BUSINESS PLAN

Executive summary

a) Company name address and some number

The proposed name of the business is going to be called Jusam Consultancy Limited. The proposed

business is going to be called Jusam Consultancy Limited. Jusam Consultancy limited means friendship

and this is going to give customers and potential customers a good image. Jusam Consultancy Limited

gives an impression of some level of honesty and good relationship. Moreover, the name is going to be

easy for customers to remember.

b) Name, address and phone numbers of all very key people

Founded by AbdiNasseran HR practitioner with a vast experience of 17 years in Human Resource and

Administration. Jusam Consultancy Limited will be located in Mogadishu,Somalia. The location is

appropriate because of its proximity to the customers. The location is within the city where about 60% of

entrepreneur’s customers are located. . The postal address is P.o Box 7514 Mogadishu and the email

address is info@jusamconsutancy.com.

c) Brief description of the business, its product /service

The business is going to offer training, recruitment and selection services. A service is related to the

service provider and it’s intangible. With the main target area being Mogadishu City area, Jusam

Consultancy is strategically situated to visit and carryout research on business enterprises within and

surrounding areas of Mogadishu.

d) Brief overview if the market for your products and services

The ownership of the business is going to take the form of sole proprietorship. The business is going to

commence on 2nd January 2020. Jusam consultancy Limited is going to specialize in the provision of

Consultancy service in the area of human resources management. Jusam customers are going to be small,

medium and large financial institutions, Health centers, entrepreneurs and manufacturing firms.
 e) Brief overview of the strategies that your firm a success

Jusam consultancy will dedicate three work days to its weekly working hours to studying and analyzing

the enterprises it is servicing so as to carry out research and determine any hindsight or misgivings

within the operations of the enterprises that may hinder its growth. With the main target area being

Mogadishu City area.

f) Brief description of the managerial and technical experience of key people

The business will be composed of a total of 15 staffs making the organizational structure i.e Managing

Director, Finance Manager, Sales & Marketing Manager, 4 Business & Administration Officers, 2 Front

office Staff (Receptionist), 2 Accounting officer, Marketing Officer, 2 Sales Officers and a Messenger.

With a minimum of Diploma and Degree Certificates in their respective courses.

g) Statement of the financial request and how the money will be used

Item No Capacity/Model Unit cost Total Manufacturers Suppliers

cost

Tables 8 Large @3000 24000 Raiply co Raiply co

Computer 4 Pentium 4 @20000 80000 Intel Bloomerg

Printer 2 Laser jet @14000 28000 Intel Bloomerg

Scanner 2 A4 @8000 16000 Intel Bloomerg

Cabinet 4 Metal @5000 20000 Patel metals Patel ss

Chairs 20 Medium @1500 30000 Kenploy Kenployss

UPS 2 500Amps @5000 10000 Intel Bloomerg

Motor 2 1.8 l @300000 600000 Toyota Japan Toyota E.A

Vehicle

Laptops 2 Toshiba @30000 60000 Toshiba co Bloomerg

Flipchart 1 Mogadishu @5000 5000 Kasuku Patel ss

bookshop
LCD 1 120 lumens @20000 20000 Microsoft Bloomerg
projector

Floor 1 90 by 80 feet’s @15000 15000 Akamwesi Akamwesi

Stationary 1 3 cartons @ 5000 15000 Kasuku Patel ss

Total 923,000

Vision and mission statement

a) Entrepreneurs vision for the company

Mission statement

To provide unique and differentiated recruitment and selection services to the customers so as to get quality

and competent workforce.

Vision statement

To be a world class recruiting firm by 2022.

b) What business to venture in

Jusam consultancy Limited is going to specialize in the provision of Consultancy service in the area of

human resources management. Jusam customers are going to be small, medium and large financial

institutions, Health centers, entrepreneurs and manufacturing firms. The business will engage in:

Recruitment and selection

This is going to be one week practical workshop designed for the clients. The objective of this period is to

carry out the human resources planning of the firm so as to get a basis for recruitment and selection. This is

going to help the organization in acquiring and retaining quality employees.

Some of the organization minor services are:

Conducting job analysis programmes

This programme is going to be conducted in client’s organization. It is a basic technical procedure that is

used in defining the duties, responsibility and relationship of a particular job. This program is the basis upon

which the proprietor is going to conduct other human resources disciplines.

Conducting placement programmes

After recruitment and selection, the entrepreneur is going to determine the job to which accepted candidate is

to be assigned and then assign the new recruit to that job. This programme is going to follow the recruitment

and selection programme.

c) Values and principles on which the business stand

Maintain a sustainable social environment and be a socially responsible corporate citizen.

Values

 Be Passionate and Determined

 Embrace and Drive Change

 Take Ownership and Accountability

 Think and Act as a Professional

 Establish Trust with Communication

 Revitalize through Learning and Growth

 d) What makes the business unique

Jusam Consultancy Limited aims at offering high quality training, recruitment and selection services to small

medium and big enterprises in major areas mentioned above .The proprietor has seen the need to recruit and

select the client’s employee in areas that affect their overall performances such as performance management,

customer care and motivation among others.

In terms of gap in the market, many local organizations are facing cut-throat competition due to increased

entrants of new players in the economy. Moreover, firms particularly those in the manufacturing and

services industries are going through re-engineering process thus leading to increased demand for

consultancy services especially in carrying out recruitment, selection and placement.

To keep abreast with the increased competition, most organizations have realized the need to recruit and

select quality staff so as to have a competitive edge over the other competitors.

Moreover, the demand for high quality services exceeds the supply .This is because there is insufficient

workforce thus leading to inadequate customers services among other activities. This leads to loss of

customers and business to the organizations that have sufficient and motivated staff.

In addition, the service offered by the existing consultancy firm are the same thus resulting to poor

undifferentiated services. Jusam consultancy Ltd is going to provide unique and differentiated services.

Moreover, other existing Consultants offer their services to their clients without conducting organizational

analysis or human resources audit so as to ascertain the needs of the organization. This has led to

undesirable results as the employees are not involved in the process thus leading to resistance to change.

Jusam Consultancy Ltd is going to offer customized, quality and differentiated services after thoroughly

conducting human resources compliance audit.

The above mentioned gaps are going to be filled easily due to the following factors:
Supply of information, there is sufficient supply of information on the trends in the industry. This can be

obtained from the internet, ministry of labour, Institute of policy analysis and competitors like price water

house coopers among other firms.

Skills and knowledge availability, the proprietor has the necessary skills and knowledge. She has a wide

combination of skills and competences among which are strategic management, human resources

management and accounting backgrounds.

Company history (for ongoing businesses)

a) Company funding

The ownership of the business is going to take the form of sole proprietorship. The business is going to

commence on 2nd January 2020. The following are some of the advantages that makes the entrepreneur

to have a sole proprietorship type of a business.

First is that there is easy decision making. This is because one person can easily reach at conclusion

rather than partners who may disagree at one point.

The entrepreneur is going to enjoy all the profits from the business hence ploughing it back for

expansion.

b) Financial and operational profile

Moreover, the entrepreneur is going to have direct control of the business thus promoting effectiveness and

efficiency.

c) Significant achievement

Lastly is that there is flexibility in adjusting to the changes in the environment so as to take advantage of the

market and be competitive.

Business and Industry profile

a) Industry background and overview

The proposed business is going to be a training and recruiting services industry. It is going to be called

Jusam consultancy Ltd. The size of the service industry in the proposed business community is relatively

large. The service industry is critical in serving other industries such as manufacturing, agriculture, Health,

building and commercial industry. Training and recruiting service industry comprises of small, medium and

large firms among which are training institutions.

b) Significant trends

The kind of technology used in the industry is both labour intensive and capital intensive. However, capital-

intensive is used more due to the advent of modern technology i.e. computers where we have computers

packages that are specifically made for management i.e. Human resources Information system (HRIS).

Moreover employees are involved in carrying out some basic manual duties thus constituting labour

intensive technology.

The level of technology applied in this industry is modern and sophisticated technology .This is because

packages like human resources information system and statistical package of social scientists (SPSS) are

used.

The seasonal factors in the industry are that there are changes in technology, customers taste and preferences

and change in the competences required to carry out recruitment and selection services.

Economically, the economic cycle of boom, recession, decline and recovery is a seasonal factor with greatest

impact on the business; this is because whenever there is economic recession business tends to freeze on

employment thus impacting on consultancy firms that recruits.

Some of the prospects are that because Jusam Consultancy Ltd are coming with quality and unique services,

it is going to sell to many potential customers. However the threats are that the incompetent consultancy
companies are going to charge less thus taking some of the potential customers. Another threat is the already

established consultancy firms where they have already established Market niche

c) Growth rate

The entrepreneur is going to utilize the capabilities of the qualified and committed workforce to come up

with new and unique product like training and development for commercial services.

The revenue generated from the business is going to be used for expansion purposes to other regions like

Nakuru and Eldoret. The funds are going to be used in acquisitions in the acquisition of new offices in the

regions and for the payment of other expenses.

Cost leadership strategy is also going to be adopted where there is reduced cost and increased revenue. This

is going to be achieved by continuously adopting new technology in our day to day operations.

The distribution channel to be used in this industry is going to be direct to the customer. This is because the

service is associated with the provider. Recruitment and selection process is going to be conducted at

entrepreneurs premises and the time that is going to take will depend on the extent of the urgency of the

vacant positions.

d) Key success factors in the industry

Advertisement are going to be carried out in the standard newspaper and nation newspaper, human resources

journal by institute of human resources management and in the business daily. It will also be advertised in

other college journals and during professional forums.

The entrepreneur is going to use the outsourced sales representatives who have vast knowledge and

experience in sales and marketing to go to target organization and make presentations sensitizing them about

the entrepreneur’s service.

 e) Outlook for the future stages of growth (start up growth, maturity)

Because the market is full of old and undifferentiated recruitment and selection services, the entrepreneur is

going to come in with unique and differentiated services for example using all the selection tests to

determine the most appropriate candidate, seeking of extensive biographical information of the employees

and right placement of the employees.

The entrepreneur is going to offer cash discounts to customers who use the product for the first three times

and spread the message of how good the product is to the other potential customers.

Use of psychological pricing for penetration together with initial pricing which is going to be market

oriented. This is going to take a period of the first one year and then after that, the entrepreneur is going to

increase the prices gradually basing on the loyalty of the customers.

Business Strategy

a) Desired image and position in market

 To gain access and market share of 10% by June 2020 through aggressive advertising and market

promotions.

 To buy computers, laptops, projectile and motor vehicle within the second month of the second year of

operation by means of credit system and use of cash set aside for buying the assets.

 To conduct 100 workshop programs for both major and minor services by the end of the 1st year. This

will be done through conference meetings and breakfast meetings.

 To introduce another unique minor service of counseling by the end of the first year of operation. By the

use of the revenues received in the first eight months of the operation.

 To create a firm base as a credible organization capable of excellently carrying out consultancy servicing

to small and medium enterprises in both areas of Advertising and Business.

 To save 6,000,000 by the end of the year 2024 for the expansion of the business to other towns in

Somalia.

 To buy and own two private offices by 2023 in Somalia for the purposes of expansion of the business.

 To expand to major towns like Somalia by 2024.

 To secure 3,000000 loan in the year 2024 for the purposes of expansion.

 To introduce another major product of training and development by 2022 in Mogadishu so as to cater for

the increased need of updating the employees of the new practices of management due to ever changing

business environment.
 b) SWOT Analysis

Strengths: Weaknesses:

●      Founder has experience as an entrepreneur ●      Very tight niche

and can do the consultancy anytime anywhere ●      No academic business administration

●      Unique shopping experience with exceptional background of founder

customer service ●      Founder has no practical experience in the

●      business location is a great location for recruitment

consultancy ●      The business is to be established in

●      Founder has experience working with a staff, economically unstable times

both nationally and internationally  

Opportunities: Threats:

●      Outstanding service will lead to repeat ●      Cost and effectiveness of marketing to other

business consumer groups

●      Business opportunities by growth of online e- ●      New competitors or incumbent firms paying

commerce more attention to the niche the company is

●      Large and growing consumer base due to focusing on

upswing in the motorcycle industry ●      Very high startup costs, liquidity risks

●      Many potential service lines for expansion ●      New economic crisis impacting Somalia

Company products and services

a)
Product /service features

The business is going to offer training, recruitment and selection services. A service is related to the service

provider and it’s intangible. This needs highly qualified and professional human resources practitioners to

offer quality services.

The major services to be provided by Jusam consultancy Limited is training, recruitment and selection while

the minor services are conducting job analysis and placement programmes.

Recruitment and selection products

Graduate recruitment programme

Graduate recruitment programme is aimed at those firms which need graduate trainees in various fields. For

example, human resources, finance, accounting, strategic planning, project management and education

among other fields.

Executive selection

In this product, the focus is on research and intense searching of executive selection database to match the

appropriate candidate with the clients’ profile. In this approach, the entrepreneur is going to draw on an

established high level network of contacts and sources. This approach ensures the highest degree of

professionalism and success in identifying the right candidates.

Recruitment and selection of middle level management

This involves the recruitment and selection of middle level managers. This applies to any industry. Among

the personnel recruited at this level are assistant managers, administrative assistants and other support.

Job analysis
Job analysis is the process of determining and reporting pertinent information relating to the nature of a

specific job. It is the determination of the tasks which comprise the job and of the skills, knowledge,

abilities and responsibilities required of the holder for successful job performance.

Products of Job Analysis

Job analysis involves not only analyzing job content but also reporting the results of the analysis. These

results are normally presented in the form of a job description and a job specification.

A job description concentrates on describing the job as it is currently being performed. It explains, in written

form, what the job is called, what is to be done, where it is to be done and how it is to be done. Most job

descriptions contain sections that include; the job name, a brief summary description of the job, a listing of

job duties and responsibilities and an explanation of organizational relationships pertinent to the job. The

result of this product is going to be used by the entrepreneur in the recruitment and selection process.

