New Hampshire Edition 2020—U.S. Small Business…

Small Business resource guide NEW HAMPSHIRE 2020

START GROW EXPAND YOUR BUSINESS

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CONTENTS

New Hampshire 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 18 Workforce Recruitment 19 Emerging Leaders 20 Entrepreneurial Resources 21 10 Steps to Start Your Business 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 32 Financing 101 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

Contracting

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 Dr. Mandë Holford, left, Jessica Ochoa Hendrix, courtesy of the SBA; Jerado Reynolds, courtesy of Shana Sureck Photography; Jennifer and Jeff Herbert, courtesy of Superstition Meadery; Stephanie and Gabrie Vitori, courtesy of the SBA; Nikolas Williams, courtesy of Workshops for Warriors

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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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PUBLISHED BY New South Media, Inc. 304.413.0104 | newsouthmedia.com

PUBLISHER Nikki Bowman, nikki@newsouthmediainc.com

DESIGNER Hayley Richard, hayley@newsouthmediainc.com

MANAGING EDITOR Holly Leleux-Thubron, holly@newsouthmediainc.com

ASSOCIATE EDITORS Pam Kasey, pam@newsouthmediainc.com

OPERATIONS MANAGER Meggan Hoyman, info@newsouthmediainc.com

ADVERTISING SALES DIRECTOR Heather Mills McIntyre, heather@newsouthmediainc.com

ADVERTISING SALES Kelley McGinnis, Bryson Taylor sba@newsouthmediainc.com

Copyright: New South Media, Inc. Reproduction in part or whole is strictly prohib- ited without the express written permission of the publisher. © 2019 NEW SOUTH MEDIA, INC., ALL RIGHTS RESERVED TheU.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 summer 2019 national edition #mcs-0089.

WRITER/EDITOR Becky Bosshart (202) 205-6677 rebecca.bosshart@sba.gov DIRECTOR OF MARKETING Paula Panissidi Tavares paula.tavares@sba.gov

The SBA’s participation in this publication is not an endorsement of the views, opinions, products or services of the contractor or any advertiser or other participant appearing here. All SBA programs and services are extended to the public on a 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.

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SBA New Hampshire District Office JC Cleveland Federal Building 55 Pleasant St., suite 3101 Concord, NH 03301 (603)225-1400 newhampshire_do@sba.gov sba.gov/nh @SBA_NH

District Director Letter

Deputy District Director Rachael Roderick (603) 225-1603 rachael.roderick@sba.gov District Counsel Robert S. Welch (603) 225-1406 robert.welch@sba.gov

Economic Development Specialist & Veteran Business Development Specialist Miguel Moralez (603) 225-1601 miguel.moralez@sba.gov

Economic Development Specialist Warren Haggerty (603) 225-1405 warren.haggerty@sba.gov Lender Relations Specialists Phillip P. Frechette (603) 225-1600 phillip.frechette@sba.gov

Tuesday A. Belanger (603) 225-1404 tuesday.belanger@sba.gov Public Affairs Officer

Cheryl A. Croto (603) 225-1407 cheryl.croto@sba.gov

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LOCAL BUSINESS ASSISTANCE

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

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LOCAL BUSINESS ASSISTANCE 5 Tips for Success Find a great business mentor.

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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.

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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 .

SCORE

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.

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LOCAL BUSINESS ASSISTANCE

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

SCORE Contact your closest SCORE office first for an appointment. Lakes region (603) 409-4510 lakesregion.score.org Merrimack Valley region (603) 666-7561 lakesregion.score.org Monadnock region (603) 352-0320 merrimackvalley.score.org Mt. Washington Valley region (603) 447-4388 mtwashington.score.org Seacoast region (603) 433-0575 seacoast.score.org Upper Valley region (603) 448-3491 uppervalley.score.org

Development Center Visit nhsbdc.org to start working on your business goals. Contact a certified business adviser at (603) 862-2200 or nh.sbdc@unh.edu to set up a one-on-one consultation. State Director Liz Gray Assistant State Director Jason Cannon Peter T. Paul College of Business and Economics University of New Hampshire 10 Garrison Ave., suite 201 Durham (603) 862-2200 nhsbdc.org Business Advising Centers: Belknap & Grafton counties Laconia & Plymouth Cheshire & Sullivan counties Keene Merrimack Valley region

