Part 3 Elements and Benefits of a Comprehensive Business Plan

May 11
2011

Please go here and download the PDF of the Power Point presentation or view the Flash version as you follow my posts on this topic if you haven’t downloaded it yet.

Consider the Future

Too many companies look at today and maybe one year into the future. Even the companies that have visions of becoming large enterprises generally don’t look far enough ahead.

There are pitfalls and land mines everywhere in the form of changes of internal processes and controls due to growth and often outside changes in the form of government regulations, changing economics, changing methods of market penetration, etc. None of these is insurmountable or business killers if you are constantly monitoring and planning how these events will affect your business and plan how to deal with them.

For example, every growing business hits a point in their growth where they need to invest heavily into infrastructure, more automation and more management. This always becomes a major cash drain on the business. If you have developed a comprehensive business plan with strong financial modeling it will show you when you should reach this milestone and allow you to prepare well in advance. Regularly comparing the predictions in your business plan to what is actually happening in your business gives you the ability to foresee this upcoming event and plan for this event by raising the necessary capital before you get into a cash crunch.

If you have never been through this growth phase before you will likely have no idea how to predict when this is going to happen. All too often we see business plans that show steady sales growth with fixed COGS, some incremental increase in SG&A and EBITDA that is climbing steadily. This is our first warning that this management team is inexperienced.

We also see many small mature companies five, ten, twenty years old that can’t figure out why they aren’t able to grow. When we ask to see their business plan, if they have one, it is always many years old and hasn’t been looked at since they wrote it.

Your business plan is a living document and needs to be reviewed at least quarterly. Did you make your milestones? Were you higher or lower? If so why? What did you do that was so great or what did you do that failed? What has changed and do you need to change any strategies?

A well written plan will have these metrics in it and the assumptions used to determine these metrics. Remember even the best written plan cannot predict every eventuality, so if you miss some metrics don’t worry, this is a living document and you should update it to reflect the changes you need to make to succeed.

When going through this process with clients it is always amazing how many times they realize they had developed a great strategy but never implemented it because as soon as they finished the plan they continued doing what they have always been doing. Are you familiar with the saying – If you do what you have always done, you’ll get what you always got. This is exactly the type of pitfall that businesses fall into without realizing they are doing it.

By planning ahead and checking your plan regularly, you will see when you are straying from the plan or if the plan needs adjustment. But if you have no plan, you never know which pieces created synergy and which pieces failed.

When you build your plan as if you are going to become a $50 million enterprise in five years, you can envision all the infrastructure you will need to build and the size of the management team you will need to support this business. Now you can start working backwards to estimate the milestones when you will need to add infrastructure, more automation and more management.

There is no perfect plan, but with a plan you can build the checks and balances which will help you avoid many problems.

It is a lot more fun growing when you are proactive rather than when you are reactive and putting fires out all the time.

Part 2 Elements and Benefits of a Comprehensive Business Plan

Apr 27
2011

Know Your Competitors

I know you think you know your competitors but you don’t. And for those of you who think you don’t have any competitors think again. Even if you have the newest invention, someone else on this plant has also thought of your solution. They may even have filed a patent but failed to bring their product to market or are bringing it to market somewhere else.

Don’t be afraid of competitors, they prove there is a market for your product. So search them out and learn everything you can.

I will get into more detail of conducting due diligence on competitors later, but for now know you have competitors out there and begin to learn how they operate.

Is there a fortune 100 company who is a competitor? This is great, not only does it prove there is a market, now you know you can pick up a piece of the market share because those big companies are like a super tanker on the ocean they move a huge volume of product but when something new comes along they can’t change direction quickly but need a lot of time and space to change course. While they are doing that, you are entrenching your business in the market and growing your market share.

Building and using a business plan will insure your company is profitable. This gives you the power to continue growing and becoming a very attractive target for a liquidity event. Just know there are hundreds if not thousands of pitfalls in the growth process. The more effort you put into building a strong initial business plan the greater your probability of achieving your goal.

Part 1 Elements and Benefits of a Comprehensive Business Plan

Apr 17
2011

Please download the PDF of the PowerPoint presentation or view the Flash version as you follow my posts on this topic.

Why does every business despite its size need a business plan? This is what I am going to explain in the many posts that will follow but for now let me ask you, how many of you have bought anything that needed assembly?

I am certain each and every one of you has bought a product at sometime in your life that needed assembly. How many of you were able to assemble even the simplest product without reading the plan provided by the manufacturer? I am very mechanically inclined and I have never been able to assemble anything “properly” the first time without reading the plan.

So why do you think building a company with even a few employees is so easy to manage and grow that you don’t need a plan? Believe me, an inanimate object doesn’t think but you still need a plan to assemble it. A group of people think and they all think differently. The larger the group the more ideas there will be. Without a plan everyone will be going in different directions even though they all have the best of intentions.

Therefore the first reason to have a plan is to insure everyone on your team is creating synergy by working in harmony to achieve the company goal of making a profit. As your company grows the plan helps you know and understand what metrics must be met before hiring additional people or buying additional equipment.

Do you know all large companies have business plans and that these business plans are a requirement for good Corporate Governance? Do you also know this is why they are typically very profitable companies?

Now that you know there is a reason for a comprehensive business plan let me walk you through the process of how to build a business plan. As I write these posts I will talk about all types of companies; startup companies, small mature companies and rapid growth companies. The principals are all the same unfortunately the majority don’t have a business plan and have no idea they can be much more profitable than their actual results.

Defining Your Company
There are a wide array of companies but from my perspective every company is a manufacturing company. Every company produces a product it sells even a service company. So define your product and the elements that really make up your Cost Of Goods Sold. Define what the problem is you are solving because customers buy solutions to their problem. Define the characteristics of your perfect customer. Define how you are going to let your customers know you are there to solve their problem. Define how you are going to deliver the solution to them. Define how much profit you wish the company to earn as its net income (remember the company is an entity unto itself and needs its own profit, so if you are the owner your salary is completely separate from the company’s net income). As we build the business plan these definitions will change because we will conduct thorough due diligence on every aspect of the business plan and you will learn many things you didn’t know but thought you knew.

FAR Contractor Compliance Program and Integrity Reporting

Jan 15
2011

On December 24, 2007, a new Federal Acquisition Regulation (FAR) rule requiring a contractor code of ethics and other elements of a compliance and ethics program became effective. This final rule requires contractors to have a code of business ethics and conduct within 30 days of award of all non-commercial-item contracts and subcontracts greater than $5 million and with a performance period of 120 days or more. It also requires formal training on the code, internal controls to detect improper conduct and the display of hotline posters. Although this final rule requires some elements of a compliance and ethics program, as defined by the U.S. Sentencing Guidelines (USSG), it does not meet all of the USSG’s requirements for an effective program. In comments on the original proposed rule, the Department of Justice (DOJ) proposed a further rule that would mandate compliance programs that met the Sentencing Commission guidance, along with additional requirements.

In response to the DOJ comments, the FAR Councils have proposed to amend the FAR again to require contractors to have and implement additional components of a comcompliance program that meets the “effectiveness” criteria under the USSG. This proposed rule also would make mandatory the disclosure of suspected wrongdoing and would require “full cooperation” with any government investigation. As explained in more detail below, this proposed rule requires far more than the USSG expects from a comprehensive compliance and ethics program, and the additional burdens on contractors could cause major problems if the rule is adopted without significant modification.

Requirements Of The Proposed Rule

On November 14, 2007, the Civilian Agency Acquisition Council and the Defense Acquisition Regulations Council (the Councils) published the proposed amendments to the FAR. This proposed new rule was requested by the DOJ, which believed that the Councils’ earlier proposed rule – and now final rule – requiring only some components of a compliance program left out important elements contained in the USSG’s description of an effective compliance and ethics program. The new proposed rule requires contractors:

• to have all of the elements of an effective and comprehensive compliance and ethics program, with the FAR requirement using the same or similar language employed by the USSG;
• to “notify, in writing, the agency Office of Inspector General with a copy to the Contracting Officer, whenever the Contractor hasreasonable grounds to believe that a principal, agent or subcontractor of the Contractor has committed a violation of Federal criminal law in connection with the award or performance of this contract or any subcontract thereunder” (emphasis added);
• to make “full cooperation with any Government agencies responsible for audit, investigation, or corrective actions”

Exceptions to these requirements include the following: they will not apply to (1) contracts of $5 million or less; (2) those with a performance period of fewer than 120 days; (3) those performed entirely outside the United States; (4) or commercial item contracts under FAR Part 12. Even if the contract would otherwise be covered, these requirements are not applied to small business concerns.

Mandatory Self-Disclosure

The proposed rule requires a contractor to notify the Office of Inspector General (IG) whenever it has “reasonable grounds to believe” a criminal violation has occurred. Penalties for non-disclosure are suspension and even debarment – the proposed rule would add two newly stated types of contractor omissions to the lists of causes for suspension or debarment under FAR 9.407-2 and 9.406-2, so long as the existence of the omissions is based upon “a preponderance of the evidence”:

1) a “knowing failure” to “timely” disclose an “overpayment” on a government contract
2) a “knowing failure” to “timely” disclose a “violation of Federal criminal law in connection with the award or performance of any Government contract or subcontract”

The proposed rule includes no definition of “timely.” This raises additional questions:

• When does a necessary disclosure become late?
• Is the contractor entitled first to consult with its legal counsel, its cost accounting expert and others, and self-investigate the situation before it concludes that there has been an “overpayment” or a “violation of Federal criminal law?”
• And if the contractor does not have such professionals on its corporate staff or in an outside firm with a history of work for the company, how much time would be afforded the contractor to seek such professional assistance?
• When is a failure to disclose “knowing?” Who decides? What about reasonable disagreements over whether there has been a violation?

There is no definition of “overpayment.” Federal contracts have many pricing methods and systems for interim or provisional payments. Does an “overpayment” occur when a provisional payment such as a cost-reimbursement voucher is paid, even though the final amount for that voucher as determined at the end of the contract might be higher or lower than what the contractor had claimed for that voucher? Has an “overpayment” occurred when payment dollars pertaining to one line item appear to be excessive, but another line item was shortchanged by the government disbursing office in the exact same amount? These questions are not answered by the plain language of the proposed rule.

Moreover, irrespective of the wording in this proposed rule, the entire notion of mandatory disclosure runs counter to many established government processes. For example, unlike most of the compliance program elements required by the new rule, mandatory self-disclosure is not an element of a compliance program under the USSG. Rather, voluntary self-disclosure is one factor in the mitigation of a company’s culpability under the USSG.

Mandatory self-disclosure is also at odds with the DOJ’s own corporate-charging guidelines for its federal prosecutors. The McNulty Memorandum, issued December 12, 2006, by then-Deputy U.S. Attorney General Paul McNulty, specifically states that “prosecutors must consider” in their charging decision “the corporation’s timely and voluntary disclosure of wrongdoing and its willingness to cooperate in the investigation of its agents.”

Nor does the Defense Acquisition Regulation Supplement (DFARS) require reporting suspected violations straight to the IG level. Rather, the DFARS states that a “contractor’ssystem of management controls should provide for … [t]imely reporting to appropriate Government officials of any suspected or possible violation of law in connection with Government contracts.” Thus, where appropriate, contractors may make a voluntary disclosure to the contracting officer, the program manager, the contract administrator or some combination thereof. The IG may be notified, but need not be unless appropriate.

More broadly, requiring disclosures to the agency IG would seem to defeat the concept of ameliorating possible irregularities. Once the IG has become involved, both the contracting officer and the contractor or subcontractor may lose control of the investigation into what went wrong on the contract and what entity was responsible. It does not seem to be good policy to require immediate reporting to an IG office at the outset of the contractor’s developing the threshold “reasonable grounds to believe” – a phrase which could have varying interpretations and is a lower standard than “probable cause.” It could be based upon completely unevaluated or investigated allegations, rumors and suspicions. The existing voluntary disclosure protocols, in contrast, allow for internal investigation by the reporting parties before a disclosure is made.

Other federal agencies also currently have provisions encouraging voluntary self-disclosure. For example, the HHS-OIG’s Provider Self-Disclosure Protocol was implemented in October 1998 to assist health care providers in investigating and reporting potential violations of federal health care laws. The program presents providers with an opportunity to police themselves, correct underlying problems and work cooperatively with the government to resolve any matters of concern.

Perhaps the biggest concern about mandatory disclosure – with looming penalties of suspension and debarment – is that it will inhibit “good” companies from entering the federal market, while likely leading to only marginally more reporting, if any. With a voluntary disclosure system, the “good” companies will naturally disclose concerns to authorities, whereas the “bad” companies will not. With mandatory disclosure, however, the “good” companies will still disclose – because it is required – and the “bad” companies still will not disclose. Plus, the threat of suspension and debarment and the potentially massive costs of responding to an investigation will keep some “good” companies from bidding on government contracts in the first place.

Thus, in order to maintain consistency with other federal agencies and the USSG’s widely known compliance program elements, and to keep ethical companies from being scared away by business-killing penalties, the Councils would be wise to consider a voluntary disclosure program instead.

“Full Cooperation”

The proposed rule also requires “full cooperation with any Government agencies responsible for audit, investigation, or corrective actions.” This statement lacks any explanation, definition, or clarification, however, and raises additional questions:

• What is “full cooperation,” as opposed to mere “cooperation?”
• Does “full cooperation” require waiver of the attorney-client privilege and work product protections?
• What are “corrective actions,” apart from audits and investigations?

If “full cooperation” does mean a complete waiver of the attorney-client privilege and work product protections, this proposed rule would run counter to the DOJ’s guidance to its own prosecutors. As mentioned above, the McNulty Memorandum notes that a company’s “willingness to cooperate” should be a factor in the prosecutor’s charging decision. The McNulty Memorandum further states that “the attorney-client and work product protections serve an extremely important function in the U.S. legal system” and that “waiver of attorney-client and work product protections is not a prerequisite to a finding that a company has cooperated in the government’s investigation.” The absence of such a sacrosanct, shielding privilege could also have the effect of deterring a contractor’s employees from reporting any potential or suspected wrongdoing, or from hiring competent counsel to conduct internal investigations. Thus, the requirement of “full cooperation” could actually lead to fewer reports in the end.

It is entirely possible that the Councils did not intend to require waiver of the attorneyclient privilege and work product protections through their use of the phrase “full cooperation.” However, absent any clarifying language, the requirement is too easily expanded and can be used to justify such a demand. It would, therefore, benefit all involved if the Councils would add definitions or otherwise clarify the “full cooperation” requirement. The government should be encouraging voluntary cooperation and taking it into account in suspension and debarment decisions, but mandatory cooperation is both counterintuitive (if it is mandatory, it is not cooperation) and counterproductive.

Our thanks to this article’s authors, Alan Dickson, Christopher Myers, Jennifer Eileen Dure, and William M. “Will” Pannier of Holland & Knight.

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