Small Business Startup, Growth, and
Development
Course Description:
This comprehensive 10-session course is designed for aspiring entrepreneurs who
are ready to turn their ideas into fully formed business ventures. Whether
you're starting a product-based or service-based company, this class provides
the foundational knowledge and hands-on tools needed to launch and grow a
successful small business.
Students will explore every stage of business
development—from identifying motivation and drafting a mission statement to
managing cash flow, selecting vendors, setting prices, and creating an
effective marketing strategy. Legal considerations, customer relations,
branding, and employee management are also covered in depth.
By the end of the course, students will
present a clear business plan, complete with brand positioning, marketing
approach, financial planning, and operational structure.
Key Topics Include:
·
Motivation,
purpose, and mission statement creation
·
Product vs.
service business models
·
Target market identification
and customer outreach
·
Vendor sourcing
and supply chain basics
·
Marketing tools,
messaging, and outreach strategies
·
Sales, pricing
models, and inventory management
·
Legal structures,
licensing, and compliance
·
Office setup,
essential software, and customer database systems
·
Managing
customer, vendor, and employee relationships
·
Branding,
positioning, and creating a professional business image
Course Outcomes:
Students will walk away with a practical, personalized business plan, a strong
understanding of the startup process, and the confidence to take action on
their entrepreneurial goals.
Ideal For:
·
Entrepreneurs
launching a new business
·
Professionals
exploring self-employment
·
Creatives turning
a passion into a product or service
·
Anyone interested
in learning how to build a business from the ground up
Format: 10 in-person or virtual sessions, each 60–75 minutes
long
Includes: Interactive lectures, group discussions, templates,
quizzes, and a final business presentation
Instructor: Bill Conley, experienced entrepreneur and business
coach
Small Business Startup, Growth and
Development
Course Duration: 10 Classes (1 to 1.25 hours each)
Class
1: The Spark Behind the Startup – Purpose, Product, and People
Time: 1–1.25 hours
Learning Objectives:
- Discover individual motivation for starting a business.
- Understand the difference between product- and
service-based businesses.
- Clarify business purpose and mission.
- Begin identifying target offerings and target markets.
- Foster a collaborative, open-discussion environment.
Class Outline:
1.
Opening
Discussion: “Why Are You Here?” (10 minutes)
o
Ask each student to share their name
and what kind of business they want to start.
o
List each business on the whiteboard
under one of two categories:
§ Product-based
§ Service-based
o
Use this visual categorization to
introduce the first key distinction in business models.
2.
Abstract
Writing: Discovering Motivation (10–15 minutes)
o
Ask students to write a short
abstract (5–8 sentences) describing:
§ Why they want to start a business.
§ What need they believe they are fulfilling.
§ What drives them personally to become an entrepreneur.
o
Define and distinguish:
§ Motive: The
reason that pushes you to act.
§ Purpose: The
result or impact you want to create.
o
Encourage volunteers to share their
responses aloud.
3.
The
Purpose of This Course (5 minutes)
o
Share your purpose for creating the
course:
§ “To help aspiring entrepreneurs discover, define, and design
a strategic plan for launching and growing their small business—whether product
or service-based.”
o
Emphasize that this course is both
personal and practical.
4.
What Is a
Mission Statement? (10 minutes)
o
Define “Mission” and “Statement.”
o
Share your mission statement and
analyze it:
§ Why each word matters.
§ How it aligns with motive and purpose.
o
Activity: Draft a mission statement using this framework:
§ “My mission is to [what you do] for [who you serve] so that
[desired outcome].”
o
Have 2–3 students share their
drafts.
5.
Defining
Your Offering: Product vs. Service (10 minutes)
o
Revisit the whiteboard.
o
Have students clarify:
§ What exactly are they selling?
§ Is it a tangible product or a human-driven service?
o
Group
Activity:
§ Discuss inventory costs for products.
§ Discuss scalability for services.
§ Examples of turning services into products (e.g., packaged
consulting).
6.
Defining
Your Target Market (15 minutes)
o
Write these questions on the board:
§ Who are your customers?
§ Where do you find them?
§ How do you reach them?
o
Group brainstorming session.
o
Prompt: “Be as specific as possible.
Your business isn't for everyone.”
o
Use real-world comparisons (e.g.,
niche skincare vs. generic pharmacy products).
7.
Wrap-Up
& Open Forum (10 minutes)
o
Ask: “What is one takeaway from
today’s session?”
o
Ask: “What do you hope to get out of
the next class?”
o
Encourage refinement of mission
statement and motivation write-up at home.
Homework for Class #2:
- Finalize and bring your mission statement.
- Be ready to explain your offering in one sentence
(product or service).
- Interview one person in your target market and ask what
problem they need solved related to your idea.
Class 1 Follow-Up Questions:
1.
What motivated you to consider
starting a business?
2.
How would you describe your business
idea in one sentence?
3.
Is your business product- or
service-based? Explain.
4.
Who is your ideal customer and why?
5.
What does your mission statement say
about your goals?
6.
Why is it important to know the
purpose behind your business?
7.
What difference does it make to know
whether your business is product or service based?
8.
Can you list three benefits your
business offers to customers?
9.
What excites you most about becoming
an entrepreneur?
10.
What challenges do you foresee in
defining your target market?
Class 1 – 20 Question Comprehension
Test:
Multiple Choice:
1.
Which of the following best defines
"motive"?
o
a) A financial statement
o
b) The reason that pushes you to act
o
c) A marketing plan
o
d) A mission statement
o
Answer: b
2.
A mission statement should include:
o
a) Your competitors’ weaknesses
o
b) Legal disclaimers
o
c) Your purpose and who you serve
o
d) Your personal goals unrelated to
business
o
Answer: c
3.
A product-based business:
o
a) Only sells online
o
b) Involves physical inventory
o
c) Does not require startup capital
o
d) Cannot be scaled
o
Answer: b
4.
A service-based business:
o
a) Only sells physical goods
o
b) Requires no labor
o
c) Is not profitable
o
d) Involves time and skills as the
product
o
Answer: d
5.
Purpose is defined as:
o
a) An inventory tool
o
b) The result or impact you want to
create
o
c) A trademark
o
d) A legal document
o
Answer: b
Short Answer: 6. In your own words, define motivation in a business
context. 7. Write your draft mission statement. 8. Name three types of
service-based businesses. 9. What are two ways you can identify your target
market? 10. Explain the difference between motive and purpose.
Scenario-Based / Critical Thinking: 11. If someone says their business idea is “helping
others,” what would you ask to help clarify their mission? 12. Give an example
of a product-based business and what it sells. 13. Give an example of a
service-based business and what it offers. 14. If your target market is “busy
moms,” where might you find them? 15. How would a clear mission statement help
you in talking to investors?
Fill in the Blank / True or False: 16. True or False: A mission statement is only useful for
customers. (False) 17. Fill in the blank: Your ______ helps define who
your product or service is for. (target market) 18. True or False: Every
business should serve everyone. (False) 19. Fill in the blank: One
reason for writing an abstract is to better understand your own ______. (motivation)
20. True or False: The difference between a product and a service is that one
is tangible and one is not. (True)
Class
2: Building the Foundation – Supply Chain, Vendors, and Setup
Time: 1–1.25 hours
Learning Objectives:
- Understand supply chain fundamentals for both products
and services.
- Identify sources for products, vendors, or labor.
- Begin conceptualizing the operational side of the
business.
- Understand how expectations and feasibility align.
Class Outline:
1.
Review of
Day 1 (10 minutes)
o
Revisit key concepts: motive,
purpose, mission, product/service distinction, target market.
o
Ask a few students to share:
§ Their refined mission statement.
§ Their “target market interview” results.
2.
What is a
Supply Chain? (10 minutes)
o
Define a supply chain:
§ For products: sourcing, manufacturing, warehousing,
fulfillment.
§ For services: tools, training, staffing, and delivery
process.
o
Diagram both supply chains on the
board.
3.
Vendor
& Labor Discovery (15 minutes)
o
Vendors: Where are you sourcing your
products or tools? Who are your wholesalers or partners?
o
Labor: If you need help (employees,
freelancers), where will you find them?
§ Websites like Upwork, Fiverr, Indeed, or local job boards.
§ Consider apprentices, part-time help, family.
o
Activity: Small groups brainstorm potential vendors or labor
solutions based on their specific business idea. Share findings with the class.
4.
Business
Formation Basics (20 minutes)
o
Give a simplified overview of what
it takes to start a business:
§ Choosing a name
§ Registering your business (LLC, sole proprietorship, etc.)
§ Getting a business license
§ Opening a business bank account
§ Considering insurance and legal protection
§ Basics of bookkeeping
o
Provide a handout or worksheet:
“Startup Checklist.”
5.
Setting
Expectations & Next Steps (10 minutes)
o
Reiterate that the goal isn’t
perfection—it’s clarity and progress.
o
Encourage collaboration outside of
class.
o
Ask again: “What do you hope to
learn next?”
Homework for Class #3:
- Begin estimating your startup costs.
- Identify at least 3 potential vendors or labor sources.
- Draft your “business launch checklist” based on today’s
discussion.
Class 2 Follow-Up Questions:
1.
What is a supply chain and why is it
important?
2.
What are two key differences between
a product and service supply chain?
3.
Name three ways to find reliable
vendors.
4.
Name three sources of labor for
service-based businesses.
5.
Why is it important to establish
relationships with your vendors?
6.
What legal steps are required to
form a business?
7.
Why is it helpful to use a startup
checklist?
8.
What are some reasons to get a
business bank account separate from your personal account?
9.
What kind of insurance might a small
business need?
10.
What challenges might arise from not
understanding your supply chain?
Class 2 – 20 Question Comprehension
Test:
Multiple Choice:
1.
A supply chain includes all of the
following except:
o
a) Manufacturing
o
b) Delivery
o
c) Product returns
o
d) Tax audits
o
Answer: d
2.
One place to find freelancers for
your business is:
o
a) Craigslist
o
b) Upwork
o
c) Facebook Marketplace
o
d) Yelp
o
Answer: b
3.
Why do businesses form an LLC?
o
a) To hire employees
o
b) To reduce advertising costs
o
c) To protect personal liability
o
d) To increase shipping speed
o
Answer: c
4.
Which of the following is NOT a
recommended labor source?
o
a) Technical college
o
b) Professional referral
o
c) Word of mouth
o
d) Personal Facebook rant
o
Answer: d
5.
A business license is required:
o
a) Only for corporations
o
b) If you want to hire someone
o
c) To operate legally in your local
area
o
d) Only if you earn over $50,000
o
Answer: c
Short Answer: 6. Define a supply chain in your own words. 7. List two
websites where you could find freelance labor. 8. What are three types of
vendor directories or resources? 9. Why should a business separate personal and
business bank accounts? 10. Name two legal protections a business should
consider early on.
Scenario-Based / Critical Thinking: 11. You need a vendor for custom packaging. What steps
would you take to find one? 12. A freelancer doesn't complete your project on
time. How do you handle it? 13. Describe a problem that might occur if your
supply chain is not well planned. 14. You’re forming an LLC. What paperwork
will you likely need? 15. Why is it important to plan for labor before you get
customers?
Fill in the Blank / True or False: 16. Fill in the blank: A ______ is a formal list of tasks
and documents needed to launch your business. (startup checklist) 17.
True or False: The same supply chain applies to all businesses. (False)
18. Fill in the blank: A business account helps track ______ separately from
personal spending. (expenses) 19. True or False: Insurance is only
necessary for product-based businesses. (False) 20. Fill in the blank: A
service-based business often requires reliable ______ to deliver value. (labor)
Class 3: Financial Planning, Cash Flow, and Funding Sources
Time: 1–1.25 hours
Learning Objectives:
- Understand diverse funding options for launching a
business.
- Calculate startup costs and estimate cash flow.
