Bmc Guide On Business Planning

CONFIDENTIAL Discussion document 5 November 2008 This presentation is solely for the use of client personnel. No part of it may be circulated, quoted, or reproduced for distribution outside the client organization without prior written approval. This material was used by Barnes Martin Consulting during an oral presentation; it is not a complete record of the discussion. Dreamland An executive division of MojVideo d.o.o. Prepared for: Business Planning for Startups

Contents Business start-up process Writing the Business Plan Constructing the team

Stages of a Start-up Stage 1 Stage 2 Stage 3 Business idea generation Business plan preparation Start-up and growth Established company Interest of investors Financing decision Exit of initial investors

5 key factors for success of innovative start-ups Ideas Degree of innovation Scope Patent Traditional service providers Attorneys Patent lawyers Tax consultants/ accountants Market researchers People Inventors Entrepreneurs Team members Capital Availability/amount Needs/responsibilities Exists for investors Network & exchange Coaching Networking Matchmaking Innovative service provider Venture capitalists Headhunters Business angels Start-up consultants

Elements of a promising business idea CLEAR CUSTOMER VALUE MARKET OF ADEQUATE SIZE FEASIBILITY AND PROFITABILITY Successful ideas demonstrate how big the market is, the target customers and how the product differs from the competition SUFFICIENT DEGREE OF INNOVATION Create a new product or a new way of delivering an existing product – do both and create a new industry Ideas should be feasible with realistic time and resource plans The key to success is satisfied customers, not a great product “ There is nothing in the world as powerful than an idea whose time has come” Victor Hugo

Innovation classification scheme New product Microsoft New industry Netscape Existing industry Skilled trades Engineering offices New business system Dell Convention Innovation Business system Convention Innovation Product/service

Role of traditional service providers Patent lawyers Tax consultants Market researchers PATENTS TAX MARKET RESEARCH Professional advisors can help to clear hurdles Long term success

Role of a venture-capital company £££ IPO (Initial Public Offering) Sale of stake to third parties Seed capital (pre start-up) Start-up capital (at or shortly before start-up) Expansion capital Young, growing companies Capital recovery Investments 5–8 years post Start-up

Collective team strength Well constructed teams provide a strong basis for success Team members Inventors Entrepreneurs Team members Finance SUCCESS

Network support START-UP Venture capitalists Friends Sponsors Other start-ups Service providers Peers Entrepreneurs Academics Use all connections

“ Writing a Business Plan forces you into disciplined thinking, if you do an intellectually honest job. An idea may sound great, but when you put down all the details and numbers, it may fall apart” Eugene Kleiner, Venture Capitalist

Characteristics of a successful Business Plan Your calling card The document the reader will remember you by Objective Accurate Positive and critical Clear Well structured Standalone Simple Plain English Non-technical terms Consistent Style Analytical depth

Elements of a Business Plan 5. Marketing and sales 6. Business system and organisation 7. Implementation schedule Business concept Draft business plan ‘ Final’ business plan Focus of this phase Part of this phase Importance 1. Executive summary 2. Product or service 3. Management team 4. Market and competition 8. Opportunities and risks 9. Financial planning and financing

Key questions – 1. Executive Summary What is your business idea? In what way does it fulfil the criterion of uniqueness? Who are your target customers? What is the value for those customers? What market volume and growth rates do you forecast? What competitive environment do you face? What additional stages of development are needed? How much investment is necessary (high level estimation)? What long term goals have you set? What are the results of your detailed business planning? What are your exact financing needs? How will you delegate management tasks? How much production capacity is necessary? How will the implementation of your business idea be organised? What are your next concrete steps? What do you estimate your financing needs to be? What are the sales, cost and profit situations? What are the most important milestones along the way to your goal? What test customers have you approached/could you approach? What distribution channels will you use? What partnerships would you like to enter into? What opportunities and risks do you face? What is the picture on patents? Business concept Draft business plan ‘ Final’ business plan

Key questions – 2. Product or service Executive Summary Product or service Management team Market & competition Marketing & sales Business system & organisation Implementation schedule Opportunities & risks Financial planning What are the features or functions of the product/service? Who are the target customers? What value propositions does the product/service provide to the customers? (e.g., tabulate customers’ unfulfilled needs and ways the product/service addresses those needs) What is the revenue model? (i.e., description of revenue sources – advertising revenue, transaction revenue, subscription revenue, flat-fee vs. percentage-based) What is the development status of the product? What remains to be done to convert the business idea into a tangible product or service? Has this business model been proven elsewhere? What are some successful examples? What is the plan to maintain the loyalty of customers?

