You've all seen the brown UPS trucks everywhere you go. Driving in front of you, not going as fast as you'd like. Parked by the curb, delivering packages. Slowing down to turn right. They're everywhere, and you often come up on them.
One place that you'll very rarely see them is turning left at a traffic light...or in fact...turning left anywhere! Is that a coincidence? No; it's business planning in action. After a great deal of technical analysis, business analysts at UPS determined that turning left wastes gas, increases polluting emissions, and wastes time.
Earlier this week, I had an interesting discussion with a small business client. It is a business that provides professional services and also supplies products as a direct result of those services. The business requires professional skills, so it would be logical to believe that the business profits are directly related to the amount of services that are provided.
Do your hands go clammy when you see those dreaded letters...RFP?
Do you hate prospects who ask you what you do and how much you charge?
95% of business people answer those two questions with different answers. I don't get it.
Most "How To" books on writing business plans tell you that you should not "slant" your business plan towards any particular reader. I don't agree.
A business plan is a communications tool, and Communications 101 teaches that for communication to be effective, you have to use the language of your audience. This is pretty obvious. If you are speaking English and your audience speaks Hungarian, your message will probably not be interpreted very accurately. This is particularly true for business documents, because you may not be present when the reader is reviewing your plan.