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Definitive Business Plan, Second Edition, The by Richard Stutely

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At last, the first meeting

When you finally sit down to talk to the nice people with the money, whoever they are, you will find that their focus is on what-how-money in exactly this order.

  1. What – what is your business proposition?

  2. How – how will you achieve the intended results?

  3. Money – how will the funds be applied and what do your financials look like.

They want to get a clear idea about the business before they look at the numbers. Of course, you might begin with two minutes on the amount and terms that you are looking for – otherwise you could all be wasting your time. There is little point in talking to a leasing company about factoring (selling them) your trade debts.

If the ball is thrown to you immediately, I suggest that you start by telling ...

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