如何介绍你的商业计划(一)

How to Present Your Business Plan
如何介绍你的商业计划
Hitting a home run with potential investors requires selecting the right pitch.
若想成功的获得潜在投资者需要选择正确的议案。
By Inc. Staff |  Mar 5, 2010
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Every entrepreneur has to present a business plan to outsiders at some point if he or she is seeking a loan or investment in the company. Obtaining venture capital funding, angel investment, or even bank loans for a business is increasingly difficult in a tough economy. You don't want a poor pitch to impede you ability to score financing for your business. In fact, it's imperative to have a pitch and presentation that showcases your idea, your potential, your market and your ability to provide investors with a return on their investment.
每一个企业家都必须向外界提供商业计划.如果他或她是在寻找公司贷款或投资的方法. 在艰难的经济形式下，获得风险资本、天使投资甚至银行贷款都变得越来越困难。你不想让一个糟糕的商业提案影响企业资金的获得。实际上，迫切的需要一个议案与演示是用来展示你给予投资者的投资回报的理念，潜能，市场以及能力。
The business pitch is different than the business plan. But you need to have your plan drafted before you can fine-tune your pitch. "People misunderstand that the pitch is a different medium than the plan," says Tim Berry, president and founder of Palo Alto Software, maker of Business Plan Pro software, who blogs at bplans.com. "They misunderstand that somehow plan is going to sell the business. The plan is the screenplay for the business. You have to have it before you can put together your pitch. The pitch is a summary of the plan."
商业议案是有别于商业计划的。你必须是先有了计划草案，方可整合出议案。商业计划软件制造商，博客为bplans.com 的 Palo Alto 软件总裁兼创办人，TimBerry说“人们误解了议案是不同于计划的媒介”“他们误认为计划是用来销售业务的。计划可视为企业剧本。你必须是先有了它才能整合议案。议案则是计划的摘要。
The following pages will cover how to prepare your pitch, how to choose potential investors, and some basics for delivering the best presentation possible.
以下将介绍如何准备你的议案，如何选择潜在投资者，还有提供如何尽可能作出最佳演绎的基础介绍
Prepare Your Pitch and Presentation
准备你的议案和介绍A business pitch consists of an effort to convince others that your idea for a business is a good one. The pitch involves summing up your business plan -- going over your product/service offerings, your market, your leadership, and why you will succeed. Informally, you may have done this a thousand times already. "It can be as simple as your reality check in a one-person business, or agreeing with a spouse or significant other, your team members or your boss," Berry says.
一个可以让你说服他人接受你的商业理念的议案就是一个好的议案。此议案包含你对产品的业务计划与服务提供，你的市场，你的领导能力，以及为何你将会成功的总结。 简略的说，像这样的事，你可能已做过上千回了。“这可以简单到好像你对个人经营的实查，或配偶或其他重要人物，你的团队甚至于你的老板的同意。The more formal process of pitching and presenting is usually before an audience of venture capitalists, angel investors, or bank loan officers in an effort to secure a loan or investment in your company. Usually, an entrepreneur starts off by asking for a certain amount of money, and the value proposition for the investor -- such as what percentage of equity in the business that investment would buy. Most of the time, an entrepreneur would make a formal presentation -- often with a slideshow -- to help illustrate a pitch. The formal presentation is typically followed by a question and answer session. Investors often mull over the details and, if they make an offer, will perform due diligence on the financials before turning over any funds.
若想有力的获取公司贷款或投资，就得在这些风险资本家，天使投资家，或银行家前努力采取正式的推销及演绎过程。通常，一个企业家开始便为一定的数额的金钱，和投资者建议的价值-例如投资者在什么样的资产净值百分比中将购买。大部份情况下，一个企业家想做正式的介绍－常有幻灯片－帮助说明一个议案。一个正式的演示经常后面通常会有一个问答的环节。投资者常常在细节上仔细考虑，如果他做的报价，将执行的财务状况比之前的资金转向做调查。
Know Your Business Plan. The first rule of thumb is to write a business plan and to know that plan inside and out before pitching and presenting to outside investors. The written business plan is often the way to get in the door with investors. If they like your plan, they may invite you to pitch and present. You may get only one chance to present to this group. Don't blow it by seeming ill-informed or being unable to answer questions.
了解你的商业计划。根据经验的第一条规则是写商业计划在向外部投资者展示之前彻底的了解自己的商务计划。书面的商务计划是成功的基础，如果他们喜欢你的计划，你也可能会邀请你去介绍议案。你可以抓住只有一次机会去介绍这个团体。你可能只有一次机会来向他们展示，不要因无知或不能回答问题而搞砸。
"It's crazy to think you can jump into this process without having thought through the details that come up in a business plan," Berry says. "You're not going to cover those details in many encounters with investors, but you need to know your plan backwards and forwards, inside out before you start, whether you show it to investors in early meetings or not. There is no room for filling in the details later. You are supposed to have them ready to go from the first encounter."Venture capitalists, for example, may have 100 or so business plans piled on their desk at any given time. They only listen to formal pitches and presentations from a handful. Your business plan needs to include the necessary components -- the business concept, market, management team, financial projections, marketing plan, etc. You should have a hand in drafting the plan if you are the presenter so that you are intimately familiar with all the details. The goal of the business plan is to convince investors that you are worth the risk of investment.
“在商业计划中想你可以跳进这个过程中，而不是通过细节来的，这是很疯狂的”贝里说的。“你与投资者在许多遭遇是不要隐藏这些细节，但是在你开始之前你必须知道你的计划的前和后，外部的方向。无论你是出现在投资者的早期会议或者不是。在这里是没有空间来填写详细资料的。你应该让他们从第一次相遇就要准备好。”
风险资本家，例如，在任何特定的时间可能有100个左右的商业计划放在他们桌面上。他们只听从一个正规的议案和介绍。你的商业计划必须包括必需的组成部份—商业概念，市场，管理团队，财务预算，销售计划等等。如果你是推荐者你应该密切与熟悉你手上的草拟计划及所有细节。商业计划的目的是说服投资者相信你持投资的风险的价值。
Your pitch and presentation need to build on that theme."It really has to pop them," says Linda Pinson, author of Automate Your Business Plan for Windows® and Anatomy of a Business Plan, who runs a publishing and software business Out of Your Mind and Into the Marketplace. Pinson also was selected by the U.S. Small Business Administration to write its government business plan publication. "It's got to say to that VC 'What's in this for me?' It's got to have an overview of what you're asking and what you're trading for it. Is this a business that looks like it will have fast and sustainable growth and get the returns to the investor that he or she is looking for?"
你的议案与介绍必须建立主题。琳达平森说“真的要弹出他们，”你商业计划自动化的创始者Windows®和解剖商业计划，他经营一家出版软件公司：“头脑净化，走进市场”。平森也被选为美国小企业管理局写商业计划书的政府出版物的人。“它有说这校长在这有什么对我的？你们问什么和你们就交易什么做一个概述。这人企业将看起来会有快速和可持续增长的和他或她寻找到投资者的回报。”
Determine How Much Funding to Request. The reason an entrepreneur makes a pitch is most often to request funding. But just how much to ask for is often key.
决定有多少资金要求。一个企业家做一个议案的原因是最通常请求资金的。但是到底有多少要求通常是关键。"Match your financing goals to reality," Berry says. "Don't think you're going to get millions in venture capital unless you have a good track record with previous startups, a very strong potential business, and a realistic exit strategy. If you're looking for a few hundred thousand dollars, look into angel investors, seed money investors and/or seed money funds. Understand which investors want high-growth and high-risk strategies, and which will accept lower growth and lower risk."

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