Key questions – 3. Management team Executive Summary Product or service Management team Market & competition Marketing & sales Business system & organisation Implementation schedule Opportunities & risks Financial planning Who are the founders/founder groups and what are their qualifications, experience and past achievements How critical is the idea originator to the future success of the venture? How are the management responsibilities shared among the team? (e.g., a table of team members with their position and key activities/responsibilities) What is the plan to reinforce management team in the future? (e.g., schedule of future management hiring and skills required)

Key questions – 4. Market & competition Executive Summary Product or service Management team Market & competition Marketing & sales Business system & organisation Implementation schedule Opportunities & risks Financial planning What is the potential market size for the product/service? (e.g., calculation derived from number of target customers, units sold, value of sales) What is the expected market growth and which major factors influence that growth? Who are the likely competitors? What do they offer? What are the strengths and weaknesses of competitors? What is your competitive positioning vis-à-vis competitors? (i.e, a table of competitors and their ratings across key criteria – e.g., time to launch, technological capability, access to proprietary technology, privileged relationship with suppliers and customers)

Key questions – 5. Marketing & sales Executive Summary Product or service Management team Market & competition Marketing & sales Business system & organisation Implementation schedule Opportunities & risks Financial planning What are the specific plans to promote the product/service? How will the product/service be distributed? Which partners will be needed in the distribution channel? What will be the pricing strategy? (e.g., how much will you charge for different customer segments, quantities)

Key questions – 6. Business systems & organisation Executive Summary Product or service Management team Market & competition Marketing & sales Business system & organisation Implementation schedule Opportunities & risks Financial planning What is the proposed organisational structure of the company? How will this organisational structure help achieve business goals? What skills will be required and what is the hiring plan? (e.g., a table that shows total number of positions and the functional description of positions, skills required for top 3 positions in each department) What is the scope of the business? (i.e. what will be performed internally and what will be outsourced?) Have strategic partnerships been identified? If yes, how will these partners be secured? If no, what is the plan to get partners? Have key vendors been identified? If yes, how will these vendors be secured? If no, what is the plan to get vendors?

Key questions – 7. Implementation schedule Executive Summary Product or service Management team Market & competition Marketing & sales Business system & organisation Implementation schedule Opportunities & risks Financial planning What is the detailed short term implementation plan? (e.g., Gantt chart showing detailed activities by month) Who is responsible for each of the tasks? What are major milestones? What are interdependencies between tasks? What is the 5-year implementation plan? (e.g., Gantt chart showing activities by quarter) Who is responsible for each of the tasks? What are major milestones? What are possible long term options for the business?

Key questions – 8. Opportunities & risk Executive Summary Product or service Management team Market & competition Marketing & sales Business system & organisation Implementation schedule Opportunities & risks Financial planning What are the best case and worst case scenarios for the 5-year financial projections? What are the key assumptions on the key parameters? (e.g., market shares, profit margin) – refer to Appendix for example What does the sensitivity analysis show? (i.e., by varying key assumptions in isolation) What mitigating steps are planned in order to minimise risks?

Key questions – 9. Financial planning & financing Executive Summary Product or service Management team Market & competition Marketing & sales Business system & organisation Implementation schedule Opportunities & risks Financial planning For the next 5 years (and at least 1 year beyond breakeven point), what are the projections for Income statement (includes detailed revenue source as described in the business model) Cash flow statement Company valuation, utilising Discounted cash flow analysis Revenue multiples Balance sheet What are the key assumption used in the financial proforma? (e.g., cost of capital, market share, margin) What are the financial requirements for the business and what sources of financing have been identified? (e.g., financial schedule with amount needed and possible financing sources)

“ Invest in people, not ideas” Eugene Kleiner, Venture Capitalist

Characteristics of a powerful management team Common vision – everybody wants to succeed Complementary attitudes and strengths At least 3, but usually no more than 6 people Sticks together through thick and thin Staying power, even when there are setbacks

Criteria applied by investors Has the team already worked together? Do team members have relevant experience? Do the founders know their weaknesses and are they willing to make up for them? Have the founders agreed on their future roles and are ownership issues settled? Has the management team agreed on a common goal, or are there underlying differences of opinion? Do the team members fully back the project?

Bmc Guide On Business Planning

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