business.gov.

au
BusinessPlanGuide
Prepared:December2009

business.gov.au

BusinessPlanGuide

TableofContents
Preparingyourself

Analyseyourbusinessidea
Analyseyourself

4
4

Businessplanning
Regularreview
Distributing&protectingyourplan
Adviceandsupport

5
5
5
6

Attendingbusinessevents
Takingonamentororbusinesscoach

6
6

UsingtheTemplate
Templateoverview

7
8

Titlepage
BusinessPlanSummary
TheBusiness
TheMarket
TheFuture
TheFinances
Supportingdocumentation

8
9
12
21
24
25
31

Glossary

32

ThisBusinessPlanGuideandtheaccompanyingBusinessPlanTemplate
havebeendevelopedbybusiness.gov.au,theAustralianGovernment'sprincipal
businessresource,locatedwithintheDepartmentofInnovation,Industry,
ScienceandResearch.
Copiesofthelatestversionofthisguideandthetemplatecanbedownloaded
fromwww.business.gov.au/businessplan.
Ifyouneedfurtherinformation,assistanceorreferralaboutasmallbusiness
issue,pleasecontacttheSmallBusinessSupportLineon1800777275.

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business.gov.au

BusinessPlanGuide

Preparingyourself
Beforeyoustartwritingyourbusinessplan,youshouldhonestlyevaluateyourself
anddecideifyourbusinessideahasagoodchanceofsuccess.Analysiscanhelp
youanticipateanychallengesyoumayfaceandhelpyouovercomethem.

Analyseyourbusinessidea
Isyourideafeasible?Beforeyougetstarted,findoutifthereisademandfor
yourproductsorservices.It'salsousefultofindoutwhoyourcompetitorsare
andwhetherthemarketcansustainyourbusiness.
Researchingallaspectsofyourbusinessideawillinvolvegathering,analysingand
evaluatinginformationtohelpyouwriteyourbusinessgoals.Somequestionsto
considerare:

Whatproduct/servicewillyouprovide?
Isyourideaviable?
Howwillyouprotectyourideas?
Isthereamarketforyourproduct/service?
Whatskillsdoyouneed?
Whoareyourcompetitors?
Whatdifferencewillyoubringtothemarket?
Doyouhavethefinancialcapacitytostartabusiness?

Analyseyourself
Areyoureadytoventureintobusiness?Operatingasmallbusinessisnotjust
aboutworkingforyourself,it'salsoabouthavingthenecessarymanagement
skills,industryexpertise,technicalskills,financeandofcoursealongtermvision
togrowandsucceed.
Attheoutsetitsimportanttoconsiderwhetheryoureallyunderstandwhat's
involvedandwhetheryou'resuitedtobusinessandselfemployment.Examine
thesequestions:

Whyareyoustartingabusiness?
Whatareyourbusinessandpersonalgoals?
Whatareyourskills?
Whatincomedoyouneedtogenerate?
Whataretheadvantagesanddisadvantagesofstartingyourown
business?

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business.gov.au

BusinessPlanGuide

Businessplanning
Onceyou'veconductedresearchintothefeasibilityofyournewbusinessyou're
readytowriteyourbusinessplan.
Abusinessplanprovidesdirection,keepsyouontrackandisusuallya
requirementwhenyouseekfinance.Dependingonyourbusinesstype,yourplan
couldincludethefollowingsections:

BusinessSummary:Aonepageoverviewwrittenafteryourbusiness
planisfinalised.

Aboutyourbusiness:Thisistypicallycalledthemanagementplanor
operationsplan.Itcoversdetailsaboutyourbusinessincludingstructure,
registrations,locationandpremises,staff,andproducts/services.

Aboutyourmarket:Thisisthemarketingplan.Itshouldoutlineyour
marketinganalysisoftheindustryyouareentering,yourcustomersand
yourcompetitors.Thissectionshouldalsocoveryourkeymarketing
targetsandyourstrategiesfordeliveringonthesetargets.

Aboutyourfuture:Thissectioncoversyourplansforthefutureandcan
includeavisionstatement,businessgoalsandkeybusinessmilestones.

Aboutyourfinances:Thefinancialplanincludeshowyou'llfinanceyour
business,costingandfinancialprojections.

Regularreview
Businessplanningisanongoingbusinessactivity.Asyourbusinesschanges
manyofthestrategiesinyourplanwillneedtoevolvetoensureyoubusinessis
stillheadingintherightdirection.Havingyourplanuptodatecankeepyou
focussedonwhereyouareheadingandensureyouarereadywhenyouneedit
again.

Distributing&protectingyourplan
Abusinessplanisablueprintforhowyourbusinesswillrunandrevealswhat
futuredirectionyourbusinesswilltake.Understandablyyouwillwanttobe
carefulwhoyoushowyourplantoandavoidyourcompetitionseeingit.
Havinganunderstandingwiththirdpartieswhendistributingaplancouldbe
enoughprotectionforsomebusinesses,howeverotherswhohaveinnovative
businesspracticesorproductsorservicesmaywishtogofurtherandsigna
confidentialityagreementwitheachpersontoprotecttheirinnovations.
Itmayalsobeagoodideatoincludesomewordsinyourplanaskingthereader
nottodisclosethedetailsofyourplan.

Whattodo...

VisitourConfidentiality/Tradesecretspage,formoreinformationon
confidentialityagreements.
FordetailedinformationonIntellectualpropertyprotection,visittheIP
Australia website.

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business.gov.au

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ContactyournearestBusinessEnterpriseCentre
withyourbusinessplanningprocess.

Page5

(BEC)forassistance

business.gov.au

BusinessPlanGuide

Adviceandsupport
Thereareanumberofgovernmentservicesavailabletohelpyouplan,startor
growyourbusiness.Theseservicescanprovidegeneraladvice,workshops,
seminarsandnetworkingevents,andcanevenmatchyouwithamentoror
businesscoach.

Attendingbusinessevents
Smallbusinessworkshopsandseminarsarerunregularlyinmostareasof
Australia,anddealwithissuessuchasplanning,financialmanagement,
innovation,employingstaffandexporting.
Youmayalsofinditusefultoattendnetworkingeventstohelpexpandyour
business.Bydevelopingnetworks,youcankeepuptodateonindustryandlocal
information,promoteyourbusinessthroughnewcontactsandlearnkeyskills
fromotherbusinesses.

