1

Small Business

RESOURCE GUIDE

SUCCESS STORIES

FROM ACROSS THE COUNTRY

WEST VIRGINIA EDITION 2018

PROGRAMS FOR VETERANS

funding, training, and federal 

contracting opportunities

PREPARE YOUR 

BUSINESS FOR 

EMERGENCIES

8 TIPS FOR FINDING 

Government contracting 

Opportunities
2
 3

CONTENTS

Funding 

Programs 

28 National Success Story

An SBA loan guarantee helps 

Hawaii entrepreneurs hop 

up their brewing operation.

31 Local Funding Programs

42 Need Financing?

43 Federal Research & 

Development

44 Why Export?

45 Investment Capital

46 National Success Story

Ember Industries receives SBA’s 

2017 Phoenix Award For Outstanding 

	 DisasterRecovery Efforts.

48 SBA Disaster Loans

49 How to Prepare Your

Business for an Emergency

50 Surety Bonds

Contracting 

52 National Success Story

This small business has made 

it their business to provide quality 

	 staffing in the federal arena.

55 SBA Contracting Programs

57 Woman-Owned Small 

	 Business certification

58 8 Tips for Finding 

Government Contracting 

Opportunities

Local Business 

Assistance 

 8 National Success Story

Hometown Trolley has found 

success through determination, 

creativity, and a little help from 

friends at the U.S. Small Business 

Administration.

11 Local SBA Resource Partners

13 Your Advocates

14 How to Start a Business

20 Local Success Story

Douglas Tate, a U.S. Army 

service-disabled veteran, studied 

data communications and 

engineering while in service, 

skills that later helped him become 

a successful entrepreneur. 

22 Write your Business Plan

25 Programs for Veterans

26 Programs for Entrepreneurs

27 Programs for Native 

Americans

 ON THE COVER New Martinsville, photo by Nikki Bowman; Hunter Cattle, Brooklet, 

Georgia, courtesy of the SBA; the West Virginia State Capitol, photo by Rebecca Kiger; 

Douglas Tate of Alpha Technologies Inc., photo by Zack Harlod; Hometown Trolley, 

Wisconsin, courtesy of Hometown Trolley; 21 Short Stop, Georgia, courtesy of the SBA

 West Virginia Edition 2018
4

T his year the U.S. Small Business Administration

marks its 65th year helping small businesses start, 

grow and succeed. The Agency remains committed to 

its core missions: advocating for entrepreneurs and 

helping them access capital, government contracts, counseling 

and disaster assistance. As Administrator of the SBA, I am 

honored to serve as a member of President Trump’s cabinet 

and represent the interests of America’s 30 million small 

businesses.

Small businesses truly are the engines of our economy— 

and our communities. Over half of the U.S. workforce either 

owns or works for a small business, and small businesses 

create two out of every three net new jobs in the private sector. 

Small businesses may not put their names on stadiums and 

skyscrapers, but they likely put them on the uniforms of their 

local Little League and bowling teams. They are the delis 

and salons and retailers and manufacturers that make each 

community special. Across our great country, neighborhoods 

and families depend on the success of small business.

Since taking leadership of the SBA in February 2017, I have 

had the privilege of meeting with entrepreneurs all over the 

country. My goal is to visit small businesses in every one of the 

SBA’s 68 districts. So many of them tell me they simply would 

not exist without the help of the SBA—from the guaranteed 

loans that provided the capital they needed to realize their 

dreams of owning a small business, to the advice they got 

from our district offices and resource partners, to the disaster 

aid they received when it seemed all hope had been lost. 

Throughout this issue of our resource guide, you will read 

stories of successful entrepreneurs who received assistance 

from the SBA. These successes are the motivation for the work 

we do.

As SBA Administrator, I am proud to lead a team of 

professionals dedicated to helping entrepreneurs turn their 

visions into viable businesses. All of us share the joy of 

watching an entrepreneur go from having a simple idea and 

a business plan to living the American Dream—and often 

becoming an employer that empowers the dreams of others. 

It’s clear that the strength of America’s communities is often 

determined by the economic opportunities available to its 

citizens. Small businesses invigorate neighborhoods and cities, 

making them vibrant places to live, work and raise a family. 

And we at the SBA are working to ensure small businesses 

have the tools and resources they need to make that happen at 

every stage, whether they are launching, expanding or getting 

through a tough time.

Of course, we can’t do it alone. We are honored to have 

the expertise of our resource partners, including Small 

Business Development Centers, Women’s Business Centers, 

Veterans Business Outreach Centers and SCORE chapters in 

communities nationwide.

As the President noted at an event he hosted at the White 

House with more than a hundred entrepreneurs from all 

over the country, “America is on the verge of a golden age for 

small business.” The SBA is working to continue to revitalize 

a spirit of entrepreneurship in America and help America’s 

small businesses compete in a global economy. Entrepreneurs 

find that owning a business is one of the most effective ways 

to secure a financial future for themselves, provide for their 

families, exercise their commitments to their communities, 

and drive our country’s economic growth. I encourage all 

entrepreneurs to leverage the opportunities detailed in this 

resource guide to propel their businesses forward.

Regards,

Linda McMahon

SBA Administrator

THE U.S. SMALL BUSINESS ADMINISTRATION

A MESSAGE FROM THE ADMINISTRATOR
 5
6

published by

New South Media, Inc.

304.413.0104 | newsouthmediainc.com

PUBLISHER

Nikki Bowman, nikki@newsouthmediainc.com

ASSOCIATE EDITORS

Zack Harold, zack@newsouthmediainc.com 

Pam Kasey, pam@newsouthmediainc.com

DESIGNER

Becky Moore, becky@newsouthmediainc.com

OPERATIONS MANAGER

Allison Daugherty 

allison@newsouthmediainc.com

ADVERTISING SALES DIRECTOR 

Heather Mills

heather@newsouthmediainc.com

ADVERTISING SALES 

Kelley McGinnis, Bryson Taylor, Jeremiah Raines

Copyright: New South Media, Inc. Reproduction 

in part or whole is strictly prohibited without 

the express written permission of the publisher. 

© NEW SOUTH MEDIA , INC. 

ALL RIGHTS RESERVED

The U.S. Small Business Administration’s Office of

Marketing & Customer Service directs the publication of the Small Business Resource Guide under 

SBA Contract #SBAHQ–17–C–0018. SBA publication 

Spring 2018 National edition #mcs-0087.

WRITER/EDITOR

Becky Bosshart

(202) 205-6677

rebecca.bosshart@sba.gov

DIRECTOR OF MARKETING

Paula Panissidi Tavares

paula.tavares@sba.gov

PUBLIC AFFAIRS SPECIALIST

Kelley Daniels

kelley.daniels@sba.gov

The SBA’s participation in this publication is not an 

endorsement of the views, opinions, products or 

services of the contractor or any advertiser or other 

participant appearing here. All SBA programs and 

services are extended to the public on a nondiscriminatory basis. Printed in the United States of 

America. While every reasonable effort has been

made to ensure that the information contained here 

is accurate as of the date of publication, the information is subject to change without notice. The contractor that publishes this guide, the federal government, or agents thereof shall not be held liable for 

any damages arising from the use of or reliance on 

the information contained in this publication.

PUBLISHER'S LETTER

I

n 2008, after working in the 

magazine business in Chicago, 

Washington, D.C., and Mississippi 

for 10 years, I moved back to my 

home state of West Virginia to create 

my own media company, New South 

Media, Inc. It was the scariest thing I’ve 

ever done. I didn’t know the first thing 

about starting a business, and I funded 

it myself by ransacking my retirement 

funds. When I started, I had one unpaid 

employee—me.

I had never heard of the U.S. Small 

Business Administration. I had no role 

model or support system to walk me 

through the process. All I had was a 

stack of dog-eared how-to books and a 

bucketload of grit and determination. 

As an entrepreneur and a small 

business owner, I know firsthand the 

challenges small companies face. I 

live it everyday. I know what it is like 

to work 100-hour weeks, to pay your 

employees before yourself, and to 

need funding to grow your business, 

all while trying to raise educated and 

thoughtful children and still put dinner 

on the table. I know what it is like to be 

completely overwhelmed and to have 

doors slammed in your face, only to 

get up the next day and try, try again. 

I know what it feels like to fail. And I 

know what it feels like to succeed.

My goal when founding my company 

was to create publications that would be 

community builders, nurturing a culture 

that better encourages and supports 

small businesses by telling their stories. 

After all, small businesses outnumber 

corporations 1,162-to-one and are the 

lifeblood of our economy and culture. 

As I look back on the past 10 years of 

business ownership, the thing I most 

wish I had known is what a valuable 

resource the SBA is to small businesses 

like my own. I can think of hundreds 

of mistakes I wouldn’t have made and 

tons of tools I could have used in those 

early, difficult days. And I’m pretty sure 

I’d also have a few less grays in my hair.

When I first saw a copy of the SBA 

Resource Guide, I flipped through the 

pages eagerly. But as you can imagine, 

as an editor and publisher, I always 

read magazines with a critical eye, 

and I caught myself thinking what my 

company would do differently with the 

publication. 

It was four years ago when I 

decided to find out how to go about 

competing for the contract to become 

the publisher of the Small Business 

Resource Guide. I was introduced to the 

world of government contracting and 

the opportunities available for small 

businesses. And to be honest, it was 

a bit intimidating. As I navigated the 

process, there were many times when 

I almost stopped. Sometimes I thought 

there was no way a woman-owned 

small business in the rural state of 

West Virginia could compete and win 

a federal contract. But every time I 

had a question, someone from my SBA 

West Virginia district office was quick 

to answer it, and I kept persevering. 

That’s what we do as small business 

owners, right?

That’s why my team at New South 

Media and I are really excited to be 

the new publisher of the SBA’s Small 

Business Resource Guides. I’m inspired 

by the success stories we feature in 

each issue of this magazine, and it 

has been a pleasure to work with the 

SBA on redesigning and refocusing 

the content of these guides to better 

serve small businesses in all corners 

of the country. So, let's use this 

magazine to educate everyone so all 

small businesses can know about the 

resources available to them.

