Lesson fourteen Key point; useful terms and definitions of business plan Difficult points: the tips of a business plan
Lesson Fourteen Key point: useful terms and definitions of business plan Difficult points: the tips of a business plan
Lesson fourteen Requirement By the end of this lesson, you should be able to have a good command of bthe tips of a business plan LIcommonly-used sentences in writing busi ness plan By the end of this lesson, you should be able to u know the part of market in a business plan u know the part of development and production in a business plan L know the part of sales and marketing in a br usiness plan
Lesson Fourteen Requirement By the end of this lesson, you should be able to have a good command of □the tips of a business plan □commonly-used sentences in writing business plan By the end of this lesson, you should be able to □ know the part of market in a business plan □ know the part of development and production in a business plan □ know the part of sales and marketing in a business plan
Lesson fourteen Creating an Effective Business Plan(l) New Words convince 说服;使相信 cater 提供饮食及服务;迎合 identifiable v-vav 可辨认的 procure 获得;取得;导致 stumble n;v绊倒;:失足:蹒珊而行 Slang n,V 俚语;辱骂;用俚语说 argon 专门术语;行话 credential nnn 国书;凭据;证明 assessment 评估;评定的款额
Lesson Fourteen Creating an Effective Business Plan (II) New Words convince v. 说服；使相信 cater v. 提供饮食及服务；迎合 identifiable a. 可辨认的 procure v. 获得；取得；导致 stumble n.; v. 绊倒；失足；蹒跚而行 slang n.;v. 俚语；辱骂；用俚语说 jargon n. 专门术语；行话 credential n. 国书；凭据；证明 assessment n. 评估；评定的款额
Lesson fourteen gourmet 美食家 mock-up (实验或教学用的)实物模型 grab nnnn 抓握;抢夺;强占 ketchup 蕃茄酱 widget 小器具;未定名的新产品 gale 狂风;大风;定期租金 encyclopedia 百科全书 subcontract n;v转包合同:转包 roadblock 障碍;障碍物 scrutinize nvnv 仔细检查;核对;细看 tactics 战术;兵法 Incur 招致;蒙受;遭遇
Lesson Fourteen gourmet n. 美食家 mock-up n. (实验或教学用的)实物模型 grab n. 抓握；抢夺；强占 ketchup n. 蕃茄酱 widget n. 小器具；未定名的新产品 gale n. 狂风；大风；定期租金 encyclopedia n. 百科全书 subcontract n.; v. 转包合同；转包 roadblock n. 障碍；障碍物 scrutinize v. 仔细检查；核对；细看 tactics n. 战术；兵法 incur v. 招致；蒙受；遭遇
Lesson fourteen Skill training The Outline of a Business plan 商业计划书写作纲要 在写出一份计划书之前,首先要决定出 计划书的纲要。不同的项目,其计划书的纲 要也不尽相同。一般来说,纲要包括如以下 表格中所示的几个部分,每个部分的写作目 的以及参考长度
Lesson Fourteen Skill Training The Outline of a Business Plan 商业计划书写作纲要 在写出一份计划书之前，首先要决定出 计划书的纲要。不同的项目，其计划书的纲 要也不尽相同。一般来说，纲要包括如以下 表格中所示的几个部分，每个部分的写作目 的以及参考长度
Lesson fourteen 部分 目 的 长度(页数 10业务要点 整个业务计划的简要总结 2.0公司描述 公司的背景资料,包括资本1-2 2.1背景/历史 结构。 22资本结构股东名单 2.3期权协议(如果适用 30产品/服务 公司将向消费者提供什么?与1-3 3.1描述 消费者目前所使用/所拥有的 3.2技术 产品/服务相比,消费者将从 3.3消费者可得到的好处公司的产品/服务中如何受益 40市场分析 公司有多少潜在用户?其增长1-2 4.1规模 率是多少?公司计划占有该市 2区域聚焦 场的多大份额?公司如何发 4.3发展 44消费者概况 现潜在市场、如何打进潜在 市场开拓战略 市场?
Lesson Fourteen 部 分 目 的 长度(页数) 1.0 业务要点 整个业务计划的简要总结 1-2 2.0公司描述 2.1 背景/历史 2.2 资本结构/股东名单 2.3 期权协议（如果适用） 公司的背景资料，包括资本 结构。 1-2 3.0 产品 / 服务 3.1 描述 3.2 技术 3.3 消费者可得到的好处 公司将向消费者提供什么? 与 消费者目前所使用/所拥有的 产品/服务相比，消费者将从 公司的产品 /服务中如何受益? 1-3 4.0 市场分析 4.1 规模 4.2 区域聚焦 4.3 发展 4.4 消费者概况 4.5 市场开拓战略 公司有多少潜在用户? 其增长 率是多少? 公司计划占有该市 场的多大份额 ? 公司如何发 现潜在市场、如何打进潜在 市场? 1-2
Lesson fourteen 50竞争分析 公司的竞争对手是谁?公司比1-2 5.1现有竞争 竞争对手强/弱的地方是什么 3sWor(强势势机会威胁分析)是否具有能阻止其他人进入 54竞争优势 的壁垒(例如技术/法规)? 5.5进入壁垒 60业务计划的实施 业务计划将如何实施?公司的1-3 6.1战略 实施战略是什么? 6,2联盟 63实施时间表和预算 7.0管理团队 公司的主要员工是谁?他们拥 71创始人和主要成员的简有何种经验、业绩记录和技(半页/人) 要介绍 80资金需求 公司需要多少资金来实施该1-2 8.1需求量 业务计划?公司如何向外部投 82估值和理由 资者估值自己?预计“资金 83资金用途 消耗率”(或每月支出)是多 9.0财务分析 公句财务规划 91预计收益和损失 92现金流动
Lesson Fourteen 5.0 竞争分析 5.1 现有竞争 5.2 替换产品 / 服务 5.3 SWOT(强势/弱势/机会威胁分析) 5.4 竞争优势 5.5 进入壁垒 公司的竞争对手是谁? 公司比 竞争对手强/弱的地方是什么 ? 是否具有能阻止其他人进入 的壁垒 (例如技术/法规)? 1-2 6.0 业务计划的实施 6.1 战略 6.2 联盟 6.3 实施时间表和预算 业务计划将如何实施? 公司的 实施战略是什么? 1-3 7.0 管理团队 7.1 创始人和主要成员的简 要介绍 公司的主要员工是谁? 他们拥 有何种经验、业绩记录和技 能? 1-2 (半页/人) 8.0 资金需求 8.1 需求量 8.2 估值和理由 8.3 资金用途 公司需要多少资金来实施该 业务计划? 公司如何向外部投 资者估值自己? 预计 “资金 消耗率” (或每月支出) 是多 少? 1-2 9.0 财务分析 9.1 预计收益和损失 9.2 现金流动 公司财务规划 1-3
Lesson fourteen Commonly-used Sentences in Writing Business Plan(l) 1. To secure a stable future for all those connected with [My Company we have set the following long term goals 2. We want to be considered by our peers to be the market leader in sales as evidenced by trade industry awards 3. The distinctive competitive advantages which [My Company brings to this market are
Lesson Fourteen Commonly-used Sentences in Writing Business Plan (II) 1. To secure a stable future for all those connected with [My Company] we have set the following long term goals: 2. We want to be considered by our peers to be the market leader in sales as evidenced by trade industry awards. 3. The distinctive competitive advantages which [My Company] brings to this market are:…
Lesson fourteen 4.The philosophy of [My Company is to price not just according to our costs, but also according to what the market will pay 5. Our targeted minimum gross profit mar- gin for a category must be XX%o 6. By pricing to the market, I/we will achieve higher sales and therefore increase my buying power 7. As the amounts of my purchases increase, my per unit costs of shipping decrease and [l/we will achieve higher discount levels from my suppliers
Lesson Fourteen 4.The philosophy of [My Company] is to price not just according to our costs, but also according to what the market will pay. 5. Our targeted minimum gross profit margin for a category must be XX%. 6.By pricing to the market, [I/we] will achieve higher sales and therefore increase my buying power. 7.As the amounts of my purchases increase, my per unit costs of shipping decrease and [I/we] will achieve higher discount levels from my suppliers
Lesson fourteen 8. Through these economies of scale, many items currently on the market can be sold with lower prices, yet a higher net profit 9. Product pricing will include a range of quantity discounts as well as an early payment discount 10. We have also included financial standards as compiled by dun bradstreet and Robert Morris associates 11. Our initial marketing campaign will allow us to book a sufficient amount of business so that we can implement our telephone customer service support program
Lesson Fourteen 8. Through these economies of scale, many items currently on the market can be sold with lower prices, yet a higher net profit. 9. Product pricing will include a range of quantity discounts as well as an early payment discount. 10. We have also included financial standards as compiled by Dun & Bradstreet and Robert Morris Associates. 11. Our initial marketing campaign will allow us to book a sufficient amount of business so that we can implement our telephone customer service support program