An example of a business plan for investing from scratch. Ready-made business plans for small businesses with calculations

How to write a business plan yourself: sample and advice.

A business plan is what helps an entrepreneur navigate the market environment and see goals. Many successful people point out that an idea needs to be written down on paper, otherwise it will never be realized. Therefore, a business plan is essential for a successful business. How to write a business plan yourself: a sample and step-by-step instructions are included in our new publication!

A business plan is the program by which a company operates. It is necessary in order to competently coordinate the actions of the organization and see the directions of its development.

A business plan can be called a kind of rehearsal. The entrepreneur plays various scenarios during which he can see the problems and find ways to fix them. At the same time, the person does not lose money, as it would happen in a real situation.

Business plan objectives

• Formulate the goals of the organization (both short-term and long-term)
• Set project deadlines
• Determine the target audience and product markets
• Analyze the competitiveness of the organization
• Determine the benefits of the company
• Estimate the level of costs
• Develop an action plan aimed at increasing the economic efficiency of the organization
• Predict the amount of profit and the level of profitability of the business.

General scheme for the development of a business plan and feasibility study.

What's in a business plan?

1. Title page and content

Here should be indicated the company's output and contact details of the founders, as well as the content of the document.

2. Summary (introduction)

This part is a summary of the entire business plan. The most important thing should be here, i.e. justification of the relevance of the business and the financial part.

Your resume shouldn't be about two pages long. Although it is located at the very beginning, you need to start compiling it at the end. This must be approached responsibly, because this is the part that the investor studies.

3. Company history

If you already have an operating organization, then you need to tell about the history of its origin, about its successes.

4. Market opportunities

In this section, it is necessary to conduct a SWOT analysis of the enterprise, i.e. identify its strengths, weaknesses, opportunities and threats.

7. Business model

This is a financial plan. Here it is necessary to describe all the sources of income and the amount of costs. You also need to indicate your suppliers and main buyers.

Cafe business plan: an example with calculations and step-by-step instructions for creating your own cafe from scratch are

8. Forecast

In this section, you need to make a financial forecast. It is necessary to write about the amount of profit and the payback period of the project.

The entire business plan should be 30-40 pages long.

How to write a business plan yourself: a sample for small businesses

Let's consider some sections of a business plan using an example

SWOT Analysis Matrix

How to write a business plan yourself: a sample for a small business.

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Business model

Thus, the start-up capital is 290,000 rubles. At the same time, fixed costs are 105,000 per month.

The expected average income is 130,000 rubles per month, average profit – 25,000 rubles.

To find out the payback period, you need to divide the starting capital by profit. It will be 11-13 months.

It is not at all difficult to draw up a business plan yourself. If you're willing to spend enough time, it is in your power to draw up a quality business plan.

How to write a business plan yourself - a sample for a small business, as well as step-by-step instructions with recommendations, are contained in the following video:

I am glad to welcome regular readers and a new audience! Today we will continue our conversation about starting our own business. To help you I suggest ready business plan with calculations for small businesses. And those who are used to relying on themselves will learn how to properly compose it from scratch and adapt it for a specific case. When you finish reading the article, there will be no questions left!

Key Success Factors of a Business Plan: 3 Key Rules

A business plan is a document that, in a form that is understandable for an entrepreneur and investors, leads an idea to implementation. It analyzes the situation and describes the mechanisms of the systems involved.

The following rules will form the basis for drawing up a plan:

1. Determine your current level with an open mind. Employed but want to start a business? You will need to consider what you have: skills, connections, the availability of start-up capital and premises - everything plays a role.
2. Indicate a specific result. To start a business with the wording “I want to become rich” is to doom him to failure. Determine the market niche, profit level, turnover.
3. Think over the steps that will lead to the indicated result. Be logical and do additional analysis if you are unsure of the knowledge.

Stick to these rules whether you want to impress investors or create a project for yourself. Constantly ask the question: "Why does a business need to succeed?" The key to success can be a successful product, team qualifications, the influence of partners, etc. Having found the answer, use your advantage to the maximum, and the result will meet expectations.

Business plan structure: main sections

Wondering how to write small business business plans yourself? Maintain a clear structure so that you and your partners can navigate the document.

Cover page decoration

The title of the project is written on the title page , indicate the amount of investment and the expected payback period. It is also appropriate to provide information about the organization: address, contact numbers, full name of the owner.

Writing a resume: briefly about the main

The resume is the first section of interest to potential investors. So that the acquaintance with the project does not end there, state the essence of the idea. Emphasize goals and objectives, list the necessary resources and methods of project implementation. Be sure to highlight why the offer is unique.

In conclusion, move on to the numbers:

• necessary investments for opening;
• the project launch date;
• the planned and actual date of the refund.

Finally, indicate the expected profit. There is no need to use lengthy stories about the benefits of the enterprise: it is enough to make a competent calculation.

Defining goals and objectives: be concise

The section "Goals and Objectives" defines the position that you plan to take. Mention the technological processes required to achieve the result, but do not go into details - you will provide information in the appendices. The main task is to tell why the offer wins against the competitors. But avoid unsubstantiated statements, because every word must be supported by facts.

Do you want to emphasize the originality of the idea? List patents and copyright documents. Indicate the ways for further development so that investors can see the long-term benefits of cooperation.

Market analysis, identification of the desired segment

After conducting market analysis, you will determine if there are available niches. It is necessary to consider the internal state of the selected industry and the influence of external factors (for example, a difficult economic situation, lack of personnel). Consider the risk of competition and explain how your product benefits.

