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The Edge Connection

Plan for Profit Class #38

INSTRUCTOR: Mr. Jeff Packer

678-994-9481 (c) jpacker@ (e)

Instructor Office Hours: Monday 4-6:30 Wed 4-6:30 (By Appointment Only)

PROGRAM MANAGER: Leslie Sperry

770-499-3228 (w) lsperry1@kennesaw.edu (e)

PROGRAM DIRECTOR: Janine Anthony

(770) 499-3228 (w) jantho10@kennesaw.edu (e)

OFFICE HOURS: Typical consultation schedule includes Monday thru Thursday 10:00 to 4:00 (consultation by appointment only)

OTHER EDGE CONSULTANTS: Carlotta Roberts – legal issues specifically

Steven Yates – marketing specifically

JEFF’S BOOKSHELF:

How Successful People Think by John Maxwell

Never Eat Alone by Keith Ferrazzi

The Secret by Rhonda Byrne

Titan “The Life of John D. Rockefeller, Sr. by Ron Chernow

The Little Red Book of Selling by Jeffrey Gitomer

CLASS LOCATIONS: Monday & Wednesday (or as scheduled)

Kennesaw State University Center (Continuing Education Building)

3333 Busbee Drive

Kennesaw, GA 30144

Time: 6:30 PM – 9:30 PM

Room: 464

Start Date: September 7, 2011

Graduation: December 15, 2011

GOAL:

The Plan for Profit (PFP) course is designed to introduce entrepreneurs or aspiring entrepreneurs to the process of starting a business and how to prepare a business plan that will guide the creation, development and growth of the enterprise. In addition to the business plan, there are two other class deliverables – the sales presentation and the action plan. PFP is geared to assist clients in strategy, message and task plan development exercises for their business enterprise.

OBJECTIVES/EXPECTATIONS:

By the end of the course, students are expected to develop the ability to analyze the feasibility of their business concept and communicate through written and oral means, the inherent business opportunity.

1. Communicate an understanding of the significance of developing a business plan and why creating the business plan increases the chances of success.

2. Demonstrate an understanding of business ethical behavior as it applies to the exchange process.

3. Demonstrate an understanding of the principles of customer service as they apply to ordinary transactions and daily fulfillment of services.

4. Enhance oral communication skills by developing and delivering a professional sales presentation.

5. Develop a working knowledge of how to research, develop, and implement a targeted marketing campaign.

6. Develop evaluation skills by analyzing and critiquing Case Studies of business start-ups.

7. Demonstrate an understanding of the financial statements: what they are, how to create them and what they tell you about the business.

8. Develop an action plan that will outline high level business activities/tasks necessary to complete milestones in the business plan covering the first 30 – 90 days after PFP graduation.

CLASS DELIVERABLES:

Business Plan

Sales Presentation

Action Plan

COURSE HANDOUTS:

All course handouts can be found at jeffpacker.training-workshop-schedule. They may include a combination of the following: Topic Outline, Financial Worksheets/Templates, Exercises, Business Plan Templates, Financial Programs and Study Guides.

If there is a need to update your syllabus, you will be provided notification and a hard copy and/or an emailed copy. In such case, you will need to destroy the original. Failure to do so may cause you to be confused on upcoming assignments or current agenda items.

Expectations: Each Topic will impact your business planning. Your homework and the presentation content will overlap. Presenter’s overview of real life business experiences will play an important part in understanding concepts depicted in your curriculum, as well as critical intangibles that may not necessary be detailed in lectures.

NOTE: The Edge Connection reserves the right to add, modify or delete speakers without prior notification. Individual speaker schedules are often unpredictable. The Edge Connection makes every attempt to maintain a consistent syllabus schedule, however we may rearrange class subject matter in order to accommodate speaker schedules by amending this syllabus during the session.

|Week 1 Orientation |Date / Location |Topic / Subject |Notes |

|Have an open mind! Be eager and ready to learn new concepts! |

|Students are challenged to think of creative ways of selling their mission statement to the team. |

|6:30 PM - |Wednesday |Orientation & Program Overview: |Handouts: |

|9:30 PM |Sept 7, 2011 |Staff & Consultant Introductions |Sample business plan |

| |KSU Center |Expectations/ground rules |Business plan template |

|Class 1 |Room #464 |BPP | |

| | |Focus Sheets |Sample sales presentation |

| |Instructor / Facilitator: |Support Tutors/SIFE |Sales presentation template |

| |The Edge Staff, Consultants and |Education Continuum | |

| |Volunteers |Deliverables |Sample Action plan |

| |6:30 PM – 7:00 PM |Syllabus Review |Action plan template |

| | | | |

| |Jeff Packer |Introductions | |

| |7:00 PM – 9:30 PM | | |

| | |Establishing the goals/expectations from the beginning| |

| | |Business Plan | |

| | |Sales Presentation | |

| | |Action Plan | |

| |

| |Monday |Topic: |Reference: |

|6:30 PM - |Sept 12, 2011 |Overview: | |

|9:30 PM |KSU Center |Executive Summary |Go to this link to see samples and actual mission |

| |Room #464 |-Objectives |statements. |

| | |-Mission | |

| |Instructor/Facilitator: |-Keys To Success | |

| |Jeff Packer | | |

|Class 2 |6:30 PM – 9:30 PM | | |

|Week #2 |Date / Location |Topic / Subject |Notes |

|At this point you should be actively adding content to your business plan. |

|6:30pm - |Wednesday |Topic: | |

|9:30pm |Sept 14, 2011 | |Sample Abbreviated Summary |

| | |Company Summary |Largento's Pizza is a privately-owned pizza |

| |KSU Center |Company Ownership |restaurant offering a product menu that does not |

|Class 3 |Room #464 |Start-up summary |currently exist in the area and the first to offer|

| | |Start up funding |home delivery.  Our customers are young families |

| |Instructor / Facilitator: | |and students that live in the area. |

| |Jeff Packer | | |

| |6:30 PM – 8:00 PM |INTRO TO BUSINESS PLAN PRO |Our start-up costs come to approximately $26,000, |

| | | |which is mostly renovation of the occupied store |

| |Shawn Sessoms |Projecting Profit & Loss |space, professional fees, and expenses associated |

| |8:00 PM – 9:30 PM |Projecting Cash Flow |with opening our first location.  The start-up |

| | |Projecting The Balance Sheet |costs are to be financed by direct owner |

| | | |investment, financial institutions, and private |

| | | |investors.  The assumptions are shown in the |

| | | |following table and illustration. |

| |

| |Monday |Topic: | |

|6:30pm - |Sept 19, 2011 |Financial Plan/Management |Quick Reference |

|9:30pm | |Financial plan |Understanding the math behind your business is |

| | |Break even analysis |critically important. You may want to consider |

| |KSU Center |General Assumptions |asking your instructor for a one on one meeting to|

| |Room #464 |Projected P&L |discuss setting up your financials. |

|Class 4 | |Projected Cash flow | |

| |Instructor / Facilitator: |Gross Margin | |

| |Jeff Packer |Balance Sheet | |

| | | | |

| |Shawn Sessoms | | |

| |6:30 PM – 9:30 PM | | |

|Week #3 |Date / Location |Topic / Subject |Notes |

|You will be introduced to how to add projections to your business plan. |

|You will be introduced to the Financial Statement. |

| |Wednesday | | |

|6:30pm - |Sept 21, 2011 |Topic: | |

|9:30pm | |Company Summary |Class Overview |

| |KSU Room |Start-up Summary |In this legal/finance combined session you will |

| |464 |Entity Formation |learn the fundamentals of business formation and |

| | |Company Location |basic accounting. Dr. Roberts and Attorney |

|Class 5 |Instructor / Facilitator: |Company Ownership |Carlotta Roberts have been with the EDGE |

| |Carlotta Roberts |Trade Marks & Copyright |Connection for over 10 years. Bring lots of |

| |6:30 PM – 8:00 PM |Employees/Independent Contractors |questions to class. They will be able to answer |

| | |Terms and Conditions |many of them for you |

| |Dr. Gary Roberts |Warranties | |

| |8:00 PM – 9:30 PM |Office Sale/Lease | |

| | | | |

| | |Smoothie Doozie Exercise | |

| | |(Cash Pro Forma Exercise) | |

|Prepare personal and business mission statements. Executive Summary review |

|*SIFE students may be available for help with your Financials, Projections, and Pro-Forma |

| |Monday |Topic: ….continuted | |

|6:30pm - |Sept 26, 2011 |Financial Plan/Management |Quick Reference |

|9:30pm | |Financial plan |Understanding the math behind your business is |

| | |Break even analysis |critically important. You may want to consider |

| |KSU Center |General Assumptions |asking your instructor for a one on one meeting to|

| |Room #464 |Projected P&L |discuss setting up your financials. |

| | |Projected Cash flow | |

| |Instructor / Facilitator: |Gross Margin | |

|Class 6 |Jeff Packer |Balance Sheet | |

| | | | |

| |Shawn Sessoms | | |

| |6:30 PM – 9:30 PM | | |

|Week #4 |Date / Location |Topic / Subject |Notes |

|Learn how to develop strategic long range plans. Accomplish your strategic plan by |

|Designing short range plans that build on each other. |

| |Wednesday |Topic: |Quick Reference |

|6:30pm - |Sept 28, 2011 |Market Analysis |Review Marketing Plan Section of Business Plan Pro|

|9:30pm | |Market research | |

| |KSU Center |Unique selling proposition |Research your Markets/Industry |

| |Room #464 |Unique market position |NxLeveL Online Research Partner: |

| | | | (video) |

| |Instructor / Facilitator: | |Other engines: |

|Class 7 | | | |

| |Jeff Packer | |lib.umich.edu/govdocs/stats.html |

| | | | |

| |Guest Speaker | | |

| |Steven Yates | | |

| |6:30PM - 9:30PM | | |

| | | | |

| | | |BP OBJECTIVE: |

| | | |Who are your customers, explain your client |

| | | |profile in detail in your business plan. How big |

| | | |is your customer market? |

| |

| |Monday |Topic: |. |

| |Oct 3, 2011 | |Quick Reference |

|6:30pm - | |Web Plan |A good Web strategy works with your business |

|9:30pm |KSU Room |Website Marketing |strategy to create a website that meets your |

| |464 |Developing Your Online Brand |business goals. Once you've started building a Web|

| | | |presence, you want to think about how your website|

| |Instructor / Facilitator: | |can improve your business. Strategy includes |

|Class 8 |Jeff Packer | |community, personalization, your content, |

| |6:30pm – 9:30 PM | |ecommerce, even your intranets. |

| | | | |

| | | |-LEARN BASIC WEB DESIGN SKILLS |

| | | |-REGISTER YOUR DOMAIN NAME |

|Week #5 |Date / Location |Topic / Subject |Notes |

| |

|Start thinking about your location and marketing promotions, try to put some prices to what you think they would cost…. |

|Get Help from Office Consultants if you need help. Don’t wait until next week. |

| |Wednesday |Topic: |Quick Reference |

|6:30pm - |Oct 5, 2011 | |SWOT analysis is a strategic planning method used |

|9:30pm | | |to evaluate the Strengths, Weaknesses, |

| |KSU Center |Strategy & Implementation Summary |Opportunities, and Threats involved in a project |

| |Room 464 |SWOT Analysis |or in a business venture. |

| | |Strength, Weaknesses, Opportunities, Threats | |

|Class 9 |Instructor / Facilitator: | | |

| |Jeff Packer | | |

| |6:30 PM - 9:30 PM | | |

| | | | |

| | | | |

| | | | |

| |

| |Monday |Topic: | |

|6:30pm - |Oct 10, 2011 | | |

|9:30pm | |The Selling Position | |

| |KSU Center | | |

| |Room 464 | | |

| | | | |

| |Instructor / Facilitator: | | |

|Class 10 |Jeff Packer | | |

| |6:30 PM - 9:30 PM | | |

|Week #6 |Date / Location |Topic / Subject |Notes |

|Review financial tools, such as excel. |

| |Wednesday |Topic: | |

|6:30pm - |Oct 12, 2011 | | |

|9:30pm |KSU Center |Setting Milestones |Quick Reference |

| | |Management Summary |Within the framework of project management, a |

| |Room 464 |Personnel Plan |milestone is the end of a stage that marks the |

| | | |completion of a work package or phase |

| |Instructor / Facilitator: | | |

| |Jeff Packer | |SET YOUR CRITICAL GOALS |

| | | |WHEN WILL YOU HIRE YOUR TEAM |

| | | |WHAT SKILLSETS DOES YOUR BUSINESS REQUIRE? |

|Class 11 |6:30 PM – 9:30 PM | | |

| | | | |

| |

| |Monday |Topic: | |

|6:30pm - |October 17, 2011 | |Quick Reference |

|9:30pm | |Sales Strategy |Strategy, a word of military origin, refers to a |

| |KSU Center |Competitive edge |plan of action designed to achieve a particular |

| |Room #464 |Marketing Strategy |goal. In military usage strategy is distinct from |

| | |Sales Strategy |tactics, which are concerned with the conduct of |

|Class 12 |Instructor / Facilitator: |Sales Forecast |an engagement, while strategy is concerned with |

| |Jeff Packer | |how different engagements are linked. |

| |6:30 PM – 9:30 PM | | |

| | | |VIDEO CASE STUDY: |

| |BIZ PLAN DRAFT DUE |BIZ PLAN DRAFT DUE |THE ART OF WAR SUN TZU |

| | | | |

| | | |BE PREPARED TO OPENLY DISCUSS THE LESSONS LEARNED |

| | | |IN THE VIDEO |

| | | | |

| | | |BIZ PLAN DRAFT DUE |

|Week #7 |Date / Location |Topic / Subject |Notes |

|In this week, you will learn how to select team members, build alliances and organize |

|human capital while growing your company. |

| |Wednesday |Topic: |Quick Reference |

|6:30pm - |Oct 19, 2011 | |Composition periods are dedicated times in which|

|9:30pm | |Creating your Power Point Presentation |you are free to work on your business plan during|

| |KSU Center |The Basics of Business Presentations. |class. Now is a good time to ask your instructor |

| |Room #464 | |for assistance in reviewing your plan. |

| | | | |

|Class 13 |Instructor / Facilitator: | | |

| |Jeff Packer | | |

| |6:30 PM – 9:30 pm | | |

| | | | |

| | | | |

| | | | |

| |

|6:30pm - |Monday |Topic: | |

|9:30pm |Oct 24, 2011 | | |

| |KSU Center |Microloans and Credit Scores | |

| |Room #464 | | |

|Class 14 | | | |

| |Instructor / Facilitator: | | |

| |Guest Speakers | | |

| |Terresa McIntosh | | |

| |Hope Credit Service | | |

| |6:30-8:00 | | |

| | | | |

| |Kevin McGee/Maria Peck | | |

| |Accion USA | | |

| |8:00-9:30 | | |

|Week #8 |Date / Location |Topic / Subject |Notes |

|The instructor will set aside class time to help you compose your business plan narratives. |

|6:30pm - |Wednesday |Topic: |Quick Reference |

|9:30pm |Oct 26, 2010 |Market Analysis & Summary |A market segment is a sub-set of a market made up|

| | |Market Segmentation |of people or organizations sharing with one or |

| |Guest Speaker |Market Analysis |more characteristics that cause them to demand |

| |Chris Williams |Target Market Segment Strategy |similar product and/or services based on |

|Class 15 |6:30PM - 9:30PM |Industry Analysis |qualities of those products such as price or |

| | |Competition and Buying Patterns |function. |

| | | |Learn how to identify your market and develop a |

| | | |plan for positioning your product or services in |

| | | |front of the market. |

| |Monday |Topic: | |

|6:30pm - |Oct 31, 2010 |Marketing with Social Media | |

|9:30pm |KSU Center |Facebook | |

| |Room 240 |Linked-In | |

| | |Twitter | |

| |Instructor / Facilitator: |YouTube | |

|Class 16 |Guest Speaker | | |

| |Sandy Weaver Carmen | | |

| | | | |

|Week #9 |Date / Location |Topic / Subject |Notes |

| |

|6:30pm - |Wednesday |Topic: | |

|9:30pm |Nov 2, 2011 |How to create a Steady Stream of | |

| |KSU Center |Clients | |

| |Room #464 | | |

|Class 17 | | | |

| |Instructor: |Negotiating Techniques | |

| |Jeff Packer | | |

| |6:30 PM – 9:30 PM | | |

| |

| |Monday |Topic: | |

|6:30pm - |Nov 7, 2010 | | |

|9:30pm |KSU Center |Pulling it all Together – Composing the research and | |

| |Room #464 |text | |

| | | | |

|Class 18 |Instructor / Facilitator: | | |

| |Jeff Packer | | |

| |6:30 PM – 9:30 PM | | |

| | | | |

| | | | |

|Week #10 | |Topic / Subject |Notes |

| |

| |Wednesday |Topic: | |

|6:30pm - |Nov 9, 2011 | | |

|9:30pm |KSU Center |Polishing Your Biz Plan | |

| |Room #464 | | |

| | |REVIEW OF FINANCIALS | |

| |Instructor: | | |

| |Jeff Packer | | |

|Class 19 |6:30 PM – 9:30 PM | | |

| | | | |

| |Shawn Sessoms | | |

| |8:00-9:30 PM | | |

| | | | |

| |

| |Monday |Topic: |Discipline is an essential ingredient if you want |

|6:30pm - |Nov 14, 2011 | |to accomplish your long range plans. Have you been|

|9:30pm |KSU Center |Proofing Your Documents and Review |actively adding to your business plan each day? |

| |Room #464 | | |

| | | | |

| |Instructor / Facilitator: | | |

| |Jeff Packer | | |

|Class 20 |6:30 PM – 9:30 PM | | |

| | | | |

| | | | |

| | | | |

| | | | |

|Week #11 |Date / Location |Topic / Subject |Notes |

| |

|6:30pm - |Wednesday |Topic: | |

|9:30pm |Nov 16, 2011 | | |

| |KSU Center |Developing an Effective PowerPoint | |

| |Room #464 | | |

| | | | |

| |Instructor / Facilitator: | | |

|Class 21 |Jeff Packer | | |

| |6:30 PM – 9:30 PM | | |

| | | | |

| | | | |

| |

| |

| |

|No class on Nov 21 or 23. Happy Thanksgiving! |

| |

| |

|6:30pm - |Monday |Topic: | |

|9:30pm |Nov 28, 2011 | | |

| |KSU Center |Creating Your Action Plan | |

| |Room #464 | | |

| | |CLASSTIME | |

| |Instructor / Facilitator: |Developing Your Power Point/Practice presentation | |

|Class 22 |Lita Blount | | |

| |6:30 PM - 8:00 PM | | |

| | | | |

| |Jeff Packer | | |

| |8:00 PM – 9:30 PM | | |

| | | | |

|Week #12 |Date / Location |Topic / Subject |Notes |

| |

| |Wednesday |Topic: |Quick Reference |

|6:30pm - |Nov 30 , 2011 |Presenting Your Plan For Maximum Results |In this evenings class you will have the |

|9:30pm | | |opportunity to present your business concept in |

| |KSU Center |CLASSTIME |front of your fellow classmates. You have the |

| |Room #464 | |option of using handouts or powerpoint in this |

| | | |“mock” presentation. Your instructor will offer an|

|Class 23 |Instructor / Facilitator: | |active critique on your delivery and offer |

| |Jeff Packer | |suggestions for improving your presentation. |

| |6:30 PM – 9:30 PM | | |

| | | | |

| |

|6:30pm - |Monday |Topic: | |

|9:30pm |Dec 5, 2011 |Group 1 Class Presentations |Criteria |

| | | |Presentations are 7 minutes in length. You will be|

| | |Venture Tank |given a 2min and 1min warning. |

|Class 24 | | |Judges will ask 1-2 questions regarding your |

| | | |business plan. |

| | | |You will be judged on a scale of 1-10. |

| | | |The Highest possible score is 150. |

|Week #13 |Date / Location |Topic / Subject |Notes |

| |

|6:30pm - |Wednesday | |Criteria |

|9:30pm |Dec 7, 2011 | |Presentations are 7 minutes in length. You will be|

| |KSU Center |Group 2 Class Presentations |given a 2min and 1min warning. |

| |Room 240 | |Judges will ask 1-2 questions regarding your |

|Class 25 | |Venture Tank |business plan. |

| |Instructor / Facilitator: | |You will be judged on a scale of 1-10. |

| |Jeff Packer | |The Highest possible score is 150. |

|6:30pm - |Monday | |TAB: |

|9:30pm |Dec 12 , 2011 |Potluck Dinner (room 464) & Focus Group (room TBA) |Each student brings something delicious to eat. |

| | | |Don’t forget plates, cups, napkins and utensils. |

| |KSU Center | |Also, students will complete a Focus Group Survey |

| |Room 240 | |administered by a third party vendor. Your honest|

|Class 26 | | |comments are valued. |

| |Instructor/Facilitator: | | |

| |Karen Simmons | | |

|Week #14 |Date / Location |Topic / Subject |Notes |

| |Thursday | |TAB: |

|7:00pm |Dec 15, 2011 |Graduation |Micro-fair participants are asked to set up at |

| |KSU Center | |5:30 PM. Graduation will begin promptly at 7:00 |

| |Room 240 | |PM. |

| | | | |

ATTENDANCE POLICY

Students are expected to attend class regularly and participate fully in discussions. Emergencies and work-related issues affecting attendance must be discussed with the Program Manager prior to class. Students are responsible for completing all assignments when absent from class.

Students are considered tardy at 15 minutes after the beginning of class. When tardy please connect with the Program Manager the following day to record your attendance. You are allowed 2 absences during the first 7 weeks and 2 during the last 7 weeks.

HONESTY POLICY

The Edge Connection, Inc. assumes as a basic and minimum standard of conduct in all program interactions that students are honest and they submit for credit only the products of their own efforts.

QUALITY OF WORK

You are preparing to compete in the global economy; therefore, all written work must exhibit a high-level of competency in spelling, grammar, punctuation, and style. All work must be typed, using a 12-point font and one-inch margins, and printed using laser-quality. Work completed in class can be hand-written.

If you have access to a laptop computer and flash drive, you are encouraged to use them in class.

If you do not have access to a laptop computer, you can use one of the computers in our lab class or front office library. Please be respectful of the equipment by sharing time with others who use the equipment as well.

All assignments must be submitted when requested on the stated due dates. Students are encouraged to copy all assignments on back-up disk in the event you have to email assignments to an accessible email account. Unless other arrangements are made and approved by the instructor PRIOR TO THE DUE DATE, assignments that are submitted late will be subject to a penalty. Assignments will not be accepted 2 weeks after the start of the original due date.

MAKE-UP EXAMINATION POLICY * If applicable

Only in extenuating circumstances will assignments/exams be given prior to the assignment/exam date. Prior arrangements must be made and approved by the instructor.

RULES OF THE CLASS

1. Turn in Homework/Business Plan (Draft/Final) on time.

2. Set Wireless Devices to off or silent. (Any calls must be made outside of the classroom).

3. Sign in on attendance sheet immediately upon entering class.

4. Restroom break / when ever you feel the need.

5. If you get sleepy you can stand in the back of the class

6. Head gear: No doo-rags, head-scarves, or other head wrap/hat accessory/gear not appropriate for professional setting.

7. Class disruption I: Please be respectful when instructor is speaking or when a question is being addressed by, limiting or quieting side-bar neighborly conversations. Instructor may respectfully ask violator to step outside.

8. Class disruption II: Please be respectful when asking multiple follow-up questions. If a question is too specific to questioner’s business, combative response to an answer, or require timely answers, please hold them for private chat with facilitator.

NOTE: The course syllabus provides a general plan for the course; deviations may be necessary. You are required to meet with Jeff Packer twice (2) per month. During this time, your homework and/or Business Plan draft will be reviewed with you. You are responsible and accountable for your homework’s timely submission. Review of your homework will consist of a ‘check’, and as appropriate/necessary, notes of advisement for improvements.

Consultants and Volunteers for Class 34

Students in Free Enterprise (SIFE, KSU student organization with objective to assist you during course)

Online Research Tool offers:

BizToolkit Premium 1-month Subscription $5 ($7.50 value) ~ nxlevel/

HillSearch 3-month Membership, $25 ($180 value) ~

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The Edge Connection

Plan for Profit Class #38

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