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  • 1. Business Plans
    • For The Real World
    • Barry Williams
    • Delaware SBDC
  • 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
    • Some Skin in the Game
    • Obscene Return
    • Exit Strategy
  • 6. Entrepreneurs Start Businesses:
    • To Capitalize on an Invention
    • To Pursue a Passion
    • To Be Their Own Boss
    • To Get Rich
    • ---All Need an Exit Strategy
  • 7. Exit Strategies
    • Selling the Business
    • Transferring the Business to a Family Member
    • Taking the Company Public
    • Being Acquired by a Larger Company
  • 8. Funding Sources:
    • Savings
    • Friends and Family
    • Financial Institutions / Banks
    • Angel Investors
    • Venture Capital
  • 9. Business Plan Content
    • Executive Summary
    • Company Description
    • Product/Services Description
    • Industry Overview
    • Market Analysis
    • Competitors
  • 10. Business Plan Content
    • Customers
    • Marketing and Sales Plans
    • Development
    • Operations
    • Management
  • 11. Business Plan Content
    • Personnel
    • Financial Summary
    • Financials
    • Offering
    • Appendices
  • 12. 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
    • It must grab your reader, and entice him/her to read further
  • 13. 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.
  • 14. 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
  • 15. Company Overview
    • Brief Company Introduction
      • Mission statement
      • Location, size, history
      • Market and products
      • Overview of company capabilities
      • Objectives
  • 16. Products/Services
    • Products / Services
      • What does it do?
      • Uniqueness
      • Competitive Advantage
    • Technology
      • Brief description
      • Applications
    • Commercialization Status
      • Brief overview
  • 17. Industry Overview
    • Set The 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
  • 18. Market Analysis
    • Market Definition
      • Primary Market
      • Secondary Markets
    • Market Size and Trends
      • Current total revenues
      • Predicted annual growth rate
  • 19. Competitors
    • Direct Competitors
      • Who are they?
      • Size and product breadth
      • Revenues and profitability
      • Strengths and weaknesses
      • Market shares
    • Indirect Competitors
  • 20. 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?
  • 21. Marketing and Sales Plans
    • Statement of Opportunity
    • Marketing and Sales Objectives
    • Existing Customers
    • Potential Customers
      • Prospects targeted
      • How prospects will be targeted and qualified
  • 22. Marketing Strategies
    • Product/Service Strategy
    • Pricing Strategy
    • Distribution Strategy
    • Advertising and Promotion Strategy
    • Sales Strategy
    • Marketing and Sales Forecasts
  • 23. 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
  • 24. 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
  • 25. Development
    • R & D Plan
      • Objectives
      • Milestones and current status
      • Difficulties and risks
      • Staffing
      • R & D Budget and assumptions
  • 26. Operations
    • Manufacturing/Production Plan
      • Objectives
      • Facilities
      • Staffing
      • Subcontractors
      • Quality Control
      • Budget / Operating Expenses
  • 27. Management
    • Company Organization
    • Management Team
    • Administrative Expenses
  • 28. Management Team
    • President
    • VP Finance
    • VP Sales
    • VP Marketing
    • VP Manufacturing
    • Board of Advisors
  • 29. Personnel
    • Human Resource Plan
      • Staffing Objectives
      • Organizational Structure
      • 3-5 year growth plan
      • Budget
  • 30. Summary of Financials
    • Financial Objectives
      • Time to Cash Flow Positive
      • Time to profitability
    • Financial Assumptions
    • Capital Requirements
    • Exit Scenario
  • 31. Financials
    • Pro-forma Cash Flow Projections
    • Pro-forma Profit & Loss Statements
    • Pro-forma Balance Sheet
  • 32. Offering
    • Investment Requirements
    • Pro-forma Valuation of Business
    • Offer
  • 33. Appendices
    • Resumes of Key Management
    • Patent Information
    • Customer List
    • Testimonials
    • Supplemental Financial Spreadsheets
    • References
  • 34. Investment Climate
  • 35. Questions?