1) The document provides an overview of creating a financial plan for an innovative project. It discusses inputs like expenditures, income, and outputs like profit/loss statements, cash flow statements, and balance sheets.
2) Key aspects of the financial plan include determining financing needs, sustainability, and identifying business drivers. The presenter has a PhD in economics and experience in technology transfer and business planning.
3) The agenda covers topics like determining a project's stage of development, distinguishing between operating and capital expenditures, measuring customer acquisition costs, estimating sales and gross margin, and calculating the lifetime value of acquired customers.
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Starting with the financials is far from being the cup of thee of entrepreneurs. However, it may be easier than you thought! Ask yourself key questions regarding the sales generation. It will help you to challenge your business model and at the same time to fill in main items of your financial plan. Good luck!
French Research Tax Credit (CIR) & Innovation Tax Credit - overall presentationAdrien Brazier
This presentation explains the key points to bear in mind regarding two french incentive tools dedicated to R&D&I : the research tax credit (aka CIR) and the innovation tax credit (aka CII).
Starting with the financials is far from being the cup of thee of entrepreneurs. However, it may be easier than you thought! Ask yourself key questions regarding the sales generation. It will help you to challenge your business model and at the same time to fill in main items of your financial plan. Good luck!
From Project to Product: Unlocking Product AgilityCprime
Download the associated Webinar on Demand: https://www.cprime.com/resource/webinars/from-project-to-product-unlocking-product-agility/
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In this talk, Anne Steiner, VP of Product and Technology at Cprime, talks about the challenges and advantages companies and teams unlock when they apply product thinking over project thinking. We’ll explore topics like team formation, budgeting and planning, and reducing cycle times in order to fuel continuous product learning. You’ll be challenged to think beyond traditional project management norms and to elevate the delivery of value as the gold standard for success.
This event was part of Agile 20 Reflect Festival, a global community-led agile event.
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The morning highlighted information about the 2020 support from the BBI Joint Undertaking and the afternoon was highly participative in support of consortia building and proposal development.
In summary, the webinar covered:
- Bio-based Industries JU: 2020 calls
- The UK Bio-economy Strategy
- Support for UK Organisations
- What makes a good proposal?
- BBI Success Stories
Find out more: https://ktn-uk.co.uk/news/horizon-2020-uk-bio-based-industries-joint-undertaking-info-webinar-recording-and-slides-now-available
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Assignment School Engineering and Information Technology .docxssuser562afc1
Assignment
School Engineering and Information Technology
ITECH1005: Business Information Systems
1
Aims
To analyse a set of data (in Microsoft Excel), and write a brief report (in Microsoft Word), identifying and
explaining your insights into the operation of Trade Fair organized by “Latrobe Valley Product Gallery”.
Learning Objectives
In the process of this assessment task you will:
• plan, schedule and execute project tasks with a view to improving your personal productivity;
• gain awareness of some typical issues related to the operation of a small-to-medium size business;
• use the functionality of Microsoft Excel 2007/2010 to manipulate data, analyse it and visualise it in
tabular and chart form; and
• use the functionality of Microsoft Word to write a brief report of your business observations and
recommendations.
Due date: Week 11, Friday, Midnight
Submit the individual work file, named 'a1-<Surname_ID>.doc',
by Week 11, Friday, midnight via Moodle.
Cutoff date: Week 12, Friday, Midnight
Any submission after the due date will receive a deduction of
5% per day, this includes weekends.
Marks: This assignment has a total 100 marks and it is worth 30% out
of the total assessment.
Extensions: An extension will only be considered with supporting
documentation from a health professional and if the
problem/illness occurred within the week prior to the due
date. If an extension is granted the extension will then equal
the number of days specified on the doctor's certificate, with a
maximum limit of one week.
Authorship: This assignment is an individual assignment and it shall be
completed by the individual student only. The final submission
must be identifiably the work of the individual. Breaches of this
requirement will result in an assignment not being accepted for
assessment and may result in the offending student or students
being required to present before the Disciplinary Committee.
Assignment
School Engineering and Information Technology
ITECH1005: Business Information Systems
2
Latrobe Valley Product Gallery: Analysing Sales and Customer Relations
Introduction
Latrobe Valley Product Gallery (LVPG) specialises in promoting and selling both (i) stand space at trade
fairs and (ii) tickets for visitors to trade fairs in Latrobe Valley, Gippsland area. The company currently
promotes and sells two different sized stand spaces, to new or returning exhibitors, for a number of
Trade Fairs locally and overseas. LVPG also provides a number of additional value-added services to
exhibitors for fees, such as organising exhibitor stands, developing marketing material for exhibitors to
distribute at fairs, arranging travel and/or accommodation for exhibitors, and hospitality/catering for
exhibitors to offer their customers attending the trade fair. LVPG also organise visitor tickets for the
trade fairs, which also provide commission income. ...
