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Worksheet Companion

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wdp.wharton.upenn.edu/books/social-entrepreneurs-playbook

http://wdp.wharton.upenn.edu/books/social-entrepreneurs-playbook/?utm_source=WDPdownload&utm_medium=website&utm_campaign=social-entrepreneur-exp

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2013 by Ian C. MacMillan and James D. Thompson

Published by Wharton Digital Press

The Wharton School

University of Pennsylvania

3620 Locust Walk

2000 Steinberg Hall-Dietrich Hall

Philadelphia, PA 19104

Email: whartondigitalpress@wharton.upenn.edu

Website: wdp.wharton.upenn.edu

All rights reserved. No part of this book may be reproduced, in any form or by any means, without

written permission of the publisher. Company and product names mentioned herein are the trademarks

or registered trademarks of their respective owners.

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Contents

Dear Reader ................................................................................................................................................ 5 Worksheets ............................................................................................................................................. 6

Screen-in Criteria .................................................................................................................................... 7 Segment Attractiveness Features ............................................................................................................ 8 Beneficiary Experience Table ................................................................................................................. 9 Beneficiary Experience Table: Most Competitive Alternative ............................................................. 10 Deliverables Table ................................................................................................................................ 11 Deliverables Table with Required Capabilities .................................................................................... 12 Beneficiary Experience Table with Required Capabilities for Seed Segment ..................................... 13 Deliverables Table Identifying Cost Types .......................................................................................... 14 Funding Table ....................................................................................................................................... 15 Stakeholder Impact Table ..................................................................................................................... 16 Stakeholder Mapping Table .................................................................................................................. 17 Tactics Table for Opponent .................................................................................................................. 18 Tactics Table for Allies ......................................................................................................................... 19 Tactics Table for Needed Indifferent .................................................................................................... 20 Concept Statement ................................................................................................................................ 21 Scoping the Venture .............................................................................................................................. 22 Deliverables Table Estimating Costs .................................................................................................... 23 Operating Income Statement................................................................................................................. 24 Asset Funding Table ............................................................................................................................. 25 Assumption Checklist Template ........................................................................................................... 26 Deliverables Table: Likely and Worst-Case Estimates ........................................................................ 27 Checkpoints and Assumptions Table .................................................................................................... 28 Expectations vs. Actual Results ............................................................................................................ 29

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Dear Reader,

The following worksheets are available for you to use to plan your project. Please note that the

worksheets are designed to be downloaded and used in conjunction with the book and your project as it

unfolds. We have not included the financial spreadsheets at this time due to the wide variety of project

types and their respective social impact metrics. We may offer prototype spreadsheets in the future

should there be sufficient demand.

Should you not have formal training in finance and accounting, before you try to go beyond page 21, we

strongly suggest that you seek out support from someone with the necessary expertise to assist you in

creating your own venture performance goals and Discovery Driven Plan.

Happy social enterprising! May the wind always be at the back of your social enterprise!

Mac and Jim

November 2013

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Worksheets

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Screen-in Criteria

Criteria Very Low > Very High

Number of people who will benefit 1 2 3 4 5

Suffering of target beneficiary as a result of problem 1 2 3 4 5

Long-term social impact potential of project 1 2 3 4 5

Degree of stakeholder support for project 1 2 3 4 5

Receptiveness of target beneficiaries to solution 1 2 3 4 5

Degree of local knowledge and experience of team and/or advisors 1 2 3 4 5

Degree of entrepreneurial experience of management 1 2 3 4 5

Ease of testing on a small scale (low cost, short time frame) 1 2 3 4 5

Total Score ____ out of 40

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Segment Attractiveness Features

Factors

Segment 1: ____________

Segment 2: ____________

Segment 3: ____________

1. Pervasivenessscale and scope of the

segment need

2. Acceptance of your offering by

customer/target beneficiary and other key

players

3. Salience to customer/target beneficiary

is the need your solution meets important to

the customer compared with other needs?

4. Urgency to customeris it important that

the need be satisfied soon, or can it wait?

5. Visibility of benefitcan the satisfaction

of the need be easily observed?

6. Timeliness of effectcan the need be

quickly satisfied by your offering, or will it

be delayed?

7. Credibility of your companyis it seen

as legitimate, qualified, and competent?

8. Performance contingencyis your

solution sure to work?

9. Competitiveness of your solutionhow

does it fare against alternative solutions?

10. Fundability of the purchase and use by

segmentis your solution fundable?

Total

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Beneficiary Experience Table

Step Beneficiary Experience

1

2

3

4

5

6

7

8

9

10

11

12

13

14

15

16

17

18

19

20

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Beneficiary Experience Table: Most Competitive Alternative

Step Beneficiary Experience Step Advantages of Your Venture

Advantages of Competitor 1

Advantages of Competitor 2

1

2

3

4

5

6

7

8

9

10

11

12

13

14

15

16

17

18

19

20

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Deliverables Table

Step Your Deliverables

1

2

3

4

5

6

7

8

9

10

11

12

13

14

15

16

17

18

19

20

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Deliverables Table with Required Capabilities

Step Your Deliverables Step Capabilities Needed

1

2

3

4

5

6

7

8

9

10

11

12

13

14

15

16

17

18

19

20

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Beneficiary Experience Table with Required Capabilities for

Seed Segment

Step Beneficiary Experience Capabilities/Target Segment 1 (Seed Segment)

1

2

3

4

5

6

7

8

9

10

11

12

13

14

15

16

17

18

19

20

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Deliverables Table Identifying Cost Types

Column A Column B Column C Column D

Step Step in Beneficiary Experience Table

Type of Equipment Cost Type of Staff Cost

Type of Materials Cost

1

2

3

4

5

6

7

8

9

10

11

12

13

14

15

16

17

18

19

20

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Funding Table

Funding Needs Areas Source of Funding

Operations

Equipment

Inventory

Land & Buildings

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Stakeholder Impact Table

Stakeholder Major Negative Impact (if any) Major Positive Impact (if any)

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Stakeholder Mapping Table

Status Allies Opponents Indifferents

Active allies to be

deployed

Primary opponents to

disrupt or

accommodate

Needed indifferents to

convert

Currently active (or

soon to be active)

Potential allies to

mobilize

Potential opponents

to disrupt or

accommodate

Indifferents to

convert

Currently inactive

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Tactics Table for Opponent

Type of support needed:

Major current issues occupying stakeholder attention:

For each plausible tactic, specify what you will deploy for what purpose.

Tactical Option Opponent: _______________________

Can you deploy your knowledge, skills, and

capabilities to solve opponent's problem in

order to build influence for horse-trading?

Or

Can you threaten to deploy your knowledge,

skills, and capabilities to aggravate

opponent's position?

Can you reward opponent for cessation of

opposition?

Or

Can you deploy your resources to threaten to

aggravate opponent's position?

Can you use your allies or even your ally's

allies to neutralize opponent or heat-shield

your project from the opponent?

Can you create a safe haven away from

opponent retaliation?

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Tactics Table for Allies

Type of support needed:

Major current issues occupying stakeholder attention:

For each plausible tactic, specify what you will deploy for what purpose.

Tactical Option Ally: _______________________

Can you deploy your knowledge, skills, and

capabilities to induce the ally to support you?

Can you deploy your physical and financial

resources to induce the ally to support you?

Can you deploy your network connections to

induce the ally to support you?

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Tactics Table for Needed Indifferent

Type of support needed:

Major current issues occupying stakeholder attention:

For each plausible tactic, specify what you will deploy for what purpose.

Tactical Option

Needed Indifferent: _______________________

Can you deploy your knowledge, skills, and

capabilities to solve indifferents problem in

order to secure indifferents support?

Can you deploy your physical and financial

resources to entice the indifferents support?

Can you use allies or your ally's allies in your

network to mobilize indifferents?

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Concept Statement

The Problem and the Proposed Solution

The problem

Proposed solution

Required behavioral changes and

associated challenges

Business Proposition

Unit of social impact

Unit of revenue

Market and Competition

Identify seed market segment

Identify most competitive alternative

State how your solution is better

than most competitive alternative

Sociopolitical Landscape

Who benefits from my business?

Who is hurt by my business?

Who are key stakeholders?

Who are my allies?

Who are my opponents?

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Scoping the Venture

Requirements Calculation Example Your Project

Minimum Social Impact Requirements

Unit of social impact Trained worker

Minimum number of social impact units X 300 workers

Number of revenue units / impact unit Y 800 boxes/year

Minimum required sales in units per year XxY 240,000 boxes/year

Minimum Financial Requirements

Revenue generating unit A 1 Box

Surplus / profit goal B $60,000

Profitability target / performance cushion C 15% ROS

Required total revenues / year BxC $400,000

Estimated price per unit D $2 / box cookies

Minimum required sales in units per year (BxC)/D 200,000 boxes/year

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Deliverables Table Estimating Costs

Column A Column B Column C Column D Column E Column F Column G Column H Column I

Step Step in Beneficiary Table

Equipment Staff Materials Estimated Pro Rata Cost/Unit

Source of Estimate

Assumption Number

Cost Multiplier

Cost Estimate

1

2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 TOTAL:

To fill in the first four columns, bring over the information from your Deliverables Table Identifying Cost Types.

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Operating Income Statement

Minimum Financial Performance Requirements

Your Project Calculation

Target minimum profits

Target minimum return on sales

(ROS)/profit margin

Minimum required revenues Target profit divided by target ROS

Maximum allowable costs (from

financial framing)

Minimum required revenues minus target profit

Estimated costs total (from

Deliverables table)

Cost cushion Maximum allowable cost minus

estimated costs

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Asset Funding Table

To fill in the first four columns, bring over the information from your Deliverables Table Identifying Cost Types.

Column A Column B Column C Column D Column E Column F Column G Column H Column I Step in Beneficiary Table

Equipment Staff Materials Investment Type Needed

Investment Amount Required

Basis of Estimate

Assumption Number

Potentially Funded By

TOTAL:

_______

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Assumption Checklist Template

Assumption Number

Assumption Description

Relevant Assumption Value Source

1

2

3

4

5

6

7

8

9

10

11

12

13

14

15

16

17

18

19

20

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Deliverables Table: Likely and Worst-Case Estimates

Column A Column E Column F Column G Column H Column I Column J Column K

Assumption Number Cost Types

Likely Pro Rata Cost Estimate

Source of Estimate

Assumption number

Cost multiplier

Cost estimate

Worst-case pro rata cost estimate

Worst-case cost estimate

1

2

3

4

5

6

7

8

9

10

11

12

13

14

15

16

17

18

19

20

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Checkpoints and Assumptions Table

Checkpoint Important Assumptions to Test

A

B

C

D

E

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Expectations vs. Actual Results

Expected Result What Who When Where Why How

Actual Result

Beneficiary 1

Beneficiary 2

Beneficiary 3

Worksheet Companion 2013 by Ian C. MacMillan and James D. ThompsonDear Reader

WorksheetsScreen-in CriteriaSegment Attractiveness FeaturesBeneficiary Experience TableBeneficiary Experience Table: Most Competitive AlternativeDeliverables TableDeliverables Table with Required CapabilitiesBeneficiary Experience Table with Required Capabilities for Seed SegmentDeliverables Table Identifying Cost TypesFunding TableStakeholder Impact TableStakeholder Mapping TableTactics Table for OpponentTactics Table for AlliesTactics Table for Needed IndifferentConcept StatementScoping the VentureDeliverables Table Estimating CostsOperating Income StatementAsset Funding TableAssumption Checklist TemplateDeliverables Table: Likely and Worst-Case EstimatesCheckpoints and Assumptions TableExpectations vs. Actual Results

out of 40: Segment 1: StringCollectSegment 2: ElectricitySegment 3: Segment 11 Pervasivenessscale and scope of the segment need: Segment 21 Pervasivenessscale and scope of the segment need: Segment 31 Pervasivenessscale and scope of the segment need: Segment 12 Acceptance of your offering by customertarget beneficiary and other key players: Segment 22 Acceptance of your offering by customertarget beneficiary and other key players: Segment 32 Acceptance of your offering by customertarget beneficiary and other key players: Segment 13 Salience to customertarget beneficiary is the need your solution meets important to the customer compared with other needs: Segment 23 Salience to customertarget beneficiary is the need your solution meets important to the customer compared with other needs: Segment 33 Salience to customertarget beneficiary is the need your solution meets important to the customer compared with other needs: Segment 14 Urgency to customeris it important that the need be satisfied soon or can it wait: Segment 24 Urgency to customeris it important that the need be satisfied soon or can it wait: Segment 34 Urgency to customeris it important that the need be satisfied soon or can it wait: Segment 15 Visibility of benefitcan the satisfaction of the need be easily observed: Segment 25 Visibility of benefitcan the satisfaction of the need be easily observed: Segment 35 Visibility of benefitcan the satisfaction of the need be easily observed: Segment 16 Timeliness of effectcan the need be quickly satisfied by your offering or will it be delayed: Segment 26 Timeliness of effectcan the need be quickly satisfied by your offering or will it be delayed: Segment 36 Timeliness of effectcan the need be quickly satisfied by your offering or will it be delayed: Segment 17 Credibility of your companyis it seen as legitimate qualified and competent: Segment 27 Credibility of your companyis it seen as legitimate qualified and competent: Segment 37 Credibility of your companyis it seen as legitimate qualified and competent: Segment 18 Performance contingencyis your solution sure to work: Segment 28 Performance contingencyis your solution sure to work: Segment 38 Performance contingencyis your solution sure to work: Segment 19 Competitiveness of your solutionhow does it fare against alternative solutions: Segment 29 Competitiveness of your solutionhow does it fare against alternative solutions: Segment 39 Competitiveness of your solutionhow does it fare against alternative solutions: Segment 110 Fundability of the purchase and use by segmentis your solution fundable: Segment 210 Fundability of the purchase and use by segmentis your solution fundable: Segment 310 Fundability of the purchase and use by segmentis your solution fundable: Segment 1Total: Segment 2Total: Segment 3Total: Beneficiary Experience1: Beneficiary Experience2: Beneficiary Experience3: Beneficiary Experience4: Beneficiary Experience5: Beneficiary Experience6: Beneficiary Experience7: Beneficiary Experience8: Beneficiary Experience9: Beneficiary Experience10: Beneficiary Experience11: Beneficiary Experience12: Beneficiary Experience13: Beneficiary Experience14: Beneficiary Experience15: Beneficiary Experience16: Beneficiary Experience17: Beneficiary Experience18: Beneficiary Experience19: Beneficiary Experience20: Beneficiary Experience Step1: Advantages of Your Venture1: Advantages of Competitor 11: Advantages of Competitor 21: Beneficiary Experience Step2: Advantages of Your Venture2: Advantages of Competitor 12: Advantages of Competitor 22: Beneficiary Experience Step3: Advantages of Your Venture3: Advantages of Competitor 13: Advantages of Competitor 23: Beneficiary Experience Step4: Advantages of Your Venture4: Advantages of Competitor 14: Advantages of Competitor 24: Beneficiary Experience Step5: Advantages of Your Venture5: Advantages of Competitor 15: Advantages of Competitor 25: Beneficiary Experience Step6: Advantages of Your Venture6: Advantages of Competitor 16: Advantages of Competitor 26: Beneficiary Experience Step7: Advantages of Your Venture7: Advantages of Competitor 17: Advantages of Competitor 27: Beneficiary Experience Step8: Advantages of Your Venture8: Advantages of Competitor 18: Advantages of Competitor 28: Beneficiary Experience Step9: Advantages of Your Venture9: Advantages of Competitor 19: Advantages of Competitor 29: Beneficiary Experience Step10: Advantages of Your Venture10: Advantages of Competitor 110: Advantages of Competitor 210: Beneficiary Experience Step11: Advantages of Your Venture11: Advantages of Competitor 111: Advantages of Competitor 211: Beneficiary Experience Step12: Advantages of Your Venture12: Advantages of Competitor 112: Advantages of Competitor 212: Beneficiary Experience Step13: Advantages of Your Venture13: Advantages of Competitor 113: Advantages of Competitor 213: Beneficiary Experience Step14: Advantages of Your Venture14: Advantages of Competitor 114: Advantages of Competitor 214: Beneficiary Experience Step15: Advantages of Your Venture15: Advantages of Competitor 115: Advantages of Competitor 215: Beneficiary Experience Step16: Advantages of Your Venture16: Advantages of Competitor 116: Advantages of Competitor 216: Beneficiary Experience Step17: Advantages of Your Venture17: Advantages of Competitor 117: Advantages of Competitor 217: Beneficiary Experience Step18: Advantages of Your Venture18: Advantages of Competitor 118: Advantages of Competitor 218: Beneficiary Experience Step19: Advantages of Your Venture19: Advantages of Competitor 119: Advantages of Competitor 219: Beneficiary Experience Step20: Advantages of Your Venture20: Advantages of Competitor 120: Advantages of Competitor 220: Your Deliverables1: Your Deliverables2: Your Deliverables3: Your Deliverables4: Your Deliverables5: Your Deliverables6: Your Deliverables7: Your Deliverables8: Your Deliverables9: Your Deliverables10: Your Deliverables11: Your Deliverables12: Your Deliverables13: Your Deliverables14: Your Deliverables15: Your Deliverables16: Your Deliverables17: Your Deliverables18: Your Deliverables19: Your Deliverables20: Your Deliverables Step1: Capabilities Needed1: Your Deliverables Step2: Capabilities Needed2: Your Deliverables Step3: Capabilities Needed3: Your Deliverables Step4: Capabilities Needed4: Your Deliverables Step5: Capabilities Needed5: Your Deliverables Step6: Capabilities Needed6: Your Deliverables Step7: Capabilities Needed7: Your Deliverables Step8: Capabilities Needed8: Your Deliverables Step9: Capabilities Needed9: Your Deliverables Step10: Capabilities Needed10: Your Deliverables Step11: Capabilities Needed11: Your Deliverables Step12: Capabilities Needed12: Your Deliverables Step13: Capabilities Needed13: Your Deliverables Step14: Capabilities Needed14: Your Deliverables Step15: Capabilities Needed15: Your Deliverables Step16: Capabilities Needed16: Your Deliverables Step17: Capabilities Needed17: Your Deliverables Step18: Capabilities Needed18: Your Deliverables Step19: Capabilities Needed19: Your Deliverables Step20: Capabilities Needed20: Beneficiary Experience1_2: CapabilitiesTarget Segment 1 Seed Segment1: Beneficiary Experience2_2: CapabilitiesTarget Segment 1 Seed Segment2: Beneficiary Experience3_2: CapabilitiesTarget Segment 1 Seed Segment3: Beneficiary Experience4_2: CapabilitiesTarget Segment 1 Seed Segment4: Beneficiary Experience5_2: CapabilitiesTarget Segment 1 Seed Segment5: Beneficiary Experience6_2: CapabilitiesTarget Segment 1 Seed Segment6: Beneficiary Experience7_2: CapabilitiesTarget Segment 1 Seed Segment7: Beneficiary Experience8_2: CapabilitiesTarget Segment 1 Seed Segment8: Beneficiary Experience9_2: CapabilitiesTarget Segment 1 Seed Segment9: Beneficiary Experience10_2: CapabilitiesTarget Segment 1 Seed Segment10: Beneficiary Experience11_2: CapabilitiesTarget Segment 1 Seed Segment11: Beneficiary Experience12_2: CapabilitiesTarget Segment 1 Seed Segment12: Beneficiary Experience13_2: CapabilitiesTarget Segment 1 Seed Segment13: Beneficiary Experience14_2: CapabilitiesTarget Segment 1 Seed Segment14: Beneficiary Experience15_2: CapabilitiesTarget Segment 1 Seed Segment15: Beneficiary Experience16_2: CapabilitiesTarget Segment 1 Seed Segment16: Beneficiary Experience17_2: CapabilitiesTarget Segment 1 Seed Segment17: Beneficiary Experience18_2: CapabilitiesTarget Segment 1 Seed Segment18: Beneficiary Experience19_2: CapabilitiesTarget Segment 1 Seed Segment19: Beneficiary Experience20_2: CapabilitiesTarget Segment 1 Seed Segment20: Step in Beneficiary Experience Table1: Type of Equipment Cost1: Type of Staff Cost1: Type of Materials Cost1: Step in Beneficiary Experience Table2: Type of Equipment Cost2: Type of Staff Cost2: Type of Materials Cost2: Step in Beneficiary Experience Table3: Type of Equipment Cost3: Type of Staff Cost3: Type of Materials Cost3: Step in Beneficiary Experience Table4: Type of Equipment Cost4: Type of Staff Cost4: Type of Materials Cost4: Step in Beneficiary Experience Table5: Type of Equipment Cost5: Type of Staff Cost5: Type of Materials Cost5: Step in Beneficiary Experience Table6: Type of Equipment Cost6: Type of Staff Cost6: Type of Materials Cost6: Step in Beneficiary Experience Table7: Type of Equipment Cost7: Type of Staff Cost7: Type of Materials Cost7: Step in Beneficiary Experience Table8: Type of Equipment Cost8: Type of Staff Cost8: Type of Materials Cost8: Step in Beneficiary Experience Table9: Type of Equipment Cost9: Type of Staff Cost9: Type of Materials Cost9: Step in Beneficiary Experience Table10: Type of Equipment Cost10: Type of Staff Cost10: Type of Materials Cost10: Step in Beneficiary Experience Table11: Type of Equipment Cost11: Type of Staff Cost11: Type of Materials Cost11: Step in Beneficiary Experience Table12: Type of Equipment Cost12: Type of Staff Cost12: Type of Materials Cost12: Step in Beneficiary Experience Table13: Type of Equipment Cost13: Type of Staff Cost13: Type of Materials Cost13: Step in Beneficiary Experience Table14: Type of Equipment Cost14: Type of Staff Cost14: Type of Materials Cost14: Step in Beneficiary Experience Table15: Type of Equipment Cost15: Type of Staff Cost15: Type of Materials Cost15: Step in Beneficiary Experience Table16: Type of Equipment Cost16: Type of Staff Cost16: Type of Materials Cost16: Step in Beneficiary Experience Table17: Type of Equipment Cost17: Type of Staff Cost17: Type of Materials Cost17: Step in Beneficiary Experience Table18: Type of Equipment Cost18: Type of Staff Cost18: Type of Materials Cost18: Step in Beneficiary Experience Table19: Type of Equipment Cost19: Type of Staff Cost19: Type of Materials Cost19: Step in Beneficiary Experience Table20: Type of Equipment Cost20: Type of Staff Cost20: Type of Materials Cost20: Source of FundingOperations: Source of FundingEquipment: Source of FundingInventory: Source of FundingLand Buildings: StakeholderRow1: Major Negative Impact if anyRow1: Major Positive Impact if anyRow1: StakeholderRow2: Major Negative Impact if anyRow2: Major Positive Impact if anyRow2: StakeholderRow3: Major Negative Impact if anyRow3: Major Positive Impact if anyRow3: StakeholderRow4: Major Negative Impact if anyRow4: Major Positive Impact if anyRow4: StakeholderRow5: Major Negative Impact if anyRow5: Major Positive Impact if anyRow5: StakeholderRow6: Major Negative Impact if anyRow6: Major Positive Impact if anyRow6: StakeholderRow7: Major Negative Impact if anyRow7: Major Positive Impact if anyRow7: StakeholderRow8: Major Negative Impact if anyRow8: Major Positive Impact if anyRow8: StakeholderRow9: Major Negative Impact if anyRow9: Major Positive Impact if anyRow9: StakeholderRow10: Major Negative Impact if anyRow10: Major Positive Impact if anyRow10: Opponent: OpponentCan you deploy your knowledge skills and capabilities to solve opponent s problem in order to build influence for horsetrading Or Can you threaten to deploy your knowledge skills and capabilities to aggravate opponent s position: OpponentCan you reward opponent for cessation of opposition Or Can you deploy your resources to threaten to aggravate opponent s position: OpponentCan you use your allies or even your allys allies to neutralize opponent or heatshield your project from the opponent: OpponentCan you create a safe haven away from opponent retaliation: Ally: AllyCan you deploy your knowledge skills and capabilities to induce the ally to support you: AllyCan you deploy your physical and financial resources to induce the ally to support you: AllyCan you deploy your network connections to induce the ally to support you: Needed Indifferent: Needed IndifferentCan you deploy your knowledge skills and capabilities to solve indifferents problem in order to secure indifferents support: Needed IndifferentCan you deploy your physical and financial resources to entice the indifferents support: Needed IndifferentCan you use allies or your ally s allies in your network to mobilize indifferents: The problem: Proposed solution: Required behavioral changes and associated challenges: Unit of social impact: Unit of revenue: Identify seed market segment: Identify most competitive alternative: State how your solution is better than most competitive alternative: Who benefits from my business: Who is hurt by my business: Who are key stakeholders: Who are my allies: Who are my opponents: Trained worker: 300 workers: 800 boxesyear: 240000 boxesyear: 1 Box: 60000: 15 ROS: 400000: 2 box cookies: 200000 boxesyear: Step in Beneficiary Table1: Equipment1: Staff1: Materials1: Estimated Pro Rata CostUnit1: Source of Estimate1: Assumption Number1: Cost Multiplier1: Cost Estimate1: Step in Beneficiary Table2: Equipment2: Staff2: Materials2: Estimated Pro Rata CostUnit2: Source of Estimate2: Assumption Number2: Cost Multiplier2: Cost Estimate2: Step in Beneficiary Table3: Equipment3: Staff3: Materials3: Estimated Pro Rata CostUnit3: Source of Estimate3: Assumption Number3: Cost Multiplier3: Cost Estimate3: Step in Beneficiary Table4: Equipment4: Staff4: Materials4: Estimated Pro Rata CostUnit4: Source of Estimate4: Assumption Number4: Cost Multiplier4: Cost Estimate4: Step in Beneficiary Table5: Equipment5: Staff5: Materials5: Estimated Pro Rata CostUnit5: Source of Estimate5: Assumption Number5: Cost Multiplier5: Cost Estimate5: Step in Beneficiary Table6: Equipment6: Staff6: Materials6: Estimated Pro Rata CostUnit6: Source of Estimate6: Assumption Number6: Cost Multiplier6: Cost Estimate6: Step in Beneficiary Table7: Equipment7: Staff7: Materials7: Estimated Pro Rata CostUnit7: Source of Estimate7: Assumption Number7: Cost Multiplier7: Cost Estimate7: Step in Beneficiary Table8: Equipment8: Staff8: Materials8: Estimated Pro Rata CostUnit8: Source of Estimate8: Assumption Number8: Cost Multiplier8: Cost Estimate8: Step in Beneficiary Table9: Equipment9: Staff9: Materials9: Estimated Pro Rata CostUnit9: Source of Estimate9: Assumption Number9: Cost Multiplier9: Cost Estimate9: Step in Beneficiary Table10: Equipment10: Staff10: Materials10: Estimated Pro Rata CostUnit10: Source of Estimate10: Assumption Number10: Cost Multiplier10: Cost Estimate10: Step in Beneficiary Table11: Equipment11: Staff11: Materials11: Estimated Pro Rata CostUnit11: Source of Estimate11: Assumption Number11: Cost Multiplier11: Cost Estimate11: Step in Beneficiary Table12: Equipment12: Staff12: Materials12: Estimated Pro Rata CostUnit12: Source of Estimate12: Assumption Number12: Cost Multiplier12: Cost Estimate12: Step in Beneficiary Table13: Equipment13: Staff13: Materials13: Estimated Pro Rata CostUnit13: Source of Estimate13: Assumption Number13: Cost Multiplier13: Cost Estimate13: Step in Beneficiary Table14: Equipment14: Staff14: Materials14: Estimated Pro Rata CostUnit14: Source of Estimate14: Assumption Number14: Cost Multiplier14: Cost Estimate14: Step in Beneficiary Table15: Equipment15: Staff15: Materials15: Estimated Pro Rata CostUnit15: Source of Estimate15: Assumption Number15: Cost Multiplier15: Cost Estimate15: Step in Beneficiary Table16: Equipment16: Staff16: Materials16: Estimated Pro Rata CostUnit16: Source of Estimate16: Assumption Number16: Cost Multiplier16: Cost Estimate16: Step in Beneficiary Table17: Equipment17: Staff17: Materials17: Estimated Pro Rata CostUnit17: Source of Estimate17: Assumption Number17: Cost Multiplier17: Cost Estimate17: Step in Beneficiary Table18: Equipment18: Staff18: Materials18: Estimated Pro Rata CostUnit18: Source of Estimate18: Assumption Number18: Cost Multiplier18: Cost Estimate18: Step in Beneficiary Table19: Equipment19: Staff19: Materials19: Estimated Pro Rata CostUnit19: Source of Estimate19: Assumption Number19: Cost Multiplier19: Cost Estimate19: Step in Beneficiary Table20: Equipment20: Staff20: Materials20: Estimated Pro Rata CostUnit20: Source of Estimate20: Assumption Number20: Cost Multiplier20: Cost Estimate20: TOTAL: Your ProjectTarget minimum profits: Your ProjectTarget minimum return on sales ROSprofit margin: Your ProjectMinimum required revenues: Your ProjectMaximum allowable costs from financial framing: Your ProjectEstimated costs total from Deliverables table: Your ProjectCost cushion: Step in Beneficiary TableRow1: EquipmentRow1: StaffRow1: MaterialsRow1: Investment Type NeededRow1: Investment Amount RequiredRow1: Basis of EstimateRow1: Assumption NumberRow1: Potentially Funded ByRow1: Step in Beneficiary TableRow2: EquipmentRow2: StaffRow2: MaterialsRow2: Investment Type NeededRow2: Investment Amount RequiredRow2: Basis of EstimateRow2: Assumption NumberRow2: Potentially Funded ByRow2: Step in Beneficiary TableRow3: EquipmentRow3: StaffRow3: MaterialsRow3: Investment Type NeededRow3: Investment Amount RequiredRow3: Basis of EstimateRow3: Assumption NumberRow3: Potentially Funded ByRow3: Step in Beneficiary TableRow4: EquipmentRow4: StaffRow4: MaterialsRow4: Investment Type NeededRow4: Investment Amount RequiredRow4: Basis of EstimateRow4: Assumption NumberRow4: Potentially Funded ByRow4: Step in Beneficiary TableRow5: EquipmentRow5: StaffRow5: MaterialsRow5: Investment Type NeededRow5: Investment Amount RequiredRow5: Basis of EstimateRow5: Assumption NumberRow5: Potentially Funded ByRow5: Step in Beneficiary TableRow6: EquipmentRow6: StaffRow6: MaterialsRow6: Investment Type NeededRow6: Investment Amount RequiredRow6: Basis of EstimateRow6: Assumption NumberRow6: Potentially Funded ByRow6: Step in Beneficiary TableRow7: EquipmentRow7: StaffRow7: MaterialsRow7: Investment Type NeededRow7: Investment Amount RequiredRow7: Basis of EstimateRow7: Assumption NumberRow7: Potentially Funded ByRow7: Step in Beneficiary TableRow8: EquipmentRow8: StaffRow8: MaterialsRow8: Investment Type NeededRow8: Investment Amount RequiredRow8: Basis of EstimateRow8: Assumption NumberRow8: Potentially Funded ByRow8: Step in Beneficiary TableRow9: EquipmentRow9: StaffRow9: MaterialsRow9: Investment Type NeededRow9: Investment Amount RequiredRow9: Basis of EstimateRow9: Assumption NumberRow9: Potentially Funded ByRow9: Step in Beneficiary TableRow10: EquipmentRow10: StaffRow10: MaterialsRow10: Investment Type NeededRow10: Investment Amount RequiredRow10: Basis of EstimateRow10: Assumption NumberRow10: Potentially Funded ByRow10: Step in Beneficiary TableRow11: EquipmentRow11: StaffRow11: MaterialsRow11: Investment Type NeededRow11: Investment Amount RequiredRow11: Basis of EstimateRow11: Assumption NumberRow11: Potentially Funded ByRow11: Step in Beneficiary TableRow12: EquipmentRow12: StaffRow12: MaterialsRow12: Investment Type NeededRow12: Investment Amount RequiredRow12: Basis of EstimateRow12: Assumption NumberRow12: Potentially Funded ByRow12: Step in Beneficiary TableRow13: EquipmentRow13: StaffRow13: MaterialsRow13: Investment Type NeededRow13: Investment Amount RequiredRow13: Basis of EstimateRow13: Assumption NumberRow13: Potentially Funded ByRow13: Step in Beneficiary TableRow14: EquipmentRow14: StaffRow14: MaterialsRow14: Investment Type NeededRow14: Investment Amount RequiredRow14: Basis of EstimateRow14: Assumption NumberRow14: Potentially Funded ByRow14: Step in Beneficiary TableRow15: EquipmentRow15: StaffRow15: MaterialsRow15: Investment Type NeededRow15: Investment Amount RequiredRow15: Basis of EstimateRow15: Assumption NumberRow15: Potentially Funded ByRow15: TOTAL_2: Assumption Description1: Relevant Assumption Value1: Source1: Assumption Description2: Relevant Assumption Value2: Source2: Assumption Description3: Relevant Assumption Value3: Source3: Assumption Description4: Relevant Assumption Value4: Source4: Assumption Description5: Relevant Assumption Value5: Source5: Assumption Description6: Relevant Assumption Value6: Source6: Assumption Description7: Relevant Assumption Value7: Source7: Assumption Description8: Relevant Assumption Value8: Source8: Assumption Description9: Relevant Assumption Value9: Source9: Assumption Description10: Relevant Assumption Value10: Source10: Assumption Description11: Relevant Assumption Value11: Source11: Assumption Description12: Relevant Assumption Value12: Source12: Assumption Description13: Relevant Assumption Value13: Source13: Assumption Description14: Relevant Assumption Value14: Source14: Assumption Description15: Relevant Assumption Value15: Source15: Assumption Description16: Relevant Assumption Value16: Source16: Assumption Description17: Relevant Assumption Value17: Source17: Assumption Description18: Relevant Assumption Value18: Source18: Assumption Description19: Relevant Assumption Value19: Source19: Assumption Description20: Relevant Assumption Value20: Source20: Cost Types1: Likely Pro Rata Cost Estimate1: Source of Estimate1_2: Assumption number1: Cost multiplier1: Cost estimate1: Worstcase pro rata cost estimate1: Worstcase cost estimate1: Cost Types2: Likely Pro Rata Cost Estimate2: Source of Estimate2_2: Assumption number2: Cost multiplier2: Cost estimate2: Worstcase pro rata cost estimate2: Worstcase cost estimate2: Cost Types3: Likely Pro Rata Cost Estimate3: Source of Estimate3_2: Assumption number3: Cost multiplier3: Cost estimate3: Worstcase pro rata cost estimate3: Worstcase cost estimate3: Cost Types4: Likely Pro Rata Cost Estimate4: Source of Estimate4_2: Assumption number4: Cost multiplier4: Cost estimate4: Worstcase pro rata cost estimate4: Worstcase cost estimate4: Cost Types5: Likely Pro Rata Cost Estimate5: Source of Estimate5_2: Assumption number5: Cost multiplier5: Cost estimate5: Worstcase pro rata cost estimate5: Worstcase cost estimate5: Cost Types6: Likely Pro Rata Cost Estimate6: Source of Estimate6_2: Assumption number6: Cost multiplier6: Cost estimate6: Worstcase pro rata cost estimate6: Worstcase cost estimate6: Cost Types7: Likely Pro Rata Cost Estimate7: Source of Estimate7_2: Assumption number7: Cost multiplier7: Cost estimate7: Worstcase pro rata cost estimate7: Worstcase cost estimate7: Cost Types8: Likely Pro Rata Cost Estimate8: Source of Estimate8_2: Assumption number8: Cost multiplier8: Cost estimate8: Worstcase pro rata cost estimate8: Worstcase cost estimate8: Cost Types9: Likely Pro Rata Cost Estimate9: Source of Estimate9_2: Assumption number9: Cost multiplier9: Cost estimate9: Worstcase pro rata cost estimate9: Worstcase cost estimate9: Cost Types10: Likely Pro Rata Cost Estimate10: Source of Estimate10_2: Assumption number10: Cost multiplier10: Cost estimate10: Worstcase pro rata cost estimate10: Worstcase cost estimate10: Cost Types11: Likely Pro Rata Cost Estimate11: Source of Estimate11_2: Assumption number11: Cost multiplier11: Cost estimate11: Worstcase pro rata cost estimate11: Worstcase cost estimate11: Cost Types12: Likely Pro Rata Cost Estimate12: Source of Estimate12_2: Assumption number12: Cost multiplier12: Cost estimate12: Worstcase pro rata cost estimate12: Worstcase cost estimate12: Cost Types13: Likely Pro Rata Cost Estimate13: Source of Estimate13_2: Assumption number13: Cost multiplier13: Cost estimate13: Worstcase pro rata cost estimate13: Worstcase cost estimate13: Cost Types14: Likely Pro Rata Cost Estimate14: Source of Estimate14_2: Assumption number14: Cost multiplier14: Cost estimate14: Worstcase pro rata cost estimate14: Worstcase cost estimate14: Cost Types15: Likely Pro Rata Cost Estimate15: Source of Estimate15_2: Assumption number15: Cost multiplier15: Cost estimate15: Worstcase pro rata cost estimate15: Worstcase cost estimate15: Cost Types16: Likely Pro Rata Cost Estimate16: Source of Estimate16_2: Assumption number16: Cost multiplier16: Cost estimate16: Worstcase pro rata cost estimate16: Worstcase cost estimate16: Cost Types17: Likely Pro Rata Cost Estimate17: Source of Estimate17_2: Assumption number17: Cost multiplier17: Cost estimate17: Worstcase pro rata cost estimate17: Worstcase cost estimate17: Cost Types18: Likely Pro Rata Cost Estimate18: Source of Estimate18_2: Assumption number18: Cost multiplier18: Cost estimate18: Worstcase pro rata cost estimate18: Worstcase cost estimate18: Cost Types19: Likely Pro Rata Cost Estimate19: Source of Estimate19_2: Assumption number19: Cost multiplier19: Cost estimate19: Worstcase pro rata cost estimate19: Worstcase cost estimate19: Cost Types20: Likely Pro Rata Cost Estimate20: Source of Estimate20_2: Assumption number20: Cost multiplier20: Cost estimate20: Worstcase pro rata cost estimate20: Worstcase cost estimate20: CheckpointA: Important Assumptions to TestA: CheckpointB: Important Assumptions to TestB: CheckpointC: Important Assumptions to TestC: CheckpointD: Important Assumptions to TestD: CheckpointE: Important Assumptions to TestE: WhatRow1: WhoRow1: WhenRow1: WhereRow1: WhyRow1: HowRow1: WhatActual Result: WhoActual Result: WhenActual Result: WhereActual Result: WhyActual Result: HowActual Result: WhatBeneficiary 1: WhoBeneficiary 1: WhenBeneficiary 1: WhereBeneficiary 1: WhyBeneficiary 1: HowBeneficiary 1: WhatBeneficiary 2: WhoBeneficiary 2: WhenBeneficiary 2: WhereBeneficiary 2: WhyBeneficiary 2: HowBeneficiary 2: WhatBeneficiary 3: WhoBeneficiary 3: WhenBeneficiary 3: WhereBeneficiary 3: WhyBeneficiary 3: HowBeneficiary 3: Text1: Text2: Text3: