1、 Key point: useful terms and definitions of business plan Difficult points: the tips of a business planRequirementBytheend of thislesson,youshould be abletohavea goodcommandofthetipsofa business plan thecommonly-used sentencesinwritingbusinessplanBytheend of thislesson,youshould be abletoknow thepar

2、t of managementinabusinessplanknow thepart of financialsinabusinessplanknow howtowritea business planprescribethe successfulway of CharlieBell,the McDonaldsCEOCreatinganEffectiveBusinessPlan(III)NewWordsthrivev. 繁榮；興旺；茁壯成長chronologicala.年代學(xué)的；按年代順序的flounderv.掙扎；折騰subcontractorn.轉(zhuǎn)包工作的承包人；轉(zhuǎn)包人；分包者flipsi

3、den.（美口語）唱片的反面underestimaten.; v.低估；看輕reputablea.受好評的；受尊敬的；規(guī)范的capitalizationn.資本化；本金化；資本總額lumpn.塊；瘤；很多revenuen.收入；歲收；稅務(wù)局tolerablea.可容忍的；可以的appropriatea.適當(dāng)?shù)膅augen.; v.標(biāo)準(zhǔn)度量；計量器；精確計量SkillTrainingSamples of theOutline of aBusinessPlanSample1:AnOutline of aCompleteBusinessPlanSummaryBusinessConceptCurren

4、t situationKeysuccessfactorsFinancialsituation/needsVisionVisionstatementMilestonesMarketAnalysisTheoverallmarketChanges in themarketMarketsegmentsTargetmarket andcustomersCustomercharacteristicsCustomerneedsCustomerbuyingdecisionsCompetitiveAnalysisIndustryoverviewNatureofcompetitionChanges in thei

5、ndustryPrimary competitorsCompetitiveproducts/servicesOpportunitiesThreats andrisksStrategyKeycompetitivecapabilitiesKeycompetitiveweaknessesStrategyImplementingstrategyProducts/ServicesProduct/servicedescriptionPositioningofproducts/servicesCompetitiveevaluation of products/servicesFutureproducts/s

6、ervicesMarketingand salesMarketingstrategySalestacticsAdvertisingPromotions/incentivesPublicityTradeshowsOperationsKeypersonnelOrganizationalstructureHumanresourcesplanProduct/servicedeliveryCustomerservice/supportFacilitiesCreatingthefinancialsofthebusinessplanAssumptionsandCommentsStartingBalance

7、SheetProfitand LossProjectionCash FlowProjectionBalance Sheet ProjectionRatios andAnalysisSample2:BUSINESSPLAN FORA RESTAURANTTableofContentsCompany DescriptionIndustryAnalysisProducts& RelatedServicesTheTarget MarketTheCompetitionMarketingPlan& Sales StrategyOperationsManagement &OrganizationLong-T

8、ermDevelopment&Exit PlanFinancialData& ProjectionsAppendicesSample3:BUSINESSPLAN FORA RETAILBUSINESSAmericanManagement Technology1.0Executive Summary1.1Objectives1.2Mission1.3KeystoSuccess2.0CompanySummary2.1CompanyOwnership2.2CompanyHistory2.4CompanyLocationsand Facilities3.0Productsand Services3.1

9、ProductandServiceDescription3.2CompetitiveComparison3.3SalesLiterature3.4Sourcing3.5Technology3.6Future Products andServices4.0Market Analysis Summary4.1Market Segmentation4.2IndustryAnalysis4.2.1IndustryParticipants4.2.2DistributionPatterns4.2.3CompetitionandBuying Patterns4.2.4Main Competitors4.3M

10、arket Analysis5.0Strategyand Implementation Summary5.1Marketing Strategy5.1.2Pricing Strategy5.1.3PromotionStrategy5.2SalesStrategy5.2.1SalesForecast5.2.2Startup Summary6.0Personnel Plan7.0Financial Plan7.1Key FinancialIndicators8.0ManagementTeamTheCommonly-usedSentencesinWritingBusinessPlan (III)1.

11、After havingsuccessfullyintroducedthecomplexwidgetintotheAmericanmarket,ourexpansion willbeintwo separate areas:increasing sales in theUSAand entering variousforeignmarkets.2.Weexpectthata small percentagewilldesiretoremain independent andthesewill havetobereplacedwithourown sales force.3.Wewill inc

12、rease national advertising andbegintargetingsmalleraccountsandspecialty outlets.4.TheAmericanmarketfor product/service is estimatedat$8Billion annualsalesbasedondata furnishedbyXYZSurvey.5.We estimate thatwecan achieveXX% marketsharewithinXXyears. To continue ourgrowth, we willbeusingthe followingme

13、thods to expandourmarketsandtoincreaseour newareasofdoingbusiness:6.This location is desirablebecause:thebuildingisstructurally compatiblefor ouruse; the rentisbelowmarket;the building hasthenecessary facilitiestooperatethis business;the location is convenientfor ourfreight companies,suppliers,clien

14、tsandemployees;possibilityofexpansioninthe area.7.OurmainsupplierofcomponentpartswillbeDEFManufacturingofFort Lee,NJ.8.With robotics ourlaborcostsandtherefore ourproduction costs willbethe lowestintheindustry.9.Tomaintainouradvantage we haveestablishedlinesofcommunicationwith allofourpotential machi

15、nerysuppliers.10.Most importantly we haveanongoingrelationshipwithseveral universitiesandare actively participatinginvariousstudies andexperimentsrelatingtoproduction methods.11.Wehave contractedwithanenviron-mentalengineeringcompany to adviseusonanypossibleproblemsaswellassolutionsincluding legal d

16、isposal of allhazardouswastes.12.Ourpresentprogram of joint research withthe local universityhas provenvery beneficial.13.Weproject thatwewillbeable to generate sufficientcapitalfrom operationstomeetourinitialneedsaftertheinfusionof$200,000.14.Shouldsalesnot be up to projections,adjustmentswill be m

17、adeinorderingand longtermcommitmentsdecreasedorpostponed.15.My Company seeks at afuture point to usea computerizedaccounting packagetomonitorourfinancial performance.16.Thisinformationwill be compiled at theendofeachmonthforpreparationoffinancial statements.17.The money invested in MyCompanywill be

18、usedfor thefollowingpurposes:18.Ifwefind thatweare continually overbudget,ourfirststepwill be to reevaluateour markuponproductsandthentorecheck ourcoststomake certainthatweareobtaining thebest possible prices.19.Alsoduetothe fastchangingnature of thisindustry, we willneedtoretrofitthesemachineswithinXXyearsatcustomerexpense.20.Atthis timethereare approximately1,500companies worldwidemakingcomparablesimplewidge