(introduction...)

Figure

General Introduction into the Business Plan Week

General Objective:

The aim of this week is to enable participants to put all the information and planning data which they gathered during their field studies into one coherent planning document.

This part of the course is not structured in the same way as the preceeding weeks, by sessions and counselling.

Besides the two plenary meetings on Business Plan Preparation and Business Plan Presentation the participants are expected to work individually or in small groups on their business plans. Two or three trainers should be available for counselling and assistance and, if necessary, to conduct additional sessions about specific problems. Experience shows that it is not advisable to allow the participants to work outside the classroom(s).

The final presentations of the business plans to a committee of bankers and other financiers needs to be prepared well in advance. The bankers should be invited at least a month before the presentations, briefed about the objectives and proceedings, and they should also be given a copy of the business plans.

The final presentations will take half the time if enough bankers can be invited in order to form two committees and to split the participants into two groups.

Business Plan Preparation

Objective:	To enable participants to put all the information and planning data into one coherent planning document.
Duration:	1/2 day

Session Guide:

1. This first half day of the business plan preparation week should be used to find out participants' main weaknesses regarding the preparation of the business plan and to repeat some of the crucial subjects. Participants may for example still have difficulties in preparing a realistic cashflow forecast, in calculating their costs and deciding about essential equipment for their production processes.

It is important that a technology trainer is available for this session.

2. The participants are then asked to prepare their individual plans for their businesses during the next three days. The following time schedule may help them to finish the preparation within the given time (the schedule is based on the assumption that the business plan preparation week starts on a Monday):

1. Self assessment, location, product	Monday afternoon
2. Marketing aspects, production plan and costing	Tuesday
3. Finance	Wednesday whole day and Thursday morning

3. After these three days some of them will have a chance to present their plans to the group in order to practice presentation skills.

During the morning of the last day of this course they will then have a chance to present their plans to a committee of bankers. The purpose of these presentations is to enable all participants to get feedback and advice from experts. It will not enable them to get a loan immediately afterwards but it may be the first step of a successful business loan application.

Business Plan Presentation

Objective:	To enable participants to practice the presentation of their business plans to a committee.
Duration:	3 hours

Session Guide:

1. Ask participants to remember all critical points regarding their "Enterprise Experience" presentations. List the points on the board.

2. Ask some participants to present their plans to the group.

Allow 10 minutes for each presentation. Process each presentation:

· Was the presentation in the given time limit?
· Were all important issues covered?
· Are the figures realistic?
· How was the presentation (personal behaviour)?
· Would participants lend money to this business?

3. Distribute the handout "How to present your business plan to your banker" (after changing abbreviations like SIDO or SEDCO to the ones used for small enterprise development organisations in your country) and remind participants that tomorrow they will have to present their plans to a committee.

HANDOUT 1: HOW TO PRESENT YOUR BUSINESS PLAN TO YOUR BANKER

Check-List:

1. Remember: Your financial supporter will be impressed and more likely to lend a sympathetic ear to your business plan if you organize your facts well. Therefore, think through your presentation, argue your case clearly and be optimistic - remember that every bank manager is firmly on your side, after all he makes his money by financially supporting business enterprise proposals like yours.

2. Put yourself in the financial manager's (bank manager's) shoes. Would you lend money on the strength of your presentation? Bear in mind that the bank manager is trying to run a business at a profit too.

3. Don't just be optimistic. Your figures won't be taken on trust, so substantiate them as much as possible.

4. Don't leave it all to the last minute. Give yourself plenty of rime to prepare your business plan.

The business plan write-up may seem an immense amount to remember, a huge task to perform; true, it is, but once you start setting up on your own, you will find all pieces fit together much more easily than you would have thought.

Remember, too, that you have got a lot of allies supporting you, for instance SIDO or SEDCO, SEP, VIS, ZFE, ILO, UNIDO, Chambers of Commerce and Trade, your lawyers, bookkeeper and your bank manager. Keep in touch with them and you will have professional guidance and great experience to help you every step of the way. With them and the support of your family, with your sound business idea and your capacity to see it through, you have got a tremendous amount going for you.

Every good wish for your happy, fulfilling and prosperous future in your enterprise!