NATIONAL EDITION

SUMMER ­2019

Small Businessresource guide

How to
Start and
Grow Your
BUSINESS 1
2
CONTENTS
National Edition | Summer ­2019

Local Business Funding

Assistance Programs
8 National Success Story 30 National Success Story
Rebecca Fyffe launched Landmark Jennifer and Jeff Herbert’s
Pest Management with the help meadery has expanded into a
of the SBA-supported Women’s multimillion dollar enterprise
Business Development Center. thanks to SBA assistance.

10
SBA Resource 33 Need Financing?
Partners
34 Go Global with
11 Your Advocates International Trade

12 Write Your Business Plan 36 R&D Opportunities for

High Growth Startups
14
10 Steps to Start
Your Business 38 National Success Story
Cheeseburger Baby owner
15 Opportunities for Veterans Stephanie Vitori persevered
through a financial storm and a
16 Entrepreneurial natural disaster.
Opportunities
42 Surety Bonds
18
Find Your Closest
SBA Office

22 How to Start a Business

Contracting
28 10 Tips to Help You
44 National Success Story
Build and Grow a Stand-
Jennifer Rahn steers the course
Out Brand for Admiral Engineering,
succeeding as a small business
subcontractor.

47 Government Contracting
48 SBA Certification
Programs

49
Woman-Owned Small
Business certification

ON THE COVER Jennifer and Jeff

Herbert, courtesy of Superstition Meadery

3
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 published by

New South Media, Inc.

304.413.0104 | newsouthmediainc.com

PUBLISHER

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ADVERTISING SALES DIRECTOR

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ADVERTISING SALES

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Copyright: New South Media, Inc. Reproduction in part or whole is

strictly prohibited without the express written permission of the
publisher.
© NEW SOUTH MEDIA , INC.

ALL RIGHTS RESERVED

The U.S. Small Business Administration’s Office of Marketing & Customer
Service directs the publication of the Small Business Resource Guide
under SBA Contract #SBAHQ–17–C–0018. SBA publication Spring 2018
National edition #mcs-0087.

WRITER/EDITOR
Becky Bosshart
(202) 205-6677
rebecca.bosshart@sba.gov

DIRECTOR OF MARKETING

Paula Panissidi Tavares

paula.tavares@sba.gov

PUBLIC AFFAIRS SPECIALIST

Kelley Daniels
kelley.daniels@sba.gov
The SBA’s participation in this publication is not an endorsement of the
views, opinions, products or services of the contractor or any advertiser
or other participant appearing here. All SBA programs and services are
extended to the public on a nondiscriminatory basis. Printed in the
United States of America. While every reasonable effort has been made
to ensure that the information contained here is accurate as of the date
of publication, the information is subject to change without notice. The
contractor that publishes this guide, the federal government, or agents
thereof shall not be held liable for any damages arising from the use of or
reliance on the information contained in this publication.

6
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 LOCAL BUSINESS
ASSISTANCE

How We Did It

Made
to Last
Joyce and Jerado Reynolds used SBA
support to succeed.
Written by Micaela Morrissette

COURTESY OF SHANA SURECK PHOTOGRAPHY

8
 LOCAL BUSINESS ASSISTANCE

R 5
eynolds Welding &

Tips for
Fabrication has grown
steadily, building a loyal
customer base, since
Jerado Reynolds founded
the company in 2005. Success

COURTESY OF SHANA SURECK PHOTOGRAPHY

“At first the company was just Jerado,”
recalls his wife and co-owner, Joyce
Find a great business mentor.
Reynolds. “Then it was him and me part To find your local SBA office and
time.” During the day she worked as a resource partners in your area, visit
nurse and spent her evenings doing all sba.gov/localresources.
the company’s paperwork. The Reynolds
sank everything they earned into the
business—money, time, and energy. She Have a healthy view
remembers with pride helping Jerado
of competition.
weld a stair railing at a local school. Her
We’re not always competing.
son later attended that same school,
We’re a competitor, but if a similar
and she watched her child and others business has extra work, they’ll send
SBA Resource Partner, where “from day
using the rail, benefiting from the it to us and vice versa. That’s the
one it was, Eureka! Everyone wanted
hard work the couple did together. It relationship to have.
to see us win.” Women entrepreneurs
was then Joyce decided as much as she
receive essential business counseling and
loved her day job, she wanted to devote
training from this national network of
herself full time to the family business Record everything you do.
community-based centers. Most helpful
in Windsor, Connecticut. She wanted Navigating business relationships
was the detailed personal attention
to work side-by-side with her husband, in this age means keeping an email
available through free one-on-one
fully focused on administration and record of everything you do. Leave a
business counseling. Joyce also learned
business growth. As they both hoped, clear paper trail.
about workshops offered by providers like
word of mouth spread; clients made
the Metropolitan District, a Connecticut
referrals. Joyce was soon overwhelmed
nonprofit municipal corporation offering
with paperwork. They brought on two
water and sewer services. At a meet- Sacrifice to ensure quality.
employees—doubling up in the busy We don’t cut corners. Sometimes you
and-greet, Joyce understood how much
seasons. They were able to maintain four have to lose money to do quality work—
the SBA could help her business. An
full-time employees by 2009. After this, it’s rough, but nothing is more important.
SBA professional walked Joyce through
Joyce says, they saw that “things were
the extensive paperwork and, crucially,
not moving.” She wanted to scale up.
helped her register the company in
the System for Award Management
Seek SBA assistance to
Challenge
The company wasn’t growing in part (sam.gov), positioning the company for see if you qualify for
because it wasn’t certified with the new federal contracts. business certifications.
state department of transportation or “Resources like the Entrepreneurial We used to look for jobs. Now that
prequalified with the Connecticut State Center and the SBA will train you from we’re on the SBA Subcontracting
Department of Administrative Services, bottom to top,” Joyce says. “They have Network database, SubNet, and
Joyce says. She decided to tackle the finance classes that open your eyes sam.gov, we have a continuous flow
regarding taxes. You'll learn how to of contractors reaching out to us.
certification problem full time, leaving
her nursing career. This was the change register your business. They’ll help
she'd been wanting to make, but since with a contract or your website or on two bridges—a lifelong dream. Joyce
her background was in health care, accountability statements. Everything!” continues to move forward, getting
Joyce didn’t feel fluent in the languages Before the SBA, Reynolds Welding Reynolds qualified for the SBA 8(a)
of construction or business. Joyce attempted the DOT certification on five Business Development Program, which
wanted to learn, and she had incentive: separate occasions, always falling short provides free business development
they needed the certifications to bid because the process was so complicated. education to small businesses so they
on bigger jobs. “Never be afraid to ask Joyce secured the certification with SBA can better compete in the public sector.
questions,” she says. Joyce needed to guidance on the first attempt. “When I came on full time, I set a goal
find people with answers. for what I would like for the company,
Benefit and I’ve achieved 80% of that,” Joyce
Solution Reynolds Welding now employs more says. When she secures 8(a) certification
She and Jerado connected with the than 15 workers, constructing stairs, for Reynolds, she’ll have hit all her
University of Hartford Entrepreneurial rails, structural beams, and columns objectives. Then, she admits, she’ll
Center & Women’s Business Center, an throughout the region. Jerado is working probably come up with some new ones.

9
LOCAL BUSINESS ASSISTANCE

SBA Resource Partners

No matter your industry, location, or experience, if you have a dream, the SBA is here to help you achieve it. Our SBA
Resource Partners offer mentoring, counseling, and training to help you startup and thrive at all stages of the business
life cycle. These independent organizations operating across the United States and U.S. territories are funded through SBA
cooperative agreements or grants.

SMALL BUSINESS DEVELOPMENT CENTERS

950+
Achieve your dream of business ownership and remain
competitive in an ever-changing global economy with assistance
from your local SBDC. Access free counseling and free or low-
cost training on topics like regulatory compliance, technology
Small Business development, and international trade. Find an SBDC adviser at
sba.gov/sbdc.
Development Centers

SCORE

300+
Join the ranks of other business owners who have experienced
higher revenues and increased growth thanks to SCORE, the nation’s
largest network of volunteer business mentors. Experienced
executives share real-world knowledge to fit your busy schedule.
SCORE chapters SCORE mentors are available for free as often as you need, in person,
via email or over video chat. Find a mentor at sba.gov/score.

WOMEN’S BUSINESS CENTERS

100+
Women entrepreneurs receive essential business counseling and
training from this national network of community-based centers.
Each center tailors its services to help you navigate the challenges
women often face when starting or growing a business. To learn
about SBA resources for women visit sba.gov/women.
Women’s Business
Centers

VETERANS BUSINESS OUTREACH CENTERS

20 +
Veteran and military entrepreneurs receive business training,
counseling, and referrals to other SBA Resource Partners at
a Veterans Business Outreach Center, sba.gov/vboc. Receive
procurement guidance to better compete for government
contracts. VBOCs also serve active duty service members,
Veterans Business National Guard or Reserve members, veterans of any era, and
Outreach Centers military spouses.

10
 LOCAL BUSINESS ASSISTANCE

Your To report how a proposed federal

regulation could unfairly affect you,

Advocates
find your regional SBA advocate at
sba.gov/advocacy.

To submit a comment about how

your business has been hurt by an
existing regulation, visit
The SBA’s offices of advocacy and ombudsman are sba.gov/ombudsman/comments
independent voices for small business within the
federal government.

Advocacy
When you need a voice within the federal »» when you need economic and small »» seek remedies when rules are
government for your interests as a small business statistics inconsistently applied
business owner, the SBA’s regional advocates The SBA’s Office of Advocacy also »» recover payment for services done by
are here to assist. The advocates analyze the independently represents small business and government contractors
effects of proposed regulations and consider advances its concerns before Congress, the
alternatives that minimize the economic White House, federal agencies, federal courts, Make your voice heard by participating in a
burden on small businesses, governmental and state policy makers. Regional Regulatory Enforcement Fairness
jurisdictions, and nonprofits. Find your Roundtable or a public hearing hosted by the
regional advocate at sba.gov/advocacy. Ombudsman SBA’s national ombudsman. These events
Entrepreneurs who have an issue with an are posted periodically on the ombudsman
Your advocate helps with these small
existing federal regulation or policy can website, sba.gov/ombudsman.
business issues:
receive assistance from the SBA’s national To submit a comment or complaint through
»» if your business could be negatively ombudsman. the online form, visit sba.gov/ombudsman/
affected by regulations proposed by the comments. Your concerns will be directed to
The ombudsman’s office helps you:
government the appropriate federal agency for review. The
»» if you have contracting issues with a »» resolve regulatory disputes with federal SBA will collaborate with you and the agency
agencies to help resolve the issue.
federal agency
»» reduce unfair penalties and fines

11
LOCAL BUSINESS ASSISTANCE

Write your
Business Plan
Your business plan is the foundation of your business. Learn how to write a business plan with the help
of an SBA Resource Partner.

