1. 1 Components of a Business Plan Jill Kline Wyoming SBDC

2. 2 Strengthen Wyoming businesses and create economic growth by providing excellent management assistance, educational programs and helpful resources for Wyoming small businesses and entrepreneurs.

3. 3 WSBDC Contacts Region I: Bill Ellis (307) 352-6894 Toll Free in WY 800-348-5205 e-mail: bellis@uwyo.edu Serving Sublette, Lincoln, Uinta, and Sweetwater counties. Region II: Robbi Welch (307) 754-2139 Toll Free in WY 800-383-0371 Fax: (307) 754-0368 e-mail: director@wir.net Serving Park, Big Horn, Washakie, Hot Springs, Fremont, and Teton counties. Fremont County Office: Margie Rowell (307) 857-1174 Toll Free in Wyoming 800-969-8639 e-mail: wsbdc@wyoming.com Region III: Leonard Holler (307) 234-6683 Toll Free in WY 800-348-5207 e-mail: sbdc@tribcsp.com Serving Converse, Natrona, Niobrara, and Platte counties. Region IV: Arlene Soto (307) 632-6141 Toll Free in WY 800-348-5208 e-mail: sewsbdc@wyoming.com Serving Goshen, Laramie, Albany, and Carbon counties Region IV Satellite Office: Bill Schepeler (307) 766-3515 e-mail: WTSchep@uwyo.edu Region V: Jill Kline (307) 682-5232 Toll Free in WY 888-956-6060 e-mail: sbdc@vcn.com Serving Sheridan, Johnson, Campbell, Crook, and Weston counties. http://www.uwyo.edu/SBDC/offices.html

4. 4 Why develop a Business Plan? “All the work you do in thinking up your idea, testing it, studying it, and producing it, has been for nothing if you can’t sell it. Whether you start you own business to produce and sell your invention, subcontract out the manufacturing part, or sell your rights in return for a percentage of the proceeds, you need a business plan.” - Pamela Riddle Bird, PhD, Inventing For Dummies CEO, Innovative Product Technologies, Inc.

5. 5 Three Types of Plans Summary Plan –10 pages, 3 important points Comprehensive Plan –10-40 pages, seeking capital or alliances Operational Plan –40+ pages, for on going concerns, part of an annual process

6. 6 The Summary Plan The Business –Legal Structure, Products or Services, Management, Personnel, Record Keeping Marketing –Target Market, Competition, Advertising Financials –Summary of Needs, Use of Funds, 3 Year Cash Flow Projections, Income Projections

7. 7 The Comprehensive Plan 1.Executive Summary 2.Problem 3.Solution 4.Business Model 5.Secrets 6.Marketing and Sales 7.Competition 8.Management Team 9.Financials 10.Current Status

8. 8 Executive Summary Define problem, solution, business model, and why your solution is better Write it last Grab readers attention No more than 2 pages! Most important part of your plan and usually written last

9. 9 Problem What problem are you solving? Describe how the “state of the art” is insufficient Get your reader to agree that the current situation isn’t optimal If there isn’t a problem, take your idea back to the drawing board

10. 10 Solution How do we solve the “Problem”? Explain what you sell State your value proposition

11. 11 Value Proposition Worksheet First Sentence: –For (target customer) –who (statement of the need or opportunity), –the (product/service name) is a (product/service category) –that (statement of benefit). Second Sentence: –Unlike (primary competitive alternative), –our product (statement of primary differentiation).

12. 12 Business Model Explain how you make money –Who pays you? –How do you collect? –What are your channels of distribution? –How do you integrate suppliers? Use examples if necessary Be complete

13. 13 Secrets Describe your technology, process improvement, etc. Use charts, diagrams, schematics, as much as possible Understand your Intellectual Property

14. 14 Marketing and Sales Define your primary, secondary, and other audiences Show some numbers How will you find, sell, and retain customers? Advertising and promotion budget Identify your leverage points

15. 15 Competition Everyone has competitors! Provide a complete view of the competitive landscape Direct and indirect competitors Current and anticipated competitors Competitor strengths and weaknesses Your competitive advantages

16. 16 Management Team Describe your key players –Management Team –Board of Directors –Board of Advisors –Major Investors Who are you missing?

17. 17 Financial Projections Cash Flow Projections Income Projections Balance Sheets Assumptions

18. 18 Current Status Describe your major milestones and tasks –Technology –Fundraising –Customer Development, etc. Where are you now? Brag about your accomplishments Talk about the next steps

19. 19 Investor Pitch Slides 1.Title 2.Problem 3.Solution 4.Business Model 5.Secrets 6. Marketing and Sales Competition Management Team Financials Current Status 10/20/30 Rule

20. 20 Internet Resources WSSI Inventor Resources Page - http://uwadmnweb.uwyo.edu/SBIR/inventorresources.html Innovative Products Technologies, Inc. - http://www14.inetba.com/inventonecom/ Business Plan Development Tools (online) – http://www.uwyo.edu/sbdc http://www.sba.gov/starting_business/index.html Sample Plans – http://www.bplans.com/samples/sba.cfm?DCMP=OTC-sba_course

21. Assignment Create a Summary Business Plan Create a 2-3 presentation to pitch your plan Include material cost- proposed selling prices- marketing strategies- Profit sharing model 21