1. Business Planning & Presenting:
How to Communicate, Connect,
and Convince Others
Texas State SBDC 2011

2. Today’s Objective
Investor Partner Lender
Traits & Messages &
Characteristics Impressions
You, Your Plan, Your Business, Your Website
Business Plan One-on-One Presentation
Texas State SBDC 2011

3. Before we Begin
50% of the
clients
don’t come
back after
our first
meeting
D.I.Y.
Texas State SBDC 2011

4. First Question …
Do You Need it in Writing?
• Do you have a clear vision?
• Do you have years of experience,
network, and reputation in your industry?
• Can you clearly describe your customer
profile, market niche, marketing approach,
sales strategy?
• Do you have the capital, credit score,
partners and resources?
Texas State SBDC 2011

5. Your Objective
Reconsider
NO !
Inform, Hook, Reel
• I Don’t Know You ? • How Can I Help ?
• I Don’t Know This Business? • What are the Next Steps ?
• Why Should I Even Care ? • Where Do I Send the Check ?
Remember …
• It’s all about the Business (Opportunity, Customer, Product)
Focus on the Here, the Now, and the Future
What is the Need or Problem You are Solving
What is Your Solution, Differentiation, Market Position
Your Stage of Development, Your Needs For Funding
What is Your Value Proposition & Strategic Advantage
We are Here to talk about Money !!!
Texas State SBDC 2012

6. Paint a Visual
Who Is Your Customer? Market?
What is the Need or Problem?
OPPORTUNITY
Who Are You? What is Your Business?
What is Your Product or Service?
Context ..
Socioeconomic, Temporal,
Geographic, Industry,
Ask Yourself … Regulatory, Competitive
Who Really Cares & Why?
How Will You Reach Them?
Why Isn’t Anyone Else Doing This?
Texas State SBDC 2012

7. Stop
And
Turn Your Head Around !!!
Texas State SBDC 2011

8. Now Stop, Turn Your Head Around !!!
If I Build It, They Will Come !!!
I am going to solve a problem! I am going
to meet the needs of defined customers
in a defined market niche !!!
Texas State SBDC 2011

9. The Paradox
It’s All About You
It’s Not About You
Texas State SBDC 2011

10. The Paradox
The Same Rule Applies to …
Investors, Lenders,
Partners, Customers
Texas State SBDC 2011

11. What Characterizes a Good
Business? 3-Legged Fit
MARKET FIT
FINANCIAL FIT
PERSONAL FIT
Texas State SBDC 2011

12. What Characterizes a Good
Business Plan / Presentation?
• Targeted, direct, purposeful. Specific/Focused
• Supported by verifiable research and insightful
analysis. Bottom-up, First.
• Recognizes risks, threats, and the competitive
environment. Realistic.
• Embodies real-world opportunities and planned
contingencies. Thoughtful & Agile.
• Reflects you & your Business. Unique.
• Clear, Concise, and Compelling. Respect.
Texas State SBDC 2011

13. Dispel with the Myths & Misconceptions
- Don’t Say Anything that could be disproven !!!
• If I build it, they will come.
• Just because I believe, or see, or commit
– Doesn’t mean anyone else will.
• Raising money is the end in itself; it validates you.
• Someone is going to steal my idea…
– Beware of confidentiality agreements
– The patent will protect me
• No platitudes, Please!
• It’s flawless, can’t fail • There is no competition
• I must maintain control • Best customer service
Texas State SBDC 2011

14. Do’s and Don’ts
• Do: Progress logically & use lots of • Don’t: Include typos, errors,
visuals omissions
• Do: Connect to things your audience • Don’t: Present internal
understands inconsistencies or contradictions
• Do: Cite independent sources for • Don’t: Discuss things the audience
validation won’t understand
• Do: Make sure the opportunity is • Don’t: Say anything untrue,
believable unbelievable, or irrelevant
• Do: Edit, Edit, Edit – Devil’s • Don’t: Guess at numbers or use
Advocate random assumptions
Texas State SBDC 2011

15. Ten Traits to Convey in Ten Minutes
(by David Rose, Venture Capitalist)
Experience Leadership
Knowledge Commitment
Skills Vision
Passion
Integrity
Realism Traction
Humility/Coachability
Texas State SBDC 2011

16. Additional Suggestions
• Know Your Plan (Walk the Talk)
• Get Help & Solicit Genuine Feedback
• Make Sure it all Connects, Be Consistent
• No Canned Software D.I.Y.
• Communicate @ 8th-Grade Level
• Professionalism Counts
• People Connect to People
Texas State SBDC 2011

17. What’s New!
by Rhonda Abrams (Business Plan Author)
• Consider Globalization / Outsourcing
• Greater Emphasis on Feasibility Analysis
• Plan for the Use/Role of Technology and
Social Media in Your Business
• Address Social Responsibility
• Have a Plan for Distributing your Plan
• Peter Gruber (Yahoo Finance) …
– “If you can’t tell it, you can’t sell it” (VIDEO)
Texas State SBDC 2011

18. Final Word: Passions & Pennies
• Be Passionate …
– But, Don’t “Follow Your Passions”
– In the End, It’s all about the Money
• Align Goals & Expectations …
– It’s Like a Marriage
– It’s a Difficult Journey
Texas State SBDC 2011

19. When it all Seems Overwhelming,
Remember .. Persistence Pays
Texas State SBDC 2011

20. Take Aways
• D.I.Y. – It’s Hard-work, Selling, and Financial Risk
• Turn Your Head Around: Customer, Lender, Investor
– “It’s All About You, It’s Not About You”
• Demonstrate that you have a Three-Legged Fit?
• Show Characteristics of a Good Planning/Presenting
• Dispel with Myths & Misconceptions
• Convey Ten Traits in Ten Minutes (David Rose)
– Additional Suggestions, Passions & Pennies, Do’s & Don’ts
• Consider “What’s New in Business Planning”
• Persist (Don’t Give Up)
Texas State SBDC 2011