SCORE’S 5 STEP BUSINESS COUNSELING OR

MENTORING PROCESS

SCORE – What do we do?

Provide small business counseling or mentoring services to Start-up & and In-Business Client’s and operational, financial, marketing Education via seminars and workshops.

Give our SCORE Chapter 34 members an opportunity to serve the community and also learn ….too!

IT’S THE FRAMEWORK FOR THE SCORE’S & YOUR COUNSELING

EXPERIENCE

The SCORE 5-Step Business Counseling

Process

The 5-Step Process!

1. Establish Rapport - Try to make contact with client immediately after receiving assignment!

2. Conduct Needs Assessment!3. Identify the Business Goal, Challenge

or Opportunity!4. Prepare and Implement Plan!5. Obtain Feedback and Set Roadmap for

Meeting Client’s Mentoring Needs!

Step#1 - Establish Rapport

Initial Phone Contact!

Make them feel comfortable by finding out about them personally, their business background and why they contacted SCORE .

Briefly describe SCORE ‘s mentoring process & fill them in a little bit on your background experience and the overall experience level of the local counselors.

You don’t have to be an industry expert to counsel the majority of our clients, but if their field is completely foreign to you, don’t be afraid to admit it and add a co-counselor. 

Wrap up initial phone session by Summarizing the Client’s Needs to make sure you got it right.

Email them appropriate briefs to read prior to session.Set up appointment for 1st Face to Face session.

Step # 2. Conduct Needs Assessment!

1st F2F Session - Review and Re-confirm client’s needs or requirements and time frame.

Discuss requirements and agree on time frames upon which client wants to meet their objectives.

Review homework reading assignment with client.

Assign Homework and send confirming email to them detailing assignment for next session an cut and paste them into the 641A session report .

Set next F2F meeting date?Promote applicable Seminar to them.Complete 641A Session Report ASAP!

Important Tips for 1st Face to Face Session!

If you don’t feel comfortable assisting a client don’t be afraid to ask another counselor for help!

Restate needs at the beginning of meeting and get confirmation from client.

Ask Questions, Answer Client’s Questions, Take Good Notes and Listen! Listen! Listen!

Make sure you understand thoroughly your Client’s needs, requirements concepts and issues.

Don’t pre-judge the clients ability to succeed!Summarize needs at the end of 1st meeting to make

sure you are both on the same page.Assign Homework and set date for next session.Complete 641A report

Step #3 - Identify the Client’s Business Goal!

Make sure you fully understand what your client wants to accomplish and in what timeframe!

Have your client email their homework assignment to you prior to each session, so you have time to review it prior to session. Be prepared, do your “homework” too!

Ask for more data if needed? Re-confirm client’s timelines and decide on next steps.Clearly identify & quantify client’s challenge or

opportunity. Assign additional homework for next session and confirm

assignments via email follow-up and cut & paste into 641.Set next meeting date.Complete 641A Session Report ASAP!

Step #4 - Prepare & Implement Plan!

Discuss and introduce an mutually agreeable and appropriate plan model or strategy.

Plan the first draft with data collected in Steps 2 and 3.

Assign Homework for next session and confirm via email and ask client to email it to you prior to the session.

Set next meeting date. Complete 641A Session Report ASAP.

Step # 5 - Obtain Feedback & Set Roadmap for Mentoring!

Review Plan Draft with client!Accept as is or suggest changes!Continue on-going mentoring process!Assign homework, set meeting dates as

necessary!Establish a system of regular follow-up

with client via F2F meetings, email and phone until they reach their goals and objectives.

“THIS 5 STEP BUSINESS MENTORING PROCESS MAKES

THE CONNECTION THAT BUSINESS COUNSELING IS NOT A ONE TIME MEETING BUT AN

ONGOING PROCESS!”

What’s the Takeaway!

In Summary

“WHAT PROCESS ARE YOU TALKING ABOUT? ”

The 5-Step Counseling Process!

Step # 1 - Establish Rapport!Step # 2 - Identify the Client’s Business Goal, Challenge or Opportunity!Step # 3 - Help Client Prepare & Implement Their Action Plan!Step # 4 - Obtain Feedback & Set Roadmap for On-Going Mentoring Process!Step # 5 - Obtain Feedback & Set Roadmap for Mentoring!

Quality Counseling Tips!

Really Listen to the Clients Needs and dreams!

Provide lots of Empathy and Support!Understand the SCORE Mentoring Process

and remember the client is our customer and deserves our very best effort!

And Remember …..

“The Counseling Process is more than just sending the client a brief!”