From Idea to Business Plan in Less Than 3 Hours...Tell Your Story What Led to Decision to Start/Buy...
Transcript of From Idea to Business Plan in Less Than 3 Hours...Tell Your Story What Led to Decision to Start/Buy...
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From Idea to Business Plan in Less Than 3 Hours
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AGENDA
Understand the Business Planning Process
Ready to Use Business Model Canvas
Ready to Use LivePlan® Pitch Template
Ready to Use LivePlan® Business Model Template
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NameName of Business
Planning or On-going
INTRODUCTIONS
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Why Businesses Fail?Lack of Planning
50%50%SucceedFail
50% of New Businesses Fail
Planning Leads to Succus
Plan Serves as:Road Map for SuccessBenchmark for Measuring Success
16% Greater
Likelihood of Success1
1 https://hbr.org/2017/07/research-writing-a-business-plan-makes-your-startup-more-likely-to-succeed
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Research:OpportunityCustomersCompetitors
Strategies Tactics
Planning is a Process
Objectives
Objectives Should Be:Time SpecificMeasurableRealistic
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PLANNING PROCESS
OutcomesStrategies Tactics
Arrival DateArrival Time
AirlineDirect/Connecting
Transportation to AirportTransportation from Airport
Etc.
Objectives
What How
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PLANNING PROCESS
Outcome Strategies Tactics
What How
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Customers
Segment
CommonNeedsPainsGains
Empathy Map
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Segment Value Proposition Canvas
Target Customer
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Segment Value Proposition Canvas
Benefits
Features
Features
BenefitsTarget Customer
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Business Model Canvas
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https://strategyzer.com/platform/register
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What
How
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BUSINESS MODEL
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BUSINESS MODEL
For each segment describe:Who they areNeed they are satisfyingCurrent solutionRelevant attitudesCurrent behaviorsPreferencesPainsGains
Customer Segments
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BUSINESS MODEL
Customer Segments
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BUSINESS MODEL
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BUSINESS MODEL
VALUE PROPOSITION
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VALUE PROPOSITION
BundleProduct(s)
Features BenefitsStandardOptions
ServicesPre-purchase SupportPurchase SupportPost-purchase SupportQuality Assurance
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VALUE PROPOSITION
PromiseCategory Membership RequirementsPoint of Difference
Valued by CustomerNot Offered by CompetitorsDeliverable by Offering
We help [TARGET SEGMENT] do [NEED/TASK] by
providing [PRODUCT/SERVICE] that [PROMISE].
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BUSINESS MODEL
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CHANNELS
Communication ChannelsMarketing Messages
Pre-purchase Information
Post Purchase Support
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CHANNELS
Communication ChannelsMarketing MessagesPre-purchase InformationPost Purchase Support
Telephone
Face-o-Face
Telephone
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CHANNELS
COMMUNICATIONS CHANNELS
PRODUCT DELIVERY CHANNELS
Sales Force
Web Sales
Own Stores
Partner Stores
Whole-salers
Direct Indirect
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BUSINESS MODEL
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Customer Acquisition
Customer Retention
Boosting Sales
CUSTOMER RELATIONSHIPS
Personal Automated
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Categories of Customer RelationshipsPersonal AssistanceDedicated Customer AssistanceSelf-serviceAutomated ServicesCommunitiesCo-creation
CUSTOMER RELATIONSHIPS
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BUSINESS MODEL
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Two TypesTransaction Revenues
One-time Customer PaymentsRecurring Revenues
On-going PaymentsPost-purchase Customer Support
REVENUE STREAMS
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Ways to GenerateAsset SaleUsage FeeSubscription FeesLending/Renting/LeasingLicensingBrokerage FeesSelling Advertising
REVENUE STREAMS
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Pricing Mechanisms
REVENUE STREAMS
Fixed Menu Pricing Dynamic Pricing
List Price
Feature Dependent
Segment Dependent
Volume Dependent
Negotiation
Yield Management
Real-time-market
Auctions
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BUSINESS MODEL
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ProductionDesigning SourcingMaking StoringDelivering
AdministrationHuman Resources FinanceAccounting MaintenanceInformation Technology Legal
MarketingProduct Management PricingDistribution Promotion
KEY ACTIVITIES
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BUSINESS MODEL
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Allow to: Create/Offer Value PropositionReach MarketsMaintain RelationshipsEarn Revenues
KEY RESOURCES
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Physical Resources
Intellectual Recourses
Human Resources
Financial Resources
KEY RESOURCES
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BUSINESS MODEL
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Types of PartnershipsStrategic Alliances
Coopetition
Joint Ventures
Buyer-supplier Relationships
KEY PARTNERS
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Optimize Business Model
Reduce Risks
Acquire Resources
KEY PARTNERS
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BUSINESS MODEL
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Cost-driven StructuresLow-price Value PropositionsMaximum AutomationExtensive Outsourcing
Value-driven StructuresPremium Value PropositionsHigh Degrees of Personalization
COST STRUCTURE
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Cost Structures Include:
Fixed Costs
Variable Costs
Economies of Scale
Economies of Scope
COST STRUCTURE
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Empathy MapDefines Target Customer
Value Proposition CanvasTranslates Customer Benefits
into Product Features and Defines Offering
Business Model CanvasNames the “Whats” of
Marketing, Operations and Finance
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PLANNING PROCESS
Outcome Strategies Tactics
What How
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https://partners.liveplan.com/score-st-paul-6mo
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https://partners.liveplan.com/score-st-paul-6mo
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Pitch
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We provide [TARGET CUSTOMER] with [PRODUCT/ SERVICE] that helps them [PRIMAY APPLICATION] and [BENEFITS].
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We help [TARGET SEGMENT] do [NEED/TASK] by providing
[PRODUCT/SERVICE] that [PROMISE].
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Research:OpportunityCustomersCompetitors
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Research:OpportunityCustomersCompetitors
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PLANNING PROCESS
Outcome Strategies Tactics
What How
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Lists the “What”Describes the “What/How”
Prescribes the “How”
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Describe Key ProblemElaborate on ProblemSupport Why a Problem
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Explain How Address ProblemDescribe How Products and Services Meet ProblemSupport Why Resolves Problem
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Describe Target Market/Ideal CustomerMore than One Homogeneous Segment (Group)?Provide Descriptions and NumbersProvide Support/Source(s) for Numbers
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Describe Competitive LandscapeDescribe Each Competitor and Their Offering(s)Describe Other Ways Target Customers Filling Need
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Describe Your Key Advantages Explain Why Customers Perceive BetterSupport with Citations
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Describe Your Value Proposition (Positioning)
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Describe Pricing StructureProvide Support
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Describe Your Value Proposition (Message)Identify Tools and Describe UseIdentify Media and Describe Use
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Describe Distribution ChannelsProvide Support
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Describe Physical LocationsDescribe Space Needed at Each Location and WhyExplain Benefits of Each LocationDiscuss Future Expansion Considerations
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Describe Software, Hardware, Etc. and WhyPoint-of-SaleFinancial/BookkeepingE-CommerceCustomer Relationship ManagementEtc.
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Describe and Justify EquipmentDescribe and Justify ToolsDescription, Justification and Timing of Forecasted Capital
Expenditures
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Describe Performance Key Metrics Describe What Success MeansDescribe How Will MeasureTrack Actual Results
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Identify and Describe Owners and Their ContributionsDescribe Legal Structure and Why
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Tell Your StoryWhat Led to Decision to Start/Buy BusinessWhat Qualifies You to Operate BusinessWhat Are Long-term Business’ GoalsIf On-going
When and Who StartedGood YearsBad YearsWhat’s New
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List Members of the Management Team
Why “Right” TeamFor Each Member:
Describe RoleDescribe Skills, Experience and Accomplishments
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List Persons Advising You/Business
Discuss Each Advisor’s Role and QualificationsWhy Good Resource for You
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Explain Basis for Financial Projections
Growth AssumptionsProfit ObjectivesEvidence of Strong Business Opportunity
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For Loans, Investments, Etc.For Each Loan, Equity Offering, Bond, Etc.:
State Its Type of Funding
The Amount
How Funds Used or to be UsedWhy NeededExpected Return
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For Each Funding Source:
State Its Type of Funding
The Amount
How Funds Used or to be UsedWhy Chosen for Purpose
Plans for Future Funding
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For Miscellaneous Materials Like:
More Detailed Financial Statements/Projections
Product Sketches/Plans
Research ReportsFloor Plans/BlueprintsOther Helpful Exhibits
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Summarize “Problem Worth Solving”
Summarize “Our Solution” Section
Summarize “”Target Market” Section & Describe Ideal Customer
Summarize “Competition” SectionWhat Makes Solution & Company
Better
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Summarize Financial Goals
Strategic Reasoning
Summarize “Financing” Section
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REVIEW
Research:OpportunityCustomersCompetitors
Strategies TacticsObjectives
Objectives Should Be:Time SpecificMeasurableRealistic
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Outcome Strategies Tactics
What How
REVIEW
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REVIEW
Outcome Strategies
What
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Tactics
How
REVIEW
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Empathy MapDefines Target Customer
Value Proposition CanvasTranslates Customer Benefits
into Product Features and Defines Offering
Business Model CanvasNames the “Whats” of
Marketing, Operations and Finance
REVIEW
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REVIEW BUSINESS MODEL CANVAS
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REVIEW BUSINESS MODEL CANVAS
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REVIEW BUSINESS MODEL CANVAS
FinanceStrategies
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REVIEW
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REVIEW
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REVIEW
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REVIEW What How
Strategy Tactics
What HowStrategyTactics
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REVIEW
Summarizes Each
Section
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REVIEW
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REVIEW
Milestones
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REVIEW
Legal StructureStory
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1 https://hbr.org/2017/07/research-writing-a-business-plan-makes-your-startup-more-likely-to-succeed
From Idea to Business
16% Greater
Likelihood of Success1
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Learn More:
Strategyzer Business Model CanvasBoowww.strategyzer.com
LivePlanwww.liveplan.comhttps://partners.liveplan.com/score-st-paul-6movn
Osterwalder, et. al, Value Proposition Design, 2014, John Wiley & Sons
Osterwalder & Pignuer, Business Model Canvas, 2010, John Wiley & Sons