- Make informed financial decisions regarding initial
setup.
- Learn foundational financial terminology and practices.
Class Outline:
1.
Review of
Day 2 (10 minutes)
o
Recap vendor and labor sourcing,
supply chain, business formation basics.
o
Ask a few students to share their
startup checklist and identified vendors.
2.
Exploring
Funding Options (15 minutes)
o
Review and expand on 11 funding
sources:
§ Bank loans (collateral, credit lines)
§ Credit cards (short-term usage)
§ Loans from friends/family (personal guarantees)
§ Venture capital
§ Wealthy individuals (donations or gifts)
§ Corporate stock issuance (equity options, valuation
concerns)
§ Factoring companies (receivables-based funding)
§ Vendor credit/financing
§ Brokering deals (middle-man model)
§ Service-only startups (labor only, no capital)
§ Contract-based projects (staged payments, deposits)
o
Discussion: Why would someone invest in your business?
3.
Determining
Startup Capital Needs (15 minutes)
o
Discuss cost projection categories:
§ Salaries
§ Cost of goods sold (COGS)
§ Rent and utilities
§ Shipping
§ Insurance
§ Taxes
§ Technology and equipment
o
Activity: Draft a list of startup expenses for your business.
4.
Understanding
Cash Flow (15 minutes)
o
Define cash flow: cash in vs. cash
out = net cash available
o
Importance of managing accounts
receivable and payable
o
Break-even point: How long until
positive cash flow?
o
Use example: launching a computer
company
§ Rent vs. home-based
§ Initial equipment costs
§ Inventory and client/vendor database
5.
Operational
Decision-Making (10 minutes)
o
Where will your business be located?
o
What tools or tech are essential
from day one?
o
What are realistic income timelines?
o
How will you manage your financial
records?
Homework for Class #4:
- Finalize your projected startup costs.
- Estimate how long it will take your business to become
cash flow positive.
- Prepare a list of your top three funding options with
pros/cons for each.
Class 3 Follow-Up Questions:
1.
What are three funding options that
don’t involve a bank?
2.
Why is it important to estimate all
startup costs upfront?
3.
Define cash flow and explain why it
matters.
4.
What are the risks of not managing
accounts receivable/payable properly?
5.
How could vendor financing benefit
your business?
6.
What’s the benefit of getting
partial payment upfront on a contract?
7.
Why should you put all funding
agreements in writing?
8.
What’s one mistake many startups
make in estimating costs?
9.
How do you know when your business
is cash flow positive?
10.
What funding method makes the most
sense for your business and why?
Class 3 – 20 Question Comprehension
Test:
Multiple Choice:
1.
Which of the following is NOT a
typical startup cost?
o
a) Employee salaries
o
b) Office rent
o
c) Employee vacation requests
o
d) Inventory
o
Answer: c
2.
What does "factoring" mean
in business?
o
a) Selling inventory at a discount
o
b) Taking a loan from a supplier
o
c) Selling your receivables for
immediate cash
o
d) Raising money via online sales
o
Answer: c
3.
A break-even point is when:
o
a) Your company owes nothing
o
b) You recoup all taxes paid
o
c) Revenue equals expenses
o
d) Profit margin exceeds 20%
o
Answer: c
4.
What is a benefit of contract-based
revenue?
o
a) Guaranteed cash upfront
o
b) No need for customer service
o
c) No marketing required
o
d) You don’t need to keep records
o
Answer: a
5.
Which of the following is a sign of
poor cash flow management?
o
a) Steady bank balance
o
b) Frequent vendor disputes
o
c) Delayed payroll
o
d) On-time invoice payments
o
Answer: c
Short Answer: 6. Name three sources of startup capital. 7. Explain why
cash flow is essential in the early stages of a business. 8. What does it mean
to offer a personal guarantee? 9. Give an example of a business that could
launch with no capital. 10. What financial documents should be in place when
receiving a loan?
Scenario-Based / Critical Thinking: 11. You receive $10,000 from a family member. How would you
document and protect this arrangement? 12. Your business has invoices due in 30
days, but rent is due in 10. What can you do? 13. You need to raise $5,000 but
don’t want to take on debt. What are your options? 14. If your projected
expenses are $3,000/month, how much funding do you need for 6 months? 15. A
vendor offers you a 15-day net payment term. How does this affect your cash
flow?
Fill in the Blank / True or False: 16. Fill in the blank: Cash flow = ______ – ______. (cash
in – cash out) 17. True or False: Contracts should include payment terms
and completion milestones. (True) 18. Fill in the blank: Your ______
point tells you when your revenue covers your expenses. (break-even) 19.
True or False: A startup never needs more than one funding source. (False)
20. Fill in the blank: A ______ helps plan the money needed before the business
becomes profitable. (startup budget)
Class
4: Marketing Fundamentals – Reaching and Attracting Customers
Time: 1–1.25 hours
Learning Objectives:
- Understand the importance of marketing for new
businesses.
- Learn about different marketing materials and
distribution methods.
- Explore cost-effective marketing strategies.
- Discover how to position a product or service to the
right audience.
Class Outline:
1.
Review of
Day 3 (10 minutes)
o
Recap funding options, startup
budgeting, and cash flow insights.
o
Invite students to share their top
three funding options and key takeaways.
2.
Marketing
Materials (15 minutes)
o
Overview of essential business
marketing tools:
§ Introductory letter to potential clients
§ One-sheet overview of products/services with or without
pricing
§ Benefits statement (Why choose your company?)
§ Follow-up letter templates:
§ Thank you for your time
§ Thank you for reviewing our material
§ Thank you for allowing us to bid
o
Discuss creating a professional
folder to organize materials.
3.
Marketing
Methods (20 minutes)
o
Explore various strategies:
§ Telemarketing (requires client database)
§ Direct mail
§ Door-to-door
§ Yellow Pages
§ Classifieds, newspapers, trade journals
§ Company website
§ Email marketing
§ Word of mouth/referrals
§ Flyers/posters
§ Incentives/kickbacks
§ Trade shows and fairs
§ Drive-by signage
§ Billboards and road signs
o
Discuss pros and cons of each, including
budget, reach, and effort.
4.
Customer
Contact Strategy (10 minutes)
o
Determine the most cost-effective
way to reach your specific audience.
o
Each method has a cost: What works
best for your business model?
o
Encourage students to consider their
customer’s daily behavior.
5.
Homework
for Class #5:
o
Design a sample introductory letter
and product/service one-sheet.
o
Choose three marketing methods to
research further and prepare to discuss.
o
Identify one ideal customer and
explain how you would reach them.
Class 4 Follow-Up Questions:
1.
What is the goal of an introductory
letter?
2.
What are the key components of an
effective marketing folder?
3.
Name five low-cost marketing
methods.
4.
Which marketing method makes the
most sense for your product/service and why?
5.
How can you gather potential
customer contacts ethically and efficiently?
6.
Why should follow-up letters be part
of your marketing process?
7.
What is the benefit of having a
well-designed product/service one-sheet?
8.
How does understanding your
customer’s habits impact your marketing?
9.
What does word-of-mouth marketing
rely on?
10.
What are three challenges to using
telemarketing today?
Class 4 – 20 Question Comprehension
Test:
Multiple Choice:
1.
Which of the following is NOT a
basic marketing tool?
o
a) Product one-sheet
o
b) Benefits statement
o
c) Rental agreement
o
d) Introductory letter
o
Answer: c
2.
What does an introductory letter
typically include?
o
a) Refund policy
o
b) Employee handbook
o
c) Introduction, company summary,
offering, benefits
o
d) Partnership contract
o
Answer: c
3.
Which marketing method typically
requires a phone number database?
o
a) Email campaigns
o
b) Website SEO
o
c) Telemarketing
o
d) Trade shows
o
Answer: c
4.
A product one-sheet should:
o
a) Confuse the customer
o
b) Summarize what you sell and why
it matters
o
c) Be handwritten
o
d) Replace your website
o
Answer: b
5.
Which of the following is an example
of passive marketing?
o
a) Door-to-door sales
o
b) Trade show booth
o
c) Flyer on a bulletin board
o
d) Cold calling
o
Answer: c
Short Answer: 6. List three types of marketing materials a new business
should create. 7. What is a benefit of using email marketing over door-to-door
sales? 8. Why are follow-up letters important in the sales process? 9. How
would you explain your company’s value in one sentence? 10. Give one example of
a trade-specific journal you could advertise in.
Scenario-Based / Critical Thinking: 11. You only have $200 to spend on marketing this month.
Which three methods would you choose and why? 12. A customer doesn’t respond to
your first letter. What should you do next? 13. You’re targeting real estate
agents. Which marketing method would best reach them? 14. A competitor has
large billboard ads. How might you compete with a smaller budget? 15. You’re
attending a trade show. What materials do you bring and why?
Fill in the Blank / True or False: 16. Fill in the blank: ______ marketing happens when
customers tell others about your business. (Word-of-mouth) 17. True or
False: Your marketing materials should always include pricing. (False)
18. Fill in the blank: A ______ letter thanks someone for reviewing your
materials. (Follow-up) 19. True or False: All marketing methods work
equally for all businesses. (False) 20. Fill in the blank: A good
marketing strategy aligns with your ______ and your customer’s behavior. (budget)
lass
5: Sales, Transactions, and Inventory Management
Time: 1–1.25 hours
Learning Objectives:
- Understand how to set pricing for products and
services.
- Learn how to complete a sale, including necessary
documentation and payment terms.
- Explore basic inventory tracking and purchase order
management.
- Recognize the value of accurate records for business
operations and taxes.
Class Outline:
1.
Review of
Day 4 (10 minutes)
o
Recap key marketing concepts,
customer contact strategies, and outreach methods.
o
Ask students to present their sample
introductory letters and discuss their selected marketing methods.
2.
Making the
Sale: Pricing and Profit (15 minutes)
o
Pricing formulas:
§ Product: COGS + Expenses + Profit % = Price
§ Service: Labor + Overhead + Profit % = Price
o
Consider all costs, including
overhead
o
The influence of competition and
supply/demand
3.
Sales
Documentation and Payment Terms (15 minutes)
o
Types of transactions:
§ Contract
§ Bill of Sale
§ Invoice
§ Purchase Order
o
Payment methods:
§ Cash sale, C.O.D., credit card, invoice, partial payments
o
Invoicing best practices:
§ When to invoice
§ Billing for labor (job, contract, hourly, milestone)
§ Discuss common payment terms (Net 15, Net 30, deposits)
4.
Inventory
Management Basics (15 minutes)
o
Purchase Orders:
§ What to include: vendor, PO #, quantity, terms, shipping
method, price
o
Receiving inventory:
§ Check against PO, document damage or errors immediately
o
Warehouse setup:
§ Incoming/outgoing areas, shelving, supplies
o
Tracking inventory:
§ Serial numbers, vendor, job #, quantity, pricing logs
5.
Homework
for Class #6:
o
Draft a sample invoice for a product
or service your business might sell.
o
Create a basic purchase order for a
vendor.
o
Write down the full pricing
breakdown for one of your products or services.
Class 5 Follow-Up Questions:
1.
What formula would you use to price
a service-based business?
2.
Why is overhead important in pricing
decisions?
3.
What are the most common types of
sales documentation?
4.
When should a business invoice a
customer?
5.
What payment terms might you offer
for large projects?
6.
Why is it important to track
inventory against a purchase order?
7.
What information should always be
included on a PO?
8.
What are two benefits of organizing
your warehouse properly?
9.
How do partial payments help with
cash flow?
10.
Why is inventory tracking important
for taxes and bookkeeping?
Class 5 – 20 Question Comprehension
Test:
Multiple Choice:
1.
Which of the following is NOT
included in a pricing formula for a product?
o
a) Cost of Goods Sold
o
b) Rent
o
c) Profit Margin
o
d) Social Media Followers
o
Answer: d
2.
A bill of sale is used to:
o
a) Promote your brand
o
b) Finalize a product or service
transaction
o
c) Hire employees
o
d) Set tax rates
o
Answer: b
3.
Net 30 payment terms mean:
o
a) The invoice is due immediately
o
b) The customer has 30 days to pay
from the invoice date
o
c) The payment must be split into 30
installments
o
d) Payment is due after product
delivery
o
Answer: b
4.
Which of the following is NOT
typically tracked in inventory management?
o
a) Vendor
o
b) Purchase Order Number
o
c) Customer Satisfaction
o
d) Quantity Received
o
Answer: c
5.
When should a business inspect
incoming inventory?
o
a) One week after delivery
o
b) Only if something breaks
o
c) Immediately upon receipt
o
d) During tax season
o
Answer: c
Short Answer: 6. Explain the difference between a product sale and a
service sale. 7. What is the purpose of a purchase order? 8. List three things
to check when receiving inventory. 9. What is the role of an invoice in
business transactions? 10. Why is pricing incorrectly a risk to small
businesses?
Scenario-Based / Critical Thinking: 11. You charge $100 for a service. Your labor costs are
$40, and overhead is $20. What is your profit? 12. A customer wants to pay half
up front and half on delivery. How would you document this? 13. If you don’t
track your inventory accurately, what problems might occur? 14. You receive
damaged equipment from a vendor. What should you do? 15. If your supplier
offers Net 15 but your customers pay in 45 days, how does this impact cash
flow?
Fill in the Blank / True or False: 16. Fill in the blank: _______ + Expenses + Profit % =
Final Price (COGS) 17. True or False: Invoicing should happen only once
a month. (False) 18. Fill in the blank: A _______ helps document what
inventory was ordered. (Purchase Order) 19. True or False: Keeping a
warehouse organized helps with faster order fulfillment. (True) 20. Fill
in the blank: A business should inspect _______ inventory for accuracy. (incoming)
Class
6: Office Setup, Technology Tools, and Database Management
Time: 1–1.25 hours
Learning Objectives:
- Understand the foundational tools needed for office
setup.
- Learn the purpose and use of essential business
software.
- Grasp the importance of data collection and client
database building.
- Explore best practices for fax communication and
telemarketing techniques.
Class Outline:
1.
Review of
Day 5 (10 minutes)
o
Recap sales documentation, pricing
strategies, and inventory tracking.
o
Ask students to present their draft
invoices or purchase orders.
2.
Office
Setup and Essential Technology (15 minutes)
o
Core equipment: Computer, printer,
phone, fax machine, internet
o
Software essentials:
§ GL (General Ledger), AP (Accounts Payable), AR (Accounts
Receivable), PR (Payroll)
§ JC (Job Costing), SOE (Sales Order Entry), INO (Inventory),
PO (Purchase Orders)
§ CRM systems like ACT! or Telemagic
§ Email clients, word processors, spreadsheets
o
Importance of digital connectivity
and backups
3.
Fax
Machine Use and Best Practices (10 minutes)
o
Outgoing and incoming communication
o
Sending confirmation pages for
valuable documents
o
Common fax uses: contracts, orders,
purchase confirmations
4.
Building and
Managing a Customer Database (15 minutes)
o
What to capture: name, company,
email, phone, interests, purchase history
o
Methods to collect information:
§ Specials/promotions
§ Fish bowl drawings
§ Coupons
§ SIC codes (purchased lists)
§ Trade shows, call-in info, sign-in sheets
o
Maintaining, sorting, and using the
database for marketing and follow-up
5.
Telemarketing
and Use of the Phone (15 minutes)
o
First 5 seconds: critical opening
o
Use of open-ended, value-driven
questions
o
Phone etiquette:
§ Use the client’s name
§ Speak with inflection and clarity
§ Ask if it’s a good time to talk
§ Assume confidence, use referrals when applicable
§ Keep calls concise and goal-oriented
Homework for Class #7:
- Write a brief telemarketing script for your business.
- Create a sample customer database template with at
least 10 fields.
- Identify the most critical software tools for your
business type.
Class 6 Follow-Up Questions:
1.
What are the core software tools
needed for business accounting?
2.
Why is a client database essential
to marketing and sales?
3.
List three creative ways to collect
customer information.
4.
What should you always include on a
fax confirmation?
5.
Why are CRM systems like ACT!
valuable to small businesses?
6.
What should your voice and tone
sound like during a cold call?
7.
How does telemarketing differ from
email marketing?
8.
What is the most important thing to
say in the first 5 seconds of a call?
9.
Why is customer data one of your
most valuable assets?
10.
What’s one thing you learned today
that surprised you?
Class 6 – 20 Question Comprehension
Test:
Multiple Choice:
1.
What does AP stand for in accounting
software?
o
a) Application Processing
o
b) Automated Payroll
o
c) Accounts Payable
o
d) Asset Planning
o
Answer: c
2.
A CRM system is designed to:
o
a) Track employee hours
o
b) Process product returns
o
c) Manage customer relationships and
data
o
d) Schedule warehouse shifts
o
Answer: c
3.
The most important part of a cold
call is:
o
a) The final pitch
o
b) The first 5 seconds
o
c) Your fax number
o
d) Sending an invoice
o
Answer: b
4.
Which is NOT a method of collecting
customer data?
o
a) Fish bowl at a counter
o
b) Trade show sign-in
o
c) Payroll tracking
o
d) Purchase history
o
Answer: c
5.
One benefit of faxing important
documents is:
o
a) It's cheaper than email
o
b) It doesn’t need a confirmation
o
c) You receive proof of delivery
o
d) It’s faster than a phone call
o
Answer: c
Short Answer: 6. List three types of software every small business should
consider. 7. Name two functions a CRM system helps with. 8. How can you
ethically collect customer information? 9. Why should you always back up your
database? 10. What is one benefit of organizing customer data?
Scenario-Based / Critical Thinking: 11. You’re calling a lead for the first time. What should
your opening line sound like? 12. A customer says it’s not a good time. What
should you do? 13. You lose access to your customer database. What do you do
next? 14. You’re collecting data at a trade show. How do you organize and use
it later? 15. You send a fax, but the recipient says it didn’t come through.
What now?
Fill in the Blank / True or False: 16. Fill in the blank: GL, AP, AR, and PR are types of
_______ software. (accounting) 17. True or False: A CRM helps you track
customer preferences. (True) 18. Fill in the blank: A _______ sheet lets
customers write down their contact info at events. (sign-in) 19. True or
False: You should never use open-ended questions in telemarketing. (False)
20. Fill in the blank: _______ systems help you manage emails, phone numbers,
and conversations. (CRM)
Class
7: Business Relationships – Customers, Vendors, and Employees
Time: 1–1.25 hours
Learning Objectives:
- Understand how to manage customer interactions before,
during, and after the sale.
- Learn best practices for vendor communication and
dispute resolution.
- Explore employee management basics, from hiring to
benefits to payroll.
Class Outline:
1.
Review of
Day 6 (10 minutes)
o
Recap office setup, key software,
database development, and telemarketing skills.
o
Ask students to present their
telemarketing scripts or sample database templates.
2.
Customer
Relationship Management (15 minutes)
o
Support through sales stages:
presale, sale, and post-sale
o
Common customer issues: returns,
late shipments, wrong product, tech support
o
Support roles: internal support team
or outsourced providers
o
Accounting and billing inquiries
o
Activity: Brainstorm 5 common
customer complaints and solutions
3.
Vendor
Relationship Management (15 minutes)
o
Common vendor issues:
missing/incomplete/defective product, billing disputes, freight claims
o
Vendor return protocols and MRA
(Material Return Authorization)
o
Timelines for dispute resolution
o
Drop shipments and maintaining
professional branding
o
Tracking freight charges, obtaining
all documentation
4.
Employee
Management Basics (20 minutes)
o
Hiring: application forms,
contracts, and non-compete/non-disclosure agreements
o
Benefits: medical, dental, 401K,
paid time off, sick days, bonuses
o
Payroll frequency: weekly, biweekly,
monthly
o
Vacation/sick accrual calculations
(e.g., .833 days per month)
o
Commissions, bonuses, and incentive
pay – importance of written documentation
o
Year-end compliance: W2s, 1099s, due
dates and responsibilities
o
Annual reviews and employee
documentation
Homework for Class #8:
- Create a sample return policy for customers.
- Draft a vendor dispute communication plan.
- Prepare a short benefits overview and vacation/sick policy
for a future employee.
Class 7 Follow-Up Questions:
1.
What are three types of customer
service issues that may arise after a sale?
2.
Why is it important to respond
quickly to customer concerns?
3.
What is an MRA and why is it needed?
4.
How should you handle a dispute with
a vendor over incorrect billing?
5.
Name three benefits that help
attract quality employees.
6.
How can having clear documentation
help in employee relations?
7.
What are two common payroll
schedules?
8.
Why is a non-compete agreement
important for sales employees?
9.
What’s one reason to offer annual
reviews to employees?
10.
Why must 1099s be issued to
contractors?
Class 7 – 20 Question Comprehension
Test:
Multiple Choice:
1.
A customer calls about receiving the
wrong item. What is the best first step?
o
a) Send a bill
o
b) Ignore the call
o
c) Apologize and investigate the
order
o
d) Send a refund immediately
o
Answer: c
2.
Which of the following is considered
a vendor issue?
o
a) Employee tardiness
o
b) Missing inventory upon delivery
o
c) Tax audit
o
d) Customer review
o
Answer: b
3.
An MRA helps with:
o
a) Hiring new employees
o
b) Marketing analysis
o
c) Returning defective products to
vendors
o
d) Tracking customer preferences
o
Answer: c
4.
What is typically found in an
employee benefits package?
o
a) W2
o
b) Sales commissions
o
c) Insurance and PTO
o
d) PO Number
o
Answer: c
5.
When are 1099s due to contractors?
o
a) March 1
o
b) December 31
o
c) January 31
o
d) February 15
o
Answer: c
Short Answer: 6. What is the purpose of a customer return policy? 7. How
should a business document vendor freight disputes? 8. Why is it important to
keep records of employee benefits and compensation? 9. What is one potential
consequence of not conducting annual employee reviews? 10. List three items
commonly tracked in a vendor return process.
Scenario-Based / Critical Thinking: 11. A customer claims your product arrived damaged. How
would you handle it? 12. A vendor overcharges you for shipping. What steps do
you take to resolve it? 13. An employee disputes their commission. What process
should you follow? 14. You need to explain your benefits policy to a new hire.
How would you present it? 15. A customer says their equipment arrived late. How
do you verify this?
Fill in the Blank / True or False: 16. Fill in the blank: Vacation accrual at 10 days/year
would be ______ per month. (.833) 17. True or False: W2s are used for
independent contractors. (False) 18. Fill in the blank: A vendor ______
form outlines the return and credit procedure. (return) 19. True or
False: Sales commissions should always be written down in an agreement. (True)
20. Fill in the blank: ______ support occurs after the customer receives the
product. (Post-sale)
Class
8: Business Formation and Legal Foundations
Time: 1–1.25 hours
Learning Objectives:
- Understand the legal structures available for small
businesses.
- Learn how to register a business and obtain necessary
licenses.
- Identify key tax requirements and compliance steps.
- Gain clarity on insurance, liability, and
record-keeping responsibilities.
Class Outline:
1.
Review of
Day 7 (10 minutes)
o
Recap customer/vendor/employee
relationships
o
Ask students to present return
policy drafts or employee benefit outlines
2.
Business
Legal Structures (15 minutes)
o
Overview of sole proprietorship,
partnership, LLC, S-Corp, and C-Corp
o
Pros and cons of each:
§ Liability
§ Taxation
§ Setup costs
§ Flexibility
o
How to choose the right structure
for your business
3.
Business
Registration and Licensing (15 minutes)
o
Registering your business name
o
Obtaining federal EIN and state tax
ID
o
Local permits and licenses
(city/county)
o
Doing Business As (DBA) registrations
o
Compliance with zoning laws
4.
Tax
Responsibilities and Reporting (10 minutes)
o
Overview of federal, state, and
local tax requirements
o
Sales tax collection and reporting
o
Payroll taxes if hiring employees
o
Estimated quarterly taxes for
self-employed owners
o
Hiring a bookkeeper vs. DIY
5.
Business
Insurance and Record-Keeping (15 minutes)
o
General liability, professional
liability, worker’s comp
o
Why insurance is critical from Day 1
o
Importance of good record-keeping
for audits and planning
o
Digital vs. paper records; storing
receipts, invoices, and payroll records
Homework for Class #9:
- Decide which legal structure best fits your business
and explain why.
- Draft a checklist of licenses, tax IDs, and permits
needed for your business.
- Research the types of business insurance relevant to
your industry.
Class 8 Follow-Up Questions:
1.
What are the benefits of forming an
LLC?
2.
How does a sole proprietorship
differ from a partnership?
3.
Why is an EIN important?
4.
What licenses or permits might your
local government require?
5.
What happens if you don’t collect
sales tax when required?
6.
What type of insurance would protect
you against customer lawsuits?
7.
Why is record-keeping critical for
small businesses?
8.
What is the benefit of a “Doing
Business As” registration?
9.
How often should you file sales
taxes?
10.
Why might a business hire a
bookkeeper?
Class 8 – 20 Question Comprehension
Test:
Multiple Choice:
1.
An LLC offers which of the following
benefits?
o
a) Unlimited liability
o
b) Double taxation
o
c) Limited liability protection
o
d) Requires no paperwork
o
Answer: c
2.
A sole proprietorship is owned by:
o
a) Multiple shareholders
o
b) A single individual
o
c) A board of directors
o
d) A corporation
o
Answer: b
3.
A DBA allows you to:
o
a) Register your business online
o
b) Use a trade name different from
your legal name
o
c) Avoid taxes
o
d) Eliminate insurance
o
Answer: b
4.
You need an EIN if:
o
a) You plan to hire employees
o
b) You want to use a business name
o
c) You are self-employed
o
d) All of the above
o
Answer: d
5.
General liability insurance covers:
o
a) Your retirement fund
o
b) Damage to your personal vehicle
o
c) Legal claims from customers
o
d) Inventory spoilage
o
Answer: c
Short Answer: 6. List two benefits of forming an S-Corp. 7. What steps
are required to register your business name? 8. What records should a business
keep on file for taxes? 9. Describe one type of insurance your business might
need. 10. What are two reasons to hire a professional bookkeeper?
Scenario-Based / Critical Thinking: 11. You want to open a food truck. What licenses and
permits might you need? 12. Your LLC is sued. How does your legal structure
protect you? 13. A city inspector asks for your license. You don’t have one.
What are the consequences? 14. You forgot to pay quarterly taxes. What happens?
15. You’re switching from a sole proprietorship to an LLC. What steps must you
take?
Fill in the Blank / True or False: 16. Fill in the blank: An ______ is used to identify a
business entity to the IRS. (EIN) 17. True or False: Record-keeping is
optional unless audited. (False) 18. Fill in the blank: Business ______
insurance protects against legal claims. (liability) 19. True or False:
Sole proprietorships are taxed separately from their owners. (False) 20.
Fill in the blank: A ______ is required in many states to operate under a
business name other than your own. (DBA)
Class
9: Branding, Positioning, and Business Image
Time: 1–1.25 hours
Learning Objectives:
- Understand how to develop a consistent brand and
message.
- Learn how to differentiate your business in a
competitive market.
- Identify the components of a strong business image.
- Create a brand strategy aligned with your mission and
values.
Class Outline:
1.
Review of
Day 8 (10 minutes)
o
Recap legal structure choices,
business registration, licensing, and compliance
o
Discuss students’ completed
checklists and researched insurance options
2.
What Is
Branding? (10 minutes)
o
Define branding: a promise to the
customer, beyond logo or slogan
o
Components of a brand: visual
identity, tone, messaging, mission alignment
o
Importance of consistency across all
channels (website, email, signage, print)
3.
Brand
Positioning and Differentiation (15 minutes)
o
Define positioning: the space you
occupy in the customer’s mind
o
Analyze competitors: what makes your
business unique?
o
Communicating benefits clearly and
compellingly
o
Activity: Draft a one-sentence
positioning statement
4.
Creating a
Professional Business Image (15 minutes)
o
Website quality and professionalism
o
Business cards, letterhead, signage,
employee presentation
o
Customer experience: tone of voice,
email etiquette, voicemail greetings
o
Dress code, office/store appearance,
social media tone
5.
Brand
Strategy and Customer Trust (15 minutes)
o
Aligning brand with customer values
o
Transparency and follow-through
o
Consistency builds recognition and
trust over time
o
Evolving your brand without losing identity
Homework for Class #10:
- Finalize your business’s brand positioning statement
- Create a short brand guide: colors, tone, logo idea,
and visual style
- Bring in one example of a brand you admire and explain
why
Class 9 Follow-Up Questions:
1.
What is branding and how does it go
beyond a logo?
2.
Why is consistency important in
branding?
3.
How does your tone of voice affect
your customer’s perception?
4.
What’s the difference between
branding and positioning?
5.
Why is it important to research
competitors when positioning your brand?
6.
What elements contribute to a
professional business image?
7.
How do strong brand values create
customer trust?
8.
Name three areas where your brand
image should appear consistently.
9.
What are two benefits of a clear
brand strategy?
10.
How can branding influence customer
loyalty?
Class 9 – 20 Question Comprehension
Test:
Multiple Choice:
1.
Which of the following is NOT part
of a business’s brand?
o
a) Company mission
o
b) Font and color use
o
c) Competitor’s reviews
o
d) Tone of voice
o
Answer: c
2.
A brand’s “position” is:
o
a) Your business address
o
b) The pricing structure
o
c) The space you occupy in the
customer’s mind
o
d) The number of employees
o
Answer: c
3.
Which of the following contributes
most to building customer trust?
o
a) Discounts
o
b) Consistent branding and transparency
o
c) Changing logos often
o
d) Sending weekly ads
o
Answer: b
4.
Why is it important to analyze
competitors?
o
a) To copy their ideas
o
b) To find weaknesses and avoid
duplication
o
c) To sell to their customers
o
d) To buy out their business
o
Answer: b
5.
Visual identity includes all EXCEPT:
o
a) Logo
o
b) Colors
o
c) Business licenses
o
d) Fonts
o
Answer: c
Short Answer: 6. What is a brand positioning statement? 7. Name three
elements of visual branding. 8. How does customer experience shape your
business image? 9. What should be included in a basic brand guide? 10. Why
should your website reflect your brand’s tone and mission?
Scenario-Based / Critical Thinking: 11. Your brand is casual and fun, but your email sounds
overly formal. What should you change? 12. A customer asks what makes your
business different. How do you respond? 13. You admire Apple’s branding. What
lessons can you apply to your business? 14. You realize your logo doesn’t match
your mission anymore. What do you do? 15. You want to rebrand. How do you ensure
customers don’t get confused?
Fill in the Blank / True or False: 16. Fill in the blank: A ______ is a consistent message and
experience your business presents to the public. (brand) 17. True or
False: Your visual branding should change monthly. (False) 18. Fill in
the blank: A ______ statement summarizes how you’re different from the
competition. (positioning) 19. True or False: Brand values are optional
for small businesses. (False) 20. Fill in the blank: ______ builds brand
recognition and customer trust. (Consistency)
Class
10: Final Review, Presentation, and Course Wrap-Up
Time: 1–1.25 hours
Learning Objectives:
- Reinforce all key concepts covered throughout the
course.
- Present a clear, concise business startup plan.
- Build confidence through peer feedback and
self-assessment.
- Celebrate progress and outline next steps.
Class Outline:
1.
Final
Review and Open Q&A (15 minutes)
o
Recap key lessons from each of the 9
previous classes:
§ Motivation and mission
§ Product vs. service
§ Supply chain and vendors
§ Marketing materials and strategy
§ Sales, pricing, and inventory
§ Office setup and software
§ Customer/vendor/employee relations
§ Legal setup and compliance
§ Branding and positioning
o
Open Q&A: Allow students to ask
lingering questions
2.
Business
Concept Presentation (25 minutes)
o
Each student shares:
§ Their business concept in 1–2 minutes
§ Mission and positioning statement
§ Product or service description
§ Target market
§ Marketing methods
§ Sales process
§ Key startup needs (vendor, labor, funding)
§ Legal structure and brand overview
o
Encourage applause and constructive
peer feedback
3.
Final
Assessment Quiz (20 minutes)
o
Comprehensive quiz covering all
classes (see below)
4.
Closing
Remarks and Next Steps (5–10 minutes)
o
Share resources:
§ SBA.gov
§ SCORE mentorships
§ Local chambers of commerce
§ Continuing education resources
o
Encourage students to keep
developing their plans and seek support
o
Congratulate everyone on their
progress
Homework / Next Steps:
- Refine and document your business plan
- Schedule a mentor session or small business
consultation
- Begin first actionable steps within 30 days
Class 10 Follow-Up Questions:
1.
What was the most important thing
you learned in this course?
2.
Which area of your business plan do
you feel most confident about?
3.
What areas still need development?
4.
What are your next 3 action steps to
move forward?
5.
Where will you go for ongoing
support?
6.
Which concept or class session had
the biggest impact on you?
7.
What is your biggest takeaway about
entrepreneurship?
8.
How has your understanding of
business planning changed?
9.
What advice would you give to a new
entrepreneur just starting out?
10.
What is one thing you’re committing
to do this week?
Class 10 – Final 20 Question
Comprehension Test:
Multiple Choice:
1.
What is the primary purpose of a
mission statement?
o
a) Legal compliance
o
b) Summarize product specs
o
c) Communicate purpose and values
o
d) Determine pricing
o
Answer: c
2.
A target market refers to:
o
a) Businesses you buy from
o
b) The group of customers you intend
to serve
o
c) Marketing employees
o
d) Tax reporting agency
o
Answer: b
3.
What’s a major risk of poor cash
flow management?
o
a) Losing your license
o
b) Growing too fast
o
c) Inability to pay expenses on time
o
d) Paying too little in taxes
o
Answer: c
4.
A purchase order is used to:
o
a) Pay employees
o
b) Track product returns
o
c) Document a vendor purchase
o
d) Set pricing strategy
o
Answer: c
5.
Which legal structure provides
limited liability and flexible taxes?
o
a) Sole proprietorship
o
b) LLC
o
c) General partnership
o
d) DBA
o
Answer: b
Short Answer: 6. What’s the formula for setting a product price? 7. Name
three things you should track in inventory management. 8. Why is branding
important for small businesses? 9. What should be included in a customer
invoice? 10. What is one major benefit of using accounting software?
Scenario-Based / Critical Thinking: 11. A vendor sends damaged products. How do you handle it?
12. You only have $500 to market your business. What methods would you use? 13.
A customer demands a refund outside of your stated return policy. What’s your
response? 14. You’re launching a service business but have no capital. What are
your next steps? 15. You’ve created a new logo. How do you integrate it into
your existing brand?
Fill in the Blank / True or False: 16. Fill in the blank: ______ flow tracks money coming in
and going out. (Cash) 17. True or False: A business license is optional
if you work from home. (False) 18. Fill in the blank: A ______ sheet
explains your product/service in a single document. (one) 19. True or
False: Telemarketing is the same as cold emailing. (False) 20. Fill in
the blank: A ______ plan helps guide business operations and decisions. (business)
Congratulations on completing the
Small Business Startup, Growth and Development Course!
