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Do I have significant specialized business experience?While not every successful business owner starts with a “yes” answer...
financially based on the plan’s assumptions       Appendix—Includes statistical analyses, marketing materials, résumés.4. ...
7. Why is it important to do a monthly cash flow analysis?Your businesses cash-flow cycle may differ substantially from th...
What is the general business climate in the area? Is this a prosperous market?       Are merchandise and raw materials ava...
Price—How much can you charge? How do you find the balance between sales       volume and price to maximize income?       ...
and good solutions are not developed because employees do not want to jeopardize       their jobs.       Lip service, not ...
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How do you build a successful customer base?How did you decide on the location for your business?Do you believe there is s...
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  1. 1. BplansYour business starts here. Log inSign up Home Sample Plans How-To Articles Resources Planning Software LivePlan Blog About Us Writing a business plan Starting a business Financing a business Business management Legal and tax issues Marketing and sales Top 15 Startup Questions bySCORE inSharenShare 1. What kind of person makes a successful entrepreneur? Research of successful entrepreneurs has documented that successful small business people have certain common characteristics. This checklist can not predict success, but it can give you an idea of whether you will have a head start or a handicap with which to work. How do you measure up? Ask yourself these questions: Can I persevere through tough times? Do I have a strong desire to be my own boss? Do the judgments I make in life regularly turn out well? Do I have an ability to conceptualize the whole of a business? Do I possess the high level of energy, sustainable over long hours, to make a business successful?
  2. 2. Do I have significant specialized business experience?While not every successful business owner starts with a “yes” answer to all these questions,three or four “no’s” and undecided answers should make you think twice about going it aloneright now. But, don’t be discouraged. Seek extra training and support with help from a skilledteam of business advisors such as accountants, bankers, attorneys and SCORE counselors.2. How do I determine whether I am capable of starting abusiness?Small business owners have many things in common. Below are some of the qualities youwill need to be successful. Willingness to sacrifice—If you enjoy working 9-5, do not go into business for yourself. Entrepreneurship often requires many more hours beyond the forty-hour work week. Interpersonal skills—You will be required to interact with a host of people other than customers: lawyers, employees, salespeople. If you do not like talking to people you do not know, better keep your day job. Leadership ability—You will be the one everyone turns to for the answers. Are you ready to call the shots? Optimism—Being able to hang in there when business gets tough is an important quality in small business owners.Compare your skills and expertise with others who are successful in similar businesses. Canyou duplicate and surpass the capability of other successful businesses? What unique skills,or “edge,” can you provide to obtain a sufficient share of total market?Review business journals, trade magazines and other comparative studies that identify therequirements to operate the business. From that information, derive a formula for the skillsand traits you plan to incorporate into the business operation.3. Why is a business plan important and who should writeit?A business plan is important because it summarizes both your vision for the company andyour blueprint for the company’s operating success. The business plan is a written guide thatdetails the start-up and the future direction of your company.Who should write the plan? You,the entrepreneur. No one else knows your business idea and goals better. Yes, there areservices that can do the work for you. However, you must present this business idea tobankers or other investors. Therefore, it is best if you are very familiar and comfortable withthe plan.Although there’s no set format, a good business plan typically includes: Cover page—Identifies your business Table of contents—Organizes information for the reader Executive summary—Provides a “big picture” view of the plan, highlighting the factors that will lead to success Business background—If it is a brand-new business, include your background and skills Marketing plan—Relates the business’s marketing strategy Action plan—Summarizes how you will create and deliver your product or service Financial statements and projections—Illustrates how the business will perform
  3. 3. financially based on the plan’s assumptions Appendix—Includes statistical analyses, marketing materials, résumés.4. If I am not planning to apply for a bank loan, why do Ineed a business plan?The fact that a bank or lending institution requires a well-executed business plan is asecondary consideration. The primary purpose of the business plan is to guide the owner ormanager in successfully operating the business. Preparing the plan forces the writer toconsider all aspects of the business and to confront any problems the plan highlights.Forexample, a monthly compilation of all known costs, over time, will indicate the revenuenecessary to support these costs, plus a profit. This leads to the question of whether or notthis revenue number is reasonable. If not, it may cast doubt on the viability of the ventureitself.The business plan is a vital management tool that enables the manager to anticipatesituations before they become problems-or worse yet emergencies.5. How do I determine my start-up costs and otherexpenses?It is wise to find out what start-up costs you will incur before starting the business. Many abudding entrepreneur takes his or her life savings, or will borrow on the equity on their homebefore figuring these financial factors, only to find that they don’t have enough money. Thereare many web sites and other resources (including SCORE offices and Business InformationCenters) that provide guidelines and worksheets to help determine costs for yourbusiness.Each item on your proposed budget sheet should be researched. Closely estimatedcosts can be obtained from utility companies, trade associations, shopping and networkingwith other business people who may have already gone through this experience. Do not startbuying until the investigation shows this venture is viable and you have all the informationneeded.6. What do I need to know about financial statements?First, you need to know which financial statements are important. They are: Balance Sheet—shows the financial conditions of your business at a point in time Statement of Operations (Profit and Loss Statement)—shows whether you made a profit during a specific period of time Cash Flow Statement—shows what happened to your cash position during a specific period of timeYou should have a basic understanding of each of these statements. When compared withstatements from prior periods, you can determine whether something is happening in yourbusiness that needs your special attention.Your accountant can prepare these statements for you from the business data that you supply.There are also a number of computer software programs that will help you generate thesestatements from your input of regular transactions—such as sales, collections, purchases,payments and payroll.A SCORE counselor can help you understand these statements and may be able to direct youto a workshop on this subject. In addition, most community and business colleges teachcourses in financial statement analysis.
  4. 4. 7. Why is it important to do a monthly cash flow analysis?Your businesses cash-flow cycle may differ substantially from the income statementprojections. Even if the projected income statement shows a profit, it is possible that the cashflow for the same period is actually negative.The analysis of monthly cash flow can indicatewhether your business will collect sufficient cash to pay operating expenses. It will point outspecific months during the year when the business may experience operating cash shortfallsand, therefore, either require additional capital or excess cash reserves for payment ofexpenses. It will also show when you may be able to make debt reductions and when there isexcess cash to make major purchases or expand operations.By developing a monthly cashflow projection, you can time cash needs and quantify the amount needed. The cash flowprojection is an important management tool and must be developed with very realisticexpectations. Sufficient cash is critical for a business to pay its expenses and to enable it toexpand. If your monthly cash flow projections indicate frequent cash shortfalls, you shouldreview the type of products and services that you offer, the mix of sales, the pricing and termsof the sale and your short-term borrowing needs.8. How can I obtain cash to maintain and grow mybusiness?Develop a positive business relationship with your bank. Seek your banker’s advice even attimes where you are not seeking funds. You may find that every time you go to your bankyou speak to a different loan officer, so you should know them all.When the loan officer getsa promotion, you must start all over again with another person. If you want the bank to takean interest in your business, then you have to take an interest in theirs. How? Know your banker—Take an interest in your banker as a person. Ask your banker to hold on to your account if he/she is promoted. When you go to see your banker, have your business plan and financial papers ready. Make it easy for your banker to see what you want and why. The bank wants to minimize its risk with regard to you and your business. This is where you have to sell yourself. Know your bank—Know and understand your bank’s annual report. Know your bank’s business direction and plan. Know the bank’s lines of authority. Get on the bank’s mailing list. It’s an easy way to keep up with bank news. Go to a bank-sponsored seminar—Go to your bank’s seminars on commercial lending. This will teach you how your bank operates in terms of lending policies. By doing this, you also prove that you have an interest in what the bank is doing. Finally, it affords you the opportunity to meet and make an impression on the loan committee.9. Why is location the most important aspect of mybusiness?A good location can make the difference between a profitable and a bankrupt business. Thereare many questions to consider when choosing a business site. Use the questions below as achecklist for potential locations and then compare several sites. Are there parking facilities? Is transportation available and convenient? Is the quality of police and fire service adequate? Will it be a quality site for the future—five, 10, 25 years from now? Is nearby housing readily available for management and employees? Is there nearby competition? Are those sites better or worse than yours?
  5. 5. What is the general business climate in the area? Is this a prosperous market? Are merchandise and raw materials available? Are your suppliers easily accessible? How is the traffic flow—can your customers reach you quickly and inexpensively? Is your building suitable to your kind of business—will it need any major renovations? Is there an adequate community infrastructure for utilities (sewer, water, power, gas, etc.)? What is the tax burden—town, city, county, state? Will this impede your business and growth? What are the costs of operation in this location—will it be too high to offer you an adequate profit?10. Why is competition important?No business operates without direct competition. There also may be indirect competition,which has a significant impact on customer’s buying decisions in your market.Direct andnon-direct competitors try to convince customers to buy their products or services instead ofyours. It is in your best interest to learn more about the companies that are trying to reduceyour take-home pay. List the strengths and weaknesses of each competitor. Talk with friends,visit your competition, call for information about their products and analyze how theyadvertise.Next, take a sheet of paper and list the major competitors. Give each a rating, on ascale of one to 10, for product quality, process, advertising, price and customer satisfaction.You can add other ratings that you feel are important.Your business can become moreprofitable by adopting practices you admire in competitor operations and by avoiding theirmistakes. Some of your competitors have been in business successfully for many years.Certainly, as a new or relatively new business, you can learn a lot from them.11. How can I better market my business?To market your business, you must define your customer. To maintain consistent salesgrowth, you must become knowledgeable about your market. Develop an outline of your“typical” consumer: What exactly is your market? Where do the consumers come from? (city centers, suburbs, tourists, international) What are customers buying patterns? Why should they buy from you? (convenience, price, quality, service) Should you try to appeal to a niche market segment or the entire market? Have you missed a new customer segment or special market? How large is the potential target market (in units or dollars)? Is it growing, stable or decreasing? What percentage of the market do you have?Research will provide answers that are not available from your business records and afinancial analysis. Conduct research through trade associations, your local chamber ofcommerce, libraries or even ask for the help of a SCORE counselor. Pay attention to howcompetitors market to their customers. Perhaps, some of their marketing strategies can beadopted for your business, or you may find examples of what not to do.12. What makes a successful marketing strategy?When creating a marketing strategy, keep in mind the four P’s of marketing: Product—What good or service will your business offer? How is that product better than those offered by competitors? Why will people buy/want it?