A job specification concentrates on the characteristics needed to perform the job. It describes the

competency, educational and experience qualifications the incumbent must possess to perform the job.

Customer benefits

The benefits that customers or potential customers are going to derive from recruitment and selection

program are.

• Maintenance of suitable range of skills among employees.

• Improved performance in organization activities due to competent and qualified personnel recruited.

• Improved services to customer

• Increased motivation among employees

• Finally is that the organization is going to concentrate on strategic issues of the business rather than

recruitment and selection and this will lead to a competitive advantage over others.
Uniqueness

Unique features of proprietor’s product that will give a competitive advantage.

• The services are going to be of a high quality.

• The programs are tailor made to the needs of the customers.

• Moreover the programmes are going to be implemented and the follow up/ evaluation is going to be

done to ascertain the effectiveness of the program.

c) Description of production process

Production facilities and capacity

Item No Capacity/Model Unit cost Total Manufacturers Suppliers

cost
Tables 8 Large @3000 24000 Raiply co Raiply co
Computer 4 Pentium 4 @20000 80000 Intel Bloomerg
Printer 2 Laser jet @14000 28000 Intel Bloomerg
Scanner 2 A4 @8000 16000 Intel Bloomerg
Cabinet 4 Metal @5000 20000 Patel metals Patel ss
Chairs 20 Medium @1500 30000 Kenploy Kenployss
UPS 2 500Amps @5000 10000 Intel Bloomerg
Motor 2 1.8 l @300000 600000 Toyota Japan Toyota E.A
Vehicle
Laptops 2 Toshiba @30000 60000 Toshiba co Bloomerg
Flipchart 1 Mogadishu @5000 5000 Kasuku Patel ss
bookshop
LCD 1 120 lumens @20000 20000 Microsoft Bloomerg
projector
Floor 1 90 by 80 feet’s @15000 15000 Akamwesi Akamwesi
Stationary 1 3 cartons @ 5000 15000 Kasuku Patel ss
Total 923000
 d) Future product or service offerings
Jusam Consultancy Ltd intends to utilize personal, non-personal and use of cash discounts selling tactics in

its bid to read and effectively communicate to its targeted clientele. By effectively doing so, such sales

efforts should yield a positive demand for the services that will amount to adequate income in its operations.

In personal selling, activities are a direct form of promotion and as the seller promotional presentations will

be conducted on a more personal basis i.e. person to person. To be able to achieve this, an effective profile

is to be created for the enterprise and placed in My Top Company website and the sponsor’s profile is also to

be added to linked website. These two websites are trusted for their informative nature and elaborative

profiles for business enterprises and their sponsors. In addition to these two, personal selling tactic will also

be implemented through face to face sales tactic, where employees will and all members of the enterprise

will strive to bring in more clientele.

On the other hand, non-personal selling will also be implemented as it has immediate impact as an advantage

although it lacks personal touch. Non-personal selling tactics may include, sales promotion of the services,

carrying out business advertisements, enhancing and promoting good public relations and finally

sponsorship of upcoming enterprises to short term staff training and development programs.

Finally, the entrepreneur is going to adopt the use of cash discounts for the customer who uses more services

of the consultant.
Marketing strategy

Target market

a) Complete demographic profile

Jusam Consultancy Ltd customers are going to be small, medium and large financial institutions, Health

centers, entrepreneurs and manufacturing firms.

Health centers

This includes small, medium and large health centers. Mostly, the entrepreneur is going to focus on the

private sector. Examples of these health centers are Gertrude’s children, home, Mogadishu Women hospital,

nursing homes and hospital. They are potential customers for entrepreneur consultancy services since they

need more and more medical officers so as to keep a breast with the increasing number of patients thus need

for recruitment and selection.

Financial institutions

They include small, medium and large financial firms such as banks, forex bureaus , Saccos and insurance

companies. With banks particularly, there is increased competition and they want to reduce cost by

outsourcing services like recruitment and selection. Equally, in insurance companies, there is also a cutthroat

competition thus need for acquiring qualified personnel through recruitment and selection so as to create

and sustain a competitive advantage.

Business proprietors

Due to increased level of unemployment, many entrepreneurs are emerging and they need consultancy

services to run their businesses, Jusam Consultancy Ltd is going to provide recruitments and selection

services to small, medium and large entrepreneurs.

The entrepreneur’s customers are going to be between 18-60 years and they will both be male and female.

They are self –employed and literate.

 b) Customer’s motivation to buy

The entrepreneur’s customers are going to be looking for unique differentiated quality recruitment and

selection services that are going to enable them acquire high quality workforce. Moreover they are going to

look for tailor made services that is going to be compatible with their organization.

They are also going to expect that the new recruits recruited by the entrepreneur are going to fit fast in the

organization and deliver expected customers without requiring any further training.

