过去20多年,作为天使投资者,前风险资本家和私募股权投资者,以及串行企业家,我已经看到和写过,各种各样的桨甲板business plans。此外,我最近推出了一个剧情的播客一个CHiEVE: Mining the Non-Linear Path,企业家在那里分享他们的个人旅程。除了讨论面对逆境和克服障碍之外,其中许多人与我分享了他们的业务计划。

Based on these thousands of business plans and pitch decks, I will share anecdotes over my career of what stood out for me in the more notable ones I have seen. These have been the best practices I have adopted in doing the same when I am写一个商业计划

你的目标应该是开会

我想首先突出显示我想回顾业务计划的最大问题,我是否希望与公司的管理团队见面。投资决策主要是在会议之后来,也许在几次会议之后。他们很少在阅读商业计划时发生。

Oftentimes, my take away will be probability-grounded — some deals will be high probability and others less so. Hence the task of the author is to get me to that meeting decision quickly and efficiently.

低于小学的想法范围从初步到稍微工作密集型的。制定它们将使您的计划伸出其他人。以下是我在商业计划中寻找的一些东西,让他们脱颖而出。

2.第一印象

Can you tell me what your business does in the first sentence? Given the thousands of business plans, I have reviewed in my career, and continue to receive, there has to be a triage. Otherwise, I would never have enough time to find the ones I truly wish to pursue.

一个关键的门控点是可以解释业务在第一句话。This is where your elevator pitch needs to be embedded. If I have to spend time digging for what the company does, I begin to worry about what else may not be presented succinctly and in what other parts of the business the company lacks efficiency.

Give it to your audience right upfront.

Use a tone that is very straightforward and relies on simple eighth grade English. I am not interested in processing a compound sentence or tracking multiple clauses in my mind. The sooner you let me know what you are doing, the sooner I can devote my cognitive energy to deciding whether I like your concept or not.

3. Provide analysis not just data

我看到许多公司进行数据转储或提供列表,特别是在讨论竞争时。仅仅拥有竞争对手的列表和他们的网站的描述并不是很有趣,它并不向我表示您understand the competitive landscapeof forces at play in order for you to be successful.

重要的是你告诉我为什么你关心的竞争。他们在市场上的方向是什么?告诉我他们希望你有的明星员工。告诉我在会议上播放他们的摊位的轶事。告诉我可以利用的弱点或盲目斑点是什么。这种分析让我舒适地让您经过深思熟虑的竞争,使我的投资较低。

4. Segment your potential market

我的一只宠儿偷猎者看到了一个令人讨厌的大数百亿美元或数万亿美元的大小市场,所确定的一家公司,没有进一步分解。betway官网这在我正在考虑的投资地平线方面非常毫无意义。你必须修剪那个下来并展示你可以的市场部分现实地希望征用within five years.

Some of the best plans I have seen define the size of the market by amalgamating the revenues (reported or estimated) of their competitors. There usually is some other运营指标more readily available out there where you can back into a sales range (square footage of their building, number of employees, sales figures from a key customer, import trade data, etc.).

Share a sentence or two of your go-to-market strategy. If you have some intel on sales cycles, it is important to share that within this section and be sure your financial section incorporates that as well.

使您的音高脱颖而出,享有SBA批准的业务计划。所有信息投资者和贷方都需要评估您的业务。获得Liveplan。

5. Don’t just show your financials explain your process

This may sound odd, but I’m not interested in what the actual numbers say. I want to know first that you went through the mental exercise. Don’t bog me down in assumptions, streamline them so that I can quickly see your thinking process, but not get lost in detailed minutiae.

I want to know howyou built your projections up。Knowing how you determined revenue and costs over a 5-year projection period let me know if you really understand your business or not. Some revenue questions you’ll want to be able to answer include:

  • What were the components of your revenue?
  • 您是否在经济杠杆方面打破了它,可以帮助您推动您的业务?它只是价格和卷吗?
  • How are you growing your revenue – are you taking market share or is the industry growing overall?
  • 一个re you able to articulate what percentage of growth comes from each?
  • How should the pricing trend?

