1. SCORES 5 STEP BUSINESS COUNSELING OR MENTORING PROCESS

2. SCORE What do we do?

• Provide small business counseling or mentoring services to Start-up & and In-Business Clients 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!

3. ITS THE FRAMEWORK FOR THE SCORES & YOUR COUNSELING EXPERIENCE The SCORE 5-Step Business Counseling Process

4. The 5-Step Process!

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

• Conduct Needs Assessment!

• Identify the Business Goal, Challenge or Opportunity!

• Prepare and Implement Plan!

• Obtain Feedback and Set Roadmap for Meeting Clients Mentoring Needs!

5.

• Step#1 - Establish Rapport

6. 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 dont have to be an industry expert to counsel the majority of our clients, but if their field is completely foreign to you, dont be afraid to admit it and add a co-counselor.

• Wrap up initial phone session by Summarizing the Clients Needs to make sure you got it right.

• Email them appropriate briefs to read prior to session.

• Set up appointment for 1 st Face to Face session.

7. Step # 2. Conduct Needs Assessment!

• 1 st F2F Session - Review and Re-confirm clients 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!

8. Important Tips for 1 st Face to Face Session!

• If you dont feel comfortable assisting a client dont be afraid to ask another counselor for help!

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

• Ask Questions, Answer Clients Questions, Take Good Notes and Listen! Listen! Listen!

• Make sure you understand thoroughly your Clients needs, requirements concepts and issues.

• Dont pre-judge the clients ability to succeed!

• Summarize needs at the end of 1 st meeting to make sure you are both on the same page.

• Assign Homework and set date for next session.

• Complete 641A report

9. Step #3 - Identify the Clients 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 clients timelines and decide on next steps.

• Clearly identify & quantify clients 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!

10. 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.

11. 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.

12. THIS 5 STEP BUSINESS MENTORING PROCESS MAKES THE CONNECTION THAT BUSINESS COUNSELING IS NOT A ONE TIME MEETING BUT AN ONGOING PROCESS! Whats the Takeaway!

13. In Summary WHAT PROCESS ARE YOU TALKING ABOUT?

14. The 5-Step Counseling Process!

• Step # 1 - Establish Rapport!

• Step # 2 - Identify the Clients 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!

15. 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!