Starting and managing a business takes motivation, desire, and talent. It also takes research and planning. Like a chess game, success starts with decisive and correct opening moves. And though initial mistakes are not fatal, it takes skill, discipline, and hard work to regain the advantage.

To increase your chance for success, take the time up front to explore and evaluate your business and personal goals. Use this information to build a comprehensive and well-thought-out business plan to help you reach these goals. The process of developing a business plan will help you think through some key issues you may not have considered yet. Your plan will become a valuable tool as you set out to raise money. It should also provide milestones to gauge your success.

Before starting out, list your reasons for wanting to go into business. Some of the most common reasons for starting a business are:

• You want to be your own boss.
• You want financial independence.
• You want creative freedom.
• You want to fully use your skills and knowledge.

Next you need to determine what business is "right for you." Ask yourself these questions:

• What do I like to do with my time?
• What technical skills have I learned or developed?
• What do others say I am good at?
• Will I have the support of my family?
• How much time do I have to run a successful business?
• Do I have any hobbies or interests that are marketable?

Then you should identify the niche your business will fill. Conduct the necessary research to answer these questions:

• What business am I interested in starting?
• What services or products will I sell?
• Is my idea practical, and will it fill a need?
• What is my competition?
• What is my business's advantage over existing firms?
• Can I deliver a better quality service?
• Can I create a demand for my business?

The last step before devising a plan is a pre-business checklist. You should answer these questions:

• What skills and experience do I bring to the business?
• What will be my legal structure?
• How will my company's business records be maintained?
• What insurance coverage will be needed?
• What equipment or supplies will I need?
• How will I compensate myself?
• What are my resources?
• What financing will I need?
• Where will my business be located?
• What will I name my business?

Your answers will help you create a focused, well-researched business plan that should serve as a blueprint. It should detail how the business will be operated, managed, and capitalized.

The following outline of a typical business plan can serve as a guide, but you should adapt it to your specific business. We recommend that you break down the plan into several components. This allows you to work on several sections at a time.

Introduction

• Give a detailed description of the business and its goals.
• Discuss the ownership of the business and the legal structure.
• List the skills and experience you bring to the business.
• Discuss the advantages you and your business have over your competitors.
  
  
  

Marketing

• Discuss the goods/services offered.
• Identify the customer demand for your good/service.
• Identify your market, its size, and locations.
• Explain how your good/service will be advertised and marketed.
• Explain the pricing strategy.
  
  
  

Financial Management

• Explain the source and amount of initial equity capital.
• Develop a monthly operating budget for the first year.
• Develop an expected return on investment and monthly cash flow for the first year.
• Provide projected income statements and balance sheets for a two-year period.
• Discuss your break-even point.
• Explain your personal balance sheet and method of compensation.
• Discuss who will maintain your accounting records and how they will be kept.
  • Provide "what if" statements to address alternate approaches to problems that develop.
    
    
    

Operations

• Explain how the business will be managed on a day-to-day basis.
• Discuss hiring and personnel procedures.
• Discuss insurance, lease or rent agreements, and issues pertinent to your business.
• Account for the equipment necessary to produce your goods or services.
• Account for production and delivery of goods and services.
  
  
  

Concluding Statement

• Summarize your goals and express your commitment to the success of your business.

Once you have completed your business plan, review it with a friend or business associate. When you feel comfortable with the content and structure, make an appointment to review and discuss it with your banker. The business plan is a flexible document that should change as business grows.

Information is power. Make it your business to know what is available, where to get it, and, most importantly, how to use it. The SBA has offices throughout the U.S. For the nearest one, look under "U.S. Government" in your phone directory, or call the SBA Answer Desk at (800) 8-ASK-SBA. To send a fax to the SBA, dial (202) 205-7064. For the hearing impaired, the TDD number is (704) 344-6640.

To access the agency's electronic public information services, you may call the following:

• SBA OnLine: electronic bulletin board -- modem and computer required
  • (800) 697-4636 (limited access)
  • (900) 463-4636 (full access)
• Internet: using uniform resource locators (URLs)
  • SBA Home Page: http://www.sba.gov
  • SBA gopher: gopher://gopher.sba.gov
  • File transfer protocol: ftp://ftp.sba.gov
  • Telnet: telnet://sbaonline.sba.gov
  • U.S. Business Advisor: http://www.business.gov

You also may request a free copy of The Resource Directory for Small Business Management, a list of for-sale publications and videotapes, from your local SBA office or the SBA Answer Desk.

Other Sources

• State economic development agencies
• Chambers of commerce
• Local colleges and universities
• Libraries
• Manufacturers and suppliers of small business products and services
• Small business or industry trade associations
  
  
  

• Has a portfolio guaranteeing over $27 billion in loans to 185,000 small businesses that otherwise would not have had such access to capital?
• Guaranteed over 60,000 loans totaling $9.9 billion to America's small businesses in fiscal year 1995?
• In 1995, extended management and technical assistance to nearly one-million small businesses through 950 Small Business Development Centers and 13,000 Service Corps of Retired Executives volunteers?
• Provided more than 45,000 loans totaling $1.2 billion to disaster victims for residential, personal property, as well as business losses in fiscal year 1995?
• Has 7,000 private sector lenders as partners providing their capital to small business?
• Has increased its venture capital program with more private capital in the past two years than in the previous 15 years combined?
• Provides loan guarantees and technical assistance to small business exporters through U.S. Export Assistance Centers in 15 cities?
• Can respond to written small business questions through the U.S. Business Advisor on the Internet (http://www.business.gov)?

All SBA programs and services are provided to the public on a nondiscriminatory basis.

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