NORTH FLORIDA EDITION 2020 Small Business resource guide

GROW YOUR BUSINESS in north florida

1 2 CONTENTS North Florida Edition 2020

Local Business Funding Assistance Programs

8 National Success Story 24 National Success Story Jerado and Joyce Reynolds Jennifer and Jeff Herbert’s know their local landscape for meadery has expanded into a entrepreneurship support. multimillion dollar enterprise thanks to SBA assistance. 11 Local SBA Resource Partners 27 SBA Lenders

13 Your Advocates 33 Need Financing?

14 How to Start a Business 34 Go Global with International Trade 18 Entrepreneurial Opportunities 36 R&D Opportunities for High Growth Startups 20 Opportunities for Veterans 38 National Success Story 21 Local Success Story Cheeseburger Baby owner Stephanie Vitori persevered 22 Write Your Business Plan 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.

48 SBA Certification Programs

49 Woman-Owned Small Business certification

ON THE COVER Skyline on Jacksonville, photo by David Mark on Pixabay; Stephanie Vitori, courtesy of the SBA; Adriana Medina, courtesy of the SBA

3 4 5 PUBLISHED BY New South Media, Inc. 304.413.0104 | newsouthmedia.com

PUBLISHER Nikki Bowman, [email protected]

DESIGNER Hayley Richard, [email protected]

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Copyright: New South Media, Inc. Reproduction in part or whole is strictly prohib- ited without the express written permission of the publisher.

© 2019 NEW SOUTH MEDIA, INC., ALL RIGHTS RESERVED

The U.S. Small Business Administration’s Office of Marketing & Customer Service directs the publication of the Small Business Resource Guide under SBA Contract #SBAHQ- 17-C-0018. SBA publication summer 2019 national edition #mcs-0089.

WRITER/EDITOR Becky Bosshart (202) 205-6677 [email protected]

DIRECTOR OF MARKETING Paula Panissidi Tavares [email protected]

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.

6 SBA North Florida District Office 7825 Baymeadows Way, suite 100B Orlando Office Jacksonville, FL 32256 200 E. Robinson St., suite 1270 (904) 443-1900 (407) 648-2891 Fax (202) 481-2712 Fax (904) 443-1980 sba.gov/fl/north @SBA_NorthFL

District Director Letter District Director Business Opportunity Specialists Trial Attorney Wilfredo J. Gonzalez Jay W. Choi Lisa S. Still [email protected] [email protected] [email protected] Carmen E. Gonzalez Deputy District Director Procurement Center Representatives Gilbert Colón [email protected] Arleen L. Boyd-Alston [email protected] Leticia D. Clark (904) 542-6220 [email protected] [email protected] Public Affairs Specialist Nayana Sen Derrick D. Willoughby Thomas Van Horn [email protected] [email protected] (407) 380-8252 [email protected] Administrative Officer Economic Development Specialist/ Jacqueline L. Gardner Veteran’s Representative Business Opportunity Specialist/ [email protected] Natalie C. Hall HUBZone Liaison Officer [email protected] Jay W. Choi Orlando Senior Area Manager [email protected] Jose "Ed" Ramos Economic Development Specialist/ [email protected] Women’s Business Representative Supervisory Business Opportunity Thaddeus D. Hammond Specialist/HUBZone Liaison Officer Supervisory Business [email protected] Kenneth R. Hamilton Opportunity Specialist [email protected] Kenneth R. Hamilton Lender Relations Specialist [email protected] Rosalind D. Bryant Office of International Trade Northern [email protected] Florida Regional Manager Supervisory Lender Relations Sandro Murtas Specialist (727) 464-7177 James Van Horn [email protected] PHOTO BY DAVID MARK ON PIXABAY

7 LOCAL BUSINESS ASSISTANCE

How We Did It Made

toJoyce and Jerado Last Reynolds used SBA support to succeed. Written by Micaela Morrissette COURTESY OF SHANA SURECK PHOTOGRAPHY SURECK SHANA OF COURTESY 8 LOCAL BUSINESS ASSISTANCE

eynolds Welding & Fabrication has grown steadily, building a loyal customer base, since Tips for Jerado Reynolds founded the company in 2005. Success R“At first the company was just Jerado,” recalls his wife and co-owner, Joyce 5 Find a great business mentor. Reynolds. “Then it was him and me part To find your local SBA office and time.” During the day she worked as a resource partners in your area, visit nurse and spent her evenings doing all sba.gov/localresources. the company’s paperwork. The Reynolds sank everything they earned into the business—money, time, and energy. She Have a healthy view remembers with pride helping Jerado of competition. weld a stair railing at a local school. Her COURTESY OF SHANA SURECK PHOTOGRAPHY SURECK SHANA OF COURTESY We’re not always competing. son later attended that same school, We’re a competitor, but if a similar and she watched her child and others SBA Resource Partner, where “from day business has extra work, they’ll send using the rail, benefiting from the one it was, Eureka! Everyone wanted it to us and vice versa. That’s the hard work the couple did together. It to see us win.” Women entrepreneurs relationship to have. was then Joyce decided as much as she receive essential business counseling and loved her day job, she wanted to devote training from this national network of herself full time to the family business community-based centers. Most helpful Record everything you do. in Windsor, Connecticut. She wanted was the detailed personal attention Navigating business relationships to work side-by-side with her husband, available through free one-on-one in this age means keeping an email fully focused on administration and record of everything you do. Leave a business counseling. Joyce also learned business growth. As they both hoped, clear paper trail. about workshops offered by providers like word of mouth spread; clients made the Metropolitan District, a Connecticut referrals. Joyce was soon overwhelmed nonprofit municipal corporation offering with paperwork. They brought on two water and sewer services. At a meet- Sacrifice to ensure quality. employees—doubling up in the busy We don’t cut corners. Sometimes you and-greet, Joyce understood how much seasons. They were able to maintain four have to lose money to do quality work— the SBA could help her business. An full-time employees by 2009. After this, it’s rough, but nothing is more important. SBA professional walked Joyce through Joyce says, they saw that “things were the extensive paperwork and, crucially, not moving.” She wanted to scale up. helped her register the company in Seek SBA assistance to Challenge the System for Award Management The company wasn’t growing in part (sam.gov), positioning the company for see if you qualify for because it wasn’t certified with the new federal contracts. business certifications. state department of transportation or “Resources like the Entrepreneurial We used to look for jobs. Now that prequalified with the Connecticut State Center and the SBA will train you from we’re on the SBA Subcontracting Department of Administrative Services, bottom to top,” Joyce says. “They have Network database, SubNet, and sam.gov, we have a continuous flow Joyce says. She decided to tackle the finance classes that open your eyes of contractors reaching out to us. certification problem full time, leaving regarding taxes. You'll learn how to her nursing career. This was the change register your business. They’ll help she'd been wanting to make, but since with a contract or your website or on two bridges—a lifelong dream. Joyce her background was in health care, accountability statements. Everything!” continues to move forward, getting Joyce didn’t feel fluent in the languages Before the SBA, Reynolds Welding Reynolds qualified for the SBA 8(a) of construction or business. Joyce attempted the DOT certification on five Business Development Program, which wanted to learn, and she had incentive: separate occasions, always falling short provides free business development they needed the certifications to bid because the process was so complicated. education to small businesses so they on bigger jobs. “Never be afraid to ask Joyce secured the certification with SBA can better compete in the public sector. questions,” she says. Joyce needed to guidance on the first attempt. “When I came on full time, I set a goal find people with answers. for what I would like for the company, Benefit and I’ve achieved 80% of that,” Joyce Solution Reynolds Welding now employs more says. When she secures 8(a) certification She and Jerado connected with the than 15 workers, constructing stairs, for Reynolds, she’ll have hit all her University of Hartford Entrepreneurial rails, structural beams, and columns objectives. Then, she admits, she’ll Center & Women’s Business Center, an throughout the region. Jerado is working probably come up with some new ones.

9 LOCAL BUSINESS ASSISTANCE

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

SMALL BUSINESS DEVELOPMENT CENTERS

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 950 development, and international trade. Find an SBDC adviser at Small Business sba.gov/sbdc. Development Centers

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. 300 SCORE mentors are available for free as often as you need, in person, SCORE chapters via email or over video chat. Find a mentor 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 100 about SBA resources for women visit sba.gov/women. Women’s Business Centers

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 20 contracts. VBOCs also serve active duty service members, Veterans Business National Guard or Reserve members, veterans of any era, and Outreach Centers military spouses.

