Planning for Growth

This report analyzes the growth opportunities for Southern Business Technologies, a telecommunications company in the UK. It examines key considerations for evaluating growth opportunities, applies Ansoff's growth vector matrix, explores sources of funding, and develops a business plan for growth. The report also discusses exit and succession options for small businesses.

PLANNING FOR GROWTH

Table of Contents
INTRODUCTION...........................................................................................................................3
TASK 1............................................................................................................................................3
P1 Analyse key consideration for evaluating growth opportunities ......................................3
P2 Evaluate the opportunities for growth by applying Ansoff's growth vector matrix..........7
TASK 2..........................................................................................................................................10
P3 Sources of funding available for companies with its advantages and disadvantages.....10
TASK 3..........................................................................................................................................11
P4 Business plan for growth of organisation........................................................................11
TASK 4..........................................................................................................................................13
P5 Exit and succession option for small business................................................................13
CONCLUSION..............................................................................................................................14
REFERENCES .............................................................................................................................15

INTRODUCTION
Planning can be considered as the procedure of managing organisational functions and
activities to achieve future goals and success. In this, various strategies and action plans are
included to operate business and its activities in appropriate way. Planning should be effective as
it is essential for increasing market shares and future growth of business. On the other side, many
of organisations undertake planning process to achieve sustainability and economies of scale
during small business entities (Barbour and Deakin, 2012). This is helpful in providing proper
instructions and guidance to the people towards particular goals or objectives so that they can
achieve those in better ways. This report is based on Southern Business Technologies that
situated in Themes Valley area in the UK. This company provide several services in south such
as telecommunication, line rental, phone systems, mobile and high speed broadband connection
in the marketplace. The report will evaluate growth opportunities and justify considerations. In
this, application of Ansoff's growth matrix and other approaches is done in order to raise funds.
This assignment will assess potential sources of funds with benefits and drawbacks. Business
plan for growth including financial information and strategic objectives will also be discussed in
this project.
TASK 1
P1 Analyse key consideration for evaluating growth opportunities
Every organisation want to achieve growth and success for which they carry out their
business operations and activities with the purpose of earning business objectives. Company
develop short and long term goals so that they can achieve their ultimate vision and missions.
There are numerous competitors present in the market and each organisation wants to establish a
strong reputation so that it can give tough competition to other rival teams (Brinckmann and
Grichnik, 2010). For this, they require to keep on modifying their activities and operations so
that they can effectively survive in competition. In order to achieve growth, organisation should
plan their future activities and carry out research and investigations in order to know about the
competition and market. Proper planning and research facilitate organisation to develop more
effective strategies which leads to better profits and revenues.
Company develop and manufacture innovative and creative product so that they can take
a leap in the market. Southern Business Technologies is dealing in communications. They are

one of the oldest business telecom specialists situated in United Kingdom. They provide low cost
telephonic services, line rentals, phone systems, mobile and high speed broadband connections.
As they are one of the oldest company, they plan their future activities in order to expand their
business. With a proper growth plan, company has seen the turnover rise to 4 millions Euros in
2007 to 9 millions Euros in 2009. They have enjoyed a great rise within two years and were
successful in making there name in Sunday Times Tech 100 league table. By progressing and
managing all business operations in proper manner, they have more than 80 employees working
across ranges of disciplines such as engineering and sales to customers and accounts (Kapsa,
2010). With successful growth plan, they are now being counted under good business in the
Thames Valley Region. For achieving success and growth, managers and other superiors have to
run different researches and investigations in order to get idea about market and competitors.
Following are some stargates and model which they implement in order to get accurate
idea about different factors:
Porters generic strategies:
This is used by managers in order to describe competitive advantage achieved by
company across its market. It is key challenges for company to identify a way in which they can
help them to pursue sustainable competitive advantage over rival company's products and
services in the market. It includes four main elements and they are mentioned below: Cost leadership: Company utilise this strategy in order to achieve high return on their
investments. They have set up lower prices of their products or services in the target
market (Burton, 2010). Key aim of Southern Business Technologies is to provide quality
products and services to their potential buyers in effective manner. Cost focus: In this, company focuses on lowering the cost advantage in one or a small
numbers of market segment. Southern Business Technologies mainly focuses on niche
markets and understand the needs and requirements of customers. By this, Southern
business technology develop and set low cost for their products and services. By serving
customers in effective manner, they try to build better relations with customers. Differentiation focus: Company opt this strategy in order to attract customers towards
their products or services by manufacturing innovative and creative product in
comparison to other competitors. Southern business technology can develop better
products by performing appropriate research. It will provide them better idea about

