1. Chapter 16 Make a Great In-Person Presentation

2. Create the Right Context for Your Meeting Present a confident attitude Make it clear you want your business to meet the needs of others…especially the people you are meeting with Listen, listen, listen Try to meet in a quiet place with no interruptions

3. Deliver the Right Content Start strong, end strong Customize to your audience Content is more important than show-biz style presentations Make it interactive to address your audience’s issues

4. Outline for a Simple Plan

5. The Issues of the Unwritten Code Don’t make judgments based on unstated behavior or prejudice First impressions are important and endure Get practice at presenting to become comfortable Be yourself Leave behind printed information related to the key issues Establish a follow-up schedule

6. Plan Outline: Part 1 Cover Sheet  Name of your company  Month and year  One sentence statement about your company  Your name and any partners’ names  Contact name  Contact information including telephone, fax, e-mail address, and mailing address Table of Contents Executive Summary (less than 1 page) C Statement of business opportunity C Statement of what you require in loans or investment C Purpose of plan C Major reasons opportunity exists C Expected financial results C Compare against Ten Action Steps to make certain all issues are covered.

7. Plan Outline: Part 2 Description of the Business C Product/Service description and strengths C For existing business, give history and financial performance C Organization of the business, including information on management and ownership C Legal structure Market Overview C Describe target market by geography, income, and demographics C Competitive products, current buying patterns, and trends of the market Industry Overview C Competitors’ history, products, and financial performance C Trends, such as product changes, technology adoption, or consolidation C Projections for the future C Regulatory issues Business Opportunity C Business strategy C Product/service strengths C Marketing and sales strategies C Research to support projections C Time line for business plan

8. Plan Outline, Part 3 Financial Projections C Historical financial statements if business exists C Projected Financial Statements: C Income Statements C Balance Sheets C Cash Flow Statements C Debt Service Projections C Comparisons to industry standards C Returns Analysis C Assumptions page Appendices C Newspaper, magazine, industry trade reports C Resumes of key managers C Leases and other key contracts C Historical financials for existing businesses only C Research done to support projections