First, write (or modify the executive summary) of your business plan for each Investor.

Second you will have to look for potential Investors like a salesman would look for a customer and preparation is the key.

For example, a friend of mine (a strategic planner) decided to take up bow hunting. he studied everything -- I mean everything. He took shooting lessons, studied deer migration patterns, talked to old hunters and purchased topical maps of the hunting area. He went a year in advance to visit the location of the hunt. Then he took pictures of the vegetation. Next year he returned to the exact knoll he had planned, all camouflaged to blend into the background. He waited. Then a few deer arrived -- he took one shot -- killed the deer, with an arrow! Now that might seem extreme but he did kill his prey!

Keep in mind that a business plan is written to communicate the viability of an idea to obtain financing or investment capital. Keep in mind who will read it and what they expect to learn from it.

There are basically two groups:

• Internal audience: people such as yourself and your key employees, who will be a part of your firm. Since you will be using the plan on an ongoing basis, make sure that the format and structure are something you are comfortable working with.
• External audience: these are people outside the organization who will want to see some or all of the documents that make up your plan before they decide if they want to invest in, contract with, or otherwise have a relationship with you. This includes such people as your banker, venture capitalists, credit rating firms, vendors, and others.

Remember, you do not always have to provide a full copy of your plan. Sometimes an excerpt, summary or just financial statements and projections will suffice. When you provide someone with a full copy of your plan get them to sign a confidentiality, non-disclosure agreement. If you are providing them with proprietary information a secrecy agreement and non-competition agreement might be appropriate. Use good judgment and exercise caution.

Finding Investors

Once prepared, make a list of all the investors you know. Don't know any? Think of business people you know, wealthy and affluent people in your community.

Another thought, if these people on your list are unable to help you -- ask them for names of other people who might be able to:

• provide a direct lead (name, phone number) for a investor that fits your profile;
• ask for a name of someone else who might know an ideal investor;
• ask them to introduce you personally to another center of influence -- someone who knows a lot of people that might meet my criteria.

The key is to dig! It has been said that you can meet anyone in the world if you ask the right seven (7) people to help you.