Why do entrepreneurs consistently fail to appreciate how important it is to have financials in hand when pitching an idea? Questions asked by Alan Gleeson .Alan Gleeson is the Managing Director of Palo Alto Software, Ltd., creators of Business Plan Pro® 2007. He holds an MBA from Oxford University and an MSc from University College, Cork, Ireland. For further information on business planning visit http://www.bplans.co.ukand www.paloalto.co.uk