About the Contributors

Acknowledgments

Foreword

Foreword to the Fourth Edition

How to Use This Book

Introduction

Section I Starting the Process

Chapter 1 The Successful Business 1

Chapter 2 Getting Your Plan Started 13

Chapter 3 Making Your Plan Compelling 35

Section II Business Plan Components

Chapter 4 The Executive Summary 47

Chapter 5 Company Description 59

Chapter 6 Industry Analysis & Trends 73

Chapter 7 Target Market 87

Chapter 8 Competition 103

Chapter 9 Strategic Position & Risk Assessment 119

Chapter 10 Marketing Plan & Sales Strategy 133

Chapter 11 Operations 155

Chapter 12 Technology Plan 181

Chapter 13 Management & Organization 189

Chapter 14 Community Involvement & Social Responsibility 211

Chapter 15 Development, Milestones, & Exit Plan 221

Chapter 16 The Financials 237

Chapter 17 The Plan's Appendix 283

Section III Putting the Plan to Work

Chapter 18 Preparing, Presenting, & Sending Out Your Plan 289

Chapter 19 Looking for Money 299

Chapter 20 Using Your Plan for Classes & Competitions 315

Chapter 21 Internal Planning for Existing Businesses & Corporations 327

Chapter 22 Time Saving Tips 337

Section IV Special Considerations

Chapter 23 Considerations for Internet, "e-businesses" 343

Chapter 24 Considerations for Retailers 363

Chapter 25 Considerations for Manufacturers 369

Chapter 26 Considerations for Service Businesses 375

Chapter 27 Business Planning in a Weak (or Strong) Economy 381

Section V Reference

Outline of a Business Plan 391

Business Terms Glossary 395

Funding Sources 399

Research Sources 404

Entrepreneurs' Sources 411

Index 415

Income Statement, Annual 276

Cash-Flow Projection 278

Balance Sheet 280

Sources & Uses of Funds 281

Assumption Sheet 282