The potential customers are going to require the consultancy services as and when the position fall vacant.

The rate at which the customers were going to need consultancy services will depend on the turnover ratio of

their organization. The higher the turnover, the more frequent they will need the entrepreneur services .The

mode of payment is going to be either cash or by cheque.

c) Market size and trends

The market share will be analyzed per firms offering the same services. This will help in analyzing the

market share for the firm.

Market share for Jusam Consultancy Ltd

Services Offered Market Share In Percentage (%)

Recruitment and selection 50%
Training 35%
HR Audits 15%
The projection of the market share in the next five years will be as follows-

This entails the market components of a market analysis. It is the projection of the future market in figures

and its trend in the target market. It shows a number of customers which is analyzed into segments.

Market Projection For 5 Years

POJECTION OF
CUSTOMERS Growth 2020 2021 2022 2023 2024
Manufacturing industries 38% 900 1000 1500 1700 2000
Financial institutions 26% 450 550 800 1000 1200
Health centers 24% 300 400 600 800 1000
Entrepreneurs 12% 750 850 1000 1200 1500
TOTAL 100% 4420 4821 5922 6723 7724

d) Advertising and promotion

Promoting is a form of creating awareness and this is going to help Jusam Consultancy Ltd in penetrating

and surviving in the market place. Personal selling, free introductory services, discounts and trade shows are

going to be adopted by the entrepreneur.

Personal selling

This is the process of planning, organizing, staffing, directing and controlling the activities of face-to-face

communication between the buyer and the seller. Here, the entrepreneur is going to recruit qualified sales

personnel to go to customers and potential customers explaining to them the services and the benefits

attained as a result of using Jusam Consultancy Ltd The advantage of personal selling is that it encourages

questioning and clarifications by the clients.

Free introductory services

The entrepreneur is going to conduct free job analysis exercises and human resource planning exercises for

the first twenty firms who are going to come for the recruitment and selection services of Jusam Consultancy

Ltd.
Discounts

Organizations whose frequency of recruitments and selection services are more than forty five percent (45%)

are going to receive five percent (5%) discount. Moreover repeat customers are also going to receive a 5%

discount. Customers who will tell others to come for Jusam Consultancy Ltd are also going to gain a 5%

discount.

Trade shows

The entrepreneur is going to use trade shows to promote his recruitment and selection services, by

subscribing to the trade shows that are normally there at Somalia International grounds. Through this, the

entrepreneur is going to get his services known to many customers who attend the tradeshow.
Pricing

This will be one of the strategy to penetrate into the market. Some of the pricing strategies that are going to

be used are as follow:

Cost-plus pricing

The cost value will be calculated then add up the mark-up. By so doing, the pricing will not be on the

negative side but will enable to be at bar. This is going to be an advantage to the Jusam Consultancy Ltd

because the prices will be determined by bench making with other competitors prices in the market.

Competitive pricing

The prices will be based on the market prices. The prices will be set based on competition charges.

Exploitation will be eradicated. This is because, there will be no low nor high prices but at bar with the

competing firms.

Value-based pricing

This is basically the setting of prices based on the client belief of the services being offered. This will entail

selling the product or services in a very professional way. This will be the best platform for Jusam

consultancy Ltd to brand its name to its customers.

Price Skimming

In this strategy, prices are set high and lowered as the market evolves.

Penetration strategy

This is going to be the most favorable strategy to help penetrate in the market. Jusam Consultancy will set

up low prices so as to enter into the competitive market and raise the prices at a later date.
Prices comparison of products and service range by competitors

Summit
Frank recruitment
Flexi Management and Search
Services offered personnel consultant Ltd Jusam Consultancy Ltd
Recruitment and
selection 60000 70000 150000 50000
Training 70000 80000 100000 65000
HR Audits 70000 80000 90000 65000

Distribution strategy

Jusam will carry out its selling activities directly mainly through personal selling since this is the most

effective method of reaching, interacting and creating a personal touch with your clientele person to person

touch is very essential in the service industry and in this case where there need be full understanding of the

situation on the grand level of any business enterprise in need of consultancy service. Jusam consultancy

will dedicate three work days to its weekly working hours to studying and analyzing the enterprises it is

servicing so as to carry out research and determine any hindsight or misgivings within the operations of the

enterprises that may hinder its growth. With the main target area being Mogadishu City area, Jusam

Consultancy is strategically situated to visit and carryout research on business enterprises within and

surrounding areas of Mogadishu.

Location and layout

a) Location – Demographic analysis of location versus target customer profile

The business premises are Marsabit Plaza located along Mogadishu. The building is opposite Telcom

building in Mogadishu.

The location is appropriate because of its proximity to the customers. The location is within the city where

about 60% of entrepreneur’s customers are located for example health centers, financial institutions and

business proprietors.

