Business Planning & Presenting:How to Communicate, Connect,    and Convince Others           Texas State SBDC 2011
Today’s Objective  Investor                Partner               Lender   Traits &                                   Messa...
Before we Begin                           50% of the                           clients                           don’t com...
First Question …       Do You Need it in Writing?• Do you have a clear vision?• Do you have years of experience,  network,...
Your Objective                                                                 Reconsider                                 ...
Paint a Visual   Who Is Your Customer? Market?   What is the Need or Problem?             OPPORTUNITY                    W...
Stop            AndTurn Your Head Around !!!      Texas State SBDC 2011
Now Stop, Turn Your Head Around !!!If I Build It, They Will Come !!!I am going to solve a problem! I am going   to meet th...
The ParadoxIt’s All About YouIt’s Not About You      Texas State SBDC 2011
The ParadoxThe Same Rule Applies to …   Investors, Lenders,   Partners, Customers          Texas State SBDC 2011
What Characterizes a Good   Business? 3-Legged FitMARKET FITFINANCIAL FITPERSONAL FIT          Texas State SBDC 2011
What Characterizes a Good     Business Plan / Presentation?• Targeted, direct, purposeful. Specific/Focused• Supported by ...
Dispel with the Myths & Misconceptions    - Don’t Say Anything that could be disproven !!!• If I build it, they will come....
Do’s and Don’ts• Do: Progress logically & use lots of        • Don’t: Include typos, errors,visuals                       ...
Ten Traits to Convey in Ten Minutes          (by David Rose, Venture Capitalist)   Experience                   Leadership...
Additional Suggestions• Know Your Plan (Walk the Talk)• Get Help & Solicit Genuine Feedback• Make Sure it all Connects, Be...
What’s New!          by Rhonda Abrams (Business Plan Author)• Consider Globalization / Outsourcing• Greater Emphasis on Fe...
Final Word: Passions & Pennies• Be Passionate …  – But, Don’t “Follow Your Passions”  – In the End, It’s all about the Mon...
When it all Seems Overwhelming, Remember .. Persistence Pays           Texas State SBDC 2011
Take Aways• D.I.Y. – It’s Hard-work, Selling, and Financial Risk• Turn Your Head Around: Customer, Lender, Investor    – “...
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Communicate connectconvince rise2012

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  • What Characterizes a Good Business Plan? It is very targeted, direct, and purposeful. (Specify the audience and outcomes) It is supported by verifiable research and insightful analysis. (Present you data well) It recognizes risks, threats, and the competitive environment. (Be realistic) It embodies opportunities and alternative paths. (Demonstrate foresight) It reflects the entrepreneur and their business idea. (Prove uniqueness) It is concise, complete and professional (Respect your readers time)
  • What Characterizes a Good Business Plan? It is very targeted, direct, and purposeful. (Specify the audience and outcomes) It is supported by verifiable research and insightful analysis. (Present you data well) It recognizes risks, threats, and the competitive environment. (Be realistic) It embodies opportunities and alternative paths. (Demonstrate foresight) It reflects the entrepreneur and their business idea. (Prove uniqueness) It is concise, complete and professional (Respect your readers time)
  • Communicate connectconvince rise2012

    1. 1. Business Planning & Presenting:How to Communicate, Connect, and Convince Others Texas State SBDC 2011
    2. 2. Today’s Objective Investor Partner Lender Traits & Messages &Characteristics Impressions You, Your Plan, Your Business, Your WebsiteBusiness Plan One-on-One Presentation Texas State SBDC 2011
    3. 3. Before we Begin 50% of the clients don’t come back after our first meeting D.I.Y. Texas State SBDC 2011
    4. 4. First Question … Do You Need it in Writing?• Do you have a clear vision?• Do you have years of experience, network, and reputation in your industry?• Can you clearly describe your customer profile, market niche, marketing approach, sales strategy?• Do you have the capital, credit score, partners and resources? Texas State SBDC 2011
    5. 5. Your Objective Reconsider NO ! Inform, Hook, Reel• I Don’t Know You ? • How Can I Help ?• I Don’t Know This Business? • What are the Next Steps ?• Why Should I Even Care ? • Where Do I Send the Check ? Remember … • It’s all about the Business (Opportunity, Customer, Product) Focus on the Here, the Now, and the Future What is the Need or Problem You are Solving What is Your Solution, Differentiation, Market Position Your Stage of Development, Your Needs For Funding What is Your Value Proposition & Strategic Advantage We are Here to talk about Money !!! Texas State SBDC 2012
    6. 6. Paint a Visual Who Is Your Customer? Market? What is the Need or Problem? OPPORTUNITY Who Are You? What is Your Business? What is Your Product or Service? Context .. Socioeconomic, Temporal, Geographic, Industry,Ask Yourself … Regulatory, CompetitiveWho Really Cares & Why?How Will You Reach Them?Why Isn’t Anyone Else Doing This? Texas State SBDC 2012
    7. 7. Stop AndTurn Your Head Around !!! Texas State SBDC 2011
    8. 8. Now Stop, Turn Your Head Around !!!If I Build It, They Will Come !!!I am going to solve a problem! I am going to meet the needs of defined customers in a defined market niche !!! Texas State SBDC 2011
    9. 9. The ParadoxIt’s All About YouIt’s Not About You Texas State SBDC 2011
    10. 10. The ParadoxThe Same Rule Applies to … Investors, Lenders, Partners, Customers Texas State SBDC 2011
    11. 11. What Characterizes a Good Business? 3-Legged FitMARKET FITFINANCIAL FITPERSONAL FIT Texas State SBDC 2011
    12. 12. What Characterizes a Good Business Plan / Presentation?• Targeted, direct, purposeful. Specific/Focused• Supported by verifiable research and insightful analysis. Bottom-up, First.• Recognizes risks, threats, and the competitive environment. Realistic.• Embodies real-world opportunities and planned contingencies. Thoughtful & Agile.• Reflects you & your Business. Unique.• Clear, Concise, and Compelling. Respect. Texas State SBDC 2011
    13. 13. Dispel with the Myths & Misconceptions - Don’t Say Anything that could be disproven !!!• If I build it, they will come.• Just because I believe, or see, or commit – Doesn’t mean anyone else will.• Raising money is the end in itself; it validates you.• Someone is going to steal my idea… – Beware of confidentiality agreements – The patent will protect me• No platitudes, Please! • It’s flawless, can’t fail • There is no competition • I must maintain control • Best customer service Texas State SBDC 2011
    14. 14. Do’s and Don’ts• Do: Progress logically & use lots of • Don’t: Include typos, errors,visuals omissions• Do: Connect to things your audience • Don’t: Present internalunderstands inconsistencies or contradictions• Do: Cite independent sources for • Don’t: Discuss things the audiencevalidation won’t understand• Do: Make sure the opportunity is • Don’t: Say anything untrue,believable unbelievable, or irrelevant• Do: Edit, Edit, Edit – Devil’s • Don’t: Guess at numbers or useAdvocate random assumptions Texas State SBDC 2011
    15. 15. Ten Traits to Convey in Ten Minutes (by David Rose, Venture Capitalist) Experience Leadership Knowledge Commitment Skills Vision Passion Integrity Realism Traction Humility/Coachability Texas State SBDC 2011
    16. 16. Additional Suggestions• Know Your Plan (Walk the Talk)• Get Help & Solicit Genuine Feedback• Make Sure it all Connects, Be Consistent• No Canned Software D.I.Y.• Communicate @ 8th-Grade Level• Professionalism Counts• People Connect to People Texas State SBDC 2011
    17. 17. What’s New! by Rhonda Abrams (Business Plan Author)• Consider Globalization / Outsourcing• Greater Emphasis on Feasibility Analysis• Plan for the Use/Role of Technology and Social Media in Your Business• Address Social Responsibility• Have a Plan for Distributing your Plan• Peter Gruber (Yahoo Finance) … – “If you can’t tell it, you can’t sell it” (VIDEO) Texas State SBDC 2011
    18. 18. Final Word: Passions & Pennies• Be Passionate … – But, Don’t “Follow Your Passions” – In the End, It’s all about the Money• Align Goals & Expectations … – It’s Like a Marriage – It’s a Difficult Journey Texas State SBDC 2011
    19. 19. When it all Seems Overwhelming, Remember .. Persistence Pays Texas State SBDC 2011
    20. 20. Take Aways• D.I.Y. – It’s Hard-work, Selling, and Financial Risk• Turn Your Head Around: Customer, Lender, Investor – “It’s All About You, It’s Not About You”• Demonstrate that you have a Three-Legged Fit?• Show Characteristics of a Good Planning/Presenting• Dispel with Myths & Misconceptions• Convey Ten Traits in Ten Minutes (David Rose) – Additional Suggestions, Passions & Pennies, Do’s & Don’ts• Consider “What’s New in Business Planning”• Persist (Don’t Give Up) Texas State SBDC 2011
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