1. Business Planning & Presenting:
How to Communicate, Connect,
and Convince Others
Texas State SBDC 2011
2. Today’s Objective
Investor Partner Lender
Traits & Messages &
Characteristics Impressions
You, Your Plan, Your Business, Your Website
Business Plan One-on-One Presentation
Texas State SBDC 2011
3. Before we Begin
50% of the
clients
don’t come
back after
our first
meeting
D.I.Y.
Texas State SBDC 2011
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. Now Let’s Begin !!!
1) Traits, Characteristics, Messages, Impressions.
2) You Must Do It Yourself (Work, Selling, Money)
3) May or May Not Need it in Writing
• 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 ?
Texas State SBDC 2011
6. Stop
And
Turn Your Head Around !!!
Texas State SBDC 2011
7. Turn Your Head Around !!!
If I Build It, They Will Come !!!
Texas State SBDC 2011
8. Now Stop, Turn Your Head Around !!!
If I Build It, They Will Come !!!
Texas State SBDC 2011
9. 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
11. The Paradox
The Same Rule Applies to …
Investors, Lenders,
Partners, Customers
Texas State SBDC 2011
12. What Characterizes a Good
Business? 3-Legged Fit
MARKET FIT
FINANCIAL FIT
PERSONAL FIT
Texas State SBDC 2011
13. 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
14. 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
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. 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. Passions & Pennies
• Be Passionate, Don’t “Follow Your Passions”
• In the End, It’s all about the Money
• Make Sure Your Goals are Aligned
Texas State SBDC 2011
18. 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 internal
understands inconsistencies or contradictions
• Do: Cite independent sources for • Don’t: Discuss things the audience
validation 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 use
Advocate random assumptions
Texas State SBDC 2011
19. 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
20. When it all Seems Overwhelming,
Remember .. Persistence Pays
Texas State SBDC 2011
21. In a Nutshell…
Be Clear, Concise, and Compelling!
Be Unique, Passionate, and Realistic!
Be Ready for Q&A Why This? Why Us?
Why Now? Who Cares? So What?
Be able to
Educate, Entertain, Engage
Communicate, Connect, Convince !!!
Texas State SBDC 2011
22. 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
Hinweis der Redaktion
Do You Need A Business Plan? It Depends … Do you have a clear vision, a roadmap to get there, and the strategy/tactics you need to succeed? Do you already have years of experience, a robust network, and a good reputation in your industry? Can you clearly define your customer profile, market niche, marketing approach, and sales strategy? Do you have the capital, credit score, partners and resources needed to launch and grow your business?
Do You Need A Business Plan? It Depends … Do you have a clear vision, a roadmap to get there, and the strategy/tactics you need to succeed? Do you already have years of experience, a robust network, and a good reputation in your industry? Can you clearly define your customer profile, market niche, marketing approach, and sales strategy? Do you have the capital, credit score, partners and resources needed to launch and grow your business?
Do You Need A Business Plan? It Depends … Do you have a clear vision, a roadmap to get there, and the strategy/tactics you need to succeed? Do you already have years of experience, a robust network, and a good reputation in your industry? Can you clearly define your customer profile, market niche, marketing approach, and sales strategy? Do you have the capital, credit score, partners and resources needed to launch and grow your business?
Do You Need A Business Plan? It Depends … Do you have a clear vision, a roadmap to get there, and the strategy/tactics you need to succeed? Do you already have years of experience, a robust network, and a good reputation in your industry? Can you clearly define your customer profile, market niche, marketing approach, and sales strategy? Do you have the capital, credit score, partners and resources needed to launch and grow your business?
Do You Need A Business Plan? It Depends … Do you have a clear vision, a roadmap to get there, and the strategy/tactics you need to succeed? Do you already have years of experience, a robust network, and a good reputation in your industry? Can you clearly define your customer profile, market niche, marketing approach, and sales strategy? Do you have the capital, credit score, partners and resources needed to launch and grow your business?
Do You Need A Business Plan? It Depends … Do you have a clear vision, a roadmap to get there, and the strategy/tactics you need to succeed? Do you already have years of experience, a robust network, and a good reputation in your industry? Can you clearly define your customer profile, market niche, marketing approach, and sales strategy? Do you have the capital, credit score, partners and resources needed to launch and grow your business?
Do You Need A Business Plan? It Depends … Do you have a clear vision, a roadmap to get there, and the strategy/tactics you need to succeed? Do you already have years of experience, a robust network, and a good reputation in your industry? Can you clearly define your customer profile, market niche, marketing approach, and sales strategy? Do you have the capital, credit score, partners and resources needed to launch and grow your business?
Do You Need A Business Plan? It Depends … Do you have a clear vision, a roadmap to get there, and the strategy/tactics you need to succeed? Do you already have years of experience, a robust network, and a good reputation in your industry? Can you clearly define your customer profile, market niche, marketing approach, and sales strategy? Do you have the capital, credit score, partners and resources needed to launch and grow your business?
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)
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)
Dispelling Myths and Misconceptions It’s all about you, and it’s not about you. (Entrepreneur – Product/Service -- Customer) Just because you believe, or see the vision, or commit -- doesn’t mean anyone else will. Raising equity capital or debt financing is only a means to the end, not the end in itself. Forget about it “I must maintain control” “It’s flawless, it cannot fail” “ I offer better customer service” “the patent will protect me”
Things Not to Do Include typos, errors, or omissions. Present internal inconsistencies or contradictions. Discuss things the audience won’t understand. Say anything untrue, unbelievable, or irrelevant. Guess at numbers or use random assumptions. Things to Do Progress logically & Use lots of visuals. Connect to things your audience understands. Cite independent sources for validation. Make sure the opportunity is believable. Edit, Edit, Edit – Get a Devil’s Advocate.