Takingonamentororbusinesscoach
Participatinginmentoringorcoachingprogramscanhelpyoudevelopagreater
understandingofbusinessprocessesandpractices,andequipyouwiththeskills
youneedtogrowandimproveyourbusiness.

Whattodo...

ContactyournearestBusinessEnterpriseCentre (BEC)forassistance
withyourbusinessplanningprocess.
CheckifyourlocalBECorstatebusinessagencyhostsabusinessplanning
workshopnearyou.
ContactanEnterpriseConnect centreforhelpwithplanning,growing,
skillsdevelopment,competitivenessandproductivity.
Searchfornetworking,mentoringortrainingeventsandseminarsonthe
business.gov.auEventscalendar.
Contactabusinessadviser,accountantorsolicitorforadvice.

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business.gov.au

BusinessPlanGuide

UsingtheTemplate
Beforeyoucompletethebusinessplantemplateandstartusingit,considerthe
following:
1. Doyourresearch.Youwillneedtomakequiteafewdecisionsabout
yourbusinessincludingstructure,marketingstrategiesandfinances
beforeyoucancompletethetemplate.Byhavingtherightinformationto
handyoualsocanbemoreaccurateinyourforecastsandanalysis.
2. Determinewhotheplanisfor.Doesithavemorethanonepurpose?
Willitbeusedinternallyorwillthirdpartiesbeinvolved?Decidingthe
purposeoftheplancanhelpyoutargetyouranswers.Ifthirdpartiesare
involved,whataretheyinterestedin?Althoughdontassumetheyarejust
interestedinthefinancepartofyourbusiness.Theywillbelookingforthe
wholepackage.
3. Donotattempttofillinthetemplatefromstarttofinish.First
decidewhichsectionsarerelevantforyourbusinessandsetasidethe
sectionsthatdontapply.Youcanalwaysgobacktotheothersections
later.
4. Usethe[italicisedtext].Theitalicisedtextistheretohelpguideyouby
providingsomemoredetailedquestionsyoumayliketoanswerwhen
preparingyourresponse.Pleasenote:Ifaquestiondoesnotapplyto
yourcircumstancesitcanbeignored.
5. Getsomehelp.Ifyouarentconfidentincompletingtheplanyourself,
youcanenlistthehelpofaprofessional(i.e.EnterpriseConnectCentre,
BusinessEnterpriseCentre,businessadviser,oraccountant)tolook
throughyourplanandprovideyouwithadvice.
6. Actualvs.expectedfigures.Existingbusinessescanincludeactual
figuresintheplan,butifyourbusinessisjuststartingoutandyouare
usingexpectedfiguresforturnoverandfinancesyouwillneedtoclearly
showthattheseareexpectedfiguresorestimates.
7. Writeyoursummarylast.Useasfewwordsaspossible.Youwantto
gettothepointbutnotoverlookimportantfacts.Thisisalsoyour
opportunitytosellyourself.Butdontoverdoit.Youwantprospective
banks,investors,partnersorwholesalerstobeabletoquicklyreadyour
plan,finditrealisticandbemotivatedbywhattheyread.
8. Review.Review.Review.Yourbusinessplanistheretomakeagood
impression.Errorswillonlydetractfromyourprofessionalimage.Soaska
numberofimpartialpeopletoproofreadyourfinalplan.

Templateoverview
Titlepage
Question

Explanation

Insertyourbusinesslogo

Addingalogohelpsgiveyourbusinessamoreprofessionalimage.Ifyou
arejuststartingoutanddonothavealogo,youcanremovethissection.

Yourname

Enterthebusinessowner'sname.Entermultiplenamesifthereare
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business.gov.au

BusinessPlanGuide

multipleowners.
Yourtitle

Thetitlesofthebusinessowner(s)listedabove.E.g.Owner/Manager

Businessname

Enteryourbusinessnameasregisteredinyourstate/territory.Ifyouhave VisitourRegisteryourbusiness
notregisteredyourbusinessname,addyourproposedbusinessname
namepage.

Mainbusinessaddress

Enteryourmainbusinessaddress.Thiscanbeyourhomeaddressifyou
areahomebasedbusinessoryourheadofficeifyouhavemorethanone
location.

ABN

EnteryourAustralianBusinessNumber.Ifyouareabusinessandhave
registeredforanABNenterithere.

VisitourRegisterforan
AustralianBusinessNumber
(ABN)page.

ACN

EnteryourAustralianCompanyNumber.Onlyfillthisinifyouarea
company.

VisitourRegisteryourcompany
page.

Prepared

Thedateyoufinishedpreparingyourbusinessplan.

TableofContents

Ifyouhavechangedthistemplateinanyway,pleaseremembertoupdate
thetableofcontentstoreflectthechanges..

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business.gov.au

BusinessPlanGuide

BusinessPlanSummary
Yourbusinesssummaryshouldbenolongerthanapageandshouldfocusonwhyyourbusinessisgoingtobesuccessful.Youranswersshould
brieflysummariseyourmoredetailedanswersprovidedthroughoutthebodyofyourplan.

Question

Explanation

Moreinformation

TheBusiness
Businessname

Enteryourbusinessnameasregisteredinyourstate/territory.Ifyouhave VisitourRegisteryourbusiness
notregisteredyourbusinessname,addyourproposedbusinessname.
namepage.

Businessstructure

Isyourbusinessasoletrader,partnership,trustorcompany?

VisitourWhichbusiness
structureshouldIchoose?page.

ABN

EnteryourAustralianBusinessNumber(ABN).Ifyouareabusinessand
haveregisteredforanABNenterithere.

VisitourRegisterforan
AustralianBusinessNumber
(ABN)page.

ACN

EnteryourAustralianCompanyNumber(ACN).Onlyfillthisinifyouarea
company.

VisitourRegisteryourcompany
page.

Businesslocation

Enteryourmainbusinesslocation.Brieflydescribethelocationandspace
occupied/required.

Dateestablished

Thedateyoustartedtrading.Whetheritwasthedateyouopenedyour
doorsorthedateyourpurchasedbusinessopeneditsdoors.

Businessowner(s)

Listthenamesofallbusinessowners.

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business.gov.au

Relevantowner
experience

BusinessPlanGuide

Brieflyoutlineyourexperienceand/oryearsintheindustryandanymajor
achievements/awards.