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

SCORE Visit sba.gov/score to start working on your business goals. Contact your local office to schedule an appointment.

Citrus County Chapter 3810 S. Lecanto Highway Building C1-101w Lecanto (352) 249-1236 [email protected]

Jacksonville Chapter 7825 Baymeadows Way, suite 100b Jacksonville (904) 443-1911 jacksonville.score.org

Volusia/Flagler Chapter 149 S. Ridgewood Ave., suite 301 Daytona Beach (386) 255-6889 [email protected]

Panama City Chapter FSU Business Innovation Center 4750 Collegiate Drive Panama City (850) 257-3453 panamacity.score.org

Orlando Chapter 3201 E. Colonial Drive, suite A-20 Orlando (407) 420-4843 [email protected]

Space Coast Chapter 1600 Sarno Road, suite 205 Melbourne (321) 254-2288 spacecoast.score.org

Arthur and Sandra Johnson, owners of 21 Short Stop in Georgia, received assistance from their local Small Business

Development Center and SCORE chapter. COURTESY OF THE SBA

11 LOCAL BUSINESS ASSISTANCE

North Central Florida Chapter Mount Dora SBDC 101 SE Second Place, suite 104 17521 US Highway 441, suite #6 O'Connor Belting, a Delaware family- owned business, expanded with the Gainesville (352) 602-4575 help of an SBA-guaranteed 7(a) loan. (352) 375-8278 Ocala SBDC [email protected] College of Central Florida Enterprise Center Mid-Florida Chapter 3003 SW College Road, building 42, suite 105 11962 Circle 101, suite 302 #259 (352) 622-8763 or (866) 998-8332 The Villages Orlando SBDC (352) 399-0050 3201 E. Colonial Drive, suite A-20 [email protected] (407) 420-4850

Palatka SBDC Small Palatka Welcome Center 900 St. Johns Ave. Business (386) 666-1082 Palm Coast SBDC Development Palm Coast Business Assistance Center 160 Lake Ave. Centers (386) 986-4786 floridasbdc.org Panama City SBDC Brooksville SBDC 14101 Panama City Beach Parkway #200 Greater Hernando Chamber of Commerce (located in Carr, Riggs, and Ingram CPAs) 15588 Aviation Loop Drive

(850) 818-0570 or 0571 COURTESY OF THE SBA (352) 796-0697 Daytona Beach SBDC Pensacola Downtown SBDC 1200 W. International Greater Pensacola Chamber Speedway Blvd., building 150, suite 300 890 S. Palafox St., suite 202 Veterans (386) 506-4723 (850) 912-4434 or (850) 912-4435 Fleming Island SBDC Pensacola SBDC Business Clay County Chamber of Commerce 9999 University Parkway 1845 Town Center Blvd., building #410 (850) 474-2528 Outreach (904) 621.5030 Sanford SBDC Center Fort Walton Beach SBDC Seminole State College 815 Beal Parkway NW, suite A 1445 Dolgner Place Florida Veterans Business (850) 586-7809 (407) 321-3495 Outreach Center Monday-Friday 8 a.m.– 4 p.m. Gainesville SBDC St. Augustine SBDC Director Brent Peacock Gainesville Technology Enterprise Center St. Johns County Growth Management Gulf Coast State College 2153 SE Hawthorne Road, suite 139 Permit Center Asbell Business Building, room 206 (352) 334-7230 or (866) 998-8332 4040 Lewis Speedway Panama City (904) 209-1295 Gretna SBDC (800) 542-7232 x01 14615 E. Main St. Tallahassee SBDC vboc.org (850) 561-2036 625 E. Tennessee St. Groveland SBDC (850) 599-3407 Jacksonville The Suites at Hunt Industrial Park Wildwood SBDC 15430 County Road 565A, suite F The Villages Sumter County Women’s (352) 404-7338 Service Center Jacksonville SBDC 7375 Powell Road, suite 140 UNF Adam W. Herbert University Center (352) 689-4449 Business 12000 Alumni Drive Yulee SBDC (904) 620-2476 Center Page Government Complex Director Ellen Sullivan Live Oak SBDC 96135 Nassau Place, suite 1 3 Independent Drive Suwannee County Chamber of Commerce (904) 530-6027 (904) 366-6640 212 N. Ohio Ave. jaxchamberfoundation.org/ (386) 362-1782 jacksonville-womens-business-center

12 LOCAL BUSINESS ASSISTANCE

To report how a proposed federal regulation could unfairly affect you, Your find your regional SBA advocate at sba.gov/advocacy.

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

Advocacy When you need a voice within the federal »» when you need economic and small »» seek remedies when rules are government for your interests as a small business statistics inconsistently applied business owner, the SBA’s regional advocates The SBA’s Office of Advocacy also »» recover payment for services done by are here to assist. The advocates analyze the independently represents small business and government contractors effects of proposed regulations and consider advances its concerns before Congress, the alternatives that minimize the economic White House, federal agencies, federal courts, Make your voice heard by participating in a burden on small businesses, governmental and state policy makers. Regional Regulatory Enforcement Fairness jurisdictions, and nonprofits. Find your Roundtable or a public hearing hosted by the regional advocate at sba.gov/advocacy. Ombudsman SBA’s national ombudsman. These events Entrepreneurs who have an issue with an are posted periodically on the ombudsman Your advocate helps with these small existing federal regulation or policy can website, . business issues: sba.gov/ombudsman receive assistance from the SBA’s national To submit a comment or complaint through »» if your business could be negatively ombudsman. the online form, visit sba.gov/ombudsman/ affected by regulations proposed by the . Your concerns will be directed to The ombudsman’s office helps you: comments government the appropriate federal agency for review. The » resolve regulatory disputes with federal »» if you have contracting issues with a » SBA will collaborate with you and the agency federal agency agencies to help resolve the issue. »» reduce unfair penalties and fines 13 LOCAL BUSINESS ASSISTANCE

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

Business Center adviser. COURTESY OF THE SBA How to Start a Business in North Florida Thinking of starting a business? Here are the nuts & bolts.

The Startup Logistics https://cbb.census.gov/sbe. Filter your Name Registration Even if you’re running a home-based search by business type and location to Register your business name with the business, you will have to comply with view data on your potential customers, county clerk where your business is many local, state, and federal regulations. including consumer spending, and a located. If you’re a corporation, also register Do not ignore regulatory details. You may summary of existing businesses, available with the state. avoid some red tape in the beginning, but as a map and a report. your lack of compliance could become Taxes an obstacle as your business grows. Business License & Zoning As a business owner, you should know Licenses are typically administered by a Taking the time to research regulations your federal tax responsibilities and make variety of state and local departments. is as important as knowing your market. some business decisions to comply with It is important to consider zoning Carefully investigate the laws affecting certain tax requirements. The IRS Small regulations when choosing a site for your your industry. Being out of compliance Business and Self-Employed Tax Center, business. Contact the local business could leave you unprotected legally, lead go.usa.gov/xPxYR, offers information on license office where you plan to locate to expensive penalties, and jeopardize a variety of topics including: obtaining an your business. You may not be permitted your business. Employer Identification Number, paying to conduct business out of your home and filing income tax, virtual workshops, Market Research or engage in industrial activity in a forms, and publications. Need to do research on your clients and retail district. As the IRS continues to implement some location? View consumer and business »» Division of Corporations of the Tax Cuts and Jobs Act provisions, your data for your area using the Census (850) 245-6058 tax obligations may change. Visit the Tax Business Builder: Small Business Edition, sunbiz.org Reform Provisions that Affect Businesses

14 LOCAL BUSINESS ASSISTANCE

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

COURTESY OF THE SBA Research Program.

page on irs.gov for the latest tax reform Tallahassee Citizenship and Immigration Service offers updates that affect your bottom line. 1211 Governor’s Square Blvd. information and assistance through uscis. »» IRS Tax Assistance Centers (850) 402-8659 gov/i-9-central. For forms call (800) 870- To make an appointment at any location »» State Taxes 3676. For the employer hotline call (888) contact (844) 545-5640. Open Monday- Florida Department of Revenue 464-4218 or email [email protected]. Friday 8:30 a.m.- 4:30 p.m. Taxpayer Services, Sales Tax E-Verify, operated by the Department Information of Homeland Security in partnership Daytona Beach/Holly Hill with the Social Security Administration, 149 S. Ridgewood Ave. (800) 352-3671 dor.myflorida.com electronically verifies the Social Security Daytona Beach number and employment eligibility (386) 254-7360 Social Security information reported on Form I-9. It’s the Jacksonville If you have any employees, including quickest way for employers to determine 400 W. Bay St. officers of a corporation but not the the employment eligibility of new hires. (904) 665-1040 sole proprietor or partners, you must Visit e-verify.gov, call (888) 464-4218 or Lakeland make periodic payments, and/or file email [email protected]. 2133 Harden Blvd. quarterly reports about payroll taxes (863) 904-3399 and other mandatory deductions. You can contact the IRS or the Social Health & Safety Maitland/Orlando Security Administration for information, All businesses with employees are required 850 Trafalgar Court assistance, and forms, at (800) 772-1213 to comply with state and federal regulations Maitland or visit socialsecurity.gov/employer. You regarding the protection of employees, visit (321) 441-2586 can file W-2s online or verify job seekers dol.gov for information. The Occupational Ocala through the Social Security Number Safety and Health Administration provides 3300 SW 34th Ave. Verification Service. information on the specific health (352) 401-0010 and safety standards used by the U.S. Department of Labor. Call (800) 321-6742 or Panama City Employment Eligibility 651-F W. 14th St. Verification visit osha.gov. (850) 481-4016 The Federal Immigration Reform and »» U.S. Labor Department-Wage & Hour Control Act of 1986 requires employers Division Pensacola to verify employment eligibility of 400 W. Bay St, Jacksonville 7180 Ninth Ave. N new employees. The law obligates (904) 359-9292 (850) 475-7360 an employer to process Employment usdol.gov Eligibility Verification Form I-9. The U.S.

15 LOCAL BUSINESS ASSISTANCE

»» OSHA support. Download the fact sheet about and service marks may be registered 5807 Breckenridge Parkway A the Employer’s Role in the Child Support at both the state and federal level. The Tampa Program at the Office of Child Support U.S. Patent and Trademark Office only (813) 626-1177 Enforcement’s website at acf.hhs.gov/ registers federal trademarks and service programs/css > employer responsibilities. marks. Federally registered trademarks Employee Insurance You can also find information about other may conflict with and supersede those Check with your state laws to see if you employer responsibilities and tools that can registered only at the state level. Visit are required to provide unemployment or make meeting those responsibilities easier, uspto.gov/trademarks. workers’ compensation insurance for your such as electronic income withholding Copyrights protect original works of employees. For health insurance options, call orders and the Child Support Portal. Send authorship including literary, dramatic, the Small Business Health Options Program questions to [email protected]. musical and artistic, and certain other at (800) 706-7893 or visit healthcare.gov/ intellectual works. Copyrights do not »» Child Support Customer Service small-businesses/employers. (850) 488-5437 protect facts, ideas, and systems, Department of Labor Association Health although they may protect the way they Plans allow small businesses, including Intellectual Property are expressed. self-employed workers, to band together by Patents, trademarks, and copyrights are For general information contact: geography or industry to obtain healthcare types of intellectual property that serve »» U.S. Copyright Office coverage as if they were a single large to protect creations and innovations. U.S. Library of Congress employer. For information, visit dol.gov/ The United States Patent and Trademark James Madison Memorial Building general/topic/association-health-plans. Office is the federal agency that grants 101 Independence Ave. SE U.S. patents and registers trademarks. Environmental Washington, DC For information and resources about (202) 707-3000 or toll free (877) 476-0778 Regulations U.S. patents and federally registered copyright.gov State assistance is available for small trademarks consult uspto.gov. Call the businesses that must comply with patent and trademark office help center environmental regulations under the Clean at (800) 786-9199 or visit Texas Regional Chambers of Air Act. State Small Business Environmental Office in Dallas, uspto.gov/texas. Assistance programs provide free and A patent for an invention is the grant of Commerce confidential assistance to help small a property right to an inventor, issued by business owners understand and comply the U.S. patent office. The right conferred African American Chamber of with complex environmental regulations by the patent grant is the right to exclude Central Florida and permitting requirements. These state others from making, using, offering for sale, (407) 420-4840 programs can help businesses reduce or selling the invention in the United States emissions at the source, often reducing or importing the invention into the country. Asian American Chamber regulatory burden and saving you money. For information visit uspto.gov/inventors. (407) 999-7854 To learn more about these free services visit There are three types of patents: nationalsbeap.org/states/list. • Utility patents may be granted to Hispanic Chamber of Central anyone who invents or discovers any Florida Accessibility and new and useful process, machine, (407) 428-5870 ADA Compliance manufacture, or composition of matter, For assistance with the Americans with or any new and useful improvement. Orlando region Disabilities Act, call the ADA Center at (800) • Design patents may be granted to (407) 835-8005 949-4232 or the Department of Justice at anyone who invents a new, original, (800) 514-0301. Direct questions about and ornamental design for an article Amelia Island/Fernandina/Yulee accessible design and the ADA standards to of manufacture. (904) 261-3248 the U.S. Access Board at (800) 872-2253, TTY • Plant patents may be granted to (800) 993-2822, [email protected] or anyone who invents or discovers and Bay County visit access-board.gov. asexually reproduces any distinct and (850) 215-3761 new variety of plant, other than a tuber Central FL-Caribbean Child Support propagated plant or a plant found in an (407) 491-9192 Employers are essential to the success of the uncultivated state. child support program and are responsible A trademark or service mark includes West Volusia for collecting 75% of support nationwide any word, name, symbol, device, or (386) 775-2793 through payroll deductions. The Office any combination, used or intended to of Child Support Enforcement at Health be used to identify and distinguish the and Human Services offers employers Clay County goods/services of one seller or provider (904) 394-7199 step-by-step instructions for processing from those of others and to indicate the income withholding orders for child source of the goods/services. Trademarks

16 LOCAL BUSINESS ASSISTANCE

DeLand Baker Lake (386) 734-4331 bakercountyfl.org lakecountyfl.com

Deltona Bay Leon (386) 490-4606 co.bay.fl.us leoncountyfl.gov

First Coast Hispanic Chamber Bradford Levy (904) 994-3553 bradford-co-fla.org levycounty.org

Indo-US Chamber of North East Calhoun Liberty calhounco.org libertybocc.com Florida (904) 728-6397 Citrus Madison bocc.citrus.fl.us madisoncountyfl.com Jacksonville (904) 366-6651 Clay Marion claycountygov.com marioncountyfl.org Flagler County (386) 437-0106 Columbia Nassau columbiacountyfla.com nassaucountyfl.com Florida Black Chamber (850) 433-0593 Dixie Okaloosa dixie.fl.gov co.okaloosa.fl.us Pensacola (850) 438-4081 Duval Orange coj.net orangecountyfl.net Jackson County (850) 482-8060 Escambia Putnam myescambia.com putnam-fl.com/bocc Maitland (407) 644-0741 Flagler Santa Rosa flaglercounty.org santarosa.fl.gov Ponte Vedra Beach (904) 285-2004 Franklin Seminole franklincountyflorida.com seminolecountyfl.gov Putnam County (386) 328-1503 Gadsden St. Johns gadsdengov.net co.st-johns.fl.us St. Johns County (904) 829-5681 Gilchrist Sumter gilchrist.fl.us sumtercountyfl.gov Tavares (352) 343-2531 Gulf Suwannee gulfcountygovernment.com suwcounty.org Economic Hamilton Taylor hamiltoncountyflorida.com taylorcountygov.com

Development Hernando Union Department of Economic hernandocounty.us unioncounty-fl.gov Opportunity Holmes Volusia 107 E. Madison St., Caldwell Building holmescountyonline.com volusia.org

Tallahassee Jackson Wakulla (850) 717-8519 jacksonclerk.com mywakulla.com floridajobs.org Jefferson Walton Alachua jeffersoncountyfl.gov co.walton.fl.us alachuacounty.us Lafayette Washington lafayetteclerk.com washingtonfl.com

17 LOCAL BUSINESS ASSISTANCE Entrepreneurial Opportunities

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

18 19 LOCAL BUSINESS ASSISTANCE

Need financing? Loan Fee Relief To encourage lending to members of the military community who want to start or grow their business, the SBA reduces upfront guarantee fees on select loans. That means the cost savings will be passed down to you, the eligible veteran or qualifying military member. Ask your local SBA district office or SBA Lender about the Veterans Advantage program. Have an employee who was called to active duty?