  6. 6. Price—How much can you charge? How do you find the balance between sales volume and price to maximize income? Promotion—How will your product or service be positioned in the marketplace? Will your product carry a premium image with a price to match? Will it be an inexpensive, no-frills alternative to similar offerings from other businesses? What kinds of advertising and packaging will you use? Place—Which sales channels will you use? Will you sell by telephone, or will your product be carried in retail outlets? Which channel will economically reach your market?The marketing strategy should summarize your findings about the key target buyerdescription, market segments the company will compete in, the unique positioning of thecompany and its products compared to the competition, the reasons why it is unique orcompelling to buyers, etc.13. What do I need to know before creating a marketingbrochure?A marketing brochure can be long-lasting or short-term. It can represent your business topotential customers and it can be a referral piece for existing customers. Decide the purposeof and goals for the marketing brochure before you begin to design and write. Remember,this brochure represents you and your business; be sure its look and feel complements yourbusiness. Here are few tips for when you are ready to begin. State your message up front—The selling message should appear on the cover of the brochure. For instance, “The XYZ Company—Consultants on Doing Business Overseas.” Include artwork—If you have space limitations, one large photograph or graphic is better than several small images that might not clearly portray your services or products. Photo captions—Photo captions are read twice as often as the main copy. Create a keeper—Make your brochure worth keeping. Include a calendar of events in your specific industry or some data that will be useful to potential clients in the future. Quality is key—Your publications reflect you and your business. Using one to four colors in the brochure will make it stand out over one that is black and white. A good quality paper stock is also important (and comes in many colors and shades if you choose to use black ink). Remember to consider the weight of the paper stock in relationship to mailing costs.It is wise to have your brochure professionally designed. Even if you have computer graphicskills, design is best left to professionals.14. How can I improve customer service in my business?Develop a strategy that puts the customer first. Customers will receive the best possibleservice when employees are empowered to make this happen. This is not to say that youshould be lenient with your policies, but have a degree of flexibility. Just remember, a lostcustomer could spread the word of their discontent, resulting in more lost customers.Reviewthe most common reasons for poor customer service. Use these insights as a way to improveyour customer service: Too many rules—Employees lack creativity in problem solving. Rules are followed
  7. 7. and good solutions are not developed because employees do not want to jeopardize their jobs. Lip service, not customer service—Customer service is really only a name for customer complaints. Time is spent trying to fix problems rather than preventing them from occurring in the first place. Unempowered employees—Approval is needed by a manager for small problems that can easily be solved by a good employee. This problem leads to long lines and time-consuming waits by the customer, who then refuses to come back-business operations turns a small problem into a large one. Unmotivated employees—Personnel are not encouraged to please the customer because there is no merit in it for them. Bad communication—Coordination of functions does not exist-one person may write an order while another picks it off a warehouse shelf and someone else delivers it to the customer. This can result in miscommunication, incorrect goods or services, and time delays. Arbitrary policies—Policies that are followed blindly without room for situational allowances may result in angry customers. For example, a store’s return policy of 30 days prevents a customer who, with good reason, could not get back to the store in time from receiving a refund. That customer will refuse to do business there anymore.15. Is there anyone who can answer questions specific tomy business?SCORE “Counselors to America’s Small Business” provides free and confidential businessadvice and mentoring services to entrepreneurs nationwide. SCORE is a nonprofit associationconsisting of 10,500 business counselors who donate their time and business expertise toguide small businesses via face-to-face mentoring or online counseling.SCORE, a resourcepartner with the U.S. Small Business Administration (SBA), has assisted millions of start-upand growing businesses since 1964.You can visit the SCORE web site and find a wealth ofsmall business information. A popular online service is Email Counseling, which allows youto choose a counselor from a bank of more than 800 SCORE counselors.Usingemail, yourcounselor will answer questions, give advice and otherwise provide valuable support—all forfree. Also on the SCORE site, you will find articles written by industry experts andsuccessful small business owners.About the author: SCORE "Counselors to Americas Small Business" is Americas premiersource of free and confidential small business advice for entrepreneurs. Formed in 1964,SCORE provides a public service to America by offering small business advice and training.More »How LivePlan makes your business moresuccessful
  8. 8. If youre writing a business plan, youre in luck. Online business planning software makes iteasier than ever before to put together a business plan for your business.As youll see in a moment, LivePlan is more than just business plan software, though. Its aknowledgable guide combined with a professional designer coupled with a financial wizard.Itll help you get over the three most common business hurdles with ease.Lets take a look at those common hurdles, and see how producing a top-notch business plansets your business up for success.Click to continueRelated posts: 1. Questions to Ask When Buying a BusinessTags:There was a problem loading Disqus. For more information, please visit status.disqus.com. Join over 300,000 entrepreneurs who grow their businesses with Bplans Write your business plan online Get your plan done using the latest tool that lets you write a business plan online. Easy collaboration and access anywhere makes it a smart choice for busy entrepreneurs.
