San Diego & Imperial Valley Edition 2020—U.S. Small…

Small Business resource guide SAN DIEGO & IMPERIAL VALLEY EDITION 2020





San Diego & Imperial Valley Edition 2020

Local Business Assistance 8 National Success Story Jerado and Joyce Reynolds know their local landscape for entrepreneurship support. 11 Local SBA Resource Partners 13 Your Advocates 14 How to Start a Business 20 Workforce Recruitment 21 Entrepreneurial Resources 22 Opportunities for Veterans 24 Write Your Business Plan

Funding Programs

26 National Success Story Jennifer and Jeff Herbert’s

meadery has expanded into a multimillion dollar enterprise thanks to SBA assistance.

29 SBA Lenders 33 Need Financing? 34 Go Global with

International Trade 36 R&D Opportunities for High Growth Startups 38 National Success Story

Cheeseburger Baby owner Stephanie Vitori persevered through a financial storm and a natural disaster.

42 Surety Bonds


44 National Success Story Jennifer Rahn steers the course for Admiral Engineering, succeeding as a small business subcontractor. 48 SBA Certification Programs 49 Woman-Owned Small Business Certification

ON THE COVER Cookies con Amore employees, courtesy of Cookies con Amore Inc.; Sayed Ali, Interpreters Unlimited Inc.; Frank Spencer III, courtesy of Aztec Contractors; Cookie con Amore owner Fernanda Capraro, Cookie con Amore; President/CEO Stacey Anfuso, left, and Vice President Karina Arushanyan, La Jolla Logic Inc.



I t is my honor to serve as Administrator of the U.S. Small Business Administration, leading a dedicated team of talented individuals across America who are focused on helping entrepreneurs start, grow, and expand their small businesses. The SBA is here to support the prosperity and longevity of our nation’s small businesses with timely and innovative resources to help them thrive in today’s economy. America’s entrepreneurs are innovators, risk-takers, and the catalyst for employment opportunities within their communities, and they are what makes our economy so strong and dynamic. As we enter a new decade of possibilities, small businesses have a remarkable opportunity to continue building upon the success we’ve seen in our economy over the last three years. As the voice for America’s 30 million small businesses, I am eager to advocate on entrepreneurs’ behalf as a member of the President’s Cabinet. Whether it’s seeking access to capital, government contracting opportunities, business mentoring, or assistance with disaster recovery, the SBA is ready and determined to help our customers succeed. The SBA remains committed to continuing our support of America’s entrepreneurs and making an even bigger impact in communities across the country. In particular, the SBA is focused on elevating female entrepreneurs and our military veterans, expanding access to SBA resources

among entrepreneurs in disadvantaged communities, and continuing to prioritize disaster relief. Within this resource guide, you will learn more about the tremendous tools the SBA provides small businesses through our 68 District Offices and numerous Resource Partners, such as our Small Business Development Centers, our SCORE mentoring network, Women’s Business Centers, and Veterans Business Outreach Centers. Featured in this guide are some of the remarkable success stories of entrepreneurs who partnered with the SBA to take their businesses to the next level. The SBA encourages you to also utilize these resources to help strengthen and meet your business goals. Sincerely,

Jovita Carranza SBA Administrator




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PUBLISHER Nikki Bowman,

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Copyright: New South Media, Inc. Reproduction in part or whole is strictly prohib- ited without the express written permission of the publisher. © 2020 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 winter 2020 national edition #mcs-0134

WRITER/EDITOR Becky Bosshart (202) 205-6677 DIRECTOR OF MARKETING Paula Panissidi Tavares

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 nondis- criminatory basis. Directory listings do not constitute or imply an endorsement by the SBA of any opinions, products, or services of any private individual or entity.

Printed in the United States of America.

While every reasonable effort has been made to ensure that the information con- tained 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 govern- ment, 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.


SBA San Diego District Office 550 W. C St., suite 550 San Diego, CA 92101 (619) 557-7250 @SBA_SanDiego

District Director Letter S mall Businesses play a key role in providing jobs, products, and services to our economy. The SBA San Diego District Office’s mission is to provide services to help small businesses start, grow, expand or recover after a disaster. Whether you need help securing financing or you want to get into government contracting, we can assist. The SBA works with a network of resource partners providing free or low-cost business counseling and training. We work with over 80 SBA Lenders in the area to guarantee small business loans for those who qualify. Entrepreneurs in San Diego and Imperial counties received $370 million in SBA-backed financing in the last year. Local small businesses, like our 8(a)-certified firms, also profited from government contracts. Many local corporate success stories, such as Callaway Golf Co. and Rubio’s Coastal Grill, started with a dream, an entrepreneur, and SBA assistance. Maybe our next big success story will be yours!

