How to do a business planning program

Question 1: How to make a business plan? First

The purpose of a business plan is very simple, it is a weapon in the hands of the entrepreneur, is available to investors and all those interested in the entrepreneur's project, to show them the potential and value of entrepreneurship, to persuade them to invest in and support the project. Therefore, a good business plan, to make people read, the following issues are very clear:

1, the company's business opportunity;

2, the creation of the company, the process of grasping this opportunity;

3, the resources needed;

4, the risks and expected returns;

5, the action you take on the proposal.

The business plan is not an academic paper, it may be facing a non-technical background but interested in the plan, such as possible team members, possible investors and partners, suppliers, customers, policy agencies, etc. Therefore, a good business plan, should be written in a way that allows people to understand, avoiding the use of too much specialized vocabulary, focusing on a specific strategy, goals, plans and actions. The length of the business plan should be appropriate, too short, easy to make people do not believe that the success of the project; too long, it will be considered too wordy, expression is not clear. Suitable length is generally 20-40 pages long (including appendices).

From a general point of view, the principle of writing a business plan is: concise; clear; complete; language easy to understand; precise expression of meaning. Business plan generally includes the following ten parts of the content:

First, the implementation of the summary

is a one- or two-page summary of the business plan. Including:

1, the business (business) of a simple description (also known as the "elevator speech")

2, an overview of the opportunity

3, the description and forecast of the target market

4, the competitive advantage

5, the economic situation and predicted profitability

6, the economic situation and profitability

5, the business plan is generally included in the following ten parts:

1, executive summary

is a one- or two-page summary of the business plan.

6. Team Overview

7. Benefits Offered

II. Industry Background and Company Overview

1. Detailed Market Description, Key Competitors, Market Drivers

2. The Company Overview should include a detailed description of the products/services and how it meets a key customer need.

3. Be sure to describe your entry strategy and market development strategy

Third, market research and analysis

This is the window that shows how well you understand the market. Be sure to explain the following issues:

1. Customers

2. Market volume and trends

3. Competition and their respective competitive advantages

4. Estimated market share and sales

5. Trends in the market development (this is quite difficult for a new market, but always strive to be close to the truth)

IV, Company strategy

Explain how the company will compete, it includes three issues

1, marketing plan (pricing and distribution; advertising and promotion)

2, planning and development plan (development status and goals; difficulties and risks)

3, manufacturing and operations plan (operating cycle; equipment and improvements)

V. General schedule

The company's strategy is based on the following principles.

The company's schedule, including key events in the following areas

1. Revenues

2. Break-even point and positive cash flow

3. Market share

4. Product development presentations

5. Key partners

6. Financing

6. Key Risks, Issues and Assumptions

1.

1. Entrepreneurs are often not realistic enough about the company's assumptions and the risks it will face

2. Explain how you will cope with the risks and problems (emergency plan)

3. Strike a careful balance between pragmatism of vision and optimism about the company's potential

VII. Management team

1. Introduce the company's management team. Be sure to describe each member's educational and work background as it relates to managing the company

2. Note the division of labor and complementarities in management

3. Finally, describe the members of the leadership team, the business advisors, and the key investors and their shareholdings

VIII. Corporate Economics

Introduce the company's financial plan, discussing the key drivers of financial performance. Be sure to discuss the following levers:

1. Gross and net profitability

2. Profitability and durability

3. Fixed, variable, and semi-variable costs

4. Number of months to breakeven

5. Number of months to positive cash flow

IX. Financial Forecasts

1. Income reports, balanced statements, quarterly statements for the first two years, annual statements for the first five years

2, valuation cash flow analysis for the same period

3, highlighting the cost control system

X. Assumptions on the benefits the company can provide

This is your "selling point", including

1, the overall cash flow

1, the number of months it will take to reach a positive cash flow

2.

1. Overall capital requirements

2. What level of funding you need in the round

3. How you will use the funds

4. What the investor can expect to get in return

5. You can also discuss a possible exit strategy for the investor

When writing your business plan, you should aim to achieve the following objectives:

1. >

1, force ...... >>

Question 2: Writing a Business Plan How to Write a Business Plan Executive Summary Investors like to read the first two pages of a business plan when they read the summary. If the outline of the business plan looks like a glossy marketing sheet, with the text arranged in columns with some relevant pictures, it will be better able to attract the attention of investors, otherwise they may not bother to read on. Many websites and books have articles on how to write a perfect executive summary. All of these articles list a bunch of writing points, all of which could take up to 50 pages to write. Of course, the authors ask you to be concise. Before you start, remember that the purpose of the executive summary is to provide a printable version of the elevator pitch and to make a positive first impression on the reader. Think of it as a sales attempt rather than an attempt to fully describe the program or product. Here are the key elements to keep in mind when writing an executive summary: 1. Problem and solution: these are the hooks used to hook the investor and are best described in the first paragraph. State the value proposition of the project and what special thing it has to offer to whom. Don't write acronyms, company history, and the technology used behind your solution in this section.2. Market Size and Growth Opportunities: Investors are looking for huge markets that are in a period of growth. In a few sentences, write about the basic market segment, market size, growth and market dynamics: how many people or how many companies, how much output, how fast is the growth rate, and what factors drive this market segment. Don't mention market penetration if it is conservatively estimated to be only 1%.3. Competitive advantage: identify a sustained competitive advantage, such as a unique advantage, cost savings, or industry relationships. At the very least, write about how it competes with current solutions from others. Investors have likely seen many business plans similar to your solution.4. Business model: who are your customers, how are products priced, and what does a product cost? Are there any real customers at the moment and is it in the development stage? Outline the sales and marketing strategy (direct marketing, sales channels, viral marketing, lead generation, etc.). List some key numbers, such as: customer volume, license volume, product volume and profit, etc. 5, the executive team: to remember that investors invest in people, not ideas. Why is your team capable of success? What have they done before? Explain each person's background, role, and companies they have worked for. If your startup mentor or advisor has relevant industry experience, bring that up in the team description as well.6. Financial Projections and Financing: Generally, you need to show 3 to 5 years of revenue and spending projections. Investors need to know how much you want to finance now and what kind of return you can give them. Such financing needs are usually the minimum amount needed to achieve the next major milestone in the business plan. These generalized points above are not hard and fast requirements or dogma for a business plan outline. There is no such thing as an executive summary that will cover all startup programs, but make sure that each of the key issues is mentioned. Think about what are the key points in the startup program and emphasize the strengths in particular. If key points are overlooked, it can be a red flag. Investors' first impression of the project will turn negative. The last important element is not on the executive summary, but the paragraph of the company presentation in the email sent to investors. Less is more here, so write something that catches the eye and shows *** and promise. At its core, a business plan articulates three questions: what is it that we do, what value service or product are we delivering to whom, and how are we going to make it happen. Centered around these three core questions, a good business plan is typically between 20-30 pages including appendices, and an overly lengthy business plan will rather make people lose patience. The whole business plan writing is a step-by-step process, can be divided into five stages to complete. Stage 1: business plan conceptualization of the refinement of the initial concept of the plan Stage 2: market research, and industry companies and professionals to contact, to understand the industry's market conditions, such as product prices, sales channels, customer distribution, as well as market development and change of the trend and other factors. You can conduct some questionnaire surveys on your own, and you can also turn to market research companies when necessary. Stage 3: Competitor Survey, identify your potential competitors and analyze the direction of competition in this industry. How about distribution issues? The possibility of forming strategic partnerships? Who are your potential allies? Prepare a one- to two-page summary of your competitor survey. Stage 4: Financial analysis, including an assessment of the value of the company. It is important to ensure that all possibilities have been considered. The financial analysis quantifies the Company's revenue goals and corporate strategy. Detailed and precise consideration of the capital required to realize the Company is required. Stage 5: Business plan writing and revision, all ...... >>

Question 3: How to make a business party plan 10 points 1, the purpose and significance of the party

2, the theme of the party. (What is the nature of the party: seminars, research meetings, tea parties, exchanges, etc., to determine a theme)

3, the party time

4, the party location

5, the party content and process (participants, the content of the party, the party process)

6, notes. (what needs to be prepared, whether it is required to wear)

7, venue arrangement details (how many people, tables and chairs, cold food, table signs, flowers, whether the stage is needed, whether the need for acting, staff division of labor ...........)

Question 4: How to do investment planning program? The concept of investment promotion

Investment promotion mainly refers to the local *** in accordance with industrial policy and planning, will be a certain amount of land use rights and specific attached to its various preferential policies to sell to investors, and investors in accordance with the national industrial and commercial, taxation, technical supervision and land, planning, energy, environment, safety, health and other departments of the management of the investment in order to attract investment activities for non-local investors. . Since the reform and opening up, China's local *** in order to accelerate the region's economic development, have set up development zones and industrial parks and as a window for local economy to open up to the outside world. Local *** often choose to attract investment through tax incentives, infrastructure support and construction of public **** facilities and other initiatives, but with the take-off of China's local economy, local work has been slowly transformed from investment attraction to investment selection, and began to gradually attract investment in their own work for systematic planning.

The content of the solution for investment promotion

The content of the solution for investment promotion developed for the local *** is mainly focused on the following seven aspects:

1. Construction of investment promotion resource base

The investment promotion resource base mainly includes different types of investment promotion project database, investment promotion enterprise database, investment promotion manual, etc. Among them, the compilation of the project database is aimed at providing a platform for the development of the local economy and the development of the local economy. Among them, the compilation of the investment project database is aimed at designing a number of high-quality projects for local *** in line with the local industrial planning, which can play a role in promoting the development of the local economy and attracting domestic and foreign businessmen to make investment; the investment enterprise database will assist local *** in selecting the target enterprises for investment promotion by setting up different indexes, so as to ensure the smooth implementation of investment promotion work. In addition, CITIC CIC Economic Consulting will design and compile an investment manual that meets the actual situation of the place and attracts businessmen from different perspectives of the local *** and domestic and foreign businessmen.

2. Merchants strategy development

Since the reform and opening up, there have been many successful examples of investment promotion to promote the rapid development of the local economy, but at the same time, there are also a lot of hidden dangers brought about by investment, so the development of a correct investment strategy has become the most important investment work. In order to improve the efficiency and success rate of investment, CITIC Capital's economic consulting will assist local *** to develop a set of investment strategies for different types of businessmen, and fully assist the local investment work.

3. Merchants agent

Merchants agent is also known as intermediary investment, with the further improvement of the soft and hard environment of the domestic city investment, the cooperation between *** Merchants organization and Merchants agent has become an important innovation in the investment strategy. Local *** can be entrusted with the local investment projects to domestic and foreign investment market, and the trustee is to carry out a series of investment activities and open, fair, impartial and strict procedures, to choose the most ideal partner.

4. Merchants promotion

Merchants promotion refers to a series of publicity means through the use of a variety of media resources, the dissemination of information on their investment projects. How to carry out investment promotion is the whole investment link in the top and bottom, before and after the key link. Generally speaking, the means of investment promotion, including advertising, organizing meetings, network promotion.

5. Investment environment assessment report

In order to better attract investors, a comprehensive and objective investment environment assessment report is essential. The report not only allows businessmen to fully understand the location of the place, resources, policies and other advantages, from the other hand, the objective investment environment assessment report can make the local *** rationally recognize their own shortcomings, to facilitate their future development process to adjust or avoid.

6. Merchants activities support

The economic consulting agency actively cooperate with and support local *** in Guangdong, Hong Kong and Taiwan and other regions of the investment activities, while adhering to the principle of saving, pragmatic and efficient for the local *** corresponding investment activities to provide systematic publicity before the meeting, the project packaging, the search for investment cooperation institutions and other support.

7. Directed Merchants

Usually, the presence of the leading enterprises can play a multiplier effect on the local investment work, and most of the upstream and downstream of the industrial chain and supporting enterprises will follow the strategic development initiatives of the head of the enterprise. Therefore, local *** often attaches great importance to the introduction of leading enterprises in the industry. With years of experience in investment promotion, CITIC Capital's economic consulting helps local *** to invest in and cooperate with certain specific large-scale enterprises to carry out "subjective" operation.

Question 5: how to do large shopping mall investment plan can refer to the literature:

Mall investment plan model

First, the company

Xinxiang Shengrun real estate development company was established in August 2001, the registered capital of 10 million, is a collection of real estate development, entertainment, oil industry, real estate as a leading enterprise, with Tianrunyuan Entertainment Court entertainment. Ltd., the development of the project has Huanggang villa area, chemical industry road camp housing, Shengrun city impression (more than 30,000 O), the recent new project has the Asia-Pacific Plaza (more than 60,000 O), has been developed in the area of more than 40,000 O.

Second, Shengrun Plaza Introduction

Xinxiang Shengrun Plaza is by the first meeting of the planning committee of Xinxiang City, agreed to by the Xinxiang Shengrun Plaza, the first meeting of the planning committee of Xinxiang City, the first meeting of the planning committee of Xinxiang City, agreed to the development of the Plaza. Agreed by the first meeting of the planning committee of Xinxiang City in 2004, by the Xinxiang City Shengrun real estate development company development, Wuhan Yada business planning and management company for planning, preparation, investment, shopping, life and leisure, entertainment, multi-functional one-stop shopping center. Surrounded by high-grade communities, *** authorities, banks and securities, the business atmosphere is exceptionally strong. It is the throat place of the city planning to the southeast development, with huge appreciation potential.

Third, the function, equipment configuration introduction

1, the square address: Xinxiang City, the main road in the middle of the People's Road,

2, the square function: proposed for the residential and commercial complex,

3, the square has the conditions: the square building area of 16,000 square meters, is a key project in Xinxiang City, but also the People's Road, the iconic building, the people's road, a high-rise building (the south side of the People's Road), a high-level building (the People's Road), a high-level building (the People's Road). South side of the construction of a high-rise (Block A 16-story, Block B 12-story) of the complex, north back of the People's Road red line 10 meters, east back of the land boundary of 6 meters, west from the high-rise camping and residential buildings 16 meters, the building for the full frame structure of the things, east and west total length of 49,054 meters, north and south of the depth of 63.24 meters, basement for the parking lot and equipment room, one to four floors of the business, the construction area of 11937016 square meters, Block A five to Sixteen floors of residential buildings live in the north end of the complex, east-west length 49054 meters, north-south depth 19044 meters, 4809 meters high, building area of 11533066 square meters; Block B, five to twelve floors of residential buildings are located in the south end of the complex, east-west length 4905 meters, north-south depth 12064 meters, 40.6 meters high, residential floor area of 4881.03 square meters, the exterior requirements of the first to the fourth floor for the Deep camel-colored bricks, the part above the fourth floor is tooth-white bricks with *, orchid-colored dry wall paint. Our company will be adjacent to the street negative one, the first floor, the second floor, the third floor, the fourth floor for lease, (each floor 2000 square meters - 3000 square meters). Each layer of cargo load KG, the proposed mall configuration escalator 6, sightseeing elevator 1, square design parking space of about 3,000 square meters and other facilities.

Fourth, the investment outlook analysis

1, the location of the square: Sheng Run Square in the main road in the middle of the People's Road, spacious roads, convenient transportation, near the city's highest terrain - Turtle Back Square, the north-western connection to the railway station and major shopping malls of the huge flow of people, logistics, east of the People's Park, the Sports Center is close at hand, recreation, entertainment, economy, a touch of a button! The city planning to the southeast development, is expected in a short period of time, here will replace only a street away from the commercial bustle of the plains Avenue, where there is not yet a large-scale shopping malls, but the surrounding supporting commercial outlets are being formed, such as restaurants, photography, on the island of the island coffee, Hualian supermarkets, beauty salon, a small pedestrian street, snacks, and so on. Along the Sheng Run Plaza commercial and residential buildings to the east, a large number of residential buildings are under construction, this is mostly a high-level residential area, should have very good prospects for development.

2, the square's surrounding environment: Sheng Run Plaza is located in the commercial, cultural, administrative, clustered in a busy area, the commercial atmosphere is exceptionally strong, the surrounding Finance Bureau, District Committee, District ***, many administrative units gathered, Huilong Garden, Jin Guiyuan, Lotus Garden, Fuda Gardens, Fuda Hotel, etc. belong to the high-grade community are too many to mention, the cultural atmosphere here is good, the residents of the consumption of high grade, high taste, is the most advanced community in Xinxiang City, the city's largest and the most important city in the world. High taste, is the most suitable for community shopping center in Xinxiang City, in addition to hospitals, schools, banks, securities companies in close proximity to each other, spacious roads, easy to travel, to attract the four districts and eight counties of the consumer groups, is the ideal place to do business, but also has the strength, advanced management level of the businessman to expand the commercial outlets, to create a supreme store of the Golden Treasure, the original site of the Shengrun Plaza known as the "Turtleback Immortal Land". The original site of Sheng Run Plaza is known as "Turtle Back Fairy Land", which is a feng shui treasure land where businessmen gather, and it is expected that in the near future, Sheng Run Plaza will become a new business center that determines the economic development of the whole region.

3, Sheng Run Plaza decorative business supporting situation: Sheng Run Plaza is a class A qualification certificate of China Construction Technology Group Limited designed to European style as the main body to create a personalized, colorful architectural style, reflecting the modern life of the fast pace, simplicity and avant-garde, the building's ...... >>

Question 6: How can I engage in business planning The basic method of business planning business planning business planning originated after the emergence of the modern business system, and its formation and wide application is in the contemporary era, the development so far has become more and more specialized. The main body of business planning is the planner or planning organization, the object is planning to point or planning target; elements of business planning, including the planning process, planning power and planning funds; the carrier of business planning is the planning program. The content of business planning is very broad, from the layout adjustment of urban commercial space, the construction of modern commercial streets, to the promotional activities of a store. Successful business planning can not only win the recognition of customers, but also bring considerable benefits to businessmen. Here only on the basic methods of commercial planning, planning staff thinking characteristics and the necessary qualities and other issues to do some exploration, in order to peer **** reluctant. Business planning survey method of investigation is the basic method of business planning is relatively large. Good business planning program is not built on the basis of relevant surveys. With the intensification of competition and market segmentation, through the refinement of the thematic investigation, access to adequate project-related information, and analysis, comparison, coupled with industry information to supplement the planning project can be roughly determined by the operation of the direction of the planning project, the entry point, process, pace, implementation steps and the objectives to be achieved, and thus determine the mix of enterprise-related resources to ensure that the planning of the realization. Business planning intuitive response method that is, in the principal to the planner to speak to the business, promotional activities to be carried out after the content, the planner with "intuitive response" to determine the feasibility of this matter, and tell the principal that this thing can be done or can not be done. Business planning method of thinking differently refers to the planner in the planning program, not only from the perspective of the businessman to consider the issue, but also more importantly, from the perspective of the audience to consider the issue. In this way, the resulting planning program can ultimately be recognized by the customer. Business planning reverse thinking method which is a unique way for planners to think about the problem and complete the planning program. Along people's usual thinking habits in the opposite direction to develop ideas and finally form a program. This kind of reverse thinking, such as can be established, the formation of the program is often not only full of spirit and wisdom of the spark, and can even produce business methods, models of epoch-making changes. Business planning brainstorming method which is often used to plan the inspiration, stimulate the mind and then brainstorming method. Specific practice is: at a certain time will be related to experts together, clear in advance about the topic, such as a commercial aspects of the specialized issues (commercial store location; business format and mode of operation selection; market competition; consumer psychology, changes in consumer fashion brought about by the new business opportunities, etc.) for discussion. Business planning combination of information law that the planning process on a regular or irregular basis to get a moment, a single piece of information to be condensed, combined. Do not underestimate the combination, isolated information may be information, not much value, and the information about the combination together, sometimes there will be unexpected and wonderful changes. Business planning subconscious thinking method is also known as the method of capturing inspiration. That is, the planner in the commissioned project, has entered the research and meditation state, and suffering in some key points of no breakthroughs, can not get "colorful" program, it is simply put, so that the spirit of complete relaxation, do not force themselves to think about these planning issues and how many days to complete the program writing, but to get rid of the subject, Do something unrelated to planning, so that their subconscious mind to think about things related to planning. Business planning observation method observation is the basic method for planners to understand the outside world and gain direct feelings or experience. Business planning solicitation method solicitation is to obtain a direct basis for improving the product or operation. Planners in the commissioned project, before the start of the study, the use of the method of soliciting opinions to obtain more information, and through this to open or broaden the idea of planning.

Question 7: How do I create a business report or plan? It seems that I have, but it involves company secrets, can not provide you, but 80 points and really good temptation, I'm so conflicted.

Question 8: How to make a business plan Business plan, referred to as the project BP, also known as the business plan. Is every entrepreneur hand must be a thing, with the continuous expansion of the entrepreneurial crowd, I also see a lot of entrepreneurial friends are entangled in how to write a good business plan, so that more efficient to attract the eyes of investors.

The structure of the BP introduced here draws on the cell phone software "crazy BP" a free software that teaches you how to write a business plan. Support the export of PDF

1. Basic introduction: a sentence to tell investors what you really do.

2. Team introduction: "I would rather invest in first-class people, second-class projects; also do not invest in first-class projects, second-class people", investors can pay more attention to the team than your project itself.

3. Industry pain points: entrepreneurs found what the actual existence of the problem and demand, and their own entrepreneurial projects can solve this problem, to meet this demand, can solve the problem and meet the demand and get profit.

4. Product introduction: (1) pictures can include: product screenshots, business process diagrams, etc.. (2) The text can include: - Description of the core functions (less than 5) - Supply chain upgrades, replacing certain links

5. Competitive analysis: the purpose of writing a competitive analysis is to let investors know the players in the existing market, so that he has a bottom in mind, and then have confidence in your project - so here to reflect the advantages of your project's advantages.

6. Profit model: What is the value of your project? In the end, how to realize? These things investors are most concerned about. Profit model is very important, after all, investors are "profit-oriented", he wants to see your project has the possibility of revenue, before possible investment.

7. market size: you give investors a pie, always have to have a little material it. This part, it is best to have practical and reliable data to support.

8. operation data: Although the data is very important, but do not fabricate data. The consequences of fabricating data are very serious.

9. operation plan: the purpose of this piece is to tell investors what you want to do next, what way you want to get your users? So it is best to write nearly a year the entrepreneur is ready to take what measures to gradually realize the plan, including the operation of the way, steps, time nodes and so on.

10. financing plan: this part is to let investors know how much money the entrepreneurs need, how much equity will be given, the subsequent arrangements for these funds. Especially the third piece, people give money, of course, want to know how you spend this money.

11. Milestones: This part is to give investors a comb of the project development history, systematically show the operation and data.

The overall structure given, this is more comprehensive, the content is based on my personal understanding of the habits of investors to see BP, but this also depends on the investors themselves. Crazy BP entrepreneurial dry goods to search for some entrepreneurial knowledge

Problem nine: how to do a business plan on the P&S planning network to see it, templates and cases are quite a lot of

Problem ten: how to write a good business plan As a good entrepreneurs, they must use the hands of the business plan for their croaking business to seek funding. However, most of these business plans are not of high quality, and very few of them can be considered excellent. The majority of investors ask entrepreneurs to improve on those poorly thought out plans and report back when they are ready.

So what makes a great business plan?

Those who are of a high caliber stand out because their plans are often well thought out and credible. These people are generally able to secure the funding they need to grow their companies.

Regarding the key elements that should be included in a good business plan, Henan Shen Li Hai Zhi Enterprise Management Consulting Co., Ltd. believes that some people confuse a business plan with a marketing plan. A business plan should go back to its roots and be meticulous in describing your business. It should articulate why I want to start a business; it should proclaim loudly what it can bring to the world, to consumers and to its customers. It needs to analyze the DNA of its business and reveal what makes it unique. It should also say why customers should do business with it.

A plan is a blueprint. It is a perspective in the hands of an architect, reflecting the basic structure of the business - its DNA. such a plan allows me to understand the structure of the business and how it supports my view of the company's value to the customer (i.e., business value). It explains exactly why customers want to buy what we make or sell, and why our products impress them.

In general, a well thought out business plan should be able to include the following:

1. Describe why your company makes sense. What needs does it fulfill?

2. Describe the general state of the market and all important trends.

3. Describe why customers would buy your product or service.

4. Describe in detail who your customers are.

5. Describe who your current competitors are and what their strengths are.

6. Describe what you will replace.

7. Describe your products and explain how they will compete with other brands and why the market needs them.

8. Summarize the various resources of the company, including its employees, who will provide customers with a satisfactory product.

9. Describe the various tasks of the company and the process for accomplishing them.

10. Provide three complete financial plans: one conservative, one moderate, and one optimistic. Each plan should be accompanied by monthly, quarterly, and annual sales, margin, expense, and profit figures that are realistic.

The purpose of the plan is to make sure that you and all the participants understand the basic elements of the business and what it is all about. The value of the plan is to think about and envision and document the DNA of the business so that future successors will be able to consistently follow the vision, attributes and purpose of the business as it was originally set out.

Typically, a good business plan is perceived as:

1. A plan is often viewed by management as a dynamic document. It is concise and accurate. People refer to it every day. It always guides the company towards excellence and success.

2. Company leaders have an extremely precise definition of the customer, which includes the number of customers and their demographics, and the relevant demographic information is specific and easy to count. They know everything about what makes a buyer tick. They know these target customers even better than their families.

3. They know what their customers need, what they want to buy, and when and where they buy. They know exactly who will buy their products or services. They understand why people buy, which has both a practical purpose and an emotional component.

4. They listen to what potential and current customers think and feel. They can provide insight into what these people might buy in the future before they even understand what they want.

5. These company leaders know the industry inside out. They know everything about the competitive landscape and what they can do about it. They have good partnerships with industry associations and channels.

6. They understand industry trends and can think ahead.

7. They design, develop, and manufacture products that their customers need exactly. Their products have features and benefits that distinguish them from competitors' products.

8. They set specific, well-defined and prioritized tasks. They will achieve important goals with the right resources.

9. They develop logical, replicable, and time-tested processes that are efficient and effective.

10. Their teams are full of talent. Tasks and compensation are quantifiable. Each employee develops his or her own personal plan, which is aligned with his or her personal goals as well as the company's overall goals.

11.They ...... >>