Criteria Notes
Industry Level Information
Target Industry (SIC Code) 3535-xx (Conveyors & Conveying Equipment)
Target Size (Employees) 10 to 50
Key Information Allies (Title) Production Manager, Administrative Assistant
Key Influencers (Title) VP of Sales, VP of Operations, CFO/Controller
Key Decision Makers (Title) Owner
Target Customer Detail Map Areas (See Below) Ownership Structure (scroll down - area # 6 below)
Company Level Information
Company Name ABC Company
Website www.abc.com
Address 123 Anywhere Street, Anywhere, IN 12345
Industry (SIC Code) 3535-01 (Conveyors & Conveying Equipment - Manufacturers)
Size (Employees) 26
Key Information Allies (Name, Title, Phone, Email)  
Key Influencers (Name, Title, Phone, Email) Joe Smith, VP of Operations, 123-456-7890, joe@abc.com.  Brother and Mother are also in business.
Key Decision Makers (Name, Title, Phone, Email) Jim Smith (Father), President, 123-456-2890, jim@abc.com
Details
1. CUSTOMER SERVICE
Sample Customer Best Customers - End Users.  Feeders stay in company who buys them.  Some Customers are Machine Builders - Secondary Customer.  They do have International customers, i.e. Singapore.
Product/Service Delivered Vibratory feeders for production.  They also do conveyor systems coming off machines.  Also Pick and Place systems.
Price Range
Delivery Method
Invoicing/Collection
Follow-Up/Support
Questions/Target Implicit Needs (Problem/Opportunity):  
Implicit Need Implications (Evidence/Impact):  
Explicit Need (Proposal):
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2. MARKETING
Sample Prospect
Marketing Strategy
Marketing Mix (Media, Messages, Materials, Budget)  
Sales Process They use Reps.
Questions/Target Implicit Needs (Problem/Opportunity): Good Year = $6,000,000 Sales.  Okay with $4 - $5,000,000.  Capacity = $10,000,000.  Would like to increase sales.
Implicit Need Implications (Evidence/Impact):  
Explicit Need (Proposal):
Budget:
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3. HUMAN RESOURCES
Key Staff Roles (Title/Function) (26) Employees after (12) layoffs.  (2) in Engineering.  They use Reps.
Key Job Responsibilities
Key Knowledge, Skills, & Abilities
Key Goals & Ambitions
Hiring/Recruiting Process
Management/Evaluation Process
Training & Development
Compensation & Benefits Employee avg. rate = $20/Hour.  Have Incentive Plan for 6 Months.  Joe says they have good benefits, incl. 401k plan.
Questions/Target Implicit Needs (Problem/Opportunity): Sales Manager recently left company for competitor.  They recently laid off 12 staff.
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4. OPERATIONS
Product/Service Mix Vibratory feeders for production.  They also do conveyor systems coming off machines.  Also Pick and Place systems.
Major Processes Clean shop.  It helps attract & keep employees.
Major Operational Costs
Org Structure
Quality Control Issues
Questions/Target Implicit Needs (Problem/Opportunity): Currently running at 50-60% of capacity.
Implicit Need Implications (Evidence/Impact):  
Explicit Need (Proposal):
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5. INFRASTRUCTURE
Office Space/Furnishings
IT Systems (Hardware/Software)
Major Equipment
Major Parts & Supplies
Questions/Target Implicit Needs (Problem/Opportunity):  
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6. OWNERSHIP STRUCTURE
Owners/Equity Stake Percentages Jim Smith, Owner, 60%.  Joe Smith, VP of Operations, 20%.  Brother and Mother are also in business, 10% each.
Corporate Relationships? None
Multiple Locations? They own another company in Anytown, IL (Had for 3 years).  10 employees and they also do feeders.
Management Reporting Process VP of Operations is an MBA, is the core driver of management reporting.  Plant manager in Anytown,  IL is self-sufficient.  Calls 1-2 times per week with verbal updates, submits monthly sales report and P&L report.
Compensation & Wealth Management Owner salary 10k/month.  VP Ops salary 7k/month.  Brother & Mother get 5k/month each.  Owner net worth ca. $2 million - $1 million in equity in the business, $1 million managed by high school friend in Indianapolis.  VP Ops net worth $500k - 80% in equity in the business, 20% managed by same family friend.  Brother & Mother net worth $200k each - 50% in business, 50% in IRAs with XYZ Bank.
Exit Strategy VP of Operations will take over business.  No formal exit strategy.
Questions/Target Implicit Needs (Problem/Opportunity): Want to sell company in Anytown, IL.
Implicit Need Implications (Evidence/Impact): Anytown, IL company running at 40% capacity on annual basis.  Bringing in only $5-10k per month in profit.  $500k in upgrades to main plant and investment in marketing to more profitable client niches could bring main operation up to $6 million in annual revenues from $4 at 20% profit margin.
Explicit Need (Proposal): Due diligence assessment of Anytown, IL company and outreach to 100 potential buyers.  3 month project.  $60,000.
Budget: Budget could come from new sales deals closing in Q2 2009 or from liquidation of some of owner's investment assets.
Constraints: Anytown, IL company is maxed out on capacity at present due to project to deliver feeders for big client in Feb 2009.
Decision Process: Owner, VP Ops, Brother, Mother need to meet and agree on decision.  Investment advisor must bless the deal.
7. CAPITAL
Debt/Equity Mix, Liquidity, & Cost of Capital They have some bank loans.
Major Capital Projects
Budgeting & Planning
Financial Reporting
Questions/Target Implicit Needs (Problem/Opportunity): They are managing their money very close at the moment.
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8. ACCOUNTING
Cost Accounting, Analysis, & Reduction
Account Recs/Month End Closing
Management of AR & AP
Inventory/WIP
Asset Depreciation
One-Time/Special Adjustments
Questions/Target Implicit Needs (Problem/Opportunity):  
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