Contents -- About This Course -- How to Take This Course -- 1 Introduction to Business Planning -- Definition of a Business Plan -- Objectives and Uses of a Business Plan -- Internal Uses of a Business Plan -- External Uses of a Business Plan -- What to Include in a Business Plan -- Market Strategy -- Production or Service Strategy -- Research and Development Strategy -- Organization and Management Strategy -- Financial Strategy -- How to Prepare a Business Plan -- Step 1: Organizing the Planning Process -- Step 2: Diagnosing the Situation -- Step 3: Setting Goals -- Step 4: Developing Operating Plans -- Step 5: Developing a Financial Plan -- Step 6: Writing the Business Plan Document -- Summary -- Review Questions -- 2 Diagnosing the Internal Capabilities of a Company -- The Importance of Understanding a Company's Operations -- Structure of an Internal Diagnosis -- Evaluating Market Strategy -- Evaluating Production or Service Strategy -- Evaluating Research and Development Strategy -- Evaluating Organization and Management Strategy -- Evaluating Financial Strategy -- How to Use the Results of an Internal Diagnosis -- Summary -- Review Questions -- 3 Diagnosing and Measuring Customer Satisfaction -- Structure of the Company's Operating Environment -- Focus on the Customer -- The Importance of Customer Satisfaction -- The Importance of Measuring Customer Satisfaction -- What Customers Value -- Identifying the Company's Customers -- Customer Research Versus Customer Satisfaction Measurement -- Four Key Questions for Customer Research -- Customer Versus Market Segmentation -- Measuring Customer Satisfaction -- Ten Key Steps in Customer Satisfaction Measurement -- Summary -- Review Questions -- 4 Diagnosing the External Environment -- Components of an External Diagnosis -- Analysis of Market Developments -- Analysis of Technological Developments.

Analysis of Economic Developments -- Analysis of Major Societal Forces and Trends -- Legislative and Regulatory Actions -- How to Use the Results of an External Diagnosis -- Summary -- Review Questions -- 5 Setting Goals -- Definition of a Mission -- The Purpose of Goal Setting -- The Nature of Goals, Objectives, and Strategies -- How Goals Are Established -- Where to Establish Goals and Strategies -- Setting Market Goals and Strategies -- Setting Production or Service Goals and Strategies -- Setting Research and Development Goals and Strategies -- Setting Organization and Management Goals and Strategies -- Setting Financial Goals and Strategies -- How Goals, Objectives, and Strategies Should Be Used -- Summary -- Review Questions -- 6 Developing a Sales and Revenue Plan -- Developing Quarterly Sales and Revenue Objectives -- Developing Estimates of Marketing and Sales Expenses -- Pulling Revenue and Expense Objectives Together -- Linking Sales and Revenue Objectives to the Research and Development Plan -- Finalizing the Sales and Revenue Plan -- Summary -- Review Questions -- 7 Developing a Production Plan -- Production Scheduling -- Raw Materials Planning -- Direct Labor Planning -- Production Overhead Planning -- Computing the Cost of Goods Sold -- Finalizing the Production Plan -- Summary -- Review Questions -- 8 Developing an Organization and Management Plan -- Developing an Appropriate Management Structure -- Factors Involved in the Structure -- Form of the Structure -- Implementing the Structure -- Developing Effective Management and Information Systems -- Developing an Effective Workforce -- Estimating Management and Administrative Expenses -- Summary -- Review Questions -- 9 Developing a Financial Plan -- Linking the Financial Plan to Financial Goals and Strategies -- Preparing an Income Statement -- Preparing a Balance Sheet.

Planning Working Capital -- Planning Long-Term Assets -- Planning a Financing Structure -- Finalizing a Balance Sheet -- Preparing a Cash Flow Statement -- Finalizing a Financial Plan -- Summary -- Review Questions -- 10 Preparing a Planning Document -- Contents of a Business Plan Document -- Executive Summary -- Sales and Revenue Plan -- Production Plan -- Research and Development Plan -- Organization and Management Plan -- Financial Plan -- Appendices -- Contingency Plans -- Summary -- Review Questions -- 11 Preparing a Business Plan to Raise Capital -- Alternatives for Raising Capital -- Sources of Equity -- Individuals -- Venture Capitalists -- Joint Ventures -- Public Securities Markets -- Sources of Debt Financing -- Individuals -- Commercial Banks -- Asset-Based Lenders -- Leasing Companies -- Government-Assisted Programs -- Industrial Revenue Bonds -- What Investors and Lenders Look for in a Business Plan -- People Involved -- Viability of the Concept -- Marketing Skills and Experience -- History of Success -- Personal Commitment of Resources -- Reasonableness of Financial Projections -- The Bankers Perspective -- Factors to Consider in Deciding How to Finance -- Age of the Business -- Personal Goals -- Timing -- How to Present the Plan -- Packaging the Written Plan -- Submitting the Plan -- Closing the Transaction -- Summary -- Review Questions -- 12 Implementing and Controlling the Business Plan -- The Strategic Management Framework -- Translating the Plan into Action -- The Planning/Implementation/Control (PIC) Management Cycle -- Implementing the Plan: Operational Programming -- Controlling the Plan: The Management Control Loop -- Business Plan Implementation Steps -- Step 1: Develop Action Programs -- Step 2: Design the Management Reporting and Control System -- Step 3: Build the Structure to Support Implementation.

Step 4: Implement and Control the Plan and Action Programs -- Step 5: Modify the Plan and Action Programs -- Step 6: Evaluate Results -- Summary -- Review Questions -- Appendix A -- Appendix B -- Appendix C -- Appendix D -- Bibliography -- The First Examination -- The Practice Case -- The Practice Case Solution -- The Examination Case -- Index -- A -- B -- C -- D -- E -- F -- G -- H -- I -- J -- K -- L -- M -- N -- O -- P -- Q -- R -- S -- T -- V -- W.