1. The good old day's

2.  History/background
 Ambitions/vision/mission/values
 Drivers
 Critic cal Success factors
 Organization/ Key people/ age profile/ training
 Broad strategy/ business plan
 Budgets

3.  Main markets
 Size, share & Trends
 Market intelligence
 Competition
 USP and position
 Pricing & strategy
 Promotion
 Distribution / route to market
 Prospects banks
 Customer gain/loss analysis

4.  Performance & Trends - balance sheet
 P&L & funds flow analysis
 Forecasting
 MIS
 Costing
 Accounting systems & quality of control, information
 Investors / bank relations
 Working capital
 Stocks, debtors and creditors
 Growth issues

5.  Structure
 Employments trends
 Pay policy
 Training
 Records
 Staff Turnover
 Absenteeism
 Accidents
 Overtime
 Attitudes / relations

6.  Resources/premises
 Capacity / demand
 Lead times / delivery reliability
 Purchasing
 Logistics
 Systems
 Scrap
 Energy

7.  Customer database
 MRP/MRPII/ ERP
 CADCAM
 Main application

8.  Systems
 Measurement of customer
 Complaints
 Satisfaction
 Continuous improvement

9.  Health & Safety
 Emissions & Waste management
 Legislative threats/opportunities

10.  Key drivers
 Competitor information
 Knowledge networks
 Processes
 Systems

11.  Climate
 Culture

12.  Financial analysis of all key ratios
 Cash flow and break-even
 SWOT
 PESTLE
 Ports 5 forces
 Pareto
 Market segmentation
 Benchmarking - Standard, EFQM

13.  Main Contact
 Business address
 Tel, Fax, Mob, & email
 Bankers
 Accountants/ Auditors
 Date established
 By whom
 Background
 Ownership
 Associate businesses

14.  Manufacturing
 Factoring
 Service
 Contractor
 Subcontractor
 Other

15. Title Name Age Service Background Training
Managing
director
Finance
director
Sales
director
Technical
director
Admin
manager
Operations
manager
Other

16. Trading history: Employees:
Years Sales Export PBTI Staff Mgt Direct Indirect P’time
Current
Pre-1
Pre-2
Pre-3

17.  What are your overriding business objectives?
 The time scales associated with these objectives?
 How well would you say the company is performing?
 Who are your major shareholders? (Stakeholders)
 Is there a formal business plan?
 And are the budget set, and by whom,
 Do you have a formal vision & mission statement
 What is special about this business?

18. Which are your main markets? A B C
What is their approximate size?
What visual approximate share?
How do you sell to each market?

19. Your main competitors? A B C
Do you know their size (Sales)?
and their Products?
and their Processes?
and their Strengths?
and their Weakness?
and their Market share?

20.  How many live customers to have?
 What is your average order value?
 Who are your main customers?
 Percentage of total sales?
 Sales trend?
 Your customers tell you what they think of your
products and services?
 What are your main obstacles to growth?

21. Strengths Weaknesses
Ownership
Management
Experience
Resources
Finance
Systems
Products/services
Processes
Company image
Sales/marketing
Innovation
Operations/quality
People/training