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Download the associated Webinar on Demand: https://www.cprime.com/resource/webinars/from-project-to-product-unlocking-product-agility/
Adherence to time, budget, and scope has been the gold standard measure of project success since the beginning of time. Most of the time we are super happy if we even get two of those! Now, as the digital world shifts from thinking in fixed-time period projects to ongoing product efforts with associated teams, markets, and horizons, adherence to time, budget, and scope has little do with the actual success of an initiative.
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This event was part of Agile 20 Reflect Festival, a global community-led agile event.
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Horizon 2020: UK Bio-based Industries Joint Undertaking Information and Broke...KTN
The webinar provided background information on various call topics and on support available for both UK and European organisations in how to apply for funding and search for partners. KTN hosted this event on behalf of Innovate UK and was delivered by Jane Watkins, KTN, Dieter Brigitta, Project Officer, Bio-Based Industries Joint Undertaking, and Roham Kemp, BEIS.
The morning highlighted information about the 2020 support from the BBI Joint Undertaking and the afternoon was highly participative in support of consortia building and proposal development.
In summary, the webinar covered:
- Bio-based Industries JU: 2020 calls
- The UK Bio-economy Strategy
- Support for UK Organisations
- What makes a good proposal?
- BBI Success Stories
Find out more: https://ktn-uk.co.uk/news/horizon-2020-uk-bio-based-industries-joint-undertaking-info-webinar-recording-and-slides-now-available
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Assignment School Engineering and Information Technology .docxssuser562afc1
Assignment
School Engineering and Information Technology
ITECH1005: Business Information Systems
1
Aims
To analyse a set of data (in Microsoft Excel), and write a brief report (in Microsoft Word), identifying and
explaining your insights into the operation of Trade Fair organized by “Latrobe Valley Product Gallery”.
Learning Objectives
In the process of this assessment task you will:
• plan, schedule and execute project tasks with a view to improving your personal productivity;
• gain awareness of some typical issues related to the operation of a small-to-medium size business;
• use the functionality of Microsoft Excel 2007/2010 to manipulate data, analyse it and visualise it in
tabular and chart form; and
• use the functionality of Microsoft Word to write a brief report of your business observations and
recommendations.
Due date: Week 11, Friday, Midnight
Submit the individual work file, named 'a1-<Surname_ID>.doc',
by Week 11, Friday, midnight via Moodle.
Cutoff date: Week 12, Friday, Midnight
Any submission after the due date will receive a deduction of
5% per day, this includes weekends.
Marks: This assignment has a total 100 marks and it is worth 30% out
of the total assessment.
Extensions: An extension will only be considered with supporting
documentation from a health professional and if the
problem/illness occurred within the week prior to the due
date. If an extension is granted the extension will then equal
the number of days specified on the doctor's certificate, with a
maximum limit of one week.
Authorship: This assignment is an individual assignment and it shall be
completed by the individual student only. The final submission
must be identifiably the work of the individual. Breaches of this
requirement will result in an assignment not being accepted for
assessment and may result in the offending student or students
being required to present before the Disciplinary Committee.
Assignment
School Engineering and Information Technology
ITECH1005: Business Information Systems
2
Latrobe Valley Product Gallery: Analysing Sales and Customer Relations
Introduction
Latrobe Valley Product Gallery (LVPG) specialises in promoting and selling both (i) stand space at trade
fairs and (ii) tickets for visitors to trade fairs in Latrobe Valley, Gippsland area. The company currently
promotes and sells two different sized stand spaces, to new or returning exhibitors, for a number of
Trade Fairs locally and overseas. LVPG also provides a number of additional value-added services to
exhibitors for fees, such as organising exhibitor stands, developing marketing material for exhibitors to
distribute at fairs, arranging travel and/or accommodation for exhibitors, and hospitality/catering for
exhibitors to offer their customers attending the trade fair. LVPG also organise visitor tickets for the
trade fairs, which also provide commission income. ...
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1. Financial Plan
Building a financial plan for an
innovative project step by step
(I will make you love finance )
Azèle Mathieu, Ph.D.
2. Business background:
• Manager cluster lifetech.brussels
• Financial Advisor @ impulse.brussels
• Coach @ MIC Boostcamp, BSE Academy
• Business Development Manager @ Bone Therapeutics
• Business Development Manager @ ULB Technology Transfer
Office
Academic background:
• PhD in Economics and Management
• Professor Technology Transfer & Business Planning @ SBS-
EM
2
Azèle Mathieu
3. - Is your project financially
sustainable?
- What are your financing needs
“How much money do I need to
develop this new project?”
- To show how the money of third
parties will be used
- To mitigate your risk
- To identify drivers of your
business
3
Why making a financial a plan?
