How I can help you
Martin Crowson is a retired international development banker, management consultant and certified public accountant.
His SCORE mentoring focus is on helping clients start-up and grow their businesses by, first, developing these 2 tools:
Specification of at least one feasible, actionable “4Ps Marketing Mix”:
Value Proposition – To whom they will sell what in successful competition with customers’ alternative suppliers.
Persuasion - How those clients will persuade potential customers to pay attention to sales presentations and act favorably on those offers.
Market Place – Where clients will make sales presentations and close sales (maybe, in customers’ offices, online e-commerce websites, or trade shows).
Payment – How prices and payment terms for sales to retail or wholesale customers will be set, to achieve adequate profitability while remaining competitive.
Quantification of estimates of 5 sets of key start-up business plan variables and assuring that they are mutually consistent and achievable (SCORE has an Excel model for this purpose):
Required upfront investments in equipment, expense prepayments, working capital funds, etc. and their financing sources (carefully committed in stages so as to control risks).
Staffing needed to deliver sufficient products or services revenues (the immediately following plan variable), and its costs especially owners’ compensation expectations.
Sales revenues, by product and service line and customer segment, less direct costs of selling those lines; estimating those direct costs demands clearly understand supply chain mechanics.
Fixed expenses (those which do not vary directly with sales volumes) such as plant depreciation, rentals, advertising, property taxes, travel, customer entertainment, etc.
Net cash receipts and balances resulting from the estimates above ----- Projected cash in must exceed cash out; if it does not, re-work this process until it does.
Areas of Expertise
- Business Finance & Accounting
- Business Strategy & Planning
- Business Operations
- Human Resources & Internal Communications
- Sales, Marketing & Public Relations
- Banking, Finance & Insurance
- Home or Personal Maintenance Services
- Professional & Business Services
- Retail & Wholesale Trade
I hold BS and MBA degrees from Tulane University and Masters degree in Marketing Management from University of Maryland University College.