The other factor is good security in the area .The area is frequented by security guards and personnel. Both

the customer and the proprietor are able to transact business freely because of good security.

Accessibility of the area by road is another factor. There is good network of roads. Moreover, there is

existence of infrastructure such as health services, electricity and telephone services in this area.In addition,

there is abundant supply of graduates from institutions like Adal Medical University, Borama,Admas

University, Borama,East Africa professional consultant, Borama and Federation of Somalia Employers

(FSE)-which offers Executive Diploma in Industrial relation.

 c) Labour needs and supply
The number of staff of Jusam Consultancy Ltd is illustrated below
Job Title No. of Employees
Managing Director 1
Finance Manager 1
Sales & Marketing Manager 1
Business & Administration Officers 4
Front office Staff (Receptionist) 2
Accounting officer 2
Marketing Officer 1
Sales Officer 2
Messenger 1
Total 15

d) Wage rates

Job Title No. Of Salary/ Other Total

Employees Allowances
Month

Managing Director 1 28,000 7,000 35,000

Finance Manager 1 24,000 4,000 28,000

Sales & Marketing Manager 1 24,500 5,000 29,500

Business & Administration Officers 4 22,000 6,000 112,000

Front office Staff (Receptionist) 2 15,000 3,000 36,000

Accounting officer 2 17,000 3,000 40,000

Marketing Officer 1 15,000 3,000 18,000

Sales Officer 2 16,000 5,000 42,000

Messenger 1 9,000 3,000 12,000

TOTAL 15 284,500 68,000 352,500

Competitor analysis

a) Existing competitors

The three major competitor within the locality are as follows-

I. Frank Management consultant

II. Flexi personnel- Located at Marsabit Plaza

III. Summit Recruitment $ Search Ltd-Blixen

b) Potential competitors
Summit
Frank recruitment Jusam
Flexi Management and Search Consultancy
Services offered personnel consultant Ltd Ltd
Recruitment and
selection 60% 65% 75% 50%
Training 50% 75% 80% 45%
HR Audits 75% 70% 90% 60%

c) Impact on your business

The stated competitors would out do Jusam Consultancy Ltd in that, they are already in industry and

basically they do understand the challenges and hoe to overcome them. They also have developed

market niche and have clients who are up and running. They already built customer relation and most of

them are handling large company’s e.g. Summit Recruitment and search. Again, their financial status is

up and running and probability of them getting sources of finances are high e.g getting overdraft loans

for expansion. representation above showing Jusam consultancy lt market share and that of its

competitors.
Description of management team

The Managing Director

As the Managing Director the sponsor will oversee the running of the organization with both the finance and

sales and marketing managers will be answerable to him. He also serves as an Administration manager, an

area of his specialization and these acts as a way to make him have close correspondence with the main

functioning of the enterprise which is providing consultancy services. The enterprise’s consultancy team is

directly answerable to him through his role as the Administration Manager.

Roles of the Managing Director include:

 Recruitment and selection of the immediate subordinates

 Overseeing the Administration duties of the enterprise

 Preparation of long-term goals with assistance from middle managers.

 Disciplinary duties if they arise.

 Coordination and controlling of business operations and responsibility allocation

 Motivation of the entire workforce

Essential skills of a managing Director include:

 Leadership Skills

 Interpersonal and communication skills

 Financial management skills

The second key personnel

Finance Manager’s Duties

 Presentation of periodic financial statements with subordinates assistance.

 Ensuring necessary tax remittances have been remitted with accordance to the law

 Resource allocation to the departments in the enterprise

 Preparation of staff payroll for the enterprise.

Qualifications & skills of a Finance Manager

 Minimum Diploma holder of Commerce or Business Administration/Management.

 Adequate proficiency in Accounting Packages

 Two year working experience in a challenging environment on a similar position.

 Financial management skills

Sales and Marketing Manager’s Duties

 Responsible for recruiting Sales and Marketing Subordinates

 Responsible for recruiting all Sales and Marketing activities.

 Employing tactics that will give the enterprise a competitive edge over its competitors.

 Advising on the pricing mechanisms to be implemented in service provision

 Motivation of the Sales and Marketing task force.

Qualifications & Skills of a Sales And Marketing Manager

 Diploma in either Sales and Marketing Management

 Proficiency in use of computers and computer packages

 Minimum of 2 year work experience in such a position

 Aged between 24 – 30 years

 Marketing skills

Duties of the Administration Manager

 Overseeing day to day organization activities.

 Ensuring general equipment and requirements e.g. stationary are availed to all departments.

 Organizing corporate social responsibility activities e.g. youth forums

 Maintaining good relations with both internal and external environments of the organization.

