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Without a doubt, these questions deserve a few pages in any business plan. Near the back. What goes at the front? What information does a good business plan contain? If you want to speak the language of investors—and also make sure you have asked yourself the right questions before setting out on the most daunting journey of a businessperson’s career—I recommend basing your business plan on the framework that follows. It does not provide the Worksheet Answers If8767 - Jennarocca, kind of “winning” formula touted by some current how-to books and Memorial Independence Template, software programs for entrepreneurs.
Nor is it a guide to brain surgery. Rather, the framework systematically assesses the four interdependent factors critical to every new venture: The People. The men and women starting and running the venture, as well as the outside parties providing key services or important resources for it, such as its lawyers, accountants, and suppliers. The Opportunity. A profile of the Balancing Equations Chemistry If8767, business itself—what it will sell and to whom, whether the Silent Agreement Template Recruitment, business can grow and how fast, what its economics are, who and what stand in the way of success. The Context.
The big picture—the regulatory environment, interest rates, demographic trends, inflation, and the like—basically, factors that inevitably change but cannot be controlled by the entrepreneur. Risk and Equations Worksheet Answers Chemistry, Reward. An assessment of everything that can go wrong and right, and a discussion of how the Load Baker, entrepreneurial team can respond. Business Plans: For Entrepreneurs Only? The accompanying article talks mainly about business plans in a familiar context, as a tool for entrepreneurs. But quite often, start-ups are launched within established companies. Do those new ventures require business plans? And if they do, should they be different from the Balancing If8767 - Jennarocca, plans entrepreneurs put together? The answer to the first question is an emphatic yes; the answer to the second, an equally emphatic no.
All new ventures—whether they are funded by venture capitalists or, as is the Example | Bio Example, case with intrapreneurial businesses, by shareholders—need to pass the same acid tests. After all, the marketplace does not differentiate between products or services based on who is pouring money into Answers If8767, them behind the scenes. The fact is, intrapreneurial ventures need every bit as much analysis as entrepreneurial ones do, yet they rarely receive it. Instead, inside big companies, new businesses get proposed in the form of capital-budgeting requests. These faceless documents are subject to detailed financial scrutiny and a consensus-building process, as the project wends its way through the chain of command, what I call the “neutron bomb” model of project governance.
However, in Business Proposals Templates. Investment Proposal the history of such proposals, a plan never has been submitted that did not promise returns in excess of Answers - Jennarocca corporate hurdle rates. It is only after the new business is launched that these numbers explode at the organization’s front door. That problem could be avoided in large part if intrapreneurial ventures followed the guidelines set out in the accompanying article. For instance, business plans for such a venture should begin with the résumés of all the people involved. What has the team done in the past that would suggest it would be successful in 11+ Product Flyer & Psd Designs Templates the future, and so on? In addition, the new venture’s product or service should be fully analyzed in terms of its opportunity and context. Balancing Answers! Going through the process forces a kind of discipline that identifies weaknesses and strengths early on and helps managers address both.
It also helps enormously if such discipline continues after the Example | Bio Example, intrapreneurial venture lifts off. When professional venture capitalists invest in new companies, they track performance as a matter of course. But in large companies, scrutiny of a new venture is often inconsistent. That shouldn’t or needn’t be the case. A business plan helps managers ask such questions as: How is the new venture doing relative to projections? What decisions has the team made in response to new information? Have changes in the context made additional funding necessary? How could the team have predicted those changes? Such questions not only keep a new venture running smoothly but also help an organization learn from Worksheet Answers Chemistry - Jennarocca, its mistakes and triumphs. Many successful companies have been built with the help of venture capitalists.
Many of the underlying opportunities could have been exploited by Spreadsheet Database, large companies. Why weren’t they? Perhaps useful lessons can be learned by studying the world of independent ventures, one lesson being: Write a great business plan. The assumption behind the framework is Balancing Worksheet Answers If8767 - Jennarocca, that great businesses have attributes that are easy to Flyer Designs | Free identify but hard to assemble. They have an experienced, energetic managerial team from the top to the bottom. The team’s members have skills and experiences directly relevant to the opportunity they are pursuing.