To improve the effectiveness of your plan, define the market segment. You will need to draw up a portrait of the buyer, considering the following:

• age;
• social status;
• needs;
• the reasons why the client will contact you.

Having determined the portrait of a potential buyer and his needs, assess the capabilities of the enterprise. Particular attention should be paid to this part if you are planning to start a new business.

The description of a product or service is presented with an emphasis on consumer benefits. Simply put, don't tell me what a great product you have, but describe why the client needs it.

The listing of characteristics and properties should include the following:

• the product's name;
• appointment;
• enumeration of the main properties and short story about minor;
• definition of competitiveness;
• the presence of a copyright or license (if they are yet to be obtained, mention this point);
• information on supplies, guarantees, availability service;
• description appearance;
• availability of certificates;
• performance characteristics;
• disposal methods.

Describing the items will make planning easier and help you understand which properties need to be improved.

Marketing Analysis and Plan: Promotion Strategy

The task of marketing analysis is to develop a product image and determine a promotion strategy. When you outline the circle of buyers and set the required volume of goods, think over the ways of delivering information to the audience.

It will be easier to formulate the needs of future buyers by answering a number of questions:

1. Describe what they are purchasing now that your product is not on the market. List popular suppliers, purchase volume, indicate average price.
2. The hardest part is to understand why the consumer prefers a certain product. When buying kitchen utensils, the client can choose a set with the largest number components, bet on convenience or evaluate attractive design... You need to determine his motivation, which will help desk research, telephone surveys and expert interviews.
3. Ask the main question: "How to get people to buy my product?" It is possible to attract customers with advertising campaigns, participation in exhibitions, sending out flyers, and providing free samples.

The nuances of the work depend on whether the activity is aimed at a wholesale or retail consumer, whether you are going to attract legal or individuals etc.

Production and organization plan

In the next section, you will list the stages of production, mentioning the availability of facilities, equipment and personnel. Describe everything in detail; if a partner is involved in the business, he must understand the costs. It is also necessary to calculate the cost of production, making an adjustment for variable factors.

In the organizational part, the implementation schedule is given, the terms are indicated. Also listed are the legislative acts that regulate activities in the selected area.

Financial plan: calculate funds

In 70% of cases, the reason why startups are closed is the lack of funds. To avoid this prospect, make a financial plan. It includes the following:

• plan of income and expenses;
• the term of the project;
• approximate balance for the 1st year of work;
• break-even analysis.

For investors to assess the prospects, provide a debt repayment schedule. Focus on the rational use of funds, while reducing costs. But save wisely: one of the mistakes that doom entrepreneurship to failure is the underestimation of upcoming spending.

Risk analysis: save yourself from surprises

Finally, consider the situations that threaten your business and suggest solutions to the problems. The right strategy will attract investors and make your job easier.

The structure of the business plan can be changed by adding paragraphs and appendices. If you have an idea of ​​what you are going to do, then you will cope with the task.

New tool in the works: SWOT analysis

Once you know how to write a business plan correctly, you take on the strategic part. It is necessary to identify external and internal factors affecting the development of the organization, and describe the current situation. A SWOT analysis will help to cope with the task, implying that you distinguish 4 sides of the project:

The versatility of the method allows you to apply it in any area, whether you choose a farm or a car service. Use does not require special knowledge, just avoid common beginner mistakes:

• revaluation strengths;
• attempts to pass off a disadvantage for an advantage;
• intentionally or accidentally ignoring the cons.

To get results, be honest with yourself: you can keep silent about the shortcomings in advertising campaigns, but when drawing up a business plan, a mistake will be disastrous. First of all, look at the product or service through the eyes of the consumer, assess the strengths and weaknesses. Be meticulous and use different sources: consult with the team, conduct testing, create several SWOT tables for the relevant market segments. And to get an idea of ​​how to conduct analytics step by step, look at an example:

Business plan for the tailor shop

The option of opening an atelier is suitable for novice entrepreneurs who have skills in sewing and repairing clothes. After all, despite the abundance of shops, finished products remains standardized. Fashion trends put individuality at the forefront, so there will be no shortage of customers. You just need to think about how to attract them and transfer them to the status of regular customers.

First steps: define goals and price

Even a small business will need a business plan that defines goals. To them, I advise you to include the following:

• creating a profitable organization;
• income generation;
• satisfaction of consumer needs in sewing and repairing clothes within a particular area.

Choose an individual entrepreneur as a legal form, since the accounting requirements are simpler, and tax fees are lower. Then define the range of services provided, which will include:

• sewing new clothes;
• minor repairs to the old one;
• restoration.

While tailoring remains the most expensive service, repairs will generate most of the profits. This is due to the fact that the creation of a new model takes on average 14 days, and an old thing can be put in order in 15-30 minutes. The cost of repairs starts from 200 rubles, which will provide quick payback upon availability of clients.

Selection of premises and equipment

Location remains a key factor, so look for space in a mall or on the 1st floor of a building. The option with a shopping center is more profitable due to the cross-country ability, besides, the customers of the stores will want to fit the purchased clothes on the spot.

But to equip the workshop by making repairs in an ordinary apartment will be easier. Keep in mind that placement on the upper floors is acceptable in cases where you already have an established customer base.

Ideally, the atelier is located in the city center, close to clothing stores.

Choose a room with an area of ​​20 sq. m. and more to arrange everything you need. On initial stage you will need:

• 3 professional cars (about 7,000 rubles per piece);
• special iron or steam generator (11,000 rubles);
• overlock (5,000 rubles).

