Business Proposal Workshop Session Overviews Christine Cromarty Using the Methodology of Noel J Lindsay and Gail L. Ger

1. Business Proposal Workshop Session Overviews Christine Cromarty Using the Methodology of Noel J Lindsay and Gail L. Geronimos, Achaeus Holdings Pty Ltd School of Business, Bond University

2. Session 1 - Introduction and Overview • Understanding the Winning Business Proposal/Why is it so important? • Framework – What the whole Proposal Will Look Like • How the Workshop will Work • Allocate Tasks

3. Session 2 - The Offer (if applicable) • How much money required, the type of finance required (debt and/or equity) and the timing of capital drawdowns • Purpose of the funds required • Details of how the money will be used • In the case of equity finance, what equity in the venture is offered or in the case of debt finance, what collateral is provided • In the case of equity finance, the terms of financing including possible “claw back” strategies • What hurt money is/has been provided by the entrepreneurs • How repayments for debt financing and any dividend payments for equity funding will be met • In the case of equity funding, exit agreements/harvest strategies proposed for the investor • Any merger/acquisition potential • Business valuation and basis for the valuation • The number of board positions available for the financier (if any), and • Anything else relevant to the financing decision

4. Session 3 - The Opportunity • Why there is an opportunity • What characterizes the opportunity; for example • Customer need • Market size • Market growth • Proprietary technology • Sustainable competitive advantage • Excellent fit with the team • Barriers to entry • Forgiving profit margins • Etc.

5. Session 4 - The Product/Service • Brief description of the product(s)/service(s)including diagrams • Status of the product/service • Description of the intellectual property • Who owns the intellectual property • Description of how the product(s)/service(s) satisfies a need • Unique selling proposition (USP) of the product • Any substitutes for the product(s)/service(s) • Product/service endorsements • Comparison of the main features and benefits of the product compared with competing products • Brief overview of research and development (R&D) plans • Stage of where the product/service is in the “product life cycle”

6. Session 5 Overview of the Organization, Vision and Mission • Registered name • Date of commencement of operations • History of the business • Business activities • Mission statement • Vision statement • Organizational objectives • Founders/entrepreneurial team • Milestones achieved by the team • Business structure • External contacts

7. Organizational Plan • Brief resumes of key staff members • Development of performance standards, measurement and feedback • Job and work design • Occupational health and safety issues • Pertinent industrial relations’ issues, and • Recruitment and induction strategies • Reward systems • Staff training needs • Staffing requirements – now and into the future • Strategies for encouraging innovation in the organization • Training needs analysis • Wages expense details, and • Other relevant human resource issues

8. Session 6 - Strategic Analysis • External environmental analysis: environmental scan • Macro Environment Analysis (PEST Analysis) • Industry or Competitive Environment Analysis • Key Industry Success Factors • Target Market Analysis • Competitor Analysis • Customer Profile • SWOT analysis

9. Session 7 - Marketing Plan • Marketing objectives • Sales forecasts • Marketing mix to achieve the objectives and reach the target markets • Marketing budget details and • Marketing action plan • Marketing controls, and • Other relevant marketing issues

10. Session 8 - Development PlanThe Plan to Develop Content or Application • Team location and layout • Production process and plan • Scheduling • Specs – how long to develop, who develops • Who is in the team – Project Managers, Programmers, what type and how long • Equipment needs • Production budget, and • Other relevant development issues

11. Session 9 - Financial Plan • Financial history • Underlying assumptions • Financial proformas (profit and loss statements, balance sheets, and cash flow statements) • Sensitivity analysis • Breakeven point • Key financial statement ratios • Funding and expansion plan • Harvest/exit strategy

12. Session 10 - Critical Risks and Problems • Listing of critical risks and problems faced by the business as well as strategies for overcoming those risks and problems

13. Session 11 - Executive Summary • The purpose of the business proposal • A general statement of the business concept • Why there is an opportunity • Significant product/service features • The market to be served and market potential • Sustainable competitive advantage • A brief description of the team and why each member is important • Development milestones achieved to date • A summary of financial results (for example, sales achievement, breakeven point, sales and profit growth), and • The form and amount of capital required, how it will be used, when it will be repaid (if relevant), and the return on investment

14. Session 12 - Elevator Pitch • Bill Gates gets in the Elevator – you have 60 seconds to tell him what you do! How do you do that??

15. Session 13 - Action Plan • Specific tasks to implement project • Responsibilities • Priorities • Estimated costs • Deadlines

16. Session 14 - Don’t Forget the Rest • Putting it all together • Cover Page, Table of Contents, Appendices etc.