1. SCORE’S
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 Client’s 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. IT’S THE FRAMEWORK
FOR THE SCORE’S & YOUR
COUNSELING EXPERIENCE
The SCORE 5-Step Business
Counseling Process

4. The 5-Step Process!
1. Establish Rapport - Try to make contact
with client immediately after receiving
assignment!
2. Conduct Needs Assessment!
3. Identify the Business Goal, Challenge or
Opportunity!
4. Prepare and Implement Plan!
5. Obtain Feedback and Set Roadmap for
Meeting Client’s 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 don’t have to be an industry expert to counsel the
majority of our clients, but if their field is completely foreign
to you, don’t be afraid to admit it and add a co-counselor.
Wrap up initial phone session by Summarizing the
Client’s Needs to make sure you got it right.
Email them appropriate briefs to read prior to session.
Set up appointment for 1st
Face to Face session.

7. Step # 2. Conduct Needs Assessment!
1st
F2F Session - Review and Re-confirm client’s
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 1st
Face to Face Session!
If you don’t feel comfortable assisting a client don’t
be afraid to ask another counselor for help!
Restate needs at the beginning of meeting and get
confirmation from client.
Ask Questions, Answer Client’s Questions, Take
Good Notes and Listen! Listen! Listen!
Make sure you understand thoroughly your Client’s
needs, requirements concepts and issues.
Don’t pre-judge the clients ability to succeed!
Summarize needs at the end of 1st
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 Client’s 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 client’s timelines and decide on next steps.
Clearly identify & quantify client’s 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!”
What’s 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 Client’s 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!”