1. Internal Sales Overview Obtaining Approval to Conduct Internal Sales

2. Approve new Internal/External Sales Validate compliance to policy and procedures Apply prudent business practices Risk assessment Analyze tax implications Scope of Activities 2

3. 3 Review Process Subject Matter Experts (SMEs) – Risk Management – Taxation – Office of the General Counsel (OGC) – Sponsored Projects Administration (SPA) – Office of Technology and Commercialization (OTC) – Environmental Health & Safety (EHS) – Institutional Review Board (IRB) –Controller’s Office

4. Approval Form Business Proposal Outline Rate Development Questions & Answers anytime during the presentation 4 Agenda

5. 5 Combined form for approval of Internal /External Sales Standardized responses to Yes or No questions Identify activity risk More complete list of questions Interactive response List of action items Shorter review process Internal / External Sales Approval Form

6. A.General Business Considerations 1.Business Description a.Describe the department and its activities at the University. b. Describe the proposed activity. c. How does the activity relate to the department and University mission? d. Who in the department will be responsible for the activity? e. What is the anticipated start date and duration of the activity? Business Proposal Outline (cont.)

7. 2. Equipment and supplies to conduct business a. Office Space b. Phone/Fax c. Computer and software d. Packing boxes, material, and mailing labels e. UPS systems or other type of postage systems f. Other items Business Proposal Outline (cont.)

8. B. Sales/Marketing Considerations 1.Customers: Consider target customers and potential volume. List targeted customers in order of relative cost and ease of reach. With each increasing level, the cost associated with selling will generally increase. Business Proposal Outline (cont.)

9. Order Fulfillment Considerations Production Considerations Pricing/Cost Issues Budgeting and Forecasting Business Proposal Outline (cont.)

10. Prepare a financial forecast for the current and next three fiscal years. Detail estimated revenue, expenses, and sales volume Prepare a projection of capital funding needs for expenditures such as equipment, facilities or inventory acquisitions Proposal cont.

11. 11 Summary for Internal Sales Fill out approval forms with as much detail possible Send rate development Use standard rate development template Send draft to us for review before securing signatures Call or e-mail us if you have any questions Use our e-mail address extsales@umn.edu

12. 12 Summary Go to website for forms, job aids, policies and training Use classification e-mail, identification tool Fill out forms with as much detail as possible New forms will improve process Send draft to us for review before securing signatures Call or e-mail us early in the process We are here to help you in anyway that we can

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