1. SEEP Annual Conference November 2008 SEEP Annual Conference November 2008 Fundraising Business Plan Pitch Outline Kim Alter Will Morgan November 4, 2008

2. SEEP Annual Conference November 2008 SEEP Annual Conference November 2008 Fundraising Presentation Outline Open Problem, Mission and USP Business Summary & objectives Target Market SWOT Market Analysis Marketing (Product, price, distribution and promotion) Business Model Team Financials Money raised and The Ask Risks and contingencies Close

3. SEEP Annual Conference November 2008 SEEP Annual Conference November 2008 Title Slide

4. SEEP Annual Conference November 2008 SEEP Annual Conference November 2008 Open Opening Gambit Relate a “Grab You” story here about “WHY” you are doing this work. Benefits for your audience Why its important to them to listen. Tell them what you are going to tell them Presentation Outline

5. SEEP Annual Conference November 2008 SEEP Annual Conference November 2008 Problem, Mission and USP Problem Statement If not already in Opening Gambit, clarify what is the problem you are trying to solve, and for whom Mission Statement State social enterprise’s mission and key objectives related to solving the problem Unique Selling Proposition (USP) State why is your SE uniquely positioned to solve the problem

6. SEEP Annual Conference November 2008 SEEP Annual Conference November 2008 Business Summary & Objectives Brief summary of social enterprise and its business activities Explain how will social enterprise help to solve the social problem Objectives Typical “Hard” numbers Sales 1 st year, or 2, 3, or 5 years Growth rate (scaling goals) Time/% to sustainability Social benefit metrics Number of jobs created Positive impact on the environment Number of people effected

7. SEEP Annual Conference November 2008 SEEP Annual Conference November 2008 Target Market  Describe your customer(s) and their attributes as they related to “buying/using your products and services.” If applicable, consider “early adopters” or “first users”. What are their specific traits if different from the above.  How are your customers segmented?  Additional appropriate information that strengthens understanding SE’s customers  Describe your customer(s) and their attributes as they related to “buying/using your products and services.” If applicable, consider “early adopters” or “first users”. What are their specific traits if different from the above.  How are your customers segmented?  Additional appropriate information that strengthens understanding SE’s customers

8. SEEP Annual Conference November 2008 SEEP Annual Conference November 2008 SWOT Strengths What factors can you use to our benefit ? Weaknesses What factors do we have to overcome or account for in our plan if we are to be successful ? Opportunities What elements of the market and/or environment support your organization’s efforts ? Threats What elements of the market and/or environment deter this organization’s efforts ?

9. SEEP Annual Conference November 2008 SEEP Annual Conference November 2008 Market Analysis..  Numbers/Data – Total addressable market size, location, demographics. Charts are better for this section if there is enough data.  Monetized market data - Try to find what the market spends on this type product or service. If there is no current market, try to estimate “Value”.  Target Market Size - segment target market, if required for selection/marketing.  Show “early adopters” portion of the market  Trends – describe how is the market changing and may change in the future. Indicate possible impacts of trends on social enterprise market.  Numbers/Data – Total addressable market size, location, demographics. Charts are better for this section if there is enough data.  Monetized market data - Try to find what the market spends on this type product or service. If there is no current market, try to estimate “Value”.  Target Market Size - segment target market, if required for selection/marketing.  Show “early adopters” portion of the market  Trends – describe how is the market changing and may change in the future. Indicate possible impacts of trends on social enterprise market.

10. SEEP Annual Conference November 2008 SEEP Annual Conference November 2008 Competitive Analysis Who are your main competitors? What are the strengths and weakness relative to that of your social enterprise? How is your social enterprise positioned against your competition Who are your main competitors? What are the strengths and weakness relative to that of your social enterprise? How is your social enterprise positioned against your competition

11. SEEP Annual Conference November 2008 SEEP Annual Conference November 2008 Marketing Product - What is your product (service)? How does it meet the market needs (benefits) ? Price - Describe how your price strategy and how you have set your price. How it is your product positioned to succeed vis-à-vis the competition ? Distribution - How will your distribute your product? D ifferent from current distribution? Is the cost or method of distribution key to the viability to your social enterprise ?  Promotion  How will you reach your target market?

12. SEEP Annual Conference November 2008 SEEP Annual Conference November 2008 Business Model BCP Beekeepers Kits (on debt) & Training Honey (~ 20% to repay debt) Distributors Direct Channel Honey for Money Direct Channel Honey for Money Consumers Honey ! ~ 80% for distribution & sale to consumers Money from Honey sales Indirect Channel Production Marketing Advertising & PR to generate Demand Advertising & PR to generate Demand Example Shown

13. SEEP Annual Conference November 2008 SEEP Annual Conference November 2008 Team Leadership – describe the background and impetus of the social entrepreneur and why they are essential to lead the social enterprise. Management - key people in the social enterprise and their relevant experience and qualifications for their role. Functional Staff and Strategic Partners – who are they and how do they contribute to success. Board Members (if appropriate)

14. SEEP Annual Conference November 2008 SEEP Annual Conference November 2008 Financial Forecast

15. SEEP Annual Conference November 2008 SEEP Annual Conference November 2008 Money Raised and Needed State how much you need to execute plan Timebound to business plan or presentation timeline Financial obligations so far Amount and from whom The Ask How much do you need to bridge the gap What will it be used for or the difference it will make towards achieving success/solving the problem

16. SEEP Annual Conference November 2008 SEEP Annual Conference November 2008 Risks and Contingencies What are the main risks your Social enterprise faces toward achieving its mission and objectives? How will you manage and/or mitigate these risks? Describe the key factors determining the success or failure of the plan What do you need to do to ensure success?

17. SEEP Annual Conference November 2008 SEEP Annual Conference November 2008 Close Restate Mission (in simple terms) Key points in your presentation Your main goal (related to solving problem) How audience can participate in the solution (WIIFY) THANK YOU! Questions?