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Evidence Guide: CPPCMN8002 - Identify and develop business opportunities

Student: __________________________________________________

Signature: _________________________________________________

Tips for gathering evidence to demonstrate your skills

The important thing to remember when gathering evidence is that the more evidence the better - that is, the more evidence you gather to demonstrate your skills, the more confident an assessor can be that you have learned the skills not just at one point in time, but are continuing to apply and develop those skills (as opposed to just learning for the test!). Furthermore, one piece of evidence that you collect will not usualy demonstrate all the required criteria for a unit of competency, whereas multiple overlapping pieces of evidence will usually do the trick!

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CPPCMN8002 - Identify and develop business opportunities

What evidence can you provide to prove your understanding of each of the following citeria?

Analyse the business environment in which organisation operates.

  1. Research is conducted to determine and analyse the competitive business environment in which organisation operates.
  2. Data on industry trends is accessed and analysed to provide knowledge about future opportunities and directions for the business.
  3. Risks and opportunities from within the internal and external environments are identified.
Research is conducted to determine and analyse the competitive business environment in which organisation operates.

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

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

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

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

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

Identify and scope development opportunities.

  1. Position of the organisation within its market is analysed and specified.
  2. Gaps in the market that provide opportunities for growth are analysed and identified.
  3. Demographic and trend data is identified, collected and analysed to provide profiling information about the organisation’s market.
  4. Industry intelligence relating to competitors is collected and analysed.
  5. Key strengths, weaknesses, opportunities and threats (SWOT) that affect new business opportunities are identified.
Position of the organisation within its market is analysed and specified.

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

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

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

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

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

Industry intelligence relating to competitors is collected and analysed.

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

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

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

Prepare a marketing plan.

  1. Marketing goals and objectives for the organisation are developed in consultation with stakeholders.
  2. Market segments to be addressed are analysed, quantified and developed.
  3. Products and services to be offered to market are analysed and specified.
  4. Marketing options are analysed and marketing strategy is developed in consultation with stakeholders.
  5. Resourcing and budgeting to implement the plan are determined.
Marketing goals and objectives for the organisation are developed in consultation with stakeholders.

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

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

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

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

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

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

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

Resourcing and budgeting to implement the plan are determined.

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

Win new business.

  1. Business relationships that may assist in identifying and winning new business are identified and cultivated.
  2. Opportunities to respond to tenders are identified.
  3. External expertise is sought as required to prepare tenders and business proposals.
  4. Tenders and business proposals are developed and submitted that meet prospective client requirements.
  5. Presentations and pitches are made that communicate the strengths and benefits of the proposal and organisation.
  6. Contracts are negotiated with client to finalise the successful tender or business proposal process.
Business relationships that may assist in identifying and winning new business are identified and cultivated.

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

Opportunities to respond to tenders are identified.

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

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

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

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

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

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

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

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

Completed
Date:

Teacher:
Evidence:

 

 

 

 

 

 

 

Assessed

Teacher: ___________________________________ Date: _________

Signature: ________________________________________________

Comments:

 

 

 

 

 

 

 

 

Instructions to Assessors

Evidence Guide

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.

Required Skills and Knowledge

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.

Range Statement

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.