国际金融机构商业计划提纲论文

关键字：提纲商业计划世行国际金融机构business

世行与亚行国际金融机构商业计划提纲[businessplanoutline]

1.executivesummary.

a2-3pageoverviewofthebusinessplan.thisistypicallythefirstthingthatventurecapitaliststurnto(thesecondisthesectiononthemanagementteam).theexecutivesummaryshouldoutlinewhatthecompanyhasdonesofarandwhatitplanstodointhefuture,andexplainwhythisisimportantorvaluable.

areastocoverarewhattheproductorserviceis,whyitisindemand,whowillpaymoneyforitandhowmuch,andhowlargethemarketis.additionallyitisimportanttonotetheprogressthecompanyhasmadeinproductdevelopmentandintermsofrevenuesandotherfinancialmeasures,theexperienceandbackgroundofthemanagementteam,thefinancingdesiredandtheusesplannedforit,andofcoursehowtocontactthecompany.

2.industry&marketanalysis.

thissectionshouldexplainthebasisfortheneedforthecompany‘sproductorservice,howurgenttheneedis,andhowlargetheneedis.

questionsoftencoveredare:istheindustryneworwell-established?istheneedwellrecognizedorstillundiscovered?whoarecustomers:consumers,thegovernment,orbusinesses?whoarethecompetitors,whataretheirabilitiesandweaknesses,whyhavetheysucceededorfailed,whatistheirmarketshare,etc?wherewillcompetitorsbein18monthsintermsofmarketpositionandproductcapability?

hereacompetitivematrixcanbeuseful:comparingyourselftocompetitorsintermsoffinancialperformance&resources,targetmarkets,productfunctionality,productpricing,areasofstrengthandweaknesses,keycustomers,andthelike.

3.targetmarket.

whatisyourtargetmarketandwhy?whatareitsdynamics,size,locale,etc?isitstableorevolvingrapidly?whomakesthepurchasingdecisionsandhowlongisthetypicalsalescycle?howmuchofthemarketcanyouexpecttogainwiththeresourcesthatyouplantohave?whatisthecompetitivepricingsituation?whatareindustrygrossmargins?whatbarrierstoentryfaceplayersintheindustryandwhatregulatoryissuesmustbehandled?(ifthiscompanyisinaregulatedindustrysuchasmedicalortelecommunications,theregulatorysectionmayneedtobeseparate.)areanycustomerscritical,ordoanyaccountforadisproportionateshareofyourcurrentorforecastedrevenues?

4.thecompany&management.

thissectionshouldofferabriefhistoryofthecompany,explainwhatbusinessthecompanyplanstobein,whatthecompanydoesparticularlywell,andwhoitisthatisdoingso-i.e.,themanagement,board,andownershipteam.

themanagementteamorganization,summariesofeachofkeymanagementteamresumes(withcompleteresumesprovidedintheappendix),holesintheteamthatyouplantofill,allareplacedhere.additionally,informationontheboardofdirectorsisalsouseful.anownershiptableshowingallshareholders,thenumberandtypeofshares,theirpercentofownership,andtheoptionsgrantedandavailableisanotherimportantpartofthissection.alsonotehowthecompanyisorganized,asanllc,sub-s,ccorporation,etc.

5.product/servicesoffered.

thisiswhereyouexplainwhatyouaresellingorplanningtosell.doyouhaveanyunfairadvantagessuchaspatents,copyrights,andthelike?whyshouldcustomerschooseyouoverthecompetition,andhavetheysofar?howlongshouldthisadvantagelastifyoudonothingmore?whatwillyouneedtodotocreate,maintain,orexpandupontheadvantages(r&d,salesteamdevelopment,customerpartnerships,lawsuits,etc)?whatisthecurrentr&deffortandwhatareitsgoalsandmilestones?whatr&deffortsareunderwayatcompetitors.

6.marketing&salesplan.

thissectionexplainshowyouplantoreachyourtargetcustomers.

howwillyouacquirecustomers,andhowmuchwillthatcost?whatdistributionchannelsdoyouplantouse,andwhatmethodsofmarketingcommunicationmakesense?willyoubuild

aninternalsalesforce,useindependentreps,usetelemarketing,etc.,andhowwillyoucompensateeach.whatisyourrevenueandunitbreak-even,andhowdoesthattietoyoursalesstrategy?

7.manufacturing/operations/logistics.

thissectionshouldcoverhowyoudesign,develop,manufacturetheproductorprovidetheservice(s).

isthishandledinternallyorbysubcontractors?whoarekeysubcontractorsandwhatistheirexpertiseandbackground?howproprietaryisthedesignandmanufacturingcomponent?isiso9000/9001/gmpimportanttoyourorganization,andifso,howdoyoumanagetheprocess?ismanufacturingcapital-intensiveorpeople-intensive?whatiscapacityutilizationonaverageandatpeak?whateconomiesofscalearepossible?doyouhavecriticalsuppliers?

8.financialdata.

youshouldprovidehistoricalfinancialdatasuchasincomestatements,balancesheetsandcashflowstatementsforthepast3-5yearsifavailable,andnotewhethertheresultswereaudited,reviewedbyanoutsideaccountant,orcompiled.additionally,year-to-dateresultsshouldalsobeprovided.alsoyoushouldexplainsignificantitemsintheresults,andanalyzethetrendsandkeyratios.

theothermajorcomponentofthefinancialsectionistheforecast.hereyoushouldprojectthenext3-5years(includingthecurrentyear)ofperformancefortheincomestatement,balancesheet,cashflowstatement,andifappropriate,providedetailoncapitalexpenditures.theprojectionsshouldbedoneonbothanannualaswellaseitherquarterlyormonthlybasis,sincecashneedsduringtheyearcanoftenfarexceedcashneedsattheendofayear.

themajorassumptionsbehindyourprojectionsshouldbeexplained.changesinkeyratiosfromhistoricalresultsshouldalsobeexplained.oftenitishelpfultoshowsomesensitivityanalysis-theeffectofchangesinkeyvariablessuchasgrowth,grossmargins,salescycle,andthelikeontheincomestatementandcashposition.(additionallyitisusefultoprovidecompensationhistoryandprojectionsoneachmemberofthemanagementteam.)

9.appendices.

hereyoushouldincluderesumesofthekeymanagementmembers,anyproductliteratureorbrochures,analysesofthemarketorindustry,orrelevantarticlesthatwouldhelpanoutsiderunderstandthesignificanceofyourcompanyandtheneedthatyouaremeeting.