Small Business resource guide FRESNO EDITION 2020
START GROW EXPAND YOUR BUSINESS
Fresno 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 19 Entrepreneurial Resources 20 Workforce Recruitment 21 Emerging Leaders 22 Opportunities for Veterans 24 Write Your Business Plan 26 Local Success Story
28 National Success Story Jennifer and Jeff Herbert’s
meadery has expanded into a multimillion dollar enterprise thanks to SBA assistance.
31 Need Financing? 32 SBA Lenders 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
When experienced executives, Andrea Wasko and Meaghan Gilbert, wanted to make more informed business decisions, they turned to the SBA.
44 National Success Story Jennifer Rahn steers the course 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 Mary Davalos, president of Taxma, courtesy of the SBA; Connoisseur Creations President Andrea Wasko, courtesy of Connoisseur Creations Inc.; Jerado and Joyce Reynolds, courtesy of Shana Sureck Photography; President Anna Fernandez, left, and Vice President Nellie Castaneda, courtesy of the SBA; Rebecca Robinson, CEO of She Marine Construction Supply, courtesy of She Marine Construction Supply
U.S. SMALL BUSINESS ADMINISTRATION A MESSAGE FROM THE ADMINISTRATOR
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
WE MAKE SMALL BUSINESS OUR BUSINESS. START • GROW • EXPAND • RECOVER
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SBA Fresno District Office
801 R St., suite 201 Fresno, CA 93721 (559) 487-5791 sba.gov/ca/fresno @SBA_Fresno
District Director Letter W elcome to the SBA Fresno District’s 2020 Small Business Resource Guide. It’s our privilege to serve central California and central coast entrepreneurs and small business owners. The SBA Fresno District Office team understands the challenges and opportunities that business owners face. Many of us are entrepreneurs, former business owners, or we have family members who are. The SBA helps make the American dream of small business ownership a reality. We are the only federal agency dedicated to helping our country’s 30 million small businesses start up, grow, expand, and recover after a disaster. The SBA is proud to be your partner as you create jobs growing our regional economy. The SBA empowers small businesses to: • Connect with advocates and mentors via our network of resource partners, including SCORE mentors, Small Business Development Centers, Women’s Business Centers, and the Veterans Business Outreach Center, all powered by the SBA. • Access capital with SBA-guaranteed loans from local lenders. San Joaquin Valley and central coast small businesses used $416 million in SBA loans last year to create or retain jobs, buy equipment, and build or renovate commercial real estate. • Rebuild and recover with SBA disaster assistance programs. • Obtain federal contracting awards using the SBA 8a, HUBZone, and woman-owned small business certification programs. Our office in downtown Fresno serves central California and the central coast, and we’re on the road a lot, talking with small businesses, and helping themgrowwith SBA programs. Stay up to date on when we’ll be at a small business event near you and get valuable local
District Director Dawn Golik
(559) 487-5791 x2705 firstname.lastname@example.org Deputy District Director George B. Flores (559) 487-5791 x2717 email@example.com Business Opportunity Specialist Thomas Scheu (559) 487-5791 x2704 firstname.lastname@example.org District Support Assistant William K. Hori (559) 487-5791 x2701 email@example.com Economic Development Specialists Victor Bribiesca (559) 487-5791 x2713 firstname.lastname@example.org Lupe Cota
business information by following us on Twitter at @SBA_Fresno. You can also register for email updates at sba.gov/updates . It’s my honor to work on behalf of this region’s small businesses. Feel free to contact me at email@example.com if you need assistance, or want to host an SBA speaker or event in your community. My team and I are here to serve and support you. Please let us know how the SBA can help your small business get going, keep growing, create jobs, and succeed.