Business and Advertising Consultants

This is a team that will function to service the clientele with advisory services both on the business and

advertising levels. This may involve their interaction with the businesses at a personal level, where they

may operate at the clientele premises at given times so as to assess the enterprises needs on a practical

platform. At the starting phase, Jusam Consultancy Ltd will make use of four business and advertising

consultants whose duties and qualifications are outlined below.

Duties of Business and Advertising Consultants

 Reporting to Administration manager on their progress and daily responsibilities.

 Employing time and enterprise resources to servicing clientele

 Giving professional advice to clientele concerning their organizations.

 Determining and assisting the implementation of their advice in organization to ensure prosperity.

 Maintaining good relations with clientele thus indirectly creating goodwill for the enterprise.

 Planning and implementation program on recommendations for clientele enterprises.

Qualifications & Skills of Business and Advertising Consultants

 Minimum Advanced Diploma in both Business Administration/Management and Advertising option

for Marketing.

 2 year experience at a similar capacity (work experience i.e. working in their professional capacity in

a challenging organization

 Ability to work under minimum supervision

 Good interpersonal skills and ability to work as a team player within a group set up.

Accounting Officer Duties

 Reporting to Finance Manager on matter concerning his duties

 preparation of financial year budgeting estimations

  Periodic preparation of financial year statements.

 Determining what financial relations are to be made with external organizations and maintaining

such e.g. Banks, Micro-finances etc

 Allocation of funds with directives from the Finance Manager.

Qualifications of Accounting Officer

 Minimum Diploma Holder in Business Administration/Management or Commerce

 Proficiency in accounting and other statistical packages

 Aged between 22 – 30 years

 Minimum 1 year experience in such a professional capacity.

Marketing Officer’s Duties

 The Marketing Officer will be charged with the following duties at his post under the Sales and

Marketing Department.

 Reporting to the Sales and Marketing Manager on all matters pertaining to his office.

 Taking responsibility for marketing activities carried out by the enterprise. He will at his position

overseas over this activities and reports back to the manager in his/her department.

 Harmonizing efforts in the Marketing department in a bid to achieve the set objectives for the

department.

 Participates and assists the Sales and Marketing Manager in preparation of the Marketing Plan.

Qualifications & Skills of the Marketing Officer

 Diploma in Sales and Marketing

 At least 2 year working experience at his/her professional capacity

  Ability to work under minimum supervision

 Ability to work as team i.e. a team player

Sales Officer’s Duties

As the Sales Officer in Jusam Consultancy Ltd, the post holder will have the following duties;

 Planning and supervising all sales activities that the enterprise will in its cause of operation carry out.

 Report directly to the Sales and Marketing manager on all matters pertaining to his/her office.

 Carry out evaluation and coordination of the enterprise’s activities to ensure that they are in line with

the departments and the organizations goals and objectives as a whole.

 Co-operate fully with the Marketing officer so as to ensure that the department’s efforts complement

each other.

 Recruiting of a sales task force that is competent from time to time.

Qualifications & Skills of the Sales Officer

 Diploma in Sales and marketing

 Minimum of 2 year working experience as a Sales Officer or Representative in a competitive and

challenging organization.

 Ability to lead given the chance in team work assignments.

Front Office Staff Duties

 Allocation of appointments for the line managers during the day to day operations of the business

enterprise

 Maintaining office records for receivables, payables, visitors in the enterprise’s database.
  Giving and receiving information and conveying the same to its respective addressee.

 Directing calls to the respective personnel and connecting them when calls are made to the enterprise

premises.

Qualifications& skills of Front Office Staff

 Diploma in Front Office Management.

 Ability to work under minimum supervision

 Good interpersonal skills

 Proficiency in Computer package

Plan of operation

a) Form of business chosen and reasoning

The ownership of the business is going to take the form of sole proprietorship. The business is going to

commence on 2nd January 2020. The following are some of the advantages that makes the entrepreneur to

have a sole proprietorship type of a business.

First is that there is easy decision making. This is because one person can easily reach at conclusion rather

than partners who may disagree at one point.

The entrepreneur is going to enjoy all the profits from the business hence ploughing it back for expansion.

Moreover, the entrepreneur is going to have direct control of the business thus promoting effectiveness and

efficiency.

Lastly is that there is flexibility in adjusting to the changes in the environment so as to take advantage of the

market and be competitive.

 b) Company structure (organizational chart)

Figure Jusam Consultancy Ltd Organizational Structure

Managing Director

Sales &Mkt Manager Finance Manager

Adm. Manager
Sales officer Marketing officer Accounting officers

Front office staff, messenger

b) Decision making authority

Job Title No. of Employees
Managing Director 1
Finance Manager 1
Sales & Marketing Manager 1
Business & Administration Officers 4
Front office Staff (Receptionist) 2
Accounting officer 2
Marketing Officer 1
Sales Officer 2
Messenger 1
Total 15

d) Compensation and benefits package

To motivate its staff, the enterprise will involve its personnel in its forums and corporate social responsibility

causes. An addition to this will be the provision of both partial and full scholarships to its staff aimed for the

purpose of developing the personnel. The enterprise will also participate in social activities that should serve

to enhance team spirit which will add on to providing of a friendly/comfortable work setting. Finally, the

enterprise personnel are entitled to annual leaves, paternal and maternity leaves and 3% salary increment

after the first one year of operations.