customers and markets. They can implement innovative ideas into practical and can
enhance their quality of goods and services.
 Differentiation leadership: Company mainly focuses on extensive markets in order to
achieve competitive advantage. This strategy charges a premium price for the product or
service in order to reflect higher production costs and extra value added features provide
for the customers (Chapin, 2012). Southern Business Technologies can adopt this
strategy but before that they requires sustained market investment. This will include
superior product quality, branding, distribution across major channels, continuous
promotional support, etc.
Cost leadership is more suitable for the Southern Business Technologies as it give higher
returns on investment.
PEST Analysis:
This is used by marketers of company in order to measure external factors that can
influence their profitability and business operations. Following are some factors:
 Political factor: This factor includes rules and regulations formulated by government
which are necessary for Southern Business Technologies to implement within their
organisation. As they are dealing in communications and other technologies, they have to
be aware about legal policies related to it. It is necessary to focus on political
environment of company in order to grow in the country because political stable
company can achieve success as compared to unstable company.
 Economic factor: This include factors which impact company's profitability and
turnovers. Technologies are modifying on daily basis and company has to cope up with
changes in order to grow in market.
 Social factor: This includes tastes, styles, fashion trends, lifestyles, career attitude, work
life balance of consumers living in a society (Christofakis and Papadaskalopoulos, 2011).
Southern Business Technologies offer communication services to people so they can
interact with one another.
 Technological factor: Southern Business Technologies exploit various opportunities in
order to update or alter their production. This will assist company to gain market share
and thus will able to attain strong competitive advantage. Digital technologies is

impacting positive impact on Southern Communication technologies. With this, people
can interact with one another and at any time and communication has become far easy.
Above strategy and analysis can be used by Southern Business Technologies in order to
achieve growth and success. This is an effective tool to analyse macro factors and competition in
market. As they provide crucial information related to customers and markets, there are certain
risks and threats associated with this. Every business have to face risks and challenges because
external environment is dynamic which keep vary. Hence, there are many risks associated with
changes incurred within Southern Business Technologies (Eddleston, 2013). Marketers can
analyse possible risks before planning their plans and activities along with identifying different
ways to mitigate those risks, so that they can achieve success and desired growth.
Portfolio strategies – BCG Model
 Star – This is most important component that determine the growth of particular product
of company which captured the wide area of market and maintaining position in positive
manner as well. Southern Business Technology has better opportunity to create good
image and reputations among target audiences by using their products or services in
effective quality.
 Cash cow – It can be considered a specific market condition of the business where
products do not grow as their stable condition but company has effective market shares
and reputations as well. This situation is depends on the firm's image among competitors
and targeted audiences. Therefore, Southern business technology should create
appropriate strategies as well as action plans for the purpose of buildings good image.
 Question mark – In this kind of situations, company make strategy to survive from
tough competition or competitive environment because they face the critical situations
regarding poor market shares (Papadaskalopoulos, 2011). Products have effective growth
but company do not get higher returns. Southern Business Technology require to consider
appropriate situations and analyse conditions of particular market, trends, customers
choices and competitors to build better brand image in positive manner.
 Dogs – It is negative factor that has major impacts on the organisational profitability and
productivity as well. In this, products growth is very poor and there is low market share
which directly effects over revenues and success of business. There are required better

