Introduction 1 1. The structure of the plan 15 Using appendices 18 2. Summary 20 3. The business background 24 The business 24; What is the product or service? 25; The markets 25; Supply 26; How did you get here? 27 4. The market 29 Overview 29; Market structure 30; Competitors 31; Customers 32; Distribution 32; Trends 35; Competitive advantage 36; Market segmentation 37; Differentiation 38; Pricing 39; Barriers to entry 39; New technologies 40; Mixed strategies 41 5. Operations 42 Differences 43; Processes 43; Control 44; Experience 45; Supply 46; Systems 46; Location and environment 47; Regulatory control 48 6. Management 49 The essential difference 53; What skills are required? 54; Organisation structure 55; Demonstrating control 56 7. The proposal 61 Explain 61; The proposition 61; Why will you succeed? 63; Ask for what you want! 64; What have you invested? 65; Closing the deal 66; The exit 67 8. The forecast 68 The sales forecast 68; Costs 70; The five-year forecast 70; Reviewing the plan 72; Sensitivity 73; Key assumptions 75; Explain important points 78 9. Financial information 80 Profit and loss account 81; Cash forecast 84; Sensitivity 85; Funding 86; Reconciling and checking 87; Timing 87; Balance sheet 89; Some important terms 91 10. Risks 93 11. Legal issues and confidentiality 96 Confidentiality 96 12. Selling your business 100 Explain why are selling 101; Emphasise the great opportunities for the business 101; Don't waste time illustrating that sudden upturn in business expected imminently 101; Do you include a forecast 102; Who is the buyer? 103; Holding back information 103 13. The internal business plan 105 How to use plans to help run organisations 105; Planning is not budgeting!! 110; Non-traditional plans 112; The corporate vision: soft data and hard data 113; Creating strategy 116; Conduct action-oriented planning 118; Where are you starting from? 121; Involving staff - building the team 125; Tips for producing and using the internal plan 126; The dead hand of corporate politics 130; Using business plans for bidding 134 Appendices 138 1. The confidentiality letter 138 2. Reconciling profit and cash flow 140 Glossary 143 Excerpted from How to Write a Business Plan by Brian Finch All rights reserved by the original copyright owners. Excerpts are provided for display purposes only and may not be reproduced, reprinted or distributed without the written permission of the publisher.
