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This is a Quick reference Guide for Consulting and eLearning with contents as follows,
1, Business Basics
2, Business Strategy
3, Finances
4, Sales and Marketing
5, Partnership & Associations
6, Checklist for Business Start-up
This is a Quick reference Guide for Consulting and eLearning with contents as follows,
1, Business Basics
2, Business Strategy
3, Finances
4, Sales and Marketing
5, Partnership & Associations
6, Checklist for Business Start-up
This is a Quick reference Guide for Consulting and eLearning with contents as follows,
1, Business Basics
2, Business Strategy
3, Finances
4, Sales and Marketing
5, Partnership & Associations
6, Checklist for Business Start-up
GATEWAY TO SUCCESS INDEX Basics of Success Consulting What How Thumb Rules Strategy Niche consulting e-Professional learning and development services How to enter the Niche market & ePLD Finances Capital investment Monthly finances Breakeven plan INDEX Sales and Marketing General - Generation Y Marketing Social - Generation X Marketing Sales Targets Partnership Associations Niche Consulting e-Professional learning and development services Checklist Legal registrations Office setup BASICS OF SuccessConsulting What is Success Consulting How is Success Consulting works Thumb rules WHAT IS SUCCESSCONSULTING Niche Consulting e-Professional Learning & Development services Success Consulting HOW SUCCESSCONSULTING WORKS Phase 1- Creation Phase 2- Expansion Phase 3- Consolidation Year 1 Year 2 Year 3 HOW SUCCESSCONSULTING WORKS Year 1 Creation Niche Consulting 70% (Business share) e-Professional learning & Development 30% (Business share) Revenue: 500,000 $ Profit 150,000 $ Year 2 Expansion Niche Consulting 50% (Business share) e-Professional learning & Development 50% (Business share) Revenue: 1,000,000 $ Profit 300,000 $ Year 3 Consolidation Niche Consulting 30% (Business share) e-Professional learning & Development 70% (Business share) Revenue: 3,000,000 $ Profit 1,000,000 $ THUMB RULES Infrastructure Costs: if more than 50% of your capital business tends to fail Opportunity Costs: If business dont earn even the bank interest on the investment is a loss If training & consulting business dont break even in first 9 months tends to fail If business dont meet sales plan consecutively for 2 months review sales strategy If business exceed sales plan consecutively for 2 months sales targets are substandard STRATEGY Niche Consulting e-Professional learning and development services NICHE CONSULTING What is Niche Consulting Why Niche Consulting Pros and Cons of Niche Consulting How to enter the market Unique Selling Points NICHE CONSULTING What is Niche Consulting Concentrating on identified potentially high growth markets where the presence or penetration of competition is less or sure of getting business with references. Education, Healthcare, etc., Why: Focus on the targeted high growth segments helps quicker ROI and long-term sustainability Small dedicated teams and in control budgets & expenditure NICHE CONSULTING What are Pros & Cons Pros Cons Less investment Market identification Less risk Short term Networking relations work Risk of losing business when key man moves Only Quality Matters Limited market possibilities Can be worked on low volumes Geographical limitations NICHE CONSULTING How to enter the Market: 1. Conducting a free institutional survey on Internal Stakeholders Employee Satisfaction Survey External Stakeholders Customer Satisfaction Survey Competitor Benchmark / Industrial Benchmark 2. Identify the gap in the institution and send the proposal 3. Offering the consulting solutions (including Learning & Development) using aggressive pricing strategy NICHE CONSULTING What are USPs (Unique Selling Points) of Success Consulting 1. Free survey for the Institution 2. Benchmark against industry standards / competitors 3. Experts advice 4. Enhanced Internal / External satisfaction 5. Improved Bottom-line e-PROFESSIONAL LEARNING & DEVELOPMENT (EPLD) What is EPLD Why EPLD Pros and Cons of EPLD How to enter the market Unique Selling Points E-PROFESSIONAL LEARNING & DEVELOPMENT (EPLD) What is EPLD Services End to End online based professional development services including registration, training, evaluation and certification. Serves from fresh graduates to senior working professionals across Middle East. Why Provides professionals and college freshers happy learning and development hours (anytime study) Say a college student can learn basic English, Word, Excel and power point training anytime after the college on his smartphone or tablet. Certification is done only after an examination and telephonic interview. Or a professional can get trained PMP, Six Sigma or ITIL anytime after office on his smartphone or tablet. Certification is done only after an examination and telephonic interview. E-PROFESSIONAL LEARNING & DEVELOPMENT (EPLD) What are Pros & Cons Pros Cons Market identification Moderate investment Long term High risk No risk of losing business when key man moves Networking relations dont work One time investment & can be reused theoretically unlimited times Works on High volume only Anytime, anywhere access to clients No geographical limitations E-PROFESSIONAL LEARNING & DEVELOPMENT (EPLD) How to enter the Market: 1. After conducting and identifying the gaps in the free institutional survey as discussed in Niche Consulting, offer few courses (with not more than 10 hour) to the decisions makers of the institution to get the understanding. 