COURTESY OF LIFEHEALTH OF COURTESY You may receive funds that enable your business to meet ordinary and necessary HOW THE SBA HELPED US SUCCEED operating expenses when an essential Margot Adam Langstaff, left, and Elisa Hamill, right, sought assistance from their employee is called up to active duty in the local Veterans Business Outreach Center, which helped them better compete for military reserve. Ask your local SBA district government contracts. LifeHealth of Littleton, CO has expanded to more than 30 office or SBA Lender about the Military states with offices in Washington, DC and San Antonio, TX. Their clients include the Reservist Economic Injury Disaster Loan. Department of Defense, the National Guard, and the Indian Health Service. They also expanded their business using an SBA-backed line of credit for $350,000. Margot Interested in contracting? started her career as an Army medic, eventually running one of the largest outpatient Veteran-owned and service-disabled clinics in the Northeast at Ft. Devens, MA. veteran-owned small businesses interested in federal contracting receive training from the Veteran Institute for Procurement, which offers a platform with three Opportunities training programs to assist veterans. Visit nationalvip.org. for Veterans VIP Start Members of the military community can start and grow their small Enter the federal market and become ready businesses with the help of SBA programs. for procurement. Nearly 200 veteran-owned businesses from 29 states plus Washington, Need entrepreneurship training? For women veterans DC have graduated from the program. In Boots to Business, you explore Receive entrepreneurial training geared VIP Grow business ownership and other self- toward women veterans, service members, Strategize to expand and operate within employment opportunities while learning and spouses of service members through the federal marketplace. More than 700 key business concepts. You will walk away these SBA-funded programs: veteran-owned businesses from 42 states with an overview of entrepreneurship »» Veteran Women Igniting the Spirit of plus DC and Guam have graduated from and applicable business ownership Entrepreneurship in Syracuse, New York this program. fundamentals, including how to access VIP International startup capital using SBA resources. »» LiftFund in San Antonio, Texas Enter or expand your federal and commercial Boots to Business is conducted on all For service-disabled veterans contracting opportunities overseas. military installations as part of the Learn how to start and grow a small business Department of Defense’s Transition Get certified using these SBA-funded programs: Assistance Program. Learn about the service-disabled veteran- »» Entrepreneurship Bootcamp for Veterans owned small business certification program Who’s eligible? with Disabilities in Syracuse, New York on page 49. Service members transitioning out of »» Veterans Entrepreneurship Program at active duty and military spouses. For more assistance the Riata Center for Entrepreneurship, Are you a veteran or member of Veteran and military entrepreneurs Spears School of Business, Oklahoma the National Guard or Reserve or a receive business training, counseling, and State University in Stillwater, Oklahoma military spouse? Boots to Business: referrals to other SBA Resource Partners Reboot teaches this entrepreneurship »» Veteran Entrepreneurship Jumpstart at at a Veterans Business Outreach Center, curriculum off base and in local St. Joseph’s University in Philadelphia, sba.gov/vboc. For veterans business communities. Register for either B2B Pennsylvania information visit sba.gov/veterans. program at https://sbavets.force.com. »» Dog Tag Inc., affiliated with Georgetown University in Washington, DC 20 local success story

Jeff Turbeville OWNER/CEO, SUNSHINE PEANUT CO.

Jacksonville, FL

• The Challenge Jeff Turbeville started Sunshine Peanut Co. in 2003, after almost 12 years of working in his father’s food distribution business. Even though Jeff didn't have experience in food manufacturing, he grew the com- pany to a $10 million a year business. When a severe drought raised the cost of the raw goods, the company was faced with bankruptcy.

• SBA Solution Jeff sought business guidance from his local SBA Resource Partner, the Small Business Development Center at the University of North Florida. Jeff's business adviser helped him secure a $3 million U.S. Department of Agriculture loan to put his company back on the right track. Jeff learned how to adjust his business plan and adopted many temporary cost-saving moves, such as operating out of a home office (including shelling the peanuts). When it came time to re-establish his business in a commercial zone, he took SBA advice and chose a Historically Underutilized Business Zone, a HUBZone. Jeff wanted to contribute to the Jacksonville community and expand into govern- ment contracting.

• The Benefits As profitability increased, Jeff acquired a neighboring building to accommodate his growing workforce, which includes 38 full-time employ- ees. He recommends that small business owners consider untapped sources of talent in their community, such as formerly incarcerated people, employees with disabilities, and foster youth transitioning to independence. Not only is Jeff providing employment opportunity, he's also meeting hiring needs critical to his own business success. COURTESY OF SUNSHINE PEANUT CO.

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

22 LOCAL BUSINESS ASSISTANCE

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

23 FUNDING PROGRAMS Financing Your Small Business

How We Did It Crafting a

BusinessSBA-backed financing helped Superstition Meadery expand into a multimillion dollar enterprise. written by Becky Bosshart COURTESY OF SUPERSTITION MEADERY SUPERSTITION OF COURTESY 24 FUNDING PROGRAMS

ennifer and Jeff Herbert’s Solution home-based brewing has Thanks to guidance from an SBA expanded into a global, Resource Partner, the Small Business multimillion dollar Development Center at Yavapai enterprise thanks to SBA Community College, Jennifer and Jeff FUNDING PROGRAMS assistance. Using Arizona honey and learned about financing that worked Jingredients they’ve sourced from for them. The SBA guarantees loans Financing Your Small Business around the world (such as Tahitian made by lending institutions to small vanilla and Moroccan saffron), the business that would not otherwise be Herberts are selling nearly 30,000 able to obtain financing. Their small Tips for gallons annually of their honey-based business qualified for two SBA-backed fermented beverage. They operate a loans totaling more than $600,000. The downtown Prescott, Arizona tasting Herberts’ first SBA-backed loan allowed Success room and state-of-the-art production them to acquire commercial property to 5 facility, creating jobs and building design and build their mead production Get guidance. a local craft industry. The Herberts, facility. Their second SBA-backed loan Develop a working relationship with founding members of the American provided the funding for professional an SBA Resource Partner (see page 8) Mead Makers Association, have brewing equipment to complete their to help you find the funding that works traveled around the world hosting 7,450-square-foot production space. The best for you. pairing events and pouring at craft Herberts recently purchased a historic beverage festivals. building in downtown Phoenix, Arizona Define your lending needs. Challenge to open a mead-pairing restaurant. Determine if a loan is right for you. Is Benefit The Herberts wanted to scale up their this the right time? How much do you The Herberts started with two meadery while also staying true to need? What are you going to use it for? their values of quality ingredients and employees and now have over 20 craft process. It is often difficult for producing 29,000 gallons this year. new entrepreneurs or unique concepts From a homegrown setup, Jennifer and Talk to multiple lenders. Jeff are now charting revenue in excess like a meadery to get traditional See who best matches you and your financing, even though they knew of $2.6 million and distributing to 37 business. Has the lender successfully they had a great idea, the backing states, across Europe and Southeast worked with other businesses in wasn’t there to expand. They say that Asia. They have plans for another your industry? choosing to do something new breaks expansion, including a shipping the mold, which can be uncomfortable warehouse to manage their online retail for traditional lenders. and wholesale orders. Check all options. Consult with your lender to see if you’re eligible for SBA financing programs, determined by your industry & experience; collateral; credit score; and the relationship & transparency you develop with the lending agent.

Be ready for the ups and downs. Your entrepreneurial endeavor will be a roller coaster ride filled with challenges and successes. The path is all consuming so make sure that you love what you do. Passion is the price of admission.

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

COURTESY OF SUPERSTITION MEADERY SUPERSTITION OF COURTESY Small Business Persons of the Year.

25 FUNDING PROGRAMS

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

26 FUNDING PROGRAMS

SBAThese participating SBA Lenders serve Lenders all Florida unless otherwise noted. Contact the lender for more bank locations.

ALACHUA COUNTY BAY COUNTY Community State Bank Campus USA Credit Union American Momentum Bank Jon Grebinger David Barber Jeannine Balanky (904) 364-2875 (352) 335-9090 (866) 530-2265 CITRUS COUNTY Capital City Bank Ameris Bank First Green Bank Gregory Grisson Pat Stroud Javier Jorge (352) 339-7495 (352) 264-7256 (754) 216-0674 BBVA Compass Columbia Bank CLAY COUNTY Jami Bucy Matthew Braddy Bank of America (352) 275-0127 (904) 564-8749 Eddie Rush (904) 728-7146 Community Bank & Trust Celtic Bank (866) 644-0042 of Florida CBC National Bank John Tight John McClure (352) 369-1000 Centennial Bank (850) 873-4113 (904) 321-2905 First Community Bank SW Florida Capital City Bank (866) 418-0118 Customers Bank Stephanie Schwandt Gregory Grisson (352) 339-7495 Florida Credit Union (850) 276-0484 Evan Pitts Chase (352) 377-4141 First National Bank of NW Florida Kim Johns Euclides Pagan (407) 236-5470 Harbor Community Bank (850) 769-3207 Bob Page First Atlantic Bank (a division of (352) 333-6517 Regions Bank (904) 757-4269 National Bank of Commerce) Karen Farah Merchants & Southern Bank (904) 348-3100 (352) 264-7266 Navy Federal Credit Union John McDaniel Regions Bank SunState Federal Credit Union (850) 912-0844 Conrad Jay (352) 240-1420 TC Federal Bank (904) 213-7868 Jessica Tryon BAKER COUNTY (850) 894-3001 COLUMBIA COUNTY American Momentum Bank Columbia Bank Jeannine Balanky Summit Bank Casey Norris (866) 530-2265 Jim Looker (386) 487-3146 (850) 785-3669 First Atlantic Bank (a division of First Federal Bank of Florida National Bank of Commerce) United Bank Robert Turbeville Karen Farah (850) 858-1201 (386) 754-7146 (904) 348-3100 BRADFORD COUNTY Peoples State Bank Columbia Bank Capital City Bank Chris Dampier Clarence Cannon Gregory Grisson (386) 754-0002 (386) 487-3126 (352) 339-7495

27 FUNDING PROGRAMS

DUVAL COUNTY Navy Federal Credit Union Hancock Bank American Momentum Bank Susan Miller Rubi Torres Jeannine Balanky (904) 778-2229 (386) 446-4313 (866) 530-2265 121 Credit Union Reunion Bank Florida (a division Ameris Bank Tillery Durbin of National Bank of Commerce) Janice Bounds (904) 723-6300 Chad Bowling (904) 699-9761 (904) 471-7947 SunTrust Bank Atlantic Coast Bank Chris Bouton FRANKLIN COUNTY (904) 998-5500 (904) 263-2805 Centennial Bank BB&T Synovus Bank Monica Lemieux (850) 653-8805 Iris Jones R. Patrick Heatherington (904) 361-5391 (904) 641-5605 GILCHRIST COUNTY BBVA Compass TD Bank Columbia Bank Jami Bucy Gregory Bossow Clarence Cannon (904) 564-8749 (904) 265-0263 (386) 487-3126

Bank of America Wells Fargo Drummond Community Bank Eddie Rush Melissa Yorko Amy Owens (904) 271-1648 (904) 351-7424 (352) 463-3010

CBC National Bank Yadkin Bank HAMILTON COUNTY Holly Edenfield (407) 459-7803 Columbia Bank (904) 491-9840 Clarence Cannon ESCAMBIA COUNTY (386) 487-3126 Chase Beach Community Bank (904) 998-8881 Bob Massey HILLSBOROUGH COUNTY (850) 202-9900 HomeBanc Fidelity Bank Deanna Tennian Ed Randall Gulf Coast Community Bank (813) 549-5142 (904) 239-7534 Kathy Phillips (850) 202-1308 PNC Bank Fifth Third Bank Mimoza Noll Denise Horton Hancock Bank (813) 293-6655 (904) 486-1942 Brad Schild (850) 444-3221 Valley National Bank First Atlantic Bank (a division of Karen Bricken National Bank of Commerce) Navy Federal Credit Union (813) 345-5533 Karen Farah Tracy DeVack (904) 348-3100 (850) 473-4719 HOLMES COUNTY United Bank First Citizens Bank Regions Bank (850) 858-1201 Tim Abbott (904) 757-4269 (904) 394-2289 United Bank INDIAN RIVER COUNTY Florida Capital Bank (850) 858-1201 CBC National Bank (904) 407-4740 Steve Penza FLAGLER COUNTY (772) 492-0609 Harvest Small Business Finance First Atlantic Bank (a division of Bob Bonenberger (904) 535-7288 National Bank of Commerce) JACKSON COUNTY Karen Farah American Momentum Bank (904) 348-3100 Iberia Bank Jeannine Balanky Abel Harding (866) 530-2265 (904) 446-1940 First Green Bank Javier Jorge (754) 216-0674 28 FUNDING PROGRAMS

First Federal Bank of Florida Prime Meridian Bank OKALOOSA COUNTY Stephen Krumfolz Chris Jensen Community Bank, Coast (850) 526-7144 (850) 907-2300 Justin Woodard (850) 683-8822 First Commerce Credit Union TC Federal Bank Chuck Hudson Jessica Tryon Customers Bank (850) 718-0081 (850) 894-3001 Stephanie Schwandt (850) 276-0484 TC Federal Bank Tallahassee State Bank Jessica Tryon (a division of Synovus Bank) First City Bank (850) 894-3001 Al Basford William Tinsley (850) 205-5156 (850) 244-5151 (ext. 1240) LAFAYETTE COUNTY First Florida Bank Lafayette State Bank MARION COUNTY Brett Wilson Bill Primm American Momentum Bank (850) 269-1201 (386) 294-1901 Jeannine Balanky (866) 530-2265 Regions Bank (904) 757-4269 LAKE COUNTY Community Bank & Trust BMO/Harris Bank Summit Bank (352) 483-8900 of Florida John Roberts, Jr. Jami Searle (850) 362-1232 First Green Bank (352) 331-1063 Javier Jorge Synovus Bank (754) 216-0674 Drummond Community Bank Roger McKellar (850) 436-4762 (352) 732-0249 Insight CU United Bank Tim Whitefield (850) 858-1201 (407) 659-2730 First Avenue National Bank Patrick H. Moses (352) 732-6616 Seacoast National Bank ORANGE COUNTY (407) 622-3193 First Green Bank American Momentum Bank Barry Anderson Javier Jorge (866) 530-2265 LEON COUNTY (754) 216-0674 American Commerce Bank Axiom Bank Johnny M. Jones Harbor Community Bank Jerry Allen (850) 300-7538 (352) 368-4006 (407) 732-5604 Gateway Bank of Central Florida American Momentum Bank Bancorp Jeannine Balanky Rusty Branson Hetal Engineer (866) 530-2265 (352) 368-3756 (407) 758-3926 Wells Fargo, NA BB&T BankUnited Anita Tuong Karen Hatch Vanessa Siefcak (850) 877-4646 (352) 390-1431 (407) 267-4873 Envision Credit Union NASSAU COUNTY Chase Kevin McAlpine Euclides Pagan (850) 942-9000 CBC National Bank Holly Edenfield (407) 236-5470 (904) 491-9840 First Commerce Credit Union Fairwinds Credit Union Sherwood Brown (407) 277-6030 (850) 410-3565 First Atlantic Bank (a division of National Bank of First Green Bank Hancock Bank Commerce) Javier Jorge Karen Farah (a division of Synovus Bank) (754) 216-0674 Brad Schild (904) 253-6601 (850) 444-3221

29 FUNDING PROGRAMS

Floridian Bank First Atlantic Bank (a division of Florida Community Bank (407) 244-7574 National Bank of Commerce) Bill Stalker Karen Farah (407) 909-1744 Insight CU (904) 348-3100 Tim Whitefield Pinnacle Bank (407) 659-2730 First Citizens Bank (386) 774-2001 Keelean Burkhalter McCoy Federal CU (904) 543-2683 Popular Community Bank Basil Buchannan Joe Deitz (407) 583-1112 First Southern Bank (407) 370-7503 Matt Green Midwest Regional Bank (904) 296-2022 Quadrant-Financial Mike Seeley Lynne Singletary (407) 461-1770 Reunion Bank Florida (a division (321) 972-8840 of National Bank of Commerce) PNC Bank Scott Schiller Sunshine Bank Taylor Franco Carole Crowley (904) 471-7917 (407) 245-3264 (407) 720-3820 Regions Bank Seaside National Bank & Trust (904) 727-4269 SunTrust Bank Karim Arja Chad Weinkauf (407) 567-2265 (407) 489-5767 SANTA ROSA COUNTY

SunTrust Bank Community Bank, Coast SUMTER COUNTY Nadia Seerattan Jason Crowe First Green Bank (407) 697-3027 (850) 650-4231 Javier Jorge (754) 216-0674 TD Bank Gulf Coast Community Bank Patrick Ellis Hank Gonzales (407) 622-3539 (850) 208-7170 SUWANNEE COUNTY Columbia Bank Trustco Bank United Bank Clarence Cannon Brad DeLarm (850) 858-1201 (386) 487-3126 (407) 659-5710 Farm Credit SEMINOLE COUNTY Yadkin Bank Roger Ward (407) 761-4114 Atlantic Coast Bank (386) 362-2588 Donald C. Adams Jr. (800) 342-2824 PUTNAM COUNTY Lafayette State Bank Bill Owens Harbour Community Bank BankUnited (386) 294-1901 (386) 328-5600 (407) 758-3926

CenterState Bank UNION COUNTY SAINT JOHN COUNTY Melissa Slover-Athey Columbia Bank American Momentum Bank (407) 508-3022 Clarence Cannon Jeannine Balanky (386) 487-3126 (866) 530-2265 Chase Euclides Pagan VOLUSIA COUNTY Atlantic Coast Bank (407) 236-5470 Megan Staples First Green Bank (904) 998-5500 Entegra Bank (a division of Javier Jorge (754) 216-0674 CBC National Bank Macon Bank) Michael Hershaft John McClure Floridian Bank (407) 615-0329 (904) 321-2905 (386) 274-6027

Chase First Green Bank Gateway Bank Javier Jorge Euclides Pagan Mark Stiner (754) 216-0674 (407) 236-5470 (386) 947-5410

30 Main Street Nara Bank Community Bank (213) 639-1700 Hal Rogers (386) 785-1164 Newtek Small Business Finance Pinnacle Bank (212) 356-9510 (386) 774-2001 Pacific City Bank Regions Bank (213) 210-2007 Robert Delgado (386) 788-3850 Pacific Premier Bank (714) 431-4000 Reunion Bank Florida (a division of National Paragon Bank Bank of Commerce) (404) 419-1856 Scott McBride Southern States Bank (904) 963-1002 (404) 272-1478 Surety Bank Spirit of Texas Bank Michelle Chaves (979) 846-8000 (386) 734-1647 Stearns Bank TD Bank (844) 256-2265 Janet Hamer (386) 254-7614 Superior Financial Group WALTON COUNTY (925) 296-0500 United Bank (850) 858-1201 Trustmark National Bank WASHINGTON COUNTY (850) 784-2308 United Bank (850) 858-1201 United Midwest Savings Bank (937) 585-5861 OUT OF STATE LENDERS Banc.serv Zions First (317) 623-3670 National Bank (801) 524-2330 Business Lenders (860) 244-9202

First Chatham Bank (912) 629-2900

Georgia Banking Company (678) 996-8285

Hanmi Bank (213) 427-5657

Key Bank (216) 689-3000

Live Oak Bank (866) 954-8362

31 FUNDING PROGRAMS

1767 Lakemont Ave., suite 101 LiftFund Participating Orlando Jarrett Woods John Hanrahan (888) 215-2373 x1572 Certified (407) 276-4961 Fax (407) 650-3315 Neighborhood Lending Partners Development [email protected] of West Florida, Inc. (NLP) 3615 W. Spruce St. Sunshine State Economic Companies Tampa Development Corp. Mary Fellows Coastal Area District 14141 46th St. N, suite 1206 (813) 879-4525 Development Authority Clearwater Serving Clay, Duval, Nassau, and St. Johns E.J. McCargar Sunshine State Economic counties (727) 828-8011 Development Corporation [email protected] Teena Hicks (SEDCO) Robert Burris (912) 261-2500 14141 46th St. N, suite 1206 (904) 536-8551 Fax (912) 261-0032 Clearwater [email protected] [email protected] Bob Burris (904) 536-8551 Florida Business Independent Development Development Corp. Services Corp. 8280 College Parkway, suite 204 6801 Lake Worth Road #209 Ft. Myers Lake Worth Participating Thomas Wallace Bill Habermeyer (239) 652-5588 (561) 433-0233 Microlenders Fax (239) 652-9988 Fax (561) 433-8545 [email protected] Accion East [email protected] 1225 W. Beaver St., suite 201 5950 Hazeltine Parkway # 625 Jacksonville Orlando Valarie Green Timothy Cramer Community (904) 2936-4226 (407) 352-2551 [email protected] [email protected] Advantage us.accion.org 10175 Fortune Parkway #503 Jacksonville Lenders Black Business Investment Fund Curry Workman Accion East of Central Florida (904) 296-8550 3201 E. Colonial Drive, suite A20 Capital Plaza Two [email protected] Orlando 301 E. Pine St., suite 175 Rodrigo Cerveira Orlando Florida First Capital Finance Corp. (866) 245-0783 Lamont Jackson 1351 N. Gadsden St. (407) 649-4780 Tallahassee Black Business Investment Fund Fax (407) 649-8688 Deborah Petrell 301 E. Pine St., suite 175 [email protected] 850) 681-3601 Orlando bbif.com Fax (850) 681-3699 Inez Long [email protected] (407) 649-4780 Community Enterprise Investments Inc. 2172 W. Nine Mile Road, suite 394 Florida Business Serving Bay, Calhoun, Dixie, Escambia, Pensacola Development Corp. Franklin, Gadsden, Gulf, Hamilton, Holmes, Stacey Green 6801 Lake Worth Road, suite 209 Jackson, Jefferson, Lafayette, Leon, (850) 393-0496 Lake Worth Liberty, Madison, Okaloosa, Santa Rosa, Fax (877) 445-8102 Curry Workman Suwannee, Taylor, Wakulla, Walton, and [email protected] (904) 296-8550 Washington counties 7825 Baymeadows Way, suite 101A 302 N. Barcelona St. Jacksonville Florida First Capital Pensacola Kristen Tackett Finance Corporation Percy Goodman Jr. (904) 861-2270 1351 N. Gadsden St. (850) 595-6234 Fax (321) 415-0288 Tallahassee Fax (850) 595-6264 [email protected] Kristen Tackett [email protected] (904) 861-2270 ceii-cdc.org 32 FUNDING PROGRAMS Need Financing? Visit your local SBA office or lender to learn about these funding options. The 7(a) Loan, the SBA’s Largest Financing Program If you cannot get conventional financing and you meet the eligibility requirements, you can use a 7(a) loan to buy real estate, equipment, or inventory for your small business. It may also be used for working capital, to refinance business debt or purchase a small business. MAX LOAN AMOUNT: $5 million INTEREST RATE: generally prime + a reasonable rate capped at 2.75% TERMS: loan term varies according to the purpose of the loan, generally up to 25 years for real estate, 10 years for other fixed assets and working capital GUARANTEE: 50 to 90%

CAPLines Microloans Meet your revolving capital needs with lines of credit. CAPLines can Eligible businesses can startup and grow with working be used for contract financing, seasonal lines of credit, builders line capital or funds for supplies, equipment, furniture and fixtures. of credit, or for general working capital lines. Borrow from $500 to $50,000 and access free business counseling from microlenders. SBA Express Loan INTEREST RATE: loans less than $10,000, lender cost + 8.5%; loans Featuring a simplified process, these loans are delivered by $10,000 and greater, lender cost + 7.75% experienced lenders who are authorized to make the credit decision for the SBA. These can be term loans or revolving lines of credit. TERMS: lender negotiated, no early payoff penalty MAX LOAN AMOUNT: $350,000 504 Certified Development Company Loan INTEREST RATE: for loans less than $50,000, prime + 6.5%; for If you do not qualify for traditional financing, but would like to loans of $50,000 and greater, prime + 4.75% purchase or renovate real estate or buy heavy equipment for TERMS: loan term varies according to the purpose of the loan, your business, ask about the 504 loan. It provides competitive generally up to 25 years for real estate and 10 years for other fixed fixed-rate mortgage financing through a lender and a Certified assets and working capital Development Company. GUARANTEE: 50% MAX LOAN AMOUNT (UP TO 40% OF THE TOTAL PROJECT): up to $5 million; $5.5 million for manufacturing or energy public Community Advantage policy projects A financing program for women, veterans, low-income borrowers, and INTEREST RATE: below market fixed rates for 10, 20 or 25 year terms minority entrepreneurs just starting up or in business for a few years. TERMS: 20 or 25 years for real estate or long-term equipment, Receive free business counseling as you work with a community-based 10 years for general machinery and equipment financial institution. GUARANTEE: the lender provides a senior loan for 50% of the prime + 6% INTEREST RATE: project cost (with no SBA guarantee); the CDC finances up to 40% in TERMS: up to 25 years for real estate, 10 years for equipment and a junior lien position (supported by the SBA guarantee) working capital SPECIAL CONDITION: a minimum borrower contribution, or down GUARANTEE: 75 to 90% payment, is required, amounts vary by project but are usually 10%

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

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

34 COURTESY OF THE SBA ◀

HOW THE SBA HELPED US SUCCEED Help with Trade Barriers Small businesses that qualify for the SBA State Trade Expansion Program use If you need assistance with grant proceeds to bolster their international market presence, which EarthQuaker international trade regulations, Devices has done in a seismic way. A manufacturer of guitar special effects the SBA can be your advocate in pedals in Akron, OH, EarthQuaker has built an international social media fanbase foreign markets. Call toll free (855) delivering content in seven languages, generating millions of website page views. 722-4877 or email your contact EarthQuaker owners Julie Robbins & Jamie Stillman developed their global information and trade issue to marketing strategy and multilingual promo materials with the SBA State Trade Expansion [email protected]. Program. The couple also received global marketing counseling and research assistance from the Ohio Small Business development Center Export Assistance Network. 35 FUNDING PROGRAMS R&D Opportunities for High Growth Startups Engaged in high-risk research and development? Compete for funding to develop your cutting-edge technology.

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

How it works Every year, participating federal agencies announce topical areas that address their R&D needs. Eligible businesses submit proposals to win either grants or contracts. There are three phases: »» The proof-of-concept stage typically lasts from 6-12 months, and ranges from $100,000-$225,000. »» The full R&D period lasts about 24 months and typically provides $600,000- $1.5 million. »» The commercialization stage is when you seek public or private funds for your venture. COURTESY OF THE SBA

◀ How your startup benefits

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

36 FUNDING PROGRAMS

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

SBIR Road Tour Visit sbirroadtour.com to learn about national events connecting entrepreneurs working on advanced tech to the country’s largest source of early stage funding. Each SBIR Road Tour stop introduces participating federal agency program managers, who oversee over 5,000 new awards annually. Investment Capital Looking for investors? For mature, profitable busi- nesses with sufficient cash flow to pay interest, a Small Business Investment Company can help scale up your small business.

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

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

37 FUNDING PROGRAMS DISASTER ASSISTANCE COURTESY OF THE SBA

How I Did It Smiling After the Storm With SBA assistance, Stephanie Vitori rebuilt her Miami Beach, FL restaurant after Hurricane Irma. written by Jess Walker beef cheeseburgers sizzle on the flat-top grill. f you ask Stephanie Vitori, the person who coined the term “bittersweet” Burgers are kept classic, no extra frills. “People must have run a business. In the 15 years Stephanie has owned feel at home,” Stephanie says. “You’re not just Cheeseburger Baby, the Florida burger joint has endured recessions, another table somebody has to serve.” Here, multiple hurricanes, and competition from corporate franchises. She has everybody feels like somebody, she says. So grown along with Cheeseburger Baby, changing with each stage of the many people love a good cheeseburger, which business lifecycle. is why all kinds of people are attracted to her IVitori worked as a delivery driver before purchasing the business in restaurant. Cheeseburger Baby’s handcrafted 2004. Since then, she’s expanded by purchasing two food trucks. She runs patties have been featured on the Food an open kitchen, which means customers can watch their 100% Angus Network and consumed by celebrities such as 38 DISASTER ASSISTANCE FUNDING PROGRAMS

What to do after a Disaster Declaration After a disaster is declared by the President Register with FEMA at disasterassistance.gov, or call (800) 621-3362, TTY 800-462-7585, or visit a Disaster Recovery Center. Locations can be found at fema.gov/drc. Businesses are automatically referred to the SBA. Most homeowners and renters will be referred by FEMA to the SBA to apply for disaster loan assistance. You must complete the SBA application to be considered for assistance. If the SBA cannot help you with a loan for all your needs, the SBA

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

39 FUNDING PROGRAMS DISASTER ASSISTANCE

The SBA provides direct low-interest loans to Keep businesses of all sizes, nonprofits, homeowners, in and renters to repair mind Since an SBA disaster or replace damaged assistance loan is a direct loan from the property not covered government, other

COURTESY OF THE SBA organizations may by insurance or other reduce or not award Business Development Center, which you a grant if you have provided assistance with financing forms of assistance. received an SBA loan options and marketing. She continues or other assistance for to meet with SBDC advisers every SBA disaster assistance your disaster loss. Be month to remain competitive in an sure to check with the ever-changing economy. loans can also be used organization offering During disasters, the responsibility assistance to see how falls on the owner’s shoulders. But to rebuild stronger, an SBA loan might one lesson Stephanie has learned is affect your eligibility for the value in reaching out to others protecting your home or their program. In gen- for assistance and counsel. While her eral, recovery expenses brick-and-mortar restaurant was being business against future covered by insurance, rebuilt, she sold from a food truck. FEMA or other forms of When the restaurant was operational assistance may reduce again, she advertised that with damage caused by a the amount provided spray paint on the plywood covering by your SBA disaster the broken windows. Stephanie disaster. For information assistance loan. and her wife, Gabrie Vitori, rebuilt Cheeseburger Baby by depending on visit sba.gov/disaster. each other and SBA assistance. See their story on YouTube by searching for the 2019 Phoenix Award for Small Business Disaster Recovery. “You’ve got to have resiliency. You’ve got to swallow your pride sometimes,” Stephanie says. “But you also have to believe in your product.” Get Ready Benefit The Ready Business program, ready.gov/business, For Cheeseburger Baby, that product gives step-by-step guidance on how to prepare will continue satisfying the burger your business for a disaster. The series includes hankerings of locals, celebrities, and preparedness toolkits for earthquakes, hurricanes, tourists alike. Vitori sees expansion in her future—she’d like to have a brick- inland flooding, power outages, and severe winds/ and-mortar restaurant and food truck tornadoes. Spanish materials are available. in each growing town in South Florida. “My whole life is this. I’ve always felt a love for business ownership, ” Vitori says. “That drive keeps you going.”

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

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

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

Establish a solid supply chain

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

OPEN 5 6 Plan for an alternative location Practice your plan with your staff • Identify several places to relocate your operations in case Based on your location, assess your risk you must close your primary location for an extended time. for every type of emergency. • Consider creative options for available office space, including • Discuss as a group how your plan would be affected by sharing space and resources with other businesses. different types of disasters, such as an earthquake, tornado, • Allow employees to telecommute until your location reopens. flood, mudslight, or hurricane.

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

Eligible small businesses in the construction, supply, and service sectors better compete for contracting and subcontracting jobs using SBA-backed surety bonds.

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

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

Is the program right for you? Small businesses that often come to the SBA for surety bonds: »» startups and firms in business less than three years

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

42 FUNDING PROGRAMS

For all contracts and subcontracts up to $6.5 million, the SBA guarantees bid, payment, performance, and ancillary bonds issued by surety companies. For federal contracts up to $10 million, the SBA makes a guarantee if it’s in the best interest of the government.

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

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

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

Tamara E. Murray Kevin Valdes Jennifer C. Bledsoe Denver, CO Seattle, WA Washington, DC (303) 927-3479 (206) 553-7277 (202) 205-6153

43 CONTRACTING Doing Business with the Government

How I Did It COURTESY OF THE SBA Taking the Helm Jennifer Rahn steers Admiral Engineering and Manufacturing to success as a government subcontractor. written by Micaela Morrissette

44 CONTRACTING

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

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

Compete smart. See if your company can use the SBA Subcontracting Network database, https://eweb1.sba.gov/ subnet/client/dsp_Landing.cfm. SubNet connects businesses with subcontractors & small businesses with contract opportunities. COURTESY OF THE SBA

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

45 CONTRACTING

How to do business with the government 1 Identify your product or service number at naics.com.

Search the FedBizOpps database (fbo.gov) to see if any federal 2 agencies are looking for your product or service.

Attend an SBA district office workshop on contracting. Visit sba. 3 gov/localassistance to find your local office. Talk to a local Small Business Development Center counselor (see page 8) or visit a Procurement Technical Assistance Program 4 adviser. Find your closest center at aptac-us.org. 5 Obtain a free DUNS number at fedgov.dnb.com/webform.

Register with the System for Award Management 6 (sam.gov) to start doing business with the government. Are you eligible for SBA certification programs? Read more about the 8(a), woman-owned small business, and HUBZone programs. Find out if you are eligible and upload all required documents to 7 certify.sba.gov.

46 ADVERTISEMENT

47 CONTRACTING SBA Certification Programs Your business could earn profit and gain valuable work experience by providing goods or services to the government.

Socially disadvantaged: those subjected HOW THE SBA HELPED to racial or ethnic prejudice or cultural bias ME SUCCEED without regard to their individual qualities September Myres knew that becoming a because of their identity as members government contractor would empower herself of certain groups. The following groups and other native peoples, while also growing often fit this status: Black Americans, her small business to the next level. She sought Native Americans, Alaska Natives, Native business development assistance from the SBA, Hawaiians, Hispanic Americans, Asian qualifying for the SBA 8(a) Business Development Pacific Americans, and Subcontinent Asian Program, which helps small disadvantaged Americans. A person who is not a member businesses compete in the federal marketplace. of one of these groups must establish that This program helped September strategically it is more likely than not that he or she has grow her company to become a competitive force suffered social disadvantage. in the environmental services industry. Sundance Economically disadvantaged: those whose Consulting of Pocatello, ID has won contracts ability to compete in the marketplace has from the Army Corps of Engineers and the U.S. been impaired because they have not had Forest Service. She has continually secured as much capital and credit opportunities Department of Defense contracts to improve compared to others in the same or similar Native American lands adversely affected by past line of business. department activities. September often assists The benefits of the 8(a) program: Native American tribes and Alaska Native villages with developing projects and community plans. »» You are assigned an SBA professional to American Indians, Alaska Natives, and native help coordinate business development Hawaiians seeking entreprenurial development assistance. training can start, grow, and expand their »» You could be awarded an 8(a) sole-source business with the help of the SBA, sba.gov/ contract up to $4 million for goods and naa. The Office of Native American Affairs services, $7 million for manufacturing,

COURTESY OF THE SUNDANCE CONSULTING SUNDANCE THE OF COURTESY also consults with tribal governments prior to exceptions apply. finalizing SBA policies affecting tribes. 8(a) small business that can provide the needed services. This is an accelerated process saving time for both you and the Contracting certification programs are education, training workshops, and government agency or office. designed to help you better compete match-making opportunities with federal for and win federal contracts set aside buyers. Firms owned by Alaska Native All Small Mentor-Protege for small businesses. Visit sba.gov/ Corporations, Indian tribes, Native Program contracting to learn more about set- Hawaiian organizations, and Community Looking for an opportunity to partner with asides and whether one or more of these Development Corporations are also a more experienced firm for mentorship? government certification programs is right eligible for 8(a) business development That effort can be rewarded in the All for your business. To see if you are eligible assistance. Small Mentor-Protege Program, sba.gov/ and then certify as a woman-owned, To be eligible for the 8(a) program, your allsmallmpp. At the same time you’re gaining HUBZone, 8(a), or All Small business, visit small business must: invaluable direction and experience, you and certify.sba.gov. »» be owned and controlled by U.S. citizens your mentor can compete for government who are socially and/or economically contracts, further growing your business. 8(a) Business To qualify for this program: Development Program disadvantaged If you’re an entrepreneur who is socially »» demonstrate at least a two-year track »» Proteges must have a mentor prior to or economically disadvantaged, you record and have potential for continued applying for the program. Visit your local may be eligible to receive business success SBA office for guidance. Ask about the SBA’s Resource Partners and the Procurement training and government contracting » have a net worth and adjusted gross » Technical Assistance Program for help in assistance through the 8(a) Business income of less than $250,000 and assets connecting you with a mentor business. Development Program, sba.gov/8a. under $4 million It includes free business development 48 CONTRACTING

»» You must be certified as a small business within your NAICS industry classification (naics.com). Women-Owned Small Business »» Mentors and proteges must be organized for profit or as an agricultural Certification cooperative. If you're a woman proprietor looking to sell to the federal »» Mentors cannot own more than 40% government, you may be eligible for the Women-Owned Small equity in the protege’s business. Business certification, sba.gov/wosb. »» An SBA determination of affiliation must not exist between the mentor and the Here’s how to get certified: protege. All Small-approved partnerships receive an exclusion of affiliation for contracting purposes. 1. Make sure you’re eligible

HUBZone • Your business must be at least 51 percent owned and controlled by one or more Businesses located in Historically women who are U.S. citizens. The ownership must be direct and unconditional. Underutilized Business Zones, sba.gov/ • A woman must hold the highest officer position and have managerial experience hubzone, can gain special access to federal required to run the business. contracts. To qualify for the certification, your small business must: • One or more women must manage the daily business operations on a full-time basis and conduct long-term decision making and planning. »» be owned and controlled by U.S. citizens, a Community Development Corporation, To qualify as an economically disadvantaged woman-owned small business, your an agricultural cooperative, Indian tribal company must meet these criteria and the business owner and/or manager must government, Alaska Native Corporation, meet certain income and asset requirements. or a Native Hawaiian organization »» have a principal office located in a HUBZone, which includes Indian reservations and military facilities closed 2. Register by the Base Realignment and Closure Act. Enter your address in our interactive map, • Register with the System for Award Management (sam.gov) to start doing busi- maps.certify.sba.gov/hubzone/map, to ness with the government. see if you qualify. » have at least 35% of your employees » 3. Certify living in a HUBZone Self-certify as a woman-owned small business or an economically disadvantaged Service-Disabled woman-owned small business for free, or obtain certification from one of the SBA’s Veterans approved third-party certifiers (which costs a fee): If you’re a service-disabled veteran looking to enter the federal marketplace, you • El Paso Hispanic Chamber of Commerce may be eligible for this small business • National Women Business Owners Corporation certification. To determine your eligibility, • U.S. Women’s Chamber of Commerce contact a veterans business development officer at your local SBA office, or the SBA’s • Women’s Business Enterprise National Council Office of Veterans Business Development, All required documents must be uploaded to certify.sba.gov prior to submitting sba.gov/ovbd. After you have set up to do an offer on a contract set aside for the program. business with the government in sam.gov, update your status as a service-disabled veteran business. Keep in mind, the SBA 4. Update your status does not officially certify this designation, so when a contract awarded based on • Update your status as a woman-owned small business in sam.gov. this eligibility is protested, the SBA will determine if your business meets the eligibility status, ownership, and 5. Search the database control requirements. • Search the FedBizOpps database (fbo.gov) for your new business opportunity.

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An O’Fallon Casting Inc. employee at work in O’Fallon, MO. Owner Vince Gimeno grew his business thanks to expert SBA business counseling. Get Expert Contracting & Certification Help Federal contracting can be complex, but you don’t have to do it alone. A Procurement Technical Assistance Center adviser can help you determine if your business is ready for government contracting. An adviser can also help you register in the System for Award Management (sam.gov), and see if you’re eligible for any small business certifications and/or programs. One-on- one counseling is free or low cost. Visit sba.gov/localassistance to find your local SBA office or an SBA Resource Partner near you (see page 8).

Department of Management Services Office of the Secretary 4050 Esplanade Way Tallahassee (850) 488-2786 Fax (850) 922-6149 Procurement Technical Assistance Centers floridasbdc.org/services/ government-contracting Fort Walton Beach Coastal Bank & Trust Building, suite A 815 Beal Parkway NW Fort Walton Beach (850) 586-7809 Jacksonville University Center 12000 Alumni Drive (904) 620-2476 Orlando 3201 E. Colonial Drive, suite A-20 (407) 420-4850 Tallahassee 625 E. Tennessee St. (850) 599-3407 Pensacola 9999 University Parkway (850) 474-2528

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