Job Title No. Of Salary/ Other Total

Employees Allowances
Month

Managing Director 1 28,000 7,000 35,000

Finance Manager 1 24,000 4,000 28,000

Sales & Marketing Manager 1 24,500 5,000 29,500

Business & Administration Officers 4 22,000 6,000 112,000

Front office Staff (Receptionist) 2 15,000 3,000 36,000

Accounting officer 2 17,000 3,000 40,000

Marketing Officer 1 15,000 3,000 18,000

Sales Officer 2 16,000 5,000 42,000

Messenger 1 9,000 3,000 12,000

TOTAL 15 284,500 68,000 352,500

Financial forecasts

Pre-operational costs

Pre-operational costs

ITEM COST

Prepaid rent 509500

Electricity cost 484500

Stationary 484500

Furniture 543500

Licenses and permits 481500

Electronics and machines 643500

Advertisement and promotion 538500

Telephone connection 484500

TOTAL 4,170,000
Income Statements
2020 2021 2022
SHS SHS SHS SHS SHS
Sales 1,164,902 1,268,340 1,494,923
Opening Stock 220,030 240,370 250,000
Add: Purchases 400,370 42,388 425,000
620,403 660,758 675,000
Less: Closing 48,000 48,960 50,928
stock
Cost of Sales 572,403 611,798 624,072
Gross Profit 592,499 656,542 868,851
Less Expenses
Rates 1,200 1,200 1,250
Salary/Wages 270,000 270,000 280,000
Airtime 2,962 3,000 3,200
charges
Electricity 3,740 3,940 4,250
Insurance 5,000 5,000 6,000
Loan interest 7,500 7,500 -
Advertisement 2,000 2,500 4,050
Postage 1,160 2,000 2,500
Transport cost 15,000 17,000 18,580
Water 2,400 2,400 2,600
Repair/Maint. 9,000 10,000 12,000
Dep.Fixed 31,830 35,000 37,500
Assets
Total expenses 351,792 359,540 371,930
Net profit 240,707 297,002 496,921
Less Tax 16% 38,513.10 47,520.30 79,507.40
Net profit after Tax 202,193.90 417,413.60
Jusam Consultancy Ltd Balance Sheet For A Period Of One Year

ITEMS SHS SHS

Fixed Assets
Motor Vehicle 300,000
Less: depreciation 30,000 270,000
Furniture and fittings 8,600
Less: depreciation 1,430 7,170
Machinery and equipment 14,200
Less: depreciation 1,400 12,780
Total fixed assets 289,950
Current Assets
Stock of raw materials 220,033
Stock of finished goods 48,000
Debtors 805
Cash in hand 35,000
Cash in bank 50,000
Total current assets 353,838

Less: Current Liability

Creditors 3,600
Net working capital 350,238
640,188
Financed by
Partner’s contributions 250,000
parents 110,000
Friends and well wishers 90,000
Add: Net profit 40,188
490,188
Long Term Liabilities
Loan from bank 150,000
640,188
Break even analysis

Break even analysis

FIXED COSTS AMOUNT VARIABLE COSTS AMOUNT

Land rates 1,200 Advertisement 2,000

Salaries 270,000 Repair/Maintenance 9,000

Loan repayment 47,500 Electricity/Water 6,140

Insurance 5,000 Airtime charges 2,962

Licenses 5,000 Transport cost 15,000

- - Postage 1,160

Total 328,700 36,262

Loan or investment proposal
a) Amount requested

Jusam is requesting a total of Shs. 1,743,800

b) Purpose and uses of funds

PARTICULARS AMOUNT
Bank loan 50,000
Owner’s Equity 800,000
Friend and family contribution 893,800
TOTAL INVESTMENT 1,743,800

c) Repayment or “Cash out” schedule (exit strategy)

This is used to measure the overall effectiveness of the management in determining income of the business.

ROI = Net profit after Tax x 100

Total investment

= 202,193.90 x 100
600,000

= 33.6%
 d) Timetable for implementing plan and launching the business

Month/2020 Mission Time

January Secure Loans 4 Weeks

February Renting & developing the 1 Week

business location

March Get the business running From Day 1 of March

Appendices

The Business Location Map

MAIN ROAD

COLLEGE HOUSE

TELCOM BUILDING

MARSABIT PLAZA
JUSAM LTD