VisitourAmIready?page.

Keepthisbriefandtrytoincludeonlyyourrelevantexperienceandmain
achievements.Youwillhaveanopportunitytogointomoredetailunder
theManagement&ownershipsection.
Products/services

Whatproducts/servicesareyouselling?Whatistheanticipateddemand
foryourproducts/services?Theseanswersshouldbrieflysummariseyour
answersunderthemainproducts/servicessection.

TheMarket
Targetmarket

Whoareyousellingto?Whywouldtheybuyyourproducts/servicesover
others?

VisitourResearchingyour
marketpage.

Thisanswershouldbrieflysummariseyouranswersunderthemain
Marketsection.
Marketingstrategy

Howdoyouplantoenterthemarket?Howdoyouintendtoattract
customers?Howandwhywillthiswork?
Thisanswershouldbrieflysummariseyouranswersunderthemain
Marketsection.

TheFuture
Visionstatement

Thevisionstatementbrieflyoutlinesyourfutureplanforthebusiness.It
shouldstateclearlywhatyouroverallgoalsforthebusinessare.

Goals/objectives

Whatareyourshort&longtermgoals?Whatactivitieswillyouundertake
tomeetthem?

TheFinances

Page10

VisitourHowdoIpromotemy
business?page.

business.gov.au

Thefinances

BusinessPlanGuide

Brieflyoutlinehowmuchprofityouintendonmakinginaparticular
timeframe.Howmuchmoneywillyouneedupfront?Wherewillyou
obtainthesefunds?Whatportionwillyoubeseekingfromothersources?
Howmuchofyourownmoneyareyoucontributingtowardsthebusiness?
Youranswerscanbequitebriefinthesummary.Theyshouldgivethe
readeraquickideaofyourcurrentfinancialposition.Whereyouare
headingfinanciallyandhowmuchyouneedtogetthere.Youcanprovide
moredetailinthemainFinancessection.

Page11

VisitourHowdoImanagemy
finances?page.

business.gov.au

BusinessPlanGuide

TheBusiness
Question

Explanation

Moreinformation

Businessdetails
Businesspurpose

Whatisthemainbusinesspurpose?Whatdoesitsell?

Businesssize

Numberofemployees?Estimated/actualannualturnover?

Operatinghistory

Whatisthebusinessbackground?Howlonghasthebusinessbeen
operating?Whatisyourprogresstodate?

Registrationdetails
Businessname

Enteryourbusinessnameasregisteredinyourstate/territory.Ifyouhave VisitourRegisteryourbusiness
notregisteredyourbusinessname,addyourproposedbusinessname
namepage.

Tradingname(s)

Enteryourregisteredtradingnameornames.Yourtradingnameisthe
nameyouwillusetotradeunder.Itisthenamethatappearsonyour
marketingandadvertisingmaterial.Ifyouhavemultipletradingnames,
listthemandexplainthepurposeofeachname.

Dateregistered

Thedatethatappearsonyourbusinessnameregistration.

Location(s)registered

Enterthestate(s)youhaveregisteredyourbusinessname.Ifyour
businessislocatedinmorethanonestate,youwillneedtoregisteryour
businessnameineachstate.

VisitourRegisteryourbusiness
namepage.

Businessstructure

Isyourbusinessasoletrader,partnership,trustorcompany?

VisitourWhichbusiness
structureshouldIchoose?page.

ABN

IfyouhaveregisteredanAustralianBusinessNumber(ABN),thenenterit
here.

VisitourRegisterforan
AustralianBusinessNumber
(ABN)page.

ACN

EnteryourAustralianCompanyNumber(ACN).Fillthisinifyouarea
registeredcompany.

VisitourRegisteryourcompany
page.

Page12

VisitourHowdoIchoosea
businessname?page.

business.gov.au

BusinessPlanGuide

GST

IfyouareregisteredforGoodsandServicesTax(GST),thenenterthe
dateyouregisteredwiththeTaxoffice.

VisitourRegisterforGoods&
ServicesTax(GST)page.

Domainnames

Ifyouareplanningonsettingupawebsiteforyourbusiness,youmay
alsoliketoregisteradomainnametomatchyourregisteredbusiness
name.Listanydomainnamesyouhaveregisteredandplantouseinthe
business.

VisitourRegisteryourdomain
namepage.

Licences&permits

Listallthelicencesorpermitsyouhaveregistered.Thesewillvary
dependingonyourtypeofbusinessandlocation.Someexamplesinclude
atradespersoncertificate,travelagentslicence,orkerbsidecafpermit.

VisitourLicences&permits
page.

Businesspremises
Businesslocation

Enteryourmainbusinesslocation.Describethelocationandspace
occupied/required.Whatisthesizeofthespaceyouoccupy/require?
Whichcityortown?Whereinrelationtolandmarks/mainareas?Ifyou
havearetailbusiness,whereareyoulocatedinrelationtoothershops?
Whatistheretailtrafficlike?

Buy/lease

Ifyouhavepurchasedabusinesspremisesorarecurrentlyleasing,briefly VisitourBuyorleaseabusiness
outlinethearrangements.Thesecanincludepurchaseprice,lengthofthe premisespage.
leaseagreement,rentalcostorleaseterms.
Ifyouarestilllookingforaleaseorproperty,outlineyourcommercial
leaseorpurchaserequirementsandanyutilities/facilitiesrequired.

Organisationchart
Figure1:Organisation
chart

Theorganisationchartisaquickwayofrepresentingyourbusiness
structure.Ifyouarestillrecruitingstaff,youmaywishtoincludea
proposedstructureandlabelitappropriately.I.e.youcouldadd'Vacant'
tothepositionsthatarecurrentlyvacantoryoucouldlabelthewhole
chartasa'ProposedOrganisationChart'.

Management&ownership
Namesofowners

Listthenamesofallbusinessowners.

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BusinessPlanGuide

Detailsofmanagement Astheowner(s),willyouberunningthebusinessorwillaChiefExecutive
&ownership
Officer(CEO)berunningthebusinessonyourbehalf?Whatwillbeyour
involvement?Ifitisapartnership,brieflyoutlineforeachpartnertheir
percentageshare,roleinthebusiness,thestrengthsofeachpartnerand
whetheryouhaveapartnershipagreement/contractinplace?
Experience

Whatexperiencedothebusinessowner(s)have?Whyshouldpeople
investinyou?Howmanyyearshaveyouownedorrunabusiness?List
anypreviousbusinessesowned/managed.Listanymajor
achievements/awards.Whatotherrelevantexperiencedoyouhave?Dont
forgettoattachyourresume(s)tothebackofyourplan.

