Business Library: Articles for Small Businesses & Entrepreneurs
These articles have been selected by SCORE Southern NH to provide information on subjects related to starting of and running a small business. They are a complement to the Link Library and, when used together, offer a wealth of information about successfully starting and operating a business.
Our sincere thanks to the authors, both from within SCORE and from the business community at large, who so graciously gave permission for SCORE to host these articles.
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01 Ask SCORE columns
Ask SCORE, April 2009 - Press Releases
by Southern NH SCORE, from The Union Leader
I operate a petsitting business and plan to expand the territory that I serve. Without a large budget to advertise, how can I get the word out?
Ask SCORE, April 2010 - Communicating with Employees
by Southern NH SCORE, from The Union Leader
I’m an interior designer who has worked on my own for the last three years. The business has now reached the point where I need to expand and hire staff to assist me. I’ve never been a “boss” before; can you offer me some tips on how to do it successfully?
Ask SCORE, April 2011 Word-Of-Mouth-Advertising
by Southern NH SCORE, from The Union Leader
I recently left a career as a mortgage broker to pursue my true passion, interior design. I’ve done some traditional marketing—website, advertising, direct mail—but most of the work I’ve picked up has come via word-of-mouth. Is there an art to this method of marketing and, if so, how can I master it.
Ask SCORE, August 2009 - Alternative Financing
by Southern NH SCORE, from The Union Leader
I’ve worked as a house painter for a number of years and have decided to start my own painting business. While the start-up costs aren’t huge, neither is my bank account. I’ve approached a couple of banks regarding a loan, but in today’s credit market no one is willing to fund a first-time business owner with limited assets. How can I get this off the ground? I’m confident I can make it a success.
Ask SCORE, August 2010 - Internet Advertising
by Southern NH SCORE, from The Union Leader
I have a business that helps people trace their genealogy. Most of my clients find me via Web searches that direct them to my website, and I’d like to expand on that by doing some Internet advertising. What’s the most effective way to do this?
Ask SCORE, August 2011 - Coping With Seasonal Sales
by Southern NH SCORE, from The Union Leader
Sales at my specialty toy store are extremely seasonal, with the vast majority of revenue coming in the last quarter of the year. Surviving until the holidays has long been a challenge. What can I do to make the rest of the year less of a high-wire act?
Ask SCORE, December 2009 - Collecting What You're Owed
by Southern NH SCORE, from The Union Leader
I own a successful janitorial/office cleaning business. Over the past year or so, we’ve begun to experience collection problems, which I assume is a function of the economic slowdown. How can we do a better job of getting the money we’re owed?
Ask SCORE, December 2010 - Advertising
by Southern NH SCORE, from The Union Leader
I own a business that installs residential security systems. We’ve done fairly well in the three years we’ve been in business without doing any advertising, however, how we’re seeing more competition and beginning to think maybe it’s time we ran some ads,. Any advice you can offer?
Ask SCORE, December 2011 - Hiring Financial Professionals
by Southern NH SCORE, from The Union Lead
My overhead door installation and repair business is nearing the end of what has been a successful first year. We’ve managed to keep some decent financial records, but with tax time coming up in a few months, we need some professional help. How do I go about finding the right people?
Ask SCORE, February 2009- Marketing Your Business
by Southern NH SCORE, from The Union Leader
I’ve operated a successful one-man handyman business for seven years, working in people’s houses doing everything from fixing a stair tread to building small additions. All my jobs have come from word of mouth referrals and I’ve never lacked for work. Since the economy has slowed down, however, for the first time I’m experiencing holes in my schedule, so I want to do some marketing. Where do I start?
Ask SCORE, February 2010 - Avoiding Burnout
by Southern NH SCORE, from The Union Leader
I own a very successful small commercial printing business. I’ve been at it almost five years, have lived, eaten and slept the business since the start, and think I’m beginning to experience burnout. What can I do restore some sanity to my life?
Ask SCORE, February 2011 - Business Makeovers
by Southern NH SCORE, from The Union Leader
I own a downtown restaurant. When we opened six years ago, we were quite successful, but over the last year or two our momentum seems to have stalled. We’re still profitable, but barely. What can we do to resuscitate the business?
Ask SCORE, February 2012- Grants
by Southern NH SCORE, from The Union Leader
I’m interested in opening a gymnastics studio, but lack the necessary capital. How do I go about getting a grant to fund my business.
Ask SCORE, January 2009 - Outsourcing
by Southern NH SCORE, from The Union Leader
I own a small, successful plumbing business. Since the beginning seven years ago, my wife, who was at home with our young children, did the bookkeeping. Now that the kids are in school, she’s planning to go back to work full-time in her field of training, psychology. We’re not large enough to need a full-time bookkeeper, so I’m considering outsourcing. Any tips you can offer?
Ask SCORE, January 2010 - Improving Cash Flow
by Southern NH SCORE, from The Union Leader
I own a small, successful architectural firm and, despite the economy, we’ve got a decent backlog of work. However, for the first time in our history, cash is a problem. What can I do to improve cash flow?
Ask SCORE, January 2011 - Outsourcing Human Resources
by Southern NH SCORE, from The Union Leader
My tool and die business has grown to the point where managing the employees has become a hugely time-consuming function, leaving me hard pressed to find time to do the sales, marketing and other vital functions. Is there a way I can outsource some of these human resource tasks?
Ask SCORE, January 2012 Eliminating Clutter
by Woody
Ask SCORE
I’ve never been a terribly neat or organized person in my personal life, but now that I’m running my own appliance repair business I think those habits are reducing my productivity.
What can I do to clean up my act?
Ask SCORE, July 2009 - Planning For Growth
by Southern NH SCORE, from The Union Leader
I started a catering business about two years ago. We did very well initially, exceeding my expectations, but our growth seems to have stalled in the last six months. While it’s easy to attribute that to the overall poor economy, I have a nagging feeling there’s more to it. I’d appreciate any advice you can offer.
Ask SCORE, July 2010 - Branding
by Southern NH SCORE, from The Union Leader
I’ve run a successful secretarial service business for a number of years. I think I understand marketing and do a fair amount to promote my business, but recently I keep hearing about “branding.” What exactly is branding and how do I do it?
Ask SCORE, July 2011 - Business Leadership
by Southern NH SCORE
Though my wholesale building supply business is profitable, I can’t help feeling we’re not operating up to our potential. As the company’s leader, what can I do to give us the needed push?
Ask SCORE, June 2009 - Protecting Your Data
by Southern NH SCORE, from The Union Leader
I own a successful industrial manufacturing firm. Though not huge, we employ almost 100, including plant, office and sales staff. I constantly read about companies having their IT systems compromised by hackers, wreaking havoc with their business. What can we do to prevent that from happening to us?
Ask SCORE, June 2010 - Networking
by Southern NH SCORE, from The Union Leader
I recently started a financial consulting business and will be attending a number of conferences where potential clients are likely to be. How can I best take advantage of these opportunities?
Ask Score, June 2011 - Business Leasing
by Southern NH SCORE
I recently graduated from chiropractic school and plan to open my own practice. I’m going to need various medical equipment, such as chiropractic tables, x-ray machine, etc., as well outfitting the office with items like a computer, printer and copy machine. I don’t have a lot
of money, so someone suggested that I lease what I need. Is this a good idea?
Ask SCORE, March 2009 - Surviving Tough Times
by Southern NH SCORE, from The Union Leader
Like most businesses these days, my florist shop is feeling the pinch of reduced revenues. What can we do to survive the recession?
Ask SCORE, March 2010 - Building Customer Loyalty
by Southern NH SCORE, from The Union Leader
I run a small, independent tax preparation service. Though my competition is the large, well-known national chains, I can’t compete on price. However, I offer more personal service and individual attention to my clients. What can I do to retain my clients and communicate the benefits of doing business with us?
Ask SCORE, March 2011 - Freelance Marketing
by Southern NH SCORE, from The Union Leader
I’m a freelance writer who specializes in the high-tech industry. While my work is highly regarded by my clients, my biggest challenge is keeping a steady flow of work coming in. Any advice on how I can accomplish that?
Ask SCORE, May 2009 - Home-Based Business Insurance
by Southern NH SCORE, from The Union Leader
I started a medical records transcription service about six months ago, which I operate from my home. Business has been very good. Recently, a client brought up the subject of business insurance. Do I really need it and, if so, what type of coverage?
Ask SCORE, May 2010 - Trademarks and Intellectual Property
by Southern NH SCORE, from The Union Leader
I own a beauty salon and have developed a small line of hair care products. I’m currently only selling them through my own shop, but am thinking about marketing them more widely. Do I need to trademark the name and, if so, how do I go about doing that?
Ask SCORE, May 2011 - Franchises
by Southern NH SCORE, from The Union Leader
I recently accepted a buyout from my former employer and have decided to go into business for myself. A number of people have suggested that I consider buying a franchise, as opposed to starting something on my own. Are franchises a good bet?
Ask SCORE, November 2009 - Planning
by Southern NH SCORE, from The Union Leader
I started a lawn irrigation company two years ago, and despite a challenging economy, we have done quite well. Everything seems to be running smoothly, but I’d like to know what I should be doing to ensure that continues.
Ask SCORE, November 2010 - Data Protection
by Southern NH SCORE, from The Union Leader
My commercial refrigeration sales and service business has been doing well since we started last year. In addition to our own customer and financial records, our system holds the service information on our customers’ equipment. I worry about something happening to this data. How can I protect it?
Ask SCORE, November 2011 - Good Sales Habits
by Southern NH SCORE, from The Union Leader
I’m a licensed land surveyor who recently started my own firm. While I know my trade well, like most engineering types, sales is not my strong suit. How can I overcome this weakness?
Ask SCORE, October 2009 - Growing Your Business
by Southern NH SCORE, from The Union Leader
I run a small and quite successful marketing/public relations firm. Recently, we’ve been approached to take on several new and larger-than-usual clients. I’d love to work with them and grow the business, but I’m also a bit wary of the impact doing so may have. Am I overreacting?
Ask SCORE, October 2010 - Customer Commitment
by Southern NH SCORE, from The Union Leader
I’ve operated my own successful optometry practice for more than a decade. Recently, I learned that one of the large chains will be opening a location not far from me. What advice can you offer to help me combat this Goliath?
Ask SCORE, October 2011 - Website Basics
by Southern NH SCORE From the Union Leader
I’ve operated a septic cleaning service for three years and done reasonably well. I’ve begun to think that the business might benefit from having a website, but I’m not sure where to start. Can you give me some basic guidelines to get me going in the right direction?
Ask SCORE, September 2009 - Competing Against The Big Guys
by Southern NH SCORE, from The Union Leader
I’ve owned a decorating store (paint, wallpaper, window coverings, etc.) for more than ten years. Though we’re operating at a profit, it’s getting harder and harder to compete against the large home improvement retailers. Am I fighting what is inevitably a losing battle?
Ask SCORE, September 2010 - Family Business
by Southern NH SCORE, from The Union Leader
My brother-in-law and I have been discussing going into business together; we’ve yet to decide what type of business. What advice do you have about the pluses and minuses of going into business with family members?
Ask Score, September 2011 - Protect Your Business from a Natural Disaster
by Southern NH SCORE
I don’t know if it’s true, but it seems as if there have been an increasing number of natural disasters in our country and the world recently, with each having a devastating effect on people and businesses in those areas. What can I do to protect my business?
02 SCORE In The News
Firefly American Bristo and Bar, Success Story
by SCORE 199
Firefly embraces the concept of comfort dining by offering inspired classic American fare in a warm, inviting atmosphere.
NUThin’ but GOOD TIMES!
by SCORE 199
News about NUThin’ but GOOD TIMES!
04 Starting a Business
Business Basics by Sony
by Harvey Bloom
Sony is proud to be associated with SCORE and to help bring you this invaluable guide that will get you on your way to making your entrepreneurial dreams come true. For further information about the products, programs and promotions available to business owners,
be sure to visit sony.com/SMBDifference.
Click on the blue link above to see the entire document.
Self Test For Aspiring Entrepreneurs
by Score 199
Try this self test and see if you have the "right stuff" to be a business owner!
