Business Planning

Ask SCORE: I have a business plan, now what? | Business News

QUESTION: I’ve spent considerable time developing a written business plan with many priorities. Now, I need guidance to determine which goal I need to implement first. What do you suggest?

ANSWER: You say you have many priorities and therein may be your problem. You’ll be better off concentrating on a few critical initiatives and focusing your energy on them. Good managers are able to prioritize and make the hard decisions necessary for success.

It has been said that nothing happens until a sale is made. Prudence dictates, therefore, that marketing and sales be a top priority. To ensure long-term success and customer loyalty, good customer service is another. And adequate monthly cash flow is critical if bills are to be paid in a timely manner.

Marketing is the function of determining who are your target customers and the best ways to reach them. Ideally, your product or service satisfies an underserved niche in a larger market. You must understand your competition and find ways to differentiate yourself. Sales involve the execution and follow-up to the marketing plan.

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Customer service is a term that is often written and talked about but not always understood from the customer’s point of view. Use your own experiences as a guide. What do you expect in your dealings with other businesses? Do you want to be recognized and greeted by your first name? Do you want a live person to answer the telephone? Do you expect the product or service you pay for to live up to its hype? Bottom line, treat them as you’d expect to be treated.

Proper management of your business’s cash flow is critical. You have payroll and other expenses that are due each month. If yours is a seasonal business, you should set aside a reserve to carry you through the slow season. Developing a monthly cash flow budget will enable you to determine when these expenses come due. SCORE provides an excellent 12-month cash flow analysis that can be accessed at

Most businesses start out with a plan. But once they are up and running, many find that in the real world, things do not always line up with the plan. You must be constantly vigilant and sensitive to changing conditions and willing to make adjustments to your plan.

Gray Poehler is a volunteer with the Richmond Chapter of SCORE, Counselors to America’s Small Business. To ask a question or request free and confidential business counseling, go to Learn more about SCORE’s workshops on the website or by calling (804) 350-3569.

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