Keypersonnel
Currentstafftable

Listyourcurrentstaffinthetableprovided.Outlineeachjobtitle,nameof VisitourEmployingpeopletopic.
theemployeeintheposition,theexpectedstaffturnoverfortheposition
andeachemployee'srelevantskillsorstrengths.Youmayalsoliketo
attachacopyoftheirresumetothebackofyourplan.

Requiredstafftable

Listyourrequiredstaffinthetableprovided.Thesearecurrentvacant
positions.Outlineeachjobtitle,quantityofeachtypeofposition,the
expectedstaffturnoverfortheposition,therequiredskillsorstrengths
neededandthedateyourequirethispositiontobefilled.

VisitourRecruitmentpage.

Recruitmentoptions

Howdoyouintendonobtainingyourrequiredstaff?Advertisinginthe
localpaper,onlineadvertising,and/ortrainingcurrentstaffmembers?

VisitourRecruitmentpage.

Trainingprograms

Arethereanytrainingprogramsyouwillbeorganisingintheeventyou
cannotfindtherequiredskills?Aretheseinhouseorexternalproviders?
Whattrainingwillyouasthebusinessowner/managerundertaketokeep
yourskillscurrent?

VisitourSkillsdevelopment&
trainingpage.

Skillretention
strategies

Whatproceduraldocumentationwillyouprovidetoensuretheskillsof
staffaremaintained?Doyouhaveanappropriateallocationof
responsibilities?Howareresponsibilitiesdocumentedandcommunicated
tostaff?Whatinternalprocesseswillyouimplementtoregularlycheck
thatthecurrentskillsofstaffmembersarestillappropriateforthe
business?

VisitourSkillsdevelopment&
trainingpage.

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BusinessPlanGuide

Product/services
Product/servicestable

Listeachproduct/serviceyourbusinesscurrentlyoffers.Providea
descriptionandunitprice(includingGST)amountforeach.

Marketposition

Wheredoyourproducts/servicesfitinthemarket?Aretheyhighend,
competitiveoralowcostalternativetotheproducts/servicesofferedby
yourcompetitors?Howdoesthiscomparetoyourcompetitors?

Uniquesellingposition

Howwillyourproducts/servicessucceedinthemarketwhereothersmay
havefailed?Whatgivesyourproducts/servicestheedge?

Anticipateddemand

Whatistheanticipatedquantityofproducts/servicesyourcustomersare
likelytopurchase?Forexample,howmuchwillanindividualcustomerbuy
in6monthsor12months?

Pricingstrategy

Doyouhaveaparticularpricingstrategy?Whyhaveyouchosenthis
strategy?
Tohelpyoudevelopyourpricingstrategy,youcouldrefertoyour
customerresearch,marketposition,anticipateddemandand
costs/expensestogetanidea.
Whateverstrategyyouusewhensettingyourprice,youwillalsoneedto
adheretoanyrelevantfairtradinglegislationorcodesofconduct.

Valuetocustomer

Howdoyourcustomersvalueyourproducts/services?Aretheya
necessity,luxuryorsomethinginbetween?

Growthpotential

Whatistheanticipatedpercentagegrowthoftheproductinthefuture?
Whatwilldrivethisgrowth?
Tohelpyoudeterminethisgrowthpotential,youcouldrefertoyour
region/industryresearchtogetanideaofanyindustry/regionalgrowth
thatcouldaffectyourbusinessinapositiveway.

Innovation

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VisitourFairtradinglawspage
foryourstatefairtradingoffice
contactdetails.

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BusinessPlanGuide

Research&
development(R&D)/
innovationactivities

WhatR&Dactivitieswillyouimplementtoencourageinnovationinyour
business?Whatfinancialand/orstaffresourceswillyouallocate?

VisitourHowdoImakemy
businessmoreinnovative?page.

Intellectualproperty
strategy

Howdoyouplantoprotectyourinnovations?Listanycurrenttrade
marks,patents,designsyouhaveregistered.Doyouhaveconfidentiality
agreementsinplace?

SeetheIPAustraliawebsite
forinformationonprotecting
yourinnovations.

Protectingyourinnovationscanincluderegisteringforintellectualproperty
protection,ensuringyourstaffsignaconfidentialityagreement,and
generallyensuringyourcompetitiondoesnotfindoutwhatyouare
developing.

Insurance
Workerscompensation

Providedetailsifyouhaveworkerscompensationinsurance?Thisis
mandatoryifyouhaveemployees.

VisitourPeopleinsurancepage.

Publicliability
insurance

Providedetailsifyouhavepublicliabilityinsurance?Thiscoversanythird
partydeathorinjury.

VisitourLiabilityinsurancepage.

Professionalindemnity

Providedetailsifyouhaveprofessionalindemnityinsurance?Thiscovers
anylegalactiontakenoutasaresultofyourprofessionaladvice.

VisitourLiabilityinsurancepage.

Productliability

Providedetailsifyouhaveproductliabilityinsurance?Thiscoversany
legalactiontakenoutasaresultofinjury,damageordeathfromyour
product.

VisitourLiabilityinsurancepage.

Businessassets

Providedetailsifyouhaveinsuredyourbusinessassetsintheeventofa
fire,burglary,ordamage?Thisinsurancecoversthingslikebuildings,
contentsandmotorvehicles.

VisitourAssets&revenue
insurancepage.

Businessrevenue

Providedetailsifyouhaveinsuredyourbusinessintheeventofbusiness
interruptionwhereyoucannottradebecauseofaparticulareventandare
unabletomakemoney?

VisitourAssets&revenue
insurancepage.

Riskmanagement

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business.gov.au

Riskmanagementtable

BusinessPlanGuide

Listthepotentialrisks(inorderoflikelihood)thatcouldimpactyour
business.

VisitourRiskmanagementpage.

Foreachrisk,detailthefollowinginthetableprovided:

Adescriptionoftheriskandthepotentialimpacttoyourbusiness.

