1. Supported by Dr Philip Ely PhD FHEA FRSA

2. Supported by Build Your Social Startup Workshop 4 of 5

3. Outline Schedule 1300 – Intro and recap on homework (AdLib Propositions (30 mins) 1330 – Guest Speaker Sue Stokes, Southsesa Greenhouse (20 mins + 10 mins Q&A) 1400 – Critical Marketing Tasks (30 mins) 1430- Break (15 mins) 1445 – Income, Pricing, Cashflow (60mins) 1545 – Pitch Preparation (30 mins) 1615 – Self-study & Networking (45 mins) 1700 – Finish

4. Visiting Speaker Sue Stokes, Founder of Southsea Greenhouse

5. Homework… Review Social Enterprise Mission (Ad-Lib Value Proposition) Review of Your Social Enterprise Blueprint (in Group)

8. Ignore the ‘7Ps’ Product, Place, Price, Promotion, People, Process, Physical Environment… You’re building your marketing plan already !

9. Marketing Plan for your channels…

12. Income Membership fees Product sales Hire Fees Consultancy Service Sales Investment Grant

13. Pricing strategies (perceived) Value pricing Competitive pricing Volume pricing Portfolio pricing Razor/razor blade model Subscription Leasing Product-based pricing

15. Predicting sales

16. Cashflow forecast Financial Modelling - Cash Flow Projection Example C ash Flow ProjectionsJan-10Feb-10Mar-10Apr-10May-10Jun-10Jul-10Aug-10Sep-10Oct-10Nov-10Dec-10Total Year 1 Year 2 Year 3 % Change Assumed Amount % Change Assumed Amount Cash Inflows Product Sales£0 £3,000 £18,00010%£19,80025%£24,750 Licensee royalties£0 £2,000 £18,00050%£27,00025%£33,750 Consulting income£0 £700 £2,8000%£2,80025%£3,500 Business bank loan£0 £8,750£0 £8,750£0 £8,750£0 £26,2500%£00%£0 Start-up grant£8,750£0 £8,7500%£00%£0 Workshop delivery - teaching£5,000£0 £5,0000%£00%£0 Total Cash Inflow£13,750£0 £10,750£2,000 £13,750£5,000£5,700£14,450£5,700 £78,800 £49,600 £62,000 Cash Outflows Direct Costs Materials£0 -960.00 -5,760.005%-£6,0485%-£6,350 Direct Labour£0 -600.00 -3,600.005%-£3,7805%-£3,969 Delivery / Postage£0 -60.00 -360.005%-£3785%-£397 Marketing£0 -500.00 -3,000.005%-£3,1505%-£3,308 Total Direct Costs£0 -£2,120 -£12,720 -£13,356 -£14,024 Overheads Salary-£1,000 -£12,0005%-£12,6005%-£13,230 Office / Shop rent-£700 -£8,4005%-£8,8205%-£9,261 Software / Web Service-£15 -£1805%-£1895%-£198 Telephone-£50 -£6005%-£6305%-£662 Utilities-£50 -£6005%-£6305%-£662 Travel-£200 -£2,4005%-£2,5205%-£2,646 Printing-£15 -£1805%-£1895%-£198 Equipment rentals-£25 -£3005%-£3155%-£331 Accounting-£75 -£9005%-£9455%-£992 Legal-£40 -£4805%-£5045%-£529 Insurance-£15 -£1805%-£1895%-£198 Repairs / Maintenance-£20 -£2405%-£2525%-£265 Supplies - Office-£15 -£1805%-£1895%-£198 Postage-£15 -£1805%-£1895%-£198 Bank Charges-£5 -£605%-£635%-£66 Training and Development-£50 -£6005%-£6305%-£662 Other-£30 -£3605%-£3785%-£397 Total Overheads-£2,320 -£27,840 -£29,232 -£30,694 Capital Expenditure Vehicles£0 -£4,000£0 -£4,000 -£1,000.00 Machinery and Equipment£0 -£1,000£0 -£1,000 £0.00 £0 Computers and other IT£0 -£3,000£0 -£3,000 -£2,000 Total Capital Expenditure£0 -£1,000£0-£7,000£0 -£8,000 -£3,000 Finance Costs / Receipts Repaid loans: OUT£0 -£400 -£1,600 -£3,400 £0 Interest paid / (received)£0£29£23£15£36£18£17£40£42£44£68£70£402 £871 £916 Total Finance Costs£0£29£23£15£36£18£17£40-£358-£356-£332-£330-£1,198 -£2,529 £916

17. NEXT WEEK Networking & PItches

18. Preparing to Pitch No more than 10 mins No more than 10 slides Mission (based on Ad-Lib Value Proposition) Products/services – offered to who? Revenue streams; cost structures Evaluation by audience on the ‘Feasability’ and ‘Impact’ scale