strategies and tools or techniques so that company run its operations and handle critical
situations in an effective manner.
Product life cycle:
 Introduction stage – It is the first phase of product life cycle in which company launch
its new products or services into marketplace. In this stage, it takes more time for
increasing sales of particular goods because of lower customers awareness and brand
image as well.
 Growth stage – This is second phase of products life cycle where products take place on
customer's mind and starts to achieve growth through increasing market image
(Eddleston, 2013). Many of firms get more benefits at this stage due to promoting
products and business in an effective way.
 Maturity stage – At this stage, business occupied strong position among competitors in
the market place. They have to make effective strategies and appropriate plans to survive
in the competitive environment as it can create complexities for organisation and result in
low growth of products and profitability as well.
 Decline stage – This is last phase in which company face the declining situations as
products or services sales volume of company is decreasing. In this stage, organisation
make strategy regarding acquisitions, mergers and take over for dealing with such
situations.
P2 Evaluate the opportunities for growth by applying Ansoff's growth vector matrix
Every business organisation try to build good reputations and create better position in the
market place. There are lots of competition in global market as many of firms expanded their
business at different places to generate higher revenues or profits. Small and medium enterprises
also growing tremendously in the market. They also adopt best strategies and tools or techniques
for increasing markets share and growth as well. Southern Business Technology is one of the
small enterprise that situated in Themes Valley Market area in UK (Grover, 2014). They serve
telecom services to the people such as broadband connection, phones system, mobile and many
more. They considered Ansoff's Matrix for the purpose of implementing particular strategies and
action plans in an adequate way. This is essential in generating revenues and get higher returns
through proper planning and strategies as well. These are some elements of strategic approach
such as:

 Market penetration – This most important and effective strategy in which company can
sell its existing products or services into existing market in better ways. This is necessary
to promote goods and services so that huge customers can be targeted. Southern Business
Technology focus on adopting best alternatives for modifying its products so that they
can get customers attentions and attracts them towards company.
 Market development – In this, management generally plans to launch its exiting good
or services into complete new market so that more audiences can be targeted in an
effective manner (Bokalo, 2014). Southern Business Technology can expand their
business at another place by providing telecommunication services at lower costs so that
business can be developed and achieve future growth as well.
 Product development – There is necessary to introduce new products or services into
existing market place which will support in making customers loyal. It is another strategy
to build brand image and occupy strong position in the market by launching new
products. Southern business technology have biggest opportunity to capture the market
areas by increasing sales volume as they can get higher returns and outcomes with this
strategy.
 Diversification – In this, company make strategy for analysing customers requirements,
demands, needs and wants regarding any particular products or services. Southern
business technology should consider customers demands so that they can diversify their
business and introduce new products or services in the new marketplace.
The strategy which is best for cited organisation is market penetration. It is important
because management of organisation having the knowledge regarding the conditions which are
persist within in existing market. This will provides the opportunity to grab the opportunities
effectively through optimum utilisation of existing resources.
Collaborations: It is the process where two or more organisation combine their hands to
complete particular task and achieve a goal. This is similar to cooperation where support is
provided to each other in terms of resources, technologies etc.
Merger
It is best method of collaboration in which small medium enterprise can collaborate with
large scale industry for attaining better outcomes and growth in an efficient manner. Company
undertake such procedure for the purpose of merging with another organisation (Greenway,

2014). Both firms merge with some mutual understanding and their main objective is to get
higher profits as well as generate revenues with adequate collaboration. Advantages: This is an effective tool to get best possible outcomes and achieve positive
result in better ways. Both companies have wider scope in achieving competitive
advantages and it is essential for maintaining harmony system or create synergy for
achieving long term benefits in an effective manner.
 Disadvantage: It has some major drawbacks that can affects on the businesses. It
generally harms the productivity because many of layers removes due to merging of
organisations. Employees also can be dissatisfied in regard of performing any tasks or
activities as they may feels uncomfortable to work with organisational people. This can
effects on results as fail to achieve set goals.
Acquisition:
This is another important strategy i.e. adopted by organisations for attaining higher
growth and competitive advantages. In this, large scale firm acquire small industry or enterprise
so that size of organisation can be made broad and create good position in the market place
(Hough, 2010). It is best approach to acquire various resources, assets and liabilities of other
organisation so that company can create a better positive image among customers. Many of firms
consider this strategy to increase size and growth of business and maximise its structure in an
appropriate manner. Advantages: it is suitable way to minimise the competition through acquiring of new
entities or small businesses. Company can reduce its tough competition with appropriate
acquisition as well. This is best strategic planning technique for accomplishing better
targets and objectives of firm.
 Disadvantage: This strategy can create risks for organisation as they acquire another firm
with their assets or liabilities so it is difficult to survive from such situations. They have
to arrange and manage their necessary resource to create effective business.
Joint venture:
There are many of organisations who undertake joint venture strategy to maximise the
business level and achieve higher growth in the market place. In this, parties come under a
contract and follow proper legal system for the purpose of building a new firm by their mutual
agreement (Keough, 2015). Under this contract, they disclose various factors such as risks,

profits or losses and liabilities while running business operations. This can be used by the
southern business technology to make agreement with other organisation to attain synergy effect
and accomplish their targets in effective manner. Advantages: This process can be useful in starting or launching new business entity as
per mutual understanding of parties. It is beneficial in bearing any loss or risk that
depends on their capital level.
 Disadvantage: The major drawback of joint venture is that partners feel unsatisfied or
face some correspondent behaviours during business operations. There can be created
conflict or disputes among partners if they are not agreed on any business decision.
The option which is best to applied is real scenario is joint venture as this will takes less
time to frame large advantages are attained in short span of time. This will provides the option
to use their resources and technologies to achieve their particular objective for which they
combine their business operations.
TASK 2
P3 Sources of funding available for companies with its advantages and disadvantages
For every successful organisation, finance play an important role to run entire business
and perform its every activities or functions in an effective manner. There are required
appropriate funds or capital to achieve higher growth. Management focus on arranging an
managing financial resources as per the business activities because it must be required to operate
a successful business in an effective manner (Mobin, 2016). Southern business technology is
small and medium enterprise that deals in various telecommunication services and provide
different products or services at reasonable costs. Here are some financial sources that company
undertake to run its business functions or activities such as internal and external which will
support in operating firm with smooth manner. These are as followings:
Internal sources:
Sales of assets: Company can arrange its funds through of any assets and its generating
incomes that use for business purpose. It is bets method to utilise available resources and allocate
them very carefully so that maximum outcomes can be get. Southern business technology can
consider this to provide better quality of products or services in the target market.

 Advantage: There are no any rules or regulation required that follow for selling of
internal assets. It also beneficial in saving more money due to avoiding interests and
other premium as well.
 Disadvantage: For small business firms,s it can be difficult to sell their assets due to
limited resources within company. Sometimes it may takes more time for arranging
sufficient amount to run business activities.
External sources:
Bank loans: This is best resource for arranging funds within time frame as small and
medium enterprises can take loan from any banks as per the requirements so that they can
develop their business without any interrupts (Keyser, 2016). Southern business technology can
consider the bank loan so that they cans improve its business size and achieve better growth in
the market place. Advantages: This is essential in raising funds whenever requires as business can take this
advantage at any time for surviving from tough competition. They cans operate their
business functions or activities in an appropriate manner so that positive returns can be
gained.
 Disadvantage: Company is liable to pay interests as per the policies or terms on loan so it
must be followed by them. They also restricted to earn more profits due to paying
interests to the bank.
TASK 3
P4 Business plan for growth of organisation
In the present scenario, every business try to achieve higher growth and competitive
advantages with the help of performing various activities and tasks in an effective manner
(MacLeod, 2013). It is necessary to make better plan and formulate strategies to accomplish
predetermined goals or targets in adequate manner. It is defined a business plan for Southern
Business Technology such as:
Mission: The main mission of organisation is to provide better broadband services and cater the
diversified needs of targeted audiences.
Vision: The vision of organisation is to bring quality in their services to trust of consumers.
Objectives:

The Southern Business Technology is a small and medium enterprise that deals in various
telecom services such as broadband connection, phone calls or systems, mobile and many more
in the market place. Their main purpose is to provide better quality of products or services to the
targeted audiences at reasonable price so that they can be attracted towards firm.
SWOT analysis of Southern Business Technology:
Strengths:
 Southern business is giving better quality of products or telecommunications services so
they focus on customers satisfaction.
 There are skilled staff and experienced employees working so they try tom achieve
higher returns through performing several tasks in better ways (Mitchelmore, 2013).
 They serve their services at affordable and lower costs which is essential in attracting
huge audiences towards firm.
Weaknesses:
 There are lack of resources which company is facing due to decline in completing task or
work. They should arrange proper funds and resources to run business operation function
in an effective manner.
 Southern business technology is unable to adopt new advanced technologies or other
tools due to lack of finance facilities so they are facing such problems in achieving
particular goals or objectives.
 Company has poor image in the market as customers are not aware regarding this firm.
Opportunities:
 Company has opportunity to expand its business at different place so that they can
increase their size and growth in an adequate way.
 Southern business technology should invest more funds to enhance productivity and
profitability as well (Rowley, 2013). They can diversify business into another areas.
 Some of marketing strategies also can be adopted by the southern business technologies
so that they can attain higher growth such as mergers, acquisitions, joint venture etc.
Threats:
 There are tough competition in the markets and competitors are focusing ons adopting
various strategies or action plan to capture particular market.

 Increase small entities and entrance of competitors also biggest threats for southern
business technology.
 In the modern era, technologies are continuously changing as per the environment so it
affects on the business in several ways. Therefore it is necessary to undertake this factors
and adopt best technology to run business.
Cash flow
Cash flow Statement
Particulars Jan Feb Mar Apr May June Total
Cash inflows
Investment 5000 5000
Credit sales 1000 2500 3600 4000 1200 3200 15500
Total inflows 6000 2500 3600 4000 1200 3200 20500
Cash outflows
Fixed : Equipment’s 3000 2000 2000 1500 1000 2000 11500
Variable : Direct
material 200 200 300 500 100 100 1400
Total outflows 3200 2200 2300 2000 1100 2100 12900
Net cash flow 2800 300 1300 2000 100 1100 7600
Opening balance 0 2800 3100 4400 6400 6500
closing balance 2800 3100 4400 6400 6500 7600
Marketing budget
Particulars 1st year 2nd year 3rd year 4th year 5th year
Initial money 40000 10000 12000 25000 10000
Investment 20000 12000 25000 25000
Total 40000 30000 24000 30000 35000

Marketing
expenditures
Advertisement 9000 8000 3000 8000 5000
Sales promotion 2000 8000 3000 7000 5000
Direct marketing 9000 8000 4000 6000 7000
Total 20000 24000 10000 21000 17000
Available balance 20000 6000 14000 9000 18000
Interpretation: Initially the amount of fund which is required to conduct activities is high in
comparison to other years. Afterwards the requirement of fund gradually decreases.
FY'12 FY'13 FY'14 FY'15 FY'16 FY'17
Revenues 4152 4686 5360 5952 4698 6975
Gross
Profit 1373 1684 2068 2129 1608 2364
Earnings
before
interest,
tax,
depreciatio
n and
amortizatio
n 773 1047 1411 1396 1009 1539
Operating
Income,
EBIT 662 925 1292 1324 942 1414
Net Income 481 732 1037 1164 840 1262
Diluted 17.5 28.5 45.1 51.4 52.6 59.9

