商业计划使你距离成功有多远?(2)
Mullins 教授建议企业家们去做市场测试，这样他们就可以找到支撑他们计划的数字。而且，他认为诚实地对待该计划

有可能产生的问题是很重要的。成功的商业计划会随条件改变作出相应调整。商学院的学生会花很长的时间学习如何撰

写商业计划书。但是即使很优秀的商业计划仍然有其局限性。
一项新的研究表明，投机资本家在决定是否给一个新公司投资时，很少会考虑到商业计划。
David Kirsch是马里兰大学 Robert H. Smith商学院的一名副教授。他和其他人检查了700多个递交到一个美国风险投资

公司的计划书，很震惊的发现这些规划文件产生的影响竟如此之小。

Kirsch告诉我们投机资本家会代替委托人与企业家商谈。他们和商业专家，律师和其他知识渊博的人交谈。这项研究登

载在战略管理杂志5月版上。
Kirsch认为商业计划是组织企业家构想的好方法。但是，用他的话说，聪明的企业家会把时间用在如何发展企业而不是

撰写商业计划上。*-*
Professor Mullins advises entrepreneurs to do market tests so they have real numbers to support their

claims. And he says honesty about possible problems with the plan is important. Successful businesses

often change plans as conditions change. Business students spend hours and hours learning how to write a

business plan. But even a good one has its limits.
A new study suggests that venture capitalists rarely consider the business plan when deciding whether to

invest in a new company.

David Kirsch is an associate professor at the Robert H. Smith School of Business at the University of

Maryland. He and others examined more than 700 requests made to an American venture capital firm. He says

he was startled to find that planning documents have such little influence.

Professor Kirsch tells us that venture capitalists instead talk to people who know the entrepreneur. They

talk to business experts, lawyers and other knowledgeable people. The study appeared in the May issue of

Strategic Management Journal.

David Kirsch considers business plans a good way to organize an entrepreneur's ideas. But, in his words,

" A smart entrepreneur should spend his time developing the business rather than the business plan. "