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):
Budget:
Constraints:
Decision Process:
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:
Constraints:
Decision Process:
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.
Implicit Need Implications (Evidence/Impact):
Explicit Need (Proposal):
Budget:
Constraints:
Decision Process:
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):
Budget:
Constraints:
Decision Process:
5. INFRASTRUCTURE
Office Space/Furnishings
IT Systems (Hardware/Software)
Major Equipment
Major Parts & Supplies
Questions/Target Implicit Needs (Problem/Opportunity):
Implicit Need Implications (Evidence/Impact):
Explicit Need (Proposal):
Budget:
Constraints:
Decision Process:
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.
Implicit Need Implications (Evidence/Impact):
Explicit Need (Proposal):
Budget:
Constraints:
Decision Process:
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):
Implicit Need Implications (Evidence/Impact):
Explicit Need (Proposal):
Budget:
Constraints:
Decision Process: