2. FOODSERVICE JBP GUIDEBOOK
Operator-Manufacturer Joint Business Planning Process Guidebook and Worksheets
The Partnering Group
October 2015

3. PURPOSE
This Guidebook is intended to provide Joint Business Planning Practitioners with the process, principles and worksheets to guide their work as business partners.
The Guidebook was developed through the work of an Industry Board made up of companies led by TPG and IFMA.
It is our intention that the worksheets will be used by the industry as a Best Practices approach to building Joint Business Plans.

4. DEFINITION - JOINT BUSINESS PLANNING
Foodservice Joint Business Planning is an ongoing collaborative process for partners to identify, prioritize and execute mutually advantageous initiatives intended to improve patron’s experience and drive financial results.

5. CONTENTS
Foodservice Joint Business Planning (JBP) Best Practice Process
Process Relationship Diagram
Process Inputs & Outputs
The Worksheets
1A. Approvals Tracker
1B. Category Insights Summary
1C. Prioritized Opportunity Summary
1D. Opportunity Insights Summary
2A. Key Initiative Summary
2B. Scorecard & Targets
2C. Initiative Team Grid
2D. Key Initiative Summary
3A. Tactical Development Roadmap & Testing Plan
3B. Tactical Development Feedback & Approvals Tracker
4A. Launch/Roll-out Plan
5A. Scorecard Performance Analysis (2B)
5B. JBP Learnings & Impact
5C. Plan Communication and Refinements Summary

6. FOODSERVICE JBP BEST PRACTICE - THE PROCESS
Discovery
& Strategic Alignment
Goal Setting &
Initiative Design
Tactical Development & Testing
Review
&
Refine
Launch
Share Corporate strategies
Understand capabilities & requirements
Identify & prioritize common opportunities
Analyze & identify relevant insights
Leverage opportunities & agree on priority initiatives
Build scorecard & align on goals & timing
Identify development teams
Build tactical roadmap & testing plan
Complete tactical development & testing
Create and communicate launch plan
Implement/ roll-out/ launch initiative
Collect & assess progress vs. scorecard
Discuss successes & opportunities for improvement
Make plan adjustments
Align & Proceed
Align & Proceed
Align & Proceed
Align & Proceed 5
The Partnering Group

7. Relationship & Opportunity Evolution
FOODSERVICE JBP BEST PRACTICE Representing the Ongoing Work of a JBP Relationship
Relationship & Opportunity Evolution
Initiative Execution
Tactical
Development & Testing
Review
&
Refine
Launch
Discovery
& Strategic Alignment
Goal Setting &
Initiative Design
Tactical
Development & Testing
Review
&
Refine
Launch
Tactical
Development & Testing
Review
&
Refine
Launch 6
The Partnering Group

8. FOODSERVICE JBP - PROCESS INPUTS/OUTPUTS
Corporate strategies
Capabilities summary
Data and insights
Understanding of Pyramid
List of key opportunities from your organizations perspective
Prioritized opportunities and summary of insights
Method to set reasonable targets
Understanding of resources and what each organization is prepared to invest in
Resources, tools and capabilities needed to bring initiatives to life
Testing protocols & success criteria
Understanding of launch resources including:
Responsibilities
Capital investment
Training
Marketing support
Supplier alignment
Timing
Performance data vs. targets
Qualitative feedback from stakeholders
Discovery
& Strategic Alignment
Goal Setting &
Initiative Design
Tactical
Development & Testing
Review
&
Refine
Launch
Outputs
Outputs
Outputs
Outputs
Outputs
Strategic alignment
JBP Insight Summary
Prioritized opportunities
Insights summary for priority opportunities
Agreement on
Key initiative(s)
Scorecard/targets
Initiative team members
Alignment on:
Tactical roadmap & testing plan
Timing
Feedback & approvals mechanism
Complete tactical development & testing
Create launch plan
Communicate launch plan
Execute launch plan
Scorecard analysis
JBP Learnings & Impact
Communication of plan & execution refinements 7

9. JOINT BUSINESS PLANNING
FOODSERVICE
JOINT BUSINESS PLANNING
WORKSHEETS
The Partnering Group

10. JBP PROCESS WORKSHEETS
FOODSERVICE
JBP Worksheets
JBP PROCESS WORKSHEETS
Discovery
& Strategic Alignment
Goal Setting &
Initiative Design
Tactical
Development & Testing
Review
&
Refine
Launch
Worksheets
Worksheets
Worksheets
Worksheets
Worksheets
1A. Approvals Tracker
1B. Category Insights Summary
1C. Prioritized Opportunity Summary
1D. Opportunity Insights Summary
2A. Key Initiative Overview
2B. Scorecard & Targets
2C. Initiative Team Grid
2D. Key Initiative Summary
3A. Tactical Development Roadmap & Testing Plan
3B. Tactical Development Feedback & Approvals Tracker
4A. Launch/Roll-out Plan
5A. Scorecard Performance Analysis (2B)
5B. JBP Learnings & Impact
5C. Plan Communication and Refinements Summary

11. JBP PROCESS WORKSHEETS
FOODSERVICE
JBP Worksheets
JBP PROCESS WORKSHEETS
Planning Logic Flow
Opportunity > Initiative > Tactics > Launch
Four worksheets form the foundation of the plan
1C.
Prioritized Opportunity Summary
2A.
Key Initiative Summary
3A.
Tactical Development Roadmap
4A.
Launch /
Roll-out Plan

12. Operator Approval / Date Supplier Approval /Date
FOODSERVICE
JBP Worksheets
1A: APPROVALS TRACKER Approvals stage-gate tracker to be used throughout the JBP process
Output Step
Operator Approval / Date
Operator Comments
Supplier Approval /Date
Supplier Comments
1C. Prioritized Opportunity Agreement
2A.Key Initiative Worksheet Review
2B. Scorecard & Target Alignment
2C. Team Assignment Agreement
3A. Tactical Roadmap Review+ 3B Feedback/Approvals Mechanism Agreement
4A Launch Plan Alignment
5A,B,C. Scorecard Review & Refinement Agreement

13. 1B: JBP INSIGHTS SUMMARY
FOODSERVICE
JBP Worksheets
1B: JBP INSIGHTS SUMMARY
Insights
Sources
xxx
JBP Opportunities
MACRO - Business environment, FS industry, Consumer/operator/distributor/trends, Menu/eating trends and behaviors
xxx
CATEGORY - Size, Growth, Trends in flavor/format, Segment importance
xxx
xxx
CONSUMER - Consumer demographics trends, Attitudes and usage, Path-to- choice
xxx
OPERATOR - Segmentation, Attitudes and usage, Frustrations, Path-to- purchase
xxx
xxx
SUPPLY CHAIN / SOURCING – Trends, Advantages, Constraints, Distribution route, Capabilities, Programs
xxx
xxx
INTERNAL (OPERATOR & MANUFACTURER) – Resources, Skills, Capabilities

14. 1C: PRIORITIZED OPPORTUNITY SUMMARY
FOODSERVICE
JBP Worksheets
1C: PRIORITIZED OPPORTUNITY SUMMARY
Mutual opportunities are identified based on a sharing of strategies, insights and the areas of leverageable value
Priority Alignment
Opportunity Name
Description
Foundation / Rationale for Opportunity
Desired Outcome 1 xx 2 3 4

15. 1D: OPPORTUNITY INSIGHT SUMMARY OPPORTUNITY: ___________________
FOODSERVICE
JBP Worksheets
1D: OPPORTUNITY INSIGHT SUMMARY OPPORTUNITY: ___________________
Observations from Research & Data Analysis
Insights
Strategic Implications for JBP
xxx xx
xxx xx
xxx xx
xxx
xxx xx
xxx xx
xxx xx
xxx
xxx xx

16. 2A: KEY INITIATIVE OVERVIEW
FOODSERVICE
JBP Worksheets
2A: KEY INITIATIVE OVERVIEW
Opportunity (from Worksheet 1C)
Initiative Name XX
Translate opportunity into a specific & actionable initiative
Initiative Description
Key Elements (High Level Tactical Overview)
Success Criteria
Elements Out of Scope
e.g. $xM in Sales in first 6/12/18 Months
e.g. $xM in Cost savings by y date
e.g. x% increase in patron satisfaction scores by y date
Resource Needs (People, Capital, External Support)
Key Milestones
e.g. Supplier Culinary
e.g. Concepts Complete: June 1
e.g. Operator’s Advertising Agency
e.g. Test Complete: Sept 1
e.g. Packaging Redesign Cost Estimate: $50,000
e.g. Full Launch: Jan 1

17. 2B: SCORECARD & TARGETS Initiative Name: Leading / Lagging
FOODSERVICE
JBP Worksheets
2B: SCORECARD & TARGETS
Initiative Name:
Leading / Lagging
Key Measures
Goal
Actual
(Through XX/XX)
Status
Leading Measures
of Activity
e.g. # of Restaurants Launched into
e.g. 100
e.g. % of Full Truck Shipments
e.g. 85%
Lagging Measures
of Outputs
e.g. Units Sold Weekly
e.g. 1,000
e.g. Efficiency savings
e.g. $500,000

18. 2C: INITIATIVE TEAM GRID
FOODSERVICE
JBP Worksheets
2C: INITIATIVE TEAM GRID
Initiative Name:
Supplier / Operator
Name
Function
Initiative Role
Tactical
Responsibilities
Phone
Operator
Supplier

19. 2D: KEY INITIATIVE SUMMARY Combines Worksheets 2A, 2C and 3A
FOODSERVICE
JBP Worksheets
2D: KEY INITIATIVE SUMMARY Combines Worksheets 2A, 2C and 3A
Initiative Name
Initiative Description
‘Translate opportunity into a specific & actionable initiative’
Success Criteria
Team Members & Roles
e.g. $xM in Sales in first 6/12/18 Months
e.g. $xM in Cost savings by y date
e.g. x% increase in patron satisfaction scores by y date
Tactical Plan
Tactic / Description
Owner
Key Dates

20. 3A: TACTICAL DEVELOPMENT ROADMAP & TESTING PLAN
FOODSERVICE
JBP Worksheets
3A: TACTICAL DEVELOPMENT ROADMAP & TESTING PLAN
Initiative Name:
Tactic
Owner
Support Resources
Milestone? (Y/N)
Week (or Month/add dates) 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26

21. 3B: TACTICAL DEVELOPMENT FEEDBACK & APPROVAL TRACKER
FOODSERVICE
JBP Worksheets
3B: TACTICAL DEVELOPMENT FEEDBACK & APPROVAL TRACKER
Initiative Name:
Milestone Tactic
(from 3A)
Approver & Date
Feedback

22. 4A: LAUNCH / ROLL-OUT PLAN
FOODSERVICE
JBP Worksheets
4A: LAUNCH / ROLL-OUT PLAN
Initiative Name:
Launch Step
Owner
Support Resources
Comments
Week (add dates) 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26
e.g. Training
e.g. Merchandising Support
e.g. New Equipment
e.g. Product delivered to units

23. 5A: SCORECARD PERFORMANCE ANALYSIS Add Actual Results to 2B Scorecard
FOODSERVICE
JBP Worksheets
5A: SCORECARD PERFORMANCE ANALYSIS Add Actual Results to 2B Scorecard
Initiative Name:
Leading / Lagging
Key Measures
Goal
Actual
(Through XX/XX)
Status
Leading Measures
of Activity
e.g. # of Restaurants Launched into
e.g. 100
e.g. % of Full Truck Shipments
e.g. 85%
Lagging Measures
of Outputs
e.g. Units Sold Weekly
e.g. 1,000
e.g. Efficiency savings
e.g. $500,000

24. 5B: JBP LEARNINGS & IMPACT
FOODSERVICE
JBP Worksheets
5B: JBP LEARNINGS & IMPACT
Learning
Based on Scorecard Results
Short-Term Initiative Related
Long-Term Relationship Impact
Initiative Adjustment Recommendations
Implications to Relationship – New Opportunities & Areas of Leverageable Value xx

25. 5C: PLAN COMMUNICATIONS & REFINEMENTS SUMMARY
FOODSERVICE
JBP Worksheets
5C: PLAN COMMUNICATIONS & REFINEMENTS SUMMARY
Agreed Upon
Areas to Change
Priority / Timing of Deliverable / Change
Owner
Resources / Cost xx
E.g. Immediate, required in-store in 7 seven days