Using E-Mail to Jump-Start MP 2

After obtaining MPC 1: Interest Confirmed, let your contacts know that you would like to send them an e-mail or a fax. It will outline a tentative agenda of your in-person meeting. Let them know that the purpose of the e-mail is to give them the opportunity to make changes to the agenda. Stress how it will help to ensure that you fulfill their expectations of the meeting. Referencing the e-mail also serves as an excellent way to begin MP 2: Measure Potential.

The following e-mail example occurs after Marge Kane, a sales representative who sells financial services, completed MPC 1: Interest Confirmed. Her contact is Barbara Green. She is the chief financial officer for a high-tech start-up corporation called Advance Biotronics. (See Exhibit 6-4.)

Dear Barbara:

As we discussed, at CorpGrowth, we have one goal. We help growing biotech businesses have the financial power to move from one stage of their development to the next stage in a profitable manner. Therefore, to make the best use of our half-hour meeting, I would appreciate it you could review this tentative agenda. I welcome any additions, deletions, or modifications you might have. Just send them back to me and I'll make sure we address them.

1. An overview of Advance Biotronics's asset situation today to determine your starting point.

2. A review of your key asset management goals. In addition, how you will measure their achievement in order of importance to determine where you want to end up. You mentioned that "preservation of capital" is your top priority. For your consideration: some other typical financial goals for companies like yours that are shipping product and have positive cash flow are as follows:

   1. High degree of liquidity

   2. Liquidity forecasting

   3. Competitive investment performance

3. Review of industry trends in asset management to help you explore more options.

I appreciate your time, efforts, and consideration. I look forward to meeting you on Tuesday at 10 A.M. I'm confident that it will be educational and productive for both of us.

Regards,

Marge Kane
Vice President, CorpGrowth
987-123-8833
(Fax) 987-123-8833
(E-mail) <[e-mail]>

P.S.- Please feel free to visit our web site at www.corpgrowth.com to see what we have done for other companies in your industry.

Note

Like any correspondence, make sure you do a spell check and read it aloud before sending it. Also, if you segment your Web site by market segments, insert the hyperlink to that section instead of to your home page.

Exhibit 6-4: Sample e-mail agenda.