  compeDDon  

Presentation

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Business Model Generation Revamping Business Plan to

Business Model

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•  Morbi sed nibh. Vivamus vitae dolor. Ut bibendum volutpat mi. Pellentesque quis magna non lectus elementum pretium. Aliquam quis est vitae arcu consequat fringilla. Cras magna risus, placerat eget, egestas consectetuer, ornare vel, felis. Nam ornare justo id orci mattis ultricies. Morbi luctus. Ut pretium odio ac libero. Nunc sollicitudin pharetra lorem. Aenean scelerisque, lacus eget ullamcorper scelerisque, ipsum urna viverra mi, eget viverra quam eros eget velit. Ut lacinia feugiat purus. Cum sociis natoque penatibus et magnis dis parturient montes, nascetur ridiculus mus. Etiam nunc nisl, aliquam blandit, luctus id, commodo laoreet, sem. Phasellus sit amet orci ut sapien vulputate pellentesque. Pellentesque dapibus purus et quam. Nam sit amet magna in neque dignissim sodales. Aenean non justo nec magna lobortis volutpat.

Strategy Lorem ipsum dolor sit amet, consectetuer adipiscing elit. Cras in tortor. Sed posuere erat. Maecenas pulvinar nulla eu magna. Vivamus semper, risus ut egestas pulvinar, lectus ante feugiat quam, sit amet congue odio lacus ac ipsum. Aliquam suscipit, est ut volutpat vulputate, nulla felis pulvinar libero, non ornare libero ipsum tristique tortor. Fusce sed lorem vitae justo feugiat malesuada. Donec aliquet. Vivamus semper eros nec diam. Vivamus sem arcu, imperdiet nec, congue ac, scelerisque vel, nulla. Donec et mauris. Integer a nulla vulputate pede consequat euismod. Praesent molestie urna nec leo. Proin eros. Maecenas ac sem nec dui sodales tempus. Maecenas suscipit egestas velit. Suspendisse vel tortor. Proin imperdiet, sem nec aliquet ultrices, nunc est egestas eros, non hendrerit magna eros eget augue. Maecenas sed leo vitae leo faucibus vulputate. Proin dignissim eros at augue. Nam luctus nulla non nibh. Nam at lorem ac mauris laoreet viverra. In placerat consequat nunc. Donec rhoncus nunc ac urna. Integer vestibulum condimentum orci. Fusce velit turpis, malesuada quis, scelerisque ut, eleifend vitae, ipsum. Vestibulum eu erat. Vestibulum justo nisl, tincidunt et, semper vel, tristique quis, eros. Vestibulum tempus, massa vel consectetuer congue, erat magna consequat purus, a facilisis orci nibh vitae purus. Nam tincidunt venenatis ligula. Nunc orci nulla, ornare quis, lobortis viverra, dapibus at, turpis. Suspendisse sit amet nisl at enim tincidunt blandit. Curabitur augue est, suscipit sed, egestas sit amet, vehicula vitae, tellus. Maecenas nec metus vel nisi interdum pellentesque.

Words

Text

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18% 300%

12%

1%

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-­‐Alexander  Osterwalder-­‐  @info_angga  

Business  Model  DefiniDon…  

 A  business  model  describes  the  raDonale  of  how  an  organizaDon  creates,  delivers,  and  captures  value  

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Business Model Canvas @info_angga  

To describe, challenge,

design, and invent

business models more

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The  Customer  Segments  Building  Block  defines  the  different  groups  of  people  or  organizaCons  an  enterprise  aims  to  reach  and  serve    Example  of  Customer  Segments  

Mass  Market  Niche  Market  Segmented  Diversified  MulD-­‐Sided  Plakorm  

Customer Segments

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The  Value  ProposiCons  Building  Block  describes  the  bundle  of  products  and  services  that  create  value  for  a  specific  Customer  Segment    Elements  that  contribute  to  Customer  Value  CreaDon  