EPS
Other Key Metrics
Gross
Margin 33.10% 35.90% 38.60% 35.80% 34.20% 33.90%
EBITDA
Margin 18.60% 22.40% 26.30% 23.50% 21.50% 22.10%
EBIT
Margin 15.90% 19.70% 24.10% 22.20% 20.10% 20.30%
Effective
Tax Rate 24.70% 23.20% 19.60% 20.80% 21.00% 18.80%
Net Income
Margin 11.60% 15.60% 19.30% 19.60% 17.90% 18.10%
Return on
Equity 25.20% 33.80% 36.10% 32.20% 27.60% 26.90%
STP Model:
Segmentation: The Southern Business Technology is dealing in number of telecom services so
the segmented the market as per the geographic area and location where better services can be
provided with well manner. They focus on providing mobile services, broadband connections
and many more to the customers. Therefore, it is necessary to serve higher quality of services
and strong networks that depends on geographic areas.
Target: The target audience of Southern Business Technology are those who live in segmented
area whether they are businessmen, households and other customers. They have targeted such
audiences for particular services so that they can be satisfied with effective manner.
Position: The Southern Business Technology is trying to achieve best position in the particular
market by promoting brand and attract number of customers towards company. Therefore, they
focus on competing with various competitors and achieve success.

TASK 4
P5 Exit and succession option for small business
For every small and medium enterprises, there are various options available that company
can choose for success as well as exit market as per the situations. They focus on adopting better
strategies and actions plans for developing business in an effective way. Southern Business
Technology is small firm which deals ins several telecom services in the market place. They are
trying to maximise their market share and growth in an effective manner (Moseley, 2013).
Therefore, it is necessary to utilise available resources and allocate them with carefully so that
more profits can be gained. Company focus on developing business activities and achieving
desired outcomes through performing entire activities in proper manner. Here are some business
strategies that company can consider such as:
Liquidation: In this process, company adopt best approach for accomplishing targets or
goals as they analyse proper requirements and desired expectations for developing particular
firm. In this, management formulate strategy and effective plan so that they can get benefits from
liquidations facilities for the purpose of recovering various critical situations. The Southern
Business Technology can consider this method in the critical situations where they can sell out
their business for surviving in complex circumstances. They can get appropriate amount of funds
through sell out of such businesses in an effective manner. Advantages: it is very easy procedures for company that they can sell their physical
assets and another tools to generate incomes and funds for running business operations
(Pallagst, 2010). Southern business technology can make its function in smooth manner
with the help of liquidation.
 Disadvantage: There is required proper knowledge of values of particular assets for
getting accurate amount after selling those assets. It can create complexities as business
face losses due to selling their assets in lower price as well.
Acquisition: This is another method of exit where business make decision to depart from
market by adopting this method. If company moves towards failure or face any uncertainties or
losses then they decide to get exit (Todes, 2012). Management make strategy regarding
acquisition and they have to evaluate their assets or liabilities to manage business functions in
efficient ways. It is best way to exit from the market that company can adopt such strategy for
getting financial services with well manner.

 Advantage: This is best method for getting better outcomes as they analyse appropriate
situations and position of the firm within market so that they can make decision about
acquisitions (Valler and Phelp, 2012). It will provide more profits or benefits to the
organisation.
 Disadvantage: It is difficult to make decision regarding departing from market place so
that it is necessary to determine resources and capabilities of business to take better
decisions.
IPO (Initial public offer) : In this, private companies sell their shares of stocks to the general
public for the purpose of getting large amount of capital at short time. This is the best way for
exiting of particular business with limited time period in well manner.
 Advantages: The benefits of this strategy is that company can gain maximum amount of
funds by selling share of stock to the general public.
 Disadvantage: In this strategy, company may have face some losses and bear risks due to
selling their shares with IPO.
CONCLUSION
It can been concluded from the above report that planning is important aspect through
which strategies are made after assessing the impact of various factors. From the assessment of
porter generic strategy, it is determined that cost leadership is most appropriate option through
which competitive advantage attained in market. PESTLE analysis helps to gather the
information about the positive and negative impact of various factors which are present in
business environment. Funds are considered as the basic requirement for the purpose of
expansing operations. There are many sources are available like internal and external which can
be used by the organization to raise funds. Bank loan is one of the easiest source from which are
are raised any time as per requirement.

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