How to write a business plan in 10 steps + free template

By Andrea Wahbe
Tue Jan 11 2022
Whether you’re a seasoned business owner or just beginning to think about starting a business, demands come at
you fast. Amidst the rush of to-do lists and meetings, determining how to write a business plan—much less
following a business plan template—often feels time-consuming and intimidating.

But nearly 70% of business owners who have been there and done that recommend writing a business plan before
you start a business, according to a recent QuickBooks survey. After all, when done right, business plans have
enormous payoffs.

And yet, more than 10% of prospective business owners said they do not intend to write a business plan. Another
10% aren’t sure if they need a plan.

It’s more than the old cliche: A failure to plan is a plan to fail. In fact, a wealth of data now exists on the difference a
written business plan makes, especially for small or growing companies.

In this post, we’ll cover everything you need to write a successful business plan, step-by-step, and turn your idea
into a reality. Even better, if you’re pressed for time, we’ve compiled the 10 steps and examples into a
downloadable (PDF) template. The 10 steps to write a business plan are:

1. Create an executive summary

2. Compose your company description
3. Summarize market research and potential
4. Conduct competitive analysis
5. Describe your product or service
6. Develop a marketing and sales strategy
 7. Compile your business financials
8. Describe your organization and management
9. Explain your funding request
10. Compile an appendix for official documents

But, first things first.

What is a business plan?

A business plan is a comprehensive road map for your small business’s growth and development. It communicates
who you are, what you plan to do, and how you plan to do it. It also helps you attract talent and investors.

But remember that a business idea or business concept is not a plan.

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Investors want to know you have:

• Product-market fit: Have you done the research to determine the demand for your product or service?
• A solid team in place: Do you have the people you need to support your goals and objectives?
• Scalability: Can you grow sales volume without proportional growth in headcount and fixed costs?

A templated business plan gives investors a blueprint of what to expect from your company and tells them about
you as an entrepreneur.

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Why do you need a business plan?
You need a business plan because the majority of venture capitalists (VCs) and all banking institutions will not
invest in a startup or small business without a solid, written plan. Not only does a business plan help you focus on
concrete objectives, but it gives outside parties reassurance that you’ve thought ahead.

In 2018, entrepreneurial resource center Bplans worked with the University of Oregon to compile and analyze
research around the benefits of business planning. Here’s what they found:

• Businesses with a business plan grow 30% faster than those without.
• Owners with business plans are twice as likely to grow, get investments, or secure loans than those without.
• Entrepreneurs with a business plan have a 129% increased likelihood of growing beyond the startup phase
and a 260% increased likelihood of growing from “idea” to “new business.”

Perhaps the strongest evidence comes from the Journal of Business Venturing’s 2010 meta-analysis of 46
separate studies on 11,046 organizations: Its findings confirm that “business planning increases the performance
of both new and established small firms.”

When do you need a business plan?

Before you leave a nine-to-five income, your business plan can tell you if you’re ready. Over the long term, it’ll keep
you focused on what needs to be accomplished.

It’s also smart to write a business plan when you’re:

• Seeking funding, investments, or loans

• Searching for a new partner or co-founder
• Attracting, hiring, and retaining top talent
• Experiencing slow growth and need a change

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How to write a business plan in 10 steps
Start with a clear picture of the audience your plan will address. Is it a room full of angel investors? Your local
bank’s venture funding department? Or is it you, your leaders, and your employees?

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Defining your audience helps you determine the language you’ll need to propose your ideas as well as the depth to
which you need to go to help readers conduct due diligence.

Now, let’s dive into the 10 key elements of your business plan.

1. Create an executive summary

Even though it appears first in the plan, write your executive summary last so you can condense essential ideas
from the other nine sections. For now, leave it as a placeholder.

What is an executive summary?

The executive summary lays out all the vital information about your business within a relatively short space. An
executive summary is typically one page or less. It’s a high-level look at everything and summarizes the other
sections of your plan. In short, it’s an overview of your business.

How do I write an executive summary?

Below, you’ll find an example from a fictional business, Laura’s Landscapers. (We’ll use that same company
throughout this guide and within the downloadable template to make each step practical and easy to replicate.)

This executive summary focuses on what’s often called the value proposition or unique selling point: an extended
motto aimed at customers, investors, and employees.

You can follow a straightforward “problem, solution” format, or a fill-in-the-blanks framework:

• For [target customers]

• Who are dissatisfied with [current solutions]
• Our [product or service] solves [key customer problems]
• Unlike [competing product], we have [differentiating key features]

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This framework isn’t meant to be rigid, but instead to serve as a jumping-off point.

