世行与亚行国际金融机构商业计划提纲[Business Pla
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电子商务论文
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.Doyouhaveany"unfair"advantagessuchaspatents,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?Willyoubuildaninternalsalesforce,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.