Manchester & Nashua North Country region call for locations Seacoast regional office Dover, Portsmouth & Wolfeboro

Director of Education & External Relations Heidi Edwards Dunn Manchester Community College SBDC 1066 Front St. Manchester h.edwardsdunn@unh.edu (603) 206-8201

HOW THE SBA HELPED ME SUCCEED When Vivian Cubilla-Lindblom decided to purchase Maple Nut Kitchen in Keene, she turned to the New Hampshire Small Business Development Center in Keene, an SBA Resource Partner. Vivian says her adviser became her trusted sounding board to ensure that she made the best decisions possible. Vivian, a first-time small business owner, added her own flare to the established small company, including changing the company name and logo and adding some new granola flavors. Her business adviser assisted with putting together financial and cash flow statements. They also worked together to find the perfect production/ distribution facility “Because of the advice we received from the New Hampshire Small Business Development Center, our business has increased the distribution of our granola products in places like health food stores, food co-ops, gift shops, as well as some grocery stores which allowed us to increase our revenues and our team,” Vivian says.

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LOCAL BUSINESS ASSISTANCE

Veterans Business Outreach Center of

New England 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. 132 George M. Cohan Blvd. Providence, RI (401) 427-6536 info.vboc@cweonline.org

O'Connor Belting, a Delaware family-owned business, expanded with the help of an SBA-guaranteed 7(a) loan.

Women’s Business Centers Center for Women & Enterprise Director Chandra Reber 500 Commercial St., suite 500 Manchester (603) 318-7580 creber@cweonline.org info.newhampshire@cweonline.org cweonline.org

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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, contact advocacy.sba.gov . To submit a comment about how your business has been hurt by an existing regulation, visit sba.gov/ombudsman/ comments .

Advocacy When you need a voice within the federal government for your interests as a small business owner, SBA advocates are here to assist. They analyze the effects of proposed regulations and consider alternatives that minimize the economic burden on small businesses, governmental jurisdictions, and nonprofits. The office, advocacy.sba.gov , helps with these small business issues: » if your business could be negatively affected by regulations proposed by the government » when you need economic and small business statistics The SBA Office of Advocacy also independently represents small business and advances its concerns before Congress, the White House, and federal agencies.

Ombudsman Entrepreneurs who have an issue with an existing federal regulation or policy receive assistance from the SBA national ombudsman. The ombudsman’s office helps 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 Make your voice heard by participating in a Regional Regulatory Enforcement Fairness Roundtable or a public hearing hosted by the SBA 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.

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

How to Start a Business in New Hampshire

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

» Secretary of State Corporate Division State House Annex, room 317 25 Capitol St. Concord (603) 271-3244 or (603)271-3246 corporate@sos.nh.gov sos.nh.gov Taxes As a business owner, you should know your federal tax responsibilities and make business decisions to comply with 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 .

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 Viewconsumer 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 viewdata on your potential customers, including consumer spending, and a summary of existing businesses, available as amap 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. » Economic and Labor Market Information Bureau 45 S. Fruit St. Concord (603) 228-4124 elmi@nhes.nh.gov nhes.nh.gov/elmi/products/licertocc 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 and file your annual report at quickstart.sos.nh.gov .

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LOCAL BUSINESS ASSISTANCE

the specific health and safety standards used by the U.S. Department of Labor. Call (800) 321-6742 or visit osha.gov . » U.S. Department of Labor Community Outreach & Resource Planning Specialist An O’Fallon Casting Inc. employee at work in O’Fallon, MO. General Manager Vince Gimeno grew his business thanks to the Small Business Innovation Research Program.

» Tax Assistance Centers Offices are open 8:30 a.m.-4:30 p.m. Call (844) 545-5640 to make an appointment irs.gov/help/contact-my-local- office-in-new-hampshire Manchester 1000 Elm St., ninth floor Nashua 410 Amherst St.

(800) 772-1213 or visit socialsecurity.gov/ employer . You can fileW-2s online or verify job seekers through the Social Security Number Verification Service. 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 I-9central@dhs.gov. E-Verify is the quickest way for employers to determine the employment eligibility of new hires by verifying the Social Security number and employment eligibility information reported on Form I-9. Visit e-verify.gov , call (888) 464-4218 or email e-verify@dhs.gov. 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

Wage and Hour Division 1155 Elm St., suite 501 Manchester (603) 606-3125 mckinney.steven@dol.gov

Portsmouth 80 Daniel St. » State Taxes

» OSHA

53 Pleasant St., suite 3901 Concord (603) 225-1629 » NewHampshire Department of Labor 95 Pleasant St. Concord (603) 271-3176 Employee Insurance Checkyour state laws tosee if youare required toprovideunemployment or workers’ compensation insurance for your employees. For health insuranceoptions, call theSmall BusinessHealthOptionsprogram at (800) 706-7893or 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

For help with rooms and meals tax, business enterprise tax, and the business profits tax, contact: Department of Revenue 109 Pleasant St. Concord (603) 230-5000 revenue.nh.gov Social Security If you have any employees, including officers of a corporation but not the sole proprietor or partners, youmust 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

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LOCAL BUSINESS ASSISTANCE

and Trademark Office headquarters in Alexandria, Virginia. For inventor entrepreneur resources visit uspto.gov/inventors . There are three types of patents: • 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 patentsmaybegranted toanyone who inventsor discovers andasexually reproduces anydistinct andnewvarietyof plant, other thana tuber propagatedplant or aplant found inanuncultivatedstate. A trademark or servicemark includes any word, name, symbol, device, or any combination, used to identify and distinguish the goods/services of one provider fromothers. Trademarks and servicemarks can be registered at both the state and federal level. The U.S. Patent and Trademark Office only registers federal trademarks and servicemarks, which may conflict with and supersede state trademarks. Visit uspto.gov/trademarks . » Secretary of State’s Office Trademark Division (603) 271-3244 or (603) 271-3246 Copyrights protect original works of authorship including literary, dramatic, musical and artistic, and certain other intellectual works, such as computer HOW THE SBA HELPED US SUCCEED Erica Cole-Tucker and Hale Cole-Tucker, owners of Tucker's restaurants, qualified for two SBA-backed 7(a) loans to assist with the purchase of equipment and furnishings for their new locations in Dover and Merrimack. They also received a line of credit to help with short-termworking capital needs for the entire operation. Tucker's SBA Lender, Bar Harbor Bank & Trust, has been instrumental in the growth of their business, Erica and Hale say, helping them create nearly 100 new jobs.

as if they were a single large employer. For information, visit dol.gov/general/ topic/association-health-plans . » State Insurance Department 21 S. Fruit St., suite 14 Concord (603) 271-2261 requests@ins.nh.gov consumerservices@ins.nh.gov nh.gov/insurance/index.htm Environmental Regulations State assistance is available for small businesses that must comply with environmental regulations under the Clean Air Act. State Small Business Environmental Assistance programs provide free and confidential assistance to help small business owners understand and comply with environmental regulations and permitting requirements. These state programs can help businesses reduce emissions at the source, often reducing regulatory burden and saving youmoney. To learnmore about these free services visit nationalsbeap.org/states/list . » Environmental Protection Agency Small Business Division epa.gov/resources-small-businesses » State Environmental Services 29 Hazen Drive Concord (603) 271-3503 des.nh.gov

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, ta@access-board.gov or visit access-board.gov . Child Support Employers are essential to the success of the child support programand collect 75%of support nationwide through payroll deductions. You’re required to report all new and rehired employees to the State Directory of NewHires. If you have employees in two or more states, youmay 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 employerservices@acf.hhs.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 U.S. Patent

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LOCAL BUSINESS ASSISTANCE

LAKES REGION CHAMBERS Barrington (603)664-2200 Central NH (603) 726-3804 Greater Ossipee area (603) 539-6201 Greater Wakefield

SEACOAST REGION CHAMBERS Epping (603) 785-8723 Exeter area

software. Copyrights do not protect facts, ideas, and systems, although theymay 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 Chambers of Commerce GREAT NORTH WOODS REGION CHAMBERS Androscoggin Valley

(603)772-2411 Greater Dover (603) 742-2218 Greater Portsmouth (603) 610-5510 Greater Rochester (603) 332-5080 The Falls