Starting A Business? Steer Clear Of These Perils
by Southern NH SCORE, from The Union Leader
Starting A Business? Watch For These Missteps
by Southern NH SCORE
“Starting A Business? Steer Clear of These Perils”
by Southern NH SCORE
Great ideas don’t necessarily make successful businesses. If the entrepreneurial spirit burns within you and you’ve got an idea that could leave Microsoft in the dust, you can still fail—unless you guard against these common mistakes of most startups
05 Book Reviews
Wall Street Journal Book Review
by Glenn Boston
The Wall Street Journal. Complete Small Business Guide Book by Colleen DeBaise
06 Marketing
7 Crucial Steps Before Marketing Your Service or Product
by Susan Martin
You don't need a large marketing budget to generate sales for your product or service. But you will need to take some important steps in order to "position" yourself in the marketplace. Here are 7 steps you won't want to skip:
Sell Your Way To Success
by Southern NH SCORE
07 Business Planning
7 Reasons to Write a Business Plan
by Susan Martin
The process of creating a business plan and thinking things through has helped many business owners learn what it takes to be successful. This article covers the key reasons why writing a business plan is critical for success.
Complete Start Up Business Plan Outline (Word)
by SCORE Seattle Washington
This Complete 28 page outline is for new businesses that will have to raise more than $50,000 from bankers and investors. Not all of the sections will be needed for every business. Look at the questions and if they apply, write that section. You can append your financial forecasts and Cash flow models at the end. Ideally this will end up less than 20 pages. Ask your Score Counselor for help editing your work.
Do I Want (Need) A Partner?
by Alan Shaver
Are you considering a partnership arrangement for your business? Are
you currently in a partnership that is not working? This article
explains some of the basic ingredients of a successful partnership and
why it is very much like a good marriage.
Employees versus Independent Contractors in New Hampshire - Do you know the law?
by Steve Feinberg
Most employers would prefer to treat their help as ’subcontractors’, and not ‘employees’. Why? Because they want to avoid the headaches and additional social costs our society puts on them when they have employees, such as workers compensation insurance, unemployment compensation, overtime.
Short Business Plan and Sample Plan (Word)
by Score 199
short business plan is based on our "Simplified Business Plan" workshop. It contains both an outline and a sample plan. Nov 20009
Why Plan?
by Southern NH SCORE
08 Business Management
21 Suggestions For Success
by Southern NH SCORE
Advice From Chairman Sam
by Southern NH SCORE
Break Even Analysis As A Decision Tool
by Ed McCormick
SCORE counselor Ed McCormick explains how to perform a break even analysis.
Business Lessons We’ve Learned From Dogs
by Southern NH SCORE
General Colon Powell's 13 Rules
by Southern NH SCORE
Get A Handle On Absenteeism
by Southern NH SCORE
Give Business Ideas A Second Chance
by Southern NH SCORE
Life Is Like A Mayonnaise Jar
by Southern NH SCORE
Profit versus Cash Flow
by Ed McCormick
SCORE counselor Ed McCormick clears up the confusion over profit versus cash flow.
Things You Must Learn To Do To Start Controling Your Time
by Southern NH SCORE
Through The Looking Glass
by Southern NH SCORE
Trust A Man With Common Sense
by Southern NH SCORE
Understanding Costs, Profits and Cash Flow
by Ed McCormick
SCORE counselor Ed McCormick discusses the dynamics of costs and their effect on profits and cash flow.
What’s Wrong With My Strategy?
by Ed McCormick
A three-part, in-depth discussion of competitive business strategy by SCORE counselor Ed McCormick.
09 Counselor Interviews
6 Questions…With Glenn Boston
by Southern NH SCORE
SCORE member Glenn Boston talks about his life, business career and SCORE.
10 Financing Your Business
Cash Flow Template (Excel)
by SCORE
This hand template combines your operating forecast with your cash forecast. Start with your pre-opening expenses and your starting cash and then fill in your forecast and estimated expenses. You will see how it impacts available cash to run the business
Financing Tips - How To Improve Your Chances
by Ed McCormick
SCORE counselor Ed McCormick offers advice on upping the odds on your getting a loan.
Financing Your Business
by SCORE & Circle Lending, Inc.
How to borrow money from people you know. This guide has been written with the intent of providing useful information, tips, and strategies to individuals who are considering a private business loan.
Managing Your Credit Score
by Southern NH SCORE
For most start-ups and early stage small businesses, the key factor in whether a lender will loan you money is your personal credit score. But just how do the credit agencies figure your score? A New York Times article breaks the numbers down.
SBA Fraud Warning
by SBA
Small businesses need to use caution when approached by firms
offering to help them secure SBA loans. The SBA has advice on what to
look out for and what steps to take to protect yourself.
11 Franchising
Understanding Franchising
by Alan Shaver
Buying or opening a franchised business is much like starting or purchasing any other business, except there are some legal hurdles to get past, and some advantages may exist. This article is an excellant overview of the opportunities and risks associated with franchising
12 Exit Strategies for Business Owners
Should I Shrink or Grow My Company
by Ed McCormick
Thinking about an exit strategy? Do you shrink the business to try to improve profitability on static or lower sales volume, or do you grow the business? SCORE counselor Ed McCormick looks at the options.
So You Have Found A Buyer for Your Businesss. Now What?
by Ed McCormick
What to do once you've found a buyer for your business.
When Should I Begin Planning My Exit Strategy?
by Ed McCormick
It's never too early to begin planning your exit strategy. SCORE counselor Ed McCormick discusses the process.
Your Company's Real Estate Lease As A Roadblock To Selling The Business
by Ed McCormick
SCORE counselor Ed McCormick how your real estate lease could be a major roadblock in selling your business.
13 Helpful Templates to Download
12 month Profit and Loss template
by Score
If you would like to build a summary of your monthly expenses and income, this may help.
Cashflow template (Excel)
by Score
This template will allow you to plan your cash needs for a 12 month period by combining your starting capital and cash expenses. Fill it out left to right.
Loan Amortization calculator
by Score
Allows you to calculate payments and cost of the loan
Personal Financial Statement
by Score
Before you visit a banker, fill this summary out to help him estimate your financial position
14 Internet and E-commerce
9 ways to market your Web site via offline marketing
by C S Wurzberger and Pam Foster
To reach your customers in today’s cluttered market, having your site domain name on all your printed “offline” materials (business cards, letterhead, etc.) are just as important as your Internet/online tactics.
Boost online profits by including Web site content that sells
by C S Wurzberger and Pam Foster
“Content is King” is the rule of thumb in the Web industry because the content, or copy, is your online salesperson. Discover how marketing content makes all the difference.
Define your Web site's purpose to boost online success
by C S Wurzberger and Pam Foster
To build a successful Web site or to improve your existing site, you need to clearly define its objectives. These four questions will help you.
ebook Publishing
by Tim McMahon
SCORE counselor Tim McMahon, who has published five ebooks, details how to successfully publish an ebook.
How to choose a domain name that will drive customers to your site
by C S Wurzberger and Pam Foster
Having the right domain name (also known as your URL or Web address) is absolutely critical in helping your customers will find your business in the Internet Jungle.
How to choose the right Web host to ensure online success
by C S Wurzberger and Pam Foster
Choosing your Web host is very important because you need to trust that your site is functioning at all times!
How to make sure your Web site's design is helping, not hindering, your chances for online success
by C S Wurzberger and Pam Foster
Learn how a great site design clearly outlines all the functions and features you need on your site to have the best chance of generating profits.
Measure your Web marketing results to find opportunities for more sales
by C S Wurzberger and Pam Foster
It’s important to monitor your online marketing efforts on a regular basis so you can make improvements. There are several ways to do this
Pay-Per-Click (PPC) advertising can significantly improve your search engine ranking and online sales
by C S Wurzberger and Pam Foster
PPC is a great way to enhance your site’s visibility and even guarantee you the top position of a search-engine page at least some of the time. Find out why.
15 Tax Documents
Small Business Jobs and Wages Tax Cut.
by Stef Heckscher
Although businesses are beginning to invest and expand again, many remain reluctant to hire. That is why the President is outlining the details of his proposed "Small Business Jobs and Wages Tax Cut." The proposal is simple and straightforward. Click on the link to see the entire Document
18 Time Management
The 7 Deadliest Time Management Mistakes
by Susan Martin
Time management is critical to business Success. NYC based Business Coach, Consultant and Strategist Susan Martin will give you insight about and concrete steps to improve your time management.
19 Website Articles by CS Wurzberger
Three ways to make it easier for customers to buy
by C S Wurzberger and Pam Foster
Your Web site’s functional design, graphic design and content will make—or
break—your online shop success. By paying close attention to all three of these areas, you’ll make it easier for your customers to buy from you.
Turn your Web site into a profitable marketing tool
by C S Wurzberger and Pam Foster
Discover the 9 easy steps to planning a profitable Web site, from defining its purpose and choosing the best domain name to following proven marketing tactics that improve results.
Web "Usability" is a key factor in whether your site is profitable. . .or not
by C S Wurzberger and Pam Foster
What is Web “usability” and why does it matter? Learn how it plays a critical role in the experiences your customers have on your site, so they’ll buy from you.
What you can plan to spend on launching a profitable Web site
by C S Wurzberger and Pam Foster
The Web development community seems to shy away from revealing their prices unless they’re dirt cheap. Here’s the truth about Web development costs.
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These articles have been selected by SCORE Southern NH to provide information on subjects related to starting of and running a small business. They are a complement to the Link Library and, when used together, offer a wealth of information about successfully starting and operating a business.
Our sincere thanks to the authors, both from within SCORE and from the business community at large, who so graciously gave permission for SCORE to host these articles.
To open PDF files you must have Adobe Reader installed.
Click here to get a copy of Adobe Reader
Looking for more help with your business? Contact SCORE now and make an appointment for your FREE and completely confidential counseling session either at either our Manchester location or one of our other Southern NH offices.
Need an explanation or discussion about any of the material in any of these articles? Come in for no-charge counseling.
Or attend one of our small business workshops.
Diane Downing David Becker,
Firefly American Bistro
“We opened the day after Christmas 2008 (as the economy was having a fit!) and we've made our monthly forecasts ever since!”
Diane Downing and her brother, David Becker, have created a successful restaurant and bar amid a downtown Manchester already overcrowded with excellent dining establishments.
QuickBooks For Small Business - Bedford Libary - 3 Meeting House Road, Bedford, NH:
This workshop will address capability of QuickBooks, the most popular small business accounting package, and discuss the tasks needed to keep it up to date. Also we will review important set up decisions that will help make the software more effective. Accounting Software helps the owner make important financial decisions based on current data. For some, it is the difference between success and failure.
Taught by Susan Dugdale, a QuickBooks Pro Certified expert.
Thursday Feb 09, 2012
5:30 to 8:30 PM
Register Now
Start Your Own Business - Merrimack Residence Inn, 246 Daniel Webster Hwy Merrimack, NH :
Almost everything you need to know about starting a business. Covers defining the idea, organizing the business, focusing on customers, cash flow, picking employees, writing a business plan and obtaining financing. This workshop also covers pitfalls to be avoided and serves as an introduction to topics for deeper study
Tuesday Feb 14, 2012
5:30 to 8:30
Register Now
5 Steps to a Better Website -ABI Innovation Hub, 33 S. Commercial St., Manchester, NH:
This workshop focuses on the fundamental aspects of defining, creating and implementing an effective web site. The workshop covers in detail the many subtle issues that make the difference between a web site that is just there and one that brings the business and its customers together. Included are discussions on domain name, user friendly design, right content, best host, proper selection of the creating team, realistic cost planning options, how to market the site and how to measure results.
Tuesday Feb 21, 2012
5:30 to 8:30
Register Now
Taxes For Small Business, ABI Innovation Hub, 33 So. Commercial St, Manchester, NH:
Rescheduled from Nov. 1st due to power outage at the Hooksett Library.
This workshop focuses on the tax laws in a manner that the small business owner can understand and then use many to enhance the cash flow and profitability of the operation while in full compliance with the law. A detail road map of how the business owners operation flows into the basic IRS 1040 forms which must be submitted is provided in a clear and simple manner. In addition, many useful IRS publications which address the basics for small business operations are discussed.
Tuesday Mar 06, 2012
5:15 to 8:15
Register Now