Thelikelihoodofthisriskhappeningeitherhighlyunlikely,
unlikely,likely,orhighlylikely.

Thelevelofimpactitmayhaveonyourbusinesshigh,medium
orlow.

Yourstrategiesforminimising/mitigatingeachpotentialrisk.

Legalconsiderations
Legalconsiderations

Listthelegislationwhichwillhavesomeimpactontherunningofyour
business.Forexample:consumerlaw,businesslaw,orspecificlegislation
toyourindustry.

VisitourWhatarethelegal
requirements?Page.

Listthelegislationinorderofthemostimpactonyourbusiness.You
shouldalsodetailwhatyouwilldoorhavealreadydonetoensureyou
comply.

VisittheAustralianSecurities&
InvestmentsCommission
Financialservices page.

Forexampleifyouareinthefinancialservicesindustryandyouprovide
financialadvicetoyourcustomers,youshouldincludetheCorporations
Act2001andyourAFSlicencedetails(ifregisteredalready).Youmayalso
liketoincludedetailsaboutyourdisclosureandgeneralobligations.

Operations
Productionprocess

Whatistheprocessinvolvedinproducingyourproducts/services.This
processwillvarydependingonyourproduct/service.Herearesome
examplesofquestionsyoumayconsider.Isthereamanufacturing
process?Whoisinvolvedintheprocess?Arethereanythirdparties
involved?Whatisinvolvedindeliveringtheservicetoyourcustomers?

Suppliers

Whoareyourmainsuppliers?Whatdotheysupplytoyourbusiness?How
willyoumaintainagoodrelationshipwiththem?

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business.gov.au

Plantandequipment
table

BusinessPlanGuide

Listyourcurrentplantandequipmentpurchases.Thesecaninclude
vehicles,computerequipment,phonesandfaxmachines.Foreachitem
includetheequipmentname,purchasedate,purchasepriceandrunning
cost.
Ifyouhavenotpurchasedallofyourequipmentyet,youcanincludea
separatetableandincludeanexpectedpurchasedate.

Inventorytable

Listyourcurrentinventoryitemsinthetablesupplied.Youcaninclude
inventoryitemname,unitprice,quantityinstockandthetotalcost(i.e.
unitpricemultipliedbyquantityinstock).
Ifyouhaveasubstantialinventory,youmayprefertoattachafull
inventorylisttothebackofyourbusinessplan.

Technology(software)

Whattechnologydoyourequire?Forexample:website,pointofsale
softwareoraccountingpackage?Whatwillbethemainpurposeforeach?
Willtheybeofftheshelforpurposebuilt?Whatistheestimatedcostof
eachtechnologysolution?
Eventhoughthissectionfocusesonsoftware(asyourhardwarewillbe
listedaboveinyourplantandequipmenttable),formoreclarityyoumay
alsowishtogiveabriefdescriptionofhardwareincludingservers,
specialisedtechnologyandcomputerequipmentrequired.

Tradinghours

Whatareyourtradinghours?Whatareyourexpectedpeaktradingtimes?
Whichtimesdoyouexpecttobemoreprofitable?Howwillthischange
overdifferentseasons?Howdoyourtradinghoursaccommodatethese
changes?

Communication
channels

Howcanyourcustomersgetincontactwithyou?Thesechannelscan
include:telephone(landline/mobile),postbox,shopfront,email,fax
and/orinternetblogorsocialnetworkingwebsite.Ifyouhavechosenonly
afewchannelsyoumaywishtoincludeyourstrategybehindthis.

Paymenttypes
accepted

Whatpaymenttypeswillyouaccept?Cash,credit,cheque,giftcards,
Paypaletc

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BusinessPlanGuide

Creditpolicy

Whatisyourcreditpolicyforcustomers/suppliers?Howlongisthecredit
period?Whatareyourcollectionstrategies/procedures?Whatcreditdoes
yourbusinessreceive?Whataretheterms?

Warranties&refunds

Ifyoumanufacturecertaingoods,whatarethewarrantyterms?Whatis
yourbusinessrefund/exchangepolicy?

VisitourWarranties&refunds
page.

Qualitycontrol

Describeyourqualitycontrolprocess.Whatchecksorbalancesdoyou
haveinplacetoensuretheproductorserviceyouofferisproducedtothe
samestandardofquality?Whatstepsdoyoutaketomeetproductsafety
standards?

VisitourProductsafety&
standardspage.

Membershipsand
affiliations

Isyourbusinessamemberofanyparticularindustryassociationorclub?
Doyouhaveanyaffiliationswithanyotherorganisation?

Sustainabilityplan
Environmental/
resourceimpacts

Describetheimpactyourbusinesscouldpotentiallyhaveonthe
environment.E.g.aparticularmanufacturingprocessproducescarbon
emissions.

VisitourEnvironmentalauditing
page.

Tohelpyouanswerthisquestion,youcouldconsiderconductingan
environmentalaudit.
Communityimpactand Howdoesyourenvironmentalimpactaffectthelocalcommunity?Howcan VisitourMinimisingyourimpact
engagement
youengagethecommunityinminimisingyourimpact?
page.
Risks/constraints

Listanyrisks/constraintstoyourbusinessresultingfromthis
environmentalimpact?

VisitourRiskmanagementpage.

Strategies

Whatstrategieswillyouimplementtominimise/mitigateyour
environmentalimpactandanyriskstoyourbusiness?Willyouconductan
environmentalaudit?HaveyouintroducedanEnvironmentalmanagement
system?

VisitourEnvironmentalauditing
page.

Actionplantable

Listyourkeysustainability/environmentalmilestonesinthetable
provided?Detaileachsustainabilitymilestone,thetargetyouaretryingto
achieveandwhenyouexpecttoreacheachtarget.Forexample:
Reducingwaterconsumptionby60%before2016.
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VisitourEnvironmental
managementsystemspage.

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business.gov.au

BusinessPlanGuide

TheMarket
Question

Explanation

Moreinformation

Marketresearch

Whatstatisticalresearchhaveyoucompletedtohelpyouanalyseyour
market?Didyouuseasurvey/questionnaire?Ifso,youmayliketoattach
acopyofyoursurvey/questionnairetothebackofthisplan.

VisitourResearchingyour
marketpage.

