Page 199 - Business Plans that Work A Guide for Small Business

188 • Index

distribution of, 47, 92–93, 99 Carnegie Mellon University, 13
executive summary for, 43, 49–52, 56 Cash conversion cycle (CCC), 103
expanded summary for, 43 Cash flow, 130, 133, 136
highlighting key points in, 45 Cash flow statement, 141–142, 153–155
Lazybones example of, 37–39 CCC. See Cash conversion cycle
outline for, 46 Cell phones, 91
Quick Screen Guide and, 36–39 Centralized systems, 109
revision of, 43–44 CEO. See Chief executive officer
sidebars in, 45 Charm, Les, 159
story model for, 44–45 Chief executive officer (CEO), 120–121
table of contents for, 53–55 Chief Technology Officer (CTO), 121
taglines, 44–45 Chili’s, 134
vision statement in, 43, 79–88 Cisco Systems, 45
Business planning. See also Quick Screen Classically balanced venture, 17
Exercises Cloherty, Patricia, 35
action and, 158–159 Cofounder, 120
beyond, 163–164 COGS. See Cost of goods sold
calendar creation for, 38–39 College Hunks Hauling Junk, 96
customer/market analysis, 40, 66–71, Commitment, of entrepreneurs, 11, 15
99 Communication, 93, 100–101
dehydrated type of, 41–42, 161–162 Company and product description
energy and, 15 conceptual mapping in, 79–80
entrepreneurs and, 4, 12 entry and growth strategy in, 81
exercise in, 37–39 Lazybones example of, 82–88
financing and, 39–40 PTA, 81, 93, 127
framework for, 39 Comparable method for forecasting,
importance of, 26 94–96, 138–140
investors and, 40, 41, 42, 161–162 Compensation, of management,
key sections, 37 122–123
milestones of, 8–9, 114, 121, 133 Competition, opportunity and, 23–24
motivation for, 15–16 Competitive advantage, 49, 80, 100
networking and, 14–15, 72, 159 entrepreneurs and, 9–10
operational type, 41, 42, 117 networking and, 72, 159
opportunity and, 22–23 operational, 103–104, 106–107, 110
Power Point slides for, 162–163 Competitive analysis/competitive profile
process of, 39–42 matrix, 61, 71–77, 129
purpose of, 39 Conceptual mapping, product
task list in, 36, 38–39 description and, 79–80
teamwork in, 41–42 Conserve Your Equity (CYE), 21
types of, 41–42 Consolidating market, 57
visual aids for, 36, 45, 85, 88, Continental-Girbau, 111, 112, 132, 146,
99–100, 162, 163 153, 159–160
Business Source Complete, 72 Contingency plan, 127, 132
Buy vs. build decision, 104, 105 Corporate revenue, 145
Cost drivers, 146
Calendar creation, 38–39 Cost of goods sold (COGS), 139–140,
Call center, 110 146–147
Capital IQ, 72, 140 “Cost plus” pricing strategy, 91
Career design, 2 Coupons, 93