__________ Situation Appraisal

1. Corporate Leadership
a. _________ as the CEO
b. __________ - COO
c. __________ - VP Finance
d. __________ - VP Sales
e. __________ - VP Marketing
f. __________ VP HR

2. External Factors – Business applications and solutions are growing globally. More and more companies are becoming
aware of the benefits of employing system software. Technologies such as the internet, mobile phones, open-source
systems, cloud/web-services and alike are continuing to mature. As a result, more IT software companies are setting
up their operations worldwide.

In the Philippines, big players such as SAP & Oracle are trying to reach small businesses. They are developing
products such as the SAP Business One and Oracle Small Business Suite for SMEs to capture the market. MIS
outsourcing is also a growing model in the country. More local companies are developing software applications
consequently giving the market more options.

Conversely, companies such as Intuit Quickbooks & Xero Accounting are still dominating the micro to small
companies.

Traditional licensing with yearly maintenance fees are still the product package being offered in the Philippines.

3. Physical and Infrastructural Factors – One of the strengths of the Philippines is its competitiveness in Information
Technology particularly in software engineering & programming. The availability of junior software engineers is in
place but senior engineers are relatively small and costly. IT free-lancers & manpower agencies can be utilized and
are reachable as well.

4. Corporate Structure and Organization – ________organizational structure is currently established. Controls, software
development tools, QA process, procedures, designation and regulation are setup but should be reviewed periodically
and should be practiced more firmly to stimulate quality.

5. Competitive Edges – Business solutions with its support services offered from mother countries are too expensive.
One of the strengths of __________’s products and services are its competitive pricing, technology used (web-
based), local support and production strategy (cheaper labor).

R&D team upgrading existing __________’s products to its new versions/new technologies and the process for new
business development are now established.

6. Human Resources Development – __________ is utilizing fresh graduates from universities for IT programmers, sales
and implementation support. Employing sub-contractual software engineers/programmers is part of the plan. Staff
formal training outline is not yet established. ______ currently takes his time to train the new hires personally.

Suite 613 South Pioneer Highlands (Globe Telecom Plaza Tower 1), Madison Avenue
Mandaluyong City
Direct Line: (632) 576-3948
www.__________inc.com
CONFIDENTIAL 1 of
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7. Motivational Factor – Discipline, code of conduct, ethics, company policies, rewards and punishment incentives are
already in place but not practiced strictly. Strengthening these motivational factors is one factor to be considered in
__________ initiatives.

Suite 613 South Pioneer Highlands (Globe Telecom Plaza Tower 1), Madison Avenue
Mandaluyong City
Direct Line: (632) 576-3948
www.__________inc.com
CONFIDENTIAL 2 of
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Needs Assesment