(559) 487-5791 x2702 firstname.lastname@example.org Peter Estrada (559) 487-5791 x2703 email@example.com Lender Relations Specialists Gayoeb “Kay” Mardon (559) 487-5791 x2706 firstname.lastname@example.org Andy Seeto
(559) 487-5791 x2714 email@example.com Paralegal Specialist Leanne Ryner (559) 487-5791 x2707 firstname.lastname@example.org
Dawn Golik District Director
LOCAL BUSINESS ASSISTANCE
Made to Last Joyce and Jerado Reynolds used SBA support to succeed. Written by Micaela Morrissette How We Did It
LOCAL BUSINESS ASSISTANCE 5 Tips for Success Find a great business mentor.
eynolds Welding & Fabrication has grown steadily, building a loyal customer base, since Jerado Reynolds founded
the company in 2005. “At first the company was just Jerado,” recalls his wife and co-owner, Joyce Reynolds. “Then it was him and me part time.” During the day she worked as a nurse and spent her evenings doing all the company’s paperwork. The Reynolds sank everything they earned into the business—money, time, and energy. She remembers with pride helping Jerado weld a stair railing at a local school. Her son later attended that same school, and she watched her child and others using the rail, benefiting from the hard work the couple did together. It was then Joyce decided as much as she loved her day job, she wanted to devote herself full time to the family business in Windsor, Connecticut. She wanted to work side-by-side with her husband, fully focused on administration and business growth. As they both hoped, word of mouth spread; clients made referrals. Joyce was soon overwhelmed with paperwork. They brought on two employees—doubling up in the busy seasons. They were able to maintain four full-time employees by 2009. After this, Joyce says, they saw that “things were not moving.” She wanted to scale up. Challenge The company wasn’t growing in part because it wasn’t certified with the state department of transportation or prequalified with the Connecticut State Department of Administrative Services, Joyce says. She decided to tackle the certification problem full time, leaving her nursing career. This was the change she'd been wanting to make, but since her background was in health care, Joyce didn’t feel fluent in the languages of construction or business. Joyce wanted to learn, and she had incentive: they needed the certifications to bid on bigger jobs. “Never be afraid to ask questions”, she says. Joyce needed to find people with answers. Solution She and Jerado connected with the University of Hartford Entrepreneurial Center &Women’s Business Center, an
To find your local SBA office and resource partners in your area, visit sba.gov/localresources .
Have a healthy view of competition. We’re not always competing.
We’re a competitor, but if a similar business has extra work, they’ll send it to us and vice versa. That’s the relationship to have.
SBA Resource Partner, where “from day one it was, Eureka! Everyone wanted to see us win.” Women entrepreneurs receive essential business counseling and training from this national network of community-based centers. Most helpful was the detailed personal attention available through free one-on-one business counseling. Joyce also learned about workshops offered by providers like the Metropolitan District, a Connecticut nonprofit municipal corporation offering water and sewer services. At a meet- and-greet, Joyce understood howmuch the SBA could help her business. An SBA professional walked Joyce through the extensive paperwork and, crucially, helped her register the company in the System for Award Management (sam.gov), positioning the company for new federal contracts. “Resources like the Entrepreneurial Center and the SBA will train you from bottom to top”, Joyce says. “They have finance classes that open your eyes regarding taxes. You'll learn how to register your business. They’ll help with a contract or your website or accountability statements. Everything!” Before the SBA, Reynolds Welding attempted the DOT certification on five separate occasions, always falling short because the process was so complicated. Joyce secured the certification with SBA guidance on the first attempt. Benefit Reynolds Welding now employs more than 15 workers, constructing stairs, rails, structural beams, and columns throughout the region. Jerado is working
Record everything you do. Navigating business relationships in this age means keeping an email record of everything you do. Leave a clear paper trail.
Sacrifice to ensure quality. We don’t cut corners. Sometimes you have to lose money to do quality work— it’s rough, but nothing is more important.
Seek SBA assistance to see if you qualify for business certifications. We used to look for jobs. Now that we’re on the SBA Subcontracting Network database, SubNet, and sam.gov , we have a continuous flow of contractors reaching out to us. on two bridges—a lifelong dream. Joyce continues to move forward, getting Reynolds qualified for the SBA 8(a) Business Development Program, which provides free business development education to small businesses so they can better compete in the public sector. “When I came on full time, I set a goal for what I would like for the company, and I’ve achieved 80% of that”, Joyce says. When she secures 8(a) certification for Reynolds, she’ll have hit all her objectives. Then, she admits, she’ll probably come up with some new ones.
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 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 sba.gov/sbdc .
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 sba.gov/score .
WOMEN’S BUSINESS CENTERS
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 .
VETERANS BUSINESS OUTREACH CENTERS
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, National Guard or Reserve members, veterans of any era, and military spouses.
LOCAL BUSINESS ASSISTANCE
SBA’s Resource Partners are independent organizations funded through SBA cooperative agreements or grants. Our Local SBA Resource Partners
Small Business Development Centers Ser v ing Merced & Mar iposa count ies Central CA SBDC Network Lead Center Regional Director Kurt Clark 1735 M St. Merced (209) 386-1008 Ser v ing Kern, Inyo, & Mono count ies CSU Bakersfield SBDC Center Director Kelly Bearden 1631 17th St., suite 200 Bakersfield (661) 654-2856 Ser v ing Stanislaus & Tuolumne count ies Valley Sierra SBDC Center Director Katy Winders 1020 10th St. suite 102 Modesto (209) 422-6416 Ser v ing Merced, & Mar iposa count ies UC Merced SBDC Regional Director Kurt Clark 1735 M St., suite 111 Merced (209) 386-1008 Ser v ing Fresno, Madera, Tulare, & K ings count ies Valley Community SBDC Rich Mostert 390 W. Fir Ave., suite 303 Clovis (559) 324-6403
Arthur and Sandra Johnson, owners of 21 Short Stop in Georgia, received assistance from their local Small Business Development Center and SCORE chapter.
LOCAL BUSINESS ASSISTANCE
Ser v ing Monterey & San Benito count ies Cal Coastal SBDC Center Director Cindy Merzon 221 Main St., suite 301 Salinas (831) 424-1099 Ser v ing San Luis Obispo Count y Cal Poly CIE SBDC Center Director Judy Mahan
Ser v ing Fresno, Madera, K ings, Merced & Tulare count ies Chapter Chair Yuliana Franco 801 R St., suite 201 Fresno (559) 487-5605 Ser v ing Stanislaus Count y Chapter Chair Ron Owen Modesto (559) 487-5605 Ser v ing Kern Count y Chapter Chair Wilfredo Guadarrama Bakersfield (559) 487-5605
Women’s Business Center Ser v ing San Luis Obispo & Monterey count ies Mission Community Services Corp. Program Director Chuck Jehle 71 Zaca Lane, suite 130 San Luis Obispo (805) 595-1357 Ser v ing Kern Count y Mission Community Services Corp. Deputy Program Director Norma Dunn 201 New Stine Road, suite 300 Bakersfield (661) 333-7773
872 Higuera St. San Luis Obispo (805) 756-5171
SCORE Visit sba.gov/score to start working on your business goals. Contact your local office to schedule an appointment. Ser v ing San Luis Obispo Count y Chapter Chair Horace Morana
Ser v ing Monterey Count y Chapter Chair Pat Webb 716 Capitola Ave. Capitola (831) 621-3735 Ser v ing Tuolumne Count y Chapter Chair Edward Mintline 197 Mono Way Sonora (209) 532-4316
1228 Broad St. San Luis Obispo (805) 547-0779
Veterans Business Outreach Center Veteran entrepreneurs or small business owners can receive business training, counseling and mentoring, and referrals to other SBA Resource Partners at a Veterans Business Outreach Center, sba.gov/vboc . This is also the place to receive procurement guidance, which can help your business better compete for government contracts. Executive Director/CEO Coreena Conley 4608 Duckhorn Drive Sacramento (916) 527-8400
LOCAL BUSINESS ASSISTANCE
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 sba.gov/advocacy . To submit a comment about how your business has been hurt by an existing regulation, visit sba.gov/ 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 sba.gov/advocacy . 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, sba.gov/ombudsman . To submit a comment or complaint through the online form, visit sba.gov/ 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.
LOCAL BUSINESS ASSISTANCE
A SCORE business mentor helped Mary Davalos, left, president of Taxma, grow her business and qualify for an SBA-backed Community Advantage loan. Mary's team, including Office Manager Josephine Bravo, center, and Admin Assistant Lily Quezada, serve clients in Bakersfield, CA.
