1. MARKETS approach Shailendra Vyakarnam

2. Business planning process Take information Forward into a Business plan Markets Approach Rewards Knowledge Ethics Team Sustainability Business Plan Logic Trail Compelling Draws together Making the Pitch – Presenting To your audience Summary Use of right words Compelling

3. MARKETS approach Leading to the business plan Yes/ No Scope And scale How Engagement

4. Preparation Markets Approach Rewards Knowledge Ethical values Team Sustainability

5. Cash Flow projection + - Death Valley Curve

6. Try and cost it out Item Month 1 2 3 xxxxxx Rent Phones Computers Legal Insurance Marketing Wages Salaries Travel Etc., Etc.,

7. Markets What is the unmet need of your customers? Who are your customers (segments, channels) What is the size of the market? Level of competition How does the market actually work – the rules you have to obey or change What are the hot buttons for your customers – why will they buy?

8. Approach Having identified your markets/customers – how will you organise yourself to make money? What is your business model to maximise returns and minimise risks? What are your assumptions? What resources do you need to “make it happen”. What strategies and tactical approaches should you take? Draw a chart of the way you fit into the market place and where you add value?

9. Returns How will shareholders be rewarded? How will you reward your customers, suppliers? How will you reward your key staff and your employees generally? What rewards are you looking forward to?

10. Knowledge What do you know or what skills does your company possess that is unique and different from your competition? Do you have knowledge that is protectable with patents, copyrights, trademarks or brand? Who in your business has key knowledge and have you protected the person/the company?

11. Ethical values What are your values or guiding principles that help you make decisions? How do you see the environment around you and the opportunities? Does your team buy-into the values you have? Are they consistent with your customers and others?

12. Top - Teams Do you have a well balanced management team? Does the team buy-into the vision and strategy of the business? Does the team get on well internally? Do they manage the rest of the business? How will you recruit future team members and keep them?

13. Top team Vision Values Personal Buy-in Social skills Deliver promises

14. Sustainability What will you do to retain your competitive sustainable advantage? What systems and procedures will you put in place to keep customers happy? How do you sustain the values and culture of the business to grow and thrive?

15. GOALS / OBJECTIVESShould be SMART S Specific M Measurable A Attainable R Reviewed /Resourced T Time bound