Building An Effective Sales And Marketing Plan
March 7, 2008 - Friday, 9:00AM - 12:00Noon
September 5, 2008 - Friday, 9:00AM - 12:00Noon

Is your marketing plan getting you customers? How much you spend on your marketing rarely guarantees success. Sustainable business success and growth requires a clearly communicated vision to the right audience along with written goals and a coordinated sales and marketing plan that drives your desired results.

The workshop facilitator, Rick Forgay, is a successful businessman, community leader, author and a SCORE counselor. Rick brings real world experience as an award winning marketing executive in the newspaper industry, as well as in his own leadership development company, The Rick Forgay Institute.

For the new entrepreneur, or one looking to grow an existing business to the next level, this workshop will help you to achieve sales and marketing goals with less cost, measurable results and greater enjoyment. Key topics covered include definition and clarification of the most important business goals, creation of a "No Stone Unturned" strategic marketing plan, how to organize, prioritize and maximize sales generating resources and activating a daily action plan guaranteed to achieve your marketing goals.

You can register now for this workshop on line or by calling (413) 785-0314 to leave your name and phone number. There is a nominal fee of $25.00. Pre-registration is required.

Planning Your Business Website
February 1, 2008 - Friday, 9:00AM - 12:00Noon

Creating a business website is easy! But creating one that is effective and meets your business objectives is considerably more difficult. This workshop is designed to help the current and future business owner resolve this discrepancy, You will learn how to scope out needs for their site based on your business model and market, how to plan and budget for site development and operation and how to get listed and found by search engines like Google and Yahoo. SCORE finds that many new business owners and startups are not realizing the expected payback from their website and are struggling with how to design one that is effective in reaching and servicing their customers. Attend this workshop as the first step in resolving this critical business issue.

The workshop facilitator, David Flaherty has over 20 years experience in computer design and consultation. For the past 11 years his company, Ashton Services has helped hundreds of organizations to better understand and utilize the web to improve their visibility, solve problems and increase sales. Dave emphasizes that a website is now a critical link to your business customers and potential customers. A well designed site will enhance public perception and help drive new business.

You can register now for this workshop on line or by calling (413) 785-0314 to leave your name and phone number. There is a nominal fee of $35.00. Pre-registration is required.

Effective Selling Using Market Research
April 4, 2008 - Friday, 9:00AM - 11:00AM

Using market research to sell effectively and efficiently is the foundation for growing and retaining your sales and revenue. This workshop is designed to help you better understand and apply this powerful marketing strategy. You will learn how to gather and organize information through customer needs analysis, justify sales using market research, qualify customer spending potentials and apply targeted sales techniques.

The workshop facilitator, Fred Steinman, is owner and president of Valpak of Western Massachusetts, a direct mail company serving 160,000 households in Hampden and Hampshire counties. He has many years of sales, marketing and management experience in the TV and radio industry in western Massachusetts. Mr. Steinman believes that selling utilizing Market Research helps companies specifically target and identify potential customers or markets and produces valuable information on target customers, i.e. income, education and buying habits, that is essential to effective marketing.

You can register now for this workshop on line or by calling (413) 785-0314 to leave your name and phone number. There is a nominal fee of $25.00. Pre-registration is required.

How to Buy/Sell and Value Your Business
August 1, 2008 - Friday, 9:00AM -12:00Noon

Do you want to buy a business, sell your business, merge with another business, transition to heirs or just learn what the value of your business might be? If so, this is the workshop for you.

The workshop facilitators, Kevin Hines and Howard Cheney are partners with Meyers Brothers Kalicka, P.C. Kevin is a CPA and Certified Valuation Analyst responsible for overseeing the business valuation practice for the firm. Howard is a CPA responsible for overseeing client compilations, audits reviews and quality control for the firm and is active in performing business valuation engagements. They have many years of experience and success in working with small business owners on business purchase, sale and valuation and on a wide range of financial and business management engagements.

When you buy or sell a business there are critical business, financial, legal and tax questions you want to answer to optimize value for buyer and seller and to assure a successful transition for the business. This workshop will cover these questions and issues from both the buyer's and the seller's perspectives. Kevin and Howard emphasize that a formalized business valuation is an essential tool for assuring that you receive or pay fair value for your business. Learn the pros and cons of various valuation techniques. Learn practical hands on approaches you can apply yourself. Find out what information you need to know about a business to do a valuation. Explore how you might value a manufacturer, a service business or a wholesaler.

You can register now for this workshop on line or by calling (413) 785-0314 to leave your name and phone number. There is a nominal fee of $25.00. Pre-registration is required.

How To Startup And Operate A Non Profit
September 19, 2008 - Friday, 9:00AM - 12:00Noon

Is it OK for a Non Profit to make a profit? Whether starting a non profit or already operating a new one, you will benefit by attending. Topics covered include how to start up, tax exempt status application, how to organize, how to operate, fund raising, grant writing, board member selection, planning, volunteer staffing and management.

The workshop facilitator, Dave Wentworth, is a successful businessman and a SCORE counselor. Dave has developed and presented a number of well rated SCORE workshops, covering both non-profit and for profit small business topics. He provides counseling for many of SCORE's non-profit clients. Dave's business experience includes senior management responsibilities with major companies as CEO and in sales, product management and consulting.

Pre-registration required. $25 registration fee. You can register on line or by calling (413) 785-0314 to leave your name and phone number.

The ABC's Of Strategic Planning For Small Business
October 17, 2008 - Friday, 9:00AM -12:00Noon

Is your business winning, achieving your goals and dreams? That is when everyone is focused on the key issues, all pulling in the right direction and with a timely accomplishment of goals. That is when you have analyzed your business environment and formulated a strategic plan.

The workshop includes instruction, examples, a workbook and idea sharing opportunities. Learn to analyze your business, its business environment and its competitive environment. Focus on the steps necessary to identify your business opportunities, define your business goals, think through the challenges in the way of achieving your goals. Find out how to convert this into a strategic plan that can guide your business, yourself and your employees in achieving future goals and dreams. All businesses - both for profit and non profit - will benefit by attending.

The workshop facilitator, Dave Wentworth, is a successful businessman and SCORE counselor. He has developed and presented a number of well rated SCORE workshops, including this one. Dave has extensive experience in business planning and has held senior management responsibilities with major companies as CEO, in product management and as Vice President of a consulting firm.

Pre-registration required. $25 registration fee. You can register on line or by calling (413) 785-0314 to leave your name and phone number.

A Business Plan Your Banker Will Love
June 9th, 16th and 23rd, 2008 - Monday, 5:30 - 8:00PM

Many small businesses need external funding from banks or other sources to start up ,or grow the business. Often the funding is hard to get, frequently due to an inadequate or poorly prepared business plan. Many business owners, and prospective business owners, arrive at the bank seeking a loan for their business extremely ill prepared. They don't understand what the bank needs to approve the loan. Don't be one of the people that get turned down, or make numerous trips back and forth! If you are properly prepared the banker's job is extremely easy. And the banker will love you for it!

This course is a hands-on workshop where you will end up with the comprehensive business plan the bank loves to see. Each session will be a working session where the participant will understand and start to develop a portion of the business plan. Between sessions the participant will have homework to complete a given portion of the plan.

The workshop facilitator, Ray Smalley, is a SCORE counselor and principal of his own business, VenPlan LLC. in Holyoke, specializing in preparing formal business plans required to raise bank or venture capital funding or to support the sale of a business. Ray is a seasoned executive with many years experience in a variety of industries. He emphasizes that the well prepared business plan is essential to attaining funding objectives.

You can register now for this workshop on line or by calling (413) 785-0314 to leave your name and phone number. There is a registration fee of $75.00. Pre-registration is required.

Growing Your Small Business through Advertising and Promotion
May 2, 2008 - Friday, 9:00AM - 12:00Noon
October 3, 2008 - Friday, 9:00AM - 12:00Noon

Many small business owners have successfully navigated through the initial business startup issues of registration, incorporation, the business plan, financing, location, etc. Now they need customers. Word of mouth is the best form of advertising, but how and where do you spend a limited budget to get the word started? Or the business started off with a solid base of customers, but has now plateaued. The business needs to grow to the next level, but the potential customers don't know it is there or what it offers. This workshop will cover ways to get optimum results on a limited budget. It will discuss the Internet, Flyers, Radio, TV, Newspapers and figuring out what would work best for your particular business needs. Find out how to work with sales people calling on you to help you build your business.

The workshop facilitator, Charlie DeRose, is a SCORE counselor, a retired newspaper publisher, a former radio station owner and advertising manager. He has over 30 years of hands on experience and success helping hundreds of small business owners make the most of their advertising and promotion ideas. Registration is limited to 12 participants and Charlie will contact them prior to the workshop to tailor the morning to their specific advertising and promotion questions.

You can register now for this workshop on line or by calling (413) 785-0314 to leave your name and phone number. There is a nominal fee of $25.00. Pre-registration is required.

Marketing On The Web
May 16, 2008 - Friday, 9:00AM - 12:00Noon

The workshop facilitator, David Flaherty has over 20 years experience in computer design and consultation. For the past 11 years his company, Ashton Services has helped hundreds of organizations to better understand and utilize the web to improve their visibility, solve problems and increase sales. Dave emphasizes that a website is now a critical link to your business customers and potential customers. A well designed site will enhance public perception and help drive new business.
You can register now for this workshop on line or by calling (413) 785-0314 to leave your name and phone number. There is a nominal fee of $35.00. Pre-registration is required.

Increase Productivity, Growing Your Bottom Line
June 6, 2008 - Friday, 9:00AM - 12:00Noon

Is your business not delivering the bottom line you expect or need to achieve? Many small business owners are concerned and struggle with this question. Current and future business owners in any business, industry or environment can generate profits and favorably impact their bottom line by cutting waste in all aspects of the business, through learning and following the universal concepts taught in this workshop.

Every business, small and large, has waste in terms of time, materials, productivity and other costs. Find out how to realize bottom line improvements that are there for the taking by cutting this waste. The concepts are universal, applying equally to all business environments - service, manufacturing, software, single employee, multi-employee, etc. The cost reduction concepts are based on Lean Productivity and Quality Improvement taught by two professionals with hands on experience and success applying the concepts to achieve competitive advantage. The concepts covered in this workshop have been demonstrated to deliver results. This is a unique opportunity to learn the methods used from knowledgeable practitioners located in Western Massachusetts.

The workshop facilitators are Steve Niederfringer and Suresh Samant. Steve has 30 years of experience with both privately held and Fortune 500 firms where he was a senior executive. He will share the basics of his Quick Lean program - the five key elements of Lean, popular programs and tools (Kaizen events), real life experience of lean management - and how to achieve results in a reasonable time frame. Suresh was with American Saw for 20 years where he was a senior executive with responsibility for the operational segments of the business. He will discuss techniques for quality improvement and the resulting bottom line benefits expected. Both Steve and Suresh are SCORE counselors.

You can register now for this workshop on line or by calling (413) 785-0314 to leave your name and phone number. There is a nominal fee of $25.00. Pre-registration is required.

Small Business Taxes
November 7, 2008 - Friday, 9:00-11:00AM

The workshop will cover frequently missed tax options for saving tax dollars, how to prepare for tax filing, new Federal and State tax law changes, how best to work with your tax accountant to optimize the use of their time and resources, possible alternative tax strategies to be considered, best recordkeeping practices, tax problems to avoid and tax considerations in selecting a business structure. Bring your tax questions and have them answered by the experts.

The workshop facilitators are Donna Yetter and Kathy Sisson of Meyers Brothers Kalicka. Donna is a CPA with a degree in Accounting from Salem State and nearly 20 years advising closely held businesses and individuals on tax and financial matters. Kathy is a CPA and MST with a degree in Accounting from UMASS Amherst and a Masters in Taxation from the University of Hartford. She has prior work experience with Deloitte and Touche and has focused on tax advisory services for over 15 years.

Pre-registration required. $25 registration fee. You can register on line or by calling (413) 785-0314 to leave your name and phone number.

Mailing Address:
SCORE Western Massachusetts
Scibelli Enterprise Center
One Federal Street
Springfield, MA 01105