District Director Ruben Garcia (619) 727-4880 Deputy District Director Michael Sovacool (619) 727-4881 Lead Business Opportunity Specialist Carlos Liu (619) 727-4879 Business Opportunity Specialist John Engstrom (619) 727-4872 Business Opportunity Specialist Merica Le (619) 727-4870

Economic Development Specialist Cynthia Harris (619) 727-4884 Economic Development Specialist Jamye Pritchett Solorzano (619) 727-4878 jamye.pritchettsolorzano@ Lender Relations Specialist Ken Luis (619) 727-4871 Procurement Center Representative Lucy Leu (619) 727-4882


Ruben R. Garcia District Director



Sayed Ali President, Interpreters Unlimited Inc. San Diego, CA How I Did It



F or over 40 years, Sayed Ali has called on the SBA to assist him as an entrepreneur. He’s now able to give back to his community as a mentor and job creator. Sayed used SBA- backed financing to acquire a company that he then expanded into a language services group. But this wasn’t the first time that he qualified for SBA-guaranteed loans to grow a small business. Sayed worked with an SBA Lender to start up his first business, which was then bought by another company. His second SBA-backed loan helped him grow his airport concession business that then went public, trading on the NASDAQ. Challenge I wanted our brand to grow nationally and increase our service offerings to include not only foreign language interpretation but also document translation, American Sign Language, language classes and training. Solution The SBA guarantees loans made by lending institutions to small businesses that cannot find financing elsewhere. I qualified for a $2.2 million SBA-backed 7(a) loan that allowed me to add nearly 30 employees. I paid off that loan in only four years. My small business also qualified for an SBA-backed 504 Certified Development Company Loan, which allowed me to purchase our office building with a long-term, fixed-rate mortgage. I’m proud to say it took the business only about eight years to pay it off. Benefit With more cash flow, I was able to branch out to serve private clients as well. We also expanded locations; we’re headquartered in San Diego with multiple offices in Colorado, Florida, Georgia, and Arkansas. The SBA has been there for me and my businesses from the start. It’s extremely instrumental in the growth of all my companies as I created jobs and bettered my employment packages. With all the experience I have gained, I mentor other business owners in my community with my local SCORE chapter.

The SBAhas been there forme and mybusinesses fromthe start.” Sayed Ali President, Interpreters Unlimited Inc.



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.


950 Small Business Development Centers + 20 Veterans Business Outreach Centers + 100 Women’s Business Centers + 300 SCORE chapters +

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 development, and international trade. Find an SBDC adviser at .


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. SCOREmentors are available for free as often as you need, in person, via email or over video chat. Find amentor at .


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 .


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



SBA’s Resource Partners are independent organizations funded through SBA cooperative agreements or grants. Our Local SBA Resource Partners

SCORE Call (858) 283-1100 Monday-Friday 9 a.m.- 3 p.m. to make an appointment or visit . San Diego Chapter Office Serving San Diego and Imperial counties 8825 Aero Drive, suite 101 (858) 283-1100 Monday–Friday 9 a.m.–3 p.m. Counseling locations: Greater San Diego San Diego Regional Chamber of Commerce

402 W. Broadway #1000 Wednesday 9 a.m.-noon North County Carlsbad Chamber of Commerce 5934 Priestly Drive Carlsbad

Mondays and Fridays 9 a.m.–3 p.m. North County Chamber of Commerce 10875 Rancho Bernardo Road #104 San Diego Fridays 9 a.m.-noon East County East County Economic Development Council 201 S. Magnolia Ave El Cajon Tuesdays 9 a.m.–3 p.m. South County National City Chamber of Commerce 901 National City Blvd. National City Wednesdays 9 a.m.–3 p.m. Veterans Business Outreach Center SOCAL VBOC MiraCosta College 2075 Las Palmas Drive Carlsbad (760) 795-8739 Director Hazel Beck

After receiving business counseling from their local SBDC, Cookies con Amore Inc. owners Fernanda and Angelo Capraro received a $600,000 SBA-backed loan. This funding helped them relocate to a 33,000-square-foot facility in San Marcos, employing 45.



Small Business Development Centers San Diego and Imperial SBDC Network Lead Center SouthwesternCollegeHigher EducationCenter Center for Business Advancement 880 National City Blvd. National City Regional Director Marquise Jackson (619) 216-6718 Associate Regional Director Daniel Fitzgerald (619) 482-6388 Asian Business Association SBDC 7675 Dagget St., suite 340 San Diego (858) 277-2822 Director Wesley Quach CONNECT SBDC 4110 Campus Point Court San Diego (858) 964-1300 CONNECT All SBDC 404 Euclid Ave. San Diego Coordinator Danea Ramos East County SBDC 127 E. Lexington Ave. El Cajon (619) 258-3670 Director James Sly North San Diego SBDC MiraCosta College 2075 Las Palmas Drive Carlsbad (760) 795-8740 Director Sudershan Shaunak The Brink SBDC University of San Diego 5998 Alcalá Park Mother Rosalie Hill Hall 101 San Diego (619) 260-4547 Director Mysty Rusk South San Diego SBDC Southwestern College Higher Education Center Center for Business Advancement 880 National City Blvd., suite 7100 National City (619) 482-6391 Imperial Valley SBDC 2415 Imperial Business Parkway, suite A Imperial (760) 312-9800 Director Meredith Garcia International Rescue Committee SBDC 5348 University Ave. #205 San Diego (619) 440-6208 Director Adriana Taboada

VP of Operations Laura Shaw

Women’s Business Center San Diego and Imperial Women’s Business Center Southwestern CollegeHigher Education Center Center for Business Advancement 880 National City Blvd., suite 7100 National City Director Katty Ibarra (619) 216-6719 WBC at Stella Labs 990 Highland Drive #314 Solana Beach



Your Advocates The SBA offices of advocacy and ombudsman are independent voices for small business within the federal government.

To report how a proposed federal regulation could unfairly affect you, find your regional SBA advocate at . To submit a comment about how your business has been hurt by an existing regulation, visit ombudsman/comments .

The SBA’s Office of Advocacy also independently represents small business and advances its concerns before Congress, the White House, federal agencies, federal courts, and state policy makers. Ombudsman Entrepreneurs who have an issue with an existing federal regulation or policy can receive assistance from the SBA’s national ombudsman. The ombudsman’s office can help you: » resolve regulatory disputes with federal agencies » reduce unfair penalties and fines » seek remedies when rules are inconsistently applied » recover payment for services done by government contractors

Advocacy When you need a voice within the federal government for your interests as a small business owner, the SBA’s regional advocates are here to assist. The advocates analyze the effects of proposed regulations and consider alternatives that minimize the economic burden on small businesses, governmental jurisdictions, and nonprofits. Find your regional advocate at . Your advocate helps with these small business issues: » if your business could be negatively affected by regulations proposed by the government » if you have contracting issues with a federal agency » when you need economic and small business statistics

Make your voice heard by participating in a Regional Regulatory Enforcement Fairness Roundtable or a public hearing hosted by the SBA’s national ombudsman. These events are posted periodically on the ombudsman website, . To submit a comment or complaint through the online form, visit ombudsman/comments . Your concerns will be directed to the appropriate federal agency for review. The SBA will collaborate with you and the agency to help resolve the issue.



La Jolla Logic Inc. President/CEO Stacey Anfuso, left, and Vice President Karina Arushanyan head a team of about 50 employees across the country supporting military, government, and commer- cial cyber security programs. Stacey learned how to better compete in the public marketplace thanks to the SBA 8(a) Business Development Program. The San Diego small business is assisted by mentor business Sierra Nevada Corp., a long-time government contractor.

How to Start a Business in the San Diego Area

Thinking of starting a business? Here are the nuts & bolts.

» Contractor’s licenses 12501 E. Imperial Highway, suite 600, sixth floor, Norwalk (800) 321-2752 Brawley 400 Main St., suite 1 (760) 344-8941 Calexico

search by business type and location to view data on your potential customers, including consumer spending, and a summary of existing businesses, available as a map and a report. Business License & Zoning Licenses are typically administered by a variety of state and local departments. It is important to consider zoning regulations when choosing a site for your business. Contact the local business license office where you plan to locate your business. You may not be permitted to conduct business out of your home or engage in industrial activity in a retail district. » California Business Portal » CALGOLDLicense andPermit Database

The Startup Logistics Even if you’re running a home-based business, you will have to comply with many local, state, and federal regulations. Do not ignore regulatory details. You may avoid some red tape in the beginning, but your lack of compliance could become an obstacle as your business grows. Taking the time to research regulations is as important as knowing your market. Being out of compliance could leave you unprotected legally, lead to expensive penalties, and jeopardize your business. Market Research Need to do research on your clients and location? View consumer and business data for your area using the Census Business Builder: Small Business Edition, . Filter your

608 Heber Ave. (760) 768-2132 Calipatria 125 N. Park Ave. (760) 348-4141 Carlsbad 1635 Faraday Ave. (760) 602-2495



An O'Fallon Casting Inc. Employee at work in O'Fallon, MO. Owner Vince Gimeno grew his business thanks to expert SBA business conseling.

Chula Vista 276 Fourth Ave. (619) 585-5624 Coronado 1825 Strand Way (619) 522-7326 Del Mar 1050 Camino Del Mar (858) 755-9354 El Cajon 200 Civic Center Way (619) 441-1668 El Centro 1275 Main St. (760) 337-4573 Encinitas 505 S. Vulcan Ave. (760) 633-2708 Escondido 201 N. Broadway

Holtville 121 W. Fifth St. (760) 356-4685 Imperial 420 S. Imperial Ave. (760) 355-3050 Imperial Beach 825 Imperial Beach Blvd. (619) 628-1423 La Mesa closed alternate Fridays 8130 Allison Ave. (619) 667-1118 Lemon Grove Monday-Thursday 3232 Main St. (619) 825-3800 National City Monday-Thursday 1243 National City Blvd. (619) 336-4330

Oceanside 300 N. Coast Highway (760) 435-3878 Poway 13325 Civic Center Drive (858) 668-4401 San Diego 1200 Third Ave., first floor

(619) 615-1500 San Marcos

1 Civic Center Drive (760) 744-1050 x3101 Santee 10601 Magnolia Ave. (619) 258-4100 x146 Solana Beach 635 S. Highway 101 (858) 720-2460

(760) 839-4659



» Imperial County clerk 940 W. Main St., suite 202, El Centro (442) 265-1076 Taxes As a business owner, you should know your federal tax responsibilities and make some business decisions to comply with certain tax requirements. The IRS Small Business and Self-Employed Tax Center, self-employed , includes information on paying and filing income tax and finding an Employer ID Number. As the IRS continues to implement some of the Tax Cuts and Jobs Act provisions, your tax obligations may change. For the latest tax reform updates that affect your bottom line visit . » California Franchise Tax Board Small Business Liaison (916) 845-4669 businesses.html » Sales Tax Seller’s resale permit (800) 400-7115 (TTY 711) pub73.pdf San Diego 15015 Avenue of Science, suite 200 (858) 385-4700 Imperial County 1550 W. Main St., El Centro (760) 352-3431 » Employment taxes Employment Development Department (888) 745-3886 Social Security If you have any employees, including officers of a corporation but not the sole proprietor or partners, you must make periodic payments, and/or file quarterly reports about payroll taxes and other mandatory deductions. You can contact the IRS or the Social Security Administration for information, assistance, and forms, at (800) 772-1213 or visit . You can file W-2s online or verify job seekers through the Social Security Number Verification Service.

Vista 200 Civic Center Drive (760) 639-6174

Employment Eligibility Verification The Federal Immigration Reform and Control Act of 1986 requires employers to verify employment eligibility of new employees. The law obligates an employer to process Employment Eligibility Verification Form I-9. The U.S. Citizenship and Immigration Service offers information and assistance through uscis. gov/i-9-central . For forms, see forms . For the employer hotline call (888) 464-4218 or email E-Verify, operated by the Department of Homeland Security in partnership with the Social Security Administration, electronically verifies the Social Security number and employment eligibility information reported on Form I-9. It’s the quickest way for employers to determine the employment eligibility of new hires. Visit , call (888) 464-4218 or email Health & Safety All businesses with employees are required to comply with state and federal regulations regarding the protection of employees, visit and dol. gov . The Occupational Safety and Health Administration provides information on the specific health and safety standards used by the U.S. Department of Labor. Call (800) 321-6742 or visit . » California Department of Industrial Relations Occupational Safety 7575 Metropolitan Drive, suite 204 San Diego (619) 767-2060 » County Environmental Health Service-food handling San Diego County (858) 505-6900 or (800) 253-9933 » Imperial County Public Health Department Environmental Health 797 Main St., suite B, El Centro (442) 265-1888 Employee Insurance Check with your state laws to see if you are required to provide unemployment or workers’ compensation insurance for Westmoreland 355 S. Center St. (760) 344-3411 » Department of Agriculture, Weights and Measures San Diego County 9325 Hazard Way, suite 100, San Diego Agriculture (858) 614-7786 Weights/measures (858) 694-2778 North County Office 151 E. Carmel St., San Marcos (760) 752-4700 Imperial County 852 Broadway, El Centro (442) 265-1500 Brawley Monday-Thursday 1-2 p.m. 4151 Highway 86, building 4

(760) 344-1211 Winterhaven last Tuesday each month 1-2 p.m. 513 Second Ave. Name Registration Register your business name with the county clerk where your business is located. If you’re a corporation, also register with the state. » San Diego County assessor/ recorder/county clerk 1600 Pacific Highway, room 260

(619) 237-0502 North County (760) 630-1219 fbn-info.aspx Chula Vista 590 Third Ave. El Cajon 200 S. Magnolia Ave. Kearny Mesa 9225 Clairemont Mesa Blvd. San Marcos 141 E. Carmel St.



your employees. For health insurance options, call the Small Business Health Options Program at (800) 706-7893 or visit businesses/employers . Association Health Plans allow small businesses, including self-employed workers, to band together by geography or industry to obtain healthcare coverage as if they were a single large employer. For information, visit association-health-plans . » California Department of Insurance consumer hotline (800) 927-HELP (4357) » Worker’s Compensation Division 7575 Metropolitan Drive, suite 202 San Diego (619) 767-2083 Environmental Regulations Stateassistance is available for small businesses thatmust complywith environmental regulationsunder theClean Air Act. StateSmall Business Environmental Assistanceprogramsprovide freeand confidential assistance tohelpsmall business ownersunderstandandcomplywithcomplex environmental regulations andpermitting requirements. These stateprograms canhelp businesses reduceemissions at the source, often reducing regulatoryburdenandsaving youmoney. To learnmoreabout these free services visit . » Environmental Protection Agency Small Business Division » San Diego County Hazardous Materials Division 5500 Overland Ave., suite 170, San Diego (858) 505-6880 » Imperial County Hazardous Materials Division Certified Unified Program Agency 627 Wake Ave., El Centro (760) 352-0381 hazardous-materials » Air Pollution Control San Diego County 10124 Old Grove Road, San Diego Permits (858) 586-2600 Small business assistance (858) 586-2656

Kari Weigel provides educational services to rural communities through her Sylvan Learning Center in Fargo, ND, which she expanded with the help of SBA-backed financing.

Imperial County 150 S. Ninth St., El Centro (442) 265-1800 Accessibility & ADA Compliance For assistance with the Americans with Disabilities Act, call the ADA center at (800) 949-4232 or the Department of Justice at (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, or visit . Child Support Employers are essential to the success of the child support program and collect 75% of support nationwide through payroll deductions. You are required to report all new and rehired employees to the State Directory of New Hires. If you have employees in two or more states, you may register with the Department of Health and Human Services to report

all your employees to one state. Find electronic income withholding orders and the Child Support Portal, which can be used to report information to nearly all child support agencies, at programs/css/employers . Send questions to » California child support service Intellectual Property Patents, trademarks, and copyrights are types of intellectual property that serve to protect creations and innovations. For information and resources about U.S. patents and federally registered trademarks consult, call (800) 786-9199 or visit the Silicon Valley office in San Jose, California, . For inventor entrepreneur resources visit . • Utility patents may be granted to anyone who invents or discovers any new and useful process, machine, manufacture, or composition of matter, or any new and useful improvement.



Calexico (760) 357-1166 Carlsbad

(760) 931-8400 Carmel Valley (831) 659-4000 Central San Diego Black Chamber Chula Vista (619) 420-6603 Clairemont Coronado (619) 435-9260 El Centro (760) 352-3681 Encinitas (760) 753-6041 Escondido (760) 745-2125 Fallbrook (760) 728-5845 Filipino-American Chamber Finnish American Chamber French-American Chamber German American Chamber

Adriana Medina, owner of Fuerte Fitness, in Seattle, WA, received counseling from a SCORE mentor and a Women's Business Center adviser.

» U.S. Copyright Office U.S. Library of Congress James Madison Memorial Building 101 Independence Ave. SE Washington, DC (202) 707-3000 or toll free (877) 476-0778 Chambers of Commerce Alpine (619) 445-2722 Bonsall (760) 630-1933 Borrego Springs (800) 559-5524 Brawley (760) 344-3160 California Chamber (800) 331-8877 Cardiff

• Design patents may be granted to anyone who invents a new, original, and ornamental design for a manufactured article. • Plant patentsmaybegranted toanyone who inventsor discovers andasexually reproduces anydistinct andnewvarietyof plant, other thana tuber propagatedplant or aplant found inanuncultivatedstate. A trademark or servicemark includes anyword, name, symbol, device, or any combination, used to identify and distinguish the goods/services of one provider from others. Trademarks and servicemarksmay be registered at both the state and federal level. TheU.S. Patent and TrademarkOffice only registers federal trademarks and servicemarks, whichmay conflict with and supersede state trademarks. Visit . » State Trademarks 1500 11th St., second floor, Sacramento (916) 653-3984 Copyrights protect original works of authorship including literary, dramatic, musical and artistic, and certain other intellectual works, such as computer software. Copyrights do not protect facts, ideas, and systems, although theymay protect the way they are expressed. For general information on copyrights, contact:

Global Chamber San Diego Hispanic e-Commerce Imperial Beach (619) 424-3151 Imperial (760) 355-1609 Julian

(760) 436-0431

(760) 765-1857



Lakeside (619) 561-1031 La Mesa (619) 465-7700 Mexican international Mira Mesa (858) 429-5759 North San Diego (858) 487-1767 Oceanside (760) 722-1534 Old Town San Diego (619) 291-4903 Otay Mesa National City (619) 477-9339 North County Hispanic Chamber

San Marcos (760) 744-1270 San Ysidro (619) 428-5200 Santee (619) 449-1515 Solana Beach (858) 755-4775 Spring Valley (619) 670-9902 Swedish-American Chamber U.S. Green Chamber (407) 310-1744 Valley Center (760) 749-8472 Veterans Chamber San Diego Vista (760) 726-1122 Westmorland (760) 623-1577 Incubators/ Accelerators

East County Economic Development Council (619) 258-3670 Imperial Valley Economic Development Corp. (760) 353-8332 Jacobs Center for Neighborhood Innovation (619) 527-6161 Local Initiatives Support Corporation (619) 541-8016 Logan Heights Community Development Corp. (619) 858-0563 San Diego North Economic Development Council (760) 510-5919 San Diego Regional Economic Development Corp. (619) 234-8484 South County Economic Development Council (619) 424-5143 Exporting Assistance San Diego U.S. Export Assistance Center 9449 Balboa Ave., suite 111 (858) 467-7043 Newport Beach U.S. Export Assistance Center 2302 Martin Court, suite 315 Irvine (949) 660-1688 California State Trade Expansion Program (714) 951-5446

(619) 661-6111 Peninsula area (619) 223-1629 Poway (858) 748-0016 Ramona (760) 789-1311 San Diego coastal (858) 764-2565 San Diego County Hispanic Chamber San Diego East County (800) 402-8765 San Diego Equality Business Association The LGBTQ & ALLY Chamber San Diego international San Diego region

San Diego’s Startup Ecosystem san-diegos-incubators-accelerators-

ecosystem Stella Labs

(855) 266-5257 The Rosie Network Economic Development BayviewCommunity Development Corp. (619) 946-4333 City Heights Community

Development Corp.

(619) 544-1300



Vocademy in Riverside, , trains underserved populations for vocational careers in manufacturing. Indiana Ruckus Makerspace in Indianapolis, , provides coaching and job placement complementing day-to-day job skills training. Massachusetts The Clubhouse-to-Career Pathways to Success program in Roxbury, , places its participants in meaningful employment matching their skill sets. Missouri Rightfully Sewn in Kansas City, , prepares at-risk women and underserved populations for entry level sewing positions, increasing their tailoring and production management skills. New Hampshire Monadnock Art x Tech Makerspace in Peterborough fills the need for qualified welders in construction and industry, visit . New Jersey New Jersey Institute of Technology Makerspace in Newark connects participants with entry level advanced manufacturing jobs, in addition to an apprenticeship program, visit . New York The Foundry in Buffalo, , operates four makerspaces, metal and wood shops and tech and textile labs, in support of education and entrepreneurship. North Carolina Forge Greensboro connects untapped talent to employment opportunities through pre-apprenticeship programs and accreditation, visit . Oklahoma Fab Lab Tulsa prepares participants with high-value skills to secure careers as operators and technicians in digital fabrication, visit . Pennsylvania NextFab’s Furnishing a Future program in Philadelphia places trained carpenters, visit .

Workshops for Warriors welding student Nikolas Williams trains in the San Diego makerspace, which receives SBA funding for its welding and machining programs. Workshops for Warriors places program graduates into advanced manufacturing careers nationwide.

