Unit 36:

Starting a Small Business

Unit code:

Y/502/5487

QCF Level 3:

BTEC National

Credit value:

10

Guided learning hours: 60

Aim and purpose
The aim of this unit is to enable learners to understand the skills needed to set up and run a business, and the
regulations that need to be complied with, and to have the opportunity to prepare a detailed business plan.

Unit introduction
Starting a small business is an ambition for many people. The business idea could be almost anything such as
a coffee shop, a courier service, a hairdresser, a motor vehicle repair workshop, a DJ service, a painting and
decorating business, an equipment hire operation, or an organic smallholding producing fruit and vegetables.
However, starting a small business can be fraught with difficulties and the idea may not always be successfully
realised. Those setting out on this venture need to consider the business idea, where funding will come from,
the potential market, the competition and a host of other issues that must be addressed if the business startup is to be successful.
This unit gives learners the opportunity to consider their business idea within structured business parameters,
such as the type of business, the attractiveness of the business idea, the target market and the need to balance
personal and business needs. Learners will also consider their ability to run the business, including the skills
they already have to support the business idea and what personal development they may have to undertake
in order for the venture to be successful.
Learners will also develop their knowledge and understanding of the legal status and trading terms and
conditions of their proposed business, legal aspects such as fire regulations, taxation, VAT and HM Revenue
and Customs, and financial aspects such as start-up and operational costs, as well as personal needs.
Learners will have the opportunity to devise an outline proposal for a business start up. This will cover the
reasons for preparing a business proposal and will include the components expected by financial advisers,
including the type of business, its target market, available resources, financial information and forward
planning.

Learning outcomes
On completion of this unit a learner should:

Be able to present the initial business idea using relevant criteria

Understand the skills and personal development needed to run the business successfully

Know the legal and financial aspects that will affect the start up of the business

Be able to produce an outline business start-up proposal.

Edexcel BTEC Level 3 Nationals specification in Business

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Unit content
1 Be able to present the initial business idea using relevant criteria
Criteria: type eg new, purchase an existing business, franchise; aims; business planning; attractiveness of
idea eg unique selling point, demand for new business, competitive edge; balancing personal/business
needs; checking profitability; business trends; external influences eg commercial, political, local, national,
international; self-esteem eg work for self, independence, power, achievement
Identifying target market: eg market research, published research, sales forecasts, customers actions and
choices, effect on business, competition, strengths and weaknesses, market trends; environmental issues

2 Understand the skills and personal development needed to run the business
successfully
Skills: own contribution; technical/operational relating to products/services, management, recording and
checking performance of business, personal selling, administration, previous experience, strengths and
weaknesses
Development: identify skills gap/shortages; professional help; training; planning; cost implications;
accessibility; timescales

3 Know the legal and financial aspects that will affect the start up of the business
Legal aspects: legal status eg sole trader, partnership, limited company, co-operative; legal liabilities; trading
terms and conditions; trading standards; licences; record keeping; resolving problems; national/local
laws; regulations and bylaws; health and safety; fire regulations; licensing; liabilities; planning permission,
contracts, duties and responsibilities; regulatory bodies; sources of advice
Financial aspects: personal survival budget; cost of premises, equipment and supplies; running costs;
employing staff; pricing policy; break even; cash flow forecasting; profit and loss budgets/accounts; sources
of finance eg grants, loans, borrowing, sponsorship; record keeping

4 Be able to produce an outline business start-up proposal

Business proposal: models; reviewing information and ideas; setting targets and goals; purpose of plan;
components (type of business, market, human/physical/financial resources, financial and profit forecasts,
growth and development, contingencies)

Edexcel BTEC Level 3 Nationals specification in Business

Issue 2 June 2010 Edexcel Limited 2010

Assessment and grading criteria

In order to pass this unit, the evidence that the learner presents for assessment needs to demonstrate that
they can meet all the learning outcomes for the unit. The assessment criteria for a pass grade describe the
level of achievement required to pass this unit.
Assessment and grading criteria
To achieve a pass grade the
evidence must show that the
learner is able to:

To achieve a merit grade the

evidence must show that, in
addition to the pass criteria,
the learner is able to:

To achieve a distinction grade

the evidence must show that,
in addition to the pass and
merit criteria, the learner is
able to:

P1

present the initial business

idea using relevant criteria

M1 explain methods used to

identify the target market for
the proposed business

D1

P2

explain how to identify the

target market

P3

describe the skills needed to M2 analyse the personal

run the business successfully
development needed to run
and what areas require
the business successfully
further personal development
[TW, EP]

P4

describe the legal and

financial aspects that will affect
the start-up of the business

P5

produce a proposal
M3 assess the implications of the
containing the essential
legal and financial aspects that
information for the start up of
will affect the start up of the
a business.
business.
[TW, EP]

present a comprehensive
business proposal that
addresses all relevant aspects
of business start up.

PLTS: This summary references where applicable, in the square brackets, the elements of the personal,
learning and thinking skills which are embedded in the assessment of this unit. By achieving the criteria,
learners will have demonstrated effective application of the referenced elements of the skills.

Key

IE independent enquirers

RL reflective learners

SM self-managers

CT creative thinkers

TW team workers

EP effective participators

Edexcel BTEC Level 3 Nationals specification in Business

Issue 2 June 2010 Edexcel Limited 2010

Essential guidance for tutors

Delivery
This unit enables learners to investigate and identify the skills needed to run a successful small business.
The term small business is related to people operating on their own as sole traders or partnerships and
limited companies employing 10 or fewer staff. To begin developing thoughts and ideas, a discussion group
could brainstorm a wide range of small business opportunities, such as a coffee shop, a courier service, a
hairdressing business, a motor vehicle repair workshop, a DJ service, a painting and decorating business,
an equipment hire operation, or an organic smallholding producing fruit and vegetables. Learners should
be encouraged at this early stage to begin to focus on a possible small business idea. They should not be
deterred if their ideas change during this unit. They need to concentrate on the processes involved rather that
the specific outcomes.
Learners will need some theoretical input to develop their understanding of the criteria for developing a
business idea. Tutors should use case study materials to illustrate a range of examples and help learners to
focus their thoughts during the formulation of their ideas, including how the business idea will relate to its
target market.
Learners need to carry out a skills audit to examine the skills they currently have to support the new business
operation. They also need to consider what personal development they might need. This could usefully
be supported by investigating similar businesses and talking to their owners/managers to see what skills are
needed and how these match the learners current and proposed development. These investigations could
also inform learner knowledge of market research, although small businesses should be properly advised
about learner activities and be briefed about how their contribution will support the unit.
Learners should consider exploring a number of legal aspects:

national/local laws

regulations and bylaws

health and safety

fire regulations

licensing

liabilities eg tax and VAT, insurances

planning permission, contracts, duties and responsibilities

regulatory bodies for example Environmental Health Office, HM Revenue and Customs

sources of advice for example Business Link centres, solicitors and the Small Business Service.

When considering legal and financial aspects of small business start-ups, learners would benefit from guest
speakers such as those operating a small business, business start-up advisors, accountants, and representatives
from banks, the HM Revenue and Customs, training and advice services and local enterprise agencies.
Visits to local small businesses or presentations by representatives from local trade associations, such as the
Chamber of Commerce, would help learners to develop an awareness of what is needed to run a small
business.
Delivery of the unit must ensure that learners understand the full implications of setting up a small business.
It will be important for learners to know what skills they have and would need, their survival needs and how
much money, and other resources, will be required to start up the business. Learners should develop a clear
outline for a business start-up proposal as a result of completing the unit. Learners can select from a wide
range of supporting materials available in a variety of formats, for example the internet or small business

Edexcel BTEC Level 3 Nationals specification in Business

Issue 2 June 2010 Edexcel Limited 2010

start-up packs available from banks and building societies. However, it is important they understand that this is
only an outline and not a fully-fledged business plan.

Outline learning plan

The outline learning plan has been included in this unit as guidance and can be used in conjunction with the
programme of suggested assignments.
The outline learning plan demonstrates one way in planning the delivery and assessment of this unit.
Topic and suggested assignments/activities and/assessment
Induction and outline scheme of work/programme of assignments
Formal theory input on initial business ideas
Research and group work
Assignment 1: Business Idea and Target Market

Input on skills and development

Research and group work
Input on legal and financial aspects for start up
Research and group work
Assignment 2: Required Skills

Input on business plans

Research and group work
Assignment 3: Business Plan

Supervised assignment time

Non-supervised study time and completion of assignments

Assessment
Learners will be expected to produce evidence that shows their knowledge and understanding of how small
businesses are started. It may include:

an explanation of the initial idea for developing a small business

findings from their analysis of the skills and personal development needed to run the business

an explanation of the legal and financial aspects that will affect the start up of their business

an outline proposal for starting up a new small business.

Evidence for this unit should primarily be formal due to the nature of the unit. Initial ideas can be evidenced
either through an oral or written presentation, or through a short report. Other evidence such as records of
discussions and notes of meetings would provide useful support.
To meet P1, learners must present the initial business idea using relevant criteria. These criteria should be
clear from the business idea, for example the type of business, what its unique selling points may be, any
external influences (eg location) and so on. Learners should discuss the development of their evidence with
their tutor and, where possible, a business mentor. This presentation can be in the form of a formal report or
a presentation to a group. Where this is the case, tutors should ensure that any business mentors used are
present. For P2, the presentation should include an explanation of how to identify the target market, which
will be informed by the business idea and the criteria used to define it.

Edexcel BTEC Level 3 Nationals specification in Business

Issue 2 June 2010 Edexcel Limited 2010

For P3, learners must be realistic about their skills and personal development analysis. Although the small
business idea may not come to fruition, intentions should be realistic and evidence should highlight learners
awareness of their skills and development opportunities. Learners are not expected to undertake additional
development work but need to be aware of what the requirements would be.
For P4, learners must produce a proposal which describes the legal and financial aspects that will affect the
start up of the business. They may need to consult with specialists (this should be guided by the delivery of the
unit) and should address aspects such as the legal status of the business, the form of trading it will undertake,
together with specific relevant legal and financial issues. Learners should presume that their ideas can become
reality and should consider these areas accordingly.
For P5, the outline business plan should follow a formal report format and can be developed into a
comprehensive document. This should reflect legal aspects relating to the start up of a new business,
but monetary aspects will need to involve some simulation. The report should be supported by an oral
discussion, which may be undertaken with a specialist such as a bank manager.
For M1, learners need to demonstrate their understanding of the methods used to identify the target market
for the proposed business. This will require them to consider a range of methods that could actually be used
and to provide reasons for their choice. Market research will almost certainly be included but learners need to
explain why. Other methods may prove more challenging but the selection and justification should contribute
to a possible business launch, rather than just being a descriptive account of how they could be applied.
For M2, if learners were to launch a business, they would certainly need to undertake further personal
development. P3 has already addressed what areas require further development. At merit level, learners
need to analyse these areas of development and explain how they would pursue each in order to strengthen
their ability to start a business. Examples could include sources of training with appropriate timelines that fit
with the business launch dates.
For M3, learners also need to consider the impact of legal and financial aspects. This may require them to
describe systems they will have in place for addressing such issues, such as recording systems for tax and VAT
liabilities. Learners may wish to include a summary of how these will be embedded within the overall business
plan.
To meet D1, learners need to draw all their evidence together into a comprehensive business proposal that
addresses all relevant aspects of business start up. Other pass and merit criteria will already have covered
much of the evidence they will need. For distinction level, they need to present all the evidence in a fluent
proposal. Learners should be encouraged to seek guidance on the preparation of their proposal, much as
they would do in the real world. They should discuss a draft with their tutor and/or business mentor, making
improvements and revisions, before presenting the final version.
Programme of suggested assignments
The table below shows a programme of suggested assignments that cover the pass, merit and distinction
criteria in the grading grid. This is for guidance and it is recommended that centres either write their own
assignments or adapt Edexcel assignments to meet local needs and resources.
Criteria covered

Assignment title

Scenario

Assessment method

P1, P2, M1

Business Idea and Target

Market

Setting up a Business.

Group Practical Work.

P3, P4, M2

Required Skills

Setting up a Business.

Group Practical Work.

P5, M3, D1

Business Plan

Setting up a Business.

Group Practical Work.

Edexcel BTEC Level 3 Nationals specification in Business

Issue 2 June 2010 Edexcel Limited 2010

Links to National Occupational Standards, other BTEC units, other BTEC

qualifications and other relevant units and qualifications
This unit forms part of the BTEC Business suite. This unit has particular links with the following unit titles in the
Business suite:
Level 2

Level 3

Business Purposes

The Business Environment

Business Organisations
Financial Forecasting
Business Online

Essential resources
Many of the learning outcomes for this unit require learners to undertake research. To enable research skills
to be developed effectively, they should be introduced to as many different forms of information as possible,
eg libraries and other research facilities including the internet, national newspapers, local banks, start-up
business training agencies.
Learners will also benefit from case study materials, which may focus on specific aspects of developing small
business ideas.
Most clearing banks offer small business packs which could be useful teaching and learning resources.
Additionally, Business Links and Chambers of Commerce can provide additional information to complement
learning activities.
Learners can find information using company annual reports, journals, magazines, company websites and
newspapers.
Learners will need access to a range of information resources to complete investigative assignments and case
studies will be essential, including relevant CD ROMs and the internet.

Employer engagement and vocational contexts

Visits to companies and from employees are useful to the delivery of this unit. The use of vocational contexts
is essential in the delivery and assessment of this unit.
Work Experience/Workplace learning frameworks Centre for Education and Industry (CEI, University of
Warwick) www.warwick.ac.uk/wie/cei/
Learning and Skills Network www.vocationallearning.org.uk
National Education and Business Partnership Network www.nebpn.org

Edexcel BTEC Level 3 Nationals specification in Business

Issue 2 June 2010 Edexcel Limited 2010

Indicative reading for learners

Textbooks
Materials that illustrate the level of learning required and that are particularly relevant.
Barrow C and Barrow P The Business Plan Workbook, 3rd Edition (Kogan Page, 1998) ISBN 0749426969
Barrow C Financial Management for the Small Business (Kogan Page, 1998) ISBN 0749426454
Deakins D Entrepreneurship and Small Firms (McGraw-Hill Publishing Company, 1999) ISBN 0077094522
Wisdom J Checklists and Operating Forms for Small Businesses (John Wiley and Sons, 1997)
ISBN 0471138401
Wolinski J AQA AS Business Studies: Unit 1: Planning and Financing a Business (Student Unit Guides)
(Paperback)

Edexcel BTEC Level 3 Nationals specification in Business

Issue 2 June 2010 Edexcel Limited 2010

Delivery of personal, learning and thinking skills

The table below identifies the opportunities for personal, learning and thinking skills (PLTS) that have been
included within the pass assessment criteria of this unit.
Skill

When learners are

Team workers

working together in teams

Effective participators

planning, negotiating and communicating with integrity.

Although PLTS are identified within this unit as an inherent part of the assessment criteria, there are further
opportunities to develop a range of PLTS through various approaches to teaching and learning.
Skill

When learners are

Independent enquirers

planning and carrying out research into businesses

Reflective learners

reviewing and reflecting on their coursework and acting on the outcomes to

modify and improve their work
inviting feedback on their own work and dealing positively with praise, setbacks
and criticism
evaluating their experiences and learning to inform future progress

Team workers

collaborating with others to research information about business organisations

managing discussions to reach agreements and achieve results

Self-managers

organising time and resources and prioritising actions when producing coursework,
whether on their own or in a group
deal with competing pressures, including personal and work-related demands
responding positively to change, seeking advice and support when needed

Effective participators

planning, negotiating and communicating with integrity.

Edexcel BTEC Level 3 Nationals specification in Business

Issue 2 June 2010 Edexcel Limited 2010

Functional Skills Level 2

Skill

When learners are

ICT Find and select information

Select and use a variety of sources of
selecting and using information
information independently for a complex task
Access, search for, select and use ICTbased information and evaluate its fitness for
purpose

ICT Develop, present and

communicate information
Enter, develop and format information
independently to suit its meaning and
purpose including:

text and tables

images

numbers

records

researching and selecting information to make comparisons

producing tables, graphs

Bring together information to suit content

and purpose

bringing the information together

Present information in ways that are fit for

purpose and audience

producing reports

Evaluate the selection and use of ICT tools

and facilities used to present information

exchanging information with tutors and using reflective practice

English
Reading compare, select, read and
understand texts and use them to gather
information, ideas, arguments and opinions

research into businesses

Writing write documents, including

extended writing pieces, communicating
information, ideas and opinions, effectively
and persuasively

writing reports.

10

Edexcel BTEC Level 3 Nationals specification in Business

Issue 2 June 2010 Edexcel Limited 2010