Markettargets

Outlineyourplannedsalestargets.Whatquantityofyour
products/servicesdoyouplantosellinaplannedtimeframe?Arethey
monthlyoryearlytargets?Forexample,youmaysetyourselfagoalof
selling1000productsin12months.

Environmental/industry
analysis

Detailtheresultsofthemarketresearchyouhaveperformed.Isthearea
experiencingpopulationgrowth?Aretherelongtermemployersinthe
area?Istheregion'seconomystable?Arethereseasonalvariations?
Whatisthesizeofthemarket?Whatrecenttrendshaveemergedinthe
market?Whatgrowthpotentialisavailableandwheredoyoufitin?How
willthemarket/customerschangewhenyouenterthemarket?

VisitourMarketresearch&
statisticstopic.

VisittheAustralianBureauof
StatisticsNationalRegional
Profile page.

Agoodplacetostartwhenresearchingyourregionalprofileisthe
AustralianBureauofStatisticswebsite.Theregionalprofileinformation
includeseconomy,population/people,industryandenvironment/energy
statistics.

Yourcustomers
Customer
demographics

Definewhoyourtargetcustomersareandhowtheybehave.Youcan
includeage,gender,socialstatus,educationandattitudes.

Keycustomers

Identifyyourkeycustomers.(Thesecanbelargeconsumersofyour
productsorindividualswhosesatisfactioniskeytothesuccessofyour
business.)Howwillyoutargetyourproducts/servicetothem?

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DownloadtheSocialAtlas and
theSocialTrends seriesfrom
theAustralianBureauof
Statisticswebsite.

business.gov.au

Customermanagement

BusinessPlanGuide

Howwillyoumaintainagoodrelationshipwithyourcustomers?What
techniqueswillyouuse?Howwillyoukeepyourcustomerscomingback?
Haveyouintroducedcustomerservicestandards?Doyoufollowany
particularcodeofpractice?

S.W.O.T.analysis
S.W.O.T.analysistable

Listeachofyourbusinessesstrengths,weaknesses,opportunitiesor
threatsinthetablesuppliedandthenoutlinewhatyouwilldoabouteach
oftheweaknesses/threats.

Yourcompetitors
Yourcompetitors

Howdoyourateagainstyourcompetitors?Howcanyourbusiness
improveonwhattheyoffer?

Competitordetails
table

Listatleast5competitorsinthetable.Foreachcompetitorenter:

Competitor:Competitorname

Establisheddate:Whenweretheyestablished?

Size:Numberofstaffand/orturnover

Marketshare(%):Estimatedpercentageofmarketshare

Valuetocustomers:Uniquevaluetocustomers.Whythey
woulddobusinesswithyourcompetitor?Forexample:
convenience,quality,priceorservice?

Strengths:Whatareyourcompetitor'smainstrengths?

Weaknesses:Whatareyourcompetitor'smainweaknesses?

Advertising&sales

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VisitourCustomerservicepage.
VisitourCodesofPracticepage.

business.gov.au

BusinessPlanGuide

Advertisingand
promotionalstrategy
table

Whatstrategiesdoyouhaveforpromotingandadvertisingyour
products/servicesinthenext12months?

VisitourMarketing&advertising
page.

Salesandmarketing
objectives

Whomakesupyoursalesteam?Whatsalestechniqueswilltheyuse?
VisitourMarketing&advertising
Whattools/materialwilltheyusetohelpsellyourproducts/services?What page.
salesgoals/targetswilltheymeet?

Uniquesellingposition

Whydoyouhaveanadvantageoveryourcompetitors?Howwillyour
products/servicessucceedinthemarketwhereothersmayhavefailed?

Salesanddistribution
channelstable

Foreachchannelenter:

Foreachpromotion/advertising:Whatisthepromotion/advertisingtype
(e.g.Printmediaadvertising,onlineadvertising,mailout,giveaway,
mediareleaseorevent)Howdoyouexpectitwillimproveyourbusiness
success?Whatisthecostofeachplannedactivity?Whendoyouexpectto
completeeachactivity?

Channeltype:e.g.Shopfront,internet,directmail,exportor
wholesale

Products/services:Listalltheproducts/servicessoldviathis
channel

Percentageofsales:Whatpercentageofoverallsalesdoyou
expecttosellviathischannel?

Advantages:Whatadvantagesarethereofusingthischannel
fortheseproducts?

Challenges:Whatchallengesdoyouexpecttofaceusingthis
channel?Howwillyouovercomethem?

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business.gov.au

BusinessPlanGuide

TheFuture
Question

Explanation

Moreinformation

Visionstatement

Whatisyourbusiness'visionstatement?Itshouldbrieflyoutlineyour
futureplanforthebusinessandincludeyouroverallgoals.

Missionstatement

Whatisyourbusiness'missionstatementI.e.howwillyouachieveyour
vision?

Goals/objectives

Whatareyourshort&longtermgoals?Whatactivitieswillyouundertake
tomeetthem?

Actionplantable

Whatarethebusinessmilestonesthatyouneedtocompletestartingfrom
today?Whendoyouexpecttocompletethem?Whoisresponsiblefor
deliveringthismilestone?
Pleasenote:Thistabledoesnotincludesustainabilitymilestonesasthey
arelistedinthesustainabilitysectionabove.

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business.gov.au

BusinessPlanGuide

TheFinances
Question

Explanation

Moreinformation

Keyobjectivesandfinancialreview
Financialobjectives

Listyourkeyfinancialobjectives.Thesecanbeintheformofsalestargets
orprofittargets.Youcouldalsolistyourmainfinancialmanagementgoals
suchascostreductiontargets.

Financerequired

Howmuchmoneyupfrontdoyouneed?Wherewillyouobtainthefunds?
Whatportionwillyoubeseekingfromloans,investors,businesspartners,
friendsorrelatives,venturecapitalorgovernmentfunding?Howmuchof
yourownmoneyareyoucontributingtowardsthebusiness?

Assumptions
Assumptions

Listyourfinancialassumptions.Thesecanincludeseasonaladjustments,
drought,economyorinterestratesetc.