  9. 9. Marketing plans Visit our Mplans.com site for sample marketing plans, advice on small business marketing, and more. Up and Running blog The Up and Running blog offers news and advice on small business, startups, business planning, and more. Follow Bplans on Twitter Use lender preferred formatting Create your business plan in the lender preferred format with our business plan software. Free guide to starting a business Get expert guidance to help start a business of your own. Download now Planning Resources o Business Plan Software o Business Planning Videos o Business Planning Webinars o Business Planning Calculators Business Plans o Sample Business Plans o Business Plan Template o Business Plan Outline o Business Plan Consultant Business Planning Articles o How to Write a Business Plan o How to Start a Business o How to Finance a Business o How to Grow a Business o How to Run an Online Business o How to Buy a Business o Small Business Legal Issues Marketing Resources o Sales and Marketing Software o Sample Marketing Plans o Social Media Marketing o Market Research Quick Find o Executive Summary o Mission Statement o Business Plan Software o LivePlan Promo CodeJoin over 300,000 entrepreneurs who grow their businesses with Bplans
  10. 10. Visit other Palo Alto sites© 1996-2012 Palo Alto Software. All rights reserved. Privacy Policy
  11. 11. Informational-Interview Questions for EntrepreneursShare on facebookShare on twitterShare on emailShare on printMore Sharing Services91Compiled by Katharine Hansen, Ph.D.Informational Interviews are a wonderful networking tool, as well as for learning more about careersin which you are interested.What if youre more interested in starting your own business than working for someone else?Informational interviews are terrific for finding out more about what it takes to be a successfulentrepreneur.Here are questions to consider asking entrepreneurs when you interview them: What ignited the spark in you to start a new business venture or to make significant changes in an existing business? How did the idea for your business come about? How do you find people to bring into your organization that truly care about the organization the way you do? How important have good employees been to your success? What three pieces of advice would you give to college students who want to become entrepreneurs? If you had the chance to start your career over again, what would you do differently? What would you say are the top three skills needed to be a successful entrepreneur? What have been some of your failures, and what have you learned from them? How long do you stick with an idea before giving up? How many hours do you work a day on average? Describe/outline your typical day? How has being an entrepreneur affected your family life? What motivates you? How do you generate new ideas? How far are you willing to go to succeed? What is your greatest fear, and how do you manage fear? What are your ideals? How do you define success? What is the best way to achieve long-term success? Is your company profitable or what is your profit for last year? Where did your organizations funding/capital come from and how did you go about getting it? How did you obtain investors for your venture?
  12. 12. How do you build a successful customer base?How did you decide on the location for your business?Do you believe there is some sort of pattern or formula to becoming a successfulentrepreneur?If you could talk to one person from history, who would it be and why?Who has been your greatest inspiration?What book has inspired you the most? (OR What is your favorite book?)What is your favorite aspect of being an entrepreneur?To what do you most attribute your success? What would say are the five key elements forstarting and running a successful business?What has been your most satisfying moment in business?What do you feel is the major difference between entrepreneurs and those who work forsomeone else?How do you go about marketing your business? What has been your most successful formof marketing?What kind of culture exists in your organization? How did you establish this tone and whydid you institute this particular type of culture?In one word, characterize your life as an entrepreneur.What are some of the biggest mistakes youve made?How can you prevent mistakes or do damage control?What are your hobbies? What do you do in your non-work time?What makes you happy?What sacrifices have you had to make to be a successful entrepreneur?Excluding yours, what company or business do you admire the most?Where you see yourself and your business in 10 years? 20 years?If you were conducting this interview, what question would you ask?