Ideally, they will have worked successfully together in the past. The opportunity has an attractive, sustainable business model; it is Balancing Equations Worksheet Answers If8767 - Jennarocca, possible to create a competitive edge and defend it. Many options exist for expanding the scale and scope of the business, and these options are unique to Excel Employee the enterprise and its team. Value can be extracted from the Balancing Worksheet Chemistry If8767, business in a number of ways either through a positive harvest event—a sale—or by scaling down or liquidating. The context is favorable with respect to both the regulatory and the macro-economic environments. Risk is understood, and the team has considered ways to mitigate the impact of difficult events. In short, great businesses have the four parts of the framework completely covered.
If only reality were so neat. When I receive a business plan, I always read the résumé section first. Not because the 11+ Product Templates & Psd Designs | Free & Premium Templates, people part of the new venture is the most important, but because without the right team, none of the other parts really matters. I read the résumés of the venture’s team with a list of questions in mind. Balancing Equations Answers If8767! (See the insert “Who Are These People, Anyway?”) All these questions get at the same three issues about the venture’s team members: What do they know? Whom do they know? and Glycemic Index And Glycemic Baker, How well are they known? Fourteen “Personal” Questions Every Business Plan Should Answer. Where are the founders from? Where have they been educated? Where have they worked—and for whom? What have they accomplished—professionally and personally—in the past?
What is Balancing Worksheet Answers - Jennarocca, their reputation within the business community? What experience do they have that is directly relevant to the opportunity they are pursuing? What skills, abilities, and Spreadsheet Example : Employee Database, knowledge do they have? How realistic are they about the venture’s chances for success and the tribulations it will face? Who else needs to be on Balancing Equations Worksheet, the team? Are they prepared to recruit high-quality people?
How will they respond to adversity? Do they have the mettle to make the Free Silent, inevitable hard choices that have to Answers Chemistry If8767 be made? How committed are they to Templates. Investment this venture? What are their motivations? What and whom they know are matters of insight and experience. How familiar are the team members with industry players and dynamics? Investors, not surprisingly, value managers who have been around the block a few times. Worksheet Chemistry! A business plan should candidly describe each team member’s knowledge of the new venture’s type of product or service; its production processes; and the market itself, from competitors to customers. By Christos! It also helps to indicate whether the team members have worked together before. Not played—as in roomed together in college—but worked . Investors also look favorably on a team that is known because the real world often prefers not to deal with start-ups. They’re too unpredictable.
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Talk about the Spreadsheet Example : Employee Database Excel Template, people—exhaustively. And if there is nothing solid about their experience and abilities to herald, then the entrepreneurial team should think again about launching the venture. When it comes to the opportunity itself, a good business plan begins by focusing on two questions: Is the total market for the venture’s product or service large, rapidly growing, or both? Is the Balancing Worksheet - Jennarocca, industry now, or can it become, structurally attractive? Entrepreneurs and investors look for large or rapidly growing markets mainly because it is often easier to Independence Flyer Template obtain a share of a growing market than to fight with entrenched competitors for Balancing Equations Answers If8767 a share of a mature or stagnant market. 11+ Product Designs | Free! Smart investors, in fact, try hard to identify high-growth-potential markets early in their evolution: that’s where the Equations Chemistry - Jennarocca, big payoffs are.
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And although it is often expensive to develop the service and to acquire initial customers, once up and running, these companies can deliver content to Equations Worksheet Chemistry If8767 - Jennarocca customers very cheaply. Also, customers pay in advance of receiving the service, which makes cash flow very handsome, indeed. In short, the structure of the information services industry is beyond attractive: it’s gorgeous. The profit margins of Bloomberg and First Call put the Free | Hr, disk drive business to shame. The Opportunity of a Lifetime—or Is It? Nine Questions About the Business Every Business Plan Should Answer. Who is the new venture’s customer? How does the customer make decisions about buying this product or service? To what degree is the product or service a compelling purchase for the customer? How will the product or service be priced? How will the venture reach all the identified customer segments?
How much does it cost (in time and resources) to acquire a customer? How much does it cost to produce and deliver the Worksheet Answers Chemistry If8767, product or service? How much does it cost to support a customer? How easy is it to retain a customer? Thus, the first step for entrepreneurs is to make sure they are entering an industry that is large and/or growing, and one that’s structurally attractive.
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The trick in these businesses is to use the Independence By Christos, arbitrage profits to build a more enduring business model, and business plans must explain how and when that will occur. As for competition, it probably goes without saying that all business plans should carefully and thoroughly cover this territory, yet some don’t. That is a glaring omission. For starters, every business plan should answer the following questions about the Balancing - Jennarocca, competition: Who are the new venture’s current competitors? What resources do they control? What are their strengths and weaknesses? How will they respond to the new venture’s decision to 11+ Product Flyer Templates & Psd | Free Templates enter the business?
How can the new venture respond to its competitors’ response? Who else might be able to observe and exploit the same opportunity? Are there ways to co-opt potential or actual competitors by forming alliances? Business is like chess: to be successful, you must anticipate several moves in advance. A business plan that describes an insuperable lead or a proprietary market position is by definition written by naïve people. That goes not just for the competition section of the business plan but for the entire discussion of the opportunity. Balancing Worksheet Answers Chemistry If8767! All opportunities have promise; all have vulnerabilities. Memorial Independence! A good business plan doesn’t whitewash the latter. Rather, it proves that the entrepreneurial team knows the good, the bad, and the ugly that the venture faces ahead. Opportunities exist in a context. At one level is the macroeconomic environment, including the Balancing If8767 - Jennarocca, level of Spreadsheet Example : Employee Template Employee economic activity, inflation, exchange rates, and Answers Chemistry If8767 - Jennarocca, interest rates.
At another level are the wide range of government rules and regulations that affect the opportunity and Glycemic Index And Glycemic Load - Dr. Sherry, how resources are marshaled to Balancing Worksheet Answers Chemistry If8767 - Jennarocca exploit it. Examples extend from tax policy to the rules about Memorial Day Party Flyer Template raising capital for a private or public company. And at Balancing If8767 - Jennarocca yet another level are factors like technology that define the limits of what a business or its competitors can accomplish. Context often has a tremendous impact on Silent Agreement Recruitment, every aspect of the entrepreneurial process, from identification of Balancing Worksheet Answers - Jennarocca opportunity to harvest. Free Silent Partnership | Hr Recruitment! In some cases, changes in some contextual factor create opportunity. More than 100 new companies were formed when the airline industry was deregulated in the late 1970s.
The context for financing was also favorable, enabling new entrants like People Express to go to the public market for capital even before starting operations. Conversely, there are times when the context makes it hard to start new enterprises. The recession of the early 1990s combined with a difficult financing environment for new companies: venture capital disbursements were low, as was the Answers Chemistry If8767, amount of capital raised in the public markets. (Paradoxically, those relatively tight conditions, which made it harder for new entrants to Baker get going, were associated with very high investment returns later in the 1990s, as capital markets heated up.) Sometimes, a shift in context turns an unattractive business into an attractive one, and vice versa. Consider the case of a packaging company some years ago that was performing so poorly it was about to be put on the block. Then came the Tylenol-tampering incident, resulting in multiple deaths. The packaging company happened to Balancing Worksheet Answers If8767 have an efficient mechanism for installing tamper-proof seals, and in a matter of Proposals Templates. Proposal weeks its financial performance could have been called spectacular.
Conversely, U.S. tax reforms enacted in 1986 created havoc for companies in the real estate business, eliminating almost every positive incentive to invest. Many previously successful operations went out of business soon after the new rules were put in place. Every business plan should contain certain pieces of evidence related to context. Worksheet Chemistry If8767 - Jennarocca! First, the entrepreneurs should show a heightened awareness of the new venture’s context and how it helps or hinders their specific proposal. Second, and more important, they should demonstrate that they know the venture’s context will inevitably change and describe how those changes might affect the business. Further, the business plan should spell out what management can (and will) do in the event the context grows unfavorable. Memorial Independence Day Party Template! Finally, the business plan should explain the ways (if any) in which management can affect context in a positive way. For example, management might be able to have an impact on Equations Answers Chemistry If8767, regulations or on industry standards through lobbying efforts. The concept that context is fluid leads directly to the fourth leg of the framework I propose: a discussion of risk and how to manage it. Silent Partnership Agreement! I’ve come to think of a good business plan as a snapshot of an event in the future.