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business.gov.au

Startupcostsfor
[YEAR]table

BusinessPlanGuide

Usingthetable
Thestartupcoststablecontainsalistofsuggestedcostsatypical
businessmayincurinitsfirstyearofoperation.Whenyoudoubleclickon
thetableyoucanedittheseitemsbyremovingoraddingrowsandtyping
inyourownitems.Dontforgettoclearlydisplayyourstartupyearinthe
heading.Pleasenote:ThetableassumesallfiguresareGSTinclusive.
Totalformulas
Whenyouaddyourcosts,thetablewillautomaticallytotalyouritemsat
thebottomofthesheet.Ifyouareaddingorremovingrowsplease
doublecheckyourfigurestoensurethetotalformulashavebeen
preserved.
Estimatingcosts
Whetheryouhavealreadystartedorintendingtostartyouwillneedtofill
inActualorEstimatedfiguresagainsttheitemsinthetable.Ifusing
estimatedcosts,pleaselabelthemclearly.
Attachyourown
Ifyouhaveyourownstartupcostsheetoryouraccountanthasalready
preparedone,pleasefeelfreetoremovethetablesuppliedandattach
yourown.Ifitisalargesheet,youcanalwaysattachittothebackofthe
planandreferenceitfromthissection.

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business.gov.au

Balancesheet
forecasttable

BusinessPlanGuide

Usingthistable
Thebalancesheetforecasttablecontainsalistofsuggestedassetsand
liabilitiesatypicalbusinessmayhave.Whenyoudoubleclickonthetable
youcanedittheseitemsbyremovingoraddingrowsandtypinginyour
ownitems.Dontforgettoeditthefinancialyearsifrequired.Please
note:ThetableassumesallfiguresareGSTinclusive.
Totalformulas
Whenyouaddyourfigures,thetablewillautomaticallycalculateyour
totalsandnetassetsatthebottomofthesheet.Ifyouareaddingor
removingrowspleasedoublecheckyourfigurestoensurethecalculations
havebeenpreserved.
Calculations

Netassetsequals
TotalassetsminusTotalliabilities.

Attachyourown
Ifyouhaveyourownbalancesheetforecastoryouraccountanthas
alreadypreparedone,pleasefeelfreetoremovethetablesuppliedand
attachyourown.Ifitisalargesheet,youcanalwaysattachittotheback
oftheplanandreferenceitfromthissection.

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business.gov.au

Profitandloss
forecasttable

BusinessPlanGuide

Usingthistable
Theprofitandlossforecasttablecontainsalistofsuggestedprofititems
andexpensesatypicalbusinessmayhave.Whenyoudoubleclickonthe
tableyoucanedittheseitemsbyremovingoraddingrowsandtypingin
yourownitems.Dontforgettoeditthefinancialyearsifrequired.Please
note:ThetableassumesallfiguresareGSTinclusive.
Formulas
Whenyouaddyourfigures,thetablewillautomaticallycalculateyour
totalsandnetprofitatthebottomofthesheet.Ifyouareaddingor
removingrowspleasedoublecheckyourfigurestoensurethecalculations
havebeenpreserved.
Calculations:

Grossprofit/netsalesequals
Salesminuscostofgoodssoldminusanyotherexpenses
relatedtotheproductionofagoodorservice.

Netprofitequals
Grossprofit/netsalesminusTotalexpenses.

Attachyourown
Ifyouhaveyourownprofitandlossforecastoryouraccountanthas
alreadypreparedone,pleasefeelfreetoremovethetablesuppliedand
attachyourown.Ifitisalargesheet,youcanalwaysattachittotheback
oftheplanandreferenceitfromthissection.

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business.gov.au

Expectedcashflow
table

BusinessPlanGuide

Usingthistable
TheExpectedcashflowtablecontainsalistofsuggestedincomingand
outgoingcashitemsatypicalbusinessmayhave.Whenyoudoubleclick
onthetableyoucanedittheseitemsbyremovingoraddingrowsand
typinginyourownitems.Dontforgettoedittheyearandmonthsif
required.Pleasenote:ThetableassumesallfiguresareGSTinclusive.
Formulas
Whenyouaddyourfigures,thetablewillautomaticallycalculateyour
totals,openingbalance,monthlycashbalance,andclosingbalance.Ifyou
areaddingorremovingrowspleasedoublecheckyourfigurestoensure
theformulashavebeenpreserved.
Pleasenote:ThefirstopeningbalanceforJanuaryissetat$0asa
default.PleaseenteryourownopeningbankbalanceforJanuaryto
ensurethecalculationsflowthroughtherestofthesheet.
Calculations:

Openingbalanceequals
Closingbalanceofpreviousmonth.

Monthlycashbalanceequals
TotalincomingminusTotaloutgoing.

Closingbalanceequals
OpeningbalanceplusTotalincomingminusTotal
outgoing.

Attachyourown
IfyouhaveyourownExpectedcashflowtableoryouraccountanthas
alreadypreparedone,pleasefeelfreetoremovethetablesuppliedand
attachyourown.Ifitisalargesheet,youcanalwaysattachittotheback
oftheplanandreferenceitfromthissection.

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business.gov.au

Breakevenanalysis
table

BusinessPlanGuide

Usingthistable
Thebreakevenanalysistablecalculatesthepointwhereyourbusiness
hasreachedazerobalancei.e.whenyourincomecoversyourexpenses
exactly.Pleasenote:ThetableassumesallfiguresareGSTinclusive.
Formulas
Whenyouaddyourfigures,thetablewillautomaticallycalculateyour
breakevenpointfigures(highlightedindarkgrey).Ifyouareeditingthe
rows,pleaseensurethecalculationshavebeenpreserved.
Calculations:

Percentageofpricethatisprofitequals
(Averagepriceofeachproduct/servicesoldminus
Averagecostofeachproduct/servicetomake/deliver)
dividedbyAveragepriceofeachproduct/servicesold.

Totalsalesneededtobreakevenequals
Numberofunitssoldneededtobreakevenmultipliedby
Averagepriceofeachproduct/servicesold.

Numberofunitssoldneededtobreakevenequals
Fixedcostsforthemonth/yeardividedby(Averageprice
ofeachproduct/servicesoldminusAveragecostofeach
product/servicetomake/deliver).

Attachyourown
IfyouhaveyourownBreakevenanalysistableandchartoryour
accountanthasalreadypreparedthem,pleasefeelfreetoremovethe
tablesuppliedandattachyourown.

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business.gov.au

BusinessPlanGuide

Supportingdocumentation
Question

Explanation

Moreinformation

Supporting
documentation

Listallofyourattachmentshere.Thesemayincluderesumes,inventory
list,survey/questionnaireand/orfinancialdocuments.

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business.gov.au

BusinessPlanGuide

Glossary
AustralianBusinessNumber(ABN)asingleidentifyingnumberused
whendealingwithotherbusinessesandtheTaxOffice.
AustralianCompanyNumber(ACN)thenumberallocatedbythe
AustralianSecuritiesandInvestmentsCommission(ASIC)whenyou
registeracompanyunderCorporationsLaw.
Breakeventheexactpointwhenabusiness'incomemeetsabusiness'
expenses.
Capitalcostaoneoffsubstantialpurchaseofphysicalitemssuchas
plant,equipment,buildingorland.
Cashincomingcashthatisflowingintothebusinesssuchassalesor
otherincome.
Cashoutgoingcashthatisflowingoutofthebusinesssuchas
purchases,expensesorfees.

Fixedassetaphysicalassetintendedtobeusedinthebusinessfora
longtime.
Fixedcostaperiodiccostincurredbyabusinessthattendstoremain
thesameeachperiod.Fixedcostsareseparatetothecostsassociatedwith
producingaproduct/servicethatchangedependingonthequantity.
GoodsandServicesTax(GST)abroadbasedtaxof10percenton
thesaleofmostgoodsandservicesinAustralia.
Grossprofitalsoreferredtoasnetsales.Thisistheremainingprofit
whenthecostofproducingagoodistakenawayfromthesaleprice.
Highendusuallyreferstoexpensiveorhighqualityproducts/services.
Intellectualpropertylawsthatprotectthepropertyrightsincreative
andinventiveendeavoursincludingart,literature,music,films,sound
recording,broadcastsandcomputerprograms.

Cashflowthemeasureofactualcashflowinginandoutofabusiness.

Inventoryacomprehensivelistofitemsabusinesscurrentlyhasin
stock.

Channelawayofdeliveringsomethingtoitsdestination,whetheritisa
messagetobecommunicatedoraphysicalproducttobedelivered.

Liabilityafinancialobligationoramountowed.

Contractalegallyenforceableagreementmadebetweentwoormore
parties.Acontractmaybeaverbalcontractorawrittencontract(ormay
bepartlyverbalandpartlywritten).
Copyrightalawthatprotectsoriginalworksofart,literature,music,
films,soundrecording,broadcastsandcomputerprogramsfromcopying
andcertainotheruses.
Demographicsthecharacteristicsofasegmentofthepopulatione.g.
customers.
Domainnameanamethatidentifiesanorganisation'saddressonthe
internet,eitherawebsiteaddress(thedomainnamefollowsthe'www')or
anemailaddress(thedomainnamefollowsthe'@'symbolintheemail
address).
Environmentalauditanobjectiveassessmentofabusiness'impacton
theenvironment,andtowhatextent.
EnvironmentalManagementSystem(EMS)abusinesssystem
implementedtomanagecurrentandfutureenvironmentalimpacts.

Licencealegaldocumentthatgrantsabusinessorpersonwithofficial
permissiontoconductacertainactivity.
Marketpositionreferstothepositionanorganisation,productor
servicehasinthemarket,usuallyinrelationtoitscompetition.
Milestoneagoalorobjectivewithatargetdate.
Missionstatementisastatementoutlininghowanorganisationintends
onachievingitsvision.
Netprofitisthetotalgrossprofitminusallbusinessexpenses.
Offtheshelfacompletereadymadeproductthatcanbepurchasedby
thegeneralpublic.Usuallyreferstotechnologyorcomputerproducts.
Patentanexclusiverightgrantedtoanownertoselltheirparticular
device,substance,methodorprocessthatisnew,inventiveanduseful.
PayAsYouGo(PAYG)withholdingalegalrequirementtoholdbacka
portionofpaymentsmadetoemployeesandotherbusinesses,whichis
thenpaidtotheTaxOffice

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business.gov.au

BusinessPlanGuide

Payrolltaxastateandterritorygovernmenttaxonindustry,calculated
ontheamountofwagespaid.

Turnover(financial)financialturnoveristheamountofmoneya
businesstypicallymakesinagivenperiod.

Permitalegaldocumentgranting,usuallytemporarypermission,to
carryoutaplannedaction.

Turnover(staff)staffturnoveristherateatwhichstafftakeupand
leaveapositioninanorganisation.

Plantandequipmentalsoknownasfixedassetsusedintheoperation
ofabusiness.

Uniquesellingpositionacharacteristicofabusinessora
product/servicethatsetsitapartfromthecompetition.

Productliabilityisinsurancethatcoversabusinessfordamageor
injurycausedtoanotherbusinessorperson,throughthefailureofa
productsoldbythatbusiness.

Venturecapitalcapitalinvestedinastartupbusinessthatisthoughtto
haveexcellentgrowthprospectsbutdoesnothaveaccesstocapital
marketsbecauseitisaprivatecompany.

Professionalindemnityisinsurancethatprotectsabusinessiftheir
clientsuffersalossasadirectresultoftheiradvice.

Visionstatementaninspiringstatementthatexpressesan
organisation'smainambitions/goals.

Publicliabilityinsuranceisinsurancethatprotectsapersonagainst
claimsforpropertydamageandbodilyinjury.

Worker'scompensationapaymentmadetoanemployeeaffectedbya
workrelatedinjuryorillness,tocompensateforthelossofearning
capacity,medicalandrehabilitationexpenses.

Retailleasealegallybindingcontractbetweenabusinessandalandlord
thatsetsoutthetermsbywhichabusinesscanoccupyalandlordsshopor
premises.
Stampdutyastateandterritorygovernmenttaxpaidbyabuyeronthe
purchasepriceofthepropertyorasset.
Stocktakingaregularprocessinvolvingaphysicalcountofmerchandise
andsuppliesactuallyheldbyabusiness,toverifystockrecordsand
accounts.
Sustainabilitydevelopmentthattakesfullaccountoftheenvironmental
consequencesofeconomicactivityandutilisesresourcesthatcanbe
replacedorrenewed.
Thirdpartypersonswhoarenotapartytoacontract.
Trademarktheregistrationofaletter,number,word,phrase,sound,
smell,shape,logo,picture,aspectofpackagingoranycombinationof
these,whichgivestheownerthelegalrighttouse,licenceorsellitwithin
Australia.

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