STARTING A BUSINESS Winning ideas for Small Business Success
Know Yourself
Plan Your Business
Finance For The Long Term
Balance Your Books
Practice Good Management
Know Your Market
Deliver Quality
Hire The Right People
Choose The Right Location
Don't Be Afraid To Ask For Help
Do you have what it takes?
Business Plan Checklist
The Company
Small Business Financial Status Checklist
Common Communication Traps
Serve Your Customers Well
Follow Fair Employment Practices
Acceptable to Ask
Unacceptable Questions
Evaluating Prospective Sites
Are You Making a Profit
Analysis of Revenues and Expenses
Financial Ratios
Mix of Profit/Sufficiency of Profit
Trend of Profit
Records
Buying and Inventory System
Other Financial Records
A Guide to Record Retention
Classification of Accounts (Sample)
Records Retention Schedule
Quiz for Small Business Success
Questions 1 - 5
Questions 6 - 10
Questions 11 - 15
Questions 16 - 20
Quiz Results
International Industry
International Industry: A Global Opportunity
Do Your Homework
Research the Marketing Environment
Exporting Versus Foreign Production
Methods of Export Distribution
Test the Market
Pricing and Promotion
Transport and Distribution
Financing Your Overseas Operations
Develop an Export Plan
Conclusion
The 12 Most Common Mistakes Made by New Exporters
Market Research and Assessment Outline
The Export Decision: Management Issues
Plan Your Export Strategy
CONSIDERATIONS
Plan Your Business
Business Plan Checklist
Summary
The Company
The Product or Service
The Project
Management
Ownership
Marketing Strategy/Market Analysis
Technology
Production/Operating Plan
Financial
Legal Structure
Weighing The Pros And Cons
Sole Proprietorship
General Partnership
Corporation
Sole Proprietorship - Advantages/Disadvantages
General Partnership - Advantages/Disadvantages
Corporation - Advantages/Disadvantages
Home-based Business
When a House is More Than a Home
Do You Have What it Takes?
The Good, the Bad and The Family
You're Still a Professional
What's My Line?
The Nitty-Gritty Details
Zoned Out
Keep Your "Home" Work Separate From Your Home Life
Finding Mr./Ms. (B) Right
Where do you Start?
Getting the Message Out
Narrowing the Field
Interviewing
Making the Hiring Decision
The Honeymoon
Training Employees
Keeping the Thrill Alive
Liberty and Benefits for All
Finding the Heir Apparent
Conclusion
Eliminating Theft
Popping the Right Questions
Ask the Right Questions - Get the Right Answers
Ask Yourself
Are You the "Perfect Manager"
Paving the Road to Employee Development
When Enough's Enough
What's a Boss to Do?
Business Incubators
Business Incubators Hatch Young Companies
What Incubators Deliver
Nurturing Environment A Key
Differing Forms, Sizes & Technologies
Factors to Consider
Innovative San Pedro Incubator Wins Praise
Financing
Not All Money Is The Same
Equity Financing
Debt Financing
What Do You Turn To?
MARKETING A BUSINESS:
Customer Service
The Golden Rule
Golden Rule #1: Put the Customer First
Golden Rule #2: Stay Close to Your Customers
Golden Rule #3: Pay Attention to the Little Details
Conclusion
Five Rules of Customer Care
Marketing Research
Marketing Research & Small Business
What is Marketing Research?
How is Marketing Research Used?
What are the Various Types of Marketing Research?
Qualitative Research
Quantitative Research
Selecting a Professional Firm or Consultant
Marketing Research To Buy Or Not To Buy?
What is Advertising?
What is Advertising? How Can I Profit From It
Advertising's Two Important Virtues
What are Advertising's Drawbacks?
How to Get Ready to Advertise - Drawing the Blueprint
Design the Framework
Fill in the Details
Arm Yourself with Information
Build Your Action Plan - Evaluating Media Choices
Using Other Promotional Avenues
At Last - The Advertising Campaign
Preparing the Ads
Fundamentals of Headlines, Copy and Design
Measuring Results
Drawing the Advertising Blueprint
The 12-Question Customer Quiz
BUSINESS SURVIVAL:
Computer: Good as it's Software
The Most Important Thing
Renting Vs. Leasing
The Rewards of Leasing
Technological Benefits
The Risks of Leasing
Financing Options
Financing Options For Small Businesses
U.S. Small Business Administration Loan Guaranty Program
Special SBA Financial Programs
Regional Development Corps. (Small Business Dev. Corp.)
Business and Industrial Development Corporation (BIDCO)
State Asst. Fund for Enterprise - Bus. & Ind. Dev. Corp.
California Statewide Certified Development Corporation
Financing Alternatives
Local Governmental Programs
Section 301(d) Small Business Investment Companies
Enterprise Zones
Venture Capital
Rural Areas
Bus. & Ind. Prgm. for Rural Comm., Farmers Home Admin
Sm. Business Revitalization Prgm. (SBRP)
Office of Local Dev. (OLD)
14 Survival Tips
How to Prepare a Loan Package
Selling Your Business
Selling Your Business: More Than A Price Tag
A Little Objectivity Never Hurts
Marketing 101 Stands its Ground
Key Selling Factors
So What's It Really Worth?
Packaging/Promotion Prescribe Perception
Structuring the Deal
It's a Matter of Compromise
Signing on the Dotted Line
A Sample Short Business Write-up
A Sample Business Opportunity Ad
The Steps of Marketing and Selling a Business
WINNING BUSINESS:
Relationship Selling
Relationship Selling: The Path To Sales Success
Traditional vs. Relationship Selling
Build Trust
Focus on Filling Customers' Needs
Ask Open-Ended Questions
Listen More Than You Talk
Useful Selling Techniques
Dealing with Rejection
A Different Framework for Selling
Steps In The Sales Process
Building Relationships With Clients Is Key At Encompass
When The Answer Is No
Qualities Of A Sales Professional
Co-Ops Helps Stretch Ad Dollars
Use It or Lose It
Co-Op from A to Z
Significant Cost Savings
Teaming Up
The Scoop on Co-op
Advertising in a Nutshell
Deciding Where To Advertise
Aunt Kizzy's Back Porch
15 Foolproof Promotion Ideas
10+1 Ways to a Winning Business
Know Yourself
Plan Your Business
Finance For The Long Term
Balance Your Books
Practice good management
Know Your Market
Advertising and Promotion
Long-Term Strategic Marketing
Quality & Customer Service
Don't Be Afraid To Ask For Help
Technology - Key To Future Success
Business Plan Checklist
Summary
The Company
The Product or Service
The Project
Management
Ownership
Marketing Strategy/Market Analysis
Technology
Production/Operating Plan
Financial
Sample Cash Budget
Do You Have What it Takes
Evaluating Prospective Sites
How Much Money Do You Need?
Financial Status Checklist
Daily
Weekly
Monthly
Quarterly
Annually
INTERNATIONAL INDUSTRY AND MORE...
Buying Insurance
Desktop Publishing
Boosting Employee Morale
Employee Training
Marketing To Minorities
Outsmarting The Competition
International Industry
Getting Paid What You're Owed
Reduce Overhead
Managing Your Business Finances
Substance Abuse At Workplace
Preventing Employee Theft
When Enough Is Really Enough
Entrepreneurship Education
SECRETS TO SUCCESS:
Protecting Your Business
10 Steps To A Voice Mail System
Software Piracy
Taking Business On The Road
Spending Less
Making Your Banker A Friend
Never Take No For An Answer
Unleashing Your Hidden Power
Succession Planning
Take The Misery Out Of Moving
Disaster Planning & Recovery
What A Difference A Name Makes
Competing With Chains
Targeting The Youth Market
A Primer On Advertising
THE 21ST CENTURY:
Future Flux
High Growth Companies
Success in the 21st Century
Marketing in the New Millennium
Giving Back to the Community
Ethnic Marketing
Industry Shows
The Ancient Art of Bartering
Avoiding Fraud and Forgery
Vacation and Leave Policies
Managing Workplace Diversity
Bringing Back Downtown
Export Hotline
Serving Your Country Profitably
Where to Find Help
IMPROVING YOUR BUSINESS:
Small Businesses Cast A Big Shadow At White House Conference
Big Government Tries To Meet Small Business Halfway
Two Dozen Do's And Don'ts For Home Business Success
Developing A Business Plan: Your Roadmap To Success
Navigating Through The Retirement Planning Maze
Packaging Your Business: How To Harness Image As A Marketing Tool
12 High-Impact Marketing Programs You Can Implement By Next Thursday
Demystifying The Internet: Technology Makes A Global Leap
Tapping Into The Information Superhighway's Resources
A Step-By-Step Guide To Going On-Line
Security On The Information Superhighway
How To Improve Your Yellow Pages Advertising
Learning To Cope With Stress
Don't Make The Mistake Of Using Your Accountant Only At Tax Time
The Entrepreneur As Controller: Software Makes It Easy
TELECOMMUNICATIONS AND MORE...
Get Back On Track
Protecting Your Assets
Franchising
Patents, Industrymarks & Copyrights
First Impressions
Pricing
Expansion
Finance
Internet
Telecommunications
Reaching The Market
Ergonomics
Managing
Health Care
Employee Handbook
Women's Businesses
Defenders
Disaster Help
FRANCHISING:
Introduction
Why?
How it works
Advantages
Disadvantages
Is it for you?
Finding the right franchise
The General Search
Specific evaluation
Assessing the franchiser
The view of other franchisees
The franchise agreement
Obligations
Issues to consider
What you need to know?
Will the franchiser want you?
Financing a franchise
The cost of franchising
Purchasing a franchise
Funding ongoing operations
Preparing your loan application
GENERAL:
Am I ready to export?
Before you start-up, have you?
Checklist for running a business
Costing for a Retailer and Wholesaler
Costing for a Service provider
Criteria for investment in Small business
Customer care
Customer complaints - How to keep "Cool"
Different types of businesses
Efficiency
Exploiting a Gap in the market
Evaluating your Sales force
Getting the most from purchasing
How do I choose a computer?
How do I create a Cash Flow Projection?
How do I create an Income Statement?
How do I register a new business?
How do I write a Business Plan?
How to assess your companies training needs
How to Buy a business
Identifying the best location
Improve your product and packaging
Improving Retail store design and display
Overview of Market research techniques
Principle of co-operation
Protecting your Ideas & Inventions
Sizing up competition
Steps to: Identifying a Business Opportunity
Steps to: Buying a Business
Time Management tips
Industrymarks & Patents
Types of Financial institutions
What Financial ratios do I need to know?
What is?: An Exporting processing zone?
What is?: Break-even analysis?
What is?: Financial stability?
What is?: ISO 9000
What is?: Leasing
What is?: S.W.O.T. analysis?
What is?: The Internet
What is?: Total quality management
What is?: Venture Capital
Where should I advertise my product or service?
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