4. - Is the project financially
sustainable?
- What are your financing needs “How
much money do I need to develop
this new project?”
- To show how the money of third
parties will be used
- To mitigate your risk
- To identify drivers of your business
4
Why making a financial a plan?
Profit & Loss
statement (P&L)
Balance sheet (BS)
Cash-flow
statements (CFS)
OUTPUTS:
=
FINANCIAL PLAN
7. 7
Financial modelling:
Profit & Loss
statement (P&L)
Balance sheet (BS)
Cash-flow
statements (CFS)
OUTPUTS:
=
FINANCIAL PLAN
INPUTS:
Sales / Revenues
Operating expenses
(opex)
Capital expenditures
(capex)
Paymentconditions+stocks
(WCR)
COS or COGS
Cost of Customer
Acquisition (COCA)
INTERMEDIARY
OUTPUTS:
Earning Before
Interest & Taxes
(EBIT)
Operational Cash
Flow
Working Capital
Requirement
Gross Margin
8. 1) Inputs
- Expenditures:
• Operating Expenditures (-)
• Capital Expenditures (-)
• Cost of Customer Acquisition (-)
• Cost of sales (-)
- Income
• Sales (+)
• Life-time value of customer acquisition (+)
2) Outputs
- Profit & Loss statement
- Cash flow statement
- Asset & Liabilities
8
Today’s agenda
9. 2014 2015 2016 2017
Research -
Development -
Production - -
Marketing - -
Commercialisation +
9
How far your project is from the
market?
Importance of taking into account:
- Milestones of the project
- Timing of each phase
- Risks and factors of success for each phase
10. 10
What is the difference between
these types of expenditures?
11. 11
What is the difference between
these types of expenditures?
Operating expenses
Capital expenditures
12. For each phase:
• Operating expenditures (OPEX) – per category
‒ Human resources: gross salary + social security + benefits in kind
‒ Cars: all-in
‒ Experts fees: accounting, payroll, legal,…
‒ Overhead: rent, services, communication, IT
‒ …
• Capital expenditures (CAPEX)
For each item:
• unitary cost
• number
• timing
12
Start with your expenditures
13. • CAPEX: funds used by a company to acquire physical long-term assets,
generating positive value for the company, still existing after their first
use.
• It generates differences between:
– P&L: Depreciation as a cost
– CFS: Acquisition cost as an outflow
– BS: Net value of the asset (= acquisition cost – cumulated
depreciation)
13
Capital expenditures
Q1 Q2 Q3 Q4 Q5 Q6 Q7 Q8 Q9 Q10 Q11 Q12 Year 1 Year 2 Year 3
Amount 80
Date (quarter number) 3
Depreciation period (in years) 2
Investment CFS 0 0 80 0 0 0 0 0 0 0 0 0 80 0 0
Depreciation P&L 0 0 10 10 10 10 10 10 10 10 0 0 20 40 20
Net asset value BS 0 0 70 60 50 40 30 20 10 0 0 0 60 20 0
14. - You are hired as a financing advisor by a family business that wants to diversify its
line of textile products for old persons by developing a new intelligent textile.
- They know they will need 4 persons to work on the project, lasting 8 months,
starting in October 2015. 2 persons already work in the company and one of them
is an independent. They both want to be paid 2.000€ (gross revenue), the
independent will attribute 25% of his time on the project, the other 50%.
- The 2 remaining persons are experts: an innovation expert, cost per day: 500€ and
a conception expert, 700€/day. They will both be needed for only 50% of the
period.
- They will need to buy a textile machine at 50.000€, lifespan: 5 years, the machine
will be used at 50%.
- Overheads are estimated at 10% of the material costs and human resources costs.
- They also need to buy material: textiles (5k€), cables (3k€), tools (2k€), box (5k€),
electricity (5k€).
• => Do you have any questions?
14
How would you organize the
following information?
15. 1) Inputs
- Expenditures:
• Operating Expenditures (-)
• Capital Expenditures (-)
• Cost of Customer Acquisition (-)
• Cost of sales (-)
- Income
• Sales (+)
• Life-time value of customer acquisition (+)
2) Outputs
- Profit & Loss statement
- Cash flow statement
- Asset & Liabilities
15
Today’s agenda
17. - Using about 2 hours of our time, evaluated at 54€/hour, i.e. 108€
- We reached a total of ~1.500 people in our target customer population
- Of these, we consider that 49 are likely buyers
COCA in this case amounts to….?
• “Assuming that each of our customers would buy 5 products Z, our
forecasts plan for ~120.000 products Z in total over 4 years, hence
~24.000 customers. Put in relation with a total of 186.000€ of
marketing costs planned over these 4 years, we reach a COCA of
….?”
17
Measure the Cost of Customer
Acquisition (COCA)
18. • How much resources (time, €, HR) does it require?
