The Service Corps of Retired Executives - SCORE for short - helps new and existing small-business owners through one-on-one counseling at local chapters and in cyber-counseling at www.score.org. Here are some of the most common questions they encounter:

Q: I have a good financial and accounting background, and have funding for my new business. Do I really need a marketing plan?

A:One of the weakest parts of starting a new business is the lack of a written marketing plan. Poor marketing can endanger the success of the business. The first step is your market research and analysis. Then a marketing plan can be developed. It is absolutely essential that you know your marketplace.

A: First, you must have a business plan of at least 15 to 20 pages. Within that plan you must have your cash flow and profit and loss projections, and a feasible marketing plan.

The lender will expect some collateral, a good credit record and a suggested amount of your own invested money. Start-up capital is easier to obtain if you can provide a co-signer. The co-signer is only lending you his name and good credit, and does not have to provide any cash.

You must convince the lender that you really know the business you expect to start. He usually learns this by the quality of your business plan. Knowing how to talk to a lender is of utmost importance.

A: SCORE will evaluate and recommend directions to find money. Service businesses usually cannot produce return revenue to satisfy banks. A line of credit using personal equity to pay start-up costs usually can get you started.

A: Prepare a detailed business plan. Emphasize market research and the logic for success. Check competition carefully as to price and distribution. Test market before going national. Make sure enough investment money is allocated for one-year of start-up.