That’s quite a feat to begin with—taking a picture of the unknown. But the best business plans go beyond that; they are like movies of the future. They show the people, the opportunity, and the context from multiple angles. Balancing Equations If8767 - Jennarocca! They offer a plausible, coherent story of what lies ahead. They unfold possibilities of action and reaction. Good business plans, in other words, discuss people, opportunity, and Investment Proposal, context as a moving target. All three factors (and the relationship among them) are likely to change over time as a company evolves from start-up to ongoing enterprise.
Therefore, any business plan worth the time it takes to write or read needs to focus attention on the dynamic aspects of the Balancing Worksheet Chemistry If8767 - Jennarocca, entrepreneurial process. When it comes to the matter of risk and reward in a new venture, a business plan benefits enormously from the inclusion of two graphs. Perhaps graphs is the wrong word; these are really just schematic pictures that illustrate the most likely relationship between risk and reward, that is, the relationship between the opportunity and 11+ Product Flyer Templates & Psd Designs | Free & Premium, its economics. Worksheet Answers If8767 - Jennarocca! High finance they are not, but I have found both of these pictures say more to investors than a hundred pages of charts and prose. The first picture depicts the amount of money needed to 11+ Product Templates & Psd Designs Templates launch the new venture, time to positive cash flow, and the expected magnitude of the payoff. This image helps the investor understand the depth and duration of Balancing Answers Chemistry - Jennarocca negative cash flow, as well as the relationship between the investment and the possible return. The ideal, needless to say, is to have cash flow early and often. But most investors are intrigued by the picture even when the cash outflow is high and Example | Bio, long—as long as the cash inflow is Worksheet - Jennarocca, more so. Of course, since the Agreement | Hr, world of new ventures is populated by Equations Worksheet Chemistry, wild-eyed optimists, you might expect the Glycemic And Glycemic Baker, picture to display a shallower hole and a steeper reward slope than it should. It usually does. But to be honest, even that kind of picture belongs in the business plan because it is Equations Answers Chemistry, a fair warning to investors that the new venture’s team is completely out of touch with reality and should be avoided at Glycemic And Glycemic Baker all costs.
The second picture complements the first. It shows investors the range of possible returns and the likelihood of achieving them. The following example shows investors that there is Balancing Equations Worksheet Answers Chemistry If8767 - Jennarocca, a 15 % chance they would have been better off using their money as wall-paper. The flat section reveals that there is a negligible chance of losing only Glycemic And Glycemic Load - Dr. Baker a small amount of money; companies either fail big or create enough value to achieve a positive return. Balancing Worksheet If8767 - Jennarocca! The hump in the middle suggests that there is a significant chance of earning between 15 % and 45 % in the same time period. And finally, there is a small chance that the initial outlay of cash will spawn a 200 % internal rate of return, which might have occurred if you had happened to invest in Microsoft when it was a private company. Basically, this picture helps investors determine what class of investment the business plan is Genogram Example Example, presenting. Is the new venture drilling for North Sea oil—highly risky with potentially big payoffs—or is it digging development wells in Texas, which happens to be less of a geological gamble and probably less lucrative, too? This image answers that kind of question. It’s then up to the investors to decide how much risk they want to Answers Chemistry If8767 - Jennarocca live with against what kind of odds.
Again, the people who write business plans might be inclined to skew the picture to make it look as if the probability of a significant return is downright huge and the possibility of loss is negligible. And, again, I would say therein lies the picture’s beauty. What it claims, checked against the investor’s sense of reality and experience, should serve as a simple pictorial caveat emptor. Of course, the future is hard to predict. Proposals Templates. Template! Still, it is possible to Balancing Answers If8767 give potential investors a sense of the Genogram Example Example, kind and class of risk and reward they are assuming with a new venture.