Newness        Gelng  the  job  done      Price  Performance      Convenience  /  Usability      Risk  ReducDon  CustomizaDon      Brand  /  Status          Accessibility  Design        Cost  ReducDon    

Value Proposition

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Channels

The  Channels  Building  Block  describes  how  a  company  communicates  with  and  reaches  its  Customer  Segments  to  deliver  a  Value  proposiCon  Channels  serve  several  funcCons,  including:    •  Raising  awareness  among  customers  about  a  company’s  products  and  services  •  Helping  customers  evaluate  a  company’s  Value  ProposiDon    •  Allowing  customers  to  purchase  specific  products  and  services  •  Delivering  a  Value  ProposiDon  to  customers    •  Providing  post-­‐purchase  customer  support    @info_angga  

Customer Relationships

The  Customer  RelaConships  Building  Block  describes  the  types  of  relaConships  a  company  establishes  with  specific  Customer  Segments    Categories  of  customer  relaDonship:  

Personal  Assistance          Automated  Service  Dedicated  Personal  Assistance    CommuniDes  Self-­‐service            Co-­‐CreaDon  

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Revenue Streams

The  Revenue  Streams  Building  Block  represents  the  cash  a  company  generates  from  each  Customer  Segment  (costs  must  be  subtracted  from  revenues  to  create  earnings)    Several  ways  to  generate  Revenue  Stream  

Asset  Sale      Lending/RenDng/Leasing  Usage  Fee      SubscripDon  Fee  Licensing        Brokerage  Fee  AdverDsing  @info_angga  

The  Key  Resources  Building  Block  describes  the  most  important  assets  required  to  make  a  business  model  work    Key  Resources  Categories:  

Physical  Intellectual  Human  Financial  

Key Resources

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The  Key  AcCviCes  Building  Block  describes  the  most  important  things  a  company  must  do  to  make  its  business  model  work    Key  Ac<vi<es  can  be  categorized  as  follows:  

Produc<on  -­‐  Toyota  Problem  Solving  -­‐  McKinsey  PlaLorm  /  Network  -­‐  ebay  

Key Activities

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The  Key  Partnerships  Building  Block  describes  the  network  of  suppliers  and  partners  that  make  the  business  model  work    MoCvaCon  for  creaCng  Partnership  

OpCmizaCon  and  economic  of  scale  ReducCon  of  risk  and  uncertainty  AcquisiCon  of  parCcular  resource  and  acCviCes  

 Four  different  types  of  partnerships:  

1.  Strategic  alliances  between  non-­‐compe<tors  2.  Coope<<on:  strategic  partnerships  between  compe<tors  3.  Joint  ventures  to  develop  new  businesses  4.  Buyer-­‐supplier  rela<onships  to  assure  reliable  supplies  

Key Partnerships

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The  Cost  Structure  describes  all  costs  incurred  to  operate  a  business  model    Cost  Structures  can  have  the  following  characteris<cs:  

Fixed  Cost  Variable  Cost  Economies  of  Scale  Economies  of  Scope  

Cost Structure

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Canvas Overlay

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Test Layer

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Let’s Practice

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Key  Levers  in  Xmart  Pipe  

•  Strategic  partnering  for  speed,  technology  and  risk  sharing  

•  SystemaDcally  drove  minutes  (and  scale)  through  tariff  evoluDon    

•  Faster  data  speed,  simpler  product,  delivers  value  for  users  

•  Ensure  data  presence  in  retail  •  Market  educaDon  through  retail  

outlets  

•  Seamless  customer  experience,  with  Plug  and  Play  

•  Next  level  of  customer  analyDcs  

•  TargeDng  mass  premium  segment  •  Further  segmentaDon  by  device  

•  Simplexity  •  Improve  governance  to  ensure  

delivery  of  customer  experience  

Key  Levers  in  Minute  Factory  

•  Heavy  investments  in  network  capacity  for  3G  (bit  factory)  

•  More  IT-­‐oriented  investments  

•  Managed  service  models  to  reduce  costs  and  beier  adapt  to  changing  dynamic  of  industry  

XmartPipe  Business  Model  

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