Development Report

The following report is prepared for: dfgfd

From: sdfgd

Dated: 17-07-2023

Congratulations on completing the BGA-Calculator Questionnaire, below is your Business Development

Based on the answers you have provided in the questionnaire, this Report will provide you with your
Turnover and Activity goals for the coming year.

Note: The term ‘Activity’ means the steps required to achieve your
turnover (revenue) goal, this includes the number of Sales, the number of Quotes/Proposals submitted,
and the number of Leads required (people interested in your product or service).

The first step in developing a Business Plan is to establish your financial goals for the business, the
next step is the ‘how to’, which is how you are going to achieve those goals.

To complete the ‘how to’ part of your plan, you need to know the number of Leads, and Quotes/Proposals
required to make the required number of Sales to achieve your turnover (revenue) targets.

In this report the ‘how to’ is referred to as your ‘Action Plan’.

We have divided the report into 3 sections as follows;

  1. Next Year’s Goal.
  2. A Summary of Your Goals.
  3. A Pathway to Achieve Your Goals.

Section 1 – Next Year’s Goal

Next Year’s Goal (or Breakeven) is based on the following information:

  • You pay the following Franchise Free on turnover… 10%
  • Your Average Gross Profit is … 66%
  • Annual Expenses – Includes a Flat Franchise fee, if any (excluding Owners Income and a Percentage
    Franchise Fee, if any) … $428,218

    Note: Annual Expenses include an annual inflation adjustment of …

  • <!–

  • Note: Annual Expenses include an annual inflation adjustment of … 7%
  • –>

  • Owners combined annual Income Goal … $999,999
  • Operating Profit Goal … $88,555
  • Months of selling activity per year … 22

Explanation: Months of selling activity. Many business operations do not actively sell every month of the year, for example some may close over the Christmas (holiday) period, or a salesperson may take annual leave, and as a result, selling activity may only take place over 11 months (or less) of the year.

Note: Monthly Turnover is for 22 months of the year.

Note: Activity (sales, leads and Quotes/Proposal) numbers are for 22 selling months of the year.

Total Gross Profit required to achieve Financial Goal Including Franchise Fees … $1,787,603

Note: Annual Expenses are the expenses to run your business, it does not include any Cost of Sale items, which are attributed to the direct cost of selling a product or service, not the running of a business.

To Achieve Next Year’s Goal:

  • Annual Turnover required to achieve Next Year’s Goal = $2,708,489
  • Franchise Fees included = $271,053
  • Monthly Turnover = $123,113

Congratulations, you now have the annual and monthly Turnover required to achieve
your goals for the coming year. The next step is to discover the activity required to achieve
your Turnover goals.

The Following ‘Activity’ is required to achieve your Turnover Goal:

As mentioned earlier, Activity are the business functions from which income (revenue) is the result, and
to develop your ‘Action Plan’ you need to know the number of Leads (people interested in your product or
service) and the number of Quotes/Proposals submitted to obtain the required number of sales to achieve
your Turnover targets.

The Activity numbers are based on the following:

You have a Sales Conversion Rate from Quotes/Proposals submitted of
22,220%, and you have an Average Sale Value of

The Activity required is provided below:

  • You require the following (average) number of sales per month =
  • To achieve your monthly sales goal (individual sales) you require:

  • Number of Leads = 0.0
  • Number of Quotes/Proposals = 0.0

You now have the information required to develop a plan to achieve your Turnover targets for the coming

Following is a summary of your Goals.

Section 2 – Summary of your Goals

Business Income Goals

  • An Annual Turnover of $2,708,489
  • Monthly average Turnover of $123,113 for
    22 (selling) months.
  • Annual Gross Profit of $1,787,603

Owner Income Goals

  • Annual Income of $999,999
  • Annual Gross Profit of $88,555

Monthly Activity Goals – 22 (selling) months

  • Monthly Sales Target of 5.5
  • Number of Leads required per month is 0.0
  • Number of Quotes/Proposals submitted is 0.0

You now have a list of Goals for the new year ahead, the next Section will hopefully provide you with
some ideas from which you can develop your ‘Action Plan’ to achieve your goals.

Section 3 – A Pathway to Achieve Your Goals

Profit Accelerator can help you develop and implement an ‘Action Plan’ to help you achieve Next Year’s
Goal, plus we can provide a practical and easy monitoring system to help you measure your progress.

Your Financial Goals are dependent on making the required number of sales, however, in order to achieve
your sales goals you must obtain Leads, from which you will present either a quote or proposal to make a

On this basis, you may wish to evaluate your Marketing program and make changes if required (see
‘Marketing – Leads required from which to make additional Sales’ below)

BUT ….

What if you could obtain more sales from the same number of Leads, Quotes/Proposals submitted? That is
increase Sales (from ‘Quotes/Proposals’) Conversion Rate, in other words your Sales Success Ratio.

By increasing your Sales Success Ratio you will require less Leads to achieve your sales goal.

Consider the following.

Increasing Sales Success Ratios

Improving your Selling Process is a key component in making it easier to achieve your ‘Activity Goals’
which is converting more Leads, and Quotes/Proposals into sales.

Many business owners are not aware that ‘selling’ is like any other business function, it can be done
well, or not so well. We are all aware a business which does not have ‘systems’ will not do as well as a
business who has ‘systems’, the same applies to ‘selling’, yet very few business’s do not have a system
for ‘Selling’.

I developed a system of selling which increased my sales success rates from winning just 3 from 10, to
winning 8 from 10 Quotes/Proposals submitted when I first developed the system. My clients who follow
the system have reported huge increases in sales without any extra effort.

Below I have shown the impact of making just 1 extra sale from 10 Quotes/Proposals submitted.

Sales From 10 Quotes By making just 1 extra sale from 10 Quotes will have the following result
3 Sales 33% Icrease in Revenue
4 Sales 25% Icrease in Revenue
5 Sales 20% Icrease in Revenue
6 Sales 17% Icrease in Revenue
7 Sales 14% Icrease in Revenue
8 Sales 13% Icrease in Revenue

I suggest you evaluate the way in which you ‘sell’ to a prospective customer, what is your process? Do
you have one? And, does your method engender the ‘Know, Like and Trust Factor’ with your prospective
customers? Or, is your system just a case of meet, greet and provide a quote, or maybe a show and tell
process? If it is, then the opportunity to significantly increase sales, the value of the sale, and sell
more per sale, cannot be over stated.

Increasing your Sales Success Ratios can also impact on the following;

  • Increase Gross Profit Margin.
  • Increase the Average Sale Value

Quotes/Proposals required from which to achieve the desired number of sales.

First, let’s explain the difference between a Quote and a Proposal.

Quote – A quote is a simple document which outlines the job, product or service to be
provided and provides a Price.

Proposal – Is a selling document which provides details such as the features and
benefits of a product or service to be provided (plus more) and it contains the quote.

Depending on the industry you are in will depend on which of the two you should use in your selling
process. Some industries use both, for example, a business who sell kitchen renovations would use a
Proposal to ‘sell’ the kitchen, as it would be of significant value, but if a person simply wishes to
purchase a benchtop, and then a quote would suffice.

We can help you to evaluate which is the best solution for you and why we recommend our solution.

Marketing – Leads required from which to make additional Sales.

Earlier I mentioned in order to make Sales you must have Leads, and this is where Marketing comes into

Marketing is what brings people to you, and Selling is what converts them to a customer, this applies to
any business including retail. Acquisition of Leads is marketing, and you will see from the ‘Activity’
goals you have a monthly Lead target. If you require additional Leads, the question becomes ‘How do I
obtain extra Leads?’.

We suggest you evaluate your Marketing, ask yourself – Where do my Leads come from? ‘How many Marketing
Pillars do I have to acquire Leads? How do I know which marketing mediums provide the majority of my
Leads? Knowing where your Leads came from is covered in the heading titled Monitoring.

Note: Marketing Pillars, these are the number of ways in which you
market your business, e.g. Website, Google Ad Words, Social Media are examples of Marketing Pillars.


Monitoring your business, including KPI’s (Key Performance Indicators) is a key to success. If you don’t
know where you are at, then how can you plan on where you want to go?

A number of business owners look at their Profit & Loss (P & L) statements provided by their accountancy
programs, provided the P & L statement is correctly presented, it will give you good historical data as
to the financial progress of the business. P & L’s should be an important part of monitoring the
progress of your business, but it should not be the only measuring tool.

Measuring KPI’s is critical to business success, they tell you what is happening in real-time, and
provide a warning of potential issues, both in the present and in the future. The question is ‘How do we
measure our business KPI’s?’

The measurement of KPI’s can be achieved with CRM Systems, but unfortunately for many SME business
owners, the process is not so easy to follow, and as a result KPI’s are not monitored.

Profit Accelerator has simple KPI Monitoring Systems to help to keep a closer eye on business
performance, which in turn will lead to greater business success, you can see what is happening in
real-time as to the acquisition of Leads, Quotes/Proposals submitted and more. If this is of interest,
let us know and we will be happy to discuss KPI Monitoring with you.

Where To From Here

Hopefully I have provided some insights as to what to look for in order to help you achieve your goals,
the next question is, ‘Where to from here?’

You now have the first part of a Business Plan, I suggest the next step is to develop an ‘Action Plan’.
The plan will provide the steps to follow to implement the changes required to achieve your Financial

If you would like help to develop an ‘Action Plan’, please contact us for a free discussion of possibility, and we will be in touch.

Thank you for using our BGA-Calculator, and wish you all the best for the future.

Profit Accelerator Limited


Although every effort has been made to ensure that this publication is free from error or omission,
readers and users should be aware that the laws and financial environment are subject to change at
short notice or without forewarning.

Profit Accelerator Limited, the Author and all persons associated with the preparation and
distribution of this publication do not accept any contractual, tortuous or other liability
whatsoever in respect of its contents or for any consequences arising from its use or
representations made in relation to it. Readers and users are advised therefore that this
publication is not a substitute for professional, legal and accounting advice in appropriate
circumstances and situations.