Bibliographic record and links to related information available from the Library of Congress catalog. Note: Electronic data is machine generated. May be incomplete or contain other coding.
PART ONE: THE BUSINESS PLAN AND ITS ENVIRONMENT 1 Chapter 1: What Is a Business Plan? An Overview 3 Components and Structure 3 A Generic Outline 3 Some Important Ideas to Keep in Mind 4 Chapter 2: Why Do We Need a Business Plan? 7 The Value of Business Plans and Planning 7 The Broad Business Planning Process 8 Relating the Small Business Plan to the Broad Planning Process 11 Chapter 3: The Perfect (Successful) Business Plan and the Target Audience Principle 13 Focusing on the Plan as a Sales Tool 13 The Target Audience Principle 13 Target Audiences 14 New Ventures and Venture Capitalists 14 Lenders-Usually Banks 16 Corporate Business Planning 19 Other Important Issues 20 Chapter 4: In Pursuit of Money: More on Getting Financed 21 Debt 21 Equity 23 Hybrid Investments 24 Sources of Financing and How to Deal with Them 24 Banks 25 Venture Capital 29 Other Sources of Money 29 How Financial People Will Read Your Plan 30 PART TWO: HOW TO WRITE THE PERFECT BUSINESS PLAN 31 Chapter 5: The Executive Summary and Statements of Mission and Strategy 33 The Executive Summary 33 Statements of Mission and Strategy 34 The Mission 35 Strategy 38 Mission and Strategy in the Business Plan 43 Chapter 6: The Entrepreneur and the Management Team 44 The Importance of the People 44 How to Write the Management Section 46 Organization and Responsibilities 49 The Staffing Plan 51 Chapter 7: Marketing and Sales: The Revenue Forecast-The Basis for All Planning 54 The Importance of the Marketing Section to the Audience 54 How to Write the Marketing and Sales Section 56 Marketing Plan/Strategy 63 The Sales Plan 65 The Importance of Forecasting Product Mix 67 The Commission Plan 69 Accuracy and Detail-Too Much and Too Little 71 Selecting Your Location 75 Chapter 8: Operations: Production, Equipment, and Research 79 Requirements of Different Businesses 79 How to Write the Operations Section 81 Chapter 9: Special Considerations for a Service Business 89 Introduction 89 Pricing a Service 89 Other Factors to Consider 92 Service Contracts vs. Time and Materials 93 Chapter 10: Break-Even Analysis 95 Fixed and Variable Costs 95 Break-Even Diagrams 96 Calculating Break Even 97 Using Break-Even Analysis-A Retail Location 97 Writing Up the Break-Even Analysis in a Business Plan 98 Extending Break Even to Include Profit and Return on Investment 99 Chapter 11: Planning Legal Form and Ownership 100 Basic Legal Forms 100 Proprietorship and Corporate Forms-Basic Differences 101 Hybrid Forms: S-Type Corporations and LLCs-The Best of Both Worlds? 105 Partnerships 106 Special Forms 107 Issues Between Owners 108 Strategy for Minimizing the Effect of Disputes Among Owners 110 Buy-Sell Agreements 111 Chapter 12: What Planners Should Know About E-Commerce 114 What Is E-Commerce? 114 E-Commerce and Business Planning 114 Distinguishing Issues in E-Commerce 116 Business Setup 116 Attracting and Servicing Customers 117 Payment 118 Security in E-Commerce 120 Order Filling and Returns 121 Chapter 13: Contingency Plans: What to Do If Things Don't Go According to Plan 123 Recognizing a Miss 123 Contingency Planning 126 Action Plans 126 Prompt Implementation 127 The Presentation of Contingency Thinking 128 PART THREE: FINANCIAL PROJECTIONS 129 Chapter 14: A Short Course in Finance for Nonfinancial Planners 131 What Are Financial Statements? 131 The Income Statement 135 The Balance Sheet 138 Assets 139 Liabilities 144 Working Capital 147 Capital: Long-Term Debt and Equity 149 The Cash Flow Statement 151 A Business Cash Flow 154 Ratio Analysis 156 Common Size Statements 157 Ratios 158 Cost Accounting 160 Chapter 15: How to Make Financial Projections for Your Business 163 The Role of Financial Forecasts in the Business Plan 163 The Financial Planning Process 164 Example: A Small Manufacturing Start-Up 166 PART FOUR: APPENDICES 177 Appendix A: A Self-Test to See If You're Cut Out to Be in Small Business 179 Appendix B: The Pros and Cons of Buying an Existing Business 185 Appendix C: What About a Franchise? 189 Appendix D: The Small Business Administration (SBA) 194 Appendix E: Sample Business Plans 197 Glossary 273 References 283 Index 285Library of Congress Subject Headings for this publication: New business enterprises Planning, New business enterprises Finance, Proposal writing in business