The Main Street Post

POTTSTOWN PA – Seats remain available for budding entrepreneurs, interested in learning practical, real-life information on how to start and operate a business, during workshops over four consecutive weeks that begin Monday (April 22, 2013) from 7-9:30 p.m. by the Pottstown chapter of SCORE at its office, 244 High St., Suite 102.

• These events have been added to The Post calendar.

“How to Start and Operate a Small Business” is intended for those who are considering starting a business, as well as those who are currently operating a small business. All courses are taught by local and experienced members of SCORE, an affiliate of the federal Small Business Administration, and by outside practitioners recognized as experts in their specific fields.

Workshop sessions include:

• Sources of Information and Legal, Tax and Accounting Considerations in setting up a business, April 22;
• The Business Plan and the Business Loan, April 29;
• Sources of Market Information, Marketing, May 6; and
• It’s All About Profit, May 13.

Instructors for the series are Scott Cass, owner, eScott Marketing LLC; Don Havas, president of Applied Technology and Sciences Inc; Jeff Kofsky, president of Higher Vision Coaching and Counseling; Laurie Kercher, vice president and commercial relationships manager of the Victory Bank, Wyomissing office; David Megay, attorney with O’Donnell, Weiss & Mattei; Scott Rakowski, CPA, of Rakowski and Company; Ralph Clemmer, chairman of the board of Evans-Hauseman & Richard Inc.; and Carolyn Wiker, head of Adult Services at the Pottstown Regional Public Library.

Registration begins at 6:45 p.m., and all classes start promptly at 7. Each session costs $25. A manual on preparing a business plan is available for $20. A special price of $100 is offered for the 4 classes as a package, and includes the manual. Each additional person attending from the same company also qualifies for a 50-percent discount. Free parking is available in the lot behind the building.

Customers of Limerick PA-based Victory Bank, which is a workshop sponsor, can apply for a free workshop scholarship by contacting the bank.

Past workshops have been successful and well-attended; advance reservations are suggested. For more information or to register, call the Pottstown SCORE office at 610-327-2673.

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POTTSTOWN PA – After a fast start, small businesses sometimes seem to lose momentum.  What happens to them and, more importantly, what can business owners do about it?

Business counselors with the Pottstown chapter of SCORE, report that – given the interconnected nature of today’s economy, even largely local businesses are influenced by trends and events in other industries and on other continents. A slow-down here might simply reflect a slow-down nationally.

A business owner’s internal approach to generating and managing growth also could be the source of dragging sales, even in the face of what appeared to be bright opportunities. The detailed business plan an owner followed since the outset may no longer be applicable in a marketplace where changes happen on a daily basis, SCORE members caution.

A growth plan that acts like an internal compass can be a helpful tool for getting things back on track.

• Start with day-to-day actions. Owners who want business to grow should make growth the focal point of everything they do.

• Gather financial details about what’s happening internally. Put a plan in writing. It does not need to be lengthy and ultra-detailed; just basic points will do. How has the business done in fulfilling its original mission? Did it start with a bang, only to see things flatten out? Is it delivering what was first promised to your customers. Fix any problems or shortfalls quickly.

• Keeping up with marketplace changes is crucial. New research may be needed to stay up-to-date. This doesn’t have to be formal. Start with a simple customer survey, or check for available research online. Make adjustments as needed.

• Communicate the growth vision to others involved with the business, including outside vendors and contractors as well as partners, investors and employees. Don’t just dream; delegate specific actions to reach those goals.

• Find out what objections customers raise to your sales effort. Why they have purchased, or declined, your product or service? Adjust your sales process to place greater emphasis on closing.

• Find valuable guidance for growth planning in two books: “Strategic Planning for Small Business Made Easy,” the latest in the “Made Easy” series from Entrepreneur Press; and “The 7 Irrefutable Rules of Small Business Growth,” by Steven S. Little. Both are available in bookstores and online.

Other ideas for growing businesses are available from the Pottstown chapter of SCORE, 244 High St., Suite 102, which is a unit of the national non-profit organization that offers free, confidential business counseling and training workshops to small business owners. Call the chapter for more information at 610-327-2673.

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POTTSTOWN PA – The idea of a partnership may appeal to those considering the launch of a small business, according to the Pottstown chapter of SCORE, the Service Corps of Retired Executives. Unlike solo ventures, where the burdens fall on a single person, partners can share responsibilities and often bring different skills and knowledge to the business.

Partnerships have many potential downsides as well, it warns.

One partner may be great with numbers and planning, while the other is a whiz at marketing and sales. Combining these elements can open more doors and help a business realize more opportunities more quickly than it could with only one person involved.

However, partners in conflict can waste time and money, erode focus and strategic direction, cause emotional and financial pain and destroy businesses and reputations. Business schools rarely teach successful partnering techniques. Without proper preparation, partnerships are often doomed,, says George Gage, a business mediator and partnership expert with BMC Associates in Washington DC.

Gage, who wrote “The Partnership Charter: How to Start Out Right with Your New Business Partnership (or fix The One You’re In),” lists seven cautions that would-be and existing partners should consider:

1. If you think you are not “partner material,” don’t take the partner path.
2. Use extreme caution when selecting a partner.
3. If you don’t really need a partner, don’t get one.
4. If it doesn’t feel good before you start, follow your gut and don’t do it.
5. Don’t be fooled into thinking that legal agreements and documents will keep you out of trouble with one another.
6. If you currently have a partner, and it does not feel like a positive working relationship, don’t just ignore it. Try to fix things.
7. If there are unanswered questions or vague boundaries and responsibilities with current partners, address these issues while you are still getting along.

Another valuable resource for prospective partnerships is Nolo.com, a provider of legal information for consumers and small businesses.  Nolo’s Web site has free information about partnerships, including tips for crafting fair, reasonable partnership agreements.

To learn more about partnership issues, call the Pottstown SCORE chapter at 610-327-2673. SCORE is a national non-profit organization of more than 10,500 volunteer business counselors who provide free, confidential business counseling and training workshops to small business owners.

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POTTSTOWN PA – Outsourcing is a common practice in today’s business world, but it’s not solely the domain of large companies, according to members of the Pottstown chapter of SCORE, the Service Corps of Retired Executives. Small business owners use outsourcing to handle work overflows, receive specific expertise in a new or unfamiliar area, or handle routine administrative tasks that take up too much of their time and attention.

The decision to outsource certain functions requires a professional approach, particularly because small business owners may be understandably leery about relinquishing control over a task they have handled from the outset.

Developing a successful long-term relationship with an outsourcing partner requires effort on both sides. It’s important to treat it like a partnership, because that’s what it really is. A vendor who supplies a vital service for a business is like part of its staff, so owners should go through a similar interviewing and reference checking process before you “hire” them.

Using outside service providers who have experience working with particular type of businesses is important. Owners will want someone with the technology and expertise to deliver cutting-edge services.

Be sure to ask detailed questions about the service being sought, and the access to someone who can answer questions and solve problems as they arise. For most small business owners, this kind of accessibility and service are top priorities. If the firm under consideration won’t be available when something goes wrong, look elsewhere.

Also ask candidate firms for current and past clients who received services of a scope similar to what you’re looking for. If possible, ask for references to similar clients to properly gauge how well the company understands specific needs.  Always meet with a service provider’s leadership, as well as the people who will be working directly. Eliminate any doubts about their ability to handle what may be critical tasks for your business.

A “go-to” resource for help is the Outsourcing Institute, the world’s largest professional community dedicated solely to outsourcing. It provides information about outsourcing trends, articles on securing IT and business processing services, and tips for ensuring an outsourcing partner delivers a desired level of performance.

To learn more about successful local outsourcing, call the Pottstown chapter of SCORE at 610-327-2673. SCORE is a national nonprofit organization of more than 10,500 volunteer business counselors who provide free, confidential business counseling and training workshops to small business owners.

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POTTSTOWN PA – One of the first and most important lessons an entrepreneur learns is that employees really are a small business’s most important resource. In fact, a business literally cannot succeed with out them, according to experts at the Pottstown chapter of the Service Corps of Retired Executives (SCORE).

Keeping small business employees motivated helps keep this sign up

Employees’ talents, skills, and efforts add value to products or services, allowing owners and managers to focus on planning and creative issues that will move a business forward.

Unlike equipment, computers, and other resources, however, the boss can’t simply turn employees on and off for business hours. All employees need a clear understanding of their role in a business and how it can grow, plus the motivation to achieve – and, even better – exceed those expectations.

That’s why all business owners also hold the title of “Chief Communicator and Motivator,” and often rely on these tips:

Talk straight. It’s important to have direct contact to make messages clear to workers. Some owners try to save time and manage by e-mail; that works only to a point. Direct contact builds trust and rapport.

Repetition pays. Establish a business “mantra” and keep repeating it. Don’t assume that everyone involved in a business understands and buys into the mission like the boss. They haven’t lived and breathed every detail, like the owner has.

Solicit response. Here’s a simple step to ensure managers communicate clearly. Instead of asking if an employee understood instructions, ask what specific steps the person will take to complete the task. That way supervisors can be absolutely certain they not only understood, but also plan to complete the assignment in an appropriate way.

Avoid constant criticism. That hurts morale and can make people less motivated. When supervisors highlight the positive and correct mistakes without getting personal, employees are more likely to deliver what they want.

Be seen. A good supervisor is visible, but it’s important to not appear as a micromanager. A quick chat about work and non-work issues during a stroll through the business is all the positive reinforcement most employees need. They’ll feel more comfortable about coming to the boss with questions, concerns, or suggestions. Augment the informality with individual and group meetings.

To learn more about human resources issues facing small businesses, call the Pottstown chapter of SCORE at 610-327-2673. It’s a non-profit organization of volunteer business counselors who provide free, confidential assistance and training workshops to small business owners.

POTTSTOWN PA – Four spring workshops that cover essentials entrepreneurs must know to start a new business or grow a more successful one will be held on four consecutive Mondays beginning April 23 (2012) by the Pottstown chapter of SCORE, the Service Corps of Retired Executives, at its offices in the New York Plaza Building, 244 High St., Suite 102, Pottstown PA.

Score volunteers will conduct these sessions from 7-9:30 p.m. on the following dates:

• April 23, Sources of Information, and Tax and Legal Implications of Different Legal Structures;
• April 30, The Business Plan and The Business Loan;
• May 7, Sources of Market Information and Marketing; and
• May 14, It’s All About Profit.

Instructors are Matthew Griffith, vice president and Pottstown East End branch manager at PNC Bank; Don Havas, president of Applied Technology and Sciences Inc.; Jeff Kofsky, president of Higher Vision Coaching and Counseling; James Hufford, business services manager at Diamond Credit Union; David Megay, Esq., attorney with O’Donnell Weiss & Mattei; Scott Rakowski, CPA of Rakowski and Company; Ralph Clemmer, chairman of the board of Evans-Hauseman & Richard Inc.; and Carolyn Wiker, head of Adult Services at the Pottstown Public Library.

Registration each night begins at 6:45 p.m. Each session costs $25, with a 50-percent discount off workshop fees for each additional person from the same company or organization. A manual on preparing a business plan is available for $20. A special price of $100 is offered for the four classes as a package, and it includes the manual. For more information or to register, call 610-327-2673.

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POTTSTOWN PA – Good writing is a fundamental component of all small business marketing strategies, note experts with the Pottstown chapter of SCORE, the Service Corps of Retired Executives. A thoughtful, well-crafted message will do more to connect with customers than almost anything else, they say.

This is particularly true for Web sites. Although the Web is a visual-driven medium, with sites using flashy graphics, sounds, and other fancy features, success still comes down to what business owners say and how they say it.

However, website copy differs significantly from that for, say, brochures or display ads. With only few seconds to capture and hold readers’ attention, web copy must be brief and to the point, but engaging enough for them want to see more. SCORE offers these tips:

• Establish credibility. The content on a site must be crisp and intelligent. What merchants say should grab a visitors’ attention, pique their interest, and motivate them to action.

• Avoid sounding like a commercial. “Don’t make your Web site look like an ad” is rule number one of web copywriting, says Maria Veloso, director of Web Copywriting University. “We are all bombarded by ad images daily,” says Veloso. “The last thing we want to see on a site is another ad.”

• Avoid the billboard look. Many small business sites seem specifically designed to look like billboards. Sites should provide help, not hype, with the feel of editorial, not advertising. “People go online for information,” says Veloso. “That’s why they call it the information superhighway.” Web visitors consider themselves active participants in a shared online experience, so the writing should speak to them in this way.

• Make the copy read like a conversation. Many successful websites use common, everyday words, not platitudes or overused clichés that show off the writer’s knowledge of the dictionary. Using the second-person (“you”) in addressing readers also helps create a personal bond with website visitors and helps convey a sincere interest in helping address their business needs. They more they feel like they know a merchant, the more interested they’ll be in doing business with that company.

For more advice on marketing your small business, call the Pottstown SCORE chapter at 610-327-2673. SCORE is a national non-profit organization of more than 10,500 volunteer business counselors who provide free, confidential business counseling and training workshops to small business owners. Its local office is located at 244 High Street, Suite 102, Pottstown PA.

POTTSTOWN PA – What do customers think of your business? Are you meeting their expectations? Are there areas that need improvement? Will they like that new product or service enhancement you’ve been considering?

Answers to those questions and others are there; all you have to do, say members of the Pottstown PA chapter of the Service Corps of Retired Executives (SCORE), is listen.

Casual conversations can yield a tremendous amount of valuable information about why customers come to you; what you are, and are not, doing right; and whether past problems have been fully solved. You can also get insights on the issues and needs they’re facing, giving you ideas on ways in which your business can help.

You shouldn’t corner customers on the spot for answers, of course, particularly if they are pressed for time. Instead, agree to meet or talk at a convenient time and discuss ways you can help customers explore their options and select the right action to achieve their goals. Remember, your small business will gain customer trust only by listening, not rambling endlessly about what you offer. Results are what customers care about the most. If you provide results, you gain their business.

Once you’ve listened attentively, you have the information you need to create an urgency to act that is based on the client’s needs, not yours. No need to push. Just use your knowledge to understand the customer’s own urgency. That’s why they are talking to you in the first place.

As you hold these conversations, common themes will likely emerge that you can incorporate into your service strategy. Remember, too, that while you should treat all customers equally well, not all of them have the same priorities and concerns.

Customer satisfaction is crucial to a small business. For help in gaining it, contact Pottstown’s SCORE chapter, a nonprofit organization of volunteer business counselors who provide free, confidential business counseling and training workshops to small business owners. Call 610-327-2673 for more information, or find a counselor online.

POTTSTOWN PA – The expression, “good help is hard to find,” has never been more accurate.  Despite the state of the economy, competition for talented workers remains intense in most locations and specialties, according to counselors at the Pottstown PA offices of the Service Corps of Retired Executives (SCORE).

“The best of the best” know it. If they’re unsatisfied with their current job, and opportunity beckons elsewhere, they have no qualms about moving.

Keeping motivated, productive employees is a critical concern for small business owners, as they often play a key role in the growth and success of the enterprise. A survey for Robert Half International, conducted by an independent research firm, examined reasons that top  employees – those considered good performers by their bosses – left the business.

Their complaints:

• Limited advancement opportunity: 39 percent
• Unhappy with management: 23 percent
• Lack of recognition: 17 percent
• Inadequate salary or benefits: 11 percent
• Bored: 6 percent
• Lifestyle change, such as moving: 2 percent
• Other or don’t know: 2 percent

The message for business owners is clear, says Robert Half chief executive officer Max Messmer. “Helping top performers reach their goals is essential to keeping them. The best employees are ambitious and may not stay in a job long if it lacks growth potential.”

Retaining good employees can be a challenge to small business, particularly when compensation or advancement is involved, but it’s not an insurmountable one.  If promotions aren’t an option at your business, you can still find ways to reward extra effort.

It doesn’t have to be money.

If budgets are tight, consider a more flexible schedule or larger workspace. Praise should be frequent and personalized, but it does not have to be costly or time-consuming. A simple thank you note can be an effective motivator.

Take the pulse of employee perceptions in your business. Are they happy doing what they do? Ask their opinions on the work environment and changes that might enhance their loyalty.

Also remember that, like any other important business asset, employees require their own form of care and maintenance.  Bringing in temporary help during crunch times is one way to ease the workload and prevent burnout.  Engage employees in finding ways to add fun to the workplace, especially for jobs that involve a lot of repetition.  The resulting increase in morale and camaraderie will boost not only loyalty to your company, but also productivity.

Pottstown’s SCORE counselors, headquartered at 244 High St., Suite 102, are among those who can help small business owners face employment issues. SCORE is a national nonprofit organization of more than 10,500 volunteer business advisers who provide free, confidential business counseling and training workshops to small business owners. For more information, or to schedule a counseling session, call 610-327-2673.

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