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 IS IT A SEASONAL BUSINESS?

 WHAT HAVE YOU LEARNED ABOUT YOUR BUSINESS FROM OUTSIDE SOURCES?

PRODUCT/SERVICE
 WHAT ARE YOU SELLING?
 WHAT BENEFITS ARE YOUR CUSTOMERS BUYING?
 WHICH PRODUCTS ARE RISING STARS, STEADY CASH COWS, IN DECLINE (INVESTMENT EGOS)?
 WHAT IS DIFFERENT ABOUT YOUR GOODS AND SERVICES?
MARKET
 WHO BUYS FROM YOU?  DEFINE YOUR TARGET MARKETS.

 ARE YOUR MARKETS GROWING, STEADY, OR DECLINING?

 IS YOUR MARKET SHARE GROWING, STEADY, OR DECLINING?
MARKET (cont.)
 HAVE YOU SEGMENTED YOUR MARKETS?  HOW?

 ARE YOUR MARKETS LARGE ENOUGH FOR EXPANSION?

 HOW WILL YOU ATTRACT, HOLD, AND INCREASE YOUR MARKET SHARE?
MARKET (cont.)
 ARE YOU PLANNING TO ENTER OR LEAVE ANY MARKETS?

 HOW DO YOU PRICE YOUR PRODUCTS?
COMPETITION
 WHO ARE YOUR DIRECT COMPETITORS?
 WHO ARE YOUR NEAREST INDIRECT COMPETITORS?
 HOW ARE THEIR BUSINESSES SIMILAR TO AND DIFFERENT FROM YOURS?
 WHAT HAVE YOU LEARNED FROM THEIR OPERATIONS, ADVERTISING?
LOCATION OF BUSINESS
 WHERE ARE YOU (OR SHOULD YOU BE) LOCATED?
 WHY IS IT A DESIRABLE AREA OR BUILDING?
 WHAT KIND OF SPACE DO YOU NEED?
 ARE ANY DEMOGRAPHICS OR OTHER MARKET SHIFTS GOING ON?
MANAGEMENT
 HOW DOES YOUR BUSINESS EXPERIENCE HELP YOU IN THIS BUSINESS?

 WHAT RELATED WORK EXPERIENCE DO YOU HAVE?

 WHO IS ON THE MANAGEMENT TEAM?
MANAGEMENT (cont.)
 WHAT ARE THEIR STRENGTHS AND WEAKNESSES?
 WHAT ARE THEIR DUTIES?
 ARE THESE DUTIES CLEARLY DEFINED?  HOW?
 WHAT ADDITIONAL RESOURCES ARE AVAILABLE TO YOUR BUSINESS?
PERSONNEL
 WHAT ARE YOUR CURRENT PERSONNEL NEEDS?

 WHAT SKILLS WILL YOUR EMPLOYEES NEED?  IN FIVE YEARS?

 WHAT ARE YOUR PLANS FOR HIRING AND TRAINING PERSONNEL?
APPLICATION/EXPECTED EFFECT OF THE LOAN (INVENSTMENT)
 HOW WILL THE LOAN (INVESTMENT) MAKE YOUR BUSINESS MORE PROFITABLE?
 WILL YOU BUY OR LEASE (EQUIPMENT, PLACE OF BUSINESS)?
 DO YOU NEED THIS MONEY?
FINANCIAL DATA
 SOURCES ANDAPPLICATIONS OF FUNDING
 ASSUMPTIONS
 WAGE/REVENUE SCHEDULE
 BALANCE SHEET
 THREE YEAR INCOME STATEMENT
 THREE YEAR CASH FLOW STATEMENT

Goal for Session
 Quick Introduction to Business Plan Financial Analysis
 Help you understand what is important
 Not a class in accounting!
What should it be ?

 What is the Purpose of Business Plan Financials?
 Passing the “Taste Test”
 Executive Summary Financials
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