1. New England Professional Development
Core Competency Training
Module 6
Business Plan Development
Description:
This program gives an overview of the major components that our clients should include in their
written and financial sections of a Business Plan. The following topics will be discussed:
• The Executive Summary
• Description of the Business
• Target Markets
• Advertising/Marketing/Promotion
• Competition
• Management Team
• Personnel
• Sources & Uses of Funds
• Capital Equipment List
• Historical Financial Information
• P&L Projections
• Cash Flow Projections
• Projected Balance Sheets
• Supporting Documents
This session will focus on various sections of the written portion of the Business Plan. The
students will see how to incorporate the material they covered previously in the Marketing and
Financial components of this training program into a business plan.
There will also be a brief discussion on the pros and cons of business planning software and on-
line templates.
Duration:
This workshop will start at 1 p.m. and end at 5 p.m. on Thursday November 10, 2011. There
will be one 15 minute break.
Goals & Anticipated Learning:
The presenter will review each of the major components of a Business Plan. In addition, the
speaker will also explain the differences in style and depth for a plan that is used as:
• A Management Planning Tool
• A Loan Proposal for bank financing
• A Proposal targeted to Investors
• A Proposal targeted to Venture Capitalists

2. Materials:
Three brief case studies will be provided and will be utilized at various times to illustrate the
topics that are being discussed. The material included in Module #6 of the manual will serve as
excellent background information and additional resource information for the students. Please
refer to the Core Competencies Reference Manual, emailed to you prior to this session, for a
comprehensive outline of other information in addition to what will be covered in this session.
Due to the time limitations the presenter will cover what he considers to be the essential
information from the module. The speaker will have handouts in an outline format for his
version of the Business Plan and samples of the Financial Projection Forms. Electronic versions
of the handouts will also be available to the participants.
Educational Approach:
The case studies will be incorporated into the general discussion, individual exercises and a team
exercise. The session will be interactive and there will be time for questions from the audience
and the opportunity to learn from each other. The materials and examples in this session will be
geared toward providing new SBDC Business Advisors/Counselors/Consultants practical
information that will be very helpful in assisting their clients to develop the type of business plan
that is most appropriate for the client’s situation.
Presenter Biography:
Michael Holbrook
Mr. Holbrook has over 25 years of experience working at the Massachusetts SBDC at Clark
University. He is currently a Senior Business Advisor and Training Director for the Center. He
assists clients in developing feasibility studies, business plans, marketing plans and loan
proposals. His consultation services have resulted in more than $25 million in loan approvals
since joining the SBDC. He has also worked with more than 4,000 clients and coordinated over
250 seminars with several thousand attendees.
Michael speaks on a variety of business topics to local business and civic groups on a regular
basis. He has been the featured guest speaker on several local radio programs as well a public
access cable T.V. In addition, he was selected to give presentations at the National ASBDC
Conferences in 2000, 2001, 2002, 2003, 2004 & 2005. He has also served on the N.E.P.D.
committee from 2005 – 2011 developing programs, selecting speakers, revising curriculum and
giving presentations.
Mr. Holbrook is also a member of the adjunct faculty at the Clark University Graduate School of
Management and the Anna Maria College MBA Program. He has both a Bachelor’s Degree and
Master’s Degree from Fairfield University as well as an MBA from Anna Maria College.
Contact Information:
Senior Business Advisor and Training Director
Massachusetts SBDC
Clark University
950 Main St.
Worcester, MA 01610
508-793-7615
mholbrook@clarku.edu