Скачать презентацию Campus Guardian Corporation www campusguardian com Strategies in Скачать презентацию Campus Guardian Corporation www campusguardian com Strategies in

d44bb0db0ca62df1c7c17bc32847834d.ppt

  • Количество слайдов: 18

Campus Guardian Corporation www. campusguardian. com Strategies in winning the 2007 Business Plan Competition Campus Guardian Corporation www. campusguardian. com Strategies in winning the 2007 Business Plan Competition Campus Guardian Corporation, Jamestown, RI 02835

CG BPlan Rev 0. 01 l Evolved over 2 years – Strategy, strategy and… CG BPlan Rev 0. 01 l Evolved over 2 years – Strategy, strategy and… l Was a collection of: – customer problem definitions – product/service definitions – current market information, observed trends, intercept points – competition, real and expected – obstacles, barriers and brick walls 2 Campus Guardian Corporation, Jamestown, RI 02835

Next Revision l Settle on an outline – solves the blank sheet problem – Next Revision l Settle on an outline – solves the blank sheet problem – use to break up assignments – but let it evolve l Tell the whole story – positives/negatives – avoid the “Prospectus” format – CG’s outline will be available as reference 3 Campus Guardian Corporation, Jamestown, RI 02835

Competition Version l Tactics must be clear, thorough l Accurate financials – pass the Competition Version l Tactics must be clear, thorough l Accurate financials – pass the “sniff” test l Milestone plan on funding l Reveal what you can about: – secret sauce – go to market details – pricing and how it was determined Campus Guardian Corporation, Jamestown, RI 02835 4

Financials l One of the most challenging components – – l determine as many Financials l One of the most challenging components – – l determine as many costs as you can no expense is too small if estimating, find a metric to support evolves with each version of the plan Outside review a must – take a finance person to lunch 5 Campus Guardian Corporation, Jamestown, RI 02835

Avoid Certain Mistakes l Don’t say anything more than once – reviewer's have day Avoid Certain Mistakes l Don’t say anything more than once – reviewer's have day jobs – exec summary is the sole exception l Minimize time on the plan “design” – logo + some color + functional layout = more time for content and your business 6 Campus Guardian Corporation, Jamestown, RI 02835

Get Feedback l From? – outside reviewers are best – advisors, board members l Get Feedback l From? – outside reviewers are best – advisors, board members l Tactics while developing: – by area of expertise – by section; whole plan process lengthy l Final version – designate the devil’s advocate, or – take a prospective investor to lunch and ask 7 Campus Guardian Corporation, Jamestown, RI 02835

Investor Presentation Campus Guardian Corporation, Jamestown, RI 02835 Investor Presentation Campus Guardian Corporation, Jamestown, RI 02835

Hot Topics I l Value propositions – find the compelling ones l Ways to Hot Topics I l Value propositions – find the compelling ones l Ways to get the Money – market/sales strategy and tactics (very high level) l Time/Events to the Money – timeline graphic l Pricing – be prepared to defend in Q&A 9 Campus Guardian Corporation, Jamestown, RI 02835

Hot Topics II l Intellectual Property – patents & trademarks very helpful – trade Hot Topics II l Intellectual Property – patents & trademarks very helpful – trade secrets good, difficult to hold/defend – find/declare your “edge” l Exit – who might buy/acquire – find today’s examples and use multiples – “Heard on the Street” = 5 X/3 yr, >10 X/5 yr 10 Campus Guardian Corporation, Jamestown, RI 02835

Market Funnel What is the total market opportunity? Known or evolving? Qualifiers? Portion of Market Funnel What is the total market opportunity? Known or evolving? Qualifiers? Portion of market available to you? Portion owned by competition? Your filtered opportunity Where will you sell? $ l Forecast of market = (share? ) l % l. Other metrics 11 Campus Guardian Corporation, Jamestown, RI 02835

Note Well… l Believe what they say about the time limit – no exceptions; Note Well… l Believe what they say about the time limit – no exceptions; rehearse until you meet your time goals l Minimize product/service description – the classic nemesis of timed presentations l A triple opportunity – they are the reviewers, but also play the role of both prospective investors AND customers 12 Campus Guardian Corporation, Jamestown, RI 02835

Final Thoughts Campus Guardian Corporation, Jamestown, RI 02835 Final Thoughts Campus Guardian Corporation, Jamestown, RI 02835

What did winning do for CG? l Cash – help with financing pilot installations What did winning do for CG? l Cash – help with financing pilot installations at RI universities l Financial firm credits – cash flow planning, improvements to chart of accounts – audits/certification l Legal firm credits – contracts, software licensing, new IP 14 Campus Guardian Corporation, Jamestown, RI 02835

Win or Lose l Plan is your roadmap – test your beliefs, change if Win or Lose l Plan is your roadmap – test your beliefs, change if necessary – but stick to it l Focus on the journey – loss of focus can cripple, create dissension – do we think we will enjoy the trip? l Find time and ways to support your team – respect is earned, never granted 15 Campus Guardian Corporation, Jamestown, RI 02835

Good Luck Campus Guardian Corporation, Jamestown, RI 02835 Good Luck Campus Guardian Corporation, Jamestown, RI 02835

BPlan Outline, Pt 1 l l l l l l l l l l BPlan Outline, Pt 1 l l l l l l l l l l l I. A. B. C. D. E. F. G. H. II. A. B. C. D. 1. 2. 3. 4. 5. 6. E. F. III. A. B. C. 1. 2. D. IV. A. B. 1. 2. C. D. 1. 2. 3. E. F. G. H. EXECUTIVE SUMMARY Business concept The Problem Target market projections The strategy Competitive advantages Economics, profitability and ROI potential The Team The offering THE INDUSTRY, THE COMPANY AND ITS PRODUCTS AND SERVICES Industry The problem and the solution concept Products and services Market entry and growth strategy Initial Market entry Market size and trends Competitive analysis and competitive edges Architectural and competitive advantages Barriers to entry Estimated market share and sales Marketing strategy and tactics Group marketing ECONOMICS OF THE BUSINESS Gross and operating margins Profit potential and durability Fixed & variable cost categories Fixed costs Variable costs Months to reach positive cash flow MARKETING PLAN AND OVERALL MARKETING STRATEGY Strategy Pricing Plan Pricing factors Pricing Sales Models Sales tactics Sales plan Initial corporate office, sales offices Sales Compensation Advertising and promotion Software Distribution Sales cycle Marketing assumptions 17 Campus Guardian Corporation, Jamestown, RI 02835

BPlan Outline, Pt 2 l l l l l l l l l V. BPlan Outline, Pt 2 l l l l l l l l l V. A. B. 1. 2. 3. VI. A. 1. 2. B. C. VII. A. B. VIII. A. B. C. IX. A. B. C. D. E. XI. A. 1. 2. MANAGEMENT TEAM Key management personnel Compensation, equity, employment and non-compete agreements Compensation Deferred Compensation Equity, employment and non-compete agreements OTHER AGREEMENTS Key agreements Operating Agreement Other Intellectual Property Shareholder’s rights and restrictions Professional services STATUS AND SCHEDULE Status Schedule ASSUMPTIONS, RISKS AND PROBLEMS Assumptions Risks Weaknesses FINANCIAL PLAN Pro forma statements Pro forma income and balance sheets Break even calculation, revenue per employee PROPOSED COMPANY OFFERING Desired financing Offering Capitalization Table Use of funds Exit, Investor return APPENDIX A – FINANCIALS Notes to the Financials Balance Sheet Income Statement 18 Campus Guardian Corporation, Jamestown, RI 02835