Strategic Planning in the Small Business

Unit 2

HO

2-1 (continued)

PRIORITY

STRATEGIC

ISSUES

Internal

Analysis

Administration

No buy/sell

agreement

between shareholders

(W)

Management team

spread to thin

(W)

Business/Finance

Poor cash flow

(W)

No

loan record with

the bank (W)

Undercapitalized

(W)

Low

profitability (W)

Accounting

Software

not being utilized

(W)

Personnel

One excellent

sales representative

(S)

One staff

member with

established relationships

with state-use

leadership

(S)

Sales function

is dramatically

understaffed (W)

Marketing

Target market

is well defined

(S)

Program

is well known

within the rehabilitation

industry

(S)

Poor coordination

between

public and private

sector sales representatives

(W)

Inadequate

sales force (W)

Manufacturer

!acks

understanding

of the real opportunity

(W)

No national
p,,blicity has
been generated
(W)

No promotional
budgeL (W)

Deteriorating
relationship in
Illinois (W)

No national newsletter
(W)

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