Not to do without furniture for equipment working area and a comfortable waiting area for clients. You will have to buy the following:

• cutting table;
• tables for cars;
• chairs;
• mirrors;
• dummy;
• hanger for outerwear of employees and visitors;
• sofas and a coffee table for the waiting area.

Buy also consumables, because respectable clients will not want to bring threads, elastic bands, zippers along with the fabric. Together with the cost of furniture, you will need to allocate 24,000 rubles.

Staff recruitment and payment

Recruiting determines success, so look for people who love what they do. You will need 2-3 seamstresses and a cutter, who can be found using ads on the network or recruiting agencies. The average salary of a seamstress is 15,000 rubles, a cutter - 20,000. The percentage of completed orders is also added to the rate (20-40%), which stimulates to work better.

When hiring employees, stipulate the nuances of responsibility. Often, clients bring expensive materials, and the seamstress or cutter must reimburse all costs for their damage.

Provided that marketing campaigns are carried out correctly, the ateliers pay off in 2 years. It is only necessary to think over all the stages of business promotion, reducing the share of advertising in local media. If you spend money on a noticeable sign, develop branded packages, do a small mailing of discount coupons, you will soon acquire a regular clientele.

Business plan for an on-site car service

Since car sales do not stop even during the crisis, their service will become a constant source of income. An exit car service is in demand: you will provide services that do not require a lift and take a couple of hours. The price list will include system adjustments, checking the battery operation, the presence of oil and other fluids, and a simple replacement of parts. With the right approach, the profitability of the enterprise is at the level of the service station.

What you need to start

To get started, you can't do without the following:

1. Take care of vehicle containing necessary equipment... The Gazelle minibus, which you will rent, will do.
2. Of the equipment, you will need jacks (without them, you cannot replace the pads or filters) and a sunbed on rollers. Also get a vacuum cleaner and a couple of compressors, including a suction one. The importance of having keys and other tools need not be mentioned.
3. Sale will become an item of profit Supplies... You buy oil, candles, liquids at wholesale prices, and sell at retail.

To begin with, you will carry out the work yourself, expanding the staff as needed. With an increase in the customer base, it is worth hiring a dispatcher who explains the nuances: you will not have to break away from business.

How to identify clientele

Who is the clientele of such organizations? These are mainly people who drive old models of budget cars. Their cars need regular maintenance (oil change, brake pads, tire pressure check), but due to being busy at work, the owners postpone visits to the service station. The result is unplanned breakdowns, making your services more in demand.

To find customers, you should not post ads in garages. Such niches turn out to be occupied, so it is better to hire a pretty girl-promoter as part of an advertising campaign. She will distribute brochures to car owners in the parking lot, and later you will clip the remaining advertisements under the windshield wipers.

How to write text for a booklet? Offer customers to save time, not money. Make a bet that they won't have to go to the workshop after work, but the car will still be in perfect order. Accompanying the offer with a transparent pricing policy, you will attract the consumer.

Disaster services are also popular: they are used when the owner has lost the keys or cannot start the engine for no apparent reason.

How to increase profitability

To make your business pay off, buy quality equipment and take care of the selection of employees. After all, it is difficult to find a master: people are guided by the principle "I have not found work in construction - I will go to a car service". If you or your employee is not qualified, then taking out a loan to start a business or purchase equipment is useless.

What is a business plan for? The majority will probably answer - to get a bank loan. This statement is true, but only partially. First of all, the entrepreneur himself needs a plan in order to understand the size of the initial investment for the start, how long it will take to reach self-sufficiency and projected revenue indicators, to assess the level of profitability, the payback period and many other parameters.

Very often, a novice businessman (and not only a beginner) does all planning and calculations by eye on a napkin or in his head (and sometimes does not do it at all), forgetting about many costly items, which results in many mistakes and leads to bankruptcy.

Typical mistakes: when determining investments, the costs of financing activities before reaching self-sufficiency are not taken into account, the amount of inventories is incorrectly determined (the size of inventories is set for one month, and based on the turnover period, stocks for 3 months are required), taxes and insurance deductions are not taken into account in the calculation of the payroll , the need for personnel is incorrectly calculated and many others.

A correctly drawn up business plan with detailed calculations is the key to a successful start in any entrepreneurial activity, which will allow at the stage of forecasting to cut off unprofitable options and, as a result, protect yourself from the loss of your own investments or the funds of the investor (lender).

Suppose you are planning to install, the calculation made shows that the full payback will be 5 years, it is obvious that this will not be a completely correct investment, it is unlikely that the machine will work without breakdowns for such a period of time. (For reference: the optimal payback for this type of activity is 12-18 months.)

Is it better to buy a ready-made business plan or make one yourself? If we are talking about a small business, then we definitely need to do it ourselves. This will allow you to dive deeper into the project, understand its essence, and sort out the economics of future activities for yourself. Well, if you want to organize a production that requires multi-billion dollar investments, then you cannot do without the help of specialists.

On the site you will find samples of ready-made business models with all the calculations, which you can use as a basis for drawing up a feasibility study for your specific project.

