Business Development Manager pdf

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Scenario
You are the owner/office manager of Careful Financial Services (“CFF”) - a mortgage
broking business in Fedtown.
The business has been successfully operating for 5 years and a recent increase in loan
applications has you considering whether to employ a new loan writer.
One of the reasons for the increase in applications is the approval by local council of a
development application for a site that will contain 500 new houses. Off the plan sales
have been popular for the first release with an average sale price of $350,000.
The economy is reasonably stable with interest rates at 5.7%, they have not changed
in the past 6 months and are not predicted to change in the next quarter.
No risk management planning has ever been completed and you feel it is needed so
that both opportunities and risks are effectively identified and treated.
Relevant information:
 There is one other mortgage broking business in Fedtown.
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 Your business has 6 employees who have all been with the business for 3
years or more. 1 Business Development Manager, 3 loan writers, 1 support
officer, 1 administration assistant.
 Premises are owned.
 Spare office space is limited in the current premises.
 Business borrowings:
 Term loan $200,000
 Overdraft $20,000
 Procedure manuals completed when business first opened (never reviewed).
 Monthly workplace inspections are conducted.
 The business operates a company car that is leased.
 All computers are networked and basic virus protection is installed.
 Training of new staff and ongoing training is not well structured and is a bit
“hit and miss”.
 Business insurance is current – including personal injury and property damage,
fire, storm, malicious damage and other defined events, business vehicle
insurance, business interruption, personal accident or illness.
 Audits have not been completed as regularly as needed due to Office Manager
being too busy.
 A recent customer satisfaction survey showed excellent results, which has
been very positive for the business with a high level of referrals being
received.
 Business sponsors the local Under 10’s soccer team and has participated in
Clean up Australia day for the last 5 years.
 Aged debtors and creditors listing shows some long overdue accounts.
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Answer the following questions using the above scenario:
Please note: The answers provided should relate directly to the scenario and be in
your own words to demonstrate your understanding (do not copy directly from the
notes). The case study in the learners guide is there to assist in your completion of
the assessment.
Question 1 – Establish the Context
a) Identify at least 5 external and 2 internal stakeholders:
External Stakeholders Internal Stakeholders
 Suppliers
 Customers
 Local council
 Society
 competitors
 Employees
 Owners
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b) Identify at least 4 external and 3 internal influences:
External Internal
 Staff
 Money
 Company culture
 The economy
 Competition
 Technology
 Politics
 Customers and suppliers
c) List 5 key business drivers:
1. Cash
2. Profit
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3. Assets
4. Growth
5. People
d) Complete a SWOT analysis (provide at least 4 points under each heading)
Strengths
Weaknesses
 Good working environment
 Competent staff
 High levels of referrals
 Stable economy
 Limited office space
 Limited staff
 Non structured staff training

Opportunities Threats
 More referrals / new customers
 Operating another business


 Ageing debtors
 Audits that have not been completed
 competition

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e) To establish the risk management context provide information for the
following steps:
i) Step 1–
Define the
a) organisation,
this is an organization that deals in mortgage broking business and has been in
operation for the last five years.
b) process of activity
mortgage loan prequalification-application of loan-processing and
verification.
c) and establish its goals and objectives (use the table below to establish
objectives).
Criteria Objectives
Financial
To improve the company’s bottom line.
Operational
To be the most efficient company in terms of
service delivery.
Health and safety To protect the both the staff and society from
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health risks.
Compliance/Legal To comply with the government laws.
Technological To be most advanced in terms of technology.
Reputation To be a reputed company in terms of delivering
services.
ii) Step 2 – Specify the nature of the decisions that have to be made.
Routine and operational decisions- This are the decisions that have to be made in
regard to the operations of the business.
iii) Step 3 – Define the extent of the project activity or function in terms of
time and location.
The company has been in operation for over five years and the project has come a
long way to be fully established in this location.
Question 2 – Identify risks
a) List 7 risk identification tools that could be used in the formulation of the
risk management plan and discuss reasons for selecting each tool.
Tool Reasons
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