Workforce Recruitment Find qualified workers at these makerspace initiatives fund d by the SBA. If you are a small business employing skilled laborers, access a new talent pool for recruitment at your local makerspace. How it benefits you These community operated workspaces provide training and resources to better prepare workers for the jobmarket, offering job-specific and soft skills training. Connect with one of these organizations to see if thesemakerspace participants could work for your small business. California Workshops for Warriors, , trains, certifies to national standards, and places veterans into advanced manufacturing careers nationwide.



Entrepreneurial Resources

Regional Innovation Clusters Create jobs and grow the economy through an SBA Regional Innovation Cluster. Who should join Small businesses driving innovation in one of these tech industries: • advanced composites • agTech • bioscience • food processing • data sciences

Online Learning Find free short courses and learning tools to start and grow your small business at . The SBA’s free Online Learning Center is a great resource for every entrepreneur, especially rural business owners looking for easy access to vital business training. Courses include: • writing your business plan • understanding your customer • buying a business • marketing to win customers

• medical sciences • power and energy • unmanned aerial systems • water tech • wood products

• legal requirements • financing options • disaster recovery

How it works 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. How it benefits you Network with other industry innovators and connect with resources that will help your small business find funding. You’ll also receive guidance on how to better compete for government contracts and other opportunities for growth and expansion. Receive free technical and legal assistance to develop your tech and get it to market for government and industry buyers. Get involved Find an SBA Regional Innovation Cluster near you by visiting . Select the regional innovation clusters on the drop-down menu.

Native American Workshops Tribal enterprises and business organizations can receive entrepreneurial training at an SBA Entrepreneurial Empowerment Workshop. These workshops cover business concepts important for starting, growing, or expanding a small business. RedWind instructors identify and help participants avoid common pitfalls. Learn how to prepare a business plan, gain access to capital, and basic book keeping. Request a workshop in your area by visiting .



HOW THE SBA HELPED ME SUCCEED U.S. Navy veteran Roberto Ortiz puts his 40 years of aviation management experience to use as a small business owner in Chesapeake, VA. Bert expanded AVMAC Inc. into the government sector fulfilling aviation and maritime logistical services with the help of his local SBA Veterans Business Outreach Center. VBOCs are the first stop for military community entrepreneurs looking to start, grow, or expand a small business. The VBOC located at Old Dominion University helped Bert obtain government contracting business certifications. With support from his local VBOC, Bert has strategically position AVMAC in the federal marketplace to better compete for large-scale government contracts. From AVMAC’s first contract in 2010, this veteran-led company has nearly doubled in revenue and grown to over 400 employees.

AVMAC President/CEO Bert Ortiz, left, and fellow U.S. Navy veteran and electrician Ken Morey manufacturing a power panel bracket.

Opportunities for Veterans

Military community members become more successful entrepreneurs with the help of the SBA.

Who’s eligible? Service members transitioning out of active duty and military spouses. Boots to Business: Reboot, for veterans, National Guard or Reserve members and military spouses, teaches this entrepreneurship curriculum off base in communities. Register for either B2B program at . For women veterans Receive entrepreneurial training geared toward women veterans, service

members, and spouses through these SBA- funded programs: » Veteran Women Igniting the Spirit of Entrepreneurship in Syracuse, New York

Entrepreneurship training In Boots to Business, explore business ownership and other self-employment opportunities while learning key business concepts. Walk away with an overview of entrepreneurship and applicable business ownership fundamentals, including how to access startup capital using SBA resources. Boots to Business is conducted on all military installations as part of the Department of Defense’s Transition Assistance Program.

» LiftFund in San Antonio, Texas For service-disabled veterans Learn how to start and grow a small

business using these SBA-funded programs: » Entrepreneurship Bootcamp for Veterans with Disabilities in Syracuse, New York



» Veterans Entrepreneurship Program at the Riata Center for Entrepreneurship, Spears School of Business, Oklahoma State University in Stillwater, Oklahoma » Veteran Entrepreneurship Jumpstart at St. Joseph’s University in Philadelphia, Pennsylvania » Dog Tag Inc., affiliated with Georgetown University in Washington, DC

Financing Employee called to active duty?

You can receive funds that enable your business to meet ordinary and necessary operating expenses when an essential employee is called up to active duty in the military reserve. Ask your local SBA specialist or lender about the Military Reservist Economic Injury Disaster Loan. Government contracting Veteran-owned and service-disabled veteran-owned small businesses that want to better compete in the public market receive training from the Veteran Institute for Procurement, . VIP Start Enter the federal market and become ready for procurement. VIP Grow Strategize to expand and operate within the federal marketplace. VIP International Enter or expand your federal and commercial contracting opportunities overseas. Get certified Learn about the service-disabled veteran- owned small business certification program on page 49. Need assistance? Veteran and military entrepreneurs receive business training, counseling, and referrals to other SBA Resource Partners at a Veterans Business Outreach Center, . For veterans business information visit .



