business plan 3-23-10

8/9/2019 Business Plan 3-23-10

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SCORE Business Plan

March 2010


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SCORE: Past Success and

Future ChallengesSuccesses:Volunteers donate 1 million hours of service.501,000 total services delivered annually360,000 people served annually20,000 new businesses created annually25,000 jobs created annually

Challenges:Changing needs of small businessesFuture of adult learningFuture role of technology and web resourcesFlat face to face counseling growthFlat funding for 8 years


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Am erican Entrepreneur Facts

The Need for EntrepreneurshipS m all Business by the Nu m bers

26.1 million existing firms.16.1 are self-employed.Self-employed make up less than 3% of total revenue butare the base of high-growth firms.Small firms employ 45% of Americans.Unemployment currently at 9.7%.


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H istory as a Predictor?

Evaluating Job Losses


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Im agine the Future:Im

agine theIm

pact of SCOREThe A rt of the Possible:SCORE will positively impact the American economy duringand beyond this period of economic uncertainty.

Re-develop SCOREs Business Model/Plan:Client and Im pact Focused

Increase new business formation.Improve business survivability rates.Improve job creation and retention.Improve communitys economic vitality.


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New Business Model:Transfor m ational Goal

SCORE will Grow 1 MillionSuccessful S m all Businesses,One Business at a Ti m e

We can do this.


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The Journey Begins: DevelopingSCOREs Business Model

The Client Relationship ModelKey Finding

T he Client Relationship Model leverages counselor knowledge, effectively engages volunteers and creates aclient experience that builds toward small businesssuccess.

A Singular focus, the Power of Many


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In the Client Funnel:

New Counseling MethodologyClient Relationship Manage m ent:

Evaluate clients: Pre-start, start, in business

Assess client needsDirect clients to appropriate resources:CounselingWorkshops or seminarsOn-line resources

Non-SCORE resourcesDevelop a client relationship through follow up

Clients for Life!


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Business Plan:

On Ram

p to SuccessFY10 Business Plan

Year 1: H eres H ow We Do It

Rally volunteers to a vision of dramatic growth and impact.Immediate recruiting for leadership.Extensive outreach to other partner organizations.Begin implementation of new outreach practices.

Develop infrastructure.


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Business Plan:

On Ram

p to SuccessFY10 Business Plan

Year 1: H eres H ow We Do It

Tim ing: Seven-year Horizon to scale growth.Preparation: FY10, FY11 Ramp Up infrastructure.Client Relationship: Progressive Business Model.Business Plan: People, processes, structure, technology,

training and marketing.Total Funding: $43 million.


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Business Plan Tools:

Success Thru Best PracticesFY10 De m onstrating Early Success

Recruiting for GrowthBuilding Community Alliances

Tailored SeminarsBusiness RoundtablesEmail Marketing, Constant ContactQuickST ART Workshop ProgramDesigning Counseling Methodology and CertificationLeveraging Technology


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Increasing Recruit m ent

Focus on Leadership Recruit m ent.A ggressive and Continuous Recruiting

Have a chapter recruitment leader.Fill the talent needs for your chapters vision.Consider changing rules to attract qualified volunteers.Consider recruiting for specific skills and tasks.Open-ended recruitment.


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Expanding Your Marketing

Co mm unity Connected.Know, Like, Trust

Assign a community ambassador.Identify local partners for community alliances.Proactive and sustained engagement.Customized value propositions.

Tag-team approach.

In order to reach to clients, we must seek to become tightly In order to reach to clients, we must seek to become tightly integrated within our communities.integrated within our communities.


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Tailored Se m inars

Custo m ized Se m inars.A predeter m ined topic of specific interest for a groupat a host alliance location

Tailored seminars & workshops are sold to a host client that isa large magnet with our target of emerging/existing smallbusinesses.

Direct exposure to hosts small business clients.High value services to alliance partner.Exposure to alliance leaders.Huge add to total services.


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Business Roundtables

New Product. H igh Im pact.A ttracting In-Business Clients

Lead-in product in partnership with local organizations.Networking roundtables (open or specific topics).Recruiting benefits (SCORE facilitators).Marketing is done by partner organizations.No cost, no overhead, little effort.Ability to customize for partners as needed.

99% of our clients come back Joan Lamson, Coastal Carolina99% of our clients come back Joan Lamson, Coastal Carolina


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Em ail Marketing

Leverage E m ail Marketing.Constant Contact

Free Accounts.New client emails.Workshop announcements.Effective cross-selling of products.

T raining, Templates and Support.


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Im proving Your Workshops

QuickST A RT Workshops.A New Product for Pre-Start

A series of pre-business workshops designed to help clientsget to a go or no go decision for the business. Homework andcounseling are a part of the workshop process.

Session 1: Starting a business, personal assessment.Session 2: Business Concept & Data CollectingSession 3: Marketing PlanSession 4: Financial ProjectionsSession 5: Funding Sources & Next Steps

Blended learning supported with three mentoring sessions .

1 st

SessionFREE


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The Journey:Increase Success & Survival

The SCORE Difference.More likely to start a business and stay in business

Counseling Methodology:Pre-startStartIn-business: RescueIn-business: Growth

QuickS T ART workshop programQuickGROW T H workshop programVolunteer Certification program


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Leveraging Technology

Relationship Manage m ent.Web as the facilitator

New client evaluation system.Targeted client path tools and profiles.New website and technology tools.Integrated and standardized chapter websites.Volunteer tools & templates (e.g. online directories).

Replacement of WebI T: Customer Relationship Management.

Leverage technology to access the power of many Leverage technology to access the power of many


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The SCORE Business PlanH ere is H ow We Do It

Im ple m entation:

What to expect and what you can do today.


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FY 10 Ti m eline

Q2 & Q3Q2 & Q3 Q4Q4 Q1 & Q2 (2011)Q1 & Q2 (2011)

Complete CounselingMethodology

Develop QuickGROW T H

Roll-out BusinessRound Table Program

New Logo Launch

Plan for new organizational

structure to support growth

New Technology:1. Common Chapter Web

Sites2. New CRM System3. New Central Workshop

Registration System4. New Volunteer Center 5. New Central Counselor

Directory

Implementation of Counseling

Methodology

New Volunteer CertificationProgram

Implement counselor verticals

Significantly increasevolunteer ranks

Drive adoption of shoeleather marketing tactics:

1. Building Community Alliances

2. Implement BusinessRoundtables

3. Implement / Expand

Email marketing4. Adopt QuickS T ART


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FY10 A ction Plan

Your knowledge, leadership and expertise are key in the new modelimplementation. Below are a five concrete steps that you can take in FY10:

For mFor m

a changeco mm ittee

with aprojectleader.

RecruitRecruit

volunteersto help leadthe change .

EvaluateEvaluate

your workshopprogra m ,consider

QuickStartWorkshops.

Im ple m entIm ple m ent

a co mm unitya m bassador

progra m .

Reach OutReach OutCreate an

advisory boardof clients andkey leaders.

F Y 1 0 D E L I V E R A B L E S


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Next Steps

When Do We Start?Where Do We Go Fro m H ere?


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When Do We Start?

The Journey has Begun.Get Involved

Over 90 chapters have already started implementation of thenew SCORE services.QuickST ART Series workshops have already been tested

and implemented in over 10 markets and will be expandingto QuickGROW T H this fall.

Y ou can choose where you want to start. Y ou can start withY ou can choose where you want to start. Y ou can start withforming a transition committing, assigning a community forming a transition committing, assigning a community ambassador or joining a beta. It is your choice.ambassador or joining a beta. It is your choice.


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Be Part of Client Success

Meaningful Contribution. Local Im pact.Measures of Success

How do we define our success?New Business StartsBusiness Survival RatesJob Creation

Economic impact surveys: Face-to-face, Email, and Workshops.

W e need to show the value of your contribution to your W e need to show the value of your contribution to your hometown and the country.hometown and the country.


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A Better Am erica: SCOREPowers S m all Business Growth:

Major Corporations, the SB A andCongress all believe in:

Your leadershipOur volunteersOur clientsAnd our plan

A total of $3,694,000 raised in support of theplan since August, 2009


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Thank You For Your Ti m e

Questions?


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Breakout: SLM

Key Questions

What relationships with local organizations have been the

most effective at attracting either a) clients or b) volunteers?Which organizations should you be working with that youcurrently are not?What are some innovative approaches that you have taken

to partnering?

What is the most effective way to monitor and support localpartnerships in your chapter?How are you using roundtables or tailored seminars today?


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Breakout: Recruiting

Key Questions

List the sources of new volunteers that have been most

effective for your chapter?What are the biggest barriers to recruiting in your chapter?In your recruiting process, what volunteer opportunities do

you offer?What does your chapter require in order to become a

volunteer in your chapter?How do you ensure that volunteers are engaged on an

ongoing basis?

business plan 3-23-10

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