TRADITIONAL BUSINESS
PLAN FORMAT
When you write your business plan, you don’t have to stick to the
exact business plan template. Instead, use the sections that make
the most sense for your business and your needs.
Executive Summary
Briefly summarize your company and why it will be successful.
Include your mission statement, your product or service, and basic
information about your company’s leadership team, employees,
and location. You should also include financial information and
high-level growth plans if you plan to ask for financing.
Company Description
Go into detail about the problems your business solves. Be specific
as to audience and location. List out the consumers, organizations,
or businesses your company plans to serve.
Explain the competitive advantages you have that will make your
business successful. Are there experts on your team? Have you found
the perfect location? Your company description is the place to boast
about your strengths.
Market Analysis
Demonstrate a solid understanding of your industry outlook and tar-
get market. This is where it pays to partner with an experienced busi-
ness counselor from your local Small Business Development Center,
SCORE, Women's Business Center, or Veterans Business Outreach
Center—all these SBA Resource Partners provide free or low-cost
business assistance. Competitive research will show what other busi-
nesses are doing and their strengths. In your market research, look for
trends and themes. What do successful competitors do? Why does it
work? Can you do it better? Now's the time to answer these questions.
Business plans help you run your business.
A good business plan guides you through managing your business. Organization and Management
You’ll use your business plan as a roadmap for how to structure, run, Explain how your com-
and grow your new business. pany will be structured
Business plans can help you get funding or bring on new and who will run it.
business partners. Investors want to see a return on their Describe the legal Want to see an
structure of your busi-
investment. Your business plan is the tool you’ll use to convince
people that working with you—or investing in your company—is ness. State whether you
example of a
a smart investment. Brain storm with a business counselor (visit have or intend to incor- business plan?
one of our SBA Resource Partners detailed on page 8) and write porate your business as View examples of business plans
a traditional business plan, which uses a standard structure a C or an S corporation,
at sba.gov/business-guide/plan/
and detailed sections. Once you've got it all down, you can then form a general or limited
write-your-business-
condense it to a lean startup business plan, which typically partnership, or if you're a
plan-template
contains key points on only one page. sole proprietor or limited
liability company.

12
 LOCAL BUSINESS ASSISTANCE

TRADITIONAL BUSINESS PLAN CHECKLIST

LEAN STARTUP PLAN FORMAT
Write a lean startup plan if requested from an investor, or if your
❒ Executive summary business is relatively simple or you plan to regularly change and
refine as you go.
❒ Company description
Lean startup plans use more visual organization tools and only a
❒ Market analysis handful of elements to describe your company’s value proposition,
❒ Organization and management infrastructure, customers, and finances. They’re useful for visualiz-
ing your company's fundamental facts. Your business counselor can
❒ Service or product line
help you edit down into the Business Model Canvas, used here—the
❒ Marketing and sales most well known style, or another lean startup template.
❒ Funding request Key Partnerships
❒ Financial projections Note the other businesses you’ll work with--suppliers, manufactur-
ers, subcontractors, and similar strategic partners.
❒ Appendix
Key Activities
List the ways your business will gain a competitive advantage.
Use an organizational chart to show the hierarchy. Explain how
Will you sell direct to consumers or use technology to tap into the
each person’s experience will contribute to the success of your
sharing economy?
venture. Consider including CVs of key members.
Key Resources
Service or Product Line
List resources you’ll leverage to create value for your customer.
Describe what you sell or what service you offer. Explain how it ben-
Your most important assets include staff, capital, or intellectual
efits your customers and the product lifecycle. Share your plans for
property. Leverage business resources that might be available
intellectual property, like copyright or patent filings. If you're doing
to women, veterans, Native Americans, and HUBZone–certified
research and development for your service or product, explain it.
businesses.
Marketing and Sales
Value Proposition
Your marketing strategy should evolve and change to fit your needs
Make a clear and compelling statement about the unique value
in each context.
your company brings to the market.
Describe how you'll attract and retain customers. Show how a
sale will actually happen. You'll refer to this section later when you Customer Relationships
make financial projections, so be thorough. Describe how customers will interact with your business. Think
through the customer experience from start to finish. Is it auto-
Funding Request
mated or personal? In person or online?
If you're asking for funding, outline your funding requirements.
Specify whether you want debt or equity and the terms you'd like. Customer Segments
Your goal is to clearly explain how much funding you’ll need over Name your target market. Your business won’t be for everybody;
the next five years and how the investment will be used. it’s important to have a clear sense of who you serve.
Specify if you need funds to buy equipment or materials, pay Channels
salaries, or cover specific bills until revenue increases. Explain how List the most important ways you’ll talk to your customers.
you'll pay off the debt.
Cost Structure
Financial Projections Will your company focus on reducing cost or maximizing value?
Supplement your funding request with a prospective financial Define your strategy, then list the most significant costs you’ll face.
outlook for the next five years. Show how your business will be a
Revenue Streams
financial success.
Explain how your company makes money: direct sales, member-
If your business is already established, include income state-
ships fees, selling advertising space? If your company has multiple
ments, balance sheets, and cash flow statements for the last three to
revenue streams, list them all.
five years. List collateral you could put against a loan.
Include forecasted income statements, balance sheets, cash
flow statements, and capital expenditure budgets. For the first
year, be even more specific and use quarterly—or even monthly
—projections. Make sure to clearly explain your projections and LEAN STARTUP PLAN CHECKLIST
match them to your funding requests. ❒ Key partnerships ❒ Customer segments
Use visual organization tools--graphs and charts—to tell your
❒ Key activities ❒ Channels
business's financial story.
❒ Key resources ❒ Cost structure
Appendix
Here you'll attach supporting documents or other requested ❒ Value proposition ❒ Revenue streams
materials. Common items to include are credit histories, CVs, ❒ Customer relationships
product pictures, letters of reference, licenses, permits, patents,
legal documents, and other contracts.

13
LOCAL BUSINESS ASSISTANCE

4
Pick your business location.
Are you setting up a brick-and mortar business or
launching online?

5
Choose a business structure.
The legal structure you choose for your business will
affect your business registration requirements, how
much you pay in taxes, and your personal liability.

6
Choose your business name.
Pick a name reflecting your brand. Check your secretary
of state's website to make sure your business name isn’t
already being used.

7
Register your business.
Once you’ve picked the perfect business name, it’s
time to make it legal and protect your brand. If you’re
doing business under a name different than your own, you’ll
need to register with the federal government and often your
state government.

10 STEPS 8
Get federal and state tax IDs.
You’ll use your Employer Identification Number
for important steps to start and grow your business,
like opening a bank account and paying taxes. It’s like a social
security number for your business. Some, but not all, states

to Start Your
require you to get a tax ID as well.

Business 9
Apply for licenses and permits.
Keep your business running smoothly by staying legally
compliant. The licenses and permits you need for your
business vary by industry, state, and location.

10
Starting a business involves planning, making
Open a business bank account.
key financial decisions, and completing a A small business checking account can help you
series of legal requirements. handle legal, tax, and day-to-day issues.

1
Conduct market research.
This will tell you if there’s an opportunity to turn your
idea into a successful business. Gather information about
potential customers and businesses already operating in your area
so you can use that information to find a competitive advantage.

2
Write your business plan.
This is the roadmap for how to structure, run, and grow your
new business. You’ll use it to convince people that working
with you and/or investing in your company is a smart choice.

3
Fund your business.
Your business plan will help you figure out how much
money you’ll need to startup. Investors or lenders will help
you get the amount you need.

14
 LOCAL BUSINESS ASSISTANCE

Need financing?
Loan Fee Relief
To encourage lending to members of the
military community who want to start
or grow their business, the SBA reduces
upfront guarantee fees on select loans. That
means the cost savings will be passed down
to you, the eligible veteran or qualifying
COURTESY OF LIFEHEALTH

military member. Ask your local SBA district

office or SBA Lender about the Veterans
Advantage program.
Have an employee who was called to
active duty?
You may receive funds that enable your
business to meet ordinary and necessary
HOW THE SBA HELPED US SUCCEED operating expenses when an essential
Margot Adam Langstaff, left, and Elisa Hamill, right, sought assistance from their employee is called up to active duty in the
local Veterans Business Outreach Center, which helped them better compete for military reserve. Ask your local SBA district
government contracts. LifeHealth of Littleton, CO has expanded to more than 30 office or SBA Lender about the Military
states with offices in Washington, DC and San Antonio, TX. Their clients include the Reservist Economic Injury Disaster Loan.
Department of Defense, the National Guard, and the Indian Health Service. They
also expanded their business using an SBA-backed line of credit for $350,000. Margot Interested in contracting?
started her career as an Army medic, eventually running one of the largest outpatient Veteran-owned and service-disabled
clinics in the Northeast at Ft. Devens, MA. veteran-owned small businesses interested
in federal contracting receive training from

Opportunities
the Veteran Institute for Procurement,
which offers a platform with three
training programs to assist veterans. Visit

for Veterans nationalvip.org.

VIP Start
Members of the military community can start and grow their small Enter the federal market and become ready
for procurement. Nearly 200 veteran-owned
businesses with the help of SBA programs.
businesses from 29 states plus Washington,
Need entrepreneurship training? For women veterans DC have graduated from the program.
In Boots to Business, you explore Receive entrepreneurial training geared VIP Grow
business ownership and other self- toward women veterans, service members, Strategize to expand and operate within
employment opportunities while learning and spouses of service members through the federal marketplace. More than 700
key business concepts. You will walk away these SBA-funded programs: veteran-owned businesses from 42 states
with an overview of entrepreneurship plus DC and Guam have graduated from
»» Veteran Women Igniting the Spirit of
and applicable business ownership this program.
Entrepreneurship in Syracuse, New York
fundamentals, including how to access
»» LiftFund in San Antonio, Texas VIP International
startup capital using SBA resources.
Enter or expand your federal and commercial
Boots to Business is conducted on all
For service-disabled veterans contracting opportunities overseas.
military installations as part of the
Learn how to start and grow a small business
Department of Defense’s Transition Get certified
using these SBA-funded programs:
Assistance Program. Learn about the service-disabled veteran-
»» Entrepreneurship Bootcamp for Veterans owned small business certification program
Who’s eligible? with Disabilities in Syracuse, New York on page 49.
Service members transitioning out of
»» Veterans Entrepreneurship Program at For more assistance
active duty and military spouses.
the Riata Center for Entrepreneurship,
Are you a veteran or member of Veteran and military entrepreneurs
Spears School of Business, Oklahoma
the National Guard or Reserve or a receive business training, counseling, and
State University in Stillwater, Oklahoma
military spouse? Boots to Business: referrals to other SBA Resource Partners
Reboot teaches this entrepreneurship »» Veteran Entrepreneurship Jumpstart at at a Veterans Business Outreach Center,
curriculum off base and in local St. Joseph’s University in Philadelphia, sba.gov/vboc. For veterans business
communities. Register for either B2B Pennsylvania information visit sba.gov/veterans.
program at https://sbavets.force.com. »» Dog Tag Inc., affiliated with Georgetown
University in Washington, DC

15
LOCAL BUSINESS ASSISTANCE

Entrepreneurial
Opportunities
Regional Innovation Clusters
Create jobs and grow the economy through an SBA Regional
Innovation Cluster. Online Resources
Find free short courses and learning
Who should join
Small businesses driving innovation in one of these tech industries: tools to start and grow your small
• advanced composites business at sba.gov/learning. The
free SBA Online Learning Center is a
• agTech
great resource for every entrepreneur,
• bioscience
especially rural business owners looking
• food processing
for easy access to vital business training.
• data sciences
• medical sciences Courses include:
• power and energy • writing your business plan
• unmanned aerial systems • buying a business
• water tech • financing options
• wood products • digital and traditional marketing to win customers
• disaster recovery
How it works
• understanding your customer
Each industry cluster is based in a geographic region. Your small
business must be located in or near that region in order to join the
cluster. For example, the AgLaunch Initiative cluster, which focuses
on agricultural technology, is located in the Tennessee area. A
small agTech business in or near Tennessee will connect with
other agTech suppliers, service providers, and related institutions
through that innovation cluster.
Native American
Workshops
How it benefits you
Network with other industry innovators and connect with
resources that will help your small business find funding. You’ll
Tribal enterprises and business organizations
also receive guidance on how to better compete for government
contracts and other opportunities so you can grow and expand. can receive training at an SBA Entrepreneurial
Receive free technical and legal assistance to develop your tech Empowerment Workshop. These workshops
and get it to market for government and industry buyers. cover business concepts important for starting,
Get involved growing, or expanding a small business. RedWind
Find an SBA Regional Innovation Cluster near you by visiting instructors identify and help participants avoid
sba.gov/localassistance. Select the regional innovation clusters common pitfalls. Learn how to prepare a business
on the drop-down menu.
plan, gain access to capital, and basic book
keeping. Request a workshop in your area by
visiting nativesmallbusiness.org.

16
SBA Regional Innovation Clusters

11

14

13 7

10 5

6
2
12
8
9 1

Autonomous & Unmanned S  ystems

1 Cluster – Emerging Tech Ventures Integrative Business Services Inc.
9 (Industry focus: Optics)
The Ozarks Cluster – Startup Junkie
2 (Industry focus: Food processing, supply Great Plains Technology &
10 Manufacturing Cluster
chain, & logistics)

3 Montana Bioscience Cluster – Montana

The Water Council Cluster 11 Technology E
 nterprise Center
4 Marine Industry Science & Technology Cluster
12 AgLaunch Initiative
5 BioSTL: St. Louis Biosciences Cluster
Utah Advanced Material
13 Manufacturing Initiative
Oklahoma-South Kansas Unmanned
6
Aerial Systems Cluster
Defense Alliance - LSI Business
7 The Appalachian Ohio Wood Products Cluster 14 Development Inc. (Industry focus:
Advanced Power and Energy)
Conductor RIC in Healthcare, Education
8 & Data/Decision S
 ciences – Startup
Junkie Consulting

17
LOCAL BUSINESS ASSISTANCE

Find your Closest

SBA Office for Small
Business Assistance
For information on SBA offices and resource partners in your area, visit sba.gov/localresources.

ALABAMA CALIFORNIA CONNECTICUT

1. Birmingham 1. Fresno 1. Hartford
(205) 290-7101 (559) 487-5791 (860) 240-4700
sba.gov/al sba.gov/ca/fresno sba.gov/ct
2. Bridgeport
2. Mobile
(203) 335-0427
(251) 490-8638

DELAWARE
ALASKA
1. Wilmington
1. Anchorage (302) 573-6294
(907) 271-4022 2. Los Angeles-Glendale sba.gov/de
sba.gov/ak (818) 552-3201
2. Fairbanks sba.gov/ca/la
(907) 474-4878 3. Sacramento-Citrus Heights
(916) 735-1700
sba.gov/ca/sacramento
4. San Diego
(619) 557-7250 or (619) 727-4883
ARIZONA sba.gov/ca/sandiego

1. Phoenix 5. San Francisco

(602) 745-7200 (415) 744-6820
sba.gov/az sba.gov/ca/sf
6. Orange County/Inland Empire FLORIDA
2. Tucson
(520) 620-7042 (714) 550-7420 1. Jacksonville
sba.gov/ca/santa (904) 443-1900
3. Show Low
sba.gov/fl/north
(928) 532-0034
2. Orlando
(407) 648-2891
3. Miami
(305) 536-5521
sba.gov/southflorida
ARKANSAS
4. Fort Pierce
1. Little Rock (772) 466-3176
(501) 324-7379
COLORADO 5. Tampa
sba.gov/ar
1. Denver (813) 228-2100 x24
2. Fayetteville
(303) 844-2607
(501) 551-2694
sba.gov/co

18
 LOCAL BUSINESS ASSISTANCE

GEORGIA
1. Atlanta
(404) 331-0100 IOWA MARYLAND
sba.gov/ga
1. Des Moines
1. Baltimore
(515) 284-4422
(410) 962-6195
sba.gov/ia
sba.gov/md
2. Cedar Rapids
(319) 362-6405

GUAM
1. Hagatna
(671) 472-7277
sba.gov/gu MASSACHUSETTS
1. Boston
(617) 565-5590
sba.gov/ma
2. Kansas City
KANSAS Serving eastern Kansas
2. Springfield
(413) 785-0484
HAWAII 1. Wichita & western Missouri*
(316) 269-6616 (816) 426-4900
1. Honolulu
sba.gov/ks sba.gov/mo
(808) 541-2990
sba.gov/hi

IDAHO MICHIGAN
Also serving Baker,
1. Detroit
Grant, Harney,
(313) 226-6075
Malheur, Union, and
sba.gov/mi
Wallowa counties, OR
KENTUCKY 2. Grand Rapids
1. Boise
1. Louisville (616) 456-5512
(208) 334-9004
(502) 582-5971
sba.gov/id
sba.gov/ky

ILLINOIS
1. Chicago
LOUISIANA
1. New Orleans
MINNESOTA
(312) 353-4528
sba.gov/il (504) 589-6685 1. Minneapolis
sba.gov/la (612) 370-2324
2. Springfield
sba.gov/mn
(217) 793-5020

MAINE MISSISSIPPI
INDIANA
1. Augusta
1. Indianapolis 1. Jackson
(207) 622-8551
(317) 226-7272 (601) 965-4378
sba.gov/me
sba.gov/in sba.gov/ms
2. Bangor
2. Gulfport
(207) 450-2290
(228) 863-4449
3. Portland
(207) 248-9040

19
LOCAL BUSINESS ASSISTANCE

MISSOURI 2. Columbia NEW OHIO

1. St. Louis (573) 382-1792 MEXICO 1. Columbus
Serving eastern Missouri 3. Kansas City 1. Albuquerque (614) 469-6860
(314) 539-6600 Serving (505) 248-8225 sba.gov/oh/
sba.gov/mo/stlouis counties in sba.gov/nm columbus
eastern Kansas 2. Cincinnati
& western 4. Cleveland
(513) 684-2814
Missouri* (216) 522-4180
(816) 426-4900 3. Dayton sba.gov/oh/cleveland
sba.gov/mo (614) 633-6372

4. Springfield
(417) 890-8501

OKLAHOMA
MONTANA 1. Oklahoma City
(405) 609-8000
1. Helena
sba.gov/ok
(406) 441-1081
sba.gov/mt NEW YORK
1. Buffalo
(716) 551-4301 OREGON
sba.gov/ny/buffalo Also serving Clark,
5. Elmira
Cowlitz, Skamania,
2. Rochester (607) 734-8130
Wahkiakum
(585) 263-6700 6. New York City counties, WA
NEBRASKA 3. Syracuse (212) 264-4354
1. Portland
1. Omaha (315) 471-9393 sba.gov/ny
(503) 326-2682
(402) 221-4691 sba.gov/ny/syracuse 7. Long Island-
sba.gov/or
sba.gov/ne 4. Albany Hauppauge
(518) 446-1118 x231 (631) 454-0750

NEVADA
1. Las Vegas
(702) 388-6611
sba.gov/nv

NORTH PENNSYLVANIA
CAROLINA 1. Philadelphia- 3. Wilkes-Barre
King of Prussia (570) 826-6204
NEW HAMPSHIRE 1. Charlotte 2. Wilmington
(704) 344-6563 (610) 382-3062 4. Pittsburgh
1. Concord (910) 398-0746
sba.gov/nc sba.gov/pa/philadelphia (412) 395-6560
(603) 225-1400 3. Raleigh sba.gov/pa/
2. Harrisburg
sba.gov/nh (919) 532-5525 pittsburgh
(717) 782-3840

NORTH
DAKOTA
1. Fargo
(701) 239-5131
NEW JERSEY sba.gov/nd
1. Newark 2. Bismarck 3. Grand Forks PUERTO RICO
(973) 645-2434 (701) 328-5850 (701) 746-5160 1. San Juan
sba.gov/nj (787) 766-5572
sba.gov/pr

20
 LOCAL BUSINESS ASSISTANCE

RHODE WASHINGTON, DC
ISLAND Also serving Montgomery and
Prince George’s counties, MD
1. Providence
and Arlington, Fairfax, and
(401) 528-4561 U.S. VIRGIN ISLANDS Loudoun counties, VA
sba.gov/ri
1. St. Croix Post of Duty-Christiansted 1. (202) 205-8800
(787) 523-7120 sba.gov/dc
sba.gov/pr
SOUTH 2. St. Thomas
CAROLINA (787) 523-7120
1. Columbia
(803) 765-5377
sba.gov/sc
2. North Charleston
(843) 225-7430 WEST
VIRGINIA
1. Clarksburg
SOUTH (304) 623-5631
DAKOTA UTAH
sba.gov/wv
1. Sioux Falls 1. Salt Lake City
2. Charleston
(605) 330-4243 (801) 524-3209
(304) 347-5220
sba.gov/sd sba.gov/ut

2. Rapid City
(605) 341-5962 WISCONSIN
1. Milwaukee
(414) 297-3941
TENNESSEE sba.gov/wi
1. Nashville
VERMONT
2. Madison
(615) 736-5881 1. Montpelier
(608) 441-5263
sba.gov/tn (802) 828-4422
sba.gov/vt
2. Memphis
(901) 494-6906

VIRGINIA WYOMING
1. Richmond 1. Casper
(804) 771-2400 (307) 261-6500
sba.gov/va sba.gov/wy

TEXAS
* Missouri counties served by the SBA Kansas
1. Lower Rio Grande
City District Office: Adair, Andrew, Atchison, Bates,
Valley
Buchanan, Caldwell, Carroll, Cass, Chariton, Clay,
(956) 427-8533
Clinton, Cooper, Davies, DeKalb, Gentry, Grundy,
sba.gov/tx/ 5. Houston
Harrison, Henry, Holt, Howard, Jackson, Johnson,
harlingen (713) 773-6500
Lafayette, Linn, Livingston, Mercer, Nodaway, Pettis,
sba.gov/tx/houston
2. Corpus Christi Platte, Ray, Saline, Sullivan, and Worth.
(361) 879-0017 6. San Antonio
Kansas counties served by the SBA Kansas
(210) 403-5900
3. Dallas/Fort Worth WASHINGTON City District Office: Allen, Anderson, Atchison,
sba.gov/tx/
(817) 684-5500 Also serving Benewah, Bonner, Boundary, Bourbon, Brown, Cherokee, Coffey, Crawford,
sanantonio
sba.gov/tx/dallas Clearwater, Idaho, Kootenai, Latah, Lewis, Nez Doniphan, Douglas, Franklin, Jackson,
7. Lubbock-West Perce, Shoshone counties, ID Jefferson, Johnson, Labette, Leavenworth,
4. El Paso
Texas Linn, Marshall, Miami, Montgomery, Nemaha,
(915) 834-4600 1. Seattle 2. Spokane
(806) 472-7462 Neosho, Osage, Pottawatomie, Shawnee,
sba.gov/tx/elpaso (206) 553-7310 (509) 353-2800
sba.gov/tx/lubbock Wilson, Woodson, and Wyandotte.
sba.gov/wa

21
LOCAL BUSINESS ASSISTANCE

COURTESY OF THE SBA

Dac Tran grew her Viet Wah
market in Seattle, WA with the
help of an SBA-backed 7(a) loan.

How to Start
a Business
Thinking of starting a business? Here are the nuts & bolts.

The Startup Logistics Market Research

Even if you’re running a home-based business, you will have to Need to do research on your clients and location? View consumer
comply with many local, state, and federal regulations. Do not and business data for your area using the Census Business
ignore regulatory details. You may avoid some red tape in the Builder: Small Business Edition, https://cbb.census.gov/sbe.
beginning, but your lack of compliance could become an obstacle Filter your search by business type and location to view data on
as your business grows. Taking the time to research regulations your potential customers, including consumer spending, and a
is as important as knowing your market. Carefully investigate summary of existing businesses, available as a map and a report.
the laws affecting your industry. Being out of compliance could
leave you unprotected legally, lead to expensive penalties, and Business License & Zoning
jeopardize your business. Licenses are typically administered by a variety of state and local
departments. It is important to consider zoning regulations when

22
 LOCAL BUSINESS ASSISTANCE

COURTESY OF THE SBA

An O'Fallon Casting Inc.

employee at work in O'Fallon,
MO. Owner Vince Gimeno grew
his business thanks to expert
SBA business counseling.

choosing a site for your business. Contact the local business forms, at (800) 772-1213 or visit socialsecurity.gov/employer.
license office where you plan to locate your business. You may not You can file W-2s online or verify job seekers through the Social
be permitted to conduct business out of your home or engage in Security Number Verification Service.
industrial activity in a retail district.
Employment Eligibility Verification
Name Registration The Federal Immigration Reform and Control Act of 1986 requires
Register your business name with the county clerk where your employers to verify employment eligibility of new employees.
business is located. If you’re a corporation, also register with the state. The law obligates an employer to process Employment Eligibility
Verification Form I-9. The U.S. Citizenship and Immigration
Taxes Service offers information and assistance through uscis.gov/i-9-
As a business owner, you should know your federal tax responsibilities central. For forms call (800) 870-3676. For the employer hotline
and make business decisions to comply with certain tax requirements. call (888) 464-4218 or email I-9central@dhs.gov.
The IRS Small Business and Self-Employed Tax Center, go.usa.gov/ E-Verify, operated by the Department of Homeland Security
xPxYR, offers information on a variety of topics including: obtaining in partnership with the Social Security Administration,
an Employer Identification Number, paying and filing income tax, electronically verifies the Social Security number and
virtual workshops, forms, and publications. employment eligibility information reported on Form I-9. It’s
As the IRS continues to implement some of the Tax Cuts and the quickest way for employers to determine the employment
Jobs Act provisions, your tax obligations may change. Visit the eligibility of new hires. Visit e-verify.gov, call (888) 464-4218 or
Tax Reform Provisions that Affect Businesses page on irs.gov for email e-verify@dhs.gov.
the latest tax reform updates that affect your bottom line.
Health & Safety
Social Security All businesses with employees are required to comply with state
If you have any employees, including officers of a corporation and federal regulations regarding the protection of employees,
but not the sole proprietor or partners, you must make periodic visit dol.gov for information. The Occupational Safety and Health
payments, and/or file quarterly reports about payroll taxes and Administration provides information on the specific health and
other mandatory deductions. You can contact the IRS or the safety standards used by the U.S. Department of Labor. Call (800)
Social Security Administration for information, assistance, and 321-6742 or visit osha.gov.

23
LOCAL BUSINESS ASSISTANCE

COURTESY OF THE KARI WEIGEL

COURTESY OF THE SBA

COURTESY OF J. EMILIO FLORES
COURTESY OF THE SBA

Employee Insurance Environmental CLOCKWISE FROM TOP LEFT

Check with your state laws to see if you Regulations Kari Weigel provides educational services to
rural communities through her Sylvan Learning
are required to provide unemployment State assistance is available for small Center in Fargo, ND, which she expanded with
or workers’ compensation insurance for businesses that must comply with the help of SBA-backed financing.
your employees. For health insurance environmental regulations under the With the guidance of the SBA, Gricelda Mata
options, call the Small Business Clean Air Act. State Small Business qualified for SBA-backed financing to grow
Health Options Program at (800) 706- her restaurant in Wyoming, MI, outside Grand
Environmental Assistance programs Rapids. She opened Lindo Mexico’s new location
7893 or visit healthcare.gov/small- provide free and confidential assistance in 2015, complete with a larger dining area, an
businesses/employers. to help small business owners understand expanded bar, and a patio area.
Department of Labor Association and comply with complex environmental Mark Moralez was unable to find a bank to take a
Health Plans allow small businesses, regulations and permitting requirements. risk on his business loan until he connected with
an SBA Lender. Mark qualified for a $1.1 million
including self-employed workers, to These state programs can help businesses SBA-backed 7(a) loan to purchase Printing Palace
band together by geography or industry reduce emissions at the source, often in Santa, Monica, CA in 2015.
to obtain health care coverage as if reducing regulatory burden and saving Assisted by her local Small Business Development
they were a single large employer. For you money. To learn more about these Center and Women’s Business Center, Teresa
information, visit dol.gov/general/ Myers, owner of Myers-Seth Pump in Jacksonville,
free services visit nationalsbeap.org/ FL, received in-depth business assistance training
topic/association-health-plans. states/list. in the SBA Emerging Leaders program.

24
 LOCAL BUSINESS ASSISTANCE

Accessibility and ADA Compliance Reeves Clippard used the business knowledge he
For assistance with the Americans with Disabilities Act, call the acquired in the SBA Emerging Leaders program to
ADA Center at (800) 949-4232 or the Department of Justice at grow A/R Solar in Seattle, WA.
(800) 514-0301. Direct questions about accessible design and the
ADA standards to the U.S. Access Board at (800) 872-2253, TTY
(800) 993-2822, ta@access-board.gov or visit access-board.gov.

Child Support
Employers are essential to the success of the child support
program and are responsible for collecting 75% of support
nationwide through payroll deductions. The Office of Child
Support Enforcement at Health and Human Services offers
employers step-by-step instructions for processing income
withholding orders for child support. Download the fact sheet
about the Employer’s Role in the Child Support Program at the
Office of Child Support Enforcement’s website at acf.hhs.gov/
programs/css > employer responsibilities. You can also find
information about other employer responsibilities and tools
that can make meeting those responsibilities easier, such as
electronic income withholding orders and the Child Support
Portal. Send questions to employerservices@acf.hhs.gov.

Intellectual Property
Patents, trademarks, and copyrights are types of intellectual
property that serve to protect creations and innovations.
The United States Patent and Trademark Office is the federal
agency that grants U.S. patents and registers trademarks. For
information and resources about U.S. patents and federally
registered trademarks consult uspto.gov. Call the patent and
trademark office help center at (800) 786-9199 or visit your
COURTESY OF THE SBA

nearest office:
»» U.S. Patent and Trademark headquarters in Alexandria, Virginia
»» Elijah J. McCoy Midwest Regional Office in Detroit, Michigan,
uspto.gov/detroit
»» Rocky Mountain Regional Office in Denver, Colorado,
uspto.gov/denver A trademark or service mark includes any word, name, symbol,
»» Silicon Valley USPTO in San Jose, California, device, or any combination, used or intended to be used to identify
uspto.gov/siliconvalley and distinguish the goods/services of one seller or provider from
those of others and to indicate the source of the goods/services.
»» Texas Regional Office in Dallas, uspto.gov/texas Trademarks and service marks may be registered at both the
A patent for an invention is the grant of a property right to an state and federal level. The U.S. Patent and Trademark Office only
inventor, issued by the U.S. patent office. The right conferred registers federal trademarks and service marks. Federally registered
by the patent grant is the right to exclude others from making, trademarks may conflict with and supersede those registered only at
using, offering for sale, or selling the invention in the United the state level. Visit uspto.gov/trademarks.
States or importing the invention into the country. For Copyrights protect original works of authorship including
information visit uspto.gov/inventors. literary, dramatic, musical and artistic, and certain other
There are three types of patents: intellectual works. Copyrights do not protect facts, ideas, and
• Utility patents may be granted to anyone who invents or systems, although they may protect the way they are expressed.
discovers any new and useful process, machine, manufacture, For general information contact:
or composition of matter, or any new and useful improvement.
»» U.S. Copyright Office
• Design patents may be granted to anyone who invents a new, U.S. Library of Congress
original, and ornamental design for an article of manufacture. James Madison Memorial Building
• Plant patents may be granted to anyone who invents or 101 Independence Ave. Southeast
discovers and asexually reproduces any distinct and new Washington, DC
variety of plant, other than a tuber propagated plant or a plant (202) 707-3000 or toll free (877) 476-0778
found in an uncultivated state. copyright.gov

25
 FACEBOOK BLUEPRINT ADVERTISEMENT

We’re Builders
at Heart
Building a successful business is no easy feat. You’re responsible for managing financing, cashflow,
hiring, payroll, taxes—all of which are areas that are challenging enough on their own before you take
into account the efforts required to find and retain profitable customers.

Whether your business is creating products or offering services, While it’s easier than ever before to make your small business
you’ll need to build your brand and find a way to reach your most brand big by leveraging mobile technology and social media, we
valuable customers and prospects. know it can be daunting for entrepreneurs and owners who are
not experienced digital marketers.
Like you, we’re builders at heart. At Facebook, we’ve built a
company that connects billions of people around the world. Our That is why we created Facebook Blueprint—a global education
teams are constantly iterating, solving problems and working program that offers free, self-paced courses (online and video).
together to empower people to build community and connect to It will help you master the tools and create effective marketing
one another in meaningful ways. on Facebook and Instagram. From Creating a Facebook Business
Page to Audience Targeting to Campaign Measurement, there’s a
We’ve also built powerful tools that help millions of small course for everyone whether you’re a beginner or advanced.
businesses to expand their reach, find new customers, and
subsequently drive transactions and build lasting
relationships with them.

For example, Lloyd Taco, a food truck and restaurant company

based in Buffalo, New York, built their business from scratch
using a Facebook Business Page (and Page tools) as their go-to
platform for engaging with the community. The actions they took
on their page included announcing the truck’s whereabouts,
managing promotions and communicating directly with
customers. As of mid-2018, the company reported:

• 37% of new customers learned about Lloyd Taco from Facebook

• 42,000 people reached per week, on average
• 15 hours saved per week by prescheduling Facebook
post publishing

26
 AADDVVEERRTTI ISSEEMMEENNTT FACEBOOK BLUEPRINT

3 Tips
for Building Your
Brand Online
You’re building a business, which means you’re also building your brand. These days, the first place
people look when learning more about a business is online, and having a Facebook Business Page
gives you a chance to make important information about your business easily accessible.

Here are 3 tips to set up your Facebook Business Page (and to make the most of Page tools) so you can be
on your way to reaching your business goals.

Create a place for people to “meet your business” online Manage many aspects of your business from your Page
You can create your Facebook Business Page in minutes. It’s In addition to posting, there are many more ways for you
simple, free, and looks great on both desktop and mobile. to use your Page to manage your business:
Be sure to select the Page template and action buttons (e.g. Shop • Encourage customers to take specific actions - Drive
Now, Send a Message, Write a Recommendation) that make the more transactions with Page features tailored for
most sense for your business. your business type. For example, you can schedule
appointments or take reservations, drive people to your
Build an active and engaged audience for your business website’s shop or donate page, or provide a link for your
Grow your audience by inviting people who may be app or game to encourage people to download.
interested in what you have to offer to like your Business • Offer great customer service - People can communicate
Page. Your audience will likely consist of a wide variety of with your business through Messenger—it’s a familiar
people — friends or family who are fans of your product/ and convenient way to answer questions or help out a
content, potential customers, current customers and former customer. You can even create and save responses to
customers. Posting on your Business Page is a great way to let common inquiries to cut down on response time.
your customers and fans know what your business is up to. • Post an open job - Reach qualified job candidates
Keep customers interested and engaged with product or service where they’re already spending their time—on
updates, special promotions, event notifications and more. Facebook. You can post job opportunities on your
Business Page for free.
• Share on offer - Create coupons and discounts right
from your Page to let people know about specials and
Want to grow your deals—it can help you re-engage existing customers and
attract new ones.
business but don’t • Promote an event - If you’re hosting an event for your
business, you can use Facebook Events to spread the
know where to start? word. Share key details (time, location, etc.), increase
attendance and sell tickets.
Download and print your free ‘Grow • Sell things on Marketplace - Connect your products
Your Business’ digital infographic which and services to your local community by listing things to
provides a list of recommended online Facebook Marketplace. You can target buyers on the go
courses for 6 marketing challenges with mobile-friendly listings.
commonly faced by businesses.

https://fb.me/start-your-learning-here This is a paid advertisement. The inclusion of this paid

advertisement in the SBA Small Business Resource Guide does
not indicate SBA’s endorsement of the company, its owner, or its
advertised products or services.

27
LOCAL BUSINESS ASSISTANCE

10 Tips
to Help You Build and Grow a
Stand-Out Small Business Brand
Build a better business with these time-tested tips.

Elliot Henry, an 8(a) program

graduate, runs Unlimited Water
Processing in St. Louis, MO.

The United States loves small businesses. That’s according to niche, the target customer is very defined. Business operations
a survey by the Pew Foundation reported by Small Business are agile and unconstrained by corporate rules and processes.
Trends, smallbiztrends.com, which found that 71% of Americans Small businesses are also trusted for their integrity, community
view small business more favorably than any other institutions, engagement, and customer service. When was the last time you
including religious organizations. called a small business and got put through to an automated call
Why is this? Well, small businesses are seen as a positive influence. center? These things come together to create a hugely competitive
But it’s more than that. value proposition, the linchpin of your brand.
Small businesses are in a unique position to create valuable But what can you do to leverage these experiences and grow
customer experiences. Their products and services are often the appeal of your brand without breaking the bank?

28
 LOCAL BUSINESS ASSISTANCE

1 6
What is Your Brand? Have a Distinct Voice
It’s important to understand that your brand is much A great way to ensure your distinct brand message
more than your logo, merchandising or products. It is is delivered consistently across your business is to
all the experiences customers have with your business, focus on how you and your employees interact and
including the visual elements of your business. It also includes communicate with customers in person, on the phone, and
what you do, how you do it, customer interactions, and your on social media. Not sure what your “voice” should be? Look
marketing. All of these elements help establish the trust and to other brands. What do they do that you’d like to emulate?
credibility of your business. How do they greet and interact with you? What is it they do that

2
makes you feel good about doing business with them?

7
Stand Out
If your brand is going to be strong, you need to be able Build Community Around What you Do
to pinpoint what makes you different from competitors. A successful brand is one trusted and respected by
A SCORE mentor, sba.gov/score, can help you use customers. Building a strong community online and
competitive differentiators to build your business brand. off can help you achieve this. You don’t have to spend
Don’t forget to weave your differentiators into your company’s a lot of money to do this. In fact, many successful brands
messaging and marketing. concentrate almost exclusively in online and offline community

3
building. Offline participation in community activities, such as
Have Great Products and Services local events, fundraisers, and charities, as well as hosting your
Word of mouth is often a small business’s greatest lead own events, such as workshops or loyal customer events, can all
generator, so having great products and services that help you build community and extend the trust your brand has
people talk about is a critical part of your brand. Even earned.

8
the most outgoing and charming small business owner is not
going to succeed in bringing customers back unless the product Be an Advocate for Your Business—
or service they provide delivers and exceeds expectations. Don’t Not Just a Salesman
lose sight of your product, keep refining it, testing new offerings, You don't have to be the greatest salesman to succeed
and making sure you always put product first. in business. Selling takes many forms, and being a

4
brand advocate gels them. For example, many small business
Make Sure Your Customers Know owners strive to be the number one salesman, the number one
the Face Behind the Product cheerleader, and the number one fan of their own business. If
One of the biggest reasons that small businesses fail you are passionate about your business, be an advocate for it.
is because of the persistent absence of the business Invite people in!

9
owner. You only need to look at a few episodes of business
makeover TV shows to witness what can go wrong when a Be Reliable
business is left to run itself. Without an actively engaged owner, Letting your customers down by failing to live up
employees lose motivation and structure, which can quickly lead to your own promises and brand standards can be
to sloppy service, a poor product, and customer churn. Yes, your particularly harmful for small businesses that depend
business needs to be able to function without your constant heavily on referrals. The foundation of brand loyalty lies in great
presence, but it’s important to strike a balance. Find ways to service; a happy customer is a loyal customer. Make sure you
make sure your customers know you and connect with the face aren’t making promises that you can’t keep, whether you run a
behind the business. Businesses thrive when the energy of the pizza business and pledge to deliver within 30 minutes, or you’re
owner is present. a painting contractor who promises to start a job on a Monday at

5
9 a.m. sharp. Stand by your promises.

10
Get Your Name and Logo Right
It’s important to get this right the first time because Have a Value Proposition
changing your name and logo later can be costly. Your Value, not to be mistaken with price, can help
logo and name should be easily recognizable and define your brand and differentiate you from
reflect the nature and tone of your business as well as appeal the competition. This goes back to my second
to your target market. I’m a dog owner, and two of my absolute point about standing out. What niche do you serve? What do you
favorite small businesses cater to pet owners: my local provider do well in that niche that makes you different from everyone
of dog walking services and a healthful pet food store. When else? What are the emotional benefits of what you do? The
I see their logos, it makes me feel good; I feel an affinity with answers to these questions will help define what your value is to
them. That’s what you need to shoot for. your customers. It could be your great customer service, product
quality, innovation, or a combination of these.

written by Caron Beesley, contributor

29
 FUNDING PROGRAMS
Financing Your Small Business

How We Did It

Crafting a
Business
SBA-backed financing helped Superstition Meadery expand
into a multimillion dollar enterprise.
written by Becky Bosshart
COURTESY OF SUPERSTITION MEADERY

30
 FUNDING PROGRAMS

J
ennifer and Jeff Herbert’s Solution
home-based brewing has Thanks to guidance from an SBA
expanded into a global, Resource Partner, the Small Business
multimillion dollar Development Center at Yavapai
enterprise thanks to SBA Community College, Jennifer and Jeff
assistance. Using Arizona honey and learned about financing that worked

5
ingredients they’ve sourced from for them. The SBA guarantees loans
around the world (such as Tahitian made by lending institutions to small

Tips for
vanilla and Moroccan saffron), the business that would not otherwise be
Herberts are selling nearly 30,000 able to obtain financing. Their small

Success
gallons annually of their honey-based business qualified for two SBA-backed
fermented beverage. They operate a loans totaling more than $600,000. The
downtown Prescott, Arizona tasting Herberts’ first SBA-backed loan allowed
room and state-of-the-art production them to acquire commercial property to
facility, creating jobs and building design and build their mead production Get guidance.
a local craft industry. The Herberts, facility. Their second SBA-backed loan Develop a working relationship with
founding members of the American provided the funding for professional an SBA Resource Partner (see page 8)
Mead Makers Association, have brewing equipment to complete their to help you find the funding that works
traveled around the world hosting 7,450-square-foot production space. The best for you.
pairing events and pouring at craft Herberts recently purchased a historic
beverage festivals. building in downtown Phoenix, Arizona
to open a mead-pairing restaurant. Define your lending needs.
Challenge
Determine if a loan is right for you. Is
The Herberts wanted to scale up their Benefit
this the right time? How much do you
meadery while also staying true to The Herberts started with two
need? What are you going to use it for?
their values of quality ingredients and employees and now have over 20
craft process. It is often difficult for producing 29,000 gallons this year.
new entrepreneurs or unique concepts From a homegrown setup, Jennifer and
Talk to multiple lenders.
like a meadery to get traditional Jeff are now charting revenue in excess
See who best matches you and your
financing, even though they knew of $2.6 million and distributing to 37
business. Has the lender successfully
they had a great idea, the backing states, across Europe and Southeast
worked with other businesses in
wasn’t there to expand. They say that Asia. They have plans for another your industry?
choosing to do something new breaks expansion, including a shipping
the mold, which can be uncomfortable warehouse to manage their online retail
for traditional lenders. and wholesale orders.
Check all options.
Consult with your lender to see if
you’re eligible for SBA financing
programs, determined by your
industry & experience; collateral;
credit score; and the relationship &
transparency you develop with the
lending agent.

Be ready for the ups

and downs.
Your entrepreneurial endeavor will
be a roller coaster ride filled with
challenges and successes. The path
is all consuming so make sure that
COURTESY OF SUPERSTITION MEADERY

you love what you do. Passion is the

price of admission.

Jeff & Jennifer Herbert, owners of Superstition Meadery, completed their 7,450-square-
foot production space and opened a tasting room in Prescott, AZ with the assistance of
SBA-backed financing. See their story on YouTube by searching for the 2019 National
Small Business Persons of the Year.

31
 FUNDING PROGRAMS

Lender SBA-backed Loans

Match help small business owners and entrepreneurs who are
creditworthy but don’t qualify for conventional financing.
Find a lender interested
If you cannot obtain a business loan with reasonable rates
in working with you at
sba.gov/lendermatch. and terms, contact your local SBA Lender to see if you are
This matching tool eligible for SBA programs. The SBA works with participating
connects entrepreneurs lenders to reduce their risk, increasing the likelihood your
with SBA Lenders in
loan will be approved with the terms that work best for
your area.
you. The guarantee is conditional on the lender following
SBA program requirements. Just like with any other loan,
you make your loan payments directly to your lender in
accordance with your terms.

Let us help give

voice to your BY NEW SOUTH M E D I A

story. We have all heard the phrase “content is

king.” Creating rich, engaging, and inspiring
content differentiates your brand in the
marketplace. But who has time to focus on
anything other than running their business?
Narrative works with you to develop the
tools to tell your story across all media
platforms. Powerful and authentic storytelling
helps you stand out. It inspires action. It
creates an emotional impact and forges
enduring relationships. It separates you from
SCOPE OF SERVICES the competition.
Brand Voice Blogs Brochures Videos To learn more, contact Buddy Butler at
buddy@newsouthmediainc.com or call
Articles Website Content Photography and more 304.615.9884.

32
 FUNDING PROGRAMS

Need
Financing?
Visit your local SBA office or lender to learn about
these funding options.

The 7(a) Loan, the SBA’s Largest

Financing Program
If you cannot get conventional financing and you meet the
eligibility requirements, you can use a 7(a) loan to buy real estate,
equipment, or inventory for your small business. It may also be
used for working capital, to refinance business debt or purchase a
small business.
MAX LOAN AMOUNT: $5 million
INTEREST RATE: generally prime + a reasonable rate capped at 2.75%
TERMS: loan term varies according to the purpose of the loan,
generally up to 25 years for real estate, 10 years for other fixed
assets and working capital
GUARANTEE: 50 to 90%

CAPLines Microloans
Meet your revolving capital needs with lines of credit. CAPLines can Eligible businesses can startup and grow with working
be used for contract financing, seasonal lines of credit, builders line capital or funds for supplies, equipment, furniture and fixtures.
of credit, or for general working capital lines. Borrow from $500 to $50,000 and access free business counseling
from microlenders.
SBA Express Loan INTEREST RATE: loans less than $10,000, lender cost + 8.5%; loans
Featuring a simplified process, these loans are delivered by $10,000 and greater, lender cost + 7.75%
experienced lenders who are authorized to make the credit decision
for the SBA. These can be term loans or revolving lines of credit. TERMS: lender negotiated, no early payoff penalty

MAX LOAN AMOUNT: $350,000

504 Certified Development Company Loan
INTEREST RATE: for loans less than $50,000, prime + 6.5%; for If you do not qualify for traditional financing, but would like to
loans of $50,000 and greater, prime + 4.75% purchase or renovate real estate or buy heavy equipment for
TERMS: loan term varies according to the purpose of the loan, your business, ask about the 504 loan. It provides competitive
generally up to 25 years for real estate and 10 years for other fixed fixed-rate mortgage financing through a lender and a Certified
assets and working capital Development Company.

GUARANTEE: 50% MAX LOAN AMOUNT (UP TO 40% OF THE TOTAL PROJECT):
up to $5 million; $5.5 million for manufacturing or energy public
Community Advantage policy projects
A financing program for women, veterans, low-income borrowers, and INTEREST RATE: below market fixed rates for 10, 20 or 25 year terms
minority entrepreneurs just starting up or in business for a few years.
TERMS: 20 or 25 years for real estate or long-term equipment,
Receive free business counseling as you work with a community-based
10 years for general machinery and equipment
financial institution.
GUARANTEE: the lender provides a senior loan for 50% of the
INTEREST RATE: prime + 6%
project cost (with no SBA guarantee); the CDC finances up to 40% in
TERMS: up to 25 years for real estate, 10 years for equipment and a junior lien position (supported by the SBA guarantee)
working capital
SPECIAL CONDITION: a minimum borrower contribution, or down
GUARANTEE: 75 to 90% payment, is required, amounts vary by project but are usually 10%

33
 FUNDING PROGRAMS

Go Global with
International Trade
Businesses that export are more resilient—they are less dependent on any one market. Exporting also
stabilizes sales for those who make seasonal products.

COURTESY OF THE SBA

COURTESY OF THE SBA

Expand your Market finalizing an export sale or contract, so adequate Interest rate: typically not to exceed prime
Small businesses can enter and excel in the financing is in place by the time you win your + 6.5%
international marketplace using State Trade contract. If you’ve been in business for at least Terms: up to 25 years for real estate, up to
Expansion Program grants and training. a year, ask your area SBA regional finance 10 years for equipment, up to seven years
Visit sba.gov/internationaltrade to find manager about the Export Working Capital for lines of credit
out if your state is participating. program. The International Trade Loan program Guarantee: up to 90%
You can: also helps exporters who have been adversely Approval time: 36 hours or less
affected by foreign importing competition,
• learn how to export
helping you better compete globally.
• participate in foreign trade missions and
trade shows
Max loan amount: $5 million
Interest rate: for Export Working Capital, the Expert Advice on
• obtain services to support foreign market
entry
rate is negotiated between borrower and lender. Exporting
For the International Trade Loan, it also cannot
Find an SBA professional in one of the
• translate websites to attract foreign buyers exceed prime + 2.75% for loan amounts over
21 U.S. Export Assistance Centers,
$50,000 and maturity of seven years or more
• design international marketing products sba.gov/tools/local-assistance/
Terms: For Export Working Capital, typically
or campaigns eac, located in most major metro
one year, cannot exceed three years. For
areas. The centers are also staffed by
Financing for International Growth International Trade Loans, up to 25 years for
the U.S. Department of Commerce
Having trouble securing capital to meet your real estate, up to 10 years for equipment
and, in some locations, the Export-
small business exporting needs? Use SBA Guarantee: up to 90%
Import Bank of the United States and
international trade programs to cover short Export Express uses a streamlined process other public and private organiza-
or long-term costs necessary to sell goods or that expedites the SBA guarantee—what tions. Visit your local Small Business
services abroad. Loan proceeds can be used small businesses need most when preparing Development Center (see page 8) for
for working capital to finance foreign sales or to export or ramping up international trade exporting assistance from profes-
for fixed assets, helping you better compete on a fast timeline. sional business counselors.
globally. You can apply for lines of credit prior to Max loan amount: $500,000

34
 HOW THE SBA HELPED US SUCCEED Help with Trade Barriers
Small businesses that qualify for the SBA State Trade Expansion Program use If you need assistance with
grant proceeds to bolster their international market presence, which EarthQuaker international trade regulations,
Devices has done in a seismic way. A manufacturer of guitar special effects the SBA can be your advocate in
pedals in Akron, OH, EarthQuaker has built an international social media fanbase foreign markets. Call toll free
delivering content in seven languages, generating millions of website page views.
(855) 722-4877 or email your
EarthQuaker owners Julie Robbins & Jamie Stillman developed their global
contact information and trade
marketing strategy and multilingual promo materials with the SBA State Trade Expansion
issue to international@sba.gov.
Program. The couple also received global marketing counseling and research assistance
from the Ohio Small Business development Center Export Assistance Network.

35
 FUNDING PROGRAMS

R&D Opportunities for High

Growth Startups
Engaged in high-risk research and development? Compete for funding to develop your
cutting-edge technology.

Do you work in one of

these areas?
»» advanced materials
»» agTech
»» artificial intelligence
»» biomedical
»» cybersecurity
»» energy
»» first response
»» national security
»» space exploration
The Small Business Innovation Research
and the Small Business Technology Transfer
programs, also called America’s Seed Fund,
provide more than $3.5 billion in early stage
capital through a competitive awards process.

How it works
Every year, participating federal agencies
announce topical areas that address their
R&D needs. Eligible businesses submit
proposals to win either grants or contracts.
There are three phases:
»» The proof-of-concept stage typically
lasts from 6-12 months, and ranges from
$100,000-$225,000.
»» The full R&D period lasts about 24
COURTESY OF THE SBA

months and typically provides $600,000-

$1.5 million.
»» The commercialization stage is when you
seek public or private funds for your venture.

How your startup benefits

HOW THE SBA HELPED US SUCCEED The funding agency does not take an equity
Killer Snails brings science out of the laboratory and into classrooms and living rooms position or ownership of your business. The
with award-winning educational games, such as BioDive, Assassins of the Sea, and federal government also protects data rights and
Biome Builder. The Brooklyn, NY-based business gained access to startup funding the ability to win sole-source phase III contracts.
thanks to the Small Business Innovation Research program. Dr. Mandë Holford, left, Participating agencies:
Jessica Ochoa Hendrix, right, and Dr. Lindsay Portnoy envisioned how venomous
»» Department of Agriculture
marine snail research could be used in extended reality and digital learning to engage
students and meet educators’ needs. The business has raised more than $1.2 million to »» Department of Commerce
support a team of full-time employees. Killer Snails’s tabletop, digital, augmented and ›› National Institute of Standards
virtual reality games have won national and international awards. and Technology

36
 ›› National Oceanic and Atmospheric Administration
»» Department of Defense
»» Department of Education
»» Department of Energy
»» Department of Health and Human Services
»» Department of Homeland Security
»» Department of Transportation
»» Environmental Protection Agency
»» NASA
»» National Science Foundation
Visit sbir.gov to find funding opportunities and helpful program
tutorials, as well as past award winners, such as Qualcomm,
iRobot, Illumina, and Symantec.

SBIR Road Tour

Visit sbirroadtour.com to learn about national events
connecting entrepreneurs working on advanced tech to the
country’s largest source of early stage funding. Each SBIR Road
Tour stop introduces participating federal agency program
managers, who oversee over 5,000 new awards annually.
Southwest U.S. stops in Arizona, Texas, New Mexico, and
Colorado are planned for mid-August. Eastern stops in Vermont,
New York, New Jersey, Pennsylvania, and Maryland are planned
for mid-September. The road tour stops in Miami and Puerto
Rico in November.

Investment Capital
Looking for investors? For mature, profitable busi-
nesses with sufficient cash flow to pay interest, a Small
Business Investment Company can help scale up your
small business.

How an SBIC works

Investment companies with financing expertise in
certain industry sectors receive SBA-guaranteed loans,
which means the federal government is responsible in
case of default. These investment companies then use
the SBA-guaranteed capital and private funds to invest
in qualifying small businesses. Each SBIC has its own
investment profile in terms of targeted industry, geogra-
phy, company maturity, the types and size of financing
they provide.

To be eligible
The majority of your employees and assets must be within
the United States. Some ineligible small businesses and
activities include relenders, real estate, project financing,
and foreign investment.
Visit sba.gov and click on Funding Program and then
Investment Capital.

37
FUNDING PROGRAMS DISASTER ASSISTANCE

COURTESY OF THE SBA

How I Did It

Smiling After the

Storm
With SBA assistance, Stephanie Vitori rebuilt her Miami Beach, FL restaurant after Hurricane Irma.

I
written by Jess Walker
beef cheeseburgers sizzle on the flat-top grill.
f you ask Stephanie Vitori, the person who coined the term “bittersweet”
Burgers are kept classic, no extra frills. “People
must have run a business. In the 15 years Stephanie has owned
feel at home,” Stephanie says. “You’re not just
Cheeseburger Baby, the Florida burger joint has endured recessions,
another table somebody has to serve.” Here,
multiple hurricanes, and competition from corporate franchises. She has
everybody feels like somebody, she says. So
grown along with Cheeseburger Baby, changing with each stage of the
many people love a good cheeseburger, which
business lifecycle.
is why all kinds of people are attracted to her
Vitori worked as a delivery driver before purchasing the business in
restaurant. Cheeseburger Baby’s handcrafted
2004. Since then, she’s expanded by purchasing two food trucks. She runs
patties have been featured on the Food
an open kitchen, which means customers can watch their 100% Angus
Network and consumed by celebrities such as

38
 DISASTER ASSISTANCE FUNDING PROGRAMS

What to do
after a Disaster
Declaration
After a disaster is declared
by the President
Register with FEMA at
disasterassistance.gov, or call (800) 621-3362,
TTY 800-462-7585, or visit a Disaster Recovery
Center. Locations can be found at fema.gov/drc.
Businesses are automatically referred to the SBA.
Most homeowners and renters will be referred
COURTESY OF THE SBA

by FEMA to the SBA to apply for disaster loan

assistance. You must complete the SBA application
to be considered for assistance. If the SBA cannot
help you with a loan for all your needs, the SBA
will in most cases refer you back to FEMA. If you do
not complete an SBA application, you may not be
Jay-Z and Kanye West. Stephanie has met famous chefs “all through considered for assistance from other agencies.
a cheeseburger.” But just as special to her is the Vietnamese couple
who came in one day, speaking little English. They were eager to meet Express Bridge Loan Pilot Program
Stephanie and show her a napkin with “Cheeseburger Baby” scrawled Businesses affected by a Presidential disaster
on it. On the other side of the world, a friend had told them to come, declaration are eligible to receive expedited
so they did. It all just goes to show you, Stephanie says, people come financing through an SBA Express lender. These
together for a great cheeseburger. funds may be used for disaster-related purposes
while the business waits for long-term financing
Challenge through the SBA’s direct disaster loan program.
Despite these sweet moments, there have also been bitter ones. Loan Amount: $25,000
Hurricane Irma struck in 2017, and Cheeseburger Baby lost equipment
Terms: up to seven years
and food supplies. Thirty percent of sales blew away with the wind. “It
was a zombie zone in South Beach. People were scared to come since Guarantee: 50%
they thought everything was destroyed,” Stephanie says. “It was the After a disaster is declared by the SBA
roughest road I’ve ever traveled.” Businesses of all sizes, nonprofits, homeowners,
and renters are eligible to apply
Solution for an SBA disaster assistance
An SBA disaster assistance loan aided Cheeseburger Baby’s recovery. loan. Visit a Business Recovery
The SBA provides direct low-interest loans to businesses of all sizes, Center or Disaster Loan
nonprofits, homeowners, and renters to repair damage or replace Outreach Center in your area or
property not covered by insurance or other forms of assistance. visit disasterloan.sba.gov/ela to apply for a loan.
SBA disaster assistance loans can also be used to rebuild stronger, You can also call the SBA customer service center
protecting your home or business against future damage caused by a at (800) 659-2955, TTY (800) 877-8339, and ask for
disaster. The SBA also introduced Stephanie to her local Small an application package. FEMA grant assistance for
homeowners or renters is not available under an
SBA declaration.
Information you need to get started:
When you're affected by a disaster the SBA, the Federal
• address of damaged residence or business
Emergency Management Agency, and other organizations
and contact information
work together to provide assistance. Once immediate safety
and security needs are met, the SBA helps get you and your • insurance information, including type of
community back to where you were before the disaster. Since insurance, policy numbers, and amount
received
low-interest SBA disaster assistance loans are government
aid, creditworthiness and the ability to repay are taken into • household and/or business income
consideration before a loan is awarded. • description of disaster-caused damage
and losses

39
FUNDING PROGRAMS DISASTER ASSISTANCE

The SBA provides direct

low-interest loans to Keep
businesses of all sizes,
in
mind
nonprofits, homeowners,
and renters to repair
COURTESY OF THE SBA

Since an SBA disaster

or replace damaged assistance loan is a
direct loan from the
property not covered government, other
organizations may
by insurance or other reduce or not award
you a grant if you have
Business Development Center, which
provided assistance with financing
forms of assistance. received an SBA loan
or other assistance for
options and marketing. She continues
to meet with SBDC advisers every SBA disaster assistance your disaster loss. Be
sure to check with the
loans can also be used
month to remain competitive in an
ever-changing economy. organization offering
During disasters, the responsibility assistance to see how
falls on the owner’s shoulders. But to rebuild stronger, an SBA loan might
one lesson Stephanie has learned is affect your eligibility for
the value in reaching out to others protecting your home or their program. In gen-
for assistance and counsel. While her eral, recovery expenses
brick-and-mortar restaurant was being business against future covered by insurance,
rebuilt, she sold from a food truck. FEMA or other forms of
When the restaurant was operational
again, she advertised that with
damage caused by a assistance may reduce
the amount provided
spray paint on the plywood covering
the broken windows. Stephanie
disaster. For information by your SBA disaster
assistance loan.
and her wife, Gabrie Vitori, rebuilt
Cheeseburger Baby by depending on
visit sba.gov/disaster.
each other and SBA assistance. See
their story on YouTube by searching
for the 2019 Phoenix Award for Small
Business Disaster Recovery. “You’ve
got to have resiliency. You’ve got

Get Ready
to swallow your pride sometimes,”
Stephanie says. “But you also have to
believe in your product.”

Benefit The Ready Business program, ready.gov/business,

For Cheeseburger Baby, that product gives step-by-step guidance on how to prepare
will continue satisfying the burger your business for a disaster. The series includes
hankerings of locals, celebrities, and
tourists alike. Vitori sees expansion in
preparedness toolkits for earthquakes, hurricanes,
her future—she’d like to have a brick- inland flooding, power outages, and severe winds/
and-mortar restaurant and food truck tornadoes. Spanish materials are available.
in each growing town in South Florida.
“My whole life is this. I’ve always felt
a love for business ownership, ” Vitori
says. “That drive keeps you going.”

40
 DISASTER ASSISTANCE FUNDING PROGRAMS

Getting Back to Business:

Six essential preparedness steps for creating a continuity plan
The financial and emotional cost of rebuilding a business after a disaster can be overwhelming.
With a business continuity plan in place, you can recover more quickly.Your plan also puts you
in a better position to contribute to the economic recovery of your community.

1
Establish a communications plan
• Test your calling tree or communications list to reach employees to ensure they and their families are safe.

2 3
Protect your documents Review insurance coverage
• Keep copies of vital business documents in a digital • Contact your insurance agent to find out if your coverage
format or in an accessible, protected off-site location. is right for your business; make sure you understand the
policy limits and deductibles.
• Ask about business interruption insurance, which
compensates you for lost income and covers operating
expenses if your company has to temporarily shut down
because of a disaster.

Establish a solid supply chain

• If your vendors and suppliers are local and the disaster is widespread, you will all be in the same situation—
4 struggling to recover. Put a disaster response plan in place to get key supplies from companies outside your
area. Create a contact list of contractors and vendors you plan to use.

OPEN
5 6

Plan for an alternative location Practice your plan with your staff
• Identify several places to relocate your operations in case Based on your location, assess your risk
you must close your primary location for an extended time. for every type of emergency.
• Consider creative options for available office space, including
• Discuss as a group how your plan would be affected by
sharing space and resources with other businesses.
different types of disasters, such as an earthquake, tornado,
• Allow employees to telecommute until your location reopens.
flood, mudslight, or hurricane.

41
 FUNDING PROGRAMS

Surety Bonds
SBA-backed surety bonds help small businesses succeed.

Eligible small businesses in the

construction, supply, and service sectors
better compete for contracting and
subcontracting jobs using SBA-backed
surety bonds.

How you benefit

Surety bonds help small businesses
receive the bonding assistance they
need to win contracts by providing the
customer with a guarantee the work will
be completed.

How surety bonds work

Many contracts require surety bonds,
which are offered by surety companies.
The SBA guarantee provides an incentive
for surety companies to work with small
businesses that would normally not be
able to obtain the bond.
COURTESY OF AZTEC CONTRACTORS

Is the program right

for you?
Small businesses that often come to the
SBA for surety bonds:
»» startups and firms in business less
than three years
»» businesses with credit issues
or internally prepared financial
statements
»» those who cannot secure bonding
HOW THE SBA HELPED ME SUCCEED
With SBA-backed surety bonds, Frank Spencer III has been able to better compete for
through regular commercial
commercial and government contracts. Aztec Contractors of El Paso, TX received the
channels
bonding support it needed to compete for construction contracts with the General
»» subcontractors with a desire to Services Administration, U.S. Army Corps of Engineers, and the Mission and Installation
establish their own bonding as a Contracting Command. Frank acquired Aztec in 2006 with no capital and only two
prime contractor employees. Now he employs 25 full time and provides internship opportunities. Sales
»» those wishing to increase their have grown to about $30 million annually. Aztec now qualifies for bonding in the
current bonding limits standard surety market without SBA support.

42
 FUNDING PROGRAMS

For all contracts and subcontracts up to $6.5 million, the SBA

guarantees bid, payment, performance, and ancillary bonds issued
by surety companies. For federal contracts up to $10 million, the SBA
makes a guarantee if it’s in the best interest of the government.

The SBA reimburses surety companies in case of default 90% of losses sustained for veteran & service-
disabled veteran, minority, 8(a), and HUBZone-certified small businesses; all projects up to $100,000 and 80%
for all other small businesses.

Need a surety bond

guarantee fast?
For contracts under $400,000, the process is streamlined using the SBA’s QuickApp program.
»» easy application
»» no need to submit financials to the SBA
»» online applications submitted to SBA authorized agents approved within hours

Ready to start?
The SBA partners with 36 surety companies and hundreds of bonding agents. Find
authorized agents at sba.gov/osg.
Do you want to discuss the advantages of the SBA’s Surety Bond Guarantee program?
Contact a bonding specialist:

Tamara E. Murray Kevin Valdes Jennifer C. Bledsoe

Denver, CO Seattle, WA Washington, DC
(303) 927-3479 (206) 553-7277 (202) 205-6153

43
 CONTRACTING
Doing Business with the Government

COURTESY OF THE SBA

How I Did It

Taking the Helm

Jennifer Rahn steers Admiral Engineering and Manufacturing to success as a government subcontractor.
written by Micaela Morrissette

44
 CONTRACTING

5 Tips for
Success:
Find a mentor.
I had a great mentor in my company,
and I reached for opportunity when it
was in front of me.

Always move forward.

The SBA has educational resources
to improve your business know-how.
To learn more about government
contracting and SBA certification
programs, call your local SBA
district office or procurement center
representative.

Compete smart.
See if your company can use the
SBA Subcontracting Network
database, https://eweb1.sba.gov/
COURTESY OF THE SBA

subnet/client/dsp_Landing.cfm.
SubNet connects businesses with
subcontractors & small businesses
with contract opportunities.

J
ennifer Rahn was first said, laughing.
Know your industry.
I see everything; I have my hands in
hired as an office assistant One of their largest clients, aero-
everything. I don’t want to expand to
at Phoenix, Arizona-based space and defense company L3
where I can’t do that anymore.
Admiral Engineering and Technologies, nominated Admiral
Manufacturing Co. Rising for the SBA Subcontractor of the
to the top in a sector dominated by Year award. As a subcontractor for L3
Build a team.
men, Rahn’s career sounds a lot like Technologies, Rahn said she gets great
Everybody feels like this is our work
the classic American success story. She satisfaction from knowing soldiers
family. My employees are as big a part
got there with the help of a mentor and are able to communicate with their
of my company as I am, so I make
business growth earned as a federal leaders because of parts her company sure they know that.
government subcontractor. has made.
For 16 years, Rahn worked side-by- When Schlosser decided to retire, he
side with then-owner David Schlosser, asked Rahn to purchase Admiral. major government contractors. She’s
who became her mentor. Rahn says she “He did not want to sell to a corpo- grateful prime contractors have incen-
learned “everything it takes to run a ration that would bring in their own tive to subcontract with small business,
machine shop. I naturally just picked it people or end up foreclosing,” Rahn and that helps businesses like Admiral.
up and wanted it.” says. “Then all your hard work is gone. Rahn has plans to grow, but not in
The learning curve was steep— I agreed because it was everything I had the typical ways. She’s investing in
Admiral specializes in complex spent my life working on, too.” replacing equipment, enhancing effi-
machined parts for industries including In September 2017, she took over as ciency and productivity while leading
aerospace and communications—and owner and president. Ownership tran- Admiral into new arenas like 3D print-
Schlosser expected as much as he gave. sition poses a unique set of challenges. ing. Because of the stability provided
“When I did something wrong, he told Rahn wanted to maintain relationships by being a government subcontractor,
me, and I didn’t do that again,” Rahn with her existing clients, which include she’s able to do all of this.

45
 CONTRACTING

How to do business
with the government
1 Identify your product or service number at
naics.com.
5 Obtain a free DUNS number at
fedgov.dnb.com/webform.

2 6
Search the FedBizOpps database (fbo.gov) to Register with the System for Award
see if any federal agencies are looking for your Management (sam.gov) to start doing
product or service. business with the government.

3 7
Attend an SBA district office workshop on Are you eligible for SBA certification
contracting. Visit sba.gov/localassistance programs? Read more about the 8(a),
to find your local office. woman-owned small business, and
HUBZone programs. Find out if you are

4
Talk to a local Small Business Development eligible and upload all required documents
Center counselor (see page 8) or visit a to certify.sba.gov.
Procurement Technical Assistance Program
adviser. Find your closest center at aptac-us.org.

46
 CONTRACTING

Government Contracting
Is it right for you? Government
Government Contracting
Is it for you?
contracting
OPEN

Government contractingcan bea avaluable

can be valuable
tool totool
growto grow
your small your small
business, but it business,
isn’t for but
it isn't for everyone. Complete theComplete
everyone. following readiness
the following assessment
readiness assessment toto help
help you decide
you decide whether whether
your your
company can successfully compete
company can successfully compete for government contracts. for government contracts.

Does the government buy the Are you capable of fulfilling Confirm your answer to all
product or service that you sell? a government contract (e.g., of the following:
time, staffing, and materials)? ∙ Is the majority owner(s) a U.S. citizen?
✓ Continue to question 2. ∙ Does your company have a place of
✓ Continue to question 3. business in the U.S.?
∙ Is your business organized for profit?
x Government contracting may ∙ Does your business generate revenue?
not be for you at this time. Your local SBA district office can
? help you gauge ramp-up time and
Start with your local SBA district other factors that contribute to
✓ Continue to question 4.
? office. If you can't identify at least government contracting success.
three federal agencies that might
buy what you sell, contracting might x These are requirements for
participation in government
not be right for you. contracting programs.

Do you have cash on hand to Do you have an accounting Are you credit worthy?
purchase working invento- system that produces financial
ry, if needed? statements, such as profit and ✓ Continue to question 5.
loss statements, balance sheets,
✓ Continue to question 7. and cash flow projections?
x Visit an SBA Resource Partner
for tips on repairing your credit.
x Talk to an SBA Lender about ✓ Continue to question 6.
getting a line of credit or a loan to
do business with the government. ? Talk to an SBA Lender
about how to build credit.
Before you get into government
x contracting, make sure your
accounting system is compatible
with the government’s requirements.

Do you already have Do you know where to find Make sure you have:
federal/state/local government contracting opportunities? ∙ a DUNS number
contracting experience? ∙ the NAICS codes and size standards
for your industry
✓ Continue to question 9.
∙ SAM registration
✓ Continue to question 8.
Ask an SBA business opportunity
x specialist for help.
✓ Continue below.
If you don't yet have contracting
x experience, you won't reap the full
benefit of opportunities like the
8(a) Business Development Program. x This is a requirement for
participation in some government
You can participate in the 8(a) contracting programs.
program once, so make sure it's the
right time for you.

It sounds like you may be a good fit for government contracting!

Visit your local SBA district office or sba.gov/contracting for more information.

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 CONTRACTING

SBA Certification
Programs
Your business could earn profit and gain valuable work experience by providing goods or services
to the government.
Contracting certification programs are
designed to help you better compete for
and win federal contracts set aside for small
businesses. Visit sba.gov/contracting
to learn more about set-asides and
whether one or more of these government
certification programs is right for your
business. To see if you are eligible and then
certify as a woman-owned, HUBZone, 8(a),
or All Small business, visit certify.sba.gov.

8(a) Business
Development Program
If you’re an entrepreneur who is socially
or economically disadvantaged, you
may be eligible to receive business
training and government contracting
assistance through the 8(a) Business
COURTESY OF THE SUNDANCE CONSULTING

Development Program, sba.gov/8a.

It includes free business development
education, training workshops, and
match-making opportunities with federal
buyers. Firms owned by Alaska Native
Corporations, Indian tribes, Native
Hawaiian organizations, and Community
Development Corporations are also eligible
for 8(a) business development assistance.
To be eligible for the 8(a) program, your
small business must:

HOW THE SBA HELPED ME SUCCEED »» be owned and controlled by U.S. citizens
◀

who are socially and/or economically

September Myres knew that becoming a government contractor would empower
disadvantaged
herself and other native peoples, while also growing her small business to the next
level. She sought business development assistance from the SBA, qualifying for the »» demonstrate at least a two-year track record
SBA 8(a) Business Development Program, which helps small disadvantaged businesses and have potential for continued success
compete in the federal marketplace. This program helped September strategically »» have a net worth and adjusted gross
grow her company to become a competitive force in the environmental services income of less than $250,000 and assets
industry. Sundance Consulting of Pocatello, ID has won contracts from the Army Corps under $4 million
of Engineers and the U.S. Forest Service. She has continually secured Department
of Defense contracts to improve Native American lands adversely affected by past Socially disadvantaged: those subjected
department activities. September often assists Native American tribes and Alaska to racial or ethnic prejudice or cultural bias
Native villages with developing projects and community plans. without regard to their individual qualities
American Indians, Alaska Natives, and native Hawaiians seeking entreprenurial because of their identity as members
development training can start, grow, and expand their business with the help of of certain groups. The following groups
the SBA, sba.gov/naa. The Office of Native American Affairs also consults with tribal often fit this status: Black Americans,
governments prior to finalizing SBA policies affecting tribes. Native Americans, Alaska Natives, Native
Hawaiians, Hispanic Americans, Asian

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 CONTRACTING

Pacific Americans, and Subcontinent

Asian Americans. A person who is not An O'Fallon Casting Inc. employee at
a member of one of these groups must work in O'Fallon, MO. Owner Vince
Gimeno grew his business thanks to
establish that it is more likely than expert SBA business counseling.
not that he or she has suffered social
disadvantage.
Economically disadvantaged: those
whose ability to compete in the
marketplace has been impaired because
they have not had as much capital and
credit opportunities compared to others
in the same or similar line of business.
The benefits of the 8(a) program:
»» You are assigned an SBA professional
to help coordinate business
development assistance.
»» You could be awarded an 8(a) sole-
source contract up to $4 million for
goods and services, $7 million for
manufacturing, exceptions apply.

What is an 8(a) sole-source contract?

A direct awarding of a contract to an
8(a) small business that can provide the
needed services. This is an accelerated
process saving time for both you and the
government agency or office.

All Small Mentor-Protege

Program
Looking for an opportunity to partner
with a more experienced firm for
mentorship? That effort can be rewarded
in the All Small Mentor-Protege Program,
sba.gov/allsmallmpp. At the same time
you’re gaining invaluable direction and
and the protege. All Small-approved »» have at least 35% of your employees
experience, you and your mentor can
partnerships receive an exclusion of living in a HUBZone
compete for government contracts,
affiliation for contracting purposes.
further growing your business. Service-Disabled
To qualify for this program: HUBZone Veterans
»» Proteges must have a mentor prior to Businesses located in Historically If you’re a service-disabled veteran looking
applying for the program. Visit your Underutilized Business Zones, sba. to enter the federal marketplace, you
local SBA office for guidance. Ask gov/hubzone, can gain special access may be eligible for this small business
about the SBA’s Resource Partners and to federal contracts. To qualify for the certification. To determine your eligibility,
the Procurement Technical Assistance certification, your small business must: contact a veterans business development
Program for help in connecting you officer at your local SBA office, or the SBA’s
»» be owned and controlled by U.S. citizens,
with a mentor business. Office of Veterans Business Development,
a Community Development Corporation,
sba.gov/ovbd. After you have set up to do
»» You must be certified as a small an agricultural cooperative, Indian tribal
business with the government in sam.gov,
business within your NAICS industry government, Alaska Native Corporation,
update your status as a service-disabled
classification (naics.com). or a Native Hawaiian organization
veteran business. Keep in mind, the SBA
»» Mentors and proteges must be organized »» have a principal office located in a does not officially certify this designation,
for profit or as an agricultural cooperative. HUBZone, which includes Indian so when a contract awarded based on
reservations and military facilities closed this eligibility is protested, the SBA will
»» Mentors cannot own more than 40%
by the Base Realignment and Closure Act. determine if your business meets the
equity in the protege’s business.
Enter your address in our interactive map, eligibility status, ownership, and
»» An SBA determination of affiliation maps.certify.sba.gov/hubzone/map, to control requirements.
must not exist between the mentor see if you qualify.

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 CONTRACTING

By the Woman-Owned Small

Numbers Business Certification
The U.S. government is the Certified woman-owned businesses can more easily
largest single purchaser of
compete for government contracts. Here’s how to
goods and services in the world.
get certified:
Every year it awards more than

$500 billion in 1. Make sure you’re eligible

contracts.
»» The business must be owned and controlled by one or more women who are
Of those prime contracts, U.S. citizens.
the federal government »» A woman must hold the highest officer position.
must set aside 23% »» Women must manage the daily business operations on a full-time basis and
for small businesses. Why types of conduct long-term decision making and planning.
small businesses benefit? To qualify as an economically disadvantaged woman-owned small business,
• 5% are small & disadvantaged the business owner and/or manager must also meet certain income and asset
• 5% are women owned requirements. Find out more at sba.gov/wosb.

• 3% are HUBZone certified

• 3% are service-disabled 2. Register
veteran owned
»» Register with the System for Award Management (sam.gov) to start doing
business with the government.

3. Certify

Get Expert »» Submit your free application and eligibility documents to certify.sba.gov, or
obtain certification from one of the SBA’s approved third-party certifiers (which
Contracting & costs a fee):

Certification • El Paso Hispanic Chamber of Commerce

Help • National Women Business Owners Corp.

Federal contracting can be complex, • U.S. Women’s Chamber of Commerce

but you don’t have to do it alone. A
• Women’s Business Enterprise National Council
Procurement Technical Assistance
Center adviser can help you determine
if your business is ready for government
contracting. An adviser can also help
4. Update your status
you register in the System for Award
»» Update your status as a woman-owned small business in sam.gov.
Management (sam.gov), and see if
you’re eligible for any small business
certifications and/or programs.
One-on-one counseling is free or low 5. Search the database
cost. Visit sba.gov/localassistance
to find your local SBA office or an SBA
»» Search the FedBizOpps database (fbo.gov) for your new business opportunity.
You must receive your certification prior to submitting an offer on a contract set
Resource Partner near you (see page 8).
aside for a woman-owned small business.

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