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Table of Contents Foreword to 4th edition Introduction ix Section One: Before writing your plan chapter 1 Business Plan Basics What is a business plan? How long should it be? When should I write it? Who needs a business plan? Why should I write a business plan? What a business plan can't do Business planning risks Expert Advice chapter 2 Using your plan to raise capital Direct funding sources Your own assets Friends and family Banks Small Business Administration Angel investors Venture Capitalists Going public: Initial Public Offerings Bonds Q & A with a Financial Expert Indirect Funding Trade credit Expert Advice chapter 3 Uses for your business plan Evaluate a new venture Find funding Sell with your business plan Inform suppliers and customers Manage with a business plan Monitor your performance Attract good people Plan for the possibility of failure Update your plan Expert Advice chapter 4 Preplanning Questions Determine your goals and objectives Financing Planning Hiring Assess your company's potential Expert Advice chapter 5 What kind of a business plan do you need? Differences among industries Present yourself in the best light Types of plans Why you may want more than one plan Expert Advice Section Two: Writing your business plan chapter 6 The Executive Summary The summary is the most critical part Purposes of the Executive Summary How much cash - and in what form - are you seeking? Explain how you'll use the financing What financiers look for Who will own what Put your best foot forward Company description Optional information Key to the summary: Extract the Essence Expert Advice chapter 7 Describe your management team Who are your managers? What does each do? Expanding your team Making hiring projections Adding and retaining key employees Board of Advisors or Board of Directors Outside professionals Expert Advice chapter 8 Describe your product or service What is your product or service? What makes it worthwhile? Liability concerns Expert Advice chapter 9 Describe industry background, trends and information The state of your industry Market research Trends Barriers to entry Identifying competitors What makes you better? Expert Advice chapter 10 Put a marketing plan in your business plan Define your product Who is going to buy it-and why? Set prices Location and distribution Promotion Follow-up plan Expert Advice chapter 11 Describe your operations Operations for retail and service Firms Operations for manufacturers Information technology and operations Expert Advice chapter 12 Financial Statements for your business plan Income Statement Balance Sheet Cash Flow Statement Personal Financial Statement Financial Ratios Forecasts Expert Advice Section Three: Enhancing and using your business plan chapter 13 Design useful appendices Key employee resumes Product samples Advertising samples Press clippings Other appendix content Need Expert Advice here chapter 14 Create a great impression with your plan Cover Letters Cover Sheets Stationery, Printing, and Design Charts, Graphs, and Tables Multimedia Presentations Expert Advice chapter 15 Resources for more information Market Research General Research Communications Financing Software for writing business plans Books and how-to manuals Web sites Trade Groups and Associations Business plan consultants Business plan competitions Appendices: Sample Business Plans Appendix A: Business Plan for a Retailer Seeking Start-Up Capital Appendix B: Business Plan for a High-Tech Company Seeking Financing for Growth Appendix C: Business Plan for a Service Firm Seeking Working Capital Appendix D: Business Plan for a Manufacturer Seeking a Partner Appendix E: Business Plan for a Start-Up Needing an Equipment Loan Appendix F: Business Plan for an Artisan/Contractor Deciding to Go Out on His Own Appendix G: Government Listings Glossary Index
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