This unit applies to people working in the maritime industry as a marine surveyor.
Not applicable.
1 | Prepare to develop a business plan | 1.1 | Essential components of a business plan are identified and reviewed for suitability for inclusion in overall plan for size and nature of proposed business |
1.2 | Sources and costs of finance to be included financial plan are identified and required business liquidity and profitability is outlined | ||
1.3 | Business resources and required legal and compliance requirements to be considered are identified and documented | ||
2 | Develop a business plan | 2.1 | Proposed business operation and overall business goals and objectives are identified and documented |
2.2 | Operational requirements are identified to effectively produce/deliver products/services | ||
2.3 | Specialist services and sources of advice are identified, where required, and costed according to resources available | ||
2.4 | Vision statement is developed that reflects business objectives | ||
2.5 | Target markets are identified through market research data | ||
2.6 | Competitor analysis is obtained and market position the business is developed/reviewed | ||
3 | Develop strategies for minimising risks | 3.1 | Specific interests and objectives of relevant people are identified and their support for planned business direction is sought and confirmed |
3.2 | Risk management strategies are identified and developed according to business goals and objectives, and relevant legal requirements | ||
3.3 | Contingency plan is developed to address potential areas of non-conformance with plan | ||
4 | Develop business promotion plans | 4.1 | Business brand is developed |
4.2 | Benefits of practice products/services are identified | ||
4.3 | Promotional tools are selected and included in business plan and applicable legislation is incorporated as required | ||
5 | Develop sales plans | 5.1 | Plans to increase sales through yield per existing client are identified and developed for immediate or future inclusion in plan |
5.2 | Plans and strategies to grow business and add new clients and sales are developed | ||
5.3 | Proposed plans are ranked according to priority | ||
5.4 | Action plan to implement top ranked plan is developed and agreed with any relevant personnel | ||
5.5 | Business work practices are reviewed to ensure they support plans | ||
6 | Implement and monitor promotional strategy | 6.1 | Promotional package is created to meet sales plan requirements, relevant legislative requirements and to enhance business corporate image |
6.2 | Promotional strategy is implemented within budget in specified timeframes | ||
6.3 | Criteria to measure effectiveness of sales/promotional strategy is established | ||
6.4 | Adjustments to promotional strategy or service distribution are made as necessary to ensure required result is being obtained |
Required Skills: |
Access and interpret relevant information |
Access and update records electronically |
Access web-based information services |
Assess business performance |
Determine and confirm information using questioning and active listening techniques |
Liaise with others and share information |
Make presentations |
Manage: databases projects |
Market products and services |
Negotiate effectively with clients and others |
Perform calculations related to achieving required outcomes |
Plan and sequence work |
Read and interpret documentation from a variety of sources |
Record and consolidate relevant related information |
Solve problems |
Use computer applications (word processing, spreadsheet, database, specific purpose computer systems) to assist in achieving required outcomes |
Use language and concepts appropriate to cultural differences |
Use statistical/data analysis and interpretation |
Work independently and unsupervised |
Required Knowledge: |
Business/organisational policy and procedure development and implementation |
Commonwealth, state/territory and local government legislative requirements relating to business operations, especially in regard to: anti-discrimination due diligence equal employment opportunity governance requirements industrial relations work health and safety (WHS)/occupational health and safety (OHS) and environmental issues |
How to acquire and interpret relevant data |
Industry: compliance requirements market position relative to type of survey and business operations |
Information technology and communications systems |
Marketing and promotional principles |
Methods of evaluating current industry/organisation product and marketing mix |
Planning processes |
Preparation of a business plan |
Principles of risk management relevant to business planning |
Relevant: common law, legal systems and procedures industry codes of practice |
Reasons for and benefits of, business planning |
Setting goals and objectives |
Types of business planning: feasibility studies strategic, operational, financial and marketing planning |
WHS/OHS requirements and safe work practices |
The evidence guide provides advice on assessment and must be read in conjunction with the performance criteria, the required skills and knowledge, the range statement and the Assessment Guidelines for the Training Package. | |
Critical aspects for assessment and evidence required to demonstrate competency in this unit | The evidence required to demonstrate competence in this unit must be relevant to and satisfy all of the requirements of the Elements, Performance Criteria, Required Skills, Required Knowledge and include: developing effective planning documents communicating effectively with others as required attention to detail when completing documentation ensuring behaviour reflects relevant current legislative and regulatory requirements. |
Context of and specific resources for assessment | Performance is demonstrated consistently over time and in a suitable range of contexts. Resources for assessment include access to: industry-approved marine operations site where establishing a marine surveyor practice can be conducted tools, equipment and personal protective equipment currently used in industry relevant regulatory and equipment documentation that impacts on work activities range of relevant exercises, case studies and/or other simulated practical and knowledge assessments appropriate range of relevant operational situations in the workplace. In both real and simulated environments, access is required to: relevant and appropriate materials and equipment applicable documentation including workplace procedures, regulations, codes of practice and operation manuals. |
Method of assessment | Practical assessment must occur in an: appropriately simulated workplace environment and/or appropriate range of situations in the workplace. A range of assessment methods should be used to assess practical skills and knowledge. The following examples are appropriate to this unit: direct observation of the candidate establishing a marine surveyor practice direct observation of the candidate applying relevant WHS/OHS requirements and work practices. |
Guidance information for assessment | Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended. In all cases where practical assessment is used it should be combined with targeted questioning to assess Required Knowledge. Assessment processes and techniques must be appropriate to the language and literacy requirements of the work being performed and the capacity of the candidate. |
The range statement relates to the unit of competency as a whole. It allows for different work environments and situations that may affect performance. Bold italicised wording, if used in the performance criteria, is detailed below. | |
Business plan may include: | Business opportunities, which may be influenced by: amount and types of finance available expected financial viability skills of operator Details of ownership/management Finance, expenditure statement, balance sheet and cash flow forecast, projections for the initial years of operation assumptions underlying business plan, expected level of inflation and taxation, expected trend of interest rate, capital expenditure and its timing, stock turnover, debtor collection period, creditor payment period, return on investment Level of risk involved, risk assessment and management Market focus of business Marketing requirements Need to raise finance and requirements of lenders Organisation/operational arrangements Proposed size and scale of business Recognition of any seasonal or cyclical (time-based) elements, which are crucial to business success Resources required and available Sources of funding Specialist services and sources of advice that may be required Staffing Stages in business development |
Financial plan may include: | Analysis of sales by product/service, identifying where they were sold and to whom Cash flow estimates for each forward period Current financial state of enterprise (or owner/operator) Estimates of profit and loss projections for each forward period Financial performance to date (if applicable) Likely return on investment Monthly, quarterly or annual returns Non-recurrent asset calculations Profit, turnover, capital and equity targets Projected profit targets, pricing strategies, margins Projections of likely financial results (budgeting) Projections, which may vary depending on importance of such information and stage in life of business Resources required to implement proposed marketing and production strategies (staff, materials, plant and equipment) Review of financial inputs required (sources and forms of finance) Risks and measures to manage or minimise risks Working, fixed, debt and equity capital |
Business goals and objectives may include: | Achievable, measurable, realistic, time defined Customer needs Family benefits Goal and objective plans, systems and processes Lifestyle issues Market focus of business Short, medium, or long-term goals Social responsibility |
Market research data may include: | Australian Bureau of Statistics (ABS) Chambers of commerce information Client surveys Data about: existing clients possible new clients Data from external sources such as other like businesses, industry associations and regulators Industry reports Internet Libraries Personal interviews Primary market research Secondary market research (available research by other people) Small business surveys Telephone surveys Trade associations/journals |
Competitor analysis may include: | Competitor: offerings profile in market place promotion strategies and activities |
Market position may include: | Data on: augmented product (total package of features/benefits) communication core product and or the goods or services provided cost components distribution strategies market position marketing channels new/changed products place price pricing objectives (profit, market penetration) pricing strategies (cost plus, supply/demand, ability to pay) product services or mix of services product/services differentiation from competitors promotion promotion budget promotional strategies tangible product (what is perceived) target audience |
Business brand may include: | Attention, interest, desire, action (AIDA) Business image Practice/business logo/letterhead/signage Facility decor Phone answering protocol Slogans Style guide Templates for communication/invoicing Writing style |
Benefits may include: | Benefits as perceived by client Features as perceived by client |
Promotional tools may include: | Advertising Brochures Direct mail Networking and referrals Newsletters (print and/or electronic) Press releases Publicity and sponsorship Seminars Telemarketing/cold calling Websites |
Applicable legislation may include: | Consumer protection Corporate governance Marine insurance Marine Safety (Domestic Commercial Vessel) National Law National Standard for Commercial Vessels (NSCV) Trade practices WHS/OHS |
Yield per existing client may include: | Packaging fees Raising charge out rates/fees Reducing discounts Selling more services to existing clients |
Promotional package may include: | Directing to existing or new clients Client newsletters or bulletins Media advertising (radio, television, newspapers, trade journals, direct marketing) Product service brochures Products or give-a-ways and third party services Sponsorship |
Not applicable.
This unit contains employability skills.
Not applicable.