Wishing you much success,

Nikki Bowman

Publisher

New South Media Inc.
 7

District Director

Karen Friel

(304) 623-7442, karen.friel@sba.gov

Deputy District Director

George Murray

(304) 623-7441, george.murray@sba.gov

Charleston Branch Manager

Emma Wilson

(304) 347-5220, emma.wilson@sba.gov

Economic Development Specialist

Kimberly Donahue

(304) 623-5631, kimberly.donahue@sba.gov

Lender Relations Specialists

Rick Haney

(304) 623-7449, richard.haney@sba.gov

Leo Lopez

(304) 347-5220, leo.lopez@sba.gov

Business Opportunity Specialist

Melissa Loder

(304) 623-7448, melissa.loder@sba.gov

Public Affairs Specialist

Nikki Bowmar

(304) 623-7445, nikki.bowmar@sba.gov

Administrative Officer

Barbara Carder

(304) 623-5631, barbara.carder@sba.gov

Procurement Center Representative

Luke Payne

(304) 623-7446, lucas.payne@sba.gov

SBA West Virginia 

District Office

320 W. Pike St., suite 330, Clarksburg, WV 26330

(304) 623-5631, fax (304) 623-0023

sba.gov/wv

@SBA_WV

Charleston Office

405 Capitol St., suite 412, Charleston, WV 25301

(304) 347-5220, fax (304) 347-5350

Almost Heaven West Virginia! 

I

t may just be a phrase from the state’s most popular song, but how 

true those four words really are. Our state is a playground of majestic 

mountains, rapid rivers, and picturesque scenery for miles and miles. 

West Virginia is a place where neighbors help neighbors, business deals are 

still sealed with a handshake, and the American dream is alive and thriving. 

Times have not always been easy, but the state’s economy is beginning 

to recover and we are starting to see more and more opportunities for 

entrepreneurs as the state’s economy continues to diversify.

Born and raised in West Virginia, I know we are not afraid of rolling up 

our sleeves, getting our hands dirty, and working hard. Now is the time to 

start your business, or grow your existing enterprise, and the SBA is here to 

help you in every stage of the business life cycle.

The SBA has grown significantly since our inception, but our mission

remains the same. Together with our partners and lenders we are here to 

help your business start, grow, expand, and recover after a disaster. Here to

assist you:

• The SBA’s Resource Partners, which include the West Virginia SBDC 

Network, the WVU Women’s Business Center, and our SCORE WV Chapter. 

They offer free (or low-cost) one-on-one business advising, training, and

mentoring.

• Our SBA participating lenders, located in communities across the state, 

are committed to providing West Virginia small businesses with access 

to capital. If you are looking for financing to start or expand a small

business, SBA guaranteed loan programs provide options and solutions.

• Our SBA West Virginia District Office and your local Regional Contracting

Assistance Center can help you do business with the government. If 

you are ready to start marketing your products or services to federal 

agencies, also look into our business development and government 

contracting programs. They might offer your firm some real competitive

advantages.

This guide introduces you to the SBA’s programs and services, connects 

you with our SBA Resource Partners and participating lenders, and shares 

stories of entrepreneurs who have successfully used these tools to start or 

expand their businesses.

If you're traveling the country roads of entrepreneurship, I invite you 

to stop by our Clarksburg or Charleston offices, or call or connect with us

online.

Sincerely,

Karen Friel

District Director

message from the district director
8

Kristina Pence-Dunow did 

not intend to become a 

businesswoman, a cornerstone 

of her small town’s economy, 

and the nation’s only female owner of 

a transit vehicle manufacturer. In the 

beginning, she just wanted to keep the 

family business going.

Pence-Dunow was a dental assistant 

for the first several years of her adult 

life. Then, after giving birth to her son 

in 1988, she joined her husband’s family 

business. The company built fancy 

horse trailers as well as the occasional 

trackless trolley—a public transit 

vehicle designed to look like an oldtimey streetcar but set on a bus chassis. 

She started out doing bookkeeping and 

upholstery work. It was a small shop, so 

everyone wore several hats. 

Then, in the early 1990s, PenceDunow and her husband moved to 

Crandon, Wisconsin, so he could pursue 

a career in off-road racing. They took the 

trolley business with them. A few years 

later, her husband decided to devote his 

Hometown Trolley has found success through determination, creativity, 

and a little help from friends at the U.S. Small Business Administration.

full attention to racing. 

The couple eventually divorced and 

Pence-Dunow became sole owner of 

the business.

“I kept the trolleys going and 

raised my two children,” she says. The 

company made a few dozen vehicles 

each year, selling them through a 

distributor in Florida. Things were going 

well. At the time, all the nation’s trolley 

manufacturers were small, familyowned businesses. “We all just had 

our same customers and everybody 

stayed small.”

But then competition arrived. A 

large bus manufacturer began making 

trolleys, too. “They flooded the market. 

They had the capital behind them,” 

Pence-Dunow says. “I was being starved 

for sales.”

Other trolley companies shut their 

doors, but Pence-Dunow didn’t have 

a backup plan. She still had two kids 

to raise. So she did the only thing she 

could—she kept going.

LOCAL BUSINESS 

ASSISTANCE

written by Zack Harold

A Streetcar Named 

Persistence
 

9

 CLOCKWISE FROM TOP 

During the company's 

rebuilding period, Kristina 

Pence-Dunow had to lay off 

all her employees. Hometown 

Trolley now has more than 50 

full-time employees and plans 

to add more soon. 

Pence-Dunow poses with 

husband Joey, left, and SBDC 

President C.E. "Tee" Rowe after 

a ceremony in Washington, 

D.C., where she was named 

Wisconsin Small Business 

Person of the Year 2017. 

Hometown Trolley's factory 

floor has expanded from 6,000 

to 32,000 square feet—and the 

company is in the process of 

expanding again. 

Pence-Dunow says riders enjoy 

trolleys for their old-timey 

craftsmanship.

Still rolling

Since she knew her company could not 

compete with the bus manufacturer on 

volume, Pence-Dunow knew she would 

have to out-innovate them. She rebuilt the 

business from the ground up. She cut ties 

with her Florida distributor and created her 

own network of dealerships. She rebranded 

the company as Hometown Trolley. 

These changes came at a cost. PenceDunow had to lay off all her employees. She 

racked up debt. “I went six months with no 

work,” she says. But she was able to weather 

the storm, thanks to assistance from the U.S. 

Small Business Administration. 

About the time she was rebuilding and 

rebranding her company, Pence-Dunow met 

Chuck Brys of the Small Business Development 

Center at the University of Wisconsin–Green 

Bay. Brys connected her to a local bank with 

an in-house SBA specialist, who guided her 

through getting an SBA-guaranteed loan to 

help cover her debt.

Brys also helped Pence-Dunow develop 

a business plan and put together threeyear projections for Hometown Trolley’s 

growth. He encouraged her to be aggressive 

with those projections. To Pence-Dunow’s 

surprise, her company did not just meet 

those projections—they exceeded them. 

Slowly, Hometown Trolley’s emphasis on 

innovation began to take hold. The company 

developed a handicap-accessible, low-floor 

trolley. The city of Virginia Beach, Virginia, 

ordered 15. The big bus manufacturer didn’t 

have a comparable model. 

Pence-Dunow began landing similar 

contracts around the country, slowly taking 

a lead in the trolley market. Then, in 2016, 

she was able to purchase the bus company’s 

trolley division. 

“I just kept sending the CEO an email,” 

Pence-Dunow says. It took a year and a half 

but, finally, the company agreed to sell. As 

luck would have it, the company wanted out 

of the trolley business so it could focus on its 

commercial truck line. 

It was a big expenditure for a small 

company, but Pence-Dunow knew from 

experience how to make it work. She took out 

another SBA-guaranteed loan.

Picking up speed

Hometown Trolleys can now be found 

everywhere from Roanoke, Virginia,to 

Miami, Florida, and Laguna Beach, 

California. The vehicles are also found on the 

campuses of universities, themeparks, and 

retirement villages. 
10

SBA Resource Partners

To help your business flourish, the SBA’s Resource Partners are here to help

guide you through every phase of the business cycle. They provide counseling 

and training, for free or low cost, nationwide. These independent organizations, 

funded through SBA cooperative agreements or grants, extend our reach.

Join the ranks of other business owners who have experienced higher revenues and 

increased growth thanks to mentoring they received from SCORE. The nation’s largest 

network of volunteer business mentors harnesses the passion and knowledge of realworld business executives to provide invaluable mentorship. SCORE mentors are available as often as you need, in person, via email or over video chat. Visit sba.gov/score to 

start working on your business goals.

SCORE

Small Business Development Center counselors can help entrepreneurs realize their 

dream of business ownership. SBDC counselors help your business remain competitive 

in an ever-changing global economy. You have access to free one-on-one counseling 

and low-cost training. Some of the counseling and training topics available: marketing, 

regulatory compliance, technology development and international trade. Find your local 

Small Business Development Center at sba.gov/sbdc.

SMALL BUSINESS DEVELOPMENT CENTERS

Women interested in starting their small businesses can tap into a national network 

of community-based Women’s Business Centers. The centers offer training and counseling to those looking to make their entrepreneurial mark. If you’re interested in starting 

or expanding your business, your local Women’s Business Center is a good place to start. 

Each center tailors services to its community, offering a variety of programs in finance,

management and marketing. For your nearest Women’s Business Center, visit 

sba.gov/women.

WOMEN’S BUSINESS CENTERS

Veteran entrepreneurs or small business owners can receive business training, counseling and mentoring, and referrals to other SBA Resource Partners at a Veterans Business 

Outreach Center, sba.gov/vboc. This is also the place to receive procurement guidance, 

which can help your business better compete for government contracts.

VETERANS BUSINESS OUTREACH CENTERS

There are more than 

300 SCORE chapters

980 Small Business Development Centers

100 Women’s Business Centers

20 Veterans Business Outreach Centers

“It’s an iconic American form of 

transportation,” Pence-Denow 

says. “A trolley is an experience. 

People will let a city bus go by and 

wait for a trolley.”

The company is still innovating. 

Pence-Dunow hopes to expand 

her line of electric and liquefied 

petroleum gas–powered trolleys. 

Hometown Trolleys also has 

designed bus bodies for its existing 

chassis and drivetrains. It’s a way 

of tapping a small but profitable 

market. Small municipalities 

often wait years for buses from 

large manufacturers, since major 

cities snatch up most of the supply. 

Hometown Trolley can fill those 

small orders in much less time.

 By 2020, Hometown Trolleys 

plans to be making more than 200 

buses and trolleys a year—far more 

than the dozen or so it was making 

when Pence-Dunow took over. 

“I can’t believe how much we’ve 

grown,” she says.

In the past four years alone, 

the company has gone from $2 

million in gross sales to $15 million. 

It moved from a 6,000-squarefoot shop to a 32,000-squarefoot factory, which is now being 

expanded. And, best of all, the 

company has grown its workforce 

from a dozen people to 54 fulltime employees and a few parttimers, with plans to add six more 

employees soon.

And it’s still a family business. 

Pence-Dunow’s daughter Jessica 

does marketing and graphic design 

for the company. Her son Dustin 

helps run the production floor. 

Without help from the SBA, 

“I would have never stepped out 

and known what to do,” PenceDunow says. “All of that, it was 

great learning experience that I 

still use today. I’m doing a lot more 

on my own, because I have more 

resources, but I can refer back to 

that.”

But she says the most important 

resource was the moral support. 

“Someone saying, ‘You can do 

this.’”

LOCAL BUSINESS ASSISTANCE
 11

LOCAL BUSINESS ASSISTANCE

Our Local SBA 

Resource Partners

SBA’s Resource Partners are independent organizations that are funded through 

SBA cooperative agreements or grants.

Arthur and Sandra Johnson, owners of 21 Short 

Stop in Georgia, received assistance from their 

local Small Business Development Center and 

SCORE chapter. 

SCORE

To schedule an appointment to start working on your 

business goals, contact your local SCORE office.

WV SCORE

(888) 726-7398, wv.score.org

116 Smith St., room 302, Charleston

(304) 347-5463, score256@wvscore.org

1650 Eighth Ave., Huntington

(304) 523-4092, huntingtonscore@hotmail.com

Small Business 

Development 

Centers

WV Program Lead Center

State Capitol Complex building 3, suite 600

Charleston

(304) 558-2960

Deputy Director Debra Martin

(304) 957-2042, debra.k.martin@wv.gov

Network Coordinator Steve Johnson

(304) 957-2092, steve.d.johnson@wv.gov

Bluefield State College Center

Serving McDowell, Mercer, Monroe, Summers, and 

Wyoming counties

The W. Paul Cole Jr. School of Business Mahood Hall

219 Rock St., Bluefield

(304) 327-4406

Business Coach/Manager Harold Patterson

harold.d.patterson@wv.gov
12

LOCAL BUSINESS ASSISTANCE

Charleston Center

Serving Clay, Kanawha, Putnam, and 

Roane counties

1116 Smith St., suite 307

Charleston

(304) 957-2084

Business Coach/Manager Terry L. Cyfers

terry.l.cyfers@wv.gov

Eastern Panhandle Center

Serving Berkeley, Hampshire, Jefferson, 

Mineral, and Morgan counties

202 Viking Way, suite 202

Martinsburg

(304) 380-3279

Business Coach/Manager Mary Hott

(304) 380-3279

mary.e.hott@wv.gov

Eastern WV C&TC Center

Serving Grant, Hampshire, Hardy, Mineral, 

Pendleton, and Tucker counties

(888) 982-7232

Huntington Center

Serving Cabell, Lincoln, Mason, and Wayne 

counties

800 Fifth Ave., suite L-2

Huntington

(304) 528-5616

Business Coach/Manager Amber Wilson

amber.c.wilson@wv.gov

Jefferson County Development

Authority Center

Serving Berkeley, Hampshire, Jefferson, 

and Morgan counties

1948 Wiltshire Road, suite 4

Kearneysville

(304) 728-3255

Business Coach Matthew Coffey

matthew.m.coffey@wv.gov

Potomac Highlands Center

Serving Grant, Hardy, and Pendleton 

counties

151 Robert C. Byrd Industrial Park Road #2

Moorefield

(304) 530-4964

Business Coach/Manager Beth Ludewig

beth.m.ludewig@wv.gov

Putnam Center

Serving Jackson, Kanawha, Mason, and 

Putnam counties

1116 Smith St., suite 306

Charleston

(304) 957-2017

Business Coach/Manager 

Douglas C. Spaulding

douglas.c.spaulding@wv.gov

Southern WV C&TC Center

Serving Boone, Kanawha, Logan, 

and Mingo counties

Dempsey Branch Road

Mt. Gay

(304) 767-8127

Business Coach/Manager Matt Cummings

matthew.l.cummings@wv.gov

Summersville Center

Serving Fayette, Greenbrier, Nicholas, 

Pocahontas, Raleigh, and Webster 

counties

830 Northside Drive, suite 160

Summersville

(304) 553-2805

Business Coach/Manager 

Shannon Mitchell

shannon.h.mitchell@wv.gov

Upshur County EDA Center

Serving Barbour, Braxton, Gilmer, Lewis, 

Randolph, Upshur, and Webster counties

30 E. Main St.

Buckhannon

(304) 472-1757

Business Coach/Manager Susannah Higgins

susannah.v.higgins@wv.gov

WVHTC Foundation Center

Serving Harrison, Marion, and Monongalia 

counties

Robert H. Mollohan Research Center

1000 Galliher Drive

Fairmont

(304) 333-6751

Business Coach Todd Crump

todd.d.crump@wv.gov

WV Northern Community College Center

Serving Brooke, Hancock, Marshall, Ohio, 

Tyler, and Wetzel counties

1704 Market St., Wheeling

(304) 214-8973

Business Coach/Manager Donna Schramm

donna.l.schramm@wv.gov

West Virginia University Center

Serving Harrison, Marion, Monongalia, 

Preston, and Taylor counties

886 Chestnut Ridge Road #700

Morgantown

(304) 293-5839

Business Coach/Manager

sharon.j.stratton@wv.gov

WVU BrickStreet Center

Serving Harrison, Marion, Monongalia, 

Preston, and Taylor counties

(888) 982-7232

WVU Parkersburg Center

Serving Calhoun, Doddridge, Jackson, 

Pleasants, Ritchie, Wirt, and Wood counties

300 Campus Drive

Workforce & Community Education 

Building, room 117-B

Parkersburg

(304) 424-8213

Business Coach/Manager Marsa Myers

marsa.c.myers@wv.gov

Women’s Business 

Center

West Virginia University Women’s 

Business Center

62 Morrill Way, room 402

Morgantown

(304) 293-8206

wbc@mail.wvu.edu

wvwbc.com

Veterans Business 

Outreach Center

Hampton Roads Veterans Business 

Outreach Center at Old Dominion 

University

4111 Monarch Way, suite 103

Norfolk, VA

(757) 683-4793

csagaste@odu.edu

odu.edu/vboc
 13

LOCAL BUSINESS ASSISTANCE

Advocacy

When you need a voice within the federal government for your interests as a small business 

owner, the SBA’s regional advocates are here 

to assist. The advocates analyze the effects of

proposed regulations and consider alternatives that minimize the economic burden on 

small businesses, governmental jurisdictions 

and nonprofits. Find yourregional advocate

at sba.gov/advocacy.

• Your advocate helps with these small 

business issues:

• If your business could be negatively 

affected by regulations proposed by the

government

• If you have contracting issues with a 

federal agency

• When you need economic and small business statistics

The SBA’s Office of Advocacy also independently represents small business and 

advances its concerns before Congress, the 

White House, federal agencies, the federal 

courts and state policy makers. 

Ombudsman

Entrepreneurs who have an issue with an 

existing federal regulation or policy can 

receive assistance from the SBA’s national 

ombudsman.

• The ombudsman’s office helps you:

• Resolve regulatory disputes with federal 

agencies

Your 

Advocates

• Reduce unfair penalties and fines

• Seek remedies when rules are inconsistently applied

• Recover payment for services done 

by government contractors

Make your voice heard by participating 

in a Regional Regulatory Enforcement 

Fairness Roundtable or a public hearing 

hosted by the SBA’s national ombudsman. 

These events are posted periodically on 

the ombudsman website.

To submit a comment or compliant 

through the online form, visit sba.gov/

ombudsman/comments. Your concerns will 

be directed to the appropriate federal agency 

for review. The SBA will collaborate with you 

and the agency to help resolve the issue.

To report how a proposed federal 

regulation could unfairly affect you, 

find your regional SBA advocate at 

sba.gov/advocacy.

To submit a comment about how your 

business has been hurt by an existing 

regulation, visit sba.gov/ombudsman/

The SBA’s offices of advocacy and ombudsman are comments.

independent voices for small business within the 

federal government.
14

» West Virginia Division of Labor

Contractor licensing

labor.wv.gov/licensing/contractor_license/pages/

default.aspx

Name Registration

Register your business name with the county 

clerk where your business is located. If you’re a 

corporation, also register with the state. Register 

your business online at business4wv.com.

» WV Secretary of State Capitol Office

1900 Kanawha Blvd. East, suite 157-K, Charleston

Business & Licensing (304) 558-8000 or toll free 

(866) 767-8683

Main office (304) 558-6000, Monday-Friday 8:30

a.m.-5 p.m.

sos.wv.gov/business-licensing/business

» One Stop Business Center

1615 E. Washington St., Charleston

(866) 767-8683, Monday-Friday 8:30 a.m.-5 p.m.

» North Central Business Hub

200 W. Main St., Clarksburg

(304) 367-2775, Monday-Friday 9 a.m.-5 p.m.

» Eastern Panhandle Business Hub

229 E. Martin St. #100, Martinsburg

(866) 767-8683, Monday-Friday 9 a.m.-5 p.m

Taxes

Any business with employees must register with the 

IRS and acquire an EmployerIdentificationNumber,

also known as the Federal Tax ID Number, and pay 

federal withholding tax at least quarterly. The IRS 

Small Business/Self-Employed Tax Center: irs.gov/

businesses.Here you can find the online tax calendar,

forms and publication, and online learning.

The Virtual Small Business Tax Workshop is the 

first of a series of video products designed exclusively

for small business taxpayers. This workshop helps 

business owners understand federal tax obligations, 

irs.gov/businesses/small-businesses-selfemployed/small-business-self-employed-virtualsmall-business-tax-workshop.

For small business forms and publications, visit irs.

gov/businesses/small-businesses-self-employed/

small-business-forms-and-publications.

» WV State Tax Department

business4wv.com/b4wvpublic/default.

aspx?pagename=startuphelp

Social Security

If you have any employees, including officers of a

corporation but not the sole proprietor or partners, 

you must make periodic payments, and/or file

quarterly reports about payroll taxes and other 

mandatory deductions. You can contact the IRS or 

LOCAL BUSINESS ASSISTANCE

How to Start a Business 

in West Virginia

Thinking of starting a business? Here are the nuts 

and bolts.

