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How To Write A Business Plan, Fourth Edition

  • ID: 1923694
  • Book
  • May 2003
  • 276 pages
  • American Management Association Self-Study
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As one course among many offered in the American Management Association’s curriculum, How to Write a Business Plan, Fourth Edition, has been designed specifically for the practicing manager and the future manager. It provides private, self-paced, individualized study; learning and self-evaluation through in-text exercises; and communication between the student and AMA’s Educational Services instructors through assignments and a final examination based on the case study as pioneered by Harvard University. Paralleling a business school course of study, AMA’s curriculum provides practical information to working professionals who, on their own time and at their own pace, want to continue their education.

This course was prepared by senior staff of The TQS Group, Inc., and McGladrey & Pullen. The TQS Group is a consulting and training firm that specializes in customer-centered quality improvement and organizational reengineering. McGladrey & Pullen is a national accounting and consulting firm.
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About This Course
How to Take This Course

1. Introduction to Business Planning
Definition of a Business Plan
Objectives and Uses of a Business Plan
Internal Uses of a Business Plan
External Uses of a Business Plan
What to Include in a Business Plan
Market Strategy
Production or Service Strategy
Research and Development Strategy
Organization and Management Strategy
Financial Strategy
How to Prepare a Business Plan
Step 1: Organizing the Planning Process
Step 2: Diagnosing the Situation
Step 3: Setting Goals
Step 4: Developing Operating Plans
Step 5: Developing a Financial Plan
Step 6: Writing the Business Plan Document
Review Questions

2. Diagnosing the Internal Capabilities of a
The Importance of Understanding a Company’s Operations
Structure of an Internal Diagnosis
Evaluating Market Strategy
Evaluating Production or Service Strategy
Evaluating Research and Development Strategy
Evaluating Organization and Management Strategy
Evaluating Financial Strategy
How to Use the Results of an Internal Diagnosis
Review Questions

3. Diagnosing and Measuring Customer
Structure of the Company??s Operating Environment
Focus on the Customer
The Importance of Customer Satisfaction
The Importance of Measuring Customer Satisfaction
What Customers Value
Identifying the Company??s Customers
Customer Research Versus Customer Satisfaction Measurement
Four Key Questions for Customer Research
Customer Versus Market Segmentation
Measuring Customer Satisfaction
Ten Key Steps in Customer Satisfaction Measurement
Review Questions

4. Diagnosing the External Environment
Components of an External Diagnosis
Analysis of Market Developments
Analysis of Technological Developments
Analysis of Economic Developments
Analysis of Major Societal Forces and Trends
Legislative and Regulatory Actions
How to Use the Results of an External Diagnosis
Review Questions

5. Setting Goals
Definition of a Mission
The Purpose of Goal Setting
The Nature of Goals, Objectives, and Strategies
How Goals Are Established
Where to Establish Goals and Strategies
Setting Market Goals and Strategies
Setting Production or Service Goals and Strategies
Setting Research and Development Goals and Strategies
Setting Organization and Management Goals and Strategies
Setting Financial Goals and Strategies
How Goals, Objectives, and Strategies Should Be Used
Review Questions

6. Developing a Sales and Revenue Plan
Developing Quarterly Sales and Revenue Objectives
Developing Estimates of Marketing and Sales Expenses
Pulling Revenue and Expense Objectives Together
Linking Sales and Revenue Objectives to the Research and
Development Plan
Finalizing the Sales and Revenue Plan
Review Questions

7. Developing a Production Plan
Production Scheduling
Raw Materials Planning
Direct Labor Planning
Production Overhead Planning
Computing the Cost of Goods Sold
Finalizing the Production Plan
Review Questions

8. Developing an Organization and Management Plan
Developing an Appropriate Management Structure
Factors Involved in the Structure
Form of the Structure
Implementing the Structure
Developing Effective Management and Information Systems
Developing an Effective Workforce
Estimating Management and Administrative Expenses
Review Questions

9. Developing a Financial Plan
Linking the Financial Plan to Financial Goals and Strategies
Preparing an Income Statement
Preparing a Balance Sheet
Planning Working Capital
Planning Long-Term Assets
Planning a Financing Structure
Finalizing a Balance Sheet
Preparing a Cash Flow Statement
Finalizing a Financial Plan
Review Questions

10. Preparing a Planning Document
Contents of a Business Plan Document
Executive Summary
Sales and Revenue Plan
Production Plan
Research and Development Plan
Organization and Management Plan
Financial Plan
Contingency Plans
Review Questions

11. Preparing a Business Plan to Raise Capital
Alternatives for Raising Capital
Sources of Equity
Venture Capitalists
Joint Ventures
Public Securities Markets
Sources of Debt Financing
Commercial Banks
Asset-Based Lenders
Leasing Companies
Government-Assisted Programs
Industrial Revenue Bonds
What Investors and Lenders Look for in a Business Plan
People Involved
Viability of the Concept
Marketing Skills and Experience
History of Success
Personal Commitment of Resources
Reasonableness of Financial Projections
The Bankers?? Perspective
Factors to Consider in Deciding How to Finance
Age of the Business
Personal Goals
How to Present the Plan
Packaging the Written Plan
Submitting the Plan
Closing the Transaction
Review Questions

12. Implementing and Controlling the Business Plan
The Strategic Management Framework
Translating the Plan into Action
The Planning/Implementation/Control (PIC) Management Cycle
Implementing the Plan: Operational Programming
Controlling the Plan: The Management Control Loop
Business Plan Implementation Steps
Step 1: Develop Action Programs
Step 2: Design the Management Reporting and Control System
Step 3: Build the Structure to Support Implementation
Step 4: Implement and Control the Plan and Action Programs
Step 5: Modify the Plan and Action Programs
Step 6: Evaluate Results
Review Questions

Appendix A
Appendix B
Appendix C
Appendix D
The First Examination
The Practice Case
The Practice Case Solution
The Examination Case

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Note: Product cover images may vary from those shown