Inclusive Marketing Strategies for your Business - Jo-Jo Burke
Business Power Tools Build Your Business Make a Difference! Burke Franklin The Thinking Behind Your...
34
Business Power Tools Build Your Business Make a Difference! Burke Franklin www.jian.com The Thinking Behind Your Business Plan What to focus on How it works What to watch out for How to win Photo: Craig Orsini
-
Upload
timothy-stevens -
Category
Documents
-
view
218 -
download
1
Transcript of Business Power Tools Build Your Business Make a Difference! Burke Franklin The Thinking Behind Your...
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
The Thinking Behind Your Business Plan
What to focus on How it works What to watch out for How to win
Ph
oto
: C
raig
Ors
ini
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
“The Master of Every Art”
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
The Challenge
Columbus
The Earth is flat
Needs some ships...
Crew?
Promise of riches!
Investors?
No business plan
software
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
You have the best dealon Earth…
At least 8 large studies examining returns in the business angel market in both the US and UK have recently concluded…
Average angel ROI across all these studies is 27.3%
The Dow, S&P, and NASDAQ have all had NEGATIVE returns since 1998!
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
Business Plan Software
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
Easy on the Notes
Copy of these slides $30 off VIP Discount Code
www.jian.com/store/ceospace
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
The Thinking Behind aBusiness Plan You Can Sell
Selling an interest in your business. You are competing for capital. What makes your company unique. What makes you successful. Who are you pitching your plan to? Each section has a purpose. Tell a story / Build a case Show me something I can
believe!
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
Appeal to Multiple Audiences
Investors Bankers Partners Employees Vendors Acquirers Yourself
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
Primary Financing Sources
Personal Money 28% Credit Cards 22% Bank Loan (personal) 15% Business Loan 17% Factoring 13% Friends & Family 6% Vendors 4% Venture Capital 4%
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
Foot-high pile of plans every day
Triage by an intern In by Referral Want a BIG market! Management
Management Management
Solicit them carefully Know Their Domain… They talk to each other!
Venture Capitalists
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
Angel Investors
90% Men Median age: 49 Average: $72,000 75% College
17% Graduate 78% 5+ yrs experience Expect a 34% ROI ARR Close to home + participation Survey by: Dee Power & Brian Hill
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
Choosing the Right Investor(s)
Passion for Coffee &the Coffee Experience
Mutual RespectCoachable
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
What are you saying?What are you saying?
Spearhead! Capture! Thrust! Business
is WAR! My favorite: Go for Broke “You get YOUR money back FIRST!”
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
Executive Summary 2-3 pages? Problem / Solution…
Who has it & How many? Your value proposition Business Model:
How you make $$$ Intro to Management Team Summary $$$ Projection
Capital Requirements Write it last
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
Market Analysis
How BIG can your business become?
Who are the customers? Where are they? Your company compared to
the rest of market. Alliance opportunities Cause tie-ins?
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
Company Overview
Structure History Organization Financing Present Situation
- $$$ Invested - Prototype developed - Patent Filed
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
Purpose
Vision - What it will look like Mission - What you do for
customers Objectives - What you will do for
your company Strategy - How you will get there
from here Tactics - Prioritized action items Goals - Milestones BHAG
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
Management Team
Bet on the jockey What’s a nice person like you
doing in a business like this? What if something happens… Need diversified skills Need more people... Demonstrate competence... The Cat Trainer
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
Product / Service
Market research? Market leadership Boeing 707 Minivan Hilton Hotels Biz Plan Builder
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
A Car Manufacturer…
Gear Ratios Power : Weight Ratio Axle Loading Torsion Bar Stress
Analysis
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
Dazzle them with simplicity
P R N D L
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
Sell the investment,not your product
“Business plan presentations often focus on selling me your solution, essentially a sales presentation, which misses the point -- I don't want to buy your product, I want to invest in your company!”
~ Many Angel & VC Investors
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
Competition?
We don’t have any… Competitors prove the market Status quo? Direct / Indirect
Competitors? Forces working
against you? Who loses if
you win? How will you
minimize risks?
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
Marketing
Selling more stuff to more people more often at higher prices.- Sergio Zyman, Coca Cola
Creating an environment where sales can occur.
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
Build a BetterMousetrap…
and the world will beat a path to your door?
You can lead a horse to water but you can’t make him drink What if you salted the oats?
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
Marketing Strategy
Your ability to reach customers Positioning:
“Your customers’ perception vis-à-vis your competition”
Purpose… Focus… What you WON’T do…
Brand future sales become easier
Selling strategies / sequence? Everything must be coordinated!
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
Financial Plan Sell your assumptions…
The rest is arithmetic Use of funds?
Complete a project phase…
When will you make a profit?
Best / Worst case analysis
You want $10 million…What can you do with $1 million?
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
How much is your business worth?
Harvard Model:
Profit in 5 Years X P/E Ratio
(1 + IRR)5
Comps? Other investor deals Ideally, have several investors interested
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
Valuation
First Chicago Weighted Average Method
Scenario
(Worst) Plan (Best)
$10 $20 $50
30% 50% 20%
$3 $10 $10
$23
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
What if the business fails?
Acknowledge risks! Prototype no worky No customer adoption Can you fix it? Key-Person
Insurance
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
A Plan Gives You Power! Organizes you &
your thinking Summary gets
you in the door Business model
is attractive Have / plan for
the right people Answer questions
Keep going – build without $$$
Invest in someone else’s project
Business Power Tools
Build Your Business
Make a Difference!
Burke Franklin
www.jian.com
CEO Space Special Offer:Both for $99.95! CEO2010
1-800-346-5426
