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MANA 3325 – Thurburn Lecture #4 Slides

MANA 3325 – Thurburn Lecture #4 Slides. Product or Service Feasibility. Primary Research – Most Valuable & Expensive: Customer Surveys Focus Groups Prototypes In-Home Trials Secondary Research – Less Pertinent & Less Expensive: Trade Associations Direct Mail Lists

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MANA 3325 – Thurburn Lecture #4 Slides

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  1. MANA 3325 – Thurburn Lecture #4 Slides Product or Service Feasibility • Primary Research – Most Valuable & Expensive: • Customer Surveys • Focus Groups • Prototypes • In-Home Trials • Secondary Research – Less Pertinent & Less Expensive: • Trade Associations • Direct Mail Lists • Demographic Data • Census Data • Market Research by Others • Articles • Local Data • Internet

  2. MANA 3325 – Thurburn Lecture #4 Slides Financial Feasibility • Capital Requirements • Do we have enough cash to do it? • If not… can we raise the cash needed? • Estimated Earnings • Does it generate enough cash to sustain itself? • Return on Investment • Can we get a better return doing something • else for a lower risk?

  3. MANA 3325 – Thurburn Lecture #4 Slides Should We? Can We? How Do We? Did We? Would We?

  4. MANA 3325 – Thurburn Lecture #4 Slides Should We? Does it fit our Vision and Mission? Can We? Do we have adequate resources? Perform a Feasibility Analysis How Do We? Develop a Business Plan Specify Objectives Did We Achieve our Goals? Implement the Business Plan Measure Results Would We Do It Again? Do we pull the plug? If so… When?

  5. MANA 3325 – Thurburn Lecture #4 Slides The Business Plan Why Make a Business Plan?

  6. MANA 3325 – Thurburn Lecture #4 Slides The Business Plan Good Planning Improves Results Increase Probability of Successful Financing Helps Prevent Mistakes… I wish we hadn’t !

  7. MANA 3325 – Thurburn Lecture #4 Slides The Business Plan • Who is the Plan for? • Yourself… essentials may be enough. • Partners… more extensive • Investors… most extensive • The More $$$ the More EXTENSIVE

  8. MANA 3325 – Thurburn Lecture #4 Slides The Business Plan • Company • Strategy • Marketing • Implementation • Projections • Financing

  9. MANA 3325 – Thurburn Lecture #4 Slides The Business Plan • Company • Title Page • Table of Contents • Exec Summary • Vision & Missions • History • Industry Profile • Products & Services

  10. MANA 3325 – Thurburn Lecture #4 Slides The Business Plan • Strategy • Goals • Objectives • Business Strategy

  11. MANA 3325 – Thurburn Lecture #4 Slides The Business Plan • Marketing • Marketing Strategy • Marketing Research • Customer Research • Competitors Analysis

  12. MANA 3325 – Thurburn Lecture #4 Slides The Business Plan • Implementation • Management Team • Plan of Operations

  13. MANA 3325 – Thurburn Lecture #4 Slides The Business Plan • Projections • Assumptions • Projections • Summary & Cash Flow • Income Sources • COG • Expenses • Payroll Detail

  14. MANA 3325 – Thurburn Lecture #4 Slides The Business Plan • Financing • Loan Details if applicable • Investor Details if applicable

  15. MANA 3325 – Thurburn Lecture #4 Slides The Business Plan The 5 Cs of Capital and Financing Capital Capacity Collateral Character Conditions

  16. MANA 3325 – Thurburn Lecture #4 Slides The Business Plan The 5 Cs of Capital and Financing Capital – Enough? and Balance of Debt vs Equity Capacity – Cash Flow Collateral – Liquid or Fixed Assets Character – Creditor History Conditions – Terms of Loan

  17. MANA 3325 – Thurburn Lecture 09-10-13 Slides The Business Plan • Who is the Plan for? • Yourself… essentials may be enough. • Marketing Strategy • Competitor Analysis • Financial Projections

  18. MANA 3325 – Thurburn Lecture 09-10-13 Slides The Business Plan • Who is the Plan for? • “Partners”… more extensive … add the • Vision & Mission • Business & Industry Profile • Plan of Operations • Partner Buy In T&C

  19. MANA 3325 – Thurburn Lecture 09-10-13 Slides The Business Plan Who is the Plan for? Investors… most extensive… add the… …. Full Business Plan…. The More $$$ the More EXTENSIVE

  20. MANA 3325 – Thurburn Lecture 09-10-13 Slides The Business Plan A Plan Must Pass Three Tests The Reality Test: The Competitive Test: The Value Test: Define Reality Test…?

