A presentation by Gavin D. J. Harper, originally delivered at the Institut Supérieur de Commerce International, Dunkerque, France, on writing a business plan. The presentation covers in succinct points why a business plan is neccessary, and the basic components that every business plan should include.
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Business Plans
1. Gavin D. J. Harper
www.gavindjharper.co.uk
Presentation at:
Institut Supérieur de Commerce International
Dunkerque, France
March 2009
2.
3. Business
plans are used for a number of
purposes –
Fund raising from:
Banks
Venture Capital
Private Finance
Internal clarification of business goals
Businessplans are not a static document that
you write at the beginning of starting a
business – they are DYNAMIC.
Change them as the business environment and
your knowledge evolves.
4.
5. In developing your business
plan, you will be developing
„entrepreneurial skills‟.
Entrepreneurs come from a
diverse range of backgrounds
and integrate and synthesise
a wide range of skills.
As a prospective
entrepreneur, you will have to
get used to wearing “lots of
hats”.
6.
7. If your business “doesn‟t work on paper” and
the figures don‟t add up – it has less chance
of working in real life. No…. I regret
nothing… I took the
It‟s better to waste a time to do a
business plan.
week writing a
business plan than
wasting a year (and
lots of cash) trying to
start up a venture
that is destined to
fail.
8. A business plan defines what your businesses
objectives are.
“Mission Statement”
“Values / Ethos Clarification”
Are your objectives realistic?
A business plan makes them “transparent”
How are you going to get there?
Roadmap for your business.
9. Any great idea needs firm foundations.
By spending the time writing a business plan,
you are building a firm foundation on which
to develop your business.
“A successful man is one who can lay a
firm foundation with the bricks others
have thrown at him.”
David Brinkley
“Confidence is the foundation for all
business relations. The degree of
confidence a man has in others, and the
degree of confidence others have in
him, determines a man's standing in the
commercial and industrial world.”
William J. H. Boetcker
10. Business
plans help get “Everyone on the
same page” – they provide a central vision
to which everyone in the business
subscribes.
The more people you have to
co-ordinate, the more
important this becomes.
11. No two businesses are the same.
No two business plans are the same.
It is ok for business plans to vary considerably
depending on the type and style of business.
Generic business plans are available for differetn
“types” of business, which you can customise for
your own ends.
We are now going to look at a very „generic‟
type of business plan, which provides the
basic elements of structure for your plan.
12. Outlines what you are looking to achieve.
How are you going to do it with the resources
available.
Keep it short, keep it concise and make
EVERY WORD COUNT.
It is the written equivalent to your “Elevator
Pitch”.
If you can‟t explain what you are doing in a
minute, then you will lose your readers
attention.
13. Who do you anticipate selling your product or
service to?
What „sort of people‟ are they?
Where do they live?
How many of them are there?
What range of ages are your customers?
What is their spending power?
14. Know everything about your enemy.
What are their:
Prices
Strengths
Weaknesses
How does your business differ from theirs?
What are you going to do better than them?
How will you steal their business?
15. Who are your suppliers and how will you rely
on them?
Anyspecial requirements for delivery that
are specific to your business? E.g./
“Cold Chain” for Food-Service
“Just In Time” for Automotive Parts
16. What is your sales channel?
How are you going to reach your customers?
Do you have the funds to market your
product to your consumers?
Innovative marketing models?
Pyramid Selling
e-Business
Mail Order
17. How many people will you need to run your
business?
Who are your “key staff”?
What specialist skills are required to produce
and deliver your product or service?
Are there enough of these skilled people in your
area – if not where will you recruit them from?
Is there a „premium‟ to be paid for their skills?
What is the labour market like in your area?
Do you need to provide training?
Can you “outsource” where you can‟t find
skills locally?
18. What are the processes you will be using in
your business?
Do these processes require specialist
equipment?
Capital Investment in
Tooling
Infrastructure
19. Forecasts for the next three – five years.
Cash Flow
Balance Sheet
Profit and Loss Account
Howwill the proceeds of your funds be
spent?
Reinvestment in the business?
Dividends to shareholders?
Remuneration for founders?
20. Whatsort of risks is your business likely to
encounter?
Turbulent marketplace?
Operational Risks?
Staffing Risks?
Financing Risks?
THINK GREEN:
Rising energy prices?
Resource scarcity?
21. What is your company‟s ethical position?
Sustainability
Social
Economic
Environmental
How will your company be a „responsible‟
business citizen?
Community engagement
Being “A Good Neighbour”
22. Your
business plan is an ambassador for your
company.
If your business was a country, you wouldn‟t
dress your ambassador in a shabby, ill-fitting suit.
Ensure that the plan is laid-out professionally.
Print on good quality paper.
Give thought to the cover and binding of your
plan.
With desktop-publishing and high quality
printing cheaper than ever, there is no
excuse for poor-quality presentation.
23. Business
plan writing software (provides a
template for you to fill in)
Simple but…
Generic & Inflexible
Download a “template” for your type of
business from the net
Take a course in business planning (this one?)
Hire a consultant
Sounds easy…But YOU know your business better
24. Wecan learn a lot from the East about
developing sustainable businesses – some
businesses in Japan, have a 500 year business
plan. Including big names you might be
familiar with.
Toyota
Honda
Sony
25. Ifyou haven‟t got a coherent and well
presented business plan, what else haven‟t
you done?
Alarm bells for investors…
What does it say about this person‟s business?
Late tax returns?
Poor organisation?
Bad time management?
UNABLE TO RUN A BUSINESS!