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 fromyour 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 showwhat 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. Organization and Management

Business plans help you run your business. A good business plan guides you throughmanaging your business. You’ll use your business plan as a roadmap for how to structure, run, and grow your new business. Business plans can help you get funding or bring on new business partners. Investors want to see a return on their investment. Your business plan is the tool you’ll use to convince people that working with you—or investing in your company—is a smart investment. Brain storm with a business counselor (visit one of our SBA Resource Partners detailed on page 10) and write a traditional business plan , which uses a standard structure and detailed sections. Once you've got it all down, you can then condense it to a lean startup business plan, which typically contains key points on only one page.

Explain how your com- pany will be structured and who will run it. Describe the legal structure of your busi- ness. Statewhether you have or intend to incor- porate your business as a C or an S corporation, forma general or limited partnership, or if you're a sole proprietor or limited liability company.

Want to see an example of a business plan? View examples of business plans at write-your-business- plan-template



LEAN STARTUP PLAN FORMAT Write a lean startup plan if requested from an investor, or if your business is relatively simple or you plan to regularly change and refine as you go. Lean startup plans use more visual organization tools and only a handful of elements to describe your company’s value proposition, infrastructure, customers, and finances. They’re useful for visualiz- ing your company's fundamental facts. Your business counselor can help you edit down into the Business Model Canvas, used here—the most well known style, or another lean startup template. Key Partnerships Note the other businesses you’ll work with--suppliers, manufactur- ers, subcontractors, and similar strategic partners. Key Activities List the ways your business will gain a competitive advantage. Will you sell direct to consumers or use technology to tap into the sharing economy? Key Resources List resources you’ll leverage to create value for your customer. Your most important assets include staff, capital, or intellectual property. Leverage business resources that might be available to women, veterans, Native Americans, and HUBZone–certified businesses. Value Proposition Make a clear and compelling statement about the unique value your company brings to the market. Customer Relationships Describe how customers will interact with your business. Think through the customer experience from start to finish. Is it auto- mated or personal? In person or online? Customer Segments Name your target market. Your business won’t be for everybody; it’s important to have a clear sense of who you serve. Channels List the most important ways you’ll talk to your customers. Cost Structure Will your company focus on reducing cost or maximizing value? Define your strategy, then list the most significant costs you’ll face. Revenue Streams Explain how your company makes money: direct sales, member- ships fees, selling advertising space? If your company has multiple revenue streams, list them all.

Use an organizational chart to show the hierarchy. Explain how each person’s experience will contribute to the success of your venture. Consider including CVs of key members. Service or Product Line Describe what you sell or what service you offer. Explain how it ben- efits your customers and the product lifecycle. Share your plans for intellectual property, like copyright or patent filings. If you're doing research and development for your service or product, explain it. Marketing and Sales Your marketing strategy should evolve and change to fit your needs in each context. Describe how you'll attract and retain customers. Show how a sale will actually happen. You'll refer to this section later when you make financial projections, so be thorough. Funding Request If you're asking for funding, outline your funding requirements. Specify whether you want debt or equity and the terms you'd like. Your goal is to clearly explain how much funding you’ll need over the next five years and how the investment will be used. Specify if you need funds to buy equipment or materials, pay salaries, or cover specific bills until revenue increases. Explain how ❒ Executive summary ❒ Company description ❒Market analysis ❒ Organization and management ❒ Service or product line ❒Marketing and sales ❒ Funding request ❒ Financial projections ❒ Appendix TRADITIONAL BUSINESS PLAN CHECKLIST

you'll pay off the debt. Financial Projections

Supplement your funding request with a prospective financial outlook for the next five years. Show how your business will be a financial success. If your business is already established, include income state- ments, balance sheets, and cash flow statements for the last three to 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 match them to your funding requests. Use visual organization tools--graphs and charts—to tell your business's financial story. Appendix Here you'll attach supporting documents or other requested materials. Common items to include are credit histories, CVs, product pictures, letters of reference, licenses, permits, patents, legal documents, and other contracts.


❒ Key partnerships ❒ Key activities ❒ Key resources ❒ Value proposition ❒ Customer relationships

❒ Customer segments ❒ Channels ❒ Cost structure ❒ Revenue streams


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