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| What Investors Really Want To See In
Your Business Plan |
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| The business plan is the primary
vehicle for conveying an organized thought process to investors about your
business, your team and your pathway to success. Successful entrepreneurs and
their investors recognize that to raise capital and grow your business you need
a well-conceived and implemented business plan. Tonight, our panel of
accomplished venture capitalists discuss what they want to see in a business
plan and remark on the successful business they have funded and what role the
plan played as a precursor to that business success. They will share their
experiences and insight in preparing and delivering and funding a 'winning'
business plan, provide advice, network with you, and answer your
questions. |
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Panel:
Bob Dorf is
a General Partner of 1 to 1 Venture Partners, LLC of Stamford, CT, a venture
capital fund focusing on early-stage investments and licensed by the US Small
Business Administration to operate as a Small Business Investment Company
(SBIC). They invest in early-stage companies and people working to create new
Customer Relationship Management (CRM) tools, technologies, and growth and
development strategies. Bob is the recently retired founding CEO and President
of Peppers and Rogers Group, the world's preeminent CRM consulting
practice.
Previously, Bob spent two decades as founder and CEO of Dorf
& Stanton Communications, a top communications and public relations firm.
Dorf & Stanton was the nation's 8th largest independent PR firm when Bob
sold his interest in 1989. Bob has three decades of hands-on experience in
growing successful companies and forming strategic alliances between prime
movers across a variety of industry sectors. His work has helped conceive and
implement one-to-one marketing strategies for leading organizations ranging
from the American Cancer Society to Jaguar Cars, 3M, Bertelsmann,
CharlesSchwab, Ford, Hewlett Packard, Oracle, Prudential Securities, and Vail
Resorts.
An early proponent of CRM, Bob is the co-author of The One to
One Fieldbook. He is a member of the Public Relations Society's honor society
and a former editor of Marketing & Media Decisions Magazine and WINS 1010
Newsradio in New York. Bob is active on many corporate and charitable boards of
directors, including: American Cancer Society, National Income Development
Advisory Board, the leading outdoor recreation website, Silver Carrot, a
marketing services company, Stamford Health Foundation, part of the Stamford
Health System, Temple Sinai, and Shelter for the Homeless, Inc. Stamford.
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Maria Lewis
Kussmaul, Founder and General Partner, Castile Ventures, funding seed
and early-stage companies developing the next generation of telecommunications
and Internet infrastructure. Ms.Kussmaul works closely with portfolio company
management teams providing positioning, product planning, partnering,
recruiting and liquidity planning assistance. She is a member of the board of
directors of Conducent and GeoTrust. She was a respected and authoritative Wall
Street analyst, covering the Telecommunications Equipment, Data Networking and
Internet sectors from their very inception. Prior to establishing Castile, Ms.
Kussmaul worked in research, finance and investment banking experience within
Smith Barney, Shearson Lehman and Cowen & Co. Ms. Kussmaul was named to the
prestigious Institutional Investor All American Research Team for 13
consecutive years from 1983 through 1995. Ms. Kussmaul holds a BA in Economics
from Rutgers College and an MBA in Finance from the Wharton School, University
of Pennsylvania. She is a Chartered Financial Analyst. |
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Todd
Haedrich, Vice President, BancBoston Ventures, has been investing in
growth opportunities within the technology, communications and healthcare
sectors since 1959. They provide expansion capital to private, emerging
companies from incubation phase through IPO. With offices in Boston, Palo Alto,
London, Hong Kong, Singapore, Buenos Aires, and São Paulo they provide
an extensive global network of industry contacts and strategic partnership
resources to enable successful growth and value creation for their invested
companies. Todd is responsible for the creation and development of business
opportunities in the technology and communications sectors. Prior to joining
BankBoston in 1999, Todd held senior-level positions at Fleet's Consumer
Business and Internet Business operations. He has extensive e-commerce strategy
experience from his work at; ShopNow.com, Jupiter Communications and Build.com.
Mr. Haedrich also co-founded the middle market web development firm, Point of
Presence Company. Todd earned his B.A. degree from Bowdoin
College. |
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| Moderator: |
Larry Grumer, Managing
Director, Technology Associates & Alliances (TAA), and Chairman, Boston
(IEEE) Entrepreneurs' Network. TAA a management advisory and investment company
commercializing technology for early-stage companies and corporate spin-outs.
TAA prepares these businesses for accelerated growth, high valuations, funding
and strategic corporate partnerships. TAA works to establish and implement
companies' growth strategy through emerging markets, corporate partnering and
licensing to "bring the technology research and commercial product concepts to
manufacturing and market realities". Mr. Grumer has held profit & loss
management positions a Textron (Avco), Arthur D. Little, John Brown Group, and
Foster-Miller where he helped effect their business turn-around. He received a
BS in Engineering and MBA with high distinction in International Marketing and
Finance concentration from Northeastern University. He has held a Top Secret
clearance. |
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