2. The courses are to be sold in bulk (at least 50 in lot) 3. This is ideal way to approach, as the hospital staff and students do not have much time to attend the training outside the campus. 4. Get associated with some big institutions like Al Obeikan, Al Marai, King Fahad Medical City, for getting the approval for our courses. i.e., they consider our certificate is valid. E-PROFESSIONAL LEARNING & DEVELOPMENT (EPLD) What are USPs (Unique Selling Points) of Success Consulting 1. Customized e-learning in Arabic 2. Anytime learning (24x7 learning) 3. Certification is Valid across the industries 4. Low cost for individuals (No leaves, travel, Stay, etc.,) 5. Low cost for corporates and Institutions (No productivity impact, trainer & printing costs, etc.,) FINANCES Capital investment Monthly finances Breakeven plan Partnership models CAPITAL INVESTMENT Year Year 1 Year 2 Year 3 Niche Consulting 50,000 $ 100,000 $ 100,000 $ e-Professional development 50,000 $ 100,000 $ 150,000 $ Niche Consulting: for translation of content from English to Arabic. (presentations, survey forms etc.,) e-Professional development: for videos in Arabic MONTHLY FINANCES The expenses are directly proportional to employees. So, only few permanent employees. All other employees are hired based on requirement / project basis No office required Expenses - 2013 Year 1 Year 2 Year 3 No of employees 2 3 4 Salaries 12000 18000 24000 Telephone & Internet 2000 3000 4000 Office Supplies 500 750 1000 Misc. (maintenance, costs) 200 300 400 Visa, Iqama, insurance etc., 1000 1500 2000 Rent Accommodation 2000 3000 4000 Marketing 5000 5000 5000 Website Maintaince 300 301 302 Total 17700 26550 35400 BREAKEVEN $0 $100,000 $200,000 $300,000 $400,000 $500,000 $600,000 0123456789 1 0 1 1 1 2 R E V E N U E MONTHS Breakeven REVENUE FIXED COSTS TOTAL COSTS If Fixed costs and Initial Investment costs are kept low the company can break even in 8-9 months BREAKEVEN If Fixed costs and Initial Investment costs are kept low the company can break even in 8-9 months $0 $100,000 $200,000 $300,000 $400,000 $500,000 $600,000 Income Chart Sales Revenue 100.0% Cost of Sales 32.0% Gross Profit 68.0% Fixed Expenses 42.5% Income Before Tax 25.5% Income Taxes 0.0% Net Income (Loss) 25.5% SALES & MARKETING General - Generation Y Marketing Social - Generation X Marketing Sales Targets SOCIAL GENERATION Y MARKETING Social Twitter Facebook LinkedIn Google+ Youtube Google Ads WHY TWITTER Source: peerreach.com Saudi Arabia is no.1 country in Twitter usage 3 million active users WHY FACEBOOK 0 200,000,000 400,000,000 600,000,000 800,000,000 Australia United States United Kingdom Saudi Arabia Egypt Russia Population Vs FB Users Population (End of 2012) Internet Users (End of 2012) Facebook Users (End of 2012) % Internet Users % Facebook Users % Facebook Users of Internet Users Source: http://en.wikipedia.org/wiki/Facebook_statistics Saudi Arabia has 5 million FB users ranked 34 th out of 184 most FB active countries Expected to grow by 30% by 2015 WHY LINKEDIN Source: http://www.slideshare.net/amover/linkedin-demographics-statistics-jan-2012 1 million users in Saudi Arabia 71% of 1million users are between 18 34 years WHY GOOGLE + Source: emarketer.com 4.1 million users in Saudi Arabia Expected to grow by 32% by 2015 GENERAL GENERATION X MARKETING Conventional Search Engine Optimization Google Ad Words Eye Riyadh Bayt.com email marketing campaign Referral coupons / discounts WHY SEARCH ENGINE OPTIMIZATION 1. 90% of all online traffic is achieved through the various search engines 2. SEO costs 60% less than advertising and campaigning 3. SEO Will Help People Find Your Website 4. Its a long term strategy, 12 18 months Source: http://searchengineland.com/the-ultimate-list-of-reasons- why-you-need-search-engine-optimization-121215 WHY GOOGLE AD WORDS Source: http://www.wordstream.com/blog/ws/2012/12/03/why-use- adwords WHY REFERRAL DISCOUNTS 1. Referrals can increase revenues from 20 40% 2. Referral discounts are the best and trusted way for business 3. Provide 5% discount per referral to a maximum of 50% (i.e., one can refer up to 10 participants per Programme) 4. Its a long term strategy, 24 36 months WHY BAYT / EYE OF RIYADH 1. Bayt and Eye of Riyadh can help us reach more professionals in very less time. 2. They may not bring us business in bulk, but will surely take the brand to the targeted professionals 3. It is short term activity 4. Ads to be given only for first 4-5 months PARTNERSHIPs & ASSOCIATIONS Niche Consulting e-Professional learning and development services PARTNERS / ASSOCIATIONS NICHE CONSULTING & WHY Incorporated in USA, by William E. Perry in 1980, QAI is recognized today, as a leading global consulting and workforce development organization addressing ''Operational Excellence'' in knowledge intensive service organizations. Engaged 50+ ministries, departments and governments globally Served 40+ countries globally Trained 160000+ professionals QAI is interested to get associated with us as partner in Saudi Arabia. Recently their associate contacted me regarding the same. Consulting Partner PARTNERS / ASSOCIATIONS NICHE CONSULTING & WHY 15+ Million Customers Trusted by 99% of the Fortune 500 Surveys in Arabic in English Unlimited surveys for < 500 USD per year Survey Partner PARTNERS / ASSOCIATIONS EPLD & WHY Company is the leading provider of customizable training materials, enabling customers to deliver high quality and engaging content to their staff or students using proven materials that can be edited and localized to suit any training situation or audience. 