Suite 613 South Pioneer Highlands (Globe Telecom Plaza Tower 1), Madison Avenue
Mandaluyong City
Direct Line: (632) 576-3948
www.__________inc.com
CONFIDENTIAL 3 of
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 Priorit Need Assessment Likely Causes
y
Mega needs/challenges
(society)
1 99.75% of businesses close shop in Business intelligence
10 years gaps
or plateau growth Process gaps
Technology gaps
(ecommerce,etc)
Financial gaps
Employee turnover
3 X number of people suffer Financial illiteracy
financially
2 A number of fresh graduates Curriculum gaps
doesn’t get a good job
4 A number of professional Salary offers locally
particularly IT/Programmers prefer are not competent
working abroad
Macro Needs/Challenges Likely Causes
(Direct clients and
stockholders)
1 Very small market share Serious marketing
efforts only just
started this year.
3 85% of sales are collected hence Product/service
85% client satisfaction quality
Client gaps
3 Average of 5 or more iterations Skills gap
before project acceptance Process gap
Growing customer
requirements
3 No international clients No international
marketing efforts
Suite 613 South Pioneer Highlands (Globe Telecom Plaza Tower 1), Madison Avenue
Mandaluyong City
Direct Line: (632) 576-3948
www.__________inc.com
CONFIDENTIAL
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Desired Result Possible Means
Decrease 99.75% to Change __________
98% in three years paradigm/mindset in
and increase company marketing, selling and
growth by x% implementation
Improve product
designed to meet the
need
Decrease x number by Develop and sell
x percentage quicken type of
application designed
for Filipinos & aspiring
entrepreneurs.
Conduct financial
literacy & motivation
seminars
Decrease x number by Offer __________
x percentage products to
universities as part of
their curriculum
Decrease x number by Change the game by
x percentage offering higher
salaries.
Desired Results Possible Means
Grow the company’s Continuous sales and
share from 2 to 5% marketing efforts
Increase 85% to 95% Stricter QA process
and improve
implementation
process, proper
documentation with
client satisfaction
rating
Decrease iteration by Strengthen operations
2 & human resource,
QA process
Partner with resellers Make product world
in some countries class, strengthen
strategically Internet marketing
and support.
4 of
 Micro (organization) Likely Causes
1 Average of 40 new leads per month Promotional gaps,
sales’ organic efforts
to produce leads
2 Only 10% of new leads are closed Lack of sales closing
efforts and
pricing/product gaps
1 Only 57% of projected revenue was Sales team’s
achieved (34M / 60M target) competitiveness
1 Cash flow No proper analysis
and financial planning
process
2 Focus Inability to hire or
groom managers
3 Delayed product launching Resource and budget
constraint
3 30% staff turnover Weak employee
engagement
programs
Desired Results Possible Means
Increase new leads by Strengthen sales &
100 per month marketing efforts
Increase to 20% Strengthen sales
closing techniques
and packaging efforts
Increase to meet Sales product training
projected profit to and closing. Hire a
100% seasoned sales
manager. Look for
more prospective
resellers/partners.
Cash stability Engaged with a third
party expert to help
assess and plan.
Establish Engaged with a third
management & party consultant to
training plan help establish
structure.
On time product Dedicated R&D team,
launching raise support funds.
Decrease by 0% Strengthen employee
screening, improve
employee
engagement and
incentive programs.

__________ Goals and Objectives

1. Achieve a market share of 4.8% or equivalent to P120M domestic booked sales by Dec __________. Expand abroad
and reach a target booked sales of P30M. This initial P120M target was reduced to 80M considering the slow
progress, sales hiring challenges and performances last year and Q1 this year.

2. Profitability & Cashflow – To attain a net income before tax of 25%+. To attain zero financing and investment
requirement by start of Q4.

3. Branding and Makreting

a. Achieve 100 or more qualified leads per month.
b. Increase customer satisfaction by 95%.
c. Launch __________s Community with 100 regular registered members by end of FY __________.
d. 20% staff turnover rate by Q2. 10% staff turnover rate by year end.

4. Product Delivery
a. Quality - 10% or less bugs by Q2. 5% to zero bugs by Q4.
b. Timeliness - achieve 90% of target date.
c. Cost efficiency - 30% or less manhour cost to job order manhour rate ratio.

Suite 613 South Pioneer Highlands (Globe Telecom Plaza Tower 1), Madison Avenue
Mandaluyong City
Direct Line: (632) 576-3948
www.__________inc.com
CONFIDENTIAL 5 of
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5. R&D – Full commercialization of the following:
a. All-New Product _______ by Q1
b. New Product _______ by Q2
c. ___________ by Q3
d. ___________ by Q4

Strategies

1. Hire 6 sales executives with ERP sales experience by __________.

2. Source for 2 or more strategic channel partners or resellers.

3. Establish a marketing team for branding (offline and online) by Q1.

4. Appraise the situation in terms of team satisfaction, software team efficiency, implementation efficiency by Q2.

5. Revisit and redefine implementation and software development operations workflow by Q2.

6. Improve delivery time and efficiency by Q3.

7. Establish staff engagement process, KPIs, incentives, etc by Q2.

Suite 613 South Pioneer Highlands (Globe Telecom Plaza Tower 1), Madison Avenue
Mandaluyong City
Direct Line: (632) 576-3948
www.__________inc.com
CONFIDENTIAL 6 of
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