(603) 522-6106 Lakes region (800) 605-2537 Mereditha area (603) 279-6121 Squam Lakes area (603) 968-4494 Wolfeboro area (603) 569-2200

(603) 692-7175 Hampton area (603) 926-8718 Economic Development Small business owners can receive business assistance from the NewHampshire Division of Economic Development . Looking for grants to recruit and train employees? Permitting assistance? The division also helps you navigate the process of moving to NewHampshire or expanding an existing business. Senior Business Development Michael Bergeron

(603) 752-6060 North Country (603) 237-8939 Northern Gateway region

MERRIMACK VALLEY REGION CHAMBERS Greater Concord (603) 224-2508 Greater Derry Londonderry (603) 224-8205 Greater Hudson (603) 889-4731 Greater Manchester (603) 666-6600 Greater Raymond area

(603) 788-2530 Umbagog area (603) 482-3906

WHITE MOUNTAINS REGION CHAMBERS Bethlehem (603) 869-3409 Franconia Notch

(603) 895-2254 Greater Salem (603) 893-3177 Henniker (603) 428-3198 Merrimack (603) 424-3669 Souhegan Valley (603) 673-4360 Weare area (603) 529-6447

(603) 823-5661 Jackson area (603) 383-6561 Littleton area (603) 444-6561 Mt. Washington Valley (800) 367-3364 Western White Mountains (603) 745-6621 White Mountains attractions (603) 745-8720 DARTMOUTH-LAKE SUNAPEE REGION CHAMBERS Greater Claremont

michael.bereron@livefree.nh.gov Business Development Manager Cindy Harrington cynthia.harrington@livefree.nh

New Hampshire Division of Economic Development 1 Eagle Square, suite 100 Concord (603) 271-2591 nheconomy.com choosenh.com Exporting Assistance

MONADNOCK REGION CHAMBERS Greater Hillsborough

(603) 464-5858 Greater Keene (603) 352-1303 Greater Peterborough (603) 924-7234 Jaffrey (603) 532-4549 Monadnock (866) 284-2921 Rindge (603) 899-5051

Receive one-on-one counseling on exporting at the New Hampshire International Trade Resource Center . The center also provides trade leads, market research, help with promotion, and export financing assistance. Office of International Commerce

(603) 543-1296 Hanover area (603) 643-3115 Lake Sunapee region

(603) 526-6575 Lebanon area (603) 448-1203 Newport area (603) 863-1510

(603) 271-8444 exportnh.org

nheconomy.com/office-of- international-commerce

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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.

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LOCAL BUSINESS ASSISTANCE Emerging Leaders

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 .

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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 sba.gov/learning . 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 sba.gov/localassistance . 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, SBA contractors, 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 .

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4 Pick your business location 5 Choose a business structure much you pay in taxes, and your personal liability. 6 Choose your business name already being used. 7 Register your business Once you’ve picked the perfect business name, it’s time to make it legal and protect your brand. If you’re doing business under a name different than your own, you’ll need to register with the federal government and often your state government. 8 Get federal and state tax IDs You’ll use your Employer Identification Number for important steps to start and grow your business, like opening a bank account and paying taxes. It’s like a social security number for your business. Some, but not all, states require you to get a tax ID as well. 9 Apply for licenses and permits Keep your business running smoothly by staying legally compliant. The licenses and permits you need for your business vary by industry, state, and location. 10 Open a business bank account A small business checking account can help you handle legal, tax, and day-to-day issues. Are you setting up a brick-and mortar business or launching online? The legal structure you choose for your business will affect your business registration requirements, how Pick a name reflecting your brand. Check your secretary of state's website to make sure your business name isn’t

1 Conduct market research This will tell you if there’s an opportunity to turn your idea into a successful business. Gather information about potential customers and businesses already operating in your area so you can use that information to find a competitive advantage. 2 Write your business plan This is the roadmap for how to structure, run, and grow your new business. You’ll use it to convince people that working with you and/or investing in your company is a smart choice. 3 Fund your business Your business plan will help you figure out how much money you’ll need to startup. Investors or lenders will help you get the amount you need. 10 STEPS to Start Your Business Starting a business involves planning, making key financial decisions, and completing a series of legal requirements.

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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 positioned 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

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» 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 .

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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

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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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