VOLUNTEER GUIDE

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INJAZ BAHRAIN COMPANY PROGRAM
VOLUNTEER GUIDE
 ACKNOWLEDGEMENTS

Sponsorship:

Exxon Mobil is the world’s largest publicly held oil and gas company, and is a global provider of the
energy that is critical to driving progress and improving the lives of people around the world. Alongside its
dedication to find safe, efficient and responsible ways to bring affordable energy to a global market, Exxon
Mobil remains committed to investing in the future and in corporate citizenship around the globe.

INJAZ Al-Arab gratefully acknowledge Exxon Mobil’s sponsorship of the development of our new flagship
Company Programs offered at both university and high school levels, across 14 nations in the Middle East
and North Africa (MENA) region. Exxon Mobil’s sponsorship is a reflection of their dedicated commitment
to enhancing the responsible business, innovation, creativity, and employability of young people in this
diverse region.

Consultants:

INJAZ Al-Arab expresses its gratitude to the consultants who developed the new Company Program.
Their expertise in entrepreneurship education, youth start-ups, and the Middle East and North Africa
region has significantly enhanced the quality of the university and high school Company Programs.

Lead Consultant
Dr. Haya Al-Dajani: Associate Professor, Futures Entrepreneurship Centre, University of Plymouth Faculty
of Business, United Kingdom

Associate Consultants
Dr. Ayman Ismail: Abdul Latif Jameel Endowed Chair for Entrepreneurship and Assistant Professor of
Management, School of Business, American University of Cairo, Egypt
Dr. Persephone de Magdalene: Associate Lecturer, University of East Anglia, United Kingdom

Team Members:
INJAZ Al-Arab gratefully acknowledge the following team members for their contribution to the development
of the university and high school Company Programs:

Senior Projects Manager

Ghadeer Zalatimo: INJAZ Al-Arab
Online Learning Consultant
Razan Bashiti: INJAZ Al-Arab
Reviewers
Mashael Al-Sahli: University of East Anglia, United Kingdom
Mariam Aziz: INJAZ Egypt
Izzy Mair: Attleborough Academy, United Kingdom
Research Assistants
Qamar Al-As’ad
Hala Najjar
English – Arabic Translator
Lana Dukhgan
Graphic Designer
Jumana Abdel Aziz

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INJAZ Member Nations:

INJAZ Al-Arab also gratefully acknowledges the following INJAZ national offices in the MENA region for
piloting the university and high school Company Programs:

• INJAZ Egypt
• INJAZ Morocco
• INJAZ Qatar
• INJAZ Saudi Arabia
• INJAZ United Arab Emirates

INJAZ Alumni:
Thank you to all the INJAZ Bahrain Company Program Alumni who completed the evaluation questionnaire.
Their frank and thoughtful feedback about their experiences contributed to the finalized design of the
university and high school Company Programs.

Disclaimer:
Company names, logos, descriptive information, and case examples used and presented in this guidebook
were selected by the Consultants for educational purposes only. They do not constitute any endorsement
from any of the companies or their products or services. These educational company examples may be
changed over time, and more localized company examples may be selected by INJAZ Bahrain staff when
localizing the content in the Student and Volunteer guidebooks.

TABLE OF CONTENTS

Define It! Meeting 1 The INJAZ Bahrain Company Program 9

Decide It! Meeting 2 Decision Making in Process 19

Meeting 3 Deciding the Idea 33

Design It! Meeting 4 Designing The Company Structure 39

Meeting 5 Financing the Start-Up Company 49

Develop It! Meeting 6 Developing the Idea 62

Meeting 7 Customer Development and Marketing 68

Do It! Meeting 8 Sales, Sales, Sales 72

Meeting 9 Sales and More 78
Meeting 10 Sales and Sales 82
Meeting 11 Liquidation and Reflection 86
Meeting 12 Competition Preparation 91

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 PROGRAM OVERVIEW

Introduction to the INJAZ Bahrain Company Program

The INJAZ Company Program has two overarching aims. Firstly, to foster an understanding of the world
of work and a spirit of entrepreneurship through ‘Learning by Doing’, and secondly, to encourage young
people to think globally about their enterprising potential and activities. In joining the INJAZ Company
Program, students become part of a growing and thriving community of ambitious, creative, resourceful
and hard-working young men and women who are keen on shaping and transforming opportunities across
the Middle East and North Africa region. However, this cannot be achieved without the mentoring and
guidance that you provide, so thank you in advance for your committed engagement with the students for
the duration of the Company Program.

There are numerous examples of previous successful and original enterprises set up by students on
the Company Program which are available on the Online Learning Portal (www.injazacademy.org/
companyprogram). Please explore these and share the inspirational achievements with your students as
their companies might also be featured there in the near future.

The Integral Components of the Company Program

Outline the 4 components of the Company Program so students know what to expect while
they are undertaking the Company Program:

The INJAZ Bahrain Company Program has four integral components:

• Mentoring and guidance throughout the program from an assigned volunteer (you). The
assigned volunteer is a qualified professional with substantial knowledge and experience
that is relevant to the students’ learning and company development. As such the volunteer
will do their best to help the student teams to stay on track, and to complete the Company
Program successfully, and on time.

• Class-based action learning through 12 sequential meetings attended by all team

members and the volunteer. Each of the 12 meetings will last approximately 90 minutes,
and will usually be held in the same venue. The INJAZ Bahrain Program Manager or school
coordinator will inform you of the venue. Given the fast pace of the Company Program,
students must ensure that they attend all 12 meetings and that their attendance is engaged
and active. Attendance at each meeting will be registered in the minutes of the meeting.

• Complementary e-learning materials available through the Online Learning Portal (www.
injazacademy.org/companyprogram). These meticulously selected materials are provided
for both your, and the students’ benefit and learning, as they are highly relevant to the
Company Program process. You are strongly encouraged to familiarize yourself with the
Online Learning Portal (www.injazacademy.org/companyprogram) and its contents to
ensure that you can access the required materials quickly and easily as and when required,
and you are asked to encourage the students to do the same.

• Competition at both national and regional levels. There are hundreds of teams across the
Middle East and North Africa region and globally in over 120 countries who are participating
in the Company Program at the same time as you. Once all the teams in your country
complete the Company Program, there will be a national competition in which your student
team is expected to participate. The team that wins the national competition will progress to
the annual regional competition where the winning teams from all the participating nations
in the Middle East and North Africa region will compete. The regional winning teams for this
year will be announced at the end of the regional competition.

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Volunteer Kit

Before the first meeting, all volunteers will be given a Company Program kit containing the essential
materials for successfully facilitating the meetings and guiding the students. The kit will include:

• The Volunteer Guide

• A Student Guide per student
• All handouts and program materials per meeting – as outlined in Appendix.
• Table tents (for students to write their names on)
• Company Program Competition regulations (to be provided to the volunteer by the INJAZ Bahrain
office)
• The Company Share Record Booklet.
• The Cash Receipt Booklet.
• INJAZ Bahrain Banner

List of Appendix Materials

Please review this ahead of the meetings as it outlines the handouts and program materials that you
need to share with the students.

• Company Departments/ Structure Poster.

• Product Development Template.
• Human Resources Template.
• Finance Template.
• The Cash Flow Forecast
• Marketing Tamplate.
• Sales Tamplate.
• Financial Planning Example.
• SWOT Analysis.
• Product Approval Form

Preparing for the Company Program

The Company Program extends over 12 meetings. Each meeting will be 120 minutes.

Depending on your style and the students’ interests and abilities, meetings may take more or less time
than these recommendations. Some flexibility in the timings is expected so do abbreviate or modify within
the meetings as needed, Planning ahead is highly recommended.

The Volunteer Guide:

This Guide will direct you through the delivery of the meetings, please ensure the below ahead of each
meeting:
• Review the content of each meeting and its supplementary materials available on the Online Learning
Portal.
• Please remember to bring the materials needed for each meeting.
• Review the action points from previous meetings to be sure to follow up with the relevant students.
• Review the student learning objectives.

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 Starting The program:

Volunteers should adapt the meetings as necessary, staying focused on the stated objectives. Keep in
mind that meetings are designed as a framework and a model, and can be adapted to answer students’
special needs and interests. Please ensure to:

• Arrive early, but don’t interrupt if an activity is already in progress.

• Wear appropriate attire and respect the cultural dress code; look like an expert.
• Greet students in a friendly, yet professional, manner. Smile, shake hands, and maintain eye contact.
• Guide student behavior by providing an inviting environment, treating each young person with respect,
and meeting her or his needs.
• Introduce yourself to the students. Ask the students to create their Table Tents to help you learn their
names.
• Be yourself. Briefly talk about your early aspirations and your current job.
• State the behavior you expect from students (for example, raising their hands before speaking).
Reinforce this by recognizing examples of good behavior.
• Determine what students already know about a concept or topic. What knowledge and experiences
do they bring to the meetings?

INJAZ Bahrain Volunteer Conduct Standards

These standards are in line with the conduct standards of Junior Achievement and are designed to
help volunteers understand the conduct expected of them at all times during their engagement with
INJAZ Bahrain and their participation in the Company Program.
Volunteers must NOT:
• Have any inappropriate contact inside or outside the classroom with any student met through the
Company Program, including those students 18 years of age or older.
• Be in contact with any student inside or outside the classroom unless the student’s teacher,
another sanctioned adult, or the student’s parent/guardian is present and aware of the situation.
Such contact also requires the prior knowledge and consent of INJAZ Bahrain staff. Exceptions may
include routine business sessions or bona fide job interviews for students 15 years of age or older,
conducted at a regular place of business during normal business hours.
Any allegations of violation of these standards will result in immediate suspension of the INJAZ
Bahrain volunteer in question. If an investigation by the proper authorities determines a violation
occurred, the result will be the immediate and permanent dismissal of the INJAZ Bahrain volunteer.
Volunteers cannot participate in the Company Program before signing the Volunteer Conduct
Standards Form provided by INJAZ Bahrain office.

Teaching Strategies

• Tailor your presentation to meet the students’ needs. Avoid any use of gender, racial, religious or
ethnic stereotypes.
• Seek advice to determine the best way to work with students with special needs, those who have
limited Arabic or English language skills, or those who have difficulty reading.
• Limit lecturing; a lengthy lecture usually is the least effective of all teaching strategies.
• Instead of lecturing, question and probe the students in a motivating way so they can deduce the
answers themselves.
• Review main points or key terms. Keep terms posted as reminders for students.
• After calling on a student, wait at least 5 seconds for an answer. Use as many open-ended questions

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 as possible. Such as, “Can you think of an example of . . . ?”
• Don’t answer your own questions, and avoid criticizing or rejecting wrong answers from students.
• When particular skills are required, such as mathematical calculations, demonstrate the process
before asking students to solve a problem.
• Check for comprehension by asking relevant questions.
• Rather than regularly relying on the whiteboard or blackboard, do use flipcharts (where available) and
paper, and hang these up around the room. Doing so will allow you to change the focal point of the
meeting, rather than maintaining the same one all the time.

Managing the Students

• Give general directions before organizing students into groups.
• Save time by using the same groups for each meeting, when possible although sometimes, it will be
important to change group members.
• Circulate among the groups to answer their questions and to monitor their progress.
• Encourage students to help one another.
• Distinguish between active learning / genuine engagement and disruptive / inattentive behavior. A quiet
group isn’t necessarily productive, nor is a talkative group necessarily disruptive. Rigorous discussions
or active simulations often are noisy indicators that students are learning.

Entrepreneurial Skills Pass (ESP)

INJAZ Bahrain is pleased to offer an exclusive learning opportunity for the first time in the Arab region to
the Company program students, in order to mark their skills and abilities as young qualified entrepreneur
recognized internationally by taking an online assessment (ESP).

Entrepreneurial Skills Pass (ESP) is an international qualification that certifies students to start a business
or to be successfully employed through an online test, The ESP is a full package to support entrepreneurial
learning outcomes and to provide students with the skills and competencies employers are looking for,
students can also add it to their CV and use to pursue further education.

Pre ESP:
this assessment will be taken at the beginning of the program

Post ESP:
this assessment will be taken before Young Entrepreneurs Competition. The passing grade is 70%.

Students who passes the ESP, will be offered further extended learning opportunities such as: internships,
mentorship, Attending local and international forums and free training courses.

MEETING 1 7
 Define It!

The INJAZ Bahrain Company Program

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 Define It! Meeting 1

The INJAZ Bahrain Company Program

Overview

The aim of this meeting is to provide an introduction to the world of enterprise and start-ups. It begins
by introducing students to the INJAZ Bahrain Company Program, its process and competition, and is
followed by a discussion defining entrepreneurship, its related terms, and its importance to the economy.
The meeting concludes with an overview of the process of establishing a company, and the students will
begin the brainstorming process.

Meeting Objectives
By the end of this meeting, students should be able to:

• Describe the Company Program process.

• Describe the Company Program Competition process.
• Define entrepreneurship related terms and explain why entrepreneurship and entrepreneurs
are important to the economy.
• Explain the general process of establishing a company.
• Understand and appreciate the role of brainstorming.

Preparation Ahead of the Meeting

Whilst the INJAZ Bahrain Company Program is a student-led program, the volunteer will be expected
to lead and direct the first four meetings in order to help students through the initial processes that will
lead to structuring themselves into a company. From Meeting 5 onwards, the students should take over
the leadership and management of the meetings, and the volunteer assumes the role of advisor, guiding
the students and helping them monitor their progress. It is important for the students to take control of
their Company as this enhances their learning, empowerment, and experience.

During the meeting you are expected to adopt the INJAZ Bahrain approach of engaging students in
discussion so they can deduce the answers to your questions through their analytic thinking. Therefore,
please do not read to them, but rather continuously, and encouragingly question them. Please review
the content and the activities of each meeting in this guide, so that your comfortable and confident in
organizing the meetings and leading the students through the program.

The List of Appendix Materials (located at the Volunteer Guidelines section at the beginning of this
Guidebook) highlights the materials you will need in this meeting.

MEETING 1 9
 Meeting Outline

1. Introduction
2. Icebreaker
3. The integral components comprising the Company Program
4. The Company Program National and Regional Competitions
5. Defining Entrepreneurship Discussion
6. The Company Program Schedule
7. Brainstorming

Presentation

Introduction

Please introduce yourself and then briefly describe your background and explain why you
volunteered for the INJAZ Bahrain Company Program. Share with the students what you are
hoping to get out of this experience.

Please remember to distribute the Table Tents to each students to write their names in order
for you to memorize it.

The volunteer’s role is to help the students:

1. Master the challenges.
2. Encourage them to make use of the Online Learning Portal.
3. Emphasize the importance of reading each meeting’s chapter in their guidebooks ahead of the meeting
and researching the topics.
4. Monitor their progress so they can complete on time.

Icebreaker Activity
Train Wreck
1. Ask Students to place their chairs in a circle facing
each other and be seated.
2. Select one student to stand in the center of the circle
without a chair. This person state a fact about her/
him self. The fact can relate to a student’s Interest
or Talent, favorite color, or number of siblings, for
example.
3. Anyone seated who shares the same fact must take a
different seat (except the chair on either side).
4. the student who is unable to find a seat now must stand in the middle and state a personal fact.
The game continues until the volunteer calls time.

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The Company Program
1. Briefly describe the aims of the INJAZ Bahrain Company Program as set out here:
• To foster an understanding of the world of business, and the spirit of entrepreneurship
through the principle of ‘Learning by Doing’.
• To encourage young people to think globally about their enterprising potential and
activities.
The Company Program is an entrepreneurial process of creativity, innovation, team work, planning,
discovery, action, and competition. Through its process, students will learn about themselves and
their team members, will discover their hidden talents, acquire new skills, and reap the profits of their
diligence and persistence. Above all, the Company Program is a unique educative process that the
students will cherish for a long time.
2. The Company Program Stages.
The company program involves 5 stages (5D Framework), which will be covered in the 12 meetings as
follows.
Do It!
MEETINGS 8-12

Develop It !
MEETINGS 6&7

Design It!
MEETINGS 4&5

Decide It!
MEETINGS 2&3

Define It!
MEETING 1

Please emphasize to the students that the level of activity required from them increases as
they progress through the Company Program so they must be well prepared and organized.
The level of complexity of the content will vary from one meeting to another but with your
help, working as a team, reading and researching the topics ahead of the meetings, and using
the Online Learning Portal, they will master the challenges.

Table 1.1 below shows the levels of activity and complexity of the content that students will be civering
at each stage of the Compant program.
Table 1.1: Activity and Complexity Levels
Meeting Level of Activity Level of Complexity
of Each Meeting
Define It! 1 Low Low
2
Decide It! Medium Medium
3
4
Design It! High
5
6
Develop It!
7
8 High
Medium
9

Do It! 10
11
12 Low

MEETING 1 11
 The Company Program Competition

To give the students an idea of previous Company Program Competitions, so they understand
what is expected of them in the Company Program, please review a selection of the links
available on the Online Learning portal, and select one to show during this part of the meeting.
Please signpost the students to the available links on the Online Learning Portal to watch in
their own time if they wish.

It’s really important that students understand that they are entering a competition so please
ensure that they understand this, and also explain the competition process to them as follows:

The Company Program regional competition is INJAZ Al- Arab’s annual celebration of the achievements
of its students and their companies across the MENA region. There are two levels to this Competition:
national and regional. At both levels, student will present their company to a panel of independent and
carefully selected judges who will evaluate the performance of all competing companies based on the
INJAZ Al-Arab criteria.

Competition Stages: Both the National and Regional competitions comprise the following four stages:

All student companies that participate in the national competition must be prepared for the four
competition stages presented above. At each of these stages, the judges will assess the teams’
performance based on a set of relevant criteria. Meeting 12 is focused on competition preparation
and there are plenty of materials available on the Online Learning Portal (www.injazacademy.org/
companyprogram) dedicated to this.

At the end of the national competitions, the winning teams will be selected and announced by the
judging panels. Each Member Nation’s winning team will then progress to the regional competition. If
they get to this stage, they must start preparing for this right away, by considering and incorporating
the national competition judges’ comments and feedback, and refining their content and materials for
each of the four stages.

The Company Program Competition regulations apply to all participating Member Nations in the MENA
region. Student teams must strictly adhere to these guidelines to satisfy the criteria for the national and
regional competitions.

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Please share with the students the Company Program Competition guidelines which you need
to obtain from the INJAZ Bahrain officer, and ensure that you clearly explain the following
sections:

1. Company Program competition regulations.

2. Financing your Company (this point can be covered briefly today as it will be addressed in depth
in Meeting 5).
3. Age range of participants in the Company Program.
4. Language guidelines.
5. Regional competition award categories.

To ensure that students have digested all this information, please give them a couple of
minutes to complete the table in their guidebooks.

Entrepreneurship

Defining Entrepreneurship

1. Ask students to share their definition of entrepreneurship and capture this on a whiteboard
or flipchart.

In its simplest form, entrepreneurship is about taking the initiative and risk to start a new business, or
introducing a new and innovative product/service, or both!

Entrepreneurship is characterized by innovation and risk-taking, and is an essential part of a nation’s

ability to succeed in an ever changing, increasingly competitive and challenging global marketplace. It
is as important for society because it generates economic growth and creates value in many aspects
of life: socially, economically, environmentally, and politically.

2. Ask Students to names Entrepreneurs they know of, examples may include:

Bill Gates (Microsoft co-founder), Mark Zuckerberg (founder of Facebook), Steve Jobs (founder of
Apple), Abdul Hameed Shoman (founder of Arab Bank) and Talat Haarb (founder of Banque Misr). An
entrepreneur is someone who recognizes an opportunity and takes the risk to pursue it by starting an
organization that will extract value from this opportunity.

3. When you have at least 5 names on the list, ask students to explain why these individuals
are entrepreneurs? What have they achieved that makes them entrepreneurs? And, what
are their unique characteristics? Please list these answers on the whiteboard or flipchart
to capture the students’ contributions.

Entrepreneurs start and lead enterprises or new ventures. They are highly driven and motivated to
achieve and succeed, are optimistic, take calculated risks, are very independent, consider failure to
represent a learning opportunity, and simply do not give up! Entrepreneurs can operate individually, in
partnership, or own the majority shares in an incorporated venture.

It is now widely accepted that entrepreneurs are not only driven or motivated by financial profit for
themselves, but also by creating positive change in how people generally go about their everyday lives.

MEETING 1 13
 4. Now ask the students what they think are the benefits of entrepreneurship to the
entrepreneurs themselves. Ask the students if these are attractive and why.

Possible answers may include; Entrepreneurs are their own bosses, Entrepreneurs creates
jobs for other, Entrepreneurs establish their dream job, Entrepreneurs gain Fame and
Fortune, Entrepreneurs impact social and economic growth.

5. And now ask the students what they think the challenges for entrepreneurs might be, and
how they can be overcome.

Possible answers may include; Risk of business failure, Face obstacles and challenges,
limited Financial Resources and Endless working hours.

6. Now ask the students whether they would be up to overcoming such challenges themselves,
and if so, how they would go about it?

This discussion around questions 1 – 5 above should help the students arrive at the importance
of entrepreneurship, and how entrepreneurs drive the economy through their creativity,
innovation, and risk taking.

“I’m convinced that about half of what separates the successful

entrepreneurs from the non-successful ones is pure perseverance.”

- Steve Jobs,
co-founder and former CEO of Apple.

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 Arab Entrepreneurs …

Please ask the students to get into groups of 2 - 4, and complete the Arab Entrepreneurs
Challenge in their Handbooks. When the students complete the challenge, please reconvene
the overall group of students and reveal the correct answers. Ask the students how many
correct answers they got, and applaud the students who got at least 5 correct.
A N S W E R S

Zaha Hadid Elie Saab Mohammed Jaffar Fadi Ghandour

Iraq Lebanon Kuwait Jordan
ZHA Elie Saab Talabat ARAMEX
C O R R E C T

Lubna Olayan Abdullah Absi Amina Al Abbasi

Saudi Arabia Egypt Bahrain
Olayan Financing Zoomaal Amina Gallaery
Company (amongst others)

Students Enterpreneur example

RecycloBekia for example, originated as an INJAZ Company Program
enterprise, created by a team of 20 dedicated students from the Faculty of
Engineering at Tanta University, Egypt. RecycloBekia is Egypt’s first electronic
waste collection and green recycling company, and within a couple of years
of winning the Company Program competition in Egypt, they were listed on
Forbes 10 Middle Eastern Start-ups You Need to Know List (http://onforb.
es/1bmGEf6). For more information, visit www.recyclobekia.com.

Company Start-Up Process

Please explain this process to the students without overwhelming them but rather, by encouraging them
about the exciting challenge ahead, and asking them to read this section before in their guidebooks
every meeting so they know how far they have come, and how much further they still have to go!

Over the next 11 meetings, the students will engage in a hands-on, realistic process of establishing and
running their own company. With your guidance they will to come up with a profitable product concept
to develop, market, and sell. As in real life, to achieve this successfully they will need to undertake and
complete the following steps (where relevant) speedily and efficiently as presented in the following Gantt
Chart.

MEETING 1 15
 Please highlight to the students that in order to complete this process successfully, many of the steps
will need to occur simultaneously rather than sequentially. Therefore, they should individually start
thinking about which of these they are most interested in undertaking in the Company Program and
be able to explain why. This will be useful in Meeting 4 when the team will be expected to create a
Company structure and assign members to the necessary roles.

The Process of Enterprise Define It! Decide It! Design It! Develop It! Do It!
on the INJAZ Bahrain 1 2 3 4 5 6 7 8 9 10 11 12
Company Program

1. Collaboratively brainstorm to come up

with a creative and innovative product
or service that will take the market by
storm and initial market research.

2. Structure the Company so that

all team members know what is
expected of themselves and of each
other. Giving individuals very clear
roles and responsibilities will make
their jobs more manageable and
productive.

3. Determine the product or service to

pursue.

4. Sell all Company shares.

5. Create a prototype of the product (if

relevant to your Company).

6. Determine the finances and develop a

pricing strategy.

7. Further Market Research to collect

‘evidence’ about competitors, and
feedback from potential customers,
buyers, investors, partners and
existing shareholders about the
business model, including the
product/service characteristics,
pricing, distribution channels etc.
and then revising and finalizing the
product/service.

8. Secure some advance sales.

9. Design and implement a monitoring

strategy.

10. Determine required volume of sales.

11. Design and implement the marketing

strategy.

12. Design and implement the social

media strategy.

13. Design and implement the sales

strategy.

14. Promote and sell, sell, sell.

15. Liquidate the Company.

16. Competition Preparation.

17. Continuously reflect and plan.

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Brainstorming Principals
Ask students to share and discuss some problems/ challenges/ market gaps, and ideas /
solutions to resolve them. List these on the whiteboard or on a flipchart paper. Ask the
students to discuss if any of these are possibilities for them to consider on the Company
Program? Which ones and why? Now explain that they have just engaged in a brainstorming
session!

Please explain to the students that they will now begin the brainstorming process in earnest,
and that they should listen carefully in order to know how to do it successfully, and what
tasks need to be completed before Meeting 2.

Step 1 Students to individually think about and write down at least 1 and maximum 3, problems/
challenges / market gaps, to resolve through the Company Program.
The table in the Actions to Complete Before Meeting 2 section below allows for 3
separate problems / challenges / market gaps, however students don’t have to have
three, just one will do. Students can do this exercise in small groups (up to a maximum
of 4) rather than individually if they prefer. However, as this exercise needs to be
completed by Meeting 2, the students will need to be able to meet and complete the
work.

Step 2 For each of the identified problems / challenges / market gaps, students need to write
down at least one idea / solution that can be implemented in the Company Program.

Step 3 Students should then collect feedback about each idea / solution from at least 5
stakeholders e.g. potential customers, buyers, investors, and partners by:
1. Explaining the identified problem / challenge or market gap. Then, asking if they
agree that this is a problem / challenge or market gap that needs to be addressed.
2. Explaining the idea / solution to this problem / challenge or market gap. Then asking:
a. Do you think this is a good idea? Why?
b. How would you suggest it can be improved?
c. In your opinion, who would be the typical buyer of this product/service?
d. Would you buy one or more than one? Why?
e. How much would you be willing to pay for something like this? Why?
f. Have you seen something similar already available? Where? Do you know anyone
who bought it? Can you give me their contact details to speak to them?
3. Thanking the respondent and finishing by asking them if there is anything else they
would like to add?

Step 4 Students then evaluate the idea / solution based on the feedback collected by
considering:
1. As a result of the feedback, what if any, changes need to be made to the initial idea/
solution?
2. Is the idea / solution worth sharing with the team? Yes or no, and why?
3. The refined idea.

Step 5 Finally students need to write down all this information so it isn’t forgotten.

MEETING 1 17
 V O L U N T E E R A C T I O N S AHEAD OF MEETING 2

1. Read Meeting 2 chapter and explore its supplementary materials on the Online Learning Portal
(www.injazacademy.org/companyprogram) so that you are clear about the content and the process.

2. Use the space below to design a plan which states how you will successfully lead and direct
Meeting 2.

3. Make a list of any action points arising from this meeting that you or the students need to address
before Meeting 2, and address them.

4. Use the space below to write up your reflection on this meeting: What worked well? What did not?
What will you do differently in the next meeting? Why? What did you get out of this meeting? What
did you learn from this meeting?

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VOLUNTEER GUIDE
Decide It!

MEETING 2 19
 Decide It! Meeting 2

Decision Making in Process

Overview
This is the first of two meetings in the “Decide It!” phase of the INJAZ Bahrain Company Program. In this
meeting, students are introduced to the principles of Consultative Decision-Making, and are expected to
apply them when they are sharing, discussing and negotiating their brainstorming and ideas. Students
are also expected to start thinking about the roles they would like to play in the Company. This meeting
will familiarize them with company structures, roles and responsibilities, and effective communication
channels.

Meeting Objectives
By the end of this meeting, students should be able to:

• Appreciate the awareness, energy and creativity required for brainstorming a socially or financially
(or both) profitable product/service and company.
• Appreciate and understand consultative decision-making processes in teams and companies.
• Appreciate and understand the difference but complementary roles and functions within a
company.

Preparation Ahead of the Meeting

Please review the content of this meeting and the supplementary materials for it on the Online Learning
Portal (www.injazacademy.org/companyprogram). There is substantial small group work, consultation
and negotiation happening in this meeting so make sure you are familiar with the process and its
guidelines (set out in this meeting). This will ensure that you are comfortable and confident in organizing
this meeting (Meeting 2) and leading the students through it. In addition, you may want to review the
Brainstorming Principles from Meeting 1, as you’ll need to remind the students of these in this meeting.

In today’s meeting, students will share the outcomes of their brainstorming following Meeting 1 in small
groups, so be prepared to split the students into small discussion groups according to the instructions
provided in this meeting.

Familiarize yourself with the research questions, and with the specific points that students should be
addressing, so you can prompt them for this information.

Before your meeting, please review the needed materirals at the end of your volunteer guide under the
Appendix section.

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 Meeting Outline

1. Introduction
2. Consultative Decision Making
3. Brainstorming Presentations and Discussion
4. Brainstorming Consultation Short List
5. Brainstorming Next Steps
6. Company Structure, Departments and Communication Channels

Presentation

Introduction
1. Ask all students to display their names on their table tents to help everyone learn each
other’s names.
2. Begin by asking students “what is the first step to establishing a company?”
3. Once you have a few answers, acknowledge them and add: Similarly to real life, the first
step to establishing a company is to come up with a viable product/service idea to develop, sell,
and generate profits from, to sustain and grow the Company, and satisfy the shareholders. That is,
without the product/service, there is nothing to sell and therefore no company! Ask the students
if they agree or disagree with this and why.
4. Now ask the students “what is the second step to establishing a company?”
5. Once you have a few answers, acknowledge them and add: similarly to real life, the second
step is to determine the Company structure, the roles and responsibilities that are needed for the
Company to function effectively.
6. Ask the students what company departments and roles they already know and list these
on a whiteboard or a piece of paper that can be stuck to the wall for everyone to see.

Consultative Decision Making

1. Discuss with the students what a consultative decision-making process is, and what it
involves. Capture their answers on a whiteboard or paper. Be ready to share your own
answer and explain it – see the text below for information.
2. Ask the students to discuss and share some principles/rules that they think should
be adhered to during the Consultative Decision-Making process. Document these on
the whiteboard or paper, and ask all students to negotiate which principles should be
maintained by the Company and which ones can be eliminated. Remember to watch the
Once this exercise is complete, compare the students’ principles short explanatory session
on Consultative Decision
with the Consultative Decision-Making principles outlined below, Making available on the
and add any that the students have missed out. Online Learning Portal.

Consultative Decision Making Principles:

Everyone’s contributions must be respected, and all team members must be willing to listen and try to
understand opposing opinions and ideas. Throughout the INJAZ Bahrain Company Program, team
members should treat their colleagues as they would like to be treated themselves.
A good rule for the students to follow is the ‘ears to mouth ratio rule’: we have two ears and one mouth,
so we should spend 2/3 of the time listening, and only 1/3 of the time talking!

MEETING 2 21
 1. Be respectful – having a respectful and open attitude towards colleagues will improve students’
ability to listen attentively, and to understand viewpoints that differ from their own
2. Pay attention – students should listen with respect and attention to their colleagues as they offer
their views / opinions.
3. Ask questions – if a student is unclear on a topic, or needs further clarification, they should ask
questions. If they don’t understand something.
4. Negotiate – through negotiating students will identify team members who share their ideas or
that don’t, however is the key is to listen respectfully and ask constructive questions that will help
the team.
5. Vote – the very final stage of the consultation process is to vote. This allows each team members
to express their final view on the decision, by voting for or against it. The vote will be taken
unanimously. The votes are then counted by you in front of the students to showcase the idea
that secures the most votes. If the vote is a tie, the deciding CEO will have the final casting vote.

3. Now ask the students to discuss why the Consultative Decision-Making process and its
principles are important to adopt during the INJAZ Bahrain Company Program.
Answer: They help to ensure an effective, efficient, engaged and motivated team.

4. To reach a decision on the adoption of the Consultative Decision-Making process and its
principles, ask the students if they agree or disagree with their adoption and why.

Brainstorming Continued …
As we concluded at the end of Meeting 1, within the INJAZ Bahrain Company Program, brainstorming
is very important to the entrepreneurial process as it generates more, and better ideas than an individual
thinking alone. So, let’s begin the Brainstorming Consultation process! Remember, that during the
oncoming student discussions, your role is to monitor the negotiations and ensure that the students
are adhering to the brainstorming principles and the consultative decision-making principles. As the
volunteer, you can guide and question the students, but you cannot decide for them.

Brainstorming Presentations and Discussion

The purpose of this section of the meeting is for the students to share their ideas, the results of their
research and to evaluate each other’s proposals in order to be able to decide which ideas to eliminate,
and which ideas to progress to the next stage.

1. Ask the students to remind you of the Brainstorming Principles from Meeting 1 and list
these on the whiteboard or paper.

2. Explain to the students that during the following discussions and negotiations of their
ideas, they are expected to adhere to the Brainstorming Principles and the Consultative
Decision-Making Principles.

4. Split the students into small groups based on specific sectors, or interests, Ask each group
to identify, nominate and allocate a discussion facilitator. The students can record their
brainstorming notes on paper or a whiteboard.

5. Ask each students to review and share the ideas they have been working on since meeting
1, with their small groups.

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6. Now ask the small groups to discuss and negotiate the shared ideas in order to decide
which of them to keep. Each group must select a maximum of 2 favorite ideas.

7. Ask each small group facilitator, to share the favorite ideas to the class in order to discuss
and select final ideas. Please ensure that the students save a copy of the notes so they
can upload them to the team’s shared file (for example, DROPBOX, iCLOUD, or website
etc.). This will allow all the brainstorming data to be shared amongst all students for future
reference.

Brainstorming Consultation Short List

Once the class decide on the final ideas to progress to the next stage, they will need to allocate team
members to each idea to conduct further research and information gathering about it, before Meeting 3.

1. Students may volunteer themselves for a specific idea due to their interest in it. If there
are no students volunteering for an idea, then that idea will have to be dropped by the
group. Once the decisions are finalized, assign a student to complete this table in their
Guidebook:
Assigned Team Members

Idea 1

Idea 2

Brainstorming Next Steps

1. Ask the assigned students to write down their research plan. They should think about:
a. The information they need to gather.
b. Where they will collect this information from?
c. Who they will speak with to gather the information?
d. What questions they will ask their respondents?
e. How and when this will get done, and by whom in the group?

2. Explain to the students that in Meeting 3, they should be prepared to share their research
results. Therefore, before then, they will need to:
a. Repeat the research process undertaken following Meeting 1 (gathering information
about their ideas potential customers, buyers, investors, and partners).
b. Gather Further research data, information from other sources (Internet sites, newspapers,
articles, books)

3. Ask the students to compare their research plan with the research questions set out in the
chapter on Meeting 2 in their Guidebook to ensure they don’t leave vital information out.

4. Explain that this research process will help them to evaluate which of the five short-listed
ideas is really worth pursuing on the Company Program.

MEETING 2 23
 Research questions to address for every idea:

a. Who are the prospective buyers? Are they wholesalers, end-users, retailers or a combination
of these? How many of each type of buyer are the students looking for?

End
End user
user
The
Theconsumer
consumerwhowhowill
willbuy
buyyour product/service
your product/servicedirectly
directlyfrom
fromyou
youand
anduse
useit itrather
ratherthan
thansell
sellit
onit to
onothers
to others.

Retailer
Retailer
Will
Willbuy
buyyour
yourproduct
productininbulk
bulkand
andsell
sellit ittototheir
theirconsumers.
consumers. Shops
Shops are
are an
an example
example of
of retailers.
retailers.

Wholesaler
Wholesaler
Will
Willbuy
buyfrom
fromyou
youininbulk
bulkand
andthen
thensell
sellyour
yourproduct
productto
toother
other businesses
businesses rather
rather than consumers.
than consumers.

b. How big is the market for this idea? Is the market opportunity worth the effort? Is the market
sustainable?

Think about how likely is the market to grow (or not) in the short term, mid-term and long term.

c. Is the product/service already available? Who is offering it? How is it selling and for how
much? How satisfied are the competition’s customers? In what ways is the students’ idea
better than the competition? How can they compete in this sector and win? What is their
competitive advantage?

What distinguishes your Company from the competition?

d. Production and associated costs

The overall cost of producing the product/service.

e. Preliminary financials: number of items to be sold to break even, and to be profitable,

pricing, mark-up cost and selling price, profit margin. More information on these and how
to calculate them can be found in the chapter on Meeting 5.

Mark-up cost: A fixed amount or percentage, added to the cost of production, to create a profit

Profit margin: A percentage indicating how much net income is made on each $ of sales

Patents, Intellectual Property and Copyright:

These are legal terms with procedures to protect your ideas, innovations and products from
theft and copying. However, different countries have different regulations and processes so
it is best to speak to a person who is knowledgeable about your country’s relevant
laws and regulations.

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Company Structure
The purpose of presenting this section is to familiarize students with the expectation Remember to
watch the short
that they will have to organize themselves into a Company in Meeting 4. Presenting explanatory session
the students with the structure, job descriptions, and communication channels now, on this available
online.
means they can begin to think about the role and responsibilities they would like to
assume in the Company later on.

1. Ask the students to remind you what steps 1 and 2 to establishing a company are.
Answer: step 1: Come up with a viable product/service idea and step 2: Company’s Financial (Capital).

2. Now ask them what they think step 3 is.

Answer: It is structuring their Company and departments and to assign roles and responsibilities to
their team members. Please explain that this process will be completed in Meeting 4.

3. Present to the students the company departments referring to the Company department
poster available in the appendix section in your volunteer guide. Explain that it is important that
everyone in the Company is familiar with the various departments and their responsibilities
so they understand their own role and responsibilities, as well as everyone else’s.

Figure 2.1: Mind Map of Company Departments

MEETING 2 25
 4. Discuss with the students what are the purposes of having a company structure and what it
achieves.
Answers:
a. Outlining the Company’s departments, their responsibilities and functions, and how they fit together
to create an effective and operational system and company identity.
b. Clarifying the leadership flow, and the lines of communication, policies, authority and responsibilities
within the Company. To enhance the team’s performance and their ability to work together effectively,
all team members must be familiar with the expectations of all roles and their responsibilities.
6. Present to the students the company departments referring to the Company department
poster available in the appendix and their guidebooks. Explain that it is important that
everyone in the Company is familiar with the Company structure so they understand their
own position and responsibility as well as everyone else’s.

DIRECTOR
FINANCE

Figure 2.2: Company Structure

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Remind the students that they will be structuring their Company in Meeting 4 so it is highly
recommended that they take the time to read this section in their Guidebooks, especially the
section entitled Chief Executive and Directors Job Descriptions.

Executive and Director Job Descriptions

Rather than going through these in detail during the meeting, encourage the students to read
this section before Meeting 4, and to start considering the roles they would like to play in the
Company. Explain to the students that they can bring their questions and queries to you in
Meeting 3.

The job descriptions presented here are for executive roles which are the following:
- Chief Executive Officer (CEO)
- Director of Finance
- Director of Product Development
- Director of Human Resources
- Director of Marketing
- Director of Sales

Each of these roles represents a high level of responsibility and accountability. All executive and director
roles involve leadership, confidence, dedication and commitment, resourcefulness, hard work, excellent
communication skills, outstanding organization skills, people skills, creativity, and boundless enthusiasm
and energy. These are not roles for anyone expecting an easy job, or simply wanting to boss people
around, or wanting to take credit without doing the work. Individuals who take on these roles are expected
to:
• Inspire and lead by example.
• Work hard to make sure that all the necessary jobs get done on time, and within budget.
• Ensure that all team members get the credit they deserve for their performance.

CHIEF EXECUTIVE OFFICER (CEO)

Has overall responsibility for the Company and its performance. As such, it is the role of the CEO to
ensure that:
• The company is well represented in the business market, and is aware and able to support of
each department performance.
• The Company runs smoothly, and targets are met on time and within budget.
• Organizational targets are set and met within each department.
• The Company’s business strategy (organizational plan) is efficiently implemented and that
performance is monitored and evaluated through regular meetings with the team.
• The Company’s organizational values and reputation are upheld amongst staff, suppliers,
customers, shareholders and other stakeholders.
• Problems are identified and resolved quickly.
• Produce the Company annual report alongside the directors.
• All Company members are aware that the CEO has the final casting vote.

MEETING 2 27
 DIRECTOR FINANCE

Has overall responsibility for the day-to-day management of all aspects of the Company’s finances. The
role is to:
• Create and maintain accurate records of Company expenditure (purchases) and income (sales).
• Manage Company bank account and all associated financial transactions.
• Control and forecast Company cash flow.
• Produce accurate and timely profit and loss statements for the CEO and volunteer.
• Collaborate with the Marketing department on pricing.
• Collaborate with the Product developmant team on production costs.
• Meet regularly with the CEO to monitor and evaluate performance and progress.
• Ensure that the CEO is kept regularly appraised of all Company-related finances.
• Prepare the Company financials for fund raising and investment opportunities.
• Track all shareholders’ investments in the Company.

DIRECTOR HUMAN RESOURCES

Has overall responsibility for the staff employed by the Company. Without the goodwill and hard work of
the employees, the Company could not operate, and as such the HR director’s role is to develop and
implement an HR strategy to ensure that staff are:
• Organized so that they know what their individual roles consist of, and the responsibilities
associated with them, and understand how their roles fit into the wider organizational structure.
• Supported so that they know who to approach for help / advice, understand the Grievance
and Disciplinary Procedures.
• Create, keep, and up-date personnel records.
• Co-ordinate and oversee disciplinary hearings.
• Monitor, measure, and report on HR-related input into the organizational plan (achievements,
developmental goals etc.).
• Ensure compliance with regard to staff working conditions and practices, health and safety,
quality management, and general duty of care.
• Manage the Company’s internal communications to ensure that all staff understand the
Company’s position in the market, and the impact this has on their roles.
• Create and manage regular reporting activity to the executive team.
• Manage the Company’s administration tasks, including but not limited to: preparing meetings
and setting them up, taking minutes at meetings and keeping a record of these, keeping an
attendance log to generate the payroll and sharing this with the Finance department to arrange
salaries accordingly.

DIRECTOR MARKETING

Has overall responsibility for planning, and delivering the marketing strategy, through which the Company’s
product/service is brought to the marketplace. As such the Marketing director is responsible for:
• Developing a robust and flexible marketing strategy that reflects the Company’s vision and
brand.
• Implementing the marketing strategy in order to retain current customers, create new markets,
and protect the Company brand.
• Developing a public relations (brand management) strategy; a social media strategy; and a
mainstream media (radio, press, TV) strategy, within the overall Marketing Strategy.

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 • Delivering the marketing strategy within agreed budgets and timescales.
• Monitoring ongoing customer satisfaction and feedback (both positive and negative) through
surveys, calls etc.
• Creating and managing regular reporting activity to the executive team.

DIRECTOR PRODUCT DEVELOPMENT

Has responsibility for overseeing the Research and Development (R&D), design, safety, packaging,
quality control, manufacturing, and delivery of the product/service offering. As such, the Product
Development director’s role is to:
• Manage the creative process associated with the R&D function.
• Oversee the design process that will facilitate production, packaging and delivery of the
Company’s chosen product/service.
• Ensure that the manufacture (of the product) is carried out safely, to the agreed price, and in
a timely manner.
• Ensure that the product meets and complies with the national/international relevant quality
standards.
• Ensure that the product is approved by the INJAZ Bahrain office.
• Keep detailed records of raw materials received, and manufactured goods released for sale.
• Design and develop the packaging for the product.
• Carefully manage budgets and ensure that the product/service is delivered on time.
• Communicate information to the CEO in a way that facilitates inter-departmental understanding
of the product development process, and the impact of such on the work of other departments.

DIRECTOR SALES

Has overall responsibility of selling the produts, customer retention, and new customer development.
As such the Sales director’s role is to:
• Directly communicate and sells to customers (Business to Business /Business to Customers).
• Gain Customer satisfaction, through good customer care and service.
• High customer retention rate, by creating and maintaining long term relation with the customer
(Customer loyalty).
• Develop and deliver a Sales Strategy that encompasses sales targets, customer retention, and
new sales development.
• Plan and deliver the component parts of the Sales Strategy within agreed timescales and
budgets.
• Create and manage sales administrative systems to accurately track stock levels, costs, sales,
and profits.
• Oversee the creation and reporting of financial information relating to sales to the CEO.

MEETING 2 29
 Communication Channels within the Company
It is really important that students understand how communication channels work within the Company
and why. Therefore, discuss the following questions with the students and record their answers
on a whiteboard or paper:

1. What are the benefits of effective communication in a company?

The benefits to the Company of effective communication at all levels are manifold, and can include:

Source: Bovee, Thill, and Schatzman (2004)

2. How can every member of the Company ensure that internal communications in the Company
work successfully?

Answer: Effective communication is vital to the success of any company. Each and every Company
member has a role to play in ensuring that internal communications work successfully by:

a) LISTENING carefully to information received and acting on it appropriately.

b) ASKING for clarification on issues that are not properly understood.
c) DISCUSSING issues of contention (problems, disagreements, misunderstandings etc.)
3. How should the communication channels work?
The channels of communication within any company should be simple, transparent, and easy to access.
Communication should be a two-way exchange of information, opinions, and views, and it should be

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just as easy to communicate across the various levels and departments of the Company structure.

4. What can be done to facilitate communication within the Company?

Here are some recommendations to facilitate communication within the Company:

• Regular (at least weekly) departmental, executive team and directors’ meetings.
• All 12 meetings of the Company Program are an opportunity for a board meeting where
each departmental team can give an update of their department’s activity and performance
to all team members.
• Recording of minutes at all meetings and uploading these swiftly onto the Company’s
electronic information sharing site such as google docs, for all team members to access.
• Using email as a preferred communication tool as this facilitates documentation and allows
for an audit trail.
• Executive team members should copy each other into email and other correspondence.
• Directors should copy all their department staff into emails and other correspondence.
• When communicating across departments, the relevant departmental directors should be
copied into all correspondence.
• Team members within a department should always copy their departmental director into all
correspondence.
• Ensure that all emails are answered / acted upon within 24 hours.
• Anonymous complaints should be automatically disregarded.

5. What should be done if there is a complaint or by a Company member? Compare the

students suggestions with the guidelines presented in the relevant section below and in
their guidebooks.

Complaints: When these happen, they are usually a result of poor communication. Conflict requires
both parties to be willing to resolve the problem – usually for someone to offer a meaningful apology,
and for someone else to accept that apology with good grace and be prepared to move on. Very
occasionally, a conflict cannot be easily resolved and it becomes a complaint or grievance. If this
happens, the students will need your help and support to resolve the issue.

Please advise students of the following guidelines:

a. Team members should approach their departmental director in the first instance.
b. If the complaint is about the student’s departmental director, then the student should approach one
of the executive team members.
c. An approach can be made in person (face-to-face) or by email. If an initial email complaint to a
manager elicits no response, then a second email should be sent, copied to the CEO or one of
the directors. The purpose of informing the directors, is to gain an impartial view of the situation
and obtain a solution. The chosen manager can then arbitrate in the complaint, and can suggest
possible resolutions to the problem that will allow everyone to feel that justice has been done, and
that their voices and experiences have been heard.
d. Complaints should be made from a named member of staff to a named member of staff rather than
anonymously. This ensures the transparency of the process, as well as the safety and confidence of
everyone in the Company.
Please ensure that students understand that:
Any Company member including CEO, and the directors can be relieved from their responsibilities
and / or dismissed from the Company, if they are not fulfilling their responsibilities satisfactorily.
To dismiss a director or a member of the executive team, a majority vote is required.

Please remind the students that: It only takes one person to create a dispute, but it takes two
(at least) to resolve it.

MEETING 2 31
 V O L U N T E E R A C T I O N S AHEAD OF MEETING 3

1. Use the space below to make a list of what worked well and what could have been improved in this
meeting.
2. Make a list of actions arising from this meeting that you need to explore before Meeting 3, and work
on them!
3. Read the material on Meeting 3 and explore the relevant alumni success stories and testimonials on
the Company Program Online Learning Portal (www.injazacademy.org/companyprogram).
4. Design a plan on how you will successfully lead and direct Meeting 3 and record it here:

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Decide It!

MEETING 3 33
 Decide It! Meeting 3

Deciding the Idea

Overview
Meeting 3 is about the students deciding on the ONE idea that they want to progress as a team, and
exploring the Company identity in the Company Program You will be busy in this meeting ensuring that
the collaborative decision making process, introduced in Meeting 2, is followed.

Meeting Objectives
By the end of this meeting, students should be able to:

• Appreciate the process required for brainstorming a socially or financially (or both) profitable
product/service and Company.
• Apply consultative decision making processes in teams and companies.
• Appreciate and understand the importance of research and information gathering for
developing a viable product or service.
• Prepare and present a pitch about a business idea to present to the rest of the Company.
• Appreciate the importance of the Company identity.

Preparation Ahead of the Meeting

Review the content of this chapter and the supplementary materials for it on the Online Learning Portal
(www.injazacademy.org/companyprogram). You will be leading and facilitating this meeting where there
will be considerable consultation and negotiation between the students as they decide on the ONE
idea that they want to develop and pursue in the Company Program. Therefore, revisit the consultative
decision-making process and its guidelines set out in Meeting 2. Similarly to previous meetings, please
adopt the INJAZ Bahrain approach of engaging students in discussion, so they can deduce the answers
to your questions through their analytic thinking. Rather than reading to the students, engage them
through continuous questioning and discussion.

Please familiarize yourself with the content that students should be presenting in their pitches at this
meeting. Doing so will help you to make sure they cover everything when they are pitching. If they don’t,
you should prompt them by asking them the necessary questions.

Given that your group might decide upon their chosen idea quickly and not need this entire meeting to
do so, it will be useful for you to review the content of Meeting 4 in case you, and the students, want
to move onto it in this meeting.

Before your meeting, please review the the needed materials at the end of your volunteer guide under
the Appendix section.

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 Meeting Outline

1. Introduction
2. Deciding on the Idea:
Step 1
Step 2
Step 3
Step 4
Step 5
3. Company Identity

Presentation

Introduction
Welcome the students to Meeting 3 and explain that the purpose of this meeting is to finalize
the idea (product/service) for the team to progress on the Company Program. Explain that the
Company will get to revisit, review, develop and refine this idea in later meetings.

This is the second meeting of the “Decide It!” stage and builds on the brainstorming, Company structure,
effective communication, and roles and responsibilities within a company, covered in Meeting 2. As in
real life, starting a Company involves lots of decision-making, and often there are time consuming and
tough decisions to be made. Respectfully listening, discussing, and negotiating amongst themselves
before arriving at decisions will be important for the students throughout the Company Program process.

At this meeting the students will take the Company’s first important decision! This will be to identify the
most viable product/service idea for the team to progress, develop, sell, and generate profits from, in
order to sustain and grow the Company, and satisfy the shareholders.

Before students begin their small group discussion and negotiation, ask them to remind you
of the consultative decision making principles. List these on the whiteboard, or on paper.

Here they are as a reminder:

1. Be respectful
2. Pay attention For more details about these principles,
please review Meeting 2
3. Ask questions
4. Negotiate
5. Vote

Remember, your role is to monitor these discussions and negotiations and to ensure that the students
are adhering to the brainstorming principles and the consultative decision making principles.

Step 1: Begin by asking the students to return to their allocated small groups from Meeting
2. Each group should identify, nominate and allocate a discussion facilitator (this can be the
same person as in Meeting 2, but does not have to be).

Step 2: In each group, each assigned team has a maximum of ten minutes to present the idea
and results of their research and information gathered, and their decision about pursuing the
idea or not. The students should record the process of their decision-making in the Company
minutes.

MEETING 3 35
 Step 3: Each small group should discuss the presented ideas through the consultative
decision-making process (discussion, negotiation and voting) and decide upon one idea to
present to the class and volunteer. If a decision on one idea cannot be reached through
negotiation, encourage the small group members to vote anoymously.

Step 4: Each small group prepares and presents a 90 second elevator pitch about their idea to
convince you and the rest of the student why their idea should be adopted by the Company.
Within each group, the members must decide on who will present the Short, clear, confident and
pitch. As the pitch is only 90 seconds, it is best to have one presenter convincing presentation
from each group. The pitch should cover the following information
which should have been collected
after Meeting 2:

a. The idea (product/service) and the problem it is solving

b. Market size for this idea
How much demand is there for our product/service idea.

c. The target market

People most likely to buy our product/service.

d. The competitive advantage

What distinguishes our Company and our product/service from

the competition?
To find this out we need answers to these questions:
1. Is the product/service already available?
2. Who is offering it?
3. How is our idea better than what is already available?
e. How easily and quickly it can be produced and where?
f. How profitable will the product/service idea be to the Company? Why?
g. Summary of what the stakeholders said about the product/service idea.
h. Why the product/service idea will win the Company Program competition?
Step 5: After all the elevator pitches have been presented, the Company must decide on
the one idea to focus on during the Company Program. Again, the consultative decision-
making process (discussion, negotiation and voting) must be adopted and facilitated by the
volunteer. If a decision on one idea cannot be reached through negotiation, encourage the
students to vote anonymously.

Here are some questions that students should be encouraged to discuss when negotiating and deciding
which ideas to keep and which ones to eliminate:

a. Is the idea viable? Is the idea worth pursuing? Is it feasible? Does it make sense? Can
we build a successful business around it?

b. What if any, changes need to be made to the initial idea / solution?

c. The refined idea. This is the revised, changed and improved version of the initial idea
which comes about after the research.

d. Is the refined idea worth pursuing? Yes / No and why?

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Step 6: Once the final product has been selected, Students must begin producing the product,
and present the prototype on meeting 6. Kindly advise the students that the selected idea
might not go according plan due to high cost, limited resources and time. Therefore alway
encourage them to set a plan B of the product idea and to be fixable enough to change.

Company Identity
Please inform the students that this is the last task for today, and that it is a very important
one because the name they choose will remain with the Company for a very long time, and
possibly forever! Therefore, they should choose it wisely and make sure that it reflects the
Company members, their shared vision, idea and future.

Explain to the students that there are several types of company names as such:

a. Acronym: An abbreviation of a phrase or title that reflect the Company.

Examples here include AOL, ARAMEX, IBM and SONY.
b. Descriptive Name: Proper nouns that describe what the product/service is about or what it
does. Examples here include Arab Bank, Etisalat, Hikma, Nahdet El Mahrousa, Talabat.
c. Personal or Family Name: In some cultures this is very popular.
Examples include Al-Futaim, Ford, Honda, Nestle, and Zalatimo.
d. Senseless Name: A made up word that has no meaning, but may be memorable.
Examples include: Ebay, Google, and Skype.
e. Unrelated Name: A real word that is not related to the product or service offered.
Examples include: Akhtabout, Apple, Amazon, Juhaina, Jumeirah Group, Nike and Zain.

Company Name Brainstorming

1. To begin the Company name brainstorming, ask students to share the Company names
they have thought of since Meeting 2.

2. Now ask students to classify these Company names into the 5 types of company names by
completing the following table on a piece of paper:

Acronym Descriptive Personal / Senseless Unrelated

Name Family Name Name Name

Please explain to the students that a company name should be:

• Brief / short
• Creative and new
• Easy to pronounce in the customers’ language
• Legal
• Memorable and catchy
• National / international
• The ‘.com’, twitter handle and Facebook page should all be available for it
• Timeless instead of trendy
• Unmistakable on Google

MEETING 3 37
 Please keep a record of the completed table and keep this safe as the students will need it
again in Meeting 4. Please remember to upload the documents in the team’s shared file.

Please explain to the students that the Company name is only one aspect of the Company
identity. Other aspects of the Company identity such as the values, vision, mission and logo
will be addressed in Meeting 4.

V O L U N T E E R A C T I O N S AHEAD OF MEETING 4

1. Make a list of what worked well and what could have been improved in this meeting.

2. Make a list of actions arising from this meeting that you need to explore before Meeting 4, and work
on them!
3. Read the chapter on Meeting 4 and explore its supplementary materials on the Online Learning
Portal (www.injazacademy.org/companyprogram).
4. Have a go at completing the Self-Assessment exercise in Meeting 4 and see how it works for you.
5. Design a plan on how you will successfully lead and direct Meeting 4 and record it here:

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Design It!

MEETING 4 39
 Design It! Meeting 4

Designing The Company Structure

Overview
Meeting 4 is about structuring the students into a Company and its departments. This meeting builds
on the brainstorming and decision-making processes that students have engaged in this far, and
revisits the Company structure as discussed in Meeting 2. To help the students identify how they will
contribute to the Company, a self-assessment exercise has been included in this meeting. You will be
busy facilitating this meeting and ensuring that the collaborative decision-making process introduced in
Meeting 2 is followed.

Meeting Objectives
By the end of this meeting, students should be able to:

• Appreciate and understand decision-making processes in teams and companies.

• Appreciate and understand the different but complementary roles (and their functions) within a
Company.
• Appreciate and understand the different but complementary functions of each Company
department.
• Establish a Company.
• Identify and evaluate the strengths and weaknesses they (as individuals) bring to the team.
• Understand Company values, vision and mission.

Preparation Ahead of the Meeting

Similarly to the previous meetings, you are expected to adopt the INJAZ Bahrain approach of engaging
students in discussion and negotiation so they can deduce the answers to your questions through
their analytic thinking and processing. Therefore, please do not read to them, but rather continuously,
and encouragingly question them. Please review the content of this meeting and the supplementary
materials for it on the Online Learning Portal at www.injazacademy.org/companyprogram. You will be
leading and facilitating this meeting where there will be considerable negotiation and discussion as the
students structure their Company and decide on who will assume the various roles. The students will
also begin exploring the Company’s values, vision and mission in this meeting so please be prepared to
lead and probe them appropriately in that discussion. You may wish to make a note of the envisaged
values, vision and mission based on what you know about your students and their idea so far.

Do complete the students’ self-assessment exercise (below and in their guidebook) so you are familiar
with it when the students complete it during the meeting.

As the students will be finalizing the Company name in this meeting, please ensure that you bring the
recorded Company name suggestions from Meeting 3.

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Given that your students may progress through the content set out in this meeting more quickly than
anticipated, it will be useful for you to review the content of Meeting 5 in case you and the students want
to move onto it in this meeting.

Before your meeting, please review the needed materials at the end of your volunteer guide under the
Appendix section.

Meeting Outline

1. Introduction and self-assessment on teamwork

2. Departmental responsibilities
3. Structuring the Company
4. Defining the Company’s values, vision and mission
5. Shortlisting the Company name

Presentation

Introduction

Welcome the students to Meeting 4 and explain the purpose of this meeting, which is to:
1. Identify the team members’ working style and characters.
2. Identify the strengths and skills within the team.
3. Structure the Company.
4. Draft the Company’s values, vision and mission.
5. Agree on the Company name.

This is the first meeting of the “Design It!” stage and builds on the brainstorming, Company structure,
effective communication, and roles and responsibilities within a company, covered in earlier meetings.
Starting a Company involves lots of decision-making, and this process can often be time-consuming
and tough. Therefore, listening, discussing and negotiating will remain key throughout the Company
Program.

“
According to Sahar El Aida from Morocco’s SOS Cours, “Choose a company
department because you are interested in learning how it works and what it does
rather than because your friends will be in it, or because you think it will be easy.”

MEETING 4 41
 Self-assessment on Teamwork
10
Ask the students to complete the multiple choice questionnaire in their guidebooks by circling min

one of the three answer choices for each question. Advise students that for each question, they
must choose the one option that most resembles them. Completing the questionnaire should
not take more than 3 minutes.

1. a) I am realistic about everything I do. 8. a) I enjoy applying my talents to getting things

done.
b) I enjoy working in teams more than
working on my own. b) I enjoy tasks that involve other people the
most.
c) I like change and variety.
c) I enjoy thinking deeply about a task before
2. a) I prefer logical thinking. approaching it.
b) I prefer working with new people.
9. a) I like practical ideas.
c) I prefer ideas to details.
b) I am an open person.
3. a) I am interested in facts and figures. c) I enjoy designing new things.
b) I am interested in people, their
10. a) I like science subjects more than arts
personalities and opinions.
subjects.
c) I am interested in creative thinking and
b) I think about other people’s emotions when I
the bigger picture.
am interacting with them.
4. a) My aim is to turn ideas into useful practice. c) I am ambitious.
b) My aim is to know how ideas affect the
11. a) I like working with figures and numbers.
people involved.
b) I am a compassionate person.
c) My aim is to create change.
c) I often have innovative and creative ideas that
5. a) Being straight to the point is the best no-one has thought of before.
approach.
12. a) I consider all the evidence before I make
b) Considering other people and the way
a decision.
they feel is the best approach.
b) I am calm and tolerant when I work with other
c) Being innovative and thinking ‘outside
people.
the box’ is the best approach.
c) I like to think of unusual solutions to problems.
6. a) We should talk about things in a clear and
practical way. 13. a) My favorite kind of work is factual and
functional.
b) We should talk about things in a personal
and open way. b) I am very outspoken about my ideas.
c) We should talk about things in an abstract c) I am quick to spot new opportunities.
and conceptual way.
14. a) I am thorough in my approach.
7. a) I am pragmatic in my approach.
b) Being sociable is important to me.
b) I am open about my emotions.
c) I understand the links between ideas.
c) I am adventurous.

1. Ask the students to add up their A answers, B answers, and C answers and to write these
totals in their Guidebooks.

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2. Ask the students with majority ‘a’ answers to sit together, those with majority ‘b’ answers
to sit together and those with majority ‘c’ answers to sit together. This will show everyone
how many of each personality type are in the team.

3. Present the personality types to the students as follows:

Mostly A’s: The Practical Doer

These individuals are practical and get on with the work. They get things done. They like ideas that are
based on real evidence and past experience, and focus on how such ideas can be useful when put into
practice. They are careful and practical planners who are not so keen on finding creative or innovative
solutions, and have no interest in philosophizing. They much prefer the ‘tried and tested’ method and
are very interested in facts and figures – hard evidence. They communicate in a concise way and are
not overly concerned with the emotional or sentimental side of interactions in teams.

Mostly B’s: The Sociable Talker

These individuals are extremely sociable and gregarious extroverts, and tend to have a wide social
network. They are energetic and enthusiastic when it comes to working with new people and because
they find it very easy to speak up in groups, they can dominate group discussions. They are very
concerned with creating harmony in a team, and are committed to empathizing with the feelings and
emotions of others. This can mean that they focus less on the practical side of implementing ideas, and
neglect to consider hard facts and figures.

Mostly C’s: The Visionary Thinker

These individuals are addicted to big creative and innovative ideas and solutions to solving challenging
problems. They enjoy a conceptual approach looking at the bigger picture and are always coming up
with endless new ideas. They are concerned with the abstract, and are very committed to the ideas they
believe in. They generally don’t follow through on the implementation of their ideas, as they are already
generating new ones! Often, they are caught up in ideation without sufficient concern for feasibility,
implementation or the practical and management aspects.

4. Ask the students why the three personality types are needed in the Company?

Answer: the three types complement each other, and all are needed within the Company. Each type
has certain strengths that they bring to the Company’s departments.

The Practical Doer The Sociable Talker The Visionary Thinker

(A) (B) (C)

MEETING 4 43
 5. Ask the students to discuss to what extent they agree with their team personality type and why.

6. Ask the students to add this new identity to their table tent, with their names.

Table 4.1: Personality Types and their Strengths

1. Ask the students to bear in mind the role that they would ideally like to play in the Company, and to
review Table 4.1 in their Guidebooks to see what strengths they could bring to the Company based
on their personality type.

CEO FINANCE HR MARKETING PRODUCT SALES

DEV

Personality Type: The Practical Doer (A)

STRENGTHS Does the work Suited to Preparation & Market Methodical Will meet or
efficiently calculations, implementation research and detailed exceed sales
Logical
and in an accounting of organized & data research, targets
Methodical organized, and preparing systems, plans analysis, and design and
systematic way financial and processes implements development
Numeric reports practical
solutions
Organized

Practical Monitoring and Monitoring and Monitoring and Monitoring and Monitoring and Monitoring and
evaluation evaluation evaluation evaluation evaluation evaluation
Systematic

Personality Type: The Sociable Talker (B)

STRENGTHS Leads and Enthusiastic Great with Customer Considers the Convincing to
delegates about pitching people and service, usability and customers and
Caring confidently and for investment managing them networking, value of the great at selling
caringly social media product to
Considerate
customers and
Outgoing communicates
the product
Sociable and Company
well

Personality Type: The Visionary Thinker (C)

STRENGTHS Sees the big Creative in Creative Designs Proposes Thinks of

picture and crowd funding problem creative and creative and alternative
Ambitious visualizes the campaigns, solving unusual innovative selling outlets,
opportunities seeking advertising product/service concepts and
Creative and goals alternative and marketing ideas strategies
Impatient ways of campaigns
financing and
Innovative investment

Risk taker

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Departmental Responsibilities

Students should be familiar with the responsibilities of each department within the Company as
these were presented in Meeting 2. Additionally, they were asked to read the job descriptions for the
executive team positions and the departmental directors following Meetings 2 and 3.

1. Ask the students to consider the top three key personality strengths for each role / department,
based on their knowledge of the relevant role / departmental responsibilities. Capture these
on separate pieces of paper for each of the roles / departments listed below and display them
around the classroom: you should end up with 8 separate sheets of paper hung up around the
room!

a. CEO (e.g. ability to be ambitious and visionary, ability to communicate effectively, ability to lead and
inspire).
b. Finance department (e.g. excellent organizational skills, accurate and pay attention to details,
effective communication, excellent mathematical skills).
c. Human Resources department (e.g. ability to communicate at all levels (workers, managers,
directors, executives), ability to support and develop staff, caring and compassionate approach to
people).
d. Marketing department (e.g. ability to be creative and innovative, ability to conduct research,
analytical thinking, great communicator).
e. Product Development department (e.g.Efficient, Creative and innovative, Great project
management).
f. Sales department (e.g. Efficient, Creative and innovative, Great project management).

Please review the Meeting 2 chapter for further information on this.

Structuring the Company:

Please follow the below process with the students to help them structure the company. Kindly
refer to the company structure poster.

Remember, your role is to monitor the discussions and negotiations and to ensure that the students are
adhering to the consultative decision-making principles. As the volunteer, you can guide and question
the students as they make decisions, but you cannot decide for them.

Please note, for all positions, if there is more than one candidate, then all candidates should be invited
to give a 30 second presentation to convince all Company members why they are the best candidate
for the position. To determine the candidate, all Company members should vote through a secret ballot
for their preferred candidate. The candidate with the highest number of votes wins the position.

Candidates who do not secure the position they were running for, can consider applying for another
position in the Company.

1. Ask students to begin by selecting and voting the company CEO.

2. Then, ask the students to select and vote for the company’s directors. ( Director Finance,
Director Human Resources, Director Marketing, Director Product development, Director
Sales).

3. Now, Ask the remaining students to decide which department they would like to contribute to
during the company program. Split them based on each department’s workload.

MEETING 4 45
 Once the voting and Company structure is completed, the Human Resources (HR)
department’s work begins immediately as they should use the Company Structure
poster to insert the team members’ names under each position. They should
also collect each team member’s email address and telephone number to create a
Company Contacts List.

Defining the Company’s Values, Vision and Mission

As the Company now has a clear idea (product/service) to pursue in the Company Program, discussing
and drafting the Company values, vision and mission is important to ensure that all Company members
are clear about how to proceed. Combined together, the Company’s values, vision and mission drive
the Company and its operations.
Please remind the
Keep the students in their departments and: students to adhere
to the Consultative
1. Ask for a member of each department to take minutes / notes of the Decision Making
Principles during
discussion. Briefly explain to the students what values, vision and their discussions.
mission are – please see Table 4.2.

2. Ask each department director to facilitate a departmental discussion identifying the

Company’s values, vision and mission.

3. Ask each group to complete Table 4.2 in the Student Guidebooks by:
a. Calling out values that they want the Company to uphold, and explain why these are
important and applicable to the Company.
b. Drafting a clear vision statement which reflects the Company and what it is about.
c. Drafting a clear and concise mission statement which reflects the agreed Company
values, and the Company’s purpose.

4. Once each department has their drafted values, vision and mission, they should give these
to the CEO to refine in preparation for sharing with the Company in Meeting 5.

Table 4.2
Nike’s Values, Vision and Mission 1 Students insert their
Company’s
values, mission and vision
here

VALUES: • Transparency is an asset, not

a risk
Underpin the Company and
• Collaboration enables systemic
guide its behavior. All Company
change
members are expected to adopt
these values and will be held • Every challenge and risk is an
accountable to them throughout opportunity
the Company Program. The • Design allows you to prototype
values are often made explicit in the future, rather than retrofit
the Company’s mission which the past
is shared with the Company • To make real change, you
members, the stakeholders have to be a catalyst
and anyone interested in the
Company.

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 VISION: To help Nike Incorporated and our
consumers thrive in a sustainable
This is what the Company strives economy where people, profit,
to achieve. It’s about your dream and planet are in balance.
of where you want the Company
to be in the future. The vision
drives and guides the Company
by describing what the Company
must achieve to be successful.

MISSION: To bring inspiration and innovation

to every athlete in the world.
In one or two sentences, the
mission clearly communicates the
Company values, purpose and
product/service. It is an accurate
statement of how the vision will be
achieved by the Company.

Shortlisting the Company name

1. Share with the students the Company name suggestions from Meeting 3 and ask them to
shortlist 5 names now. If the students now decide that none of the Company names from
Meeting 3 are suitable, they should use this time to generate 3 new possible Company names.

2. Please remind students to adopt the consultative decision-making process and principles
here.

3. Ask the executive team to collect feedback from stakeholders (including Company members),
about the 3 shortlisted Company names, and to share the results of their research with the
Company in Meeting 5.

Departmental Planning and Action

As the Company is now structured into its five departments and a CEO, each department should work
specifically on its aims, objectives and actions to ensure that all expected responsibilities and tasks are
completed successfully. No department is more important than any other. All departments have to
diligently and efficiently fulfil their responsibilities and complete their tasks in order for the Company to
succeed.

1. Ask the Company members to split into their departments.

2. Each department should now review the relevant templates to understand their roles and
responsibilities, and to be prepared for the coming meetings. Kindly ask the CEO to rotate
through each department.

Please Note: that all templates are found in the appendix in the back of your guidebook.

MEETING 4 47
 V O L U N T E E R A C T I O N S AHEAD OF MEETING 5

1. Make a list of what worked well and what could have been improved in this meeting.
2. Make a list of actions arising from this meeting that you need to explore before Meeting 5, and work
on them!

3. Read the chapter on Meeting 5 and explore its supplementary materials on the Online Learning
Portal (www.injazacademy.org/companyprogram).
4. As Meeting 5 will be largely led and facilitated by the CEO, design a plan on how you will successfully
guide and monitor Meeting 5 and record it here:

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Design It!

MEETING 5 49
 Design It! Meeting 5

Financing the Start-Up Company

Overview
By now, the students have structured their Company, agreed to a product/service idea to pursue in
the INJAZ Bahrain Company Program, shortlisted their Company name and started to think about their
Company’s values, vision and mission. The next step is to introduce finance and its role in the Company.

Meeting Objectives
By the end of this meeting, students should be able to:

• Appreciate and understand how to run and facilitate a Company meeting.

• Appreciate the different possibilities for financing the Company.
• Understand and implement INJAZ Bahrain Company financing system.
• Understand and complete a cost benefit analysis, gross profit calculation, and break-even analysis.
• Decide on an appropriate Sales Strategy.

Preparation Ahead of the Meeting

During this meeting you are expected to lead the ‘Financing the Company through Selling Shares’
section. There will also be some tough calculations to work out in this meeting and the students might
need your help. You will need to guide the students through the selling shares process to raise capital
for their Company. In addition, please also review the content of this chapter and the supplementary
materials for it on the Online Learning Portal at www.injazacademy.org/companyprogram to ensure you
are familiar with the meeting’s expectations, and are able to support the students.

Before your meeting, please review the needed materials at the end of your volunteer guide under the
Appendix section.

Meeting Outline

1. Introduction
2. Financing the Company Through Selling Shares
3. Financial Planning

Presentation

Introduction

Welcome the students to Meeting 5 and explain that the purpose of this meeting is to gain an
understanding about finance and how it relates to the Company.

To get the students focused on the topic, start the meeting with an informal discussion around
the following questions:

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1. Why do we need to secure finance right away?
Answer: To cover the expenses that will arise before sales revenue is realized.

2. Why do we need investments from shareholders?

Answer: Because we don’t have the required capital ourselves, to raise equity to cover the expenses
that will arise before sales revenue is realized.

3. Where will we get the money from?

Answer: Investors can be friends, family, teachers, neighbors, as well as other contacts in the
Company members’ networks.

4. What will we do with the money?

Answer: Cover the start-up expenses such as salaries, rent, bills, marketing, setting up a website,
buying raw materials etc.

5. What financial plans / documents do we need to prepare in order to fund raise for our Company’s
start up?
Answer: Cash flow forecast, documenting the Company shares sold, payroll, bonuses record and
so on.

Please remind the HR department with the meeting minutes guidelines.

Financing the Company Through Selling Shares

Go through the INJAZ Company Program Competition Guidelines and explain the maximum
authorised share capital limit.

1. Explain to the company members that the company’s capital is raised by selling shares to
potential investors.

2. It is advisable, that all Company members buy shares in order to be shareholders in the
company.

3. All company members are expected to take part in selling company shares.

4. Company members must sell a minimum of BD 50 and a maximum of BD 300. (Each share
is .500 Files).

5. Refer to The Company Record Share and The Cash Receipt Booklets.

• The Company Record Share Booklet: Kindly fill in the shareholder information, and
hand it over to the Financial Department for the company’s record.

• The Cash Receipt Booklet: kindly fill in the amount details, and hand it over to the
shareholder.

6. Ensure all company members students keep a record with the full details of their shareholders
and hand it over to Finance department.

7. Ensure all company members are aware that the Finance Department will collect the capital
raised from the company members.

8. Remind the Company members, that who reaches the highest sales of shares will receive
an incentive from the HR department.

MEETING 5 51
 Please advise all company members that the capital of their company must be raised by
various investors and NOT an individual or one company.

The Company members are allowed to have sponsored services ONLY. Cash donation is
prohibited.

The Process of Selling Shares for ALL Company Members

STEP 1 ALL students are

expected to buy
begin with introducing The Company Record Share and The Cash shares in the Company
Receipt Booklets to all company members, distribute them equally to be shareholders.
to each department as all members are expected to participate in
selling shares. Selling Company
shares is the
STEP 2 responsibility of ALL
students.
With all company members, list the name of potential investors that
your company would like to approach, This may include companies and entrepreneurs. In additional
to the company member’s families, friends and teachers.

To decide which Company members should approach the potential investors, consider the members who:
1. Know most about the potential investor and their Company/ organization.
2. Have access to this potential investor.
3. Have least difficulties in reaching the potential investor’s location.
4. Will best communicate what the Company is about.
5. Will most likely convince the potential investor to buy shares in the Company.

STEP 3
When you make a sale, fill out the required information on the Company Shares Record. Make sure
you have all the correct information (ask your investor to check the details and sign to confirm that
they have read and verified the information). Accurate information is vital when determining possible
share dividends upon liquidation.
Fill out the Company Cash Receipt, and hand it over to the investor for his/her record. Shake their
hand and congratulate them on becoming a shareholder in the Company. Advise them on when they
can expect their first Company progress report, and check their preferred method of communication
Ensure that you record all Shareholders information, Such as Full Name, Amount received, Number
of shares sold, Contact details (Phone & Email).
Once its completed, Ensure that all company members provide the shareholder details and the
collected amount to the finance department.
Please explain that they have until Meeting 8 to complete the selling of all shares, but the sooner
they sell them, the quicker they will have operational capital to start production!

To ensure effective communication with the potential investors, split the Company members
into two groups as follows to work simultaneously:

• Creating a company template email.

• preparing a selling pitch.

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a. Group 1: Led by the CEO, Human resources and Finance, to create a company template email to
introduce your company to the potential investors. Ensure that you give them all the information they
need to make a decision. The email may include the following:
1. Introduce your company and it’s Product/Service, and what problem does it solve.
2. State that you are part of the INJAZ Company Program, and that you will be competing with
other schools on a national level.
3. Encourage them to support your company and it’s mission.
4. State that they have an option of being shareholders or they can sponsor you a service, your
company would need.
5. State clearly the cost of each share.
6. Explain that profit or return share is not guaranteed, but in most cases, investors receive their
investment back, plus a share dividend.

b. Group 2: Led by the Marketing, Sales and product development, to create a 90 second sales pitch
for all Company members to use when selling Company shares. The sales pitch should communicate:
1. Company name.
2. Company affiliation with the INJAZ Bahrain Company Program.
3. The number of students involved in the Company and which school they are attending.
4. A clear and attractive description of the Company, values, vision and mission.
5. The product/service.
6. The cost of each share.
7. The maximum number of shares investors can buy.
8. A statement that profit or return is not guaranteed, but that you will do your best to ensure that
at the end of the INJAZ Bahrain Company Program investors will receive their investment back,
plus a share dividend.

Elevator Pitch

The 90 second Elevator Pitch is the students’ opportunity to present their Company as a viable business,
often to potential customers who are hearing about it for the first time. Therefore, it is vitally important
that they make a good impression!

A good starting point will be the pitch that they developed in Meeting 5 and used during the “Develop
It!” phase of the Company Program. Remember – the students only have 90 seconds to make the best
impression they can about their Company and product/service.

Encourage them to work with the pitch they have, and discuss how it can be shortened and ‘sharpened’.
By the end of this meeting they should have an Elevator Pitch that all Company members are satisfied
with, and that they can use when they are selling their product/service.

When interacting with potential customers, the students are representing the Company and the
customers are judging the Company by the students’ appearance and behavior. Therefore, the students
must think about their Company’s values, vision and mission and make sure that their presentation and
behavior reflect them.

MEETING 5 53
 Students must think of:

1. How to prepare so they give the best pitch possible?

2. How they should speak about the Company and its achievements?

3. How they should be dressed when presenting the Company?

Answer: Tips for the students’ consideration:

• Dress in smart business dress that reflects the ethics of the Company.
• Look at the person you are interacting with and speaking confidently
about the Company and your achievements.
• Learn the pitch agreed at this meeting so you can communicate it naturally, spontaneously, and
effectively without having to use notes.
• Be creative and excited about your Company and the product/service so that your pitch will be
memorable to the potential customers. For example, share a real customer story and use real
feedback from customers.
• Tell your Company’s story in an engaging way so that your potential customers are left wanting to
know more.
• You only have 90 seconds so use your time wisely. For example, don’t waste time introducing
everyone individually. Rather, present yourselves as a TEAM or COMPANY as this will help the
potential customer to have confidence in what you are offering them.
• Practice, practice, practice! Practice your pitch on each other regularly and before you have to do
the real pitch. The more you practice, the more familiar and confident you will be when pitching to
potential customers.

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Financial Planning

Whilst some of this content will be more challenging for some students than others, it is important that
all students learn and acquire the fundamental basics of financial planning so they can understand and
analyze the sales requirements, profit potential etc.

1. Explain to the students that there are 3 main types of finance (debt, equity and grants), and
ask them which one they are adopting by selling shares. The answer is Equity.

Debt
This involves borrowing money and then repaying it at a future date with interest. Payment terms may
include a ‘grace period’ (a pre-agreed fixed term during which no repayments are made), collateral
(a physical asset that is used to secure the loan), or delay penalties (whereby extra costs are
incrementally incurred for late payment of installments). Debt holders do not share in the decision-
making of the Company.

Equity
This involves raising capital for the Company by selling Company shares to investors. In buying
shares and investing in the Company, shareholders become owners of a share of the Company (they
own ‘equity’ in the Company). By doing so, they also share the risks (of loss of capital invested) and
profits with the entrepreneur/business owner.

Grants
Financial assistance offered by Government or other institutions to support start-up companies and
entrepreneurs, usually with a policy-specific focus e.g. renewable energy or job creation. Unlike debt
finance, grants are not repaid.

2. Ask the students to read the section on Types of Finance in their Guidebook after this
meeting so they can get a better understanding about this.

3. Ask the students to shout out the potential costs they anticipate incurring through running
their Company. List these on a whiteboard or paper.

4. Ask the students which of these are fixed costs or variable costs, and circle them with
different colored pens.

Two types of costs:

Fixed costs:
These do not change however many products you produce or services you provide.

Variable costs:
These do change as you increase or decrease the number of products or services you provide.

5. Ask the students which of these are one-time expenses or ongoing expenses and highlight
them in using two more different colors.

Two types of expenses:

One-time expenses:
Can be either fixed or variable but have to be paid once only usually at the start-up stage. Examples
include Company registration fee, legal fees, office furniture, and initial start-up market research and
associated consultancy fees.

MEETING 5 55
 On-going expenses:
These can be fixed or variable costs and continue to be incurred throughout the life time of the
business. Examples include rent, utility bills, marketing expenses, and on-going research and
development.

Through this exercise students should deduce that there are 4 different types of costs that the
Company can incur.

1. Given the outcomes from the earlier exercise, ask the students to complete this table for
the Company’s fixed costs. In the students’ Guidebook, this table is blank for them to
complete.

2. Ask them to underline the one-time expenses, and circle the ongoing expenses.

3. Ask the students to identify the departments responsible for calculating which costs by
putting an ‘X’ in their box, as shown in the table below.

4. Ask the departments identified by ‘X’ in Table 5.2 to work together and calculate the cost for
each of the fixed costs identified by Meeting 6.

Please note, not all costs presented in Table 5.2 are relevant to your students’ Company, and
there may be other costs they want to add.

Table 5.2: Fixed Costs

To be determined by Meeting 6 through
the following departmental contributors
Total cost
EXECUTIVE TEAM

PRODUCT DEV
for the duration

MARKETING
of the INJAZ
FINANCE

SALES
Bahrain
HR

Company
Program

1. Equipment X X X X X X

2. Marketing Budget X X

3. Rent X X X

4. Utilities X X X
(electricity, heating, water etc)

5. Salaries X X X
(predetermined by INJAZ Bahrain at US$
0.30 - 0.50 (or equivalent in local currency)
per Company member, per meeting
attended)

X = Task Leader
TOTAL FIXED COSTS
X = Task Contributor

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Now ask the students to complete the Company’s variable costs for the production of one unit
of the product. In the students’ Guidebook, this table is blank for them to complete.

1. Ask them to underline the one-time expenses, and circle the ongoing expenses.
2. Ask the students to identify the departments responsible for calculating which costs by putting an
‘X’ in their box, as shown in the table below.
3. Ask the departments identified by ‘X’ in Table 5.3 to work together and calculate the cost for each
of the variable costs identified by meeting 6.

Please note, not all costs presented in Table 5.3 are relevant to your students’ Company, and
there may be other costs they want to add.

Table 5.3: Variable Costs To be determined by Meeting 6 through

the following departmental contributors
Total cost

EXECUTIVE TEAM

PRODUCT DEV
for the duration

MARKETING
of the INJAZ

FINANCE

SALES
Bahrain

HR
Company
Program

1. Raw materials for making the product. X X

2. Production supplies – required to produce X X X
the product or service such as printer ink or
paints or machinery oils etc. Their consump-
tion will vary depending on the number of
items being produced.
3. Piece rate labor – the fee paid for the pro- X X X
duction of every individual item or product.
4. Sales commission to motivate Company X
members to increase sales. It can be up to
10% of the price per item sold, but should
be determined by the executive team by
Meeting 6.
5. Sales tax which has to be paid for each X X
unit sold. This depends on the country you
are operating in. The volunteer and INJAZ
Bahrain local coordinator can advise you
about this.
6. Transport costs for getting the products from X X
the factory to the customer.
7. Merit based bonuses to recognize X X X X X X
outstanding performance of Company
members in every department.
X = Task Leader
TOTAL FIXED COSTS
X = Task Contributor

MEETING 5 57
 And now ask the students to calculate the cost per unit. Here is the formula for doing so:

Total Fixed Costs + Total Variable Costs = ____ cost per unit
__________________________________
Total Number of Units Produced

Ask the students to try the above with at least three different scenarios for the number of units
that they expect to sell. They should see that as the number of units produced increases, the cost per
unit will go down. This is because the total fixed costs will be spread over a greater number of units.
This is called ‘economies of scale’.

Ensure that the students understand that they should sell each unit at a price higher than its
cost, and that they need to sell the total number of units produced and more!

Pricing

Now that the students have the ‘cost per unit’, they need to decide the ‘best retail price’ for
their product/service. Begin this by discussing the following:
The price of the
1. Ask the students what is a cost plus pricing strategy and a value product/service,
when it is sold to
pricing strategy, and then ask them which one they will adopt? the consumers / end
users rather than
Answer: other businesses
that will resell it.

Cost Plus Pricing

Setting a price by adding a fixed percentage to the cost of making the product or service. This
pricing strategy is often used for generic and unbranded products like groceries and apparel that
can be easily produced.

Value pricing
Pricing based on the value to the customer, usually for highly branded products, luxury items or
unique technology products / services. For example, the price of Nike trainers is more than a pair of
unbranded trainers.

Determining the Gross Profit and Net Profit per Unit Sold

1. Ask the students what gross profit and net profit are:
Answer:
Gross profit is the difference between the price and the variable costs of producing and selling the
product/service.
Net profit is the difference between gross profit and total expenses (including overheads, interest pay-
ments and taxes). The net profit is the financial amount a company makes for each unit of sales.

2. Explain to students the formula for calculating the gross profit (and why they need to know
this) by writing the following equation on the whiteboard or paper:
Gross Profit per Unit = Net Price per Retail Unit – Total Variable Costs per Unit

Total
Variable Costs per Unit = ______________________________
Total Variable Costs

Total Number of Units Produced

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3 Now explain that when the gross profit per unit is calculated, the gross profit margin can also
be calculated with the following formula (please write this equation on the whiteboard or on
paper for all students to see):

Gross Profit Margin = Gross Profit

__________________ x 100
Total Revenue
4. Ask the students what they understand the Gross Profit Margin to be.

Answer: It is a percentage indicating the profit a company makes for each unit of sales. It shows the
company profit as a percentage of the total sales revenues.

5. Now explain to students the formula for calculating the net profit by writing the following
equation on the whiteboard or on paper:

Net Profit per Unit = Gross Profit per Retail Unit – Total Expenses per Unit

6. And now explain that when the net profit per unit is calculated, the net profit margin can also
be calculated with the following equation (please write this equation on the whiteboard or on
paper for all students to see):

Net Profit Margin = Net Profit

__________________ x 100
Total Revenue
7. Ask the students what they understand the Net Profit Margin to be.

Answer: It is a percentage indicating the profit a company makes for each unit of sales after all ex-
penses, taxes etc have been paid.

Break Even Analysis

1. Ask the students what they think the break even point is.

Answer: The number of units that must be sold for the company to cover its costs without making any
profits (in other words to break even).

2. Ask students how they would calculate this break even point.
Answer: To calculate the Breakeven Point, the students will need:

1. The total fixed costs

2. The total variable cost of producing one unit

And here is the formula for doing so: please share this equation on the whiteboard or flipchart
for all students to see:

Break Even Point = Total Fixed Costs

______________________________
Gross Profit Per Unit

MEETING 5 59
 Actions specific to each department:

CEO FINANCE

The Finance department, CEO and other interested students, should work together and experiment
with different possible net retail prices per unit to see how much gross profit per unit and net profit per
unit they will generate, and what the break-even point will be.

Table 5.4 High Price Scenario Average Price Scenario Low Price
Scenario

Net price per retail unit Tell the students that when they are thinking of these prices,
they should be as realistic as possible by considering
existing prices for similar products / services.
Total variable costs per unit

Now calculate: Net Price per Retail Unit – Total Variable Costs per Unit and insert the answer in the row below
as this is the gross profit per unit.

Gross profit per unit

Total Fixed Costs

Now calculate: Gross Profit per Unit – Total Expenses per Unit and insert the answer in the row below as this
is the net profit per unit.

Net profit per unit

Now calculate: Total Fixed Costs / Gross profit per Unit

Break Even Point

(number of units to be sold by
the Company)

Now calculate: Break Even Point / Number of Company Members

Sales Forecast
(Minimum number of units to be
sold by each Company member)

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 V O L U N T E E R A C T I O N S AHEAD OF MEETING 6

1. Make a list of what worked well and what could have been improved in this session.
2. Make a list of actions arising from this meeting that you need to explore before Meeting 6 and work
on them!
3. Read the chapter on Meeting 6 and explore its supplementary materials on the Online Learning
Portal at (www.injazacademy.org/companyprogram).
4. As Meeting 6 will be largely led and facilitated by the CEO, design a plan on how you will success-
fully guide and monitor Meeting 6 and record it here:

MEETING 5 61
 Develop It!

62 INJAZ BAHRAIN COMPANY PROGRAM

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 Develop It! Meeting 6

Developing the Idea

Overview
By now, the students’ Company is structured and each department is clear about their roles and re-
sponsibilities. In this meeting, students will present their product prototype. and learn more about pro-
duction planning, so that they can begin the production process whilst continuing to sell shares, and
engage in customer development as well.

Meeting Objectives
By the end of this meeting, students should be able to:

• Appreciate and understand the challenges entailed in selling Company shares.

• Determine pricing and financial planning.
• Understand production planning.
• Confidently pursue market research and customer development.

Preparation Ahead of the Meeting

Please review the content of this meeting and the supplementary materials for it at the Online Learning Portal
at (www.injazacademy.org/companyprogram) to ensure you are familiar with the meeting’s expectations,
and are able to support the students.
As the students are now half-way through the program, it’s really important for you to be clear about what
they are expected to have completed by the end of this meeting.

Before your meeting, please review the needed materials at the end of your volunteer guide under the
Appendix section.

Meeting Outline

1. Present and review product prototype

2. Developing the Company’s chosen product/service
3. Production Planning

Presentation
Introduction
Welcome the students to Meeting 6 and explain that they are now half-way through the INJAZ
Bahrain Company Program. Encourage them by congratulating them on coming this far, and also
motivate them to embrace the challenges ahead as they begin to turn their planning into action.

MEETING 6 63
 This meeting is the first in the “Develop It!” phase of the INJAZ Bahrain Company Program, and aims to
get the students well on their way to developing the Company’s chosen product/service idea. In addi-
tion, they will learn about production planning, and what it takes to get their product/service from a plan
on paper, through design and prototype, to something ready to be sold to eager customers.

Developing the Company’s chosen product/service

Between now and the end of Meeting 7 students will have the opportunity to develop and refine the
product/service chosen by the Company in Meeting 3.
Step 1: This part, will be led by the company members to present the product prototype.
encourage them to use the questions below to help them test the product and continue to
upgrade it.
a. What is the problem that the chosen product/service is solving? Please remind the
students to adhere
b. What is the size of the potential market? to the Consultative
Decision Making
c. Is it already available in the market? Who is offering it? How the
Principles during
product/service is better than what is already available in the market? their discussions.
d. How easily and quickly can we produce it? Where?
e. Who is likely to buy it?
f. How profitable would it be? Why? Do the financials seem right and realistic?
g. Why would it win the Company Program competition?

Step 2: Split the students into their departments. Each director should act as the discussion
facilitator and a team member will need to take notes of the discussion. Now request each
department to undertake a SWOT analysis in order to encourage a solid strategic plan for their
company. Refer to the appendix for SWOT analysis poster.

Step 3: From now until Meeting 7, all departments will need to collect further evidence and
feedback by approaching experts and companies that align with the product idea, as well as
potential customers. This is known as Customer Development and it will boost the students’
confidence about their chosen product /service, and give them the opportunity to improve and
perfect it. The process is exactly the same as the one they implemented earlier in the INJAZ
Bahrain Company Program following Meetings 1 and 2.

Student are expected to share the results from this research at Meeting 7.

Please advise students to approach potential stakeholders in groups of 3 or 4 rather than

individually.

Production Planning

Given the timeframe of the INJAZ Bahrain Company Program and the competition, it is really important
that the students produce a quality product/service on time so they can maximize sales from Meeting
8 onwards.

Before the students proceed with production, please ensure they have the INJAZ Bahrain office
approval for their product/service. If they haven’t done so already, this must be completed
immediately, and before the next meeting (Meeting 7).

Whilst production planning is primarily the responsibility of the Product Development department, it will
be useful for all students to know how the product/service will be produced so they can all be experts
when selling their product or service. As such, the CEO and Product Development director should
engage the Company in discussing the following points to arrive at decisions:

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Product Development:

• The selected production process.

• The quality-control procedures to be adopted.
• The Company’s production time line.
• The cost of packaging, labeling, and marketing the product/service. (This step will have to be undertaken
in collaboration with the Company’s Finance and Marketing departments).

Purchasing Raw Materials:

1. Ask the students to discuss how they will purchase the raw materials needed to make their
product?
Answer: The Finance department and the Product Development department should work together to
do this by considering:

• How much will be needed and bought for the first batch of production?
• How much will be needed and bought after the first batch?
SUGGEST that they choose the lowest price that
• Which suppliers will buy from and why? provides the quality and delivery time needed.
• When will the orders be placed?
SUGGEST that they place the orders as early
• Who will follow up, monitor and check on all deliveries in as possible so the supplier has plenty of time to
source what their order requires.
case any of the materials are damaged or missing?
• Who will order the necessary additional materials and when?

Efficient Production Standards:

1. Ask the students to discuss how they will regularly update the production plan, monitor
progress and revise accordingly?
Answer: By determining the following at this meeting and then revisiting these at the following meetings:

• Production goals
• Materials cost estimates
• Quality-control procedures
• Safety plans
• Production processes
• Production time line

Health and Safety Guidelines:

1. Ask the students why they think health and safety guidelines are important.
Answer:
• To ensure that all Company members are safe at all times when they are working for the Company.
• To ensure that the production of the product/service is not damaging to those who produce it,
consume it or use it.

2. Please clarify that it is the responsibility of the Product Development department to ensure
that the Company’s chosen product/service complies with the national health and safety
regulations as well as those of INJAZ Bahrain.

MEETING 6 65
 3. Please remind students that by Meeting 7 the Product Development department should have
developed stringent health and safety guidelines to share with the Company.

Quality Control:
1. Ask the students why they think quality control is important.
Answer: to ensure that the product/service is always safe and never dangerous or damaging to those
who produce it, consume it or use it.
2. Please clarify that it is the responsibility of the Product Development department to ensure that
the Company’s product/service complies with high quality control standards.
3. Please remind the student that by Meeting 7 the Product Development department should
develop a stringent quality control protocol to share with the Company.

Packaging:
1. Ask the students why packaging is important.

Answer:
• It reflects the Company brand image that the students want to project in the market and to customers.
• Protects the product and its functionality.
• Attracts customers.
2. Now ask the students to discuss the design of an environmentally friendly packaging that will
promote the Company, enhance the product’s appearance and appeal, and protect it during
storage and distribution. Encourage students to consider the wide variety of appropriate and
functional recyclable materials, including cardboard and plastic boxes, canvas bags, and
wrapping in various sizes and shapes.

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 V O L U N T E E R A C T I O N S AHEAD OF MEETING 7

1. Make a list of what worked well and what could have been improved in this meeting.

2. Make a list of actions arising from this meeting that you need to explore before Meeting 7, and work
on them!
3. Read the chapter on Meeting 7 and explore its supplementary materials on the Online Learning
Portal (www.injazacademy.org/companyprogram).
4. As Meeting 7 will be largely led and facilitated by the CEO, design a plan on how you will successfully
guide and monitor Meeting 7 and record it here:

MEETING 6 67
 Develop It!

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 Develop It! Meeting 7

Customer Development and Marketing

Overview
By now, the students should have revised their product/service prototype, finalized a production plan,
they should also be completing the sales of Company shares and increasing their Company revenue.
Much of today’s meeting should be led by the students, and your role will be to guide and monitor
progress, and offer support when needed as you have in previous meetings. The focus of today’s
meeting is discussing and finalizing the marketing strategy to ensure that the students are prepared for
product or service sales from Meeting 8 onwards.

Meeting Objectives
By the end of this meeting, students should be able to:

• Appreciate and understand the role of customer development in relation to the development of a
Company.
• Understand marketing.
• Make the links between the different and complementary functions within the Company.
• Confidently pursue customer development and marketing.

Preparation Ahead of the Meeting

Please review the content of this meeting and the supplementary materials for it on the Online Learning
Portal to ensure you are familiar with the meeting’s expectations, and are able to support the students.

As the students are now entering the second half of the program, it’s really important for you to be clear
about what they are expected to have achieved by the next meeting (Meeting 8).

The List of Appendix Materials (located at the Volunteer Guidelines section at the beginning of this
Guidebook) highlights the materials you will need in this meeting.

Meeting Outline

1. Discussion and Strategic Decisions

2. Student Reflections and Feedback

Presentation
Introduction

Welcome the students to Meeting 7, and explain that they have now entered the second half
of the INJAZ Bahrain Company Program. Congratulate the students on coming this far, and
encourage them to embrace the challenges ahead as they continue to turn their planning into
action.

MEETING 7 69
 This is the second meeting in the “Develop It!” phase of the INJAZ Bahrain Company Program. It will get
the students well on their way to finalizing their Company’s chosen product/service idea, and finalizing
their marketing plan.

Begin this meeting by asking the students to discuss what marketing is, and why it is important
for their Company. Record students’ answers on a whiteboard or paper for everyone to see.

Answer: Marketing is a process through which the product/service Remind the students
is introduced and promoted to customers and stakeholders locally, to log into the
Company Program
regionally, nationally and/or internationally. Marketing lies at the core of Online Learning Portal
every successful Company, as almost all aspects of the Company depend to view the learning
material for this
on it. Even if the students have the world’s best product/service, without meeting.
effective marketing, no one will know about it, and as a result there will not
be any sales!

Each department will lead a discussion section with the help of the volunteer.
There are several actions to be undertaken in today’s meeting, which are Please remind the
based students to adhere
to the Consultative
on the departmental updates from Meeting 6. Therefore Split the Decision Making
departments members into three groups as follows to work simultaneously, Principles during
their discussions.
Each department should lead a discussion based on the points presented
below and in their guidebooks:

- Group 1: The CEO and product development department, to focus on the production plan and
process.
1. Collect all the product feedbacks from the Company members based on meeting 6 and the
companies and experts reviews, to Finalize the product’s upgrade.
2. Update the production plan, such as the number of units to produce, Time frame, Manufacture
agreement, packaging, etc.
3. It is vital for the production team to ensure that the product is produced in high quality, and
to appoint a quality control person to inspect each product before handing it over to the sale
department.
4. Ensure that the first batch of the product is ready for distribution to the sales department on
meeting 8.

- Group 2: The Finance and Human Resource Department, To updated the share sold details and
amount of Capital reached.
1. Update your record of the number of shares sold by each member, the amount received and
complete the list in case of any missing information related to the shareholders.
2. Review and calculate the number of shares sold by each member to select the member with
the highest share sold, and come up with an idea as an incentive for his/her effort.
3. Record the available capital reached, and the remaining amount must be sold to finalize your
capital.
4. Provide a financial budget for each department and determine the incurred expenses need to
be paid and decide when to pay.
5. Remember to documents all the above updates into your electronic shared folder.

- Group 3: The Sales and Marketing department, to set a marketing plan and selling approach.
1. Complete the marketing plan, to prepare for advertising the company and its product. By
finalizing the Company logo and all marketing materials such as business cards, Boucher,
videos, Online posters.

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 2. Regularly update all Social media accounts, as these tools are very cost effective to engagement
and network directly with your customers.
3. Revise and finalize the selling pitch that will be used by all sale members to professionally sell
the product.
4. Agree on the selling points such as, exhibitions, school events, family and friends etc.
5. Communicate with all Company members to make sure they are using the Company logo and
the brand image at all times.
6. Remember to documents all the above updates into your electronic shared folder.

V O L U N T E E R A C T I O N S AHEAD OF MEETING 8

1. Make a list of what worked well and what could have been improved in this meeting.

2. Make a list of actions arising from this meeting that you need to explore before Meeting 8, and work
on them!
3. Read the chapter on Meeting 8 and explore its supplementary materials on the Online Learning
Portal (www.injazacademy.org/companyprogram).
4. As Meeting 8 will be largely led and facilitated by the CEO, design a plan on how you will success-
fully guide and monitor Meeting 8 and record it here:

MEETING 7 71
 Do It!

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 Do It! Meeting 8

Sales, Sales, Sales!

Overview
By now, the students should have completed the sale of Company shares, produced the first batch of
their product, and be ready to begin selling their product/service.This is the first of 3 meetings dedicated
to sales and the selling process, and much of today’s meeting should be led by the students. As in pre-
vious meetings, your role will be to guide, monitor progress, and offer support when needed. The focus
of today’s meeting is on ensuring all the necessary processes are in place to begin selling.

Meeting Objectives
By the end of this meeting, students should be able to:

• Confidently sell, sell, sell.

• Align and link the sales, marketing, finance and product development functions of the Company.
• Plan their Trade Fair booth.
• Understand customer satisfaction.

Preparation Ahead of the Meeting

Please review the content of this chapter and the supplementary materials for it on the Online Learning Portal
at www.injazacademy.org/companyprogram to ensure you are familiar with the meeting’s expectations,
and are able to support the students.

As the students are now entering the “Do It!” phase, it’s really important to ensure they are ready for this
by undertaking a ‘health check’ regarding their progress and performance.

The List of Appendix Materials (located at the Volunteer Guidelines section at the beginning of this
Guidebook) highlights the materials you will need in this meeting.

Meeting Outline

1. Introduction and Meeting Agenda Points 1 – 4

2. Health Check
3. Section A – Discussion and Strategic Decisions
4. Section B - Departmental Planning

MEETING 8 73
 Presentation
Introduction

Welcome the students to Meeting 8 and explain that this is the first meeting in the “Do It!”
phase of the INJAZ Bahrain Company Program. Encourage the students by telling them that
they should be proud of their Company’s achievements so far, and list some of the major
challenges that they have overcome, and the actions and learning activities that they have
completed since Meeting 1.

Congratulate them on completing selling the company’s shares and on the capital raised.
Therefore, with the Finance director calculate and announce the the numbers reached.

Remember, The Human resource department should also announce and appraise the
company member with the highest shares sold.

Today’s focus is on the selling process and sales of product/service. Ask the students why it is
important to get this right?
Answer – Through sales, they will generate revenue for the Company and create profits. It’s the make or
break of the Company.

Health Check

On evaluating the students’ performance, progress, and targets. We expect that most students will be on
track and performing satisfactorily. However, this is the opportunity for you and the Company to identify
what isn’t working well, and to discuss possible solutions for overcoming any identified problems.

Each department will lead a section with the help of the volunteer.
Trade Fair Booth Please remind the
students to adhere
As the operations in today’s meeting, all company members must to the Consultative
prepare and organize their first trade booth in the school to practice Decision Making
selling their product with supervision of the volunteer before meet- Principles during
ing 9. It is also, an excellent practice to prepare for INJAZ Bahrain their discussions.
National Company competition.

The trade booth is a way to enhance their sales and marketing, they can also reach a wide number of
potential customers who might be interested and want to ask questions about the product or service.
To start their first trade booth in school, company members must follow the below actions;
1. Select the date and time for the booth before meeting 9. It is advisable for the students to
choose a timing that is during class breaks or school events, where all students and teachers
are available.
2. The company members must take an approval from the school, and provide them with the
company requirements.
3. The sales department must provide all company members with the finalized selling pitch in
order for them to practice it and prepare for selling.
4. The marketing department must agree with the company members on the design of the trade
booth and to align all marketing materials with the company’s branding. - Team must use INJAZ
Bahrain Banner during the school trade booth.
5. All company members must spread the word regarding their trade booth to their classmates,
teachers and school faculty.
6. The sales department will be responsible of the number of sales generated during the trade
booth, and to provide the number of product sold to the marketing department, and the sales
income to the financial department.

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Selling Tips

Please facilitate a discussion on this section to ensure that students comprehend the tips
presented below. Begin by asking the students to discuss whether selling is about persuading
potential customers to buy their product/service, or about helping them to persuade
themselves to buy the product/service?

Answer: Selling should always be about helping potential customers to persuade themselves to buy
the product/service. The best salespeople are those who understand that the sales process is an
interaction and exchange between two (or more) people; in other words, sales should be approached
like a friendly conversation with someone familiar.

Ask students to discuss key characteristics of a successful salesperson. Record their answers
on a whiteboard or flipchart for all to see.

Answer: The salesperson should speak naturally, be interested in what the potential customer has to
say, be alert to their non-verbal signals, and smile!

Now ask the students to explain why speaking naturally and confidently is important in a
sales interaction?

Answer: The salesperson should believe in the product or service they are selling, be excited about it
and talk about it as they would to friends or family. There is nothing more off-putting than being forced
to listen to someone reciting a memorized script without any energy or passion.

Now ask the students to explain why being interested in the customer is important?

Answer: The potential customer is a person not a walking wallet! Remind the students of the ‘ears
to mouth ratio rule’ and how they should listen attentively twice as much as they talk, that way the
answers to the questions they ask will provide the information they need to assess whether the product/
service might be useful to the potential customer or not. Students should think of themselves as valued
advisors who want to understand the potential customers’ needs, rather than a pushy salesperson
who is only focused on meeting the sales target. However, explain to the students that they should
remind their customers that the product/service they are offering will be for a limited time as they are
participating in the INJAZ Bahrain Company Program, so customers should make their purchase now.
Remind students that they should be prepared to explain the INJAZ Bahrain Company Program as their
customers might ask about this.

Now ask the students to explain why being alert to non-verbal signals in the customer is
important?

Answer: Just as with a conversation with a friend, students can use the information being given by
their potential customer’s non-verbal signals (body language etc.) to assess their state of mind. Do
they appear in a rush? Are they agitated, or relaxed and engaged? There is no point trying to have a
conversation with someone who is in a rush to be somewhere else, it would be better to acknowledge
the situation and suggest an alternative time to meet and talk (if appropriate) e.g. “You look as though
you need to be somewhere else right now. Would it be better for us to meet tomorrow instead?” Equally,
if they appear agitated, it might be that they are feeling under pressure to buy, so giving them some
space might be a good idea e.g. “Would you mind if I leave you to browse for a moment while I deal
with this other customer?” or “I’ll leave you to browse, but please feel free to take one of our (business)
cards which has our web address on it and our full range of products” or “I’ll leave you to browse, but
please feel free to give me a shout if you need any further help or information”.

Now ask the students to explain why smiling is important when interacting with people in a
sales context?

Answer: The interaction with the potential customer is about the customer deciding if the product/
service is right for them, and the student allowing them to persuade themselves to buy it! Smiling

MEETING 8 75
 while they talk, when used in conjunction with the points above, will help Remember to log into
the students to stay relaxed, and create a positive and non-threatening the Company Program
Online Learning
interaction based on trust and rapport. Portal to view the
short explanatory
videos relevant to this
Now ask the students to explain how they will conclude the meeting.
interaction with the potential customers?

Answer: For customers: the conclusions should be warm and friendly, and customers should be thanked
for making a purchase, and reminded to get in touch to make further purchases. A business card or
Company brochure should be given to the customer, and students should conclude the interaction by
saying (for example) “if you would like to make another purchase or have any questions or need any
more information, please don’t hesitate to call, email or visit our website which showcases our full range
of products / services. Our contact details are here” and these should be pointed out on the business
card or the brochure.

For potential customers: the conclusions should be warm and friendly, and potential customers should
be thanked for their interest in the product/service and Company. A business card or Company brochure
should be given to the potential customer, and students should conclude the interaction by saying (for
example) “it’s been lovely speaking with you, and while you’re thinking about making a purchase from
us, please don’t hesitate to call, email or visit our website which showcases our full range of products/
services. Our contact details are here” and these should be pointed out on the business card or the
brochure.
In summary then, effective sales people:
1. Listen to their customers.
2. Understand and appreciate their customers’ mindset and
decision making processes.
3. Appreciate the importance between the selling price and the
customers’ perceived value of the product/service.
4. Have a few methods for interacting with their customers and
negotiating convincingly.
5. Know their product/service inside out and believe in its
usefulness to customers.
6. Are artful negotiators.
Customer Satisfaction

Ask the students what customer satisfaction is and why it is important?

Answer: Customer satisfaction measures the extent to which customers are satisfied with the product/
service they bought, and the experience they had when interacting with the Company. Satisfied customers
are the Company’s best ambassadors as they will talk about the Company and the product/service to their
friends, family and colleagues. They will also buy more from you and your Company. In short, customer
satisfaction strategies are used to:
1. Improve the product/service to increase sales volume.
2. Enhance the Company’s reputation.
3. Improve the customer’s experience.

Ask the students to design some customer satisfaction measures that they can test with
customers between now and Meeting 9.

Examples of ways to measure customer satisfaction include:

1. A short questionnaire that customers can complete on paper or on-line once they have made their
purchase.

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2. Following-up the customers with a telephone call or email asking them about their experience and level
of satisfaction.
3. Asking customers to upload feedback about their experience on any of the Company’s social media
channels (Facebook, Linked In, Twitter etc).
4. A combination of all of the above!

Please inform students to read their guidebook for additional tips

V O L U N T E E R A C T I O N S AHEAD OF MEETING 9

1. Make a list of what worked well and what could have been improved in this meeting.

2. Make a list of actions arising from this meeting that you need to explore before Meeting 9, and work
on them!
3. Read the chapter on Meeting 9 and explore its supplementary materials on the Online Learning
Portal (www.injazacademy.org/companyprogram).
4. As Meeting 9 will be largely led and facilitated by the CEO, design a plan on how you will successfully
guide and monitor Meeting 9 and record it here:

MEETING 8 77
 Do It!

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 Do It! Meeting 9

Sales and More

Overview
As the second meeting in the “Do It” phase of the INJAZ Bahrain Company Program, students should
now be fully engaged in the selling process. The purpose of this meeting is to monitor and evaluate
the sales process and the sales quantity achieved by the students. Therefore, This meeting will include
monitoring and evaluating the school trade booth and a reflective discussion on what has worked well
when they were selling, and what requires revising. Also, in this meeting the students must prepare to
sell in public markets.

Meeting Objectives
By the end of this meeting, students should be able to:

• Confidently and successfully engage in the sales process.

• Monitor and evaluate the Company’s sales and marketing performance.
• Forecast the future level of sales and marketing required to achieve (ongoing) profitability.

Preparation Ahead of the Meeting

Please review the content of this chapter and the supplementary materials for it on the Online Learning Portal
at www.injazacademy.org/companyprogram to ensure you are familiar with the meeting’s expectations,
and are able to support the students.

As the students are now well into the “Do It” phase, it’s really important to monitor and evaluate their
progress and performance through another ‘health check’.

Before your meeting, please review the needed materials at the end of your volunteer guide under the
Appendix section.

Meeting Outline

1. Introduction
2. Meeting Agenda Points 1 – 4
3. Discussion and Strategic Decisions

Presentation
Introduction

Welcome the students to Meeting 9 and explain that this is now the second meeting in the
“Do It!” phase of the INJAZ Bahrain Company Program.

MEETING 9 79
 Begin this meeting by asking students to share their sales experiences so far (what worked well,
what did not, etc.) and document these on the whiteboard or paper as these will be discussed
further later in the meeting.

Trade Booth evaluation

Please remind the
Begin by encouraging the company members to share their students to adhere
experience on the school trade booth, and discuss the below points to the Consultative
with them: Decision Making
1. Branding materials: Did the booth design and marketing materials Principles during
their discussions.
supported the selling technique? What additional tools would you
need?
2. Selling pitch: Did the Company members presented themselves well when communicating with
prospective customers and while selling the product/service. was the pitch efficient enough or does
it need revising?
3. Customer service: What services you have provided to the customers to make them feel that they
need your product? what was the customers feedback and reaction to your product?
4. Product Sales reach: How many product has been sold and to who many customers? how many
new orders has been placed? How much money you have gained?

Public Market Preparation

Since the company members have experienced the selling in trade booth and dealing with customers
under the volunteer’s supervision, they are now ready to enter the public market. Therefore they should
begin preparing the below:
1. list down public selling locations, such as local exhibitions and market, shopping center and malls.
This may also includes companies that would be interested to support your company’s mission and
buy your product.
2. Assign company members who are most likely to convince and are excellent in pitching, to the
public exhibitions and malls you have agreed on, to approach them to support your company to
provide you with free services and market location. state that you are part of the INJAZ Company
Program, and that you will be competing with other schools on a national level.
3. Use the Company members network, to approach companies in order to prompt sales.
4. Use your company social media’s network to market for your product and gain more customers.
5. Encourage Company member’s families and friends to use “word of mouth” approach to attract
more customer.
6. Remind the students to always updated the number of product sold to the marketing department,
and the sales income to the financial department.

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 V O L U N T E E R A C T I O N S AHEAD OF MEETING 10

1. Make a list of what worked well and what could have been improved in this meeting.

2. Make a list of actions arising from this meeting that you need to explore before Meeting 10, and
work on them!
3. Read the chapter on Meeting 10 and explore its supplementary materials on the Online Learning
Portal (www.injazacademy.org/companyprogram).
4. As Meeting 10 will be largely led and facilitated by the CEO, design a plan on how you will successfully
guide and monitor Meeting 10 and record it here:

MEETING 9 81
 Do It!

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 Do It! Meeting 10

Sales and Sales

Overview
This is the third and final meeting focusing on the sales. However, the students are expected to keep
selling their product/service until Meeting 11. Therefore the purpose of this meeting is two-fold: first, to
monitor the sales process and the sales quantity achieved by the students, and second, to plan the sales
process between now and Meeting 11.

This meeting will therefore include an evaluation and reflection discussion on what has worked well
during the selling process, and what requires revising. This will help the Sales department revise the
Sales Strategy to be adopted going forward.

Meeting Objectives
By the end of this meeting, students should be able to:

• Confidently and successfully engage in the selling process.

• Evaluate the Company’s sales and marketing performance.
• Calculate the Company’s profitability, and forecast financial performance based on current performance.
• Measure customer satisfaction and use this data to regularly improve the product/service, and enhance
the customer’s experience.

Preparation Ahead of the Meeting

Please review the content of this chapter and the supplementary materials for it on the Online Learning Portal
at (www.injazacademy.org/companyprogram) to ensure you are familiar with the meeting’s expectations,
and are able to support the students.

As the students should be fully engaged in maximizing the sales of their product/service, it’s really important
to monitor and evaluate their progress and performance again through another ‘health check’.

Before your meeting, please review the needed materials at the end of your volunteer guide under the
Appendix section.

Meeting Outline

1. Health Check
2. Discussion and Strategic Decisions

MEETING 10 83
 Presentation
Introduction

Welcome the students to Meeting 10, and explain that this is the last meeting focusing on the
sales process.

Begin this meeting by asking students to share their sales experiences since Meeting 9 (what
worked well, what did not, who managed to sell all their items etc) and document these on the
whiteboard or paper as these will be discussed further later in the meeting.

Health Check

On evaluating the students’ performance, progress, and targets. We expect that most students will
be on track and performing satisfactorily. However, this is the opportunity for you and the students to
identify what isn’t working well, and to discuss possible solutions to any identified problems.

Public Market and Sales monitoring

As the company members have approached the public market and reached out to the target
audience, This meeting focuses on sales monitoring, selling, selling and more selling.
1. Ask the assigned company members in the previous meeting, to share their experiences in selling
the product in the public exhibitions and malls.
2. Ask students to share their experience with the contacted companies, and encourage them to
approach more companies.
Please remind the
3. Review and monitor social media activities, and encourage more students to adhere
interaction with customers. to the Consultative
4. Remind the students to always update the number of product sold Decision Making
Principles during
to the marketing department, and the sales income to the Finance their discussions.
Department.

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 V O L U N T E E R A C T I O N S AHEAD OF MEETING 11

1. Make a list of what worked well and what could have been improved in this meeting.

2. Make a list of actions arising from this meeting that you need to explore before Meeting 11, and
work on them!

3. Read the chapter on Meeting 11 and explore its supplementary materials on the Online Learning
Portal at (www.injazacademy.org/companyprogram).

4. As the students will decide on either a growth or exit strategy in Meeting 11, they might request your
advice and recommendation. Therefore, you may want to consider your suggestions based on the
students’ performance during the Company Program and record it here:

MEETING 10 85
 Do It!

Liquidation and Reflection

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 Do It! Meeting 11

Liquidation and Reflection

Overview
This meeting is focused upon completing the Company Program and reflecting on what students have
gained from the experience. The two forms of liquidation are introduced in this meeting, and a student-
led discussion of crisis management will help them understand how a company might be forced into
compulsory liquidation. Finally, the students will be given the opportunity to reflect on their own personal
learning journeys on the Company Program, and to consider all the new skills and competencies that
they have developed through taking part.

Meeting Objectives
By the end of this meeting, students should be able to:

• Understand, critically discuss, and evaluate liquidation.

• Assess and evaluate the Company’s performance.

Preparation Ahead of the Meeting

Please review the content of this meeting and the supplementary materials for it on the Online Learning Portal
(www.injazacademy.org/companyprogram) to ensure you are familiar with the meeting’s expectations,
and are able to support the students.

As the students should be fully engaged in maximizing the sales of their product/service, it’s really important
to monitor and evaluate their progress and performance again through another ‘health check’.

The List of Appendix Materials (located at the Volunteer Guidelines section at the beginning of this
Guidebook) highlights the materials you will need in this meeting.

Meeting Outline

1. Introduction and Meeting Agenda Points 1 – 5

2. Health Check
3. Step by Step Process to Liquidating the Company.
4. Reflection

MEETING 11 87
 Presentation
Introduction

The time has come for the students to learn about, and prepare for, the liquidation Remember to log into
of their Company following the National Competition. Please welcome the the Company Program
Online Learning Portal
students to Meeting 11 and explain that the main objectives of this meeting and view the material
are threefold: to enable them to evaluate their Company’s performance, relevant to this topic.
Please also remind
to understand the process of winding-up the Company through voluntary the students to do so.
liquidation, and to reflect upon their individual learning journeys as
participants in the Company Program.
Health Check

on evaluating the students’ performance, progress, and targets. We expect that most students will be on
track and performing satisfactorily. However, this is the opportunity for you and the students to identify
what isn’t working well, and to discuss possible solutions to any identified problems.

Liquidating the Company

Ask the students what ‘liquidation’ means and what it entails?
Answer: liquidation is about dissolving the Company so that it stops operating. Liquidation can be either
voluntary or compulsory.

Voluntary liquidation
This happens when the shareholders voluntarily choose to close the Company whether it is financially
profitable, or when it cannot pay its debts (insolvent).

Compulsory liquidation
When the Company is forced to liquidate as it can no longer manage its debts.

Ask the students which type of liquidation their Company is undergoing?

Answer: Voluntary.

Calculating the Value of Each Share in the Company and the Process of Paying
Shareholders (exercise led by executive team with the volunteer’s help).
This section is really critical so please help the students to complete these steps correctly.
All dividends (remaining money and profits) should be shared amongst the Company’s shareholders
according to their share ownership. To do this, the students will need the total number of shares sold
(available from the ‘Documenting the Company Shares Sold’ document), and the closing bank balance
(available from the Cash flow Statement).

The value of each share = closing bank balance / total number of shares

Once the value of each share has been identified, the Finance Department should now calculate the
dividends they will pay each of their shareholders. To do this, They must review the company shares
records.

Ask the Finance Department to multiply the ‘value of each share’ by the ‘number of shares’ bought by
each shareholder in their Record, and to write this on the shareholder’s ticket in their Record. Once
completed, they will need to add up how much money they need to pay all their shareholders.

The Finance Department Director should double check all the calculations. The CEO and Volunteer
must review and sign the final figures.

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When Company members pay their shareholders, all shareholders receiving cash must sign and date
the shareholder certificate create by the company, to show they have received their shares.

In order to voluntarily liquidate the Company, the students will need to complete a series of tasks
which should begin now as the Company will need to be liquidated by the National Competition at
the latest.
1. The CEO must inform shareholders, any business partners and all stakeholders of the company’s
liquidation.
2. The Finance Department should determine what incurred expanses need to be paid and decide
when to pay them.
3. The Company members must payback the shareholders, the share amount in additional to the profit
made. Please ensure that the shareholders sign on receiving the amount.
4. The Human Resources Department must finalize the employees record such as attendance,
performance, intensive, etc.
5. It is advisable that the sales department, sells the remaining products between now and the end of
meeting 12.
6. All company departments, must finalize and update all task and responsibilities - This is vital for
preparing the company report and for the notational company competition.

“
“Before liquidating the Company, we sold over 2,000 units of our product.
At the end, we liquidated our Company with a high profit margin, tripled our
capital, and won first place in Palestine’s National Competition”, Yazan Iwidat
from Palestine’s Tarweej.

Personal learning reflections

Please facilitate a discussion now on the Company’s learning points by asking the Company
members the following questions, and ask a couple of students to volunteer to keep notes of
this discussion:

1. What they have learnt from INJAZ Bahrain Company Program, and their Company’s suc-
cesses, challenges, and solutions.

2. What have worked well in INJAZ Bahrain Company Program?

3. What have not worked well in INJAZ Bahrain Company Program and their suggestions for
overcoming this in the future?

4. Why they will (or won’t) encourage their friends to join the INJAZ Bahrain Company Pro-
gram?

Now ask the students to create a list of ten learning outcomes – five related to what went well
(successes), and five related to challenges faced and lessons learned. Topics they might like
to consider include: team working, communication, time-management, research/information
gathering, record-keeping etc. Ask a couple of students to volunteer to keep notes of this
discussion so you can share these learning outcomes with the INJAZ Bahrain Office.

As always, please remind students to apply the consultative decision-making principles to all
their discussions.

MEETING 11 89
 V O L U N T E E R A C T I O N S AHEAD OF MEETING 12

1. Make a list of what worked well and what could have been improved in this meeting.

2. Make a list of actions arising from this meeting that you need to explore before Meeting 12, and
work on them!

3. Read the chapter on Meeting 12 and explore its supplementary materials on the Online Learning
Portal (www.injazacademy.org/companyprogram).

4. As the students will be preparing for the National Company Program competition in Meeting 12,
they might request your advice and recommendation. Therefore, you may want to consider your
suggestions based on the students’ performance during the Company Program and record it here:

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Do It!

MEETING 12 91
 Do It! Meeting 12

Competition Preparation
Overview
This final meeting of the INJAZ Bahrain Company Program is focused on preparing for the national
Company Program competition. To this end, the meeting will focus on the Company preparing for the
four dimensions of the competition; Company Report, Public Presentation, Trade Fair Booth and Panel
Interview.

Meeting Objectives
By the end of this meeting, students should be able to:

• Critically reflect on, discuss and evaluate the INJAZ Bahrain Company Program.
• Confidently describe and justify their chosen product/service.
• Confidently describe and discuss their chosen methods and processes.
• Prepare to compete in the INJAZ Bahrain Company Program National Competition.

Preparation Ahead of the Meeting

Please review the content of this meeting and the supplementary materials for it on the Online Learning Portal
(www.injazacademy.org/companyprogram) to ensure you are familiar with the meeting’s expectations,
and are able to support the students.

As the students should be fully engaged in preparing for the national Company Program competition in
this meeting, it is really important to monitor and evaluate their progress and performance.

The List of Appendix Materials (located at the Volunteer Guidelines section at the beginning of this
Guidebook) highlights the materials you will need in this meeting.

Meeting Outline
1. Introduction
2. The Competition Steps
3. To be Finalized Before the Competition

Presentation
Introduction

Welcome the students to Meeting 12 and explain that the purpose of this meeting is to prepare
for the Company Program competition.
Congratulations to you and your students on completing the INJAZ Bahrain Company Program and
arriving at this final meeting. We hope you agree that the students are now ready to share their Company
and learning journey with the wider INJAZ Bahrain community, and celebrate their achievements.

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Please remind the students that in participating in the INJAZ Bahrain Company Program, they
are also expected to participate in the INJAZ Bahrain Company Program Competition, entailing
both national and regional stages. The first step is to participate in the national competition and
if they win it, they will then be expected to represent their country at a regional level, in INJAZ
Al-Arab Young Entrepreneurs Competition.

Please remind the students that: all companies are expected to liquidate by the end of the INJAZ
Bahrain Company Program National Competition.

The Competition Steps

Please explain to the students that the purpose of this meeting is to help them prepare for the
competition and fulfil its requirements and expectations.

Ask the students to mention the four stages of the Company Program Competition:
Answer:
1. Company Report
2. Elevator Pitch / Public Presentation
3. Trade Fair Booth
4. Panel Interview

Stage 1 : Company Report

Begin this section by asking the students what a Company report is, and what purpose it serves.

Answer: The Company Report is a comprehensive business document demonstrating what you have
done and achieved as a Company since you started in Meeting 1.

Company Report Tips:

Ensure that the Company Report is attractive, creative and business-like so that the judges reading it will
be impressed by the content. Include for example pictures (Company logo), photos (the product and you
selling it) and graphs like a pie chart of your consumer demographic, or a graph showing the Company’s
turnover/growth. However, be selective with images / photos and other visual tools as these should
complement the information you are providing, not distract from it.

Share with the students, the below points that should be cover in the Company Report:

Answer:

1. Cover Page
2. Executive Summary
3. Aim of the Company Report
4. Company Structure
5. Values, Vision, Mission
6. Product/Service Idea
7. Market Research
8. Production Report
9. Marketing Report
10. Sales Report
11. Financials
12. Reflection

MEETING 12 93
 Please explain to the students that they should already have much of the required information
within the Company documents that they have regularly completed during the course of the
Company Program.

Please remind the students that they must adhere to the Company Report guidelines and
specifications (number of pages, font type and size, margin size, spacing etc), and especially the
Company Report submission deadline as indicated by the INJAZ Bahrain Office. If they don’t, they
may be disqualified from the National Competition.

Explain to the students that producing the Company Report must be a team effort, and that they
should now discuss and decide upon an action plan for completing it. A recommended action plan
(also available in the student guidebook) is provided below, with points that need to be addressed,
and the department that should lead on the relevant Company Report sections:

CEO

1. Bringing together all the sections into one cohesive and conclusive business document that reflects
the Company and the INJAZ Bahrain Company Program process in the best light possible. Bear in
mind that each component of the Company Report has been delegated to a specific department,
so it will require skill and effort to bring the overall report together so it does not read as a series of
completed ‘templates’! Give yourselves plenty of time to make sure that the report flows and makes
sense.
35
min
2. Report structure and contents page.

3. Aim of the Company Report: to share the Company’s start-up process and its subsequent progress.

4. Executive Summary (usually done at the very end so it includes all the sections). This should be one/
two pages long, and serves as a brief and interesting overview of the Company i.e. what it is about,
and what it has achieved. It needs to be succinct so write in short, clear sentences. Remember-
this is the first time the judges will read about your Company, therefore the Executive Summary
needs to be interesting as well as informative, and must entice the judges to want to read the whole
Company Report in one go!

5. The SWOT analysis.

6. Results of the Market Research (include a section on the Competition Analysis).

7. Reflection: i) What worked well for the Company? ii) What were the Company’s challenges and
how these were overcome? Whilst your successes are the most important thing to highlight, the
likelihood is that some aspects of your business journey did not go 100% to plan. If you have
had problems along the way, or there were specific hindrances to your growth, you should briefly
mention them and show that you and the Company members know how, and why, they came
about. This will show that you have reflected on them and learnt lessons from these experiences.

8. Create the Company’s future plan, to show that your company has potential growth and sustainability.

FINANCE

1. Finance Section - Present the financial statements to clearly show the Company’s performance.
Include the projections you made with guidance from Meeting Five and discuss them. Include:
a. A summary of the product inventory / service sold.
b. The Cash Flow Statement.
It’s very important that these figures make sense so double and triple check them, and have them
signed off by the volunteer!

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HUMAN RESOURCES

1. Cover Page: detailing the Company’s identity information. For example:

• Company name, logo and location
• Country your Company is working in
• Year of Operation
• Names of Students
• Name of Volunteer
• Date of compiling the Company Report

2. Company Structure - Who occupies which position in the Company, their profiles and achievements.
3. Volunteer Profile.
4. Company processes, regulations.
5. Company Members’ satisfaction – this should include some comments from the personal learning
reflections that you completed in Meeting 11. Consider using a selection of comments to cover:
management skills developed, personal skills/competencies developed e.g. level of confidence etc.,
transferability of skills developed e.g. use newly developed skills in a new volunteering role / consider a
Business Management course at University / start-up another Company with friends from the Company
Program etc.

MARKETING

1. Describe how this was done and what it included: for example, provide a description of the social media
channels used, along with screen shots of what they looked like when they were in operation.

2. Company values, vision, mission, logo, and slogan or tagline.

3. The Company brochure, and any other marketing materials designed, developed, and used should be
included and described.

4. Description of the Trade Fair Booth and photos.

SALES

1. Description of the Sales Strategy.

2. A photo of the Company members giving the elevator pitch and engaging with customers.
3. The volume of sales.

PRODUCT DEVELOPMENT

1. The Product/Service Idea and its development to the finalized product/service; description of the product/
service and how it was developed and produced.
2. Description of who produced it.
3. Images/photos of the product/service. Include images of your product if this is applicable - label the
images with the key features and design aspects that make it stand out. Sample below:

MEETING 12 95
 An image from the Company Report of Bluewater Bio, a water technology

Stage 2 : Public Presentation

Begin this section by asking the students what is the purpose of a public presentation? Capture
their thoughts on the whiteboard or flipchart.

Answer: The purpose of the public presentation is to inform the competition judges and a large audience
including your friends, family, INJAZ Bahrain staff and sponsors, and other stakeholders about your
Company, the processes you adopted, the progress you made, and the Company’s achievements.

In other words, you want them to know why your Company should win the competition! Therefore you have
to make sure that your presentation will be interesting, and memorable, that it stands out from the crowd,
and leaves a positive impression on the judges and the others listening to you.

Don’t worry too much about the minute financial details in your presentation as these should be in your
Company Report and will most likely be addressed during the Panel Interview. This presentation should be
an engaging summary of your key achievements, and should leave the audience wanting to know more!

Students now need to work on putting together the public presentation so it is ready for the national
competition. Ask students about the best ways to prepare for the presentation.

Answer: practice makes perfect! By practicing the presentation over and over, they will get the timing right
and will be confident in their delivery. The time limit for the public presentation will be in the Competition
Guidelines. If you require further information about this, please ask your local INJAZ Bahrain office.

Ask the students how they will choose the Company members who will give the presentation.

Answer: Whilst it is recommended that only 1 or 2 Company members deliver the presentation, putting
it together should be a Company effort, and not the presenters’ responsibility on their own. Although the
presenters will often be the CEO or other member of the executive team, this is not a requirement and it
will be up to the Company members, as a whole, to decide on who is the best member to present the
Company.

Here are some tips to share with the students:

1. Decide on who will present. Consider who is the most confident and charismatic Company member,
who can present the Company and communicate its value most convincingly and naturally in either
Arabic or English.

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2. Review the elevator pitch guidelines in the Meeting 4.

3. Prepare a creative presentation slides, add videos clips, graphs and catchy images to engage audience.
Please remind the students that they must adhere to the presentation guidelines and submission
deadline as indicated by the INJAZ Office. If they don’t, they may be disqualified from the National
and Regional Competitions.

4. Don’t read your speech - take the time to learn it, and make it sound natural and spontaneous.

5. Dress in smart business clothes to reflect the professional nature of your Company, and its values.

6. Face your audience and project your voice when speaking - be confident in your achievements and
smile!

7. Don’t worry too much about the minute financial details. These should be in the Company Report and
this presentation should be an engaging summary of your key achievements and competitive advantage.
You should leave the audience wanting to know more!

8. Use your time wisely. Don’t waste time introducing everyone individually, rather, present yourselves as a
Company with a distinct and interesting unique selling point. The judges will be looking for evidence of
your strengths as a team, and your Company’s competitive advantage, so show them!

9. Practice makes perfect so practice again, and again, and again! The more often you practice, the more
confident you will feel (and be!) on the day.

Stage 3 : Trade Fair Booth

Begin this section by asking the students what is the purpose of the trade fair booth. Capture their
thoughts on the whiteboard or paper.

Answer: To maximize sales and to demonstrate to the judges your skills and abilities at selling, marketing,
engaging your audience, attracting potential investors, and of course working as a team to present the
Company in the best light possible.

Students now need to work on putting together the Trade Fair Booth so it’s ready for the national
competition.

Remind students to review the chapter on Meeting 8 for more information on Trade Fair Booths.

Ask students about the best ways to prepare for the Trade Fair Booth for the competition.

Answer: What is different this time, is that your Trade Fair Booth will be assessed by the competition judges
who visit it. Therefore, students have to make sure that the booth presents the Company (and its product/
service) in the best light possible:

1. Make it memorable: the judges will visit lots of booths, so be creative that yours will stick in their minds.

2. Think about providing a quick demonstration of your product or service, or a competition / give-away etc.
that will entice and attract those attending the Trade Fair to visit your booth.

3. Do not hide away behind the booth! Some of your Company members should be walking around the
Trade Fair, politely inviting attendees to visit your booth – you could distribute business cards with your
allocated booth number, and link the cards to a competition, for example, all business cards handed in at
the booth get entered into a prize draw.

4. Think of ways that the booth can make a positive impression on the judges - try to appeal to more than
just their visual senses: provide samples that can be touched, consider making the booth look great,
smell delicious, or sound fantastic by playing appropriate music etc.

MEETING 12 97
 5. The booth must exhibit your product/service, Company and its members confidently, not either boastfully
or apologetically.

During the Panel Interview, the judges might ask the students questions about their Trade Fair
Booth, so please remind them to be prepared!

Stage 4 : Panel Interview

Begin this section by asking students what they expect the judges to ask them about.

Answer: The following are some examples of what the judges will want to hear:

1. Your justification of the adopted strategies - why you did what you did.

2. Your justification of the rejected strategies - why you didn’t do certain things.

3. The Company’s actual performance and why this was so.

4. If you were to do the Company Program again, what would you do differently and why? – What you’ve
learned about business management from taking part in the Company Program.

Overall, the judges will ask very detailed questions about the students’ achievements and learnings so
please remind the students that they must know their Company inside-out to deliver confident
and accurate answers.

Remind the students that the Panel Interview is their opportunity to convince the panel of
judges that their Company is a winner! Completing the Successes and Challenges tables
below, will help the students be well prepared for the Panel Interview. The tables are available
in the student guidebooks, but students can also complete these on a separate sheet of
paper.

Students need to be well prepared for the Panel Interview, ask them to complete this
Preparatory Activity, as a whole Company. They should draw upon the reflections that they
engaged in during Meeting 11.

Panel Interview Preparation Activity – The Successes

What? Why? How? Future Changes?

Write a short description Think hard about why What foundations were In the future, what will
of the success. this was such a success laid so that you had such you do to further this
and write your answer a success? success?
here.

Success 1:

Success 2:

Success 3:

Add more successes

...

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Students need to be well prepared for the Panel Interview, ask them to complete this
Preparatory Activity, as a whole Company. Again, they should draw upon the reflections that
they engaged in during Meeting 11.
Panel Interview Preparation Activity – The Challenges

What? Why? How? Future Changes?

Write a short description Think hard about why What are the pivotal In the future, what would
of the challenge. this was challenging - aspects that could be you change to minimize
without blaming anyone. changed or improved this challenge?
upon?

Challenge 1:

Challenge 2:

Challenge 3:

Add more challenges...

Once the students have completed the tables above, ask them to each keep a copy safe so
they can recall these reflective and realistic points when questioned by the Panel.
Explain to the students that whilst the Panel Interview can be intimidating, the judges are not
trying to catch the students out, or trick them. They want a deeper understanding of all the
participating companies and how they operated, in order to be able to judge the winners and
their learning, consistently and fairly.

Please remind the students that the Company Program process is a learning experience and
thus, the judges will be looking to assess where most learning has occurred, and how this
was achieved.

Now ask the students to share with you some top tips for preparing for the Panel Interview
– suggest that they think about the top tips that they used for their customer-facing Sales…

Please capture these thoughts on the whiteboard or paper.

Answer:

• Be calm, confident, and concise - know what you want to say and why you want to say it. The
only real way to succeed in the Panel Interview is by ensuring that you have thought about and
understood everything about the Company. Therefore, if you are unsure of something, ask other
Company members and your volunteer for guidance. The more confident of your knowledge you are,
the more relaxed you will be, and the more professional you will appear.

• Dress appropriately and comfortably – you are a Company member with a significant role and
responsibilities, so look the part!

MEETING 12 99
 • Make eye contact with the judges when they are talking to you, and maintain good posture (stand
straight, and still). This will convey a sense of confidence and commitment that will really help.
Remember to also smile when appropriate.

• Some questions will be very specific to a Company department or function. In these instances it will
be most appropriate for the relevant and responsible Company member to answer these questions.

• Listen when your colleagues are being asked questions and contribute in a thoughtful and constructive
way when appropriate. Do not zone out, or butt-in: helping your colleagues will show good team
spirit and a commitment to collective success – all things that the judges are looking for!

• If a difficult question that no one is sure about comes up, do not be afraid to take some time to think
about the answer. Pausing for a few moments to think about it, taking a drink of water or even saying
that you need a few moments to think is preferable to launching straight into an answer that you are
unsure of, and getting lost along the way.

• Remember to reflect upon your personal development - let the judges know how the Company
Program positively changed you, and the ways in which it helped you to improve and expand your
knowledge and experience.

Final reminders to the students please:

1. Remind the students that the most important thing to remember during their competition
preparation is to embrace the experience and enjoy it! This is their chance to really
celebrate their successes and show-off all the hard work they have been doing.

2. Remind the students to be confident and to let their passion shine through!

3. Final and very important reminder: Adhere to all rules, guidelines, and deadlines set by the
INJAZ Bahrain office to avoid being disqualified from the Competition.

Explain to the Students that:

If their Company wins the National Competition, they will need to start preparing immediately for the
Regional Competition. Although a maximum of 6 Company members can attend and represent the
Company at the Regional Competition, the preparation for it should include all Company members.

As the steps of the Regional Competition are identical to those of the National Competition, the Company
members can now work together to perfect the Company Report, Public Presentation, Trade Fair Booth,
and answers to potential questions at the Panel Interview.

To decide upon the team members who will represent the Company at the Regional Competition,
encourage students to adopt the Consultative Decision-Making Process again. If they have forgotten the
principles of the Consultative Decision-Making Process, please ask them to review the chapter relating to
Meeting 2.

Please wish the students on behalf of INJAZ Bahrain, an entrepreneurially successful future.

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Appendix

MEETING 12 101
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Marketing Template Meeting 4

Creating a Logo
There are three main types of logos:
1. Font-based logos of company names

2. Abstract graphic symbols

3. Illustration of what the company does

Here are some pointers to consider when designing the Company logo:

1. When designing the logo think about the Company’s name, values, vision and mission.
2. Research your competitors’ logos so you can come up with something unique.
3. Decide on the main point about the Company, product or service that you want the logo to portray.
4. Keep it simple so it can be easily scalable, memorable, reproduced and attractive in color as well
as black and white.
5. Use color wisely as the more color you use, the more expensive it will be to produce and reproduce
the logo.
6. As with the Company name, the logo should be timeless rather than trendy as it will represent the
Company for a very long time!

MEETING 4 103
 Marketing Template Meeting 4

Social Media
Through using effective and regular social media potential customers, investors and other stakeholders
can find your Company, and you can
improve your marketing and advertising activity, engaging and Networking with customers.
Please review
1. Marketing and advertising activity the relevant short
explanatory session on
Utilizing Social Media
2. Engaging with customers available online.
3. Networking

Tips on Using Social Media:

1. Social media tools are very cost effective. Platforms such as Facebook and Twitter remain free to
use, and there is plenty of free software available.
2. Social media is an excellent source of competitive intelligence and may be used to research
information provided by competitors, such as new product launches and industry trends.
3. Do use Google Analytics for analysis. For example, you can find out where website visitors are
coming from and which methods are working best.
4. Ensure that you have a business policy and set of standards for any team members and future staff
using social media on behalf of your business.
5. Do link all your social media profiles back to your business website.
6. Don’t forget that new social media platforms and tools will evolve so stay up-to-date and use the
tools that are most relevant to your business needs.
7. Do track your social media usage. There are many free resources available on the internet for doing
so.

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Marketing Template Meeting 4
To be effective, the marketing plan needs to be factual, clear and concise so that relevant team
members can operationalize it. Every marketing plan will be different depending on the product/service,
the Company’s aims and resources, and the context in which it is operating.

An effective marketing plan will help the Company to:

1. Attract new and repeat customers.
2. Increase existing customers buying on a regular basis.
3. Engage the team members’ knowledge, skills, contacts and networks.
4. Clarify how the sales and marketing targets will be achieved.

With your Marketing team, please discuss and answer the below:

1. Who is your target customers? Define your customers’ profile. (e.g : age, gender, location, etc)

2. How will you be conducting market research to ensure the need of your product? (e.g: focus groups,
surveys)

3. How are you going to advertise your product?

MEETING 4 105
 4. Create your brand image ( Logo, slogan , branding colors) Meeting 4

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Human Resources Template Meeting 4

To ensure the success of the HR department, you must follow the below:

1. Finalize the company structure by inserting the names of the team members into the poster provided by
your volunteer.

2. Document company contact list, by collecting each team members’ email and phone number.

3. Manage the electronic shared files to record of all documents.

4. Ensure before each meeting, remind all company members with the timing of the next meeting, as well
as, tasks to be completed by each department.

Meeting minutes
Recording the minutes of the meetings is really important as it allows everyone in the company to keep
track of decisions, actions and agreements. Create your own template to suit your company needs, but
ensure that you use the same format consistently for all meetings.

1. Attendance sheet of all company members.

2. Write down the discussed points in every meeting.

3. State the agreed points and to be completed by which department.

4. Track if the actions of the previous meeting was completed.

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 Human Resources Template Meeting 4

Create a document of the HR Policies and procedures to have a clear communication between the
employees and to ensure treating them all fairly and equally.

How can you motive and encourage your employees? (e.g Training courses, bounces, etc).

Thinks of way in how your company and its employees will contribute to the community as part of the
corporate social responsibilities (CSR).

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Product Development Template Meeting 4
Describe your product, and problems will it help you solve?

What resources you will need to create your product? What will your product be made of (e.g.: Recycled
materials, wood, plastic, etc)

How will you ensure high quality of your product at a lower cost?

What is the time frame for you to create your product?

What makes your product different than your competitors?

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 Sketch your product and design. Meeting 4

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Sales Template Meeting 4
1. Defining Values
Your unique selling point and how your product / service will benefit your customers?

2. Defining your position in the market

Outline the specific characteristics of your identified target group – the customers, age, education level,
interest, disposable income, location etc.

3. Sales Activity
Where will the selling take place – online? In person? In a specific context? Explain and justify.

4. Define Selling approach

What methods will you exploit to sell your services – print, online, etc?

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The Cash Flow Forecast Meeting 4
This is a record of all actual and forecasted costs, expenses and receipts. It allows you to see your available
budget and to plan ahead for the company’s activities. Because it is focused on cash movements into and
out of the company, it always you to see every planned action and transaction.

Regular analysis of the Cash Flow allows you to identify some critical warning signs to address as quickly
as possible. These include but are not limited to:

a. Decreased profits despite increased sales

b. Declining gross profit

c. Consistent decreased Cash Flow

d. Reduced sales

e. Not meeting sales forecast on Cash Flow forecast repeatedly

Here are some ‘dos and don’ts’ for completing the cashflow statement:

• Do keep Cash Flow budgets up to date. • Don’t assume payments will be received on
time.
• Do compare forecast against actualfigures
and monitor these results regularly. • Don’t tie up excessive cash in working
capital or unproductive areas.
• Do keep controlling costs while pursuing
sales. • Don’t overtrade by accepting orders you
cannot finance.
• Do check and monitor stock levels regularly.

• Do cost out the expense of securing new

customers. That is, marketing costs.

• Do focus on receiving payment for sales

• Do avoid unnecessary or excessive

expenditure.

Please remember, it is really important to begin with a Cash Flow statement that forecasts costs / expenses,
receipts and income for the duration of the INJAZ Bahrain Company Program.

Here is an example cashflow for you to consider and there are free interactive Cash Flow templates on the
internet that you might want to explore. To begin populating the cashflow statement, insert all known and
regular payments (if any) such as wages, rent, insurance etc which the company will incur between now
and the end of Meeting 12.

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114 INJAZ BAHRAIN COMPANY PROGRAM
Source: http://office.microsoft.com/en-gb/templates/cash-flow-forecast-12-months-TC101877501.aspx
Managing Cash Flow Meeting 4

1. Populate, monitor and revise your Cash Flow template ahead of each meeting so you can report the
results to the company.

2. Develop warning processes to identify where delays or unexpected changes could cause the business
to run out of cash.

3. Minimise the amount of cash owed to the company by restricting credit periods or factoring debts;
invoice promptly and follow up payments vigorously.

4. Generate income from firstly selling shares and secondly, securing advance sales (customer financing).

5. Be prepared to turn down orders if you cannot finance them; negotiate deposits or stage payments
for large orders and long-term contracts.

6. Cut unnecessary costs and shop around for competitive prices; negotiate generous payment periods
and short delivery lead-times.

7. Monitor the company’s available stock regularly to minimise cash tied up in stock.

8. Assess your Cash Flow position before committing to any new expenditure or increases in costs.

Good Practices to Consider

1. Issue invoices promptly and follow them up if / when they are overdue.

2. Set and monitor performance indicators (sales per week, for example) and recognise when Cash Flow
might fall below your projected budget.

3. Make sure supplier invoices are accurate and if needed negotiate longer payment periods or discounts.

4. Monitor your stock effectively. Don’t tie your cash up in unsold goods. Establish an efficient turnover
of stock that frees up cash but is flexible enough to meet demand.

5. Create a balance sheet to present at every meeting. Each balance sheet should reflect the interval
between the previous and current meetings. For example, at Meeting 5, present a balance sheet that
reflects the period between Meetings 4 and 5. The balance sheet should identify the expenses (how
the funds have been used), and the sources from which these funds were used (investment or sales
income etc).

115
 Profit and Loss Account Meeting 4
The Profit and Loss Account is the financial tool summarizing all revenues, expenditures and costs incurred
by the company during the INJAZ Bahrain Company Program. You can identify the profit or loss made by
subtracting the expenses from the income

By using the Cash Flow Forecast to track how much income and expenses the company has, you can
forecast a Profit and Loss Account

Here is an example profit and loss account template and you can find others on the internet:

Profit  and  Loss  Statement  Template  

[Company Name]
 
[Street  Address],  [City,  ST  ZIP  Code]  
[Phone:  555-­‐555-­‐55555]  [Fax:  123-­‐123-­‐123456]  
[[email protected]]  

Profit & Loss Statement

For the Period Ended ____________________

Income $ $
Sales 0000000
Services 00000000
Other Income 00000

Total Income 0000000

Expenses
Accounting 0000000
Advertising 000000
Assets Small 000000
Bank Charges 000000
Cost of Goods Sold 00000
Depreciation 00000
Electricity 000000
Hire of Equipment 00000
Insurance 00000
Interest 00000
Motor Vehicle 00000
Office Supplies 00000
Postage and Printing 00000
Rent 00000
Repairs and Maintenance 000000
Stationary 0000
Subscriptions 00000
Telephone 00000
Training/Seminars 00000
Wages and On costs 00000

Total Expenses 00000000

Profit/Loss 00000000

Source: https://www.smallbusiness.wa.gov.au/business-topics/money-tax-and-legal/money-matters/understand-your-accounts/understanding-profit-loss-
statements/components-of-a-profit-and-loss-statement/example-profit-and-loss-statement/

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Finance Template Meeting 4
How much money you need to start up your company? What would you need it for?

What will you do to gain sponsor services? How will you use your network to achieve this?

Meeting 4

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Financial Planning Example Meeting 5

A team of 10 students on the INJAZ Bahrain program have decided to sell cushions at $15 per cushion,
making 100 in their first batch. They are lucky enough to have had family and friends volunteer in the
production of them to keep down and in some cases eliminate cost. They are design students and will
therefore oversee the production themselves. However, they had to rent a workshop where the pillows
can be produced.

Fixed Costs Total cost for the duration of

the INJAZ Bahrain Company
Program
1. Equipment $50
2. Marketing Budget $100
3. Rent $120
4. Utilities (electricity, heating, water etc) $20
5. Wages ($ 0.50 per company member, per meeting attended) $60
(10 team members attending
12 meetings each)

TOTAL FIXED COSTS $350

Variable Costs per unit Total cost for the duration of

the INJAZ Bahrain Company
Program
1. Raw materials for making pillow. $1
2. Production supplies – required to produce the pillows. $1
3. Piece rate labor – the fee paid for the production of every pillow . $1
4. Sales commission to motivate company members to increase $1
sales.
5. Sales tax. $0
6. Transport costs for getting the pillows to the customers. $0
7. Merit based bonuses to recognize outstanding performance of $1
company members in every department.
TOTAL FIXED COSTS $5

119
 Cost per unit Total Fixed Costs ($350) + Total Variable Costs- for a 100 units ($500)
____________________________________________________________ $8.50
Number of Units Produced (100)

Gross Profit Net Price Retail Unit ($15) – Total Variable Costs per Unit ($5) $10
per Unit

Total Variable Total Variable Costs ($500)

_________________________________ $5
Costs per Unit
Total Number of Units Produced (100)

Break Even Total Fixed Costs ($350)

_______________________ 35
Point
Gross Profit Per Unit (10)

Units to be Total Number of units at breakeven point (35)

_________________________________________ 3.5
sold by each Total number of students (10)
student

High Price Scenario Average Price Scenario Low Price Scenario

Net price per retail unit 25 15 10

Total variable costs per unit 5 5 5

Now calculate: Net Price per Retail Unit – Total Variable Costs per Unit and insert the answer in the row below
as this is the gross profit per unit.

Gross profit per unit 20 10 5

Total Fixed Costs 350 350 350

Now calculate: Gross Profit per Retail Unit – Total Expenses per Unit and insert the answer in the row below as
this is the net profit per unit.

Net profit per unit 11.50 1.50 -3.50

Now calculate: Total Fixed Costs / Gross profit per Unit

Break Even Point 17.5 35 70

(number of units to be sold by
the company)

Now calculate: Break Even Point / Number of Company Members

Sales Forecast 2 4 7
(Minimum number of units
to be sold by each company
member)

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SWOT Analysis Meeting 6
SWOT is an acronym for Strengths, Weaknesses, Opportunities and Threats. It is a flexible tool that helps
you to assess and formulate a strategy, or make a decision in any aspect of your business. It can be
used to evaluate a range of items such as a new product/service, or the Company`s internal and external
strengths and weaknesses, and its environmental threats and opportunities. It Remember to watch
can also be used as a personal self-assessment tool. the short explanatory
session on this topic
available on the Online
Internal Factors: Strengths and Weaknesses Learning Portal.

Strengths and weaknesses should be stated and used in context with the opportunities and threats.
Strengths matter only if you can use them to exploit an opportunity or counter a threat. Similarly, a
weakness is problematic only if it relates to a threat. Strengths are beneficial to the Company and
weaknesses can be damaging. Many factors are taken into consideration when evaluating strengths and
weaknesses and examples of these are shown in Table 4.3 below.
External Factors: Opportunities and Threats
Opportunities and threats should be considered in the context of strengths and weaknesses. For example,
there may be a new market opportunity but at present your business does not have the resources to
exploit it. At this stage of your Company Program journey you can use the SWOT analysis to challenge
and evaluate the product/service idea, and to reach optimum strategic decisions. As shows in Table 4.3
below, opportunities are beneficial to the Company and threats can be damaging to the Company.

Table 6.1 SWOT Analysis Beneficial to the Damaging to the

Company Company

S STRENGTHS W WEAKNESSES
• Low production cost • Many competitors
INTERNAL • Innovative idea • High cost production
(inside the Company) • Market dominance • Low quality
• High demand • Lack of resources
• Capabilities and resources • Lack of technology
• Monopoly on technology

EXTERNAL
O OPPORTUNITIES T THREATS
• Market opportunity • New market entrants
(outside the Company)
• Increase in demand • Change in customer needs
• New technology • Unfavorable political change
• Favorable political change • New competing technology

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 SWOT ANALYSIS TEMPLATE
Complete the SWOT Analysis for your product / service and company:

Beneficial to the Company Damaging to the Company

S STRENGTHS W WEAKNESSES

INTERNAL
(inside the company)

O OPPORTUNITIES T THREATS

EXTERNAL
(outside the company)

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NOTES:

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 NOTES:

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