NIKKI BOWMAN

The Startup Logistics

Even if you’re running a home-based business, you will have to comply with many 

local, state, and federal regulations. Do not ignore regulatory details. You may 

avoid some red tape in the beginning, but your lack of compliance could become 

an obstacle as your business grows. Taking the time to research the applicable 

regulations is as important as knowing your market. Carefully investigate the laws 

affecting yourindustry. Being out of compliance could leave you unprotected

legally, lead to expensive penalties, and jeopardize your business.

Market Research

Need to do research on your clients and location? View consumer and business 

data for your area using the Census Business Builder: Small Business Edition, cbb.

census.gov. Filter your search by business type and location to view data on your 

potential customers, including consumer spending, and a summary of existing 

businesses, available as a map and a report.

Business License & Zoning

Licenses are typically administered by a variety of state and local 

departments. It is important to consider zoning regulations when choosing a 

site for your business. Contact the local business license office where you plan

to locate your business. You may not be permitted to conduct business out of 

your home or engage in industrial activity in a retail district.
 15

LOCAL BUSINESS ASSISTANCE

the Social Security Administration for information, assistance 

and forms, socialsecurity.gov/employer or (800) 772-1213. 

You can file W-2s online or verify job seekers through the Social

Security Number Verification Service.

Employment Eligibility Verification

The Federal Immigration Reform and Control Act of 1986 requires 

employers to verify employment eligibility of new employees. The law 

obligates an employerto process Employment Eligibility Verification

Form I-9. TheU.S.Citizenship and Immigration ServicesOffice of

Business Liaison offers information bulletins and assistance through

its employer hotline. For forms call (800) 870-3676, for the employer 

hotline call (800) 357-2099.

E-Verify, operated by the Department of Homeland Security in 

partnership with the Social Security Administration, electronically 

verifies the Social Security number and employment eligibility

information reported on form I-9. It’s the quickest way for employers 

to determine the employment eligibility of new hires. Visit 

dhs.gov/e-verify, call (888) 464-4218 or e-mail e-verify@dhs.gov.

Health & Safety

All businesses with employees are required to comply with state 

and federal regulations regarding the protection of employees, 

visit dol.gov for information. The Occupational Safety and Health 

Administration provides information on the specific health and

safety standards used by the U.S. Department of Labor, 

(800) 321-6742 or visit osha.gov.

Employee Insurance

Check with your state laws to see if you are required to provide 

unemployment or workers’ compensation insurance for your 

employees. For health insurance options, visit healthcare.gov.

Environmental Regulations

State assistance is available for small businesses that must comply 

with environmental regulations under the Clean Air Act. State 

Small Business Environmental Assistance programs provide free, 

confidential assistance to help small business owners understand

and comply with complex environmental regulations and permitting 

requirements. These state programs can help businesses reduce 

emissions atthe source, often reducing regulatory burden and

saving you money. To learn more about these free services, visit 

nationalsbeap.org/states/list.

Disability Compliance

For assistance with the Americans with Disabilities Act call (800) 

669-3362 or visit ada.gov.

Child Support Program

Employers are essential to the success of the child support program 

and are responsible for collecting 75 percent of support nationwide 

through payroll deductions. TheOffice ofChild Support Enforcement

atHealth andHuman Services offers employers step-by-step

instructions for processing income withholding orders for child 

support. “A Guide to an Employer’s Role in the Child Support Program” 

is available attheOffice ofChildSupport Enforcement’swebsite at acf.

hhs.gov/programs/css/resource/a-guide-to-an-employers-rolein-the-child-support-program. You can also find information about

other employer responsibilities and tools that can make meeting 

those responsibilities easier, such as electronic income withholding 

orders and the Child Support Portal, at acf.hhs.gov/css/employers. 

Send questions to employerservices@acf.hhs.gov.

» WV New Hire Reporting Center

newhire-reporting.com/wv-newhire/default.aspx

Intellectual Property

Patents, trademarks, and copyrights are types of intellectual property 

that serve to protect creations and innovations. Intellectual property 

may be valuable assets for small businesses and entrepreneurs, and 

are important to consider in the development of any business plan.

Patents and Trademarks

For information and resources about U.S. patents and federally 

registered trademarks: Visit uspto.gov or call the U.S. Patent and 

Trademark Office Help Center at (800)786-9199.

A patent for an invention is the grant of a property right to an 

inventor, issued by the patent office. The right conferred by the patent

grantis the rightto exclude others from making, using, offering for

sale, or selling the invention in the United States or importing the 

invention.

There are three types of patents:

1. Utility patents may be granted to anyone who invents or 

discovers any new and useful process, machine, manufacture, 

or composition of matter, or any new and useful improvement.

2. Design patents may be granted to anyone who invents a new, 

original, and ornamental design for an article of manufacture.

3. Plant patents may be granted to anyone who invents or discovers 

and asexually reproduces any distinct and new variety of plant, 

other than a tuber propagated plant or a plant found in an 

uncultivated state. For information visit uspto.gov/inventors.

A trademark or service mark includes any word, name, symbol, 

device, or any combination used or intended to be used to identify 

and distinguish the goods/services of one seller or provider from 

those of others, and to indicate the source of the goods/services.

Trademarks and service marks may be registered at both 

the state and federal level with the latter at the U.S. Patent and 

Trademark Office. Federally registered trademarks may conflict

with and supersede those registered only at the state level. For 

information visit uspto.gov/trademarks.

Copyrights

Copyrights protect original works of authorship, including literary, 

dramatic, musical and artistic, and certain other intellectual works. 

Copyrights do not protect facts, ideas, and systems, although it may 

protect the way these are expressed. For general information contact:

» Copyright Office

U.S. Library of Congress, James Madison Memorial Building

101 Independence Ave. Southeast, Washington, DC

(202) 707-3000 or toll free (877) 476-0778, copyright.gov
16

LOCAL BUSINESS ASSISTANCE

Chambers of Commerce

WV State

(304) 342-1115 

wvchamber.com

Barbour County

(304) 457-1958 

http://barbourchamber.org

Beckley-Raleigh County

(304) 252-7328 

brccc.com

Berkeley County

tina@berkeleycounty.org 

berkeleycounty.org/your-chamber

Berkeley Springs/Morgan County

(304) 258-3738 

berkeleyspringschamber.com

Buckhannon-Upshur

(304) 472-1722 

buchamber.com

Charleston Area Alliance

(304) 340-4253

charlestonareaalliance.org

Elkins-Randolph

(304) 636-2717

erccc.com

Fayette County

(304) 465-5617

fayettecounty.com

Grant County

(304) 257-2722

gowv.com

Greater Greenbrier

(304) 645-2818

greenbrierwvchamber.org

Greater Bluefield

(304) 327-7184

bluefieldchamber.com

Hampshire County

(304) 822-7221

hampshirecountychamber.com

Hardy County

(304) 530-1786

hardycountychamber.com

Harrison County

(304) 624-6331

harrisoncountychamber.com

Huntington Region

(304) 525-5131

huntingtonchamber.com

Jackson County

(304) 373-1117

jacksonchamberwv.com

Jefferson County

(304) 725-2055

jeffersoncountywvchamber.org

Lewis County

(304) 269-2608

lcchamber.org

Logan County

(304) 752-1324

logancountychamberofcommerce.com

Marion County

(304) 363-0442

marionchamber.com

Marshall County

(304) 845-2773

marshallcountychamber.com

Mason County

(304) 675-1050

masoncountychamber.org

Mid-Ohio Valley

(304) 422-3588

movchamber.org

Mineral County

(304) 788-2513

office@mineralchamber.com

Martinsburg-Berkeley County

(304) 267-4841

berkeleycounty.org

Morgantown Area

(304) 541-4596

www.morgantownchamber.org

Pendleton County

(304) 358-3884
 17

LOCAL BUSINESS ASSISTANCE

Pleasants Area

(304) 384-9909

pleasantschamber.com

Pocahontas County

(304) 799-4476

pccocwv.com

Preston County

(304) 329-0576

prestonchamber.com

Putnam County

(304) 757-6510

putnamchamber.org

Richwood Area

(304) 846-6790

rwdchamber@frontier.com

Weirton Area

(304) 748-7212

weirtonchamber.com

Wellsburg Area

(304) 479-2115

wellsburgchamber.com

Wetzel County

(304) 455-3825

wetzelcountychamber.com

Wheeling

(304) 233-2575

wheelingchamber.com

Economic Development

Advantage Valley

(304) 760-0950

advantagevalley.com

Barbour County Development Authority

(304) 457-1225

barbourcountywveda.org

Berkeley County Development Authority

(304) 267-4144

developmentauthority.com

Boone County Development Authority

(304) 369-9117

boonecountywv.org

Braxton County Development Authority

(304) 342-6972

braxtoncountywv.org

Brooke-Hancock Jefferson MPC

(304) 797-9666

bhjmpc.org

Business Development Corp. Northern Panhandle

(304) 748-5041

bhbdc.com

Central Appalachia Empowerment Zone WV

(304) 587-2027

caez-wv.org

Charleston Area Alliance

(304) 792-4326

charlestonareaalliance.org

Chemical Alliance Zone WV

(304) 720-1023

cazwv.com

Doddridge County Development Authority

(304) 873-1652

doddridgecountyeda.com

Gilmer County Economic Development Authority

(304) 462-8098

gceda.org

Grant County Development Authority

(304) 257-2168

grantcounty-wv.com

Greenbrier Valley Partnership

(304) 497-4300

gvedc.com

Hampshire County Development Authority

(304) 822-4320

hampshirecountyeda.com

Hardy County Rural 

Development Authority

(304) 530-3047

hardycountywv.com

Harrison County Economic Development Corp.

(304) 326-0213

harrisonedc.com

Huntington Area Development Council

(304) 525-1161

hadco.org
18

LOCAL BUSINESS ASSISTANCE

Jackson County Development Authority

(304) 372-1151

jcda.org

Jefferson County Development Authority

(304) 728-3255

jcda.net

Lewis County Economic Development 

Authority

(304) 269-4993

lceda.org

Lincoln County Economic Development 

Authority

(304) 824-3838

lincolneda.com

Little Kanawha Area Development Corp.

(304) 275-4231

littlekanawha.com

Logan County Economic Development 

Authority

(304) 752-4600

logancountywv.org

Marion Regional Development Corp.