Example of an executive summary

Market research indicates that an increasing number of wealthy consumers in Richmond are interested in
landscape architecture based on sustainable design. However, high-end firms in the area are scarce. Currently,
only two exist—neither of which focus on eco-friendly planning nor are certified by green organizations.

Laura’s Landscapers provides a premium, sustainable service for customers with disposable incomes, large yards,
and a love of nature.

2. Compose your company description

Within a business plan, your company description contains three elements:

1. Mission statement
2. History
3. Objectives

These elements give context to the bigger picture in your business plan, letting investors know the purpose behind
your company so the goals make sense as well.

What is a mission statement?

A mission statement is your business’s reason for existing. It’s more than what you do or what you sell, it’s about
why exactly you do what you do. Effective mission statements should be:

• Inspirational to make others believe in your vision

• Emotional to captivate readers and grab their interest

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Throughout every part of your plan, less is more. Nowhere is that truer than your mission statement. Think about
what motivates you, what causes and experiences led you to start the business, the problems you solve, the wider
social issues you care about, and more.

Tip: Review your mission statement often to make sure it matches your company’s purpose as it evolves. A
statement that doesn’t fit your core values or what you actually do can undermine your marketing efforts and
credibility.

How do you describe a company’s history?

Don’t worry about making your company history a dense narrative. Instead, write it like you would a profile:

• Founding date
• Major milestones
• Location(s)
• Number of employees
• Executive leadership roles
• Flagship products or services

Then, translate that list into a few short paragraphs (like the example below).

Why do business objectives matter?

Business objectives give you clear goals to focus on, like the North Star. These goals must be SMART, which
stands for:
• Specific
• Measurable
• Achievable
• Realistic
• Time-bound

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They must also be tied to key results. When your objectives aren’t clearly defined, it’s hard for employees and
team members to work toward a common purpose. What’s worse, fuzzy goals won’t inspire confidence from
investors, nor will they have a profitable impact on your business.

Example of a company description

Laura’s Landscapers’ mission is to change the face of our city through sustainable landscaping and help you
create the outdoor living space of your dreams.

Founded in 2021 by sisters Laura and Raquel Smith, we have over 25 years of combined landscape architecture
experience. Our four employees work in teams of two and have already completed 10 projects for some of
Richmond’s most influential business and community leaders.

Our objectives over the next three years are to:

• Solidify a glowing reputation as a service-based business that always exceeds customers’ expectations and
honors the environment
• Complete at least 18 projects during year one, 24 in year two, and 36 in year three generated through word
of mouth, referrals, and home shows
• Increase revenue from $360,000 in FY2021 to $972,000 in FY2023 based upon 10 completed projects in the
last nine months

3. Summarize market research and potential

The next step is to outline your ideal potential customer as well as the actual and potential size of your market.
Target markets—also known as personas—identify demographic information like:

• Location
• Income
• Age
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 • Gender
• Education
• Profession
• Hobbies

By getting specific, you’ll illustrate expertise and generate confidence. If your target market is too broad, it can
be a red flag for investors.

• Example: If your product is perfect for people with money to hire landscape architects, listing “anyone with a
garden” as your target market might not go over so well.

The same is true with your market analysis when you estimate its size and monetary value. In addition to big
numbers that encompass the total market, drill down into your business’s addressable market—meaning, local
numbers or numbers that apply the grand total to your specific segments. You may even map your customer’s
journey to get a better understanding of their wants and needs.

Example of market research and potential

Laura’s Landscapers’ ideal customer is a wealthy baby boomer, a member of Gen X, or a millennial between the
ages of 35 and 65 with a high disposable income. He or she—though primarily, she—is a homeowner. They’re a
working professional or have recently retired. In love with the outdoors, they want to enjoy the beauty and serenity
of nature in their own backyard, but don’t have the time or skill to do it for themselves.

Market research shows the opportunity for Laura’s Landscapers has never been better:

• In the U.S., total revenue for landscaping services increased from $69.8 billion in 2013 to $99 billion in 2019.
(1)
• Among landscaping contractors, designing and building is the second fastest growing service offering. (2)
• What’s more, landscape design and construction is the number one “new service” existing companies plan to
add over the next year. (3)

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In Richmond, leading indicators for interest in green, eco-friendly, and sustainable landscaping have all increased
exponentially over the last five years:

• Online search volume for those terms is up 467%

• 10 new community organizations have been formed
• 73 high-profile projects have been covered by local media
• And currently 13% of Richmond’s residents have a household income of $125,000 or more (compared to the
U.S. average of 5%)

4. Conduct competitive analysis

Competitive research begins with identifying other companies that currently sell in the market you’re looking to
enter. The idea of carving out enough time to learn about every potential competitor you have may sound
overwhelming, but it can be extremely useful.

Answer these additional questions after you’ve identified your most significant competitors:

• Where do they invest in advertising?

• What kind of press coverage do they get?
• How good is their customer service?
• What are their sales and pricing strategies?
• How do they rank on third-party rating platforms?

Spend some time thinking about what sets you apart. If your idea is truly novel, be prepared to explain the
customer pain points you see your business solving. If your business doesn’t have any direct competition, research
other companies that provide a similar product or service.

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Next, create a table or spreadsheet listing your competitors to include in your plan, often referred to as a
competitor analysis table.

Example of competitive analysis

Within Richmond’s residential landscaping market, there are only two high-end architectural competitors: (1)
Yukie’s Yards and (2) Dante’s Landscape Design. All other businesses focus solely on either industrial projects or
residential maintenance.

Yukie’s Yards

• Average cost per project: $12,000

• Ongoing maintenance fee: $200 per month
• Google My Business: 3.1 stars from 163 reviews
• Environmental certifications: None
• Primary marketing channels: Google Ads

Dante’s Landscape Design

• Average cost per project: $35,000

• Ongoing maintenance fee: $500 per month
• Google My Business: 3.7 stars from 57 reviews
• Environmental certifications: None
• Primary marketing channels: Home shows

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5. Describe your product or service
This section describes the benefits, production process, and life cycle of your products or services, and how what
your business offers is better than your competitors.

When describing benefits, focus on:

• Unique features
• Translating features into benefits
• Emotional and practical payoffs to your customers
• Intellectual property rights or any patents that protect differentiation

For the production process, answer how you:

• Create existing and new products or services

• Source raw materials or components
• Assemble them through manufacturing
• Maintain quality control and quality assurance
• Receive and deliver them (supply chain logistics)
• Manage your daily operations, like bookkeeping and inventory

Within the product life cycle portion, map elements like:

• Time between purchases

• Up-sells, cross-sells, and down-sells
• Future plans for research and development

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Example of product or service description

Laura’s Landscapers’ service—our competitive advantage—is differentiated by three core features.

First, throughout their careers, Laura and Raquel Smith have worked at and with Richmond’s three leading
industrial landscaping firms. This gives us unique access to the residents who are most likely to use our service.

Second, we’re the only firm certified green by the Richmond Homeowners Association, the National Preservation
Society, and Business Leaders for Greener Richmond.

Third, of our 10 completed projects, seven have rated us a 5 out of 5 on Google My Business and our price points
for those projects place us in a healthy middle ground between our two other competitors.

• Average cost per project: $20,000

• Ongoing maintenance fee: $250 per month
• Google My Business: 5 stars from 7 reviews
• Environmental certifications: Three (see Appendix)
• Primary marketing channels: Word of mouth, referrals, and home shows

6. Develop a marketing and sales strategy

Your marketing strategy or marketing plan can be the difference between selling so much that growth explodes or
getting no business at all. Growth strategies are a critical part of your business plan.

You should briefly reiterate topics such as your:

• Value proposition
• Ideal target markets
• Existing customer segments

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Then, add your:

• Launch plan to attract new business

• Growth tactics for established businesses to expand
• Retention strategies like customer loyalty or referral programs
• Advertising and promotion channels such as search engines, social media, print, television, YouTube, and
word of mouth

You can also use this section of your business plan to reinforce your strengths and what differentiates you from the
competition. Be sure to show what you’ve already done, what you plan to do given your existing resources, and
what results you expect from your efforts.

Example of marketing and sales strategy

Laura’s Landscapers’ marketing and sales strategy will leverage, in order of importance:

• Word of mouth
• Referrals
• Reviews and ratings
• Local Google Ads
• Social media
• Home shows
• Direct mail

Reputation is the number one purchase influencer in high-end landscape design. As such, channels 1-4 will
continue to be our top priority.

Our social media strategy will involve YouTube videos of the design process as well as multiple Instagram
accounts and Pinterest boards showcasing professional photography. Lastly, our direct mail campaigns will send
carbon-neutral, glossy brochures to houses in wealthy neighborhoods.

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7. Compile your business financials
If you’re just starting out, your business may not yet have financial data, financial statements, or comprehensive
reporting. However, you’ll still need to prepare a budget and a financial plan.

If your company has been around for a while and you’re seeking investors, be sure to include:

• Income statements
• Profit and loss statements
• Cash flow statements
• Balance sheets

Other figures that can be included are:

• How much of your revenue you retain as your net income

• Your ratio of liquidity to debt repayment ability
• How often you collect on your invoices

Ideally, you should provide at least three years’ worth of reporting. Make sure your figures are accurate and
don’t provide any profit or loss projections before carefully going over your past statements for justification.

Avoid underestimating business costs

Costs, profit margins, and sale prices are closely linked, and many business owners set sale prices without
accounting for all costs. New business owners are particularly at risk for this mistake. The cost of your product or

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service must include all of your costs, including overhead. If it doesn’t, you can’t determine a sale price to
generate the profit level you desire.

Underestimating costs can catch you off guard and eat away at your business over time.

• Example: Insurance premiums tend to go up annually for most forms of coverage, and that’s especially true
with business insurance. If an employee gets injured, Laura’s Landscapers’ workmen’s compensation
insurance to cover this risk will increase.

Example of business financials

Given the high degree of specificity required to accurately represent your business’s financials, rather than create a
fictional line item example for Laura’s Landscapers, we suggest using one of our free Excel templates and entering
your own data:

• For new businesses: Start up budget template

• For existing businesses: Income statement template

Once you’ve completed either one, then create a big picture representation to include here as well as in your
objectives in step two.

In the case of Laura’s Landscapers, this big picture would involve steadily increasing the number of annual projects
and cost per project to offset lower margins:

Current revenue for FY2022: $200,000

• 10 completed projects
• ~$20,000 per project
• 15% profit margins
• $30,000 net

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FY2022 projections: $360,000

• 18 completed projects
• ~$20,000 per project
• 15% profit margins
• $54,000 net

FY2023 projections: $552,000

• 24 completed projects
• ~$23,000 per project
• 12% profit margins
• $66,240 net

FY2024 projections: $972,000

• 36 completed projects
• ~$27,000 per project
• 10% profit margins
• $97,200 net

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8. Describe your organization and management
Your business is only as good as the team that runs it. Identify your team members and explain why they can
either turn your business idea into a reality or continue to grow it. Highlight expertise and qualifications
throughout—this section of your business plan should show off your management team superstars.

You should also note:

• Roles you still need to hire to grow your company

• The cost of hiring experts to assist operations

To make informed business decisions, you may need to budget for a bookkeeper, a CPA, and an attorney. CPAs
can help you review your monthly accounting transactions and prepare your annual tax return. An attorney can
help with client agreements, investor contracts (like shareholder agreements), and with any legal disputes that may
arise.

Ask your business contacts for referrals (and their fees), and be sure to include those costs in your business
plan.

Example of organization and management

Laura Smith, Co-founder and CEO

• Education
• Professional background
• Awards and honors
• Notable clients

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Raquel Smith, Co-founder and Chief Design Officer

• Education
• Professional background
• Awards and honors
• Notable clients

Laura’s Landscapers’ creative crews

• Number of employees
• Cumulative years of experience
• Awards and honors
• Notable clients

9. Explain your funding request

When outlining how much money your small business needs, try to be as realistic as possible. You can provide a
range of numbers if you don’t want to pinpoint an exact number. However, include a best-case scenario and a
worst-case scenario.

Since a new business doesn’t have a track record of generating profits, it’s likely that you’ll sell equity to raise
capital in the early years of operation. Equity means ownership—when you sell equity to raise capital, you are
selling a portion of your company.

• Remember: An equity owner may expect to have a voice in company decisions, even if they do not own a
majority interest in the business.

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Most small business equity sales are private transactions. The investor may also expect to be paid a dividend,
which is a share of company profits, and they’ll want to know how they can sell their ownership interest.
Additionally, you can raise capital by borrowing money, but you’ll have to repay creditors both the principal amount
borrowed and the interest on the debt.

If you look at the capital structure of any large company, you’ll see that most firms issue both equity and debt.
When drafting your business plan, decide if you’re willing to accept the trade-off of giving up total control and
profits before you sell equity in your business.

• Tip: Put together a timeline so your potential investors have an idea of what to expect. Some customers may
not pay for 30 days or longer, which means the business needs a cash balance to operate.

The founder can access cash by contributing their own money into the business by securing a line of credit (LOC)
at a bank or applying for QuickBooks Capital. If you raise cash through a LOC or some other type of loan, it needs
to be paid off ASAP to reduce the interest cost on debt.

Example of a funding request

Laura’s Landscapers has already purchased all necessary permits, software, and equipment to serve our existing
customers. Once scaled to $972,000 in annual revenue—over the next three years and at a 10% profit margin—
our primary ongoing annual expenses (not including taxes) will total $874,800.

While already profitable, we are requesting $100,000 in the form of either a business loan or in exchange for equity
to purchase equipment necessary to outfit two additional creative crews.

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10. Compile an appendix for official documents
Finally, assemble a well-organized appendix for anything and everything readers will need to supplement the information in your plan.
Consider any info that:

• Helps investors conduct due diligence

• Gives context and easy access to you or your employees

Useful details to cover in an appendix include:

• Deeds, local permits, and legal documents

• Certifications that bolster your credibility
• Business registries and professional licenses pertaining to your legal structure or type of business
• Patents and intellectual properties
• Industry associations and memberships
• State and federal identification numbers or codes
• Key customer contracts and purchase orders

Your appendix should be a living section of the business plan, whether the plan is a document for internal reference only or an
external call for investors.

• Tip: As you include documents in the appendix, create a miniature table of contents and footnotes throughout the
rest of the plan linking to or calling attention to them.

How to make a business plan that stands out

Investors have little patience for poorly written documents. You want your business plan to be as attractive and readable as possible.

• Keep it brief. A typical business plan can range from 10 to 20 pages. As long as you cover the essentials, less is
more.
• Make it easy to read. Divide your document into distinct sections, so that investors can quickly flip between key
pieces of information.
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 • Know your margins. List every cost your business incurs, and make sure that you’re assigning those costs to each
product or service that you sell.
• Proofread. Double-check for typos and grammatical errors. Then, triple-check. Otherwise, you might risk your
credibility.
• Invest in quality design and printing. Proper layout, branding, and decent printing or bookbinding give your
business plan a professional feel.
• Be prepared in advance. Have everything ready to go at least two weeks ahead so you have time to make revisions
in case of a last-minute change.
•

3 tips to update your business plan

It’s a good idea to periodically revisit your business plan, especially if you are looking to expand. Conducting new
research and updating your plan could also provide answers when you hit difficult questions.

Mid-year is a good time to refocus and revise your original plans because it gives you the opportunity to refocus
any goals for the second half of the year. Below are three ways to update your plan.

1. Refocus your productivity

When you wrote your original business plan, you likely identified your specific business and personal goals. Take
some time now to assess if you’ve hit your targets.

• Example: If you planned to launch a new tips and trends video series and it hasn’t happened yet, what’s
stopping you? Put a timeline together and set a launch date.

If you only want to work a set number of hours per week, you must identify the products and services that deliver
the returns you need to make that a reality. Doing so helps you refocus your productivity on the most lucrative
profit streams.

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Also, use what you’ve achieved and the hard lessons you’ve learned to help you re-evaluate what is and isn’t
working.

2. Realign with your goals

Do a gut check to determine whether all of your hard work is still aligned with your original goals and your mission
statement. Ask yourself these questions:

• Are my goals still relevant?

• Am I still focused on the big picture?
• Where do I want to be a year from now?
• Will my existing plan still take me where I want to go?

These questions may be tough to answer at first glance, but they reveal your ties to your goals and what most
likely needs to change to achieve new wins.

3. Repurpose your offerings

If your time has become more focused on small projects rather than tangible growth and building a valuable client
list, consider packaging your existing products or services differently. Can you bundle a few things together?

• Example: Laura’s Landscapers might be able to offer a special pool and patio package. Doing so might help
them bring in fewer yet higher-paying projects. Perhaps they can offer a maintenance package as well to
keep that customer long term.

You must deliberately manage your revenue streams, and that might require shuffling things around a little to focus
on what is working for you.

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Business plan template
Even if you don’t plan on seeking investments early on, there are other important reasons to use a business plan
template to write a great business plan:

• Clarifies what you’re trying to accomplish

• Identifies opportunities to understand your market, like demographics and behaviors
• Establishes the role of each team member
• Gives team members a benchmark to reference and stay on track
• Helps catch errors to make sure financial projections are accurate
• You’ll see the holes and blind spots that could cause future issues

Download the following template to build your business plan from the ground up, considering all the important
questions that will help your investors and employees.

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