  21. MANA 3325 – Thurburn Lecture 09-10-13 Slides The Business Plan • The Reality Test – proving that: • A market really does exist for your product or service. • You can actually build or provide it for the cost estimates in the plan. • Next… Define the Competitive Test

  22. MANA 3325 – Thurburn Lecture 09-10-13 Slides The Business Plan • The Competitive Test – evaluates: • A company’s position relative to its competitors. • Management’s ability to create a company that will gain an edge over its rivals. • Next define the Value Test

  23. MANA 3325 – Thurburn Lecture 09-10-13 Slides The Business Plan • The Value Test – proving that: • A venture offers investors or lenders an attractive rate of return or a high probability of repayment.

  24. MANA 3325 – Thurburn Lecture 09-10-13 Slides The Business Plan

  25. MANA 3325 – Thurburn Lecture 09-10-13 Slides The Business Plan • Company • Strategy • Marketing • Implementation • Projections • Financing What are the sub-parts of the Company Section of a Business Plan?

  26. MANA 3325 – Thurburn Lecture 09-10-13 Slides The Business Plan • Company • Title Page • Table of Contents • Exec Summary • Vision & Missions • History • Industry Profile • Products & Services What is the difference between Features & Benefits?

  27. MANA 3325 – Thurburn Lecture 09-10-13 Slides The Business Plan Features vs. Benefits Feature – a descriptive fact about a product or service:“an ergonomically designed, more comfortable handle” Benefit – what a customer gains from the product or service feature:“fewer problems with carpal tunnel syndrome and increased productivity” What are the sub-sections of the Strategy Section?

  28. MANA 3325 – Thurburn Lecture 09-10-13 Slides The Business Plan • Strategy • Goals • Objectives • Business Strategy What are the sub-sections of the Marketing Section?

  29. MANA 3325 – Thurburn Lecture 09-10-13 Slides The Business Plan • Marketing • Marketing Strategy • Marketing Research • Customer Research • Competitors Analysis What are the sub-sections of the Implementation Section?

  30. MANA 3325 – Thurburn Lecture 09-10-13 Slides The Business Plan • Implementation • Management Team • Plan of Operations What are the sub-sections of the Projections Section?

  31. MANA 3325 – Thurburn Lecture 09-10-13 Slides The Business Plan • Projections • Assumptions • Projections • Summary & Cash Flow • Income Sources • COG • Expenses • Payroll Detail

  32. MANA 3325 – Thurburn Lecture 09-10-13 Slides The Business Plan • Proposed Financing • Loan Details if applicable • Investor Details if applicable

  33. MANA 3325 – Thurburn Lecture 09-10-13 Slides The Business Plan Capital – Enough? and Balance of Debt vs Equity Capacity – Cash Flow Collateral – Liquid or Fixed Assets Character – Creditor History Conditions – Terms of Loan

  34. MANA 3325 – Thurburn Lecture 09-10-13 Slides The Business Plan Tips on Preparing a Business Plan • Make sure your plan has an attractive cover. (First impressions are crucial.) • Rid your plan of all spelling and grammatical errors. • Make your plan visually appealing. • Include a table of contents to allow readers to navigate your plan easily. • Make it interesting.

  35. MANA 3325 – Thurburn Lecture 09-10-13 Slides The Business Plan Investors Family: The first place you go… need to get some buy in. Friends: The second place… should be interested. Network: Hopefully it is full of people with money. Suppliers: If an extension of an existing business this is a great source of financing. Money People: Angels, Mezzanine, Growth Stage, M&A

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