• Includes unsuccessful prospects
• To be taken into account in your P&L, CF
• Essential step for your sales assumptions
• Choice of channel financially sustainable?
18
COCA
19. 1) Inputs
- Expenditures:
• Operating Expenditures (-)
• Capital Expenditures (-)
• Cost of Customer Acquisition (-)
• Cost of sales (-)
- Income
• Sales (+)
• Life-time value of customer acquisition (+)
2) Outputs
- Profit & Loss statement
- Cash flow statement
- Asset & Liabilities
19
Today’s agenda
20. • Revenues (REV) – Cost of Services (COS) or Cost of Goods Sold
(CoGS) = Gross Margin (GM)
• COS & COGS =
– ALWAYS: Direct variable costs (proportional to revenues)
e.g. cost of material, subcontractors, packaging & delivery costs
– SOMETIMES: Indirect semi-variable costs
e.g. full cost of the factory (rent, depreciation, services…), full
cost of the consultants (salary + overhead)
20
COS & COGS & Gross Margin
24. • Total Addressable Market (TAM)
– Bottom-up from primary market research
– Validate top down: Economy > Industry > Market > Segment > …
> Your business
• Market share?
– Top-down : TAM x market share
– Bottom-up : Resources x ‘Usage’ (preferred approach)
Combine both approaches
• Growth rate?
• One-off/recurring/bundled sales?
24
Sales – How much?
25. 26
Sales – How much?
Top down approach
Tupperware market in Belgium
(a) Population 10.000.000
(b) # Tupperware sold annually 250.000 2,5% x (a)
(c) Average price/Tupperware 10€
(d) TAM 2.500.000€ (b) x (c)
(e) Targeted market share 10%
(f) Potential market size 250.000€ (d) x (e)
(g)
Targeted # Tupperware to
be sold/month
2.083 ((f)/(c))/12
Can you really
make it?
26. 27
Sales – How much?
Bottom up approach
2013 2014 2015
Sales Volume
Number of sales
representatives
1 2 3
Number of Tupperware
sessions/month
20 20 20
Number of sold
Tupperware/session
5 5 5
Total monthly sales 100 200 300
Will they
achieve it?
Still
profitable?
27. Patent expirations may be one of the factors impacting growth
rate/selling price…
… disastrous for some companies
28
Sales – How much?
Growth rate?
28. • Pricing of alternative solutions
• How much is the customer ready/willing to pay?
Quantified value proposition (ex.: Railnova)
• Price:
– Not too low
– Not too high
– Coherent
• Evolution of the selling prices?
29
Sales – Price?
32. 1) Inputs
- Expenditures:
• Operating Expenditures (-)
• Capital Expenditures (-)
• Cost of Customer Acquisition (-)
• Cost of sales (-)
- Income
• Sales (+)
• Life-time value of customer acquisition (+)
2) Outputs
- Profit & Loss statement
- Cash flow statement
- Asset & Liabilities
36
Today’s agenda
33. • Cost of Customer Acquisition (COCA)
• Life time value of an acquired customer (LTVOAC)
Compute
Monitor over time
Impact on:
‒ Business model (VP, distribution channel,…)
‒ Cost structure
‒ Pricing decisions
37
Life Time Value Of an Acquired
Customer
COCA = Sales & Marketing Costs / Customers
LTVOAC = revenue over life time x gross margin
34. • Lifetime value of a gym member who spends €20 every month for 3
years?
• €20 X 12 months X 3 years = €720 in total revenue (or €240 per
year)
Allowable acquisition cost?
How to optimize LTVOAC?
Discount while managing CF
38
LTVOAC: example
Source: www.entrepreneur.com
35. • Rule of thumb*
• Depending on the industry and the period
39
Link between LTVOAC & COCA
LTVOAC > 2 COCA
(a) order average 25 €
(b) margin 12%
(c) targeted orders / month / restaurant 75
(d) Restaurant Acquisition Cost € 500
(e) Restaurant Lifetime value (5 years) ?
36. • Rule of thumb*
• Depending on the industry and the period
40
Link between LTVOAC & COCA
LTVOAC > 2 COCA
(a) order average 25 €
(b) margin 12%
(c) targeted orders / month / restaurant 75
(d) Restaurant Acquisition Cost € 500
(e) Restaurant Lifetime value (5 years) € 13.500 (a) x (b) x (c) x 12 x 5
37. 1) Inputs
- Expenditures:
• Operating Expenditures (-)
• Capital Expenditures (-)
• Cost of Customer Acquisition (-)
• Cost of sales (-)
- Income
• Sales (+)
• Life-time value of customer acquisition (+)
2) Outputs => See Part 2
- Profit & Loss statement
- Cash flow statement
- Asset & Liabilities
41
Today’s agenda