Algorithm of actions

1. Acquaintance with the given sample of the feasibility study.
2. Collection of statistical data for a specific region where business activities will be carried out.
3. Marketing research:, identifying the strengths and weaknesses of the project ().
4. Updating information on the economic side: searching for potential and raw materials, requesting commercial proposals, recalculating the cost and determining the final price based on current market realities, as well as determining the level of profitability.
5. Conducting a stress test of the numbers reflected in the calculation (what will be the payback if the revenue is N percent less than planned). Based on the data obtained, drawing up several scenarios for the development of an event: conservative, realistic and optimal.
6. carrying out economic activities.
7. Choosing the most profitable one (studying legal schemes to reduce the tax burden).

Based on the analysis and generalization of the information received, make your own economic feasibility study of the project with the help of which you can determine the feasibility of investing funds.

Please note that you can download any business plan you like for free. If there is no download form somewhere, you can ask a question through a special form, and in a short time we will add this opportunity... Across this form you can also clarify any moment regarding the described model, and we will try to find a specialist to provide competent advice on the moment you are interested in.

Not a single entrepreneurial project can do without a business plan. This document is detailed instructions opening a commercial business, where the tasks that need to be solved in order to achieve the final goal (that is, obtaining maximum profit), as well as the methods and means that the entrepreneur is going to use. Without a business plan, it is impossible neither to obtain investments in a commercial project, nor to apply to a bank for a loan for business development. However, even if an entrepreneur does not plan to attract third-party funds, he still needs a business plan - for himself.

Why is this document needed, and what is it exceptional importance? A well-written business plan, which contains verified information and verified figures, is the foundation of a commercial project. It will allow you to analyze in advance the state of the market and the severity of competition, predict possible risks and develop ways to minimize them, assess the size of the required start-up capital and the total amount of capital investments, as well as the estimated profit - in short, find out whether it is advisable to take financial risk and invest in this idea. ...

"Business idea"

The basis of any project is a business idea - what, in fact, everything is intended for. An idea is a service or product that will bring profit to an entrepreneur. The success of a project is almost always determined by choosing the right idea.

• Which idea is successful?

The success of an idea is its potential profitability. So, at each time there are directions that are initially favorable for making a profit. For example, some time ago it was fashionable to import yoghurts into the Russian Federation - this product instantly gained popularity among the population, and the number of importing firms grew in proportion to this popularity. Only a completely unlucky and incompetent entrepreneur could fail a project in this area and make the business unprofitable. Now the idea of ​​selling yoghurts will most likely not be successful: the market is already oversaturated with products. domestic production, imported goods are unlikely to be favorably received by consumers due to the high price and customs difficulties, in addition, the main players in this segment have already gained a foothold in the market and have established supply and distribution channels.

Most entrepreneurs, choosing an idea for making a profit, think in terms of the majority - they say, if this business brings income to my friend, then I will be able to organize my business. However, the more “role models” there are, the greater the level of competition and the less opportunity to dictate their prices. In mass business approximate prices are already installed, and in order to increase their competitiveness, a newcomer has to set prices below market prices in order to attract customers - which, of course, does not contribute to obtaining large profits.

Potentially highly profitable ideas now are those proposals that help an entrepreneur to occupy a free market niche - that is, to offer something that other businessmen have not yet thought of. To find an original business idea, sometimes it is enough to look around and think about what consumers are missing in a certain area. So, a successful idea was the production of mops that allow you to squeeze a rag without getting your hands wet, or special lamps that cannot be dismantled without the use of special tools - this know-how has significantly reduced the number of thefts of light bulbs in the entryways.

Often, original ideas do not even need to be generated on their own - you can use new products that are successfully implemented in other countries or cities, but have not yet occupied the corresponding market niche in your region. By following this path, you will be the first to offer this know-how to consumers in your region or country, which means that you will be able to set prices for this product (service).

However, originality alone is not enough for a successful business idea. There are two objective prerequisites for a business to be successful:

1. - a potential buyer feels the need for your product, or at least understands its usefulness (for example, a person may not yet know about a certain medicine, but he realizes that something like this can cure his illness);
2. - the buyer is ready to pay for your product or service) exactly the price that you plan to ask for (for example, almost everyone wants to buy a car - however, as we know, not everyone can afford a car).

And one more note about innovative business ideas - excessive originality can only hurt profitability, since the potential audience may simply not be ready for your proposal (most consumers are conservative by nature and hardly change their habits). The least risky option is to stick to the golden mean - that is, to bring to the market already familiar goods or services, but in an improved form.

• How do you know if a given business idea is right for you?

Even a potentially successful business idea may not turn out to be so in practice if it does not suit a particular entrepreneur. So, opening a beauty salon is relatively easy - but if you do not understand the intricacies of the salon business, then your brainchild is unlikely to bring you a good profit. A business idea must necessarily be supported by the entrepreneur's experience, knowledge and, of course, opportunities. What indicators indicate that your project will be within your reach?

1. - Professionalism. You can have a specialized education in your chosen field, or you can just as well be a self-taught self-taught person. The main thing is that you have understanding. production process and others necessary knowledge in the selected area.
2. - Passion. You should like what you are going to do and offer. Moreover, you should like not only the final product, but also the process itself, because you will not be able to give all your strength to an unloved business, which means that it will be difficult to bring it to good level... Remember the famous proverb: "find a job that you like - and you will not have to work a single day in your life."
3. - Personal features... If you are a closed and uncommunicative person, you feel uncomfortable in the company of other people, then it will be difficult for you to negotiate. And if you, for example, are a convinced vegetarian, then there is no point in considering trading in semi-finished meat products - even if this business can bring a good profit, you will still be uncomfortable doing it.
4. - What you have (land, real estate, equipment, etc.). Starting any production will be much less expensive if you already have the right equipment. And if you inherited, say, private house close to the road, then this is a good opportunity to profit from roadside trading, because your competitors, if they are found, do not have such a good location, and this advantage may even block your inexperience.

Competition: how to become special:

As mentioned above, for the application of your entrepreneurial efforts, it is most expedient to choose those areas where competition is frivolous or absent altogether. However, in most cases, entrepreneurs in one way or another have to face competitors, and businessmen are faced with the question - how to stand out from their background? This can be done due to the following advantages:

Competitive advantages

When declaring yourself to potential consumers, try to immediately draw their attention to the advantages that distinguish your offer from similar ones, so that buyers can see what exactly you can satisfy their needs. in the best way... Do not hesitate to emphasize your merits and do not rely on the ingenuity of consumers - they are unlikely to wonder why your product (service) differs from the product (service) of your competitors in better side... Let's say, if the recipe of the bread you bake involves the enrichment of the product with vitamins and other useful substances, then be sure to convey this fact to your future buyers. You should not position your bread simply as a tasty and fresh product, because your competitors have it exactly the same - hardly anyone will sell a tasteless and expired product. But vitamins are your competitive advantage, and the buyer must definitely learn about it, therefore, advertising must be thought out accordingly.

So, we have sorted out some of the nuances preliminary preparation to writing a business plan, and now we can closely pay attention to this particular document and its main sections.

1. Title page.

The title page is the face of your business plan. This is what your potential investors or bank employees see in the first place when they decide to grant you a loan for business development. Therefore, it should be clearly structured and contain all the key information about your project:

1. - The name of the project (for example "Production of self-wringing mops" or "Creation and development of a commercial Internet radio station called" XXX ");
2. - Organizational and legal form of the project and name legal entity(if there are several such persons, then a list indicating the areas of responsibility is required);
3. - Author and co-authors of the project
4. - Annotation to the project (for example, “this document is step by step plan founding and developing a commercial radio station ... ");
5. - Project cost (required start-up capital)
6. - Place and year of creation ("Perm, 2016").

2. Summary.

This item represents short description project ideas, terms of its implementation, the main goals and objectives for the implementation of the idea, the estimated turnover and production volumes. forecast of key indicators - project profitability, payback periods, initial investment, sales, net profit, etc.

Despite the fact that the summary is the first section of the business plan, it is drawn up after this document has already been fully written and rechecked, since the brief description covers all other sections of the BP. The resume should be concise and extremely logical and fully disclose all the advantages of the project so that investors or a potential lender can see that this business idea is really worth investing in it.

3. Market analytics

The section reflects the state of the market sector in which the project will be implemented, the assessment of the level of competition, the characteristics of the target audience and industry development trends. It is very important that the market analysis is carried out on the basis of high-quality marketing research containing real indicators (falsified or inaccurate analysis reduces the value of a business plan to almost zero). If the entrepreneur is not competent enough in the chosen area, then in order to avoid inaccuracies and mistakes, he should outsource the marketing research by ordering it from a trusted marketing agency.

This section usually takes up at least 10% of the total volume of the business plan. His approximate plan is as follows:

1. - general description the chosen industry (dynamics, trends and development prospects - with specific mathematical indicators);
2. - Characteristics of the main market players (that is, direct and indirect competitors), an indication of the competitive advantages and characteristics of your business project in comparison with other entities;
3. - Characteristics of the target audience ( geographical position, age level, gender, income level, type of consumer and user behavior, etc.). Creation of a portrait of a “typical client” with an indication of the main motives and values ​​that are guided by the latter when choosing a product (service), pessimistic forecasting (that is, the minimum flow) of consumers of a product (service);
4. - Review of the most effective channels and ways to promote goods (services);
5. - Review and identification of the most likely risks that an entrepreneur may face in this market segment and offer ways to eliminate or minimize them (it must be remembered that risks are external circumstances and factors that do not depend on the entrepreneur);
6. - Forecast of possible changes in this market segment, as well as an overview of factors that may affect the profitability of the project.

4.Characteristics of goods (services) and their implementation

This paragraph describes in detail those goods that the entrepreneur is going to produce, or those services that he is going to sell. Particular attention should be paid to the competitive advantages of a business idea, that is, what will distinguish this proposal from the general variety. However, one should not be silent about the shortcomings and weaknesses of the idea, if any - it is better to play fair with investors and creditors, moreover, they can analyze this point on their own, and in the case of a one-sided description, you risk losing their trust, and with it - and hope for financial investment in your idea.

A special attractiveness to the described idea will be given by the presence of a patent - if an entrepreneur offers any know-how and has already managed to patent it, then this fact must be reflected in the document. A patent is both a competitive advantage and a basis for a greater likelihood of obtaining loans or investments.

The chapter must necessarily display:

1. - a brief description of the idea;
2. - ways of its implementation;
3. - description life cycle product (service);
4. - the percentage of secondary purchases;
5. - the ability to create additional product lines or service options, the ability to segment the proposed product;
6. - the expected modification of the offer in accordance with changes in the market situation and factors affecting profit.

5. Ways to promote business (marketing and strategic plans)

In this chapter, the entrepreneur describes exactly how he intends to inform a potential consumer about his product and how he will promote this product. Reflected here:

6. Description of the production process

The production plan is a detailed description of the complete algorithm for the production of a product from finding it in a raw state until the moment when the finished product appears on the shop windows. This plan includes:

1. - a description of the required raw materials and basic requirements for them, as well as the suppliers from whom you plan to purchase these raw materials;
2. - reception, processing and pre-production preparation of raw materials;
3. - the actual technological process;
4. - the output of the finished product;
5. - the procedure for testing the finished product, its packaging and transfer to the warehouse and subsequent delivery to the buyer.

In addition to the actual description of the production process, this chapter should also reflect:

1. - characteristics of the equipment used, as well as the premises where the production process will be carried out - indicating all the necessary standards and requirements;
2. - a list of the main partners;
3. - the need to attract resources and borrowed funds;
4. - business development calendar - from the start of production to the time when the funds invested in the project begin to pay off.

7. The structure of the enterprise. Personnel and management.

This chapter describes the internal scheme of the functioning of a business project, that is, an administrative and organizational plan. The chapter can be roughly divided into the following sub-clauses:

1. - organizational and legal form of the enterprise (LLC, individual entrepreneur, etc.);
2. - the internal structure of the enterprise, the distribution of responsibilities between the services, the channels of their interaction (it would be best if this subparagraph is additionally illustrated with appropriate diagrams);
3. - staffing table, a list of responsibilities of each employee, his salary, channels and criteria by which the selection of personnel will be carried out;
4. - a list of measures for the policy in the field of work with personnel (advanced training, training, personnel reserve, etc.)
5. - participation in business development activities (competitions, conferences, fairs, grants, government programs, etc.).

8. Risk assessment. Ways to minimize risks.

The purpose of this point is a preliminary assessment of possible negative circumstances that will affect the achievement of the desired indicators (business income, customer traffic, etc.) - the basis for this assessment is, again, marketing research of the market. Risks are divided into external ones (for example, increased competition and the emergence of new strong players in this segment, an increase in rental rates and utility bills, natural disasters and emergencies, changes in tax legislation towards increasing rates, etc.) and internal (what can happen directly inside the enterprise - equipment breakdowns, unscrupulous workers, etc.).

If an entrepreneur has information in advance about what exactly he should be afraid of on the way of implementing and promoting his project, then he can think in advance of the ways in which he will neutralize and minimize negative factors. For each risk, a number of alternative strategies should be proposed (a kind of table of measures to be taken in case of emergency). One should not hide certain risks from investors or creditors.

Special attention should be paid to such a form of protection as insurance against various risks. If an entrepreneur plans to insure his business, then this must be mentioned - indicating the chosen insurance company, the amount of insurance premiums and other details related to the case.

9. Forecasting financial flows

Perhaps the most responsible head of a business plan. Because of its importance, you should entrust its writing to professionals if the entrepreneur himself does not have a financial and economic education. So, many startups who have creative ideas, but do not have sufficient financial literacy, in this case resort to the services of investment companies, which later put their certification visa on the business plan - this is a kind of guarantee of reliability of calculations and will give the business plan additional weight. in the eyes of investors and lenders.

The financial plan of any business project includes:

1. - balance sheet of the enterprise;
2. - calculation of expenses (payroll of employees, production expenses, etc.);
3. - profit and loss statement, as well as cash flow;
4. - the size of the required external investment;
5. - calculation of profit and profitability.

The profitability of a project is a key indicator that has a decisive influence on the decision of investors about investing in a given business. Calculations on this topic cover the period from the introduction of start-up capital into the project and third-party investments until the moment when the project can be considered break-even and starts to generate net profit.

When calculating profitability, the basic formula R = D * Zconst / (D - Z) is usually used, where R is the threshold of profitability in monetary terms, D is income, Z is variable costs, and Zconst is fixed costs. However, in long-term calculations, one should also include in the calculation formula such indicators as the inflation rate, renovation costs, deductions to the investment fund, an increase in the wages of employees of the enterprise, etc. As a visualization method, again, it is advisable to use the Gantt chart, which is convenient for tracking the level of growing income and reaching the break-even point.

10 regulatory framework

All documents that are necessary for the legal support of a business are indicated here - certificates and licenses for goods, permits for certain types of activities, acts, approvals, etc. - with a description of the conditions and terms of their receipt, as well as the cost. If any documents are already in the hands of an entrepreneur, this must be indicated, and this fact will also become an advantage in the eyes of investors.

11.Applications

At the end of the business plan, the entrepreneur provides all the calculations, diagrams, graphs and other auxiliary materials that were used to make financial forecasts, market analysis, etc., as well as all materials that visualize the points of the business plan and facilitate its perception.

"The main mistakes when drawing up a business plan"

At the end of the article, I would like to say a few words about the most common mistakes that inexperienced entrepreneurs make when drawing up business plans. So what should you avoid if you don't want to scare potential investors away from your project?

Excessive bloat and bulk. A business plan is not homework, where the large size of the writing increases the chances of a good grade. The approximate size of a business plan is usually 70-100 sheets.

Complexity of presentation. If the investor reading your plan cannot understand your idea after reading two or three sheets, then there is a high probability that he will put the BP aside.

Lack of necessary explanations. Remember that an investor is not obliged to understand the area of ​​the market in which you offer him to invest money (and in most cases he really does not understand it, otherwise he would have already launched an independent business). Therefore, you need to concisely introduce the reader to the course of basic details.

Streamlined phrases-characteristics ("huge market", "great prospects", etc.). Remember: only accurate and verified information and forecasts.

Providing approximate, unverified, or knowingly false financial statements. We have already focused on this topic above, therefore - no comments.

It is a document that highlights all the characteristics of the future organization, an analysis is carried out possible problems and risks, their prediction and methods by which it will be possible to avoid them.

Simply put, a business plan for an investor is an answer to the question "Do I need to finance a project or send it to the trash bin?"

Important! A business plan is drawn up on paper, taking into account some rules and regulations. Such presentation of the project materializes your idea to some extent, shows your desire and willingness to work. Also, the design on paper makes it easier for the investor to perceive the idea.

Self-preparation of a business plan

It is not so difficult to draw up a business plan yourself, you just need to carefully consider the idea. Before you grab a calculator and calculate your income, there are a few things you need to do.

1. Identify the "pros" and "cons" of the idea. If the number of "minuses" goes off scale - do not rush to give up. Some aspects can be turned in the opposite direction, think about ways to solve such "minuses".
2. Important characteristics are competitiveness and market stability.
3. The sales market needs to be thought out to the smallest detail.
4. The payback of the product (service) and the time to receive the first profit will allow you to determine (approximately) the required amount for investment.

If, after such a superficial analysis, you do not feel like giving up your brainchild, then it's time to take a blank slate and start creating a business plan.

It's important to know! There is no single structure and step-by-step instructions on how to calculate a business plan. Therefore, the presence and order of the items included in the plan is determined independently. However, experts have established the most optimal variant of the plan structure. If there is no experience in drawing up such documents, you need to use these recommendations in order to correctly compose the work.

The structure and procedure for drawing up a business plan

The structure of a good business plan, according to economists, should include 12 points. Each of them is described below.

Title page

The following parameters are specified here:

• name of the project;
• the name of the organization where the project is planned to be implemented, indicating phone numbers, addresses and other contact details;
• the head of the above organization;
• developer (team or leader) of a business plan;
• date of preparation of the document;
• it is allowed to put on the first sheet of the most significant indicators of financial calculations for the project.

This document is required for copyright protection of the idea and business plan. It reflects the reader's awareness that he is not entitled to distribute the information contained in the document without the permission of the author. There may also be an indication of the prohibition of copying, duplicating a document, transferring to another person, a requirement to return the read business plan to the author if the investor does not accept the agreement.

An example of a privacy memorandum can be seen below.

The next 2 sections of the plan are “Brief summary” and “ main idea project ”- introductory. They can be used as a preliminary offer (for review) to partners and investors, until negotiations are scheduled.

Brief summary

Although a short summary of such a document is at the beginning, it is written in final stage, as a result. A resume is an abbreviated description of a project idea and a list of the most significant characteristics financial component.

The following questions will help here, answering which you can get a great resume:

1. What product does the company plan to sell?
2. Who would want to buy this product?
3. What is the planned sales (production) volume for the first year of the company's operation? What will be the revenue?
4. How much is the total cost of the project?
5. How will an enterprise be formed according to its organizational and legal form?
6. How many workers do you plan to attract?
7. What is the required amount of capital investments for the project?
8. What are the sources of funding for this project?
9. How much is the total profit (profitability) for a specific period, the payback period, the amount of funds at the end of the first year of operation of the enterprise, profitability. Net present value.

It's important to know! The resume is read by the investor first. Therefore, the further fate of the project depends on this section: the investor will either become interested or bored. This part should not exceed 1 page.

The main idea of ​​the project

1. What is the main project goal?
2. What are the tasks of the enterprise to achieve the main goal?
3. Are there barriers to your goal and how to get around them?
4. What exact actions does the author propose to perform in order to as soon as possible to achieve a result and achieve a goal? What are these terms?

Important! It is necessary to provide clear, real and explicit arguments that confirm confidence in the profitability and success of the project. The volume of this part is optimal within 1-2 pages.

In the same section, it is customary to use the conducted SWOT analysis. – assessment of strong, weak features of the enterprise, opportunities (prospects), as well as possible threats. It is unlikely that it will be possible to make a business plan correctly and most completely without such an analysis.

The SWOT analysis reflects 2 sides that affect the life of an organization: internal, which concerns the enterprise itself, and external (everything that is outside the company that it cannot change).

Do not forget: you describe the company, not the product! A common mistake of authors is that they begin to write the characteristics of the product in the “strength” column.

Here are the parameters you can use to describe strengths or weaknesses:

• high-tech production;
• service and after sales service;
• multifunctionality of the product (without affecting its specific properties);
• the level of qualifications and professionalism of employees;
• level technical equipment enterprises.

External factors ("opportunities" and "threats") include:

• market growth rates;
• the level of competition;
• the political situation in the region, country;
• features of legislation;
• features of the consumer's solvency.

Example

Characteristics of the industry on the market

• dynamics of sales of similar products in the industry for last years;
• the growth rate of the market sector;
• trends and features of pricing;
• an exhaustive assessment of competitors;
• search and indication of new and young enterprises in the industry, as well as the characteristics of their activities;
• description of the consumer market, their desires, intentions, requirements, opportunities;
• assessment of the possible impact of scientific, social, economic aspects;
• development prospects in the market.

The essence of the project

This section reveals the idea, the subject of the business plan. It also reflects the level of preparedness of the enterprise for going out, the availability of all the funds required for this.

The most important provisions in this section:

• primary goals;
• description of the target consumer segment;
• key performance factors for market success;
• detailed presentation of the product, the characteristics of which must be within the framework of the market segment defined above;
• product development stage (if production is started), patent and copyright purity;
• characteristics of the organization;
• the total cost of the project, indicating the financing schedule by periods and investment amounts;
• the required expenses of the initial period for the marketing campaign and the formation of a well-coordinated organizational structure.

Marketing plan

The tasks, goals of marketing policy and methods of their solution and achievement are indicated here. It is important to indicate which task is intended for which personnel, in what time frame it is required to complete it and with the help of what tools. The funds needed for the latter must also be indicated.

Marketing plan Is a strategy, a set of sequential and / or simultaneous steps, created to attract consumers and provide effective return on their part.

The investor will be attentive to such points as:

• well-developed system of comprehensive research and market analysis;
• the planned volume of sales of goods (services) and its assortment, scheduled for time periods until the enterprise enters full powers;
• ways to improve products;
• description of product packaging and pricing policy;
• procurement and sales system;
• advertising strategy - clearly formulated and understandable;
• service planning;
• control over the implementation of the marketing strategy.

Production plan

Everything that relates directly to the creation of products is reflected in this part. Therefore, it is advisable to draw up this section only for those companies that plan not only distribution, but also production of products.

Points to be indicated:

• required production capacity;
• detailed interpretation of the technological process;
• detailed description of the operations entrusted to subcontractors;
• the necessary equipment, its characteristics, cost and method of purchase or lease;
• subcontractors;
• the required area for production;
• raw materials, resources.

It is important to indicate the cost of everything that requires costs.

Organizational plan

At this stage, the principles of organizational strategic management of the company are developed. If the enterprise already exists, then this paragraph is still required: here the correspondence of the existing structure to the intended goals is determined. The organizational part must certainly contain the following data:

• the name of the organizational and legal form (individual entrepreneur, JSC, partnership and others);
• organizational management system, reflecting the structure in the form of a diagram, regulations and instructions, communication and dependence of departments;
• founders, their description and data;
• management team;
• interaction with staff;
• supplying the management system with the necessary material and technical resources;
• location of the company.

Financial plan

This chapter of the business plan provides an aggregate economic assessment a written project accompanied by calculations of the level of profitability, payback periods, financial stability of the enterprise.

The financial plan is very important for the investor, here he determines whether this project is attractive for him.

Here you need to make some calculations and summarize them:

Risk analysis

In a risk analysis, the author must investigate the project and identify potential threats that could lead to lower revenues. It is necessary to take into account financial, industry, natural, social and other risks. At the same time, it is necessary to develop a detailed and effective plan to prevent them or minimize the impact on the company. Therefore, the business plan must indicate:

• a list of all potential problems;
• a set of techniques and tools to prevent, eliminate or minimize risks;
• models of the company's behavior in the event of events that do not contribute to its development;
• justification of the low likelihood of such problems.

Applications

This is the last link in the structure of the business plan. It includes documents, quotes, sources, copies of contracts, agreements, certificates, letters from consumers, partners, statistics data, calculation tables used in the preparation of this document. For applications in the text of the business plan, you need to insert references and footnotes.

General document requirements

• it is necessary to write a business plan in a clear, concise language, without long and complex wording;
• the desired volume is 20-25 pages;
• the business plan must cover all the information required by the investor in full;
• the document must be based on real facts, reasonable rational proposals;
• the plan must have a strategic foundation: rigorous, delineated and complete, with clear targets;
• interconnectedness, complexity and consistency are important features of drawing up a plan;
• the investor must see the future, the prospects for the development of the project idea;
• the flexibility of the business plan is a significant plus. If you can make adjustments, amendments to the written project are a nice bonus for the investor;
• the conditions and regimes of control over the functioning of the enterprise should become part of the business plan.

Making a business plan from scratch without the help of a specialist is not easy, but possible. It is important to adhere to the above rules, build structure and avoid mistakes.

The most common mistakes

• Illiterate syllable

The rules of the language cannot be ignored. It often happens that the most incredible and promising idea flies into the basket along with a bunch of plans for incompetent IP specialists. And all because mistakes in spelling, vocabulary, punctuation and poor presentation of the text completely discourage any investor.

• Sloppy design

The design should be the same throughout the document: bullets, headings, lists, font, size, numbering, spacing, etc. Contents, headings, numbering, titles of figures and tables, designation of data on columns are required!

• Incomplete plan

In order to correctly draw up a business plan, you need an exhaustive amount of information. The above sections of the document are the minimum that should be unconditionally included in the project.

• Vague plan

The work should be "like in a pharmacy on the scales." Clear, definite, specific statements of goals and (important!) Ideas.

• Too many details

The abundance of technical, financial, marketing terms will only help in exams. Only the most significant details need to be selected for the business plan. If there is a great need for a thorough description of a process, then you can put it into an application.

• Unrealistic data

Such business proposals are based on assumptions. Therefore, the author needs to rationally approach the idea and have a well-grounded background, a real reason, supported by calculations.

• Few facts

For each assumption - its own rationale - real, valid. Facts lend meaning and confidence to work. A fountain of facts is also not worth arranging, and if you are carried away, then we look at the rule about the details.

• "We have no risks!"

The main rule: there is no business without risk. There is no such business in which "quiet and smooth". The investor knows this, and the author must know it too. Therefore, it is time to descend from the clouds to the earth and study, research, analyze.

• "And we have no competitors either!"

There is always a competitor, like a risk. It can be direct or indirect. Study this topic carefully and meticulously, and an opponent will surely appear on the horizon, waving a pen at you.

• Neglecting outside help

Creating a business plan yourself does not mean doing absolutely everything yourself. Moreover, obtaining a high-quality result is possible through the joint efforts of several specialists. Do not be afraid of helpers!