关于成本,你做了什么假设在缩放方面?您是否展示了对变量与固定成本的理解?你是否通过休息率来思考?

关键是简洁并呈现故事。页面上的很多数字不应该是最终目标。它背后的叙述应该是关键。

6.个性化您的管理背景

Often in this section people will write a laundry list of education credentials, work experience, and any professional recognition. These are all things I can find on a LinkedIn profile. Instead, give me something personal so I can see what you are passionate about. That will really provide dimensionality to your team.

Examples of this include the anecdote that first ignited interest in this industry, the a-ha moment that something was missing and you identified the opportunity to do it better or fill the void and add value, or that pivotal moment when you decided, yes, I will start this business.

最好的管理背景部分在职业生涯的事实元素上提供子弹,然后给予一些句子故事,以将我作为读者。关键元素是我需要听到你为什么这样做。如果我怀疑它纯粹是赚钱,我可能会继续前进到下一个音高。当有更大的呼叫,目的感或mission,然后我感兴趣。

原因是,我知道将会有一个time when you are so exhausted that you are desperate not to go on that five in the morning flight, and only because of what speaks to your core will you push yourself. If it’s money, you may say to heck with it and find an alternative means to accomplish that. As an entrepreneur with some business success already, there would likely be several means by which you could do that.

我想知道将如何让您在商业计划中描述的公司进行,我正在阅读并被要求投资。

7.清楚地概述你将如何使用资金

There are a myriad of approaches that business plan writers take with this. This figure can also be a notoriously moving target. It’s important to show the categories of spend broken down by the major areas of output. A good rule of thumb is that if it’s more than 10% of the total, create a separate line item for it.

In addition to that, what I like to see is:

  • 你举行了你的资本筹集了吗?
  • Did you put reasonable milestones to achieve at each turn?
  • 是你拥有的业务类型的合理性吗?
  • Have you allowed yourself enough time between each raise so that you aren’t constantly fundraising?

I like to see that you can actually spend a few quarters exclusively building your business and establishing the critical infrastructure needed to ensure it is ready for the next phase of growth. Some of the best plans I have seen will indicate the number ofmonths of runwaythey will get with a specific dollar amount raised and will estimate the quantity and the timing of future raises.

8.仔细考虑您为您的顾问委员会添加谁

一个Board of Advisors是一个很好的方法,可以在彻底雇用人们的一小部分中获得一些深入的专业知识。每次启动都应该杠杆的重要战略决定。通常时间顾问将换取股权或股权加上较小的名义费。

I myself am an Advisor to a number of companies. What I want to see vis-a-vis a Board is if you picked people who can strategically be of benefit and who can get you access that you can’t get. Not necessarily that they can do it more easily. Hence, someone in an industry you operated in but with a slightly higher title is less appealing.

But, having experts in other industries or industries you are targeting for sales can also be highly beneficial. Also, don’t stack it with readily agreeable people; I’d rather not see your lawyer, accountant, or college friend unless there is a sound strategic benefit. Those people will make introductions for you without you sacrificing compensation that should be reserved for those whom you don’t know well.

9.考虑整体外观和感受

在思考业务计划的整体演示时,重要的是要记住,公司不必达到巨大的长度或费用来创造一个伟大的感觉。不必有很多花式图形或博学语言。

The two most important things are visual unity throughout the work that matches a tonal unity to the language. If there have been multiple members of the management team involved in editing, one member should do the ultimate pass through so that tone is preserved.

Your plan is only as good as your idea

Ultimately, the overarching quality of a business plan will be the strength of the business idea. But in order to help a strong concept stand out amongst the numerous ones out there, it is desirable to incorporate the above guidance. I look forward to reading your (revised) business plan!

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一个vatarAseem Giri

一个seem has over twenty years of experience as an entrepreneur, private equity investor, and investment banker. He has been involved with over twenty companies from a principal investing standpoint. He now does angel investing, advising for companies and recently launched a podcast called ACHiEVE, focusing on entrepreneurs' journeys.