COVER PAGE

THE PROPOSED --------------------------------------------------------------------------------------

BUSINESS LOGO
BUSINESS CONTACTS

PRESENTED BY
INDEX NO
SUPERVISED BY KIAMBU INSTITUTE OF SCIENCE AND
TECHNOLOGY

PRESENTED TO THE KENYA NATIONAL EXAMINATION

COUNCIL IN PARTIAL FULFILLMENT FOR
THE AWARD OF CERTIFICATE IN COMMUNICATION
AND INFORMATION TECHNOLOGY

DATE OF PRESENTATION JUNE 2020

EXAMINATION SERIES JUNE/JULY 2020
 DECLARATION
Declaration by the Student

I declare that the business plan is my original work and has never been presented to any
examining body

Name
Index Number
Signature
Date

Declaration by the Supervisor

I declare that the business plan is forwarded to the Kenya Examination Council with my
approval as the supervisor of the institute.

Name
Signature
Date

For and on behalf of Kiambu Institute of Science and Technology

The Principal
Name
Signature
Date
(ii)
DEDICATION

(iii)
ACKNOWLEDGEMENT

(iv)
 LIST OF FIGURES

(The figures should be well coded with relevant titles)

(v)
 LIST OF TABLES

(The tables should be well coded with relevant titles)

 TABLE OF CONTENTS

Dedication ii
Acknowledgement------------------------------------------------------------------------------------------- iii
List of Figures ----------------------------------------------------------------------------------------------- iv
List of Tables ----------------------------------------------------------------------------------------------- v
Table of Contents ------------------------------------------------------------------------------------------- vi
Executive Summary ----------------------------------------------------------------------------------------
vii

CHAPTER ONE

1.0 Business Description -------------------------------------------------------------------------------- 1

1.1 The Sponsor -------------------------------------------------------------------------------------------
1.2 The Business ------------------------------------------------------------------------------------------
1.3 The Industry -------------------------------------------------------------------------------------------
1.5 Entry and Growth Strategy --------------------------------------------------------------------------
1.6 The Business Goals ----------------------------------------------------------------------------------

CHAPTER TWO
2.0 The Marketing Plan
2.1
2.2
2.3
2.4
2.5
CHAPTER THREE

3.0 The Management and Organizational Plan

3.1
3.2
3.4
CHAPTER FOUR

4.0 The Production Plan

4.1
4.2
4.3
4.4
4.5
4.6
 CHAPTER FIVE
5.0 The Financial Plan
5.1 The Pre-operational Plan
5.2 The Projected Working Capital
5.3 The Pro-Forma Profit and Loss Account
5.4 The Pro-forma Balance Sheet
5.5 The Projected Cash flow Statement
5.6 The Desired Capital
5.7 The
5.8 The Profitability Ratios
5.9 The Implementation Schedule
5.10 The Critical Risks and Problems
REFERENCES
APPENDICES
 (vii)

THE EXECUTIVE SUMMARY

(This Executive Summary should not exceed one and a half pages)
1.0 The Business Description

2.0 The Marketing Plan

3.0 The Management and Organizational Plan

4.0 The Production Plan

5.0 The Financial Plan

(viii)
 CHAPTER ONE

1.0 THE BUSINESS DESCRIPTION

The business description is the first phase of preparing your business plan. In this phase you will
describe your own background and explain how it prepares you to venture into business. You
will then clearly describe the nature of the business you wish to start. You will explain in detail
the product or service you will offer. You will also explain the industry in which the proposed
business will fall in and also how you intend to make entry to the market and outline your plans
for growth. Finally you will also have to state the business goals i.e. Short and Long Term
Goals.

(This should act as an introduction to chapter one. Here you need to introduce the chapter
in one paragraph by highlighting the contents of the chapter.)

1.1 The Sponsor

1.1.1 Background of the Sponsor
1) What is your name?
2) What is your age?
3) Where do you live?
4) What is your present occupation?
5) What are your educational, technical and professional qualifications? (State when and
where the qualifications were obtained)
6) What is your relevant experience in the business you wish to start? (State when and
where you obtained the experience)
7) How do you plan to compensate for your lack of experience (if any) in the business you
are starting?
1.1.2 Description of the Proposed Ownership Structure
1) How much will you contribute to your business?
2) How much do you plan to get from any lending institution
3) How much do you expect to get from family and friends as a donation?
4) What will be the percentage of each source of capital

(This must be worked out and the calculations leading to the percentages clearly indicated.
This information should therefore be summarized in a pie chart. The pie chart must be
coded and given a name i.e. Figure 1.1 Sources of Capital. Below the figure and from the
left margin indicate the source as: Source: Author (2014). )

5) Explain the terms and conditions of the lending institution

(Consider the repayment period; interest rate and the grace period. Indicate the
repayment period and show the amount of money that has to be remitted to the lending
institution monthly towards the principal amount. You are also to indicate the interest,
clearly work it out and indicate the amount of money that the proposed business will have
to remit to the lending institution towards the interest. You also need to combine the two
worked figures to clearly show the total amount of money the proposed business will be
remitting to the lending institution towards the loan.)

1.2 The Business

1.2.1 Description
5) What will the name of your proposed business be? (Justify the choice of your business
name. It should be memorable, easy to pronounce, unique, attractive, have a link with the
product or service you intend to offer)
6) When do you intend to start your business?
7) Will you operate as a sole/proprietor, partnership or limited company? (Justify the choice
of business form)
8) What will be the major activity of your proposed business?
9) Who will be your principal customers?
1.2.2 Choice of Business Location
10) Where exactly the proposed business be located?
11) How does your chosen business location relate to the market area within which you wish
to operate?
12) What infrastructure exists at your planned business location? (Indicate the availability of
roads, rails, airport, telephone, water and electricity etc.)
13) How close is your business location to sources of raw materials, potential markets,
employees’ homes, potential suppliers and other business services?)
1.2.3 Justifying the need for the Proposed Business Venture (Here use the name of the
business)
14) What specific needs will your business venture satisfy? (Consider unsatisfied local
demand; export orientation, import substitution, or potential growth in the industry)
15) What contribution will your business make to the local community? (consider
employment creation; use of local resources, promotion of indigenous technology or
provision of goods and services)
1.3 The Product
(Here you need to choose either a product or service. Kindly do not use both)
16) What product will your business offer?
17) What will be the main features of your product or service? (Indicate the size, color,
shape, texture, materials, quality and packaging of the product)
18) What benefits will customer obtain from your product or service? (consider the
performance, convenience, economy, comfort, durability, usage flexibility, servicing and
warranties of the product or service)
19) What unique features of your product or service will give it advantage over your
competitors?
 20)
1.4 The Industry

1.4.1 Size of the Industry

21) Which industry does your proposed business belong to? (Example: a matatu business
belongs to the transport industry; a school belongs to the education industry etc.)
22) What is the size of the industry in your proposed business community/ (Consider the total
number of firms in the industry)

1.4.2 Key Characteristics of the Industry

30) What are the sizes of firms in the industry (Indicate whether small, medium, or large)

31) What kind of technology is used in the industry? (Indicate whether it is labor or capital
intensive. Kindly justify)

32) What level of technology is applied in the industry? (Indicate whether modern, obsolete,
outdated, sophisticated or simple)

33) What is the average number of employees in the firms?

34) What is the basic capital requirement for entry to the industry?

35) What is the degree of competition in the industry? (Indicate whether low or high)

36) What is the general level of sales/profitability for firms operating in the industry?

37) What seasonal factors are experienced in the industry?

1.4.3 The Industrial Trends and Prospects

38) What are the trends and prospects of sales in the industry? (Indicate signs of growth, stability
or decline)

39) What are the trends and prospects of technological development in the industry?

40) What are the competitive trends in the industry? (Consider product innovation, packaging,
pricing etc.)

1.5 The Entry and Growth Strategy

1.5.1 The Entry Strategy

41) How will the business penetrate and gain acceptance in the target market? (Consider
advertising and promotion, weaknesses among competitors, competitive advantages, distribution
etc.)
1.5.2 Growth Strategy

42) What opportunities will there be for growth in the proposed business

43) What are the plans for growth and expansion beyond the entry of the product or service

1.6 Business Goals

1.6.1 Short Term Goals
i)
ii)

iii)

iv)

v)

1.6.2 Long Term Goals

i)

ii)

iii)

iv)

v)
 CHAPTER TWO

2.0 THE MARKETING PLAN

The marketing plan is the second stage of preparing your business plan. This phase is highly
critical because it provides the basis for the organizational, operational and financial plans. You
will need to conduct a market research i.e. an in-depth analysis of your market opportunities and
challenges. You can then develop the marketing strategies, tactics and policies required to
exploit the market opportunities. You should note the sources of any market data you use and
present your facts convincingly.

2.1 Customers

2.1.1 Description of Potential Customers

1) Who are your potential customers?

2) What are the characteristics of your potential customers? (Indicate the customers’ age,
income, sex, education, occupation, and ethnic group where applicable)

3) What will the customers be looking for in your product/service? (Consider performance,
economy, convenience e, comfort, safety or durability)

4) When will the customers purchase your product/service? (Consider time of the day, week and
month)

5) What are the purchasing patterns or characteristics of your customers? (Indicate quantity
likely to be purchased at a given time, the frequency of purchase and the desired mode of
payment)

2.1.2 The Market Size

6) Approximately how many people (Firms) need your product/service?

2.2 The Competition

2.2.1 Description of the Potential Competitors

8) Who are your potential competitors?

9) Where are your potential competitors in relation to your proposed business location?

10) How will the location of your competitors affect your business? (State the advantages and
disadvantages of your location in relation to theirs)
2.2.2. The Size of Your Competitors in Relation to the Proposed Business

11. What sizes are your competitors? Are they small, medium, or large in relation to your
business? (Consider assets, sales volumes, number of employees, etc)

12) What are the advantages and disadvantages of the size of your business?

2.2.3 Comparison of the Proposed Product with those of Potential Competitors

13 How does your product/service compare with those of potential competitors? (For each area
of comparison, give a score on a scale of 1 (very low); 2 (low); 3 (moderate); 4 (High) and 5
(very high). (Consider performance, quality, reputation, after-sales service, and other areas
specific to your business)

14) What competitive advantages will your product/service have over those of your competitors?

2.2.4 Description of the Overall Strengths and Weaknesses of Your Potential Competitors

15) How do you assess the overall strengths and weaknesses of your competitors? For each area
of comparison, allocate a score on a scale 1 (very low); 2 (low); 3 (moderate); 4 (high) and 5
(very high). (Consider the benefits to customers, technology, location, management, distribution
channels, and other areas specific to your business)

16) With reference to your competitors’ overall strengths and weaknesses, in what ways will it
be easy/difficult to compete with them?

2.3 The Pricing Strategy

17) How will you calculate the selling price of your product/service?

18) What factors will you consider in setting the selling price of your product?

19) What will be the selling prices for each of your product/service?

20) Will your selling prices be fixed or variable? (Give reasons for your decision)

21) What credit terms will suit your product/service?)

22) What criteria will you use for determining who gets credit?

23) What will be your discounting policy?

24) What will you charge for after-sales-services?

2.4 Sales Tactics

25 What selling methods will you employ? (Consider, personal selling or selling indirectly e.g.
through an agent)

26) If you intend to sell directly to customers, how will you recruit, retain and remunerate your
sales force?

2.5 Advertizing and Promotion Strategy

2.5.1 Advertizing Strategy

29) Which advertizing media will you use?

30) How will you portray your product/service? i.e. what image do you wish to project?

31) How often will you advertize? How much will each advertisement cost?

32) How will your measure the effectiveness of your advertisements? (Consider increased sales
volume, more enquiries, increased website visits, return buyers etc)

2.5.2 Promotion Strategy

33) What promotional campaign will you undertake? (Consider using free product samples or
free introductory services

34) Which promotional methods will you employ on a regular basis?

35) How much will each method of promotion cost?

36) How will you measure the effectiveness of your promotional campaigns?

2.6. Distribution Strategy

37) How will you get your product/service to your customers?

38) What specific distribution problems do you anticipate?

39) How do you plan to solve these problems?

 CHAPTER THREE

3.0 THE ORGANIZATIONAL PLAN

In the organizational plan for the business, you will develop policies for staff development and
human resources management. This will enable you to achieve the efficient processing of goods
or effective performance of services. You will present in detail the job descriptions, employee
evaluations, training and staff compensation plans. You will also indicate the services required
for your business.

3.1 The Organizational Structure

(Prepare an organizational structure for your business. You as the owner of the proposed
business must be the Manager. Take note that the senior most employees in this proposed
business is you the manager. You must also indicate who is answerable to whom by use of
arrows)

3.2 The Management Team

1) Who will be members of the management team?

(By virtue of you being the proprietor of the proposed business, you must be a member of
the management team. You need to have others and so here you need to indicate the
composition of the management team. You should not deal with individuals (Peoples’
names but use their functions)

2) What will be the duties and responsibility of the Manager?

3.2.1. The Manager

3.2.1.1. Duties and Responsibilities





(Below here you need to outline the duties of the other members of the management team.
If your management team is composed of three members then you need to move up to 3.2.3
as shown below. Note that for the Manager you do not need to indicate qualifications since
this has already been captured in chapter one)

3.2.2 -------------------------------------------

3.2.2.1 Duties and Responsibilities


 



3.2.2.2 Qualifications






Remuneration

3.2.3-------------------------------------------

3.2.3.1 Duties and Responsibilities






3.2.3.2 Qualifications





Remuneration -----------------------------------------------------------------

3) What incentives will you give to members of the Management Team?

The above information is summarized in Table 3.1 below:
Table 3.1 Remuneration of the Management Team
Function Remuneration
Kshs
The Manager

Total Remuneration of the Management Team

Source: Author (2015)

3.3 Other Personnel

4) How many other employees will the business require? (Here you need to mention the
functions that will be needed)
3.3.1. The ---------------------

3.3.1.1. Duties and Responsibilities







3.3.1.2 Qualifications






Remuneration

3.3.2-------------------------------------------

3.3.2.1 Duties and Responsibilities






3.3.2.2 Qualifications





Remuneration -----------------------------------------------------------------
3) What incentives will you give to the other personnel? Indicate the cost of each and total cost.

The above information is summarized in Table 3.2 below:

Table 3.2 Remuneration of the Other Personnel
Function Remuneration
Kshs
Total Remuneration of the Other Personnel
Source: Author (2015)

3.4 Evaluation and Development of Employees

3.4.1 Evaluation of Employees

4) How will you evaluate the performance of your employees?

3.4.2 Employee Development

5) What are your training plans for your employees?

3.5 Support Services

The proposed business will need the following support services:

3.5.1. Banking

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3.5.2 Accounting

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3.5.3 Legal

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3.5.4 Management Advisor

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3.5.5 Postal

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3.5.6 Insurance

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3.5.7 Internet Provider

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N/B The name and physical location of the service provider must be given in details. You
also need to indicate the cost of each service provider. You must only deal with registered
businesses and avoid dealing with relatives in their capacity as relatives or friends. If you
have to bring them into the business, then do so because of the professional qualification
that they have and could be utilized in the business

The above information is summarized in table 3.3 below:

Table 3.3 Cost of Support Services

Service Provider Location Cost
Kshs
Banking
Accounting
Legal
Management Advisor
Postal
Insurance
Internet
Total Cost of Support Services
Source: Author (2015)

CHAPTER FOUR
4.0 OPERATIONAL/PRODUCTION PLAN
In the operational phase of business planning, you will describe the facilities, labor, and
overheads required to manufacture your proposed product or render your proposed service. If
you are in the manufacturing business, you will explain the manufacturing process for making
your product. For a service business, you will describe the key processes of offering your
service. In both manufacturing and service industries, you should indicate any regulations,
compliances and approvals that will affect your operations

4.1 Product/Service Design and Development

4.1.1 Description of the Proposed Design and Development
1) What will be the design of your proposed product/service?
2) How do you intend to develop your proposed product/service?
3) What cost will you incur in designing and developing your product/service?
4) What kind of technology will you use to manufacture your product/service?
5) What level of technology will you apply in manufacturing your product or offering your
service?
6) Is your choice of technology the best available? If not, why have you chosen not to use
alternative technology?
7) How appropriate is your choice of technology? (Consider simplicity in utilization, cost
effectiveness, flexibility in adoption, efficiency I n production, extent of local availability or
frequency or maintenance)
8) What are your immediate plans to cope with changes in technology which will be used in the
proposed business?
9) What are your future plans to cope with technological developments which will be used in
your proposed business?

4.2 Production Facilities and Capacity

4.2.1 Description of Facilities needed for Operation/Production
10) What Facilities will be needed for operation?
Table 4.1 Facilities Required for Production/Operation
Item Source Cost Per Units Installation Date Total Cost
Unit Required Cost Required Kshs
Kshs Kshs

Total Cost of Facilities Required for Operation

Source: Author (2015)
4.2.3 Repairs and Maintenance of Facilities for Operation/ Production
11) Who will maintain and repair the facilities for operation?
12) Will spare parts for major items be available locally? If they are, who will be your
suppliers?
13) If spare parts are not available locally, what importation arrangements will you have to
make?
4.2.4 Features of the Proposed Premises
14) Will you be operating from your own or rental premises?
15) What will be the terms and conditions of renting the premises? (Consider the monthly rent,
rental deposit and increment)
16) Where will you install the machinery and equipment?
17) Draw a ground plan for the proposed premises (Figure 4.1 Ground plan of the proposed
Premises)
18) Will the premises space allow for future expansions?

4.3 Production/Operation Strategy

4.3.1 Description of Monthly Production/Operation Expenses
19) What raw materials (Materials) will you need for production/operation? (Give details of type,
source, quantities and costs and frequency required)
Table 4.2 Monthly Production/Operation Expenses
Material Source Frequency Quantity Cost Per Units Total Cost
Unit Required Kshs.
Kshs

Total Cost of Monthly Materials Required for Operation

Source: Author (2015)
20) Will the materials be readily available throughout the year? If not, what are your plans to
deal with possible shortages?
21) How will the materials be transported to your business? How much will this cost per month?

4.3.2 Monthly Labor Requirements

22) How many direct and indirect employees will you need?
23) What will be the total cost of production/operation labor per month? Use the following
formula
No of Direct Employees x Monthly Salary =
Total Monthly Cost of Direct Employees
No of Indirect Employees x Monthly Salary =
Total Cost of Production Labor per Month =
4.3.3 Monthly Production/Operation Expenses
24) What will be your monthly production expenses?

Table 4.3 Monthly Production Expenses

Expense Amount
Kshs.

Total Monthly Production Expenses

Source: Author (2015)

4.3.4 The Cost of Production/Operation

25) What volume do you expect to produce per day, week, month, quarter or year?
26) What will be the production/operation cost per unit?
27) What will be the total cost of production/operation in a given period (per day, week, month,
quarter, and year?)

4.4 Production/Operation Process/Service Delivery Process

28) What steps will be involved in producing your product. Alternatively, what will be the main
features of offering your proposed service?
29) What external factors are likely to affect your production/operation/service delivery process?
30) How do you intend to minimize the impact of these external factors?

4.5 Government Regulations

The proposed business will have to comply with the following government regulations:
4.5.1 Name Search
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4.5.2 Business Name Registration
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4.5.3 Business Licensing
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4.5.4 PIN Certificate
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4.5.5 Taxation
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4.5.6 Tax Compliance Certificate

The above information is summarized in table 4.4 below:

Table 4:4 Cost of Government Regulations and Compliances
Regulation/Compliance Source Location Cost
Kshs

Total Cost of Government Regulations and Compliances

Source: Author (2015)

CHAPTER FIVE

5.0 THE FINANCIAL PLAN

The chapter describes the financial aspects of a firm. To help gauge the future financial
potential of the firm, the Pro-forma Balance Sheets, Pro-forma Profit and Loss Accounts and a
Projected Cash flow Statement. The chapter also highlights the Financial Requirements and the
Proposed Capitalization. Finally The Break-even Level of Sales and the expected Profitability
Rations have also been calculated
5.1 The Pre-operational Costs
Before the start of operation -----------------------------------------

5.1 Pre-operational Costs

Table 5.1 The Pre-operational Plan
Business Details
Item Amount
KShs
Professional Fees
Facilities
Installation
Deposits
Government Regulations
Support Services
Entry Strategies
Opening a Bank Account
Fire Extinguishers
First Aid Kit
Uniforms
Partitioning
Office Furniture
Miscellaneous
Total Cost Pre –operational Costs
Source: Author (2014)
Assumptions:


5.2 Working Capital

Business Details

Working Capital as at Start-up January 2015; 31 December 2015; 31 December 2016

and 31 December 2017
Assets As at Start-up 31 December 31 December 31 December
Current Assets January 201 201 201 201
Kshs Kshs Kshs Kshs
Debtors - - - -
Cash
Deposits
Total Current Assets
(c)
Liabilities
Current Liabilities
Creditors - - - -
Tax
Total Current
Liabilities (d)
Working Capital
Source: Author (201
Assumptions:

5.3 The Pro-forma Profit and Loss Accounts

(The P and L is done as per the industry
Table 5.3 The Pro-forma Profit and Loss Accounts
Business Details
Profit and Loss Statements
For the Years Ended 31 December 2018; 31 December 2018 and 31 December 2018
Item 31 December 201 31 December 201 31 December 201
Kshs Kshs Kshs

TOTAL EXPENSES 2 021 899 2 126 199 2 239 004

NET PROFIT BEFORE TAX
PROVISION FOR TAX 10%
NET PROFIT AFTER TAX
Source: Author (201
Assumptions:

5.4 The Pro-forma Balance Sheets

Table 5.4 The Pro-forma Balance Sheets
Business Details
Balance Sheets as at Start-up-January 2015; 31 December 2015; 31 December 2016 and
31 December 2017
ITEM Start-up 31 December 31 December 31 December
January Kshs Kshs Kshs
Kshs
ASSETS
Fixed Assets (a)
Machinery and
Equipment
-Depreciation 10%
NET BOOK VALUE
Office Furniture
-Depreciation
NET BOOK VALUE
Total Fixed Assets (b)
Current Assets
Debtors
Cash
Deposits
Total Current Assets
(c)
LIABILITIES
Current Liabilities
Creditors - - - -
Tax 10%
Total Current
Liabilities (d)
Working Capital
Financed By:
Owners Equity
Donation
Bank Loan
Profit/Loss
Total Financed By
Source: Author (201
Assumptions:

5.6 The Break Even Analysis

1) What will your sales and total direct costs be?
2) Calculate the gross profit margin in the following way
Gross Profit Margin= Gross Profit X 100
Sales
3) What are the total expenses for 2015?
4) What will the break Even level of sales be? Use the following formula:
Break Even Level = Expenses x 100
 Gross Profit Margin
5.7 Financial Requirements
5) How much money will you require at start-up? (Consider Pre-operational Costs, Costs of
Facilities required for operation and miscellaneous.)
Table 5.6 The Financial Requirements
Business Details
Item Amount
Kshs.
Preoperational Costs
Facilities Required for Operation
Miscellaneous
Total Financial Requirements
Source: Author (2014)
Assumptions


5.8 Proposed Capitalization

10) What will be the total investment in your business?
11) How much of the total investment will you finance? (Owner’s Equity)
12) How much do you hope to get from family and friends as a donation?
13) How much do you plan to borrow from a lending institution?
14) What security will you give? (Consider land title deeds, and other acceptable security)
15) What will be your preferred loan repayment terms? (Consider the amount of the loan, the
repayment period, loan interest percentage, grace period and monthly installment)
16) What will be the capital for the proposed business?

Table 5.7 The Proposed Capitalization

Business Details
Item Amount
Kshs
Total Investment
Owner’s Equity
Donation from Family and Friends
Bank Loan
Source: Author (2014)
5.9 The Expected Profitability Rations
What will be the gross profit margin of your business for the first the years 2015; 2016 and
2017?
17) Gross Profit Margin = Gross Profit x 100
Sales
18 What will be the return on equity of your business for the years 2015, 2016 and 2017?
Return on Equity = Net Profit after Tax x 100
Owners Equity + Donation

19) What will be the return on investment in your business for the years 2015, 2016 and 2017?
Return on Investment =Net Profit after Tax x100
Total Investment
20) What do these ratios tell you about the expected profitability of your business?
5.10 The Implementation Schedule
21) Prepare a schedule showing the timings of the major events necessary to start your business
Table 5.8 The Implementation Schedule
Business Details
Event Expected Start date Expected date of Completion
Business Idea Generation
Feasibility Studies
Business Planning
Complying with
Government Regulations
Acquisition of Facilities for
Operation
Partitioning of Premises
Advertisement and
Promotion at Entry
Launching the Business January
Source: Author (201
N/B. This is just a guideline. You are free to come up with whatever works best for you
Assumptions


5.11 Critical Risks and Problems

Geneva Consulting Firm anticipates the following risks and problems in the operation of the
enterprise:
5.11.1 Theft
5.11.2 Poaching of Employees

REFERENCES
(This should be on its own page and should attract the last page number)
 APPENDICES

(These are attachments and should not attract page numbers. You should have at least 3
appendices. Each should be properly coded with a relevant title)