Unit of Competency Mapping – Information for Teachers/Assessors – Information for Learners

CPPCMN8002 Mapping and Delivery Guide
Identify and develop business opportunities

Version 1.0
Issue Date: March 2024


Qualification -
Unit of Competency CPPCMN8002 - Identify and develop business opportunities
Description
Employability Skills
Learning Outcomes and Application This unit of competency specifies the outcomes required to identify and develop business opportunities. It covers identifying the market segment in which the business operates; developing strategies for branding the organisation; selling professional services; and managing clients. The capacity to respond to tenders and win business is also addressed.The unit supports developing a marketing strategy to identify and develop business opportunities. It applies to senior managers and business owners who market the organisation and build business opportunities.Licensing, legislative, regulatory or certification requirements apply to this unit of competency in some States. Relevant state and territory regulatory authorities should be consulted to confirm those requirements.
Duration and Setting X weeks, nominally xx hours, delivered in a classroom/online/blended learning setting.

The following must be present and available to learners during assessment activities:

equipment:

computer with internet access

telephone

materials:

historical and current company information

contingencies:

limited budget or human resource availability

physical conditions:

established organisation requiring marketing plan and new business.

Timeframe:

according to organisational requirements.

Assessor requirements

As a minimum, assessors must satisfy the assessor requirements in the Standards for Registered Training Organisations (RTOs) current at the time of assessment.

Prerequisites/co-requisites
Competency Field
Development and validation strategy and guide for assessors and learners Student Learning Resources Handouts
Activities
Slides
PPT
Assessment 1 Assessment 2 Assessment 3 Assessment 4
Elements of Competency Performance Criteria              
Element: Analyse the business environment in which organisation operates.
  • Research is conducted to determine and analyse the competitive business environment in which organisation operates.
  • Data on industry trends is accessed and analysed to provide knowledge about future opportunities and directions for the business.
  • Risks and opportunities from within the internal and external environments are identified.
       
Element: Identify and scope development opportunities.
  • Position of the organisation within its market is analysed and specified.
  • Gaps in the market that provide opportunities for growth are analysed and identified.
  • Demographic and trend data is identified, collected and analysed to provide profiling information about the organisation’s market.
  • Industry intelligence relating to competitors is collected and analysed.
  • Key strengths, weaknesses, opportunities and threats (SWOT) that affect new business opportunities are identified.
       
Element: Prepare a marketing plan.
  • Marketing goals and objectives for the organisation are developed in consultation with stakeholders.
  • Market segments to be addressed are analysed, quantified and developed.
  • Products and services to be offered to market are analysed and specified.
  • Marketing options are analysed and marketing strategy is developed in consultation with stakeholders.
  • Resourcing and budgeting to implement the plan are determined.
       
Element: Win new business.
  • Business relationships that may assist in identifying and winning new business are identified and cultivated.
  • Opportunities to respond to tenders are identified.
  • External expertise is sought as required to prepare tenders and business proposals.
  • Tenders and business proposals are developed and submitted that meet prospective client requirements.
  • Presentations and pitches are made that communicate the strengths and benefits of the proposal and organisation.
  • Contracts are negotiated with client to finalise the successful tender or business proposal process.
       


Evidence Required

List the assessment methods to be used and the context and resources required for assessment. Copy and paste the relevant sections from the evidence guide below and then re-write these in plain English.

Elements describe the essential outcomes.

Performance criteria describe the performance needed to demonstrate achievement of the element. Where bold italicised text is used, further information is detailed in the range of conditions.

1.

Analyse the business environment in which organisation operates.

1.1.

Research is conducted to determine and analyse the competitive business environment in which organisation operates.

1.2.

Data on industry trends is accessed and analysed to provide knowledge about future opportunities and directions for the business.

1.3.

Risks and opportunities from within the internal and external environments are identified.

2.

Identify and scope development opportunities.

2.1.

Position of the organisation within its market is analysed and specified.

2.2.

Gaps in the market that provide opportunities for growth are analysed and identified.

2.3.

Demographic and trend data is identified, collected and analysed to provide profiling information about the organisation’s market.

2.4.

Industry intelligence relating to competitors is collected and analysed.

2.5.

Key strengths, weaknesses, opportunities and threats (SWOT) that affect new business opportunities are identified.

3.

Prepare a marketing plan.

3.1.

Marketing goals and objectives for the organisation are developed in consultation with stakeholders.

3.2.

Market segments to be addressed are analysed, quantified and developed.

3.3.

Products and services to be offered to market are analysed and specified.

3.4.

Marketing options are analysed and marketing strategy is developed in consultation with stakeholders.

3.5.

Resourcing and budgeting to implement the plan are determined.

4.

Win new business.

4.1.

Business relationships that may assist in identifying and winning new business are identified and cultivated.

4.2.

Opportunities to respond to tenders are identified.

4.3.

External expertise is sought as required to prepare tenders and business proposals.

4.4.

Tenders and business proposals are developed and submitted that meet prospective client requirements.

4.5.

Presentations and pitches are made that communicate the strengths and benefits of the proposal and organisation.

4.6.

Contracts are negotiated with client to finalise the successful tender or business proposal process.

A person demonstrating competency in this unit must satisfy the requirements of the elements, performance criteria, foundation skills and range of conditions of this unit.

The person must also develop a marketing strategy and secure new business for one organisation.

In doing the above, the person must:

analyse the market and its users, products and services

identify a strategically sound position for the organisation following in-depth analysis of:

competitors

strengths, weaknesses, opportunities and threats within the market and organisation

demographic and other trends within the marketplace

niche opportunities

apply communication and personal skills to develop effective business relationships

prepare tenders

deliver professional presentations to secure business

negotiate and finalise contracts for new business.

