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For a successful business, you need a viable business idea, the skills to make it work and the funding. Discover whether your idea has what it takes.

Forming your business correctly is essential to ensure you are protected and you comply with the rules. Learn how to set up your business.

Advice on protecting your wellbeing, self-confidence and mental health from the pressures of starting and running a business.

Learn why business planning is an essential exercise if your business is to start and grow successfully, attract funding or target new markets.

It is likely you will need funding to start your business unless you have your own money. Discover some of the main sources of start up funding.

Businesses and individuals must account for and pay various taxes. Understand your tax obligations and how to file, account and pay any taxes you owe.

Businesses are required to comply with a wide range of business laws. We introduce the main rules and regulations you must comply with.

Marketing matters. It drives sales and helps promote your brand and products. Discover how to market your business and reach your target customers.

Some businesses need a high street location whilst others can be run from home. Understand the key factors from cost to location, size to security.

Your employees can your biggest asset. They can also be your biggest challenge. We explain how to recruitment and manage staff successfully.

It is likely your business could not function without some form of IT. Learn how to specify, buy, maintain and secure your business IT.

Few businesses manage the leap from start up to high-growth business. Learn what it takes to scale up and take your business to the next level.

Negotiating a sale - checklist

Salesmanship doesn't come naturally to everyone but, even if you lack negotiation experience or confidence, there are some tips that can help you negotiate a better deal and make the sale. From preparing yourself and clarifying your objectives to realising the importance of listening, learn how to improve your negotiating skills.

  • Before the negotiation begins, prepare yourself; aim to appear keen to do the deal, but not desperate.
  • Clarify your objectives (eg price, volume or a quick sale) and how important the deal is to you.
  • Find out what the customer wants. What features or extras do they value and what are their priorities - price, service or delivery?
  • Research the customer's position: how urgently they need your product, what they can afford and what alternatives the competition is offering.
  • Assess the value of your offering to the customer: the benefits it offers, the problems it solves for them, the alternatives it replaces.
  • Identify the strengths and weaknesses in your proposal and plan your strategy; aim to reach a deal which will suit the customer as well.
  • Decide what could be negotiable; try to identify concessions which would cost you little but the customer would value.
  • Consider the potential impact on other deals and other customers of any concessions you make.
  • Clarify your terms and conditions from the start of the negotiation.
  • Pitch your opening price high; explain how the value in what you are offering justifies the price.
  • Agree what the negotiating points are.
  • Concentrate on asking questions and listening; fend off questions aimed at discovering your own negotiating position.
  • Test the strength of any concessions the customer asks for; ask whether they are deal-breakers, or what alternatives there are.
  • Look for reciprocation on any concessions you make: for example, an increased order size in exchange for a discount.
  • Summarise each point as it is agreed; shake hands on the deal when all the points have been covered and follow up with a written agreement.

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