All it takes is a pencil and two simple drawings. (See the insert “Visualizing Risk and Reward.”) But even with these drawings, risk is, well, risky. In reality, there are no immutable distributions of outcomes. It is ultimately the responsibility of Worksheet If8767 management to change the distribution, to increase the likelihood and consequences of success, and to decrease the likelihood and 11+ Product Templates Designs | Free & Premium, implications of problems. One of the great myths about entrepreneurs is that they are risk seekers. Balancing Equations Worksheet Chemistry! All sane people want to Business Proposals Simple Investment Proposal avoid risk. As Harvard Business School professor (and venture capitalist) Howard Stevenson says, true entrepreneurs want to capture all the reward and give all the risk to others. The best business is a post office box to Balancing Equations Worksheet If8767 which people send cashier’s checks. Yet risk is unavoidable. So what does that mean for a business plan? It means that the Database Excel Template Employee, plan must unflinchingly confront the risks ahead—in terms of people, opportunity, and Balancing Answers If8767 - Jennarocca, context. What happens if one of the new venture’s leaders leaves?
What happens if a competitor responds with more ferocity than expected? What happens if there is a revolution in Namibia, the source of a key raw material? What will management actually do ? Those are hard questions for 11+ Product Designs & Premium Templates an entrepreneur to pose, especially when seeking capital. But a better deal awaits those who do pose them and then provide solid answers. A new venture, for example, might be highly leveraged and therefore very sensitive to interest rates. Its business plan would benefit enormously by stating that management intends to hedge its exposure through the financial-futures market by purchasing a contract that does well when interest rates go up. That is the equivalent of offering investors insurance. (It also makes sense for Answers the business itself.)
Finally, one important area in the realm of Employee risk/reward management relates to harvesting. Balancing Equations Chemistry If8767! Venture capitalists often ask if a company is “IPOable,” by which they mean, Can the company be taken public at 11+ Product | Free & Premium some point in the future? Some businesses are inherently difficult to take public because doing so would reveal information that might harm its competitive position (for example, it would reveal profitability, thereby encouraging entry or angering customers or suppliers). Some ventures are not companies, but rather products—they are not sustainable as independent businesses. One of the greatest myths about Balancing Equations If8767 entrepreneurs is that they are risk seekers. All sane people want to avoid risk. Therefore, the Proposals Investment Template, business plan should talk candidly about the end of the process. Balancing Equations Worksheet Answers - Jennarocca! How will the investor eventually get money out of the business, assuming it is successful, even if only marginally so? When professionals invest, they particularly like companies with a wide range of exit options.
They like companies that work hard to preserve and enhance those options along the way, companies that don’t, for example, unthinkingly form alliances with big corporations that could someday actually buy them. Investors feel a lot better about risk if the venture’s endgame is discussed up front. There is an old saying, “If you don’t know where you are going, any road will get you there.” In crafting sensible entrepreneurial strategies, just the opposite is true: you had better know where you might end up and Flyer & Psd | Free & Premium, have a map for getting there. A business plan should be the Balancing Equations Answers Chemistry - Jennarocca, place where that map is drawn, for, as every traveler knows, a journey is 11+ Product Flyer Templates & Psd & Premium, a lot less risky when you have directions. Once a business plan is written, of course, the goal is to land a deal. Equations Worksheet Answers Chemistry If8767! That is a topic for another article in itself, but I will add a few words here. When I talk to young (and old) entrepreneurs looking to finance their ventures, they obsess about the valuation and Spreadsheet Database Excel Template Employee, terms of the Balancing Equations Worksheet Chemistry, deal they will receive. Their explicit goal seems to be to minimize the dilution they will suffer in Example | Bio raising capital. Implicitly, they are also looking for investors who will remain as passive as a tree while they go about building their business. On the food chain of investors, it seems, doctors and dentists are best and venture capitalists are worst because of the Equations Answers - Jennarocca, degree to which the latter group demands control and a large share of the returns. That notion—like the idea that excruciatingly detailed financial projections are useful—is nonsense.
From whom you raise capital is often more important than the terms. New ventures are inherently risky, as I’ve noted; what can go wrong will. When that happens, unsophisticated investors panic, get angry, and often refuse to advance the Glycemic Sherry, company more money. Sophisticated investors, by contrast, roll up their sleeves and help the company solve its problems. Often, they’ve had lots of experience saving sinking ships. They are typically process literate. They understand how to Balancing Chemistry - Jennarocca craft a sensible business strategy and Genogram Example | Bio Example, a strong tactical plan. Balancing If8767 - Jennarocca! They know how to recruit, compensate, and motivate team members.
They are also familiar with the Byzantine ins and outs of Proposals Templates. Investment Proposal going public—an event most entrepreneurs face but once in a lifetime. This kind of know-how is worth the money needed to buy it. There is an old expression directly relevant to entrepreneurial finance: “Too clever by half.” Often, deal makers get very creative, crafting all sorts of payoff and option schemes. Balancing Worksheet Answers If8767 - Jennarocca! That usually backfires. My experience has proven again and Memorial Independence Template By Christos, again that sensible deals have the following six characteristics: They do not blow apart if actual differs slightly from plan. Balancing Equations Answers Chemistry! They do not provide perverse incentives that will cause one or both parties to behave destructively. They are written on a pile of papers no greater than one-quarter inch thick.
But even these six simple rules miss an important point. A deal should not be a static thing, a one-shot document that negotiates the disposition of a lump sum. Instead, it is incumbent upon entrepreneurs, before they go searching for funding, to think about capital acquisition as a dynamic process—to figure out how much money they will need and when they will need it. How is that accomplished? The trick is for the entrepreneurial team to treat the new venture as a series of experiments. Before launching the whole show, launch a little piece of it.
Convene a focus group to Business Proposals Proposal test the product, build a prototype and watch it perform, conduct a regional or local rollout of Balancing Equations Answers - Jennarocca a service. Such an Memorial By Christos, exercise reveals the true economics of the business and can help enormously in Equations Answers determining how much money the new venture actually requires and in Flyer & Psd Designs Templates what stages. Entrepreneurs should raise enough, and investors should invest enough, capital to fund each major experiment. Experiments, of course, can feel expensive and risky. But I’ve seen them prevent disasters and help create successes.
I consider it a prerequisite of putting together a winning deal. Among the many sins committed by Equations Answers If8767 - Jennarocca, business plan writers is arrogance. In today’s economy, few ideas are truly proprietary. Moreover, there has never been a time in recorded history when the supply of capital did not outrace the supply of opportunity. The true half-life of opportunity is decreasing with the passage of time. A business plan must not be an Glycemic - Dr. Sherry, albatross that hangs around the neck of the entrepreneurial team, dragging it into oblivion. Instead, a business plan must be a call for Equations Answers Chemistry action, one that recognizes management’s responsibility to fix what is broken proactively and in Free Agreement Template Recruitment real time. Balancing Equations Answers Chemistry! Risk is inevitable, avoiding risk impossible. Risk management is the Independence Flyer By Christos, key, always tilting the venture in favor of Equations Worksheet If8767 reward and away from Free Silent | Hr Recruitment, risk.
A plan must demonstrate mastery of the entire entrepreneurial process, from identification of opportunity to harvest. It is not a way to separate unsuspecting investors from their money by hiding the fatal flaw. For in Answers the final analysis, the Genogram, only one being fooled is the entrepreneur. We live today in the golden age of Balancing Equations Worksheet Answers Chemistry If8767 entrepreneurship. Although Fortune 500 companies have shed 5 million jobs in the past 20 years, the Example Excel Employee, overall economy has added almost 30 million.
Many of - Jennarocca those jobs were created by entrepreneurial ventures, such as Cisco Systems, Genentech, and Silent Agreement Recruitment, Microsoft. Equations Worksheet Answers Chemistry - Jennarocca! Each of those companies started with a business plan. Is that why they succeeded? There is no knowing for Index And Glycemic Sherry Baker sure. But there is little doubt that crafting a business plan so that it thoroughly and candidly addresses the ingredients of success—people, opportunity, context, and the risk/reward picture—is vitally important.
In the Equations Worksheet Answers, absence of a crystal ball, in Business Simple Investment fact, a business plan built of the right information and analysis can only be called indispensable. William A. Sahlman is the Dimitri V. D’Arbeloff-MBA Class of 1955 Professor of Business Administration at the Harvard Business School.
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