How to Start a Business in Central Valley & Central Coast
Thinking of starting a business? Here are the nuts & bolts.
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, https://cbb.census. gov/sbe . Filter your 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. The CalGold online permit assistance tool, calgold.ca.gov , provides local, state, and federal permit information for businesses. For permits and registrations administered by the State of California, CalGold also includes a forms and fee finder with direct links to applications and fee information. 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. » California Secretary of State
1500 11th St. Sacramento (916) 653-6814 sos.ca.gov
LOCAL BUSINESS ASSISTANCE
SBDC counseling and SBA government contracting programs helped Rebecca Robison, CEO of She Marine Construction Supply grow her business in Lake Elsinore, CA.
» State Taxes State of California Franchise Tax Board 3321 Power Inn Road, suite 250 Sacramento (800) 852-5711 ftb.ca.gov California Department of Tax and Fee Administration 450 N St. Sacramento (800) 400-7115 cdtfa.ca.gov State of California Employment Development Department 3321 Power Inn Road, suite 220 Sacramento (888) 745-3886 edd.ca.gov 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 socialsecurity.gov/employer . You can file W-2s online or verify job seekers through the Social Security Number Verification Service.
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, irs.gov/businesses/small-businesses- 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 irs.gov/tax-reform . » IRS Tax Assistance Centers Bakersfield 4825 Coffee Road (661) 328-4399 Fresno
2525 Capitol St. (559) 443-7741 Modesto 1700 Standiford Ave. (209) 900-6760 Salinas 928 E. Blanco Road, suite 121 (831) 753-6895 Visalia 5300 W. Tulare St. (559) 635-6001
LOCAL BUSINESS ASSISTANCE
Building Maintenance Services Inc. President Anna Fernandez, left, and Vice President Nellie Castaneda grew their business in Tulare, CA thanks to SBA-backed financing. They also consulted with an SBDC adviser to prepare them for the SBA 8(a) Business Development Program so they could better compete for government contracts.
» State of California Labor andWorkforce Development Agency 800 Capitol Mall Sacramento (916) 653-9900 labor.ca.gov » Cal/OSHA Sacramento Regional Office 2424 Arden Way, suite 300 Sacramento (916) 263-2503 dir.ca.gov Employee Insurance Check with your state laws to see if you are required to provide unemployment or workers’ compensation insurance for your employees. For health insurance options, call the Small Business Health Options Program at (800) 706-7893 or visit healthcare. gov/small-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 dol.gov/general/topic/ association-health-plans . » California Department of Insurance consumer hotline (800) 927-4357 insurance.ca.gov Environmental Regulations State assistance is available for small businesses that must comply with environmental regulations under the Clean Air Act.
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 uscis.gov/forms . For the employer hotline call (888) 464-4218 or email Iemail@example.com. 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 e-verify.gov , call (888) 464-4218 or email firstname.lastname@example.org. Health & Safety All businesses with employees are required to comply with state and federal regulations regarding the protection of employees, visit employer.gov 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 osha.gov . » Wage and Hour Division 906 N St., suite 105 Fresno (559) 487-5317
LOCAL BUSINESS ASSISTANCE
State Small Business Environmental Assistance programs provide free and confidential assistance to help small business owners understand and comply with complex environmental regulations and permitting requirements. These state programs can help businesses reduce emissions at the source, often reducing regulatory burden and saving you money. To learn more about these free services visit nationalsbeap.org/states/list . » Environmental Protection Agency Small Business Division epa.gov/resources-small-businesses 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, email@example.com or visit access-board.gov . 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 acf.hhs.gov/programs/css/employers . Send questions to firstname.lastname@example.org. » California Department of Child Support Services (866) 901-3212 childsup.ca.gov 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 uspto.gov , call(800) 786-9199 or visit the Silicon Valley office in San Jose, California, uspto.gov/siliconvalley . For inventor entrepreneur resources visit uspto.gov/inventors . • 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. • Design patents may be granted to anyone who invents a new, original, and ornamental design for a manufactured article. • Plant patents may be granted to anyone who invents or discovers and asexually reproduces any distinct and new variety of plant, other than a tuber propagated plant or a plant found in an uncultivated state. A trademark or service mark includes any word, name, symbol, device, or any combination, used to identify and distinguish the goods/services of one provider from others. Trademarks and service marks may be registered at both the state and federal level. The U.S. Patent and Trademark Office only registers federal trademarks and service marks, which
may conflict with and supersede state trademarks. Visit uspto.gov/trademarks . » State registration of a trademark 1500 11th St., second floor, Sacramento (916) 653-3984 sos.ca.gov/business/ts 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 they may protect the way they are expressed. For general information on copyrights, contact: » 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 copyright.gov Business Organizations Economic Development Corp. serving Tulare County (559) 592-1349 Economic Vitality Corp. of San Luis Obispo County (805) 788-2013 Fresno fresno4biz.com Fresno County Economic Development Corp. (559) 476-2500 Kern Economic Development Corp. (661) 862-5150 Kings County Economic Development Corp. (559) 585-3576 Madera County Economic Development Commission (559) 675-7768 Opportunity Stanislaus (209) 422-6420 San Benito Economic Development Corp. (831) 636-1882 Tuolumne County Economic Development Authority (209) 989-4058 Water, Energy and Technology Center (WET) (559) 278-4540
LOCAL BUSINESS ASSISTANCE
Taft district taftchamber.com
Atascadero atascaderochamber.org Los Osos/Baywood Park lobpchamber.org Morro Bay morrobay.org Nipomo nipomochamber.org Paso Robles pasorobleschamber.com South County southcountychambers.com
Chambers of Commerce ALPINE COUNTY alpinecounty.com
KINGS COUNTY Hanford hanfordchamber.com Lemoore lemoorechamberofcommerce.com
FRESNO COUNTY Central California Hispanic Chamber cchcc.biz Clovis district clovischamber.com Coalinga area coalingachamber.com Fresno area fresnodbh.org Fresno fresnochamber.com Fresno Metro Black Chamber fmbcc.com Greater Reedley reedleychamber.com Kerman district kermanchamber.org Sanger district sanger.org Selma district Selma-chamber.com
MADERA COUNTY Chowchilla district chowchillachamber.org Oakhurst Area oakhurstchamber.com Madera district maderachamber.com MARIPOSA COUNTY Mariposa County, Mariposa mariposachamber.org
San Luis Obispo slochamber.org
STANISLAUS COUNTY Ceres cereschamber.com Modesto modchamber.org Oakdale district oakdalechamber.com Patterson-Westley ci.patterson.ca.us Riverbank riverbankchamber.org Turlock turlockchamber.com
MERCED COUNTY Los Banos losbanos.com Greater Merced
merced-chamber.com Merced County Hispanic Chamber, Merced mercedhcc.com MONO COUNTY Mammoth Lakes mammothlakeschamber.org
INYO COUNTY Bishop bishopvisitor.com
TULARE COUNTY Dinuba dinubachamber.com Exeter exeterchamber.com Lindsay thelindsaychamber.com Porterville portervillechamber.org Tulare tularechamber.org Tulare-Kings Hispanic Chamber, Visalia mytkhcc.org Visalia visaliachamber.org
Death Valley, Shoshone deathvalleychamber.org
MONTEREY COUNTY King City kingcitychamber.com Monterey Peninsula, Monterey mpcc.com Moss Landing mosslandingchamber.com North Monterey County northmontereycountychamber.org Pacific Grove pacificgrove.org
KERN COUNTY Delano delanochamberofcommerce.org Greater Bakersfield bakersfieldchamber.org Greater Tehachapi tehachapi.com Kern County Black Chamber, Bakersfield kcbcc.co Kern County Board of Trade, Bakersfield visitkern.com
Salinas Valley, Salinas salinaschamber.com
TUOLUMNE COUNTY Yosemite, Groveland groveland.org Tuolumne County, Sonora tcchamber.com Twain Harte twainhartecc.com
Kern County Hispanic Chamber, Bakersfield kchcc.org Kernville gotokernville.com Ridgecrest ridgecrestchamber.com
SAN BENITO COUNTY San Benito County, Hollister sanbenitocountychamber.com SAN LUIS OBISPO COUNTY Arroyo Grande & Grover Beach agchamber.com
LOCAL BUSINESS ASSISTANCE
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 Resources Find free short courses and learning tools to start and grow your small business at sba.gov/learning . The free SBA 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 • buying a business • financing options • digital and traditional marketing to win customers • disaster recovery • understanding your customer Native American Workshops Tribal enterprises and business organizations can receive 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 nativesmallbusiness.org .
• medical sciences • power and energy • unmanned aerial systems • water tech • wood products
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 so you can grow and expand. 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 sba.gov/localassistance . Select the regional innovation clusters on the drop-down menu.
LOCAL BUSINESS ASSISTANCE
Vocademy in Riverside, vocademy.com , trains underserved populations for vocational careers in manufacturing. Indiana Ruckus Makerspace in Indianapolis, ruckusindy.com , provides coaching and job placement complementing day-to-day job skills training. Massachusetts The Clubhouse-to-Career Pathways to Success program in Roxbury, flagshipclubhouse.org/c2c , places its participants in meaningful employment matching their skill sets. Missouri Rightfully Sewn in Kansas City, rightfullysewn.org , 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 monadnockartxtech.org . 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 njitmakerspace.com . New York The Foundry in Buffalo, thefoundrybuffalo.org , 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 forgegreensboro.org . Oklahoma Fab Lab Tulsa prepares participants with high-value skills to secure careers as operators and technicians in digital fabrication, visit fablabtulsa.org . Pennsylvania NextFab’s Furnishing a Future program in Philadelphia places trained carpenters, visit nextfab.com .
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, wfw.org , trains, certifies to national standards, and places veterans into advanced manufacturing careers nationwide.
LOCAL BUSINESS ASSISTANCE
Learn the skills to grow your small business in this seven-month course.
Accelerate Growth Small business executives looking to grow their business, create jobs, and strengthen their communities will find their next challenge
in the SBA Emerging Leaders program. This seven-month course offers about 100 hours of training and provides the opportunity for high-potential small business owners to work with experienced coaches and mentors while developing connections with peers, local leaders, and the financial community. How it benefits you Since the start of the program in 2008, Emerging Leaders graduates have reported creating over 6,500 jobs, gaining more than $300 million in new financing, and securing over $3.16 billion in government contracts. Participants produce a three-year strategic growth plan that connects them with the necessary tools and resources to reach major performance targets. What you learn The curriculum is research-based and nationally scalable, enabling you to engage in focused development and expansion strategies, including options for accessing new capital and securing government contracts. Who’s eligible Small businesses having annual revenues of at least $250,000, in business for at least three years, and with at least one employee.
HOW THE SBA HELPED ME SUCCEED When April Broderick wanted to expand into government contracting, she turned to the SBA. A&A Fire and Safety Co. in Cabot, AR serves the fire protection and service needs of businesses, schools, and fire departments across Arkansas. She took over from her father, Alan, in 2014, becoming one of the few women executives in her industry. With the help of the SBA Emerging Leaders program, April received business training and networking opportunities to help her better compete in the public marketplace. April committed to the program because she wanted to develop a three- year growth plan with business experts. Since graduating from Emerging Leaders, she has grown her business to six full-time employees, seven part time, with a projected 2019 revenue of $1.7 million.
Get involved To register online, visit sba.gov/ emergingleaders .
LOCAL BUSINESS ASSISTANCE
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 https://sbavets.force.com . 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
LOCAL BUSINESS ASSISTANCE
» 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, nationalvip.org . 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, sba.gov/vboc . For veterans business information visit sba.gov/veterans .
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 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 sba.gov/business-guide/plan/ write-your-business- plan-template
LOCAL BUSINESS ASSISTANCE
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.
LEAN STARTUP PLAN CHECKLIST
❒ Key partnerships ❒ Key activities ❒ Key resources ❒ Value proposition ❒ Customer relationships
❒ Customer segments ❒ Channels ❒ Cost structure ❒ Revenue streams
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