A person demonstrating competency in this unit must demonstrate knowledge of:

business operating requirements, including:

financial

legal

licensing

contractual requirements and implications for the business

key components of and process for business costings

organisational resource requirements to build a business

marketing planning processes, including:

4Ps: product, price, place and promotion

6Ps: people, product, price, place, promotion and performance

processes for developing business opportunities

risk management processes.


Submission Requirements

List each assessment task's title, type (eg project, observation/demonstration, essay, assignment, checklist) and due date here

Assessment task 1: [title]      Due date:

(add new lines for each of the assessment tasks)


Assessment Tasks

Copy and paste from the following data to produce each assessment task. Write these in plain English and spell out how, when and where the task is to be carried out, under what conditions, and what resources are needed. Include guidelines about how well the candidate has to perform a task for it to be judged satisfactory.

Elements describe the essential outcomes.

Performance criteria describe the performance needed to demonstrate achievement of the element. Where bold italicised text is used, further information is detailed in the range of conditions.

1.

Analyse the business environment in which organisation operates.

1.1.

Research is conducted to determine and analyse the competitive business environment in which organisation operates.

1.2.

Data on industry trends is accessed and analysed to provide knowledge about future opportunities and directions for the business.

1.3.

Risks and opportunities from within the internal and external environments are identified.

2.

Identify and scope development opportunities.

2.1.

Position of the organisation within its market is analysed and specified.

2.2.

Gaps in the market that provide opportunities for growth are analysed and identified.

2.3.

Demographic and trend data is identified, collected and analysed to provide profiling information about the organisation’s market.

2.4.

Industry intelligence relating to competitors is collected and analysed.

2.5.

Key strengths, weaknesses, opportunities and threats (SWOT) that affect new business opportunities are identified.

3.

Prepare a marketing plan.

3.1.

Marketing goals and objectives for the organisation are developed in consultation with stakeholders.

3.2.

Market segments to be addressed are analysed, quantified and developed.

3.3.

Products and services to be offered to market are analysed and specified.

3.4.

Marketing options are analysed and marketing strategy is developed in consultation with stakeholders.

3.5.

Resourcing and budgeting to implement the plan are determined.

4.

Win new business.

4.1.

Business relationships that may assist in identifying and winning new business are identified and cultivated.

4.2.

Opportunities to respond to tenders are identified.

4.3.

External expertise is sought as required to prepare tenders and business proposals.

4.4.

Tenders and business proposals are developed and submitted that meet prospective client requirements.

4.5.

Presentations and pitches are made that communicate the strengths and benefits of the proposal and organisation.

4.6.

Contracts are negotiated with client to finalise the successful tender or business proposal process.

This section specifies work environments and conditions that may affect performance. Essential operating conditions that may be present (depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts) are included. Bold italicised wording, if used in the performance criteria, is detailed below.

Research must include:

commissioned market research

data available from industry associations

information gained through industry networks

desk-based research, such as internet search

published reports on industry composition

search of publicly available annual reports for listed companies

search of publicly available business records.

Risks and opportunitiesthat must be considered include:

changes to technology within the industry

cyclical economic changes

funding constraints

increased buying power of clients

increased internal costs

labour shortages

long-term economic changes within the market

new and emerging markets

new competition

skill shortages

strong competition.

Copy and paste from the following performance criteria to create an observation checklist for each task. When you have finished writing your assessment tool every one of these must have been addressed, preferably several times in a variety of contexts. To ensure this occurs download the assessment matrix for the unit; enter each assessment task as a column header and place check marks against each performance criteria that task addresses.

Observation Checklist

Tasks to be observed according to workplace/college/TAFE policy and procedures, relevant legislation and Codes of Practice Yes No Comments/feedback
Research is conducted to determine and analyse the competitive business environment in which organisation operates. 
Data on industry trends is accessed and analysed to provide knowledge about future opportunities and directions for the business. 
Risks and opportunities from within the internal and external environments are identified. 
Position of the organisation within its market is analysed and specified. 
Gaps in the market that provide opportunities for growth are analysed and identified. 
Demographic and trend data is identified, collected and analysed to provide profiling information about the organisation’s market. 
Industry intelligence relating to competitors is collected and analysed. 
Key strengths, weaknesses, opportunities and threats (SWOT) that affect new business opportunities are identified. 
Marketing goals and objectives for the organisation are developed in consultation with stakeholders. 
Market segments to be addressed are analysed, quantified and developed. 
Products and services to be offered to market are analysed and specified. 
Marketing options are analysed and marketing strategy is developed in consultation with stakeholders. 
Resourcing and budgeting to implement the plan are determined. 
Business relationships that may assist in identifying and winning new business are identified and cultivated. 
Opportunities to respond to tenders are identified. 
External expertise is sought as required to prepare tenders and business proposals. 
Tenders and business proposals are developed and submitted that meet prospective client requirements. 
Presentations and pitches are made that communicate the strengths and benefits of the proposal and organisation. 
Contracts are negotiated with client to finalise the successful tender or business proposal process. 

Forms

Assessment Cover Sheet

CPPCMN8002 - Identify and develop business opportunities
Assessment task 1: [title]

Student name:

Student ID:

I declare that the assessment tasks submitted for this unit are my own work.

Student signature:

Result: Competent Not yet competent

Feedback to student

 

 

 

 

 

 

 

 

Assessor name:

Signature:

Date:


Assessment Record Sheet

CPPCMN8002 - Identify and develop business opportunities

Student name:

Student ID:

Assessment task 1: [title] Result: Competent Not yet competent

(add lines for each task)

Feedback to student:

 

 

 

 

 

 

 

 

Overall assessment result: Competent Not yet competent

Assessor name:

Signature:

Date:

Student signature:

Date: