Ch 01 -Introduction to bpp by A.A Mugheri

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  • 1. Business Plans Introduction
  • 2. Why a Business Plan? Strategic Guide Lenders Investors
  • 3. Strategic Guide Where Do You Want To Go? How Are You Going to Get There? What Market Niches? How Much is it Going to Cost? Greatest Profit Opportunity?
  • 4. Lender Expectations Good Business Track Record Ability to Repay Staying Power Collateral
  • 5. Investor Expectations Competitive Advantage Huge Market Strong Management Team Strong Marketing and Sales Plan Exit Strategy
  • 6. Entrepreneurs Start Businesses: To Capitalize on an Invention To Be Their Own Boss To Get Rich---All Need an Exit Strategy
  • 7. Funding Sources: Savings Friends and Family Financial Institutions / Banks Angel Investors Venture Capital
  • 8. Business PlanningA business plan is a formal statement of a set of business goals, the reasons they are believed attainable, and the plan for reaching those goals. It may also contain background information about the organization or team attempting to reach those goals.
  • 9. STRATEGIC PLANNNING Strategic planning is an organizations process of defining its strategy, or direction, and making decisions on allocating its resources to pursue this strategy. In order to determine the direction of the organization, it is necessary to understand its current position and the possible avenues through which it can pursue a particular course of action. Generally, strategic planning deals with at least one of three key questions: "What do we do?" "For whom do we do it?" "How do we excel?"
  • 10. Strategic Planning
  • 11. Business planning VS Strategic Planning A strategic plan is primarily used for implementing and managing the strategic direction of an existing organization. A business plan is used to initially start a business, obtain funding, or direct operations. A strategic plan is for established businesses, organizations and business owners that are serious about growing their organization. Whereas a business plan could be for new businesses and entrepreneurs who are startups. A strategic plan is used to provide focus, direction and action in order to move the organization from where they are now to where they want to go. Whereas a business plan is used to provide a structure for ideas in order to initially define the business.
  • 12. Cont….A strategic plan is used to communicate the direction of the organization to the staff and stakeholders. However, a business plan is used to present the entrepreneur’s ideas to a bank. A strategic plan is critical to prioritizing resources (time, money and people) to grow the revenue and increase the return on investment. Whereas a business plan is critical if the business is seeking funding. s
  • 13. Business planning VS Strategic Planning
  • 14. Business Plan Content Executive Summary Company Description Product/Services Description Industry Overview Market Analysis Competitors
  • 15. Business Plan Content Customers Marketing and Sales Plans Development Operations Management
  • 16. Business Plan Content Personnel Financial Summary Financials Offering Appendices
  • 17. Executive SummaryA mini-business plan in one or two pages Highlights the most important points of your business plan It is NOT an introduction to the plan
  • 18. Executive Summary Identify the company, its background, structure and location Describe what the company does, and the market it serves Describe the market potential for the company’s products and services, market trends, etc.
  • 19. Executive Summary Outline the backgrounds and experience of the top management team Describe the funding required, the purposes for which it will be used, the collateral available (if for a lender), and the expected outcomes
  • 20. Company Overview Brief Company Introduction – Mission statement – Location, size, history – Market and products – Overview of company capabilities – Objectives
  • 21. Products/Services Products / Services – What does it do? – Uniqueness – Competitive Advantage Technology – Brief description – Applications Commercialization Status – Brief overview
  • 22. Industry Overview SetThe Stage Industry Definition and Description – Major players within the industry – Factors driving dynamics – New products and developments Legislation and Policies Driving the Industry Historical and Future Trends
  • 23. Market Analysis Market Definition – Primary Market – Secondary Markets Market Size and Trends – Current total revenues – Predicted annual growth rate
  • 24. Competitors Direct Competitors – Who are they? – Size and product breadth – Revenues and profitability – Strengths and weaknesses – Market shares Indirect CompetitorsIndirect competitors in the business world are those businesses that dont necessarily sell the same products but offer different alternatives to satisfying the same customer need.
  • 25. Customers Customer Characteristics – Who are they? – Why do they buy? – Need satisfied by the product/service – How is the need currently filled? – What are the alternatives? – Who makes the decision to buy? – How frequently do they purchase?
  • 26. Marketing and Sales Plans Statement of Opportunity Marketing and Sales Objectives Existing Customers Potential Customers – Prospects targeted – How prospects will be targeted and qualified
  • 27. Marketing Strategies Product/Service Strategy Pricing Strategy Distribution Strategy Advertising and Promotion Strategy Sales Strategy Marketing and Sales Forecasts
  • 28. Marketing and Sales Plans Marketing Programs – Direct Mail – Trade Shows – Advertising – Internet – Publicity/Public Relations – Marketing Budget Pricing – Basis for targeted price point – Margins and profitability by volume levels
  • 29. Marketing and Sales Plans Sales Plan – Sales force structure – (direct or reps) – Sales expectations/quotas – Margins given to intermediaries – Service and warranties – Sales Budget – Organizational chart indicating planned growth
  • 30. DevelopmentR & D Plan – Objectives – Milestones and current status – Difficulties and risks – Staffing – R & D Budget and assumptions
  • 31. Operations Manufacturing/Production Plan – Objectives – Facilities – Staffing – Subcontractors – Quality Control – Budget / Operating Expenses
  • 32. Management Company Organization Management Team Administrative Expenses
  • 33. Management Team President VP Finance VP Sales VP Marketing VP Manufacturing Board of Advisors
  • 34. Personnel Human Resource Plan – Staffing Objectives – Organizational Structure – 3-5 year growth plan – Budget
  • 35. Summary of Financials Financial Objectives – Time to Cash Flow Positive – Time to profitability FinancialAssumptions Capital Requirements Exit Scenario
  • 36. Financials Pro-forma Cash Flow Projections Pro-forma Profit & Loss Statements Pro-forma Balance Sheet
  • 37. Offering InvestmentRequirements Pro-forma Valuation of Business Offer
  • 38. Appendices Resumes of Key Management Patent Information Customer List Testimonials Supplemental Financial Spreadsheets References
  • 39. Questions?