150 countries worldwide choose company as vendor of choice for customizable courseware, eLearning, mLearning Clients: Microsoft, NASA, Pfizer, United Nations, Dell, Revlon, Kraft, Michelin, Princeton University, FedEx, General Motors and more. 300 subjects and thousands of modules eLearning Partner CHECKLIST Legal registrations Office setup CHECKLIST LEGAL REGISTRATIONS No. Procedure Time to Complete Associated Costs 1 Reserve a company name Less than one day (online procedure) no charge An entrepreneur uses the online option to check whether a company name is available: if a name is not reserved, the website will hold it for the entrepreneur who needs (i) to print a confirmation and (ii) take it to the Unified Center (UC) to officially reserve the name. The name reservation can also be done online through the website of the Ministry of Commerce and Industry. 2 Submit the required documents to the Unified Center (UC) 1 day no charge The required documents must be submitted to the Unified Center: Articles of Association (AOA), in line with a standard template provided by the UC The AOA must also be submitted in a soft copy on a CD (in practice) Confirmation of the reservation of the company name The following documents may also be requested: Identification card Application form Cover letter 3 Pay the registration fee at the Bank window within the same building of the Unified Center (The registration fee can be paid at the bank that is set up at the UC.) 1 day SAR 1,200 registration fee + SAR 650 publication of summary AOA CHECKLIST LEGAL REGISTRATIONS No. Procedure Time to Complete Associated Costs 4 Notarize the Articles of Association with a Notary public 1 week no charge 5 Open bank account 4 days no charge 6 Submit the approved documentation, certificate of deposit and AoA at the Unified Center, as well as 2 applications and one undertaking 2 days no charge 7 Pay the Chamber of Commerce membership fee at the Unified Center 1 day SAR 2,100 Chamber of Commerce fee 8 Register with the General Organization for Social Insurance (GOSI) 3 days, simultaneous with previous procedure no charge To register for social security insurance, the employer must open a file with the General Organization for Social Insurance (GOSI). This action will register the employer and the employee with the organizations two branches: the Pension Fund and the Industrial and illness Fund (Occupational Hazards Fund). Employers must contribute 11% of employee salary (Saudi employees), whereas the employees must contribute 9%. 9 Register with the Department of Zakat 3 days, simultaneous with previous procedure no charge Zakat, a religious wealth tax, is assessed based on taxable income and certain assets. CHECKLIST OFFICE SETUP Computer Hardware and Accessories Qty General Office Supplies Qty Printer Business cards Modem Envelopes Laptops - Notebook computer Stationery CD writer Imprinted advertising specialties PowerPoint projector Pencils and pens Digital camera Printer paper Surge protector Cleaning supplies Computer locks Notepads Scanner File folders Printer cartridges Stapler CD and floppy disks Scissors Computer Software Office Furniture and Equipment Microsoft office software Worktable(s) Virus protection software chair (s) Accounting software File cabinets Contact management software Paper shredder Website building and maintenance software Client seating Payment processing software Fireproof safe Inventory management software Desktop calculators Communications Bookcases Telephone line Postage meter Internet connection whiteboard and markers Desk telephone Alarm system Fax machine Fire extinguisher Answering machine/service First-aid kit Speakerphone Wastebasket NOTE FROM AUTHOR This is a reference document based on my experience, this may work or may not. Risk is yours. This is copy righted material so please do not copy This is developed for Mideast Markets precisely, Saudi Arabia.. Some slides may not be very relevant to other countries / geographies Write to me @ upendra.kartik@gmail.comfor any clarifications ABOUT AUTHOR Upendra Kartik, is a certified Lean Six Sigma Black Belt from Motorola Uniersity, USA Mentored 100+ improvement projects in US, India and Middle East, delivered 50M$ Business Impact Presently working as Associate Vice-President for Process Excellence in an International Business Process Solutions company Created Business Excellence Framework to help solve complex business problems with simple methodologies