(304) 367-5355

marionchamber.com

Mason County Development Authority

(304) 675-1497

masoncounty.org

Mercer County

(304) 431-8521

mercercoeda.com

Mingo County Redevelopment Authority

(304) 235-0042

developmingo.com

McDowell County Economic 

Development Authority

(304) 436-3833

mcdowelleda.com

Mid-Ohio Valley Regional Council

(304) 422-4993

movrc.org

Mineral County Economic 

Development Authority

(304) 788-2233

mineralcountydevelopmentauthority.com

Morgan County Economic 

Development Authority

(304) 258-8546

morgancountyeda.com

Morgantown Area Economic Partnership

(304) 296-6684

itsmorgantown.com

New River Gorge Economic Development 

Authority

(304) 254-8115

nrgrda.org

Polymer Alliance Zone

(304) 428-1622

pazwv.org

Pendleton County & Community 

Economic Development Authority

pendletoncounty.com

Pleasants County Economic 

Development Authority

(304) 684-1220

Preston County Economic 

Development Authority

(304) 684-1220

www.prestonwv.com

Putnam County Development Authority

(304) 757-0318

pcda.org

Randolph County Development 

Authority

(304) 637-0803

randolphwv.com

Ravenswood Development Authority

info@ravenswooddevelopmentauthority.

com

Regional Economic Development 

Partnership

(304) 232-7722

redp.org

Ritchie County Development Authority

(304) 588-0976

ritchiecounty.wv.gov

Roane County Economic 

Development Authority

(304) 927-5189

roanecountyeda.org

Taylor County Development Authority

(304) 265-5450

wvcountytaylor.com

Tyler County Development Authority

(304) 652-1760

tcdawv.com

Tucker County Economic Development 

Authority

(304) 614-8839

tuckerwv.com

Upshur County Economic Development 

Authority

(304) 472-1757 x1

upshurda.com

Washington County Council Economic 

Development Authority

(724) 225-8250

washingtoncountypa.org

Wayne County Economic 

Development Authority

(304) 272-9050

wceda.org

Webster County Development Authority

(304) 847-2145

websterwv.com

WV Economic Development Council

(304) 342-2123

wvedc.org

West Virginia Hardwood Alliance Zone

(304) 636-9542

westvirginiahaz.com

Wyoming County Economic Development 

Authority

(304) 732-6707

wyomingcounty.com
 19
20

local success story

Douglas Tate 

PRESIDENT & CEO, ALPHA TECHNOLOGIES INC.

Hurricane, WV

Douglas Tate, a U.S. Army 

service-disabled veteran, 

studied data communications 

and engineering while in 

service, skills that later helped 

him become a successful 

entrepreneur. The SBA helped 

round out that education; 

Douglas received counseling 

from his local SBDC, an SBA 

Resource Partner. That led 

him to the Service-Disabled 

Veteran-Owned Small Business 

contracting program and a 

grant from the Governor’s 

Guaranteed Workforce. He also 

received federal acquisition 

management training from 

the SBA. He secured a$4.8 

million SBA International 

Trade Loan to build a 35-

mile high-capacity fiber ring 

around Charleston, WV. Alpha 

Technologies, a businessto-business firm, allows its 

clients to focus on their own 

growth while Alpha manages 

the technology. Alpha employs 

over 40 serving in 10 states and 

17 countries.

• How has the SBA helped you grow your business? Last year, Alpha received a $4.8 

million SBA International Trade Loan. This was the largest loan of this type ever made in 

our district. This SBA-guaranteed loan allowed Alpha to upgrade its data center and build 

over 30 miles of fiber optics through Charleston and South Charleston.

• What are the biggest challenges you face as a small business owner? The single 

biggest challenge is to manage cash flow issues that come with the growth we have

experienced. That means focusing on project completion, ordering and inventory control, 

and timely implementation to ensure our account receivables are adequately projected 

and managed.

• What advice do you have for other small businesses? You need to know your business. 

This means not only understanding what your business is, but who your competitors are 

and what differentiates you from them. Secondly, you must know your numbers. This

includes the cost of goods sold, cost of customer acquisition, and cost of maintaining 

your customer base. Then you should see if you qualify for any SBA funding programs, if 

you do you can then explore how they can help your business.

• Have you continued to utilize your local SBA district office? If so, how? We continue 

to seek guidance from our SBA West Virginia District Office as we grow and expand. Alpha

explores the various programs and solutions offered by the SBA to help us negotiate the

barriers of growth and acquisition.

• What are your future plans for expansion, if any? We have significant expansion plans

that include other data centers in West Virginia and another significant fiber deployment.

• What do you find are the satisfactions of small business ownership? One of my 

greatest satisfactions is the responsibility I feel for affecting the lives of those directly and

indirectly connected to my business. I strive to ensure my vision and my decisions create 

a positive experience. The best reward a business owner can receive is to know you are 

making a difference in your community.
 21

The best reward a 

business owner can 

receive is to know 

you are making a 

difference in your 

community.”

Douglas Tate

president & CEO, Alpha Technologies Inc.
22

Write your 

Business Plan

Traditional Business Plan

• This type of plan is very detailed, takes more time 

to write, and is comprehensive. 

• Lenders and investors commonly request this 

plan.

Lean Startup Plan

• This type of plan is high-level focus, fast to write, 

and contains key elements only. 

• Some lenders and investors may ask for more 

information.

Which business 

plan format is 

right for you?

Business plans help you run your business

A good business plan guides you through each stage of starting and managing 

your business. You’ll use your business plan as a roadmap for how to structure, 

run, and grow your new business. It’s a way to think through the key elements of 

your business.

Business plans can help you get funding or bring on new business partners. 

Investors want to feel confident they’ll see a return on their investment. Your

business plan is the tool you’ll use to convince people that working with you— 

or investing in your company—is a smart choice.

Pick a business plan format that works for you

• There’s no right or wrong way to write a business plan. What’s important is 

that your plan meets your needs.

• Most business plans fall into one of two common categories: traditional or lean 

startup.

• Traditional business plans are more common, use a standard structure, and 

encourage you to go into detail in each section. They tend to require more 

work upfront and can be dozens of pages long.

• Lean startup business plans are less common but still use a standard structure. They focus on summarizing only the most important points of 

the key elements of your plan. They can take as little as one hour to make 

and are typically only one page.

Your business plan is the foundation of your business. Learn how to write a business 

plan quickly and efficiently with a business plan template.

LOCAL BUSINESS ASSISTANCE
 23

You might prefer a traditional business plan format if you’re very 

detail oriented, want a comprehensive plan, or plan to request 

financing from traditional sources.

When you write your business plan, you don’t have to stick to the 

exact business plan outline. Instead, use the sections that make the 

most sense for your business and your needs. Traditional business 

plans use some combination of these nine sections.

Executive Summary

Briefly tell your reader what your company is 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

Use your company description to provide detailed information about 

your company. Go into detail about the problems your business 

solves. Be specific, and list out the consumers, organization, or businesses your company plans to serve.

Explain the competitive advantages that will make your business 

a success. Are there experts on your team? Have you found the perfect location for your store? Your company description is the place to 

boast about your strengths.

Market Analysis

You'll need a good understanding of your industry outlook and target 

market. Competitive research will show you what other businesses are 

doing and what their strengths are. In your market research, look for 

trends and themes. What do successful competitors do? Why does it 

work? Can you do it better? Now's the time to answer these questions.

Organization and Management

Tell your reader how your company will be structured and who 

will run it.

Describe the legal structure of your business. State whether 

you have or intend to incorporate your business as a C or an 

S corporation, form a general or limited partnership, or if you're 

a sole proprietor or LLC.

Use an organizational chart to lay out who's in charge of what in 

your company. Show how each person's unique experience will contribute to the success of your venture. Consider including resumes or 

CVs of key members of your team.

Service or Product Line

Describe what you sell or what service you offer. Explain how it benefits your customers and what the product lifecycle looks like. Share

your plans for intellectual property, like copyright or patent filings. If

you're doing research and development for your service or product, 

explain it in detail.

Marketing and Sales

There's no single way to approach a marketing strategy. Your strategy should evolve and change to fit your unique needs.

Your goal in this section is to describe how you'll attract and retain 

customers. You'll also describe how a sale will actually happen. 

You'll refer to this section later when you make financial projections,

so make sure to thoroughly describe your complete marketing and 

sales strategies.

Funding Request

If you're asking for funding, this is where you'll outline your funding 

requirements. Your goal is to clearly explain how much funding you’ll 

need over the next five years and what you'll use it for.

Specify whether you want debt or equity, the terms you'd like 

applied, and the length of time your request will cover. Give a 

detailed description of how you'll use your funds. Specify if you need 

funds to buy equipment or materials, pay salaries, or cover specific

bills until revenue increases. Always include a description of your 

future strategic financial plans, like paying off debt or selling your

business.

Financial Projections

Supplement your funding request with financial projections. Your

goal is to convince the reader that your business is stable and will be 

a financial success.

If your business is already established, include income statements, balance sheets, and cash flow statements for the last three

to five years. If you have other collateral you could put against a loan,

make sure to list it now.

Provide a prospective financial outlook for the next five years.

Include forecasted income statements, balance sheets, cash flow

statements, and capital expenditure budgets. For the first year, be

even more specific and use quarterly—or even monthly —projections. Make sure to clearly explain your projections, and match them 

to your funding requests.

This is a great place to use graphs and charts to tell the financial

story of your business. 

Appendix

Use your appendix to provide supporting documents or other materials 

that were specially requested. Common items to include are credit histories, resumes, product pictures, letters of reference, licenses, permits, 

patents, legal documents, and other contracts.

• Executive summary

• Company description

• Market analysis

• Organization and 

management

• Service or product line

• Marketing and sales

• Funding request

• Financial projections

• Appendix

TRADITIONAL 

BUSINESS PLAN FORMAT

TRADITIONAL BUSINESS PLAN CHECKLIST 

LOCAL BUSINESS ASSISTANCE
24

Want to see 

an example 

of a business 

plan? 

View examples of both 

business plan formats at 

sba.gov/business-guide/

plan/write-your-businessplan-template

If you fail to plan, you 

are planning to fail.”

Benjamin Franklin

• Key partnerships

• Key activities

• Key resources

• Value proposition

• Customer relationships

• Customer segments

• Channels

• Cost structure

• Revenue streams

You might prefer a lean startup format if you want to explain or start your business quickly, 

your business is relatively simple, or you plan to regularly change and refine your business plan.

Lean startup formats are charts that use only a handful of elements to describe your 

company’s value proposition, infrastructure, customers, and finances. They’re useful for

visualizing tradeoffs and fundamental facts about your company.

There are many versions of lean startup templates, but one of the oldest and most well known 

is theBusinessModelCanvas, developed by AlexOsterwalder. You can search theweb to find free

templates of the Business Model Canvas, or other versions, to build your business plan.

We’ll discuss the nine components of the Business Model Canvas version here.

Key Partnerships

Note the other businesses or services you’ll work with to run your business. Think about 

suppliers, manufacturers, subcontractors and similar strategic partners.

Key Activities

List the ways your business will gain a competitive advantage. Highlight things like selling 

direct to consumers or using technology to tap into the sharing economy.

Key Resources

List any resource you’ll leverage to create value for your customer. Your most important 

assets could include staff, capital, or intellectual property. Don’t forget to leverage business

resources that might be available to women, veterans, Native Americans, 

and HUBZone–certified businesses.

Value Proposition

Make a clear and compelling statement about the unique value your company brings 

to the market.

Customer Relationships

Describe how customers will interact with your business. Is it automated or personal? 

In person or online? Think through the customer experience from start to finish.

Customer Segments

Be specific when you name your target market. Your business won’t be for everybody,

so it’s important to have a clear sense of who your business will serve.

Channels

List the most important ways you’ll talk to your customers. Most businesses use a mix 

of channels and optimize them over time.

Cost Structure

Will your company focus on reducing cost or maximizing value? Define your strategy,

then list the most significant costs you’ll face pursuing it.

Revenue Streams

Explain how your company will actually make money. Some examples are direct sales, memberships fees, and selling advertising space. If your company has multiple revenue streams, 

list them all.

LEAN STARTUP PLAN FORMAT

LEAN STARTUP PLAN 

CHECKLIST 

LOCAL BUSINESS ASSISTANCE
 25

Entrepreneurship training is available through the SBA’s programs 

for veterans, sba.gov/veterans. This includes active duty service 

members, those transitioning out of service, National Guard and 

Reserve members, and military spouses in the United States and at 

military installations around the world. Connect to other entrepreneurs and your local network of SBA Resource Partners through 

these services and programs. Veterans Business Outreach Centers, 

sba.gov/vboc, provide business training and counseling to those 

interested in starting or growing a small business.

Entrepreneurship Training Programs

Boots to Business is an entrepreneurial training program offered

by the SBA as a training track within the Department of Defense’s 

Transition Assistance Program. The curriculum provides valuable 

assistance to those transitioning out of service and their spouses. You 

explore business ownership and other self-employment opportunities 

while learning key business concepts. Participants learn how to access 

start-up capital using SBA resources. This program provides the 

foundational knowledge required to develop a business plan.

Boots to Business: Reboot delivers the Boots to Business curriculum to veterans of all eras, members of the National Guard and 

Reserve, and military spouses in their local communities.

Programs 

for Veterans

Veteran-owned and service-disabled veteran-owned businesses 

nationwide interested in federal contracting can receive entrepreneurship guidance from the Veteran Federal Procurement Entrepreneurship 

Training Program. This program is administered by the Veteran Institute 

for Procurement, which has three training programs to assist veterans, 

VIP START, VIP GROW, and VIP INTERNATIONAL.

The Women Veteran Entrepreneurship Training Program

serves women who are veterans, service members, and spouses of 

service members and veterans as they start or grow their business.

Loan Fee Relief

To encourage lending to veterans who want to start or grow their 

businesses, the SBA reduces upfront guarantee fees on select loans. 

That means the cost savings will be passed down to you, 

the eligible veteran. To learn about this loan fee relief, contact 

your local SBA district office or ask your SBA Lender about the

Veterans Advantage program.

Interested in doing 

business with the 

government? 

Learn about the Service-Disabled 

Veteran-Owned Small Business Concern 

contracting program on page 46.

Have an employee 

who was called to active duty?

Ask your SBA Lender about the Military Reservist 

Economic Injury Disaster Loan Program. It provides 

loans up to $2 million to small businesses for working 

capital caused by the loss of an essential employee 

called to active duty in the National Guard or Reserve.

Jack Goodison, a veteran, grew his business 

in Rhode Island, J. Goodison Co., with the 

help of an SBA-guaranteed 504 loan. 

If you are a veteran or a service-disabled veteran, 

there are many opportunities for you and your 

small business.

LOCAL BUSINESS ASSISTANCE
26

The SBA’s free Online Learning Center

courses help you start and grow your 

small business. The Learning Center 

is a great resource for every entrepreneur, especially rural business owners 

looking for easy access to vital business 

training. Courses available include:

• Writing your business plan

• Legal requirements for your small 

business

• Small business financing options

• Digital and traditional marketing to 

win customers

• Your options during a disaster

• Access the SBA’s Learning Center at 

sba.gov/learning.

Aspiring entrepreneurs can learn how 

to launch a business with the Business 

Smart Toolkit. This online workshop 

lays the groundwork, teaching you how 

to build a business that is ready to take 

on credit.

• The three parts of the toolkit:

• Basics of business startup

• Building business credit

• How to find additional small business

support and educational resources

The toolkit can be presented as a class, 

like within a community organization, 

or for small group or individual at-home 

use. The toolkit and instructor guide are 

written so that a community volunteer 

can feel comfortable presenting the 

information. Find the free download at 

sba.gov/businesssmart.

Online Resources 

for Entrepreneurs

Find short courses 

and learning tools 

to start and grow 

your small business 

at the sba.gov 

Learning Center.

Business executives looking for their next 

challenge and the opportunity to take their 

business to the next level will find it with the

SBA’s Emerging Leaders program, 

sba.gov/emergingleaders.

Graduates of Emerging Leaders, an 

intense seven-month entrepreneurship 

program, reported that they have been able 

to grow their businesses and drive economic 

development within their communities. 

Emerging Leaders executives are chosen 

through a competitive selection process. 

The program fosters a learning environment 

that accelerates the growth of high-potential 

small businesses, while providing training 

and peer networking sessions.

Emerging Leaders graduates join a 

network of 5,000 alumni nationwide. Since 

the start of the program, graduates have 

reported gaining more than $300 million 

total in new financing and securing over

$2.16 billion in government contracts.

Entrepreneurs receive business 

counseling and assistance at the 

Philadelphia SBA district office in 

King of Prussia.

Programs for 

Entrepreneurs

SBA’s Emerging Leaders program helps grow businesses.

LOCAL BUSINESS ASSISTANCE
 27

American Indians, Alaska Natives, and Native Hawaiians seeking 

entreprenurial development training can start and grow their business with the help of these SBA-supported programs. The 

SBA, sba.gov/naa, also consults with tribal governments prior 

to finalizing SBA policies affecting tribes.

The Cherokee Nation

Tahlequah, Oklahoma

Receive executive coaching in financial management, sales, marketing

and product management. Visit cherokee.org/contact.aspx.

Oregon Native American Business and 

Entrepreneurial Network

Portland, Oregon & Tulsa, Oklahoma

Develop your business on native lands and find peer mentoring that

focuses on building native microenterprise throughout Oregon, 

Oklahoma, Texas and New Mexico. Visit onaben.org.

Rural Enterprises of Oklahoma, Inc. (REI Oklahoma)

Durant, Oklahoma

Do you need business counseling, 8(a) certification assistance and

Programs for 

Native Americans

other training? The organization has two Native American business 

resource centers in Oklahoma. Visit reiok.org.

The Native American Development Corporation 

North Billings, Montana

Receive counseling in government contracting through the SBA’s 8(a) 

program and other federal and state programs. Register to attend 

networking events, conferences and workshops at 

nadc.ecenterdirect.com/signup.

Hi'ilei Aloha LLC

Honolulu, Hawaii

Do you have an idea and want to see if it could become a successful 

business? For the next entrepreneurship course for Native Hawaiians, 

visit hiilei.org.

Indian Dispute Resolution Services, Inc. 

Plymouth, California

Tribal members in California, Nevada, and Oregon can receive computer accounting and business training through the microenterprise 

initiatives at idrsinc.org.

The SBA helps American Indians, Alaska Natives, and Native Hawaiians 

start and grow their businesses. iStock.com/ LaraBelova

LOCAL BUSINESS ASSISTANCE
28

When Garrett Marrero 

and Melanie Oxley 

applied for loans to buy 

a brewpub in Maui in 

2004, it didn’t go well.

“We got laughed out of every bank in 

the state,” Marrero likes to say. 

As it turns out, they would have been a 

good risk. Over the past 14 years, Marrero 

and Oxley have built an operation that 

employs hundreds, sells internationally, 

and enriches its community. They were 

recognized by the U.S. Small Business 

Administration in 2017 as National Small 

Business Persons of the Year.

A California native, Marrero grew up 

in a family that appreciates craft beer. He 

tried homebrewing in high school and had 

A Good Risk

An SBA loan guarantee helps Hawaii entrepreneurs Garrett Marrero 

and Melanie Oxley hop up their brewing operation.

friends who brewed. “When I traveled, 

experiencing the local beer was always 

important to me,” he says. “So when I 

came to Hawaii, I thought the local beer 

was ridiculous. I knew I could put people 

together to make great beer.”

He and Oxley were living and 

working in California and, in 2004, 

decided to move to Hawaii and brew 

beer. They learned that the Fish and 

Game Brewing Company on Maui was 

for sale. Since banks wouldn’t finance 

the inexperienced entrepreneurs, 

they sold and mortgaged everything 

they could, plundered retirement 

funds, and borrowed from parents and 

grandparents in order to buy the sevenbarrel brewpub and restaurant. 

FUNDING PROGRAMS

Financing Your Small Business

written by Pam Kasey
 29

FUNDING PROGRAMS

bryan berkowitz

Maui Brewing Company's 

Kihei brewery “I had that typical young 

male can’t-go-wrong kind of 

attitude, but I think Melanie 

was more nervous.” Marrero 

recalls. “It was a little scary. 

But we both took it as extra 

motivation to succeed—we 

couldn’t fail our family and 

our friends.”

The couple were new to 

entrepreneurship, but they 

applied a strong work ethic 

and good business sense to 

the task. They quickly set up 

a 25-barrel brewhouse and, in 

2007, were among the earliest 

small breweries to distribute 

in cans—a move that 

craft breweries have since 

embraced as both financially 

and environmentally sound. 

