What is SCORE and How Can it Help Me?

A group of longtime business gurus is building on something they may not even realize — the old idiom that “the best things in life are free.”

At least, that’s the feedback on the free business advice, expertise and know-how the 50 or so members of SCORE’s Delaware Chapter are dispensing to business operators seeking to survive and thrive in a realm where most simply don’t.

Once called the Service Corps of Retired Executives, the local cadre now is composed of the retired, semiretired and those not even close to thinking about retirement.

SCORE took root in 1952 with a handful of DuPont retirees looking for a way to give back to the community, said Frank DeSantis, a volunteer for SCORE, former executive vice president and program manager for the Emerging Enterprise Center at the New Castle County Chamber of Commerce.

And so they did, sharing their hard-earned lessons to those looking for a bit of guidance.

Today, SCORE is offered in New Castle, Kent and Sussex counties, having helped start 126 businesses and assisted 254 clients grow revenue to the tune of $44.6 million in 2012.

Think of it as an unofficial board of directors — innovative thinkers — for startups looking to get a venture out of the chute or existing businesses in need of a strategy audit.

Still, what may come as a surprise is that the early advice to some is simply: Don’t do it.

“The majority of people we talk to, in effect, we talk out of going into business because they’re just not suited to start a business,” DeSantis said.

Small businesses traditionally fail at a rate of 56 percent in the first four years, making free business coaches all the more appealing and, in many cases, a lifeline.

“We help them make that decision fast before they waste time and money in something they are just not cut out to do,” DeSantis said. “Do you want someone to waste five or six years of their life and all of their life savings to find out they would be better off working for someone else?”

The nonprofit has grown nationally into an outfit with 11,000 volunteers in 334 chapters in 50 states logging more than 1,158,220 hours in 2012. Nationally, SCORE has helped start 37,954 businesses, created 82,206 jobs and aided 50,791 clients.

And all of this comes free to SCORE beneficiaries, be they an entrepreneur with a dream worth embracing or abandoning or a business owner in need of objective advice or a new direction.

“We’re probably the best-kept secret in Delaware,” said Bob O’Brien, SCORE president, on a recent stop to Mercantile Press, a 129-year-old fourth-generation printing operation in Wilmington.

Even a company with that heritage turned to SCORE in 2009. It was the height of the recession, and Coleman “Corky” Bye III knew he had to refocus company priorities as the print industry continued to struggle.

“We decided to move into a different type of printing labels, multifold labels, much like in herbicides, expanded content labels,” Bye said of the company that has manufactured such labels for numerous pharmaceutical companies. “It was all in my head, but to get it down on paper, that’s another thing. Bob (O’Brien) helped in getting my thoughts down and concise so we could communicate it to others.”

It isn’t unusual for a small business owner to develop a myopic view, a love affair with the business itself, making it challenging to step back and look beyond the day, the week, the month of operation and into the future.

That’s where O’Brien stepped in with an objective view, setting forth a strategy with Bye with growth spelled out clearly on the agenda.

“He’s not here to commiserate,” Bye said. “When you have someone who comes in and takes a genuine interest in your business and says ‘I’m here to help,’ you now have to be accountable. It behooves me to go through the exercises like homework. I have someone to hold me accountable.”

Under O’Brien’s deft hand, Bye has taken a brick-and-mortar shop on Bellevue Avenue, established by his two great uncles in 1884 and later run by his father, now 83, to new heights.

For his work at Mercantile Press, the oldest printing company in Delaware, Bye has been named Small Business Administration‘s Small Business Person of the Year. The honor brought a special visit last month by Sen. Tom Carper, D-Del., offering congratulations.

“Coleman wanted to have growth with the business, but since all the financial resources had virtually been shut off, he was having trouble (for the first time) getting financing to grow the business and he needed some new equipment,” O’Brien recalled. “So I helped him look at ways in which he could free up his time so he could focus on strategy for growth.”

Giving existing employees a little more authority went a long way.

“That freed up his time and that’s one of the things that SCORE mentors typically do, working with small business owners to help them figure out how they can work on their business rather than in their business,” O’Brien said. “With Coleman, I worked with him on the strategic plan, started to get it implemented and then he went off on his own. Now that he’s getting some growth underway we will be working together again to figure out how to market this growth.”

The so-called informal board of directors approach has also been of great benefit to Sue Bowlby and her son, Don, of Corexcel, a Wilmington company that provides training materials, employee assessments and online courses in business skills and health care.

Bowlby bought the business in 1997 when it brought in about $100,000 in revenue, offering in-person training classes. Since then, the company has redirected its focus to online offerings, adapting to changes in digital demand and landscape. In 2012, the company reached $1.2 million in revenue.

For much of that, a noticeably choked up Bowlby thanks her SCORE mentors, including DeSantis and Steve DeVeber.

“We were maybe a year old when we first started meeting with them,” Bowlby recalled. “I always laughed because they always asked me questions I didn’t want to have to answer.”

The coaches assessed Corexcel’s marketing, pricing and business plan, Bowlby said, and developed strategies to improve it all.

“They understand our trends, our products, our history,” she said. “They’ve seen us almost broke and kind of propped me up when things were not going well. They really have been a very big part (of Corexcel’s success).”

SCORE is actively seeking volunteer mentors. To learn more, visit www.scoredelaware.org

The Emerging Enterprise Center Introduces Growth Wheel® Program with Funding by TD Bank, Through the TD Charitable Foundation

The Emerging Enterprise Center introduces Growth Wheel, a visual toolbox for decision-making and action planning for start-up and growth companies. “We are excited to be able to make the Growth Wheel tool available to our EEC companies, as part of their counseling in the incubation program,” says Frank DeSantis, Program Manager, EEC, “and also to the entire small business community, through workshops in our Business Education Program.”

Entrepreneurs learn pretty quickly that having a great idea, a great product or service, and perhaps some great customers are only a small part of the puzzle when starting a business. To be successful, a business owner needs to develop a lot of different skills and this can be somewhat overwhelming.

The Emerging Enterprise Center provides a comprehensive incubation program, in a nurturing environment for early stage businesses. “Support, Access to Resources and Advice” has always been the commitment that the EEC makes to the start-up companies in the incubator program.  This approach has enabled the EEC to focus on the individual needs of each of its start-up companies so they could concentrate on growing their business, developing business skills and graduating from the program with a scalable business model.

Business Counseling

Growth Wheel was designed around the observation that all businesses – in all industries and life stages – have four lasting challenges in common: They must create an attractive Business Concept, build a strong Organization behind it, develop lasting Client Relations, and do so while maintaining profitable Operations. Within each of those four quadrants are 5 Focus Areas, as indicated below, that contain the business skills necessary to implement a successful strategy.

According to Frank DeSantis, “Growth Wheel is the perfect tool for us to use with our EEC start-up companies. It helps our companies focus, set an agenda, make decisions and take action!” The process starts with a self-assessment by the entrepreneur, which gives them a 360 degree perspective on their capabilities within each focus area. It will provide structure and a framework with which to develop business skills.

Business Education

Besides being a valuable tool used in the individual counseling of companies in the EEC, Growth Wheel will become an integral part of the overall 2016 Business Education Program that the Emerging Enterprise Centers presents. In addition to the longstanding series; Finding Your Next Customer and Business Fundamentals, 2016 will include a 5 session Growth Wheel Series, starting in January 2016 with an Overview and Briefing, followed by a quarterly workshop from a focus area from one of the four quadrants.

The Emerging Enterprise Center offers several types of Business Incubation Programs: Residential incubation, which includes affordable office space; Virtual incubation, for those not requiring office space; International Soft-Landings and a Pre-Incubation program for those serious, but not quite ready to commit. To find out more about the Emerging Enterprise Center, its Business Incubation or Business Education Programs, contact Frank DeSantis, Program Manager at [email protected], 302-294-2056 or visit us on the web at www.EECincubator.com.

Either Ride the Wave, or Watch as it Passes by

There’s a storm brewing in the business community. It’s building around technology, and Delaware just may be in the forefront. Delaware Innovation Week held last week, encompassed 20+ events across Wilmington and New Castle County. It brought together entrepreneurs, technologists, civic leaders and investors.

Two years ago, at the Economic Development Council Luncheon, presented by the New Castle County Chamber of Commerce, the keynote speaker was Steven Rosenbaum, Entrepreneur-at-Large for New York City. What resonated with me was him saying that it was “no longer just around biotech or medtech.

Traditional industries were being disrupted by technology. It was becoming “Industrytech”, like financetech and manufacturingtech. We’re already familiar with disruptive technologies. Companies like Uber, Airbnb, Amazon, LinkedIn, eTrade, Turbo Tax, and Expedia have revolutionized entire industries. These are frictionless business models, where technologies are used to identify and resolve inefficient processes in every industry. DeliveryCircle® , a Delaware start-up has done this for small package delivery; matching drivers, consumers and merchants in a fast, easy, seamless transaction. Soon, every company will be a software company.

Fast forward to today in Delaware. Established incubators, the Emerging Enterprise Center and Delaware Technology Park have been joined by the CoinLoft and 1313 Innovation, giving start-ups and entrepreneurs, different types of work spaces.

Zipcode, an intense 12 week program that trains people how to code was launched with the support of private companies like JP Morgan Chase, Capitol One and Chatham Financial. Techies have been getting together at Tech Mashups, and Global StartUp Weekends, to exchange ideas and build a community. Technically Media came to Delaware. Technical.ly grows local technology communities by connecting organizations and people through news, events and services.

Delaware Innovation Week ran November 13th -20th. There were events built around major tracks: Business, Civic, Creative, Dev (Development) and Media, plus events that companies and organizations staged that were incorporated into those tracks. Two specific events demonstrated why Delaware has become a Storm Chaser in this technology tsunami. At Technical.ly Delaware’s Stakeholder Luncheon, 40 people gathered to discuss the state of the tech community in Delaware. Someone commented, “it was a long way from the days when the same tech people sat around telling each other over and over again that something needed to be done”. You had Jeff Flynn from the City of Wilmington, the NCC Chamber of Commerce, along with graphic designers, developers, bankers, coders, and entrepreneurs sharing ideas, accomplishments, challenges and goals. It was a picture of diversity not typically seen in either a techie group, or in the boardroom. The 2015 Innovation Awards was another example. There were typical “tech-type” companies recognized,  but two were not typical; #HugACop, a viral campaign by the Newark Police Department and Delaware Libraries, for extending STEM & 3D Printing literacy to its branches.

Delawareans, coming together, can do amazing things. What I saw at Delaware Innovation Week makes me believe that our community can harness the storm’s energy and be the model for the new technology age that’s coming. Come join us!


By Frank DeSantis.

Frank J. DeSants, Program Director for the Emerging Enterprise Center, a business incubator that helps start-ups focus their efforts on driving business growth, developing business skills, and creating a scalable and sustainable business model, by providing support, access to resources and advice, in a nurturing environment.