And having savvily gotten 

a right of first refusal 

on adjacent units, they 

expanded. By 2012, they’d 

grown from 5,000 to 13,000 

square feet. “We flat-out 

needed more space,” Marrero 

says. 

This time, they approached 

the SBA for help. “The way 

it works is, you have to have 

the financing through an 

SBA lending partner—a local 

bank—and then the SBA 

guarantees part of the loan,” 

Marrero says. Maui Brewing 

took out a multimilliondollar loan to buy land and 

build a building for 25- and 

50-barrel brewhouses down 

the road in Kihei. “We would 

not have been approved for 

such a loan without the SBA.”

Maui Brewing Company’s 

six year-round beers include 

its signature Pineapple Mana 

Wheat and Coconut Hiwa 

Porter which, like many of its 

seasonal brews, use locally 

grown ingredients. “They 

always say small business is 

the backbone of America; I 

think farmers even more so,” 

Marrero says. 
30

SBA 

Guaranteed 

Loans

For small business entrepreneurs who 

cannot get traditional forms of credit, an 

SBA-guaranteed loan can fill that need.

The SBA guarantees loans made by lending 

institutions to small businesses that would 

not otherwise be able to obtain financing.

The lender works with applicants to determine the best option for the small business. 

For those who are eligible and cannot obtain 

conventional financing with reasonable rates

and terms, the guarantee reduces a lender’s 

risk of loss in the event of a default on the 

loan. The SBA guarantee is conditional on the 

lender following SBA program requirements. 

Just like with any other loan, you make your 

loan payments directly to your SBA Lender in 

accordance with your terms.

Visit your local SBA office for a 

lender referral, or use Lender Match, 

sba.gov/lendermatch.

The SBA's online tool connects 

entrepreneurs with SBA Lenders 

interested in making small business 

loans in your area.

Melanie Oxley and 

Garrett Marrero

“We brew our seasonal POG IPA with passionfruit, orange, and 

guava juice, locally grown. Integrating that into a style that dates 

back to the 1600s, an IPA, makes it unique.”

Today the operation consists of the Kihei brewery and three 

restaurants: the original location, one established on the island 

of Oahu in 2017, and one opened at the brewery in early 2018. The 

company distributes in 23 states and internationally. By year-end, 

Marrero expects to have a fourth restaurant, employ 700 or more, 

and top $20 million in revenue. Later ambitions include distilled 

spirits and craft cocktails in cans.

In addition to supporting Hawaii growers, Maui Brewing offers 

a share of sales to local nonprofits. It also plays an integral role in 

the Maui Brewers Festival, which draws visitors and raises money 

for the Maui Arts and Cultural Center. 

And Marrero shares his hard-won expertise with aspiring 

entrepreneurs. His advice? “Work with several local lenders, but 

definitely involve the Small Business Development Center in your 

area. They’ll help with feasibility studies, putting together a good 

loan package,” he says. “Be clear and concise with your vision, 

and don’t rely on others to sell your story—you are your best 

advocate.”

FUNDING PROGRAMS
 31

Participating 

SBA Lenders

ALUM CREEK

Community Trust Bank

315 Midway Road

(304) 756-3317

ATHENS

BB&T

202 State St.

(304) 384-9697

First Community Bank

101 Vermillion St.

(304) 384-9010

BARBOURSVILLE

Fifth Third Bank

101 River Road

(304) 736-5304

WesBanco Bank Inc.

6501 Mud River Road

(304) 399-4441

First State Bank

660 Central Ave.

(304) 736-5271

Ohio Valley Bank

6327 US Route 60 East

(304) 733-0401

BARRACKVILLE

First Exchange Bank

211 Pike St.

(304) 333-2217

BAYARD

Miners & Merchants Bank

2140 Front St.

(304) 693-7675

BECKLEY

Bank of Mount Hope

204 Pinewood Drive

(304) 252-2265

BB&T

3849 Robert C. Byrd Drive

(304) 252-6334

City National Bank

1 Park Ave.

(304) 255-7000

First Community Bank

111 Citizens Drive

(304) 921-2988

JPMorgan Chase

500 Neville St.

(304) 256-2157

MCNB Banks

85 Jerome Van Meter Drive

(304) 253-5050

Summit Community Bank

1826 Harper Road

(304) 255-4560

United Bank 

129 Main St.

(304) 256-7262

Woodforest National Bank

1330 N. Eisenhower Drive

(304) 250-0181

BELINGTON

Freedom Bank

315 Crim Ave.

(304) 823-1531

BERKELEY SPRINGS

BB&T

7 S. Washington St.

(304) 258-4596

City National Bank

149 N. Washington St.

(304) 258-4342

CNB Inc.

101 S. Washington St.

(304) 258-1520

BLUEFIELD

First Community Bank

211 Federal St.

(304) 325-7151

MCNB Banks

3152 E Cumberland Road

(304) 325-6500

Summit Community Bank

500 Federal St.

(304) 325-8181

BRANCHLAND

Premier Bank

40 Lincoln Plaza

(304) 824-2611

BRIDGEPORT

BB&T

405 W. Main St.

(304) 842-6277

City National Bank

1216 Johnson Ave.

(304) 842-1962

Clear Mountain Bank

320 Southview Dive

(304) 848-4000

Fairmont Federal Credit 

Union

680 Genesis Blvd.

(304) 363-5320

Freedom Bank

625 W. Main St.

(304) 842-4424

Harrison County Bank

1215 Johnson Ave.

(304) 842-0400

Huntington National Bank

1226 W. Main St.

(304) 842-6955

25 Scarlet Lane

(304) 842-1631

JPMorgan Chase

1507 Johnson Ave.

(304) 842-2368

MVB Bank

1000 Johnson Ave.

(304) 848-3505

Premier Bank

25 Oakmont Lane

(304) 842-1887

WesBanco Bank Inc.

1130 Johnson Ave.

(304) 842-1100

FUNDING PROGRAMS

Local Funding 

Programs

For contact information on all our SBA Lenders, visit sba.gov/wv.
32

FUNDING PROGRAMS

BRUCETON MILLS

Clear Mountain Bank

160 Morgantown St.

(304) 379-2111

BUCKHANNON

BC Bank Inc.

4 Northridge Drive

(304) 460-7008

Citizens Bank of 

West Virginia

10 E. Main St.

(304) 473-7304

Community Bank

3 Locust St.

(304) 472-0052

First Community Bank

2 W. Main St.

(304) 472-1112

JPMorgan Chase

32 E. Main St.

(304) 472-4602

Premier Bank

14 N. Locust St.

(304) 472-8828

BURNSVILLE

Premier Bank

316 Wabash Ave.

(304) 853-2711

CAMERON

BB&T

21 Main St.

(304) 686-3351

CANAAN VALLEY

Grant County Bank

5502 Appalachian Highway

(304) 866-4848

CAPON BRIDGE

The Bank of Romney

(304) 856-3461

FNB Bank Inc.

(304) 856-3426

CEREDO

BB&T

106 C St.

(304) 453-6151

United Bank

555 C St.

(304) 781-2401

CHARLES TOWN

Bank of Charles Town

111 E. Washington St.

(304) 725-8431

BB&T

29 Keyes Ferry Road

(304) 725-2073

City National Bank

1034 S. George St.

(304) 725-9787

Jefferson Security Bank

873 E. Washington St.

(304) 725-9452

MVB Bank

88 Somerset Blvd.

(304) 724-5156

United Bank

106 W. Washington St.

(304) 728-8000

CHARLESTON

BB&T

300 Summers St.

(304) 348-7000

City National Bank

3601 MacCorkle Ave. 

Southeast

(304) 926-3301

Fifth Third Bank

700 Virginia St. East

(304) 353-4100

Huntington National Bank

900 Lee St.

(304) 348-5001

JPMorgan Chase

707 Virginia St. East

(304) 348-7956

Member Choice FCU

201 Ohio Ave.

(304) 346-5242

MVB Bank

400 Washington St. East

(304) 340-5132

Natural Capital Investment 

Fund

303 Washington St. West

(304) 575-1462

Pioneer WV FCU

1320 Kanawha Blvd. East

(304) 348-6648

Premier Bank

201 Pennsylvania Ave.

(304) 340-3000

Star USA FCU

First One Chantley Drive, suite 

4

(304) 357-2319

Summit Community Bank

2402 Mountaineer Blvd.

(304) 746-6050

United Bank

500 Virginia St. East

(304) 348-8397

WesBanco Bank Inc.

300 Tennessee Ave.

(304) 347-4000

CHESTER

The Farmers National Bank 

of Emlenton

715 Carolina Ave.

(304) 387-3929

Hancock County Savings 

Bank

351 Carolina Ave.

(304) 387-1620

CLARKSBURG

BB&T

100 S. Fourth St.

(304) 624-5521

BC Bank

1105 Buckhannon Pike

(304) 326-2310

Harrison County Bank

17 Armory Road

(304) 423-5100

Huntington National Bank

230 W. Pike St.

(304) 623-7100

JPMorgan Chase

229 W. Main St.

(304) 624-3402

MVB Bank

406 W. Main St.

(304) 626-4001

WesBanco Bank Inc.

140 W. Main St.

(304) 623-4350

West Union Bank

320 Emily Drive

(304) 326-3911

CLAY

Clay County Bank

150 Main St.

(304) 587-4221

CLENDENIN

Poca Valley Bank

545 Spencer Road

(304) 548-7329

COWEN

First Community Bank

6299 Webster Road

(304) 226-5924

United Bank

99 Railroad Ave. East

(304) 226-5371

CRAB ORCHARD

Whitesville State Bank

1460 Robert C Byrd Drive

(304) 253-8639

CROSS LANES

BB&T

5560 Big Tyler Road

(304) 776-5751
 33

FUNDING PROGRAMS

City National Bank

308 Goff Mountain Road

(304) 769-1351

Fifth Third Bank

102 Lakeview Drive

(304) 776-5303

DANVILLE

BB&T

1447 Smoot Ave.

(304) 369-4236

United Bank

161 Smoot Ave.

(304) 369-0022

DAVIS

Grant County Bank

901 Williams Ave.

(304) 259-5201

DUNBAR

City National Bank

304 10th St.

(304) 768-2067

United Bank

1200 Grosscup Ave.

(304) 766-7111

WesBanco Bank Inc.

1101 Myers Ave.

(304) 768-9761

ELIZABETH

Calhoun County Bank

372 Juliana St.

(304) 275-0996

WesBanco Bank Inc.

579 Court St.

(304) 275-4268

ELKINS

Citizens Bank of West 

Virginia

211 Third St.

(304) 636-4095

Davis Trust Co.

227 Davis Ave.

(304) 636-0991

Huntington National Bank

420 Davis Ave.

(304) 636-3400

Mountain Valley Bank

317 Davis Ave.

(304) 637-2265

Woodforest National Bank

721 Beverly Pike

(304) 637-2838

ELKVIEW

JPMorgan Chase

558 Railroad Ave.

(304) 348-6984

Poca Valley Bank

5087 Elk River Road

(304) 965-7730

FAIRMONT

BB&T

401 Fourth St.

(304) 368-3200

BCBank

936 E. Park Ave.

(304) 367-9100

Fairmont Federal Credit 

Union

2 The Credit Union Way

(304) 363-5320

First Exchange Bank

216 Fairmont Ave.

(304) 367-1700

Huntington National Bank

103 Adams St.

(304) 363-5800

MVB Bank

301 Virginia Ave.

(304) 367-2602

WesBanco Bank Inc.

301 Adams St.

(304) 368-5000

Woodforest National Bank

32 Tygart Mall Road

(304) 363-1525

FAIRVIEW

First Exchange Bank

309 Main St.

(304) 449-1967

FALLING WATERS

CNB Inc.

1231 TJ Jackson Drive

(304) 274-3505

First United Bank & Trust

8919 Williamsport Parkway

(304) 267-7935

FAYETTEVILLE

Fayette County National 

Bank

101 N. Court St.

(304) 574-1212

United Bank

145 W Maple Ave.

(304) 574-1212

Woodforest National Bank

100 Fayette Town Center

(304) 574-0651

FOLLANSBEE

First National Bank of PA

1409 Main St.

(304) 527-1770

WesBanco Bank Inc.

955 Main St.

(304) 527-1200

FORT ASHBY

BB&T

10016 Frankfort Highway

(304) 298-3667

FNB Bank Inc.

(304) 298-3496

Manufacturers & Traders 

Bank

(304) 298-3676

FRANKLIN

Pendleton Community Bank

128 N. Main St.

(304) 358-2311

GASSAWAY

Premier Bank

700 Elk St.

(304) 364-5138

GLENVILLE

United Bank

101 E. Main St.

(304) 462-5001

GRAFTON

BB&T

7 Harmon Center

(304) 265-3400

First Community Bank

110 N Pike St.

(304) 265-5111

GRANTSVILLE

Calhoun County Bank

372 Main St.

(304) 354-6106

HAMLIN

Community Trust Bank

8049 Lynn Ave.

(304) 824-7223

WesBanco Bank Inc.

5 Second Ave.

(304) 824-6900

HARMAN

Grant County Bank

48 Main St.

(304) 227-3642

HARPERS FERRY

Bank of Charles Town

1366 W. Washington St.

(304) 535-6336

HARRISVILLE

Huntington National Bank

121 N. Court St.

(304) 643-2901
34

FUNDING PROGRAMS

1500 Main St.

(304) 643-2974

West Union Bank

201 E. Main St.

(304) 643-2265

HEDGESVILLE

Bank of Charles Town

119 Cowardly Lion Drive

(304) 745-0000

BB&T

3967 Hedgesville Road

(304) 754-7945

Business Finance Group

535 Winter Camp Trail

(800) 434-9427

CNB Inc.

2646 Hedgesville Road

(304) 754-5860

HINTON

First Community Bank

298 Stokes Drive

(304) 466-5502

Summit Community Bank

321 Temple St.

(304) 466-2311

HUNTINGTON

BB&T

10 Sixth Ave. West

(304) 522-8281

City National Bank

1900 Third Ave.

(304) 526-6200

Community Trust Bank

952 Third Ave.

(304) 697-0272

Fifth Third Bank

1566 Hal Greet Blvd.

(304) 523-5301

First State Bank

401 10th St.

(304) 525-4300

Huntington National Bank

919 Fifth Ave.

(304) 526-4600

JPMorgan Chase

1000 Fifth Ave.

(304) 526-4220

Ohio Valley Bank Co.

3331 US Route 60

(304) 521-0400

Peoples Bank

101 Fifth Ave.

(800) 522-3310

Premier Bank

2983 Fifth Ave.

(304) 525-1600

United Bank

2889 Third Ave.

(304) 781-2362

WesBanco Bank Inc.

823 Eighth St.

(304) 522-6400

HURRICANE

BB&T

101 Hurricane Creek Road

(304) 562-3396

City National Bank

39 Raymond Peak Way

(304) 562-0311

Farmers Bank and Savings 

Co.

65 Chase Drive

(304) 760-0929

Fifth Third Bank

3049 Mount Vernon Road

(304) 760-0233

First State Bank

3754 Teays Valley Road

(304) 757-2250

Huntington National Bank

414 State Route 34

(304) 757-0824

Putnam County Bank

2761 Main St.

(304) 562-9931

Woodforest National Bank

167 Progress Way

(304) 562-3018

IAEGER

Pioneer Community Bank

5229 Coal Heritage Road

(304) 938-5322

INWOOD

BB&T

139 Hovatter Drive

(304) 229-2992

First United Bank & Trust

7736 Winchester Ave.

(304) 267-7935

Jefferson Security Bank

277 Mineral Drive

(304) 229-6000

MVB Bank

5091 Garrardstown Road

(304) 262-5784

United Bank

7699 Winchester Ave.

(304) 229-4500

KEARNEYSVILLE

Bank of Charles Town

5480 Charles Town Road

(304) 876-2563

KENOVA

Fifth Third Bank

1008 Oak St.

(304) 453-5388

KEYSER

BB&T

Eagles Lane

(304) 788-3111

First United Bank & Trust

29 W. Southern Drive

(304) 788-5715

Grant County Bank

1336 New Creek Highway

(304) 788-8040

Manufacturers & Traders 

Bank

67 N. Main St.

(304) 788-6782

KINGWOOD

BB&T

114 E. Main St.

(304) 329-2000

Clear Mountain Bank

330 E. Main St.

(304) 329-2265

WesBanco Bank Inc.

203 Morgantown St.

(304) 329-1060

LAVALETTE

Huntington National Bank

4753 Route 152

(304) 529-6699

LEWISBURG

BB&T

14440 Seneca Trail

(304) 647-5187

City National Bank

809 S. Jefferson St.

(304) 645-2500

First Citizens Bank & Trust 

Co.

2807 N. Jefferson St.

(304) 645-3717

Premier Bank

1085 Washington St. East

(304) 647-4530

LOGAN

BB&T

80 Riverview Ave.

(304) 752-6155

JPMorgan Chase

755 Stratton St.

(304) 752-5750

Logan Bank & Trust

43 Washington Ave.

(304) 752-1166

Premier Bank

307 Hudgins St.

(304) 752-9627

United Bank

220 Main St.

(304) 752-6570
 35

Woodforest National Bank

77 Norman Morgan Blvd.

(304) 752-8403

LOST CREEK

Harrison County Bank

80 E. Main St.

(304) 745-3342

MADISON

Premier Bank

300 State St.

(304) 369-2407

MAN

First Community Bank

100 Market St.

(304) 583-6525

Logan Bank & Trust

200 Huff Creek Highway

(304) 583-8880

United Bank

300 Market St.

(304) 583-2200

MANNINGTON

First Exchange Bank

11 W. Main St.

(304) 986-1700

MARLINTON

City National Bank

300 Eighth St.

(304) 799-4640

First-Citizens Bank & 

Trust Co.

201 Eighth St.

(304) 799-4306

Pendleton Community Bank

19180 N. Seneca Trail

(304) 799-6700

MARTINSBURG

Bank of Charles Town

9738 Tuscarora Pike

(304) 262-0089

BB&T

148 S. Queen St.

(304) 264-2265

1815 Edwin Miller Blvd.

(304) 263-8841

City National Bank

1700 W. King St.

(304) 264-4500

CNB Bank Inc.

14994 Apple Harvest Drive

(304) 260-4333

First United Bank & Trust

1286 Edwin Miller Blvd.

(304) 264-9356

Jefferson Security Bank

1861 Edwin Miller Blvd.

(304) 264-0900

MVB Bank

231 Aikens Center

(304) 262-5751

651 Foxcroft Ave.

(304) 267-1200

Summit Community Bank

1321 Edwin Miller Blvd.

(304) 260-0811

United Bank

450 Foxcroft Ave.

(304) 262-6500

MASON

Farmers Bank & Savings Co.

424 Second St.

(304) 773-6400

MIDDLEBOURNE

Union Bank

107 Dodd St.

(304) 758-2191

MILTON

JPMorgan Chase

500 Main St.

(304) 743-3723

Ohio Valley Bank Co.

290 E. Main St.

(304) 743-8074
36

FUNDING PROGRAMS

MINERAL WELLS

Premier Bank

1397 Elizabeth Pike

(304) 489-3390

MONTGOMERY

United Bank

200 Fourth St.

(304) 442-2492

MOOREFIELD

Capon Valley Bank

717 N. Main St.

(304) 530-7714

Grant County Bank

500 S. Main St.

(304) 538-6566

Pendleton Community Bank

402 S. Main St.

(304) 538-7900

Summit Community Bank

310 N. Main St.

(304) 530-1000

MORGANTOWN

BB&T

496 High St.

(304) 285-2307

1806 Earl L Core Road

(304) 292-1000

Citizens Bank of 

Morgantown

265 High St.

(304) 292-8411

Clear Mountain Bank

1085 Van Voorhis Road

(304) 777-4000

102 Venture Drive

(304) 291-2265

First Exchange Bank

3081 University Ave.

(304) 225-2605

First United Bank & Trust

651 Suncrest Towne Centre

(304) 292-7935

Huntington National Bank

312 Cheat Road

(304) 291-7779

201 High St.

(304) 284-7830

MVB Bank

10 Sterling Drive

(304) 381-4030

2400 Cranberry Square

(304) 285-0001

PNC Bank

455 Suncrest Towne Center

(304) 285-5484

United Bank

990 Elmer Prince Road

(304) 598-2000

WesBanco Bank Inc.

1350 Earl Core Road

(304) 284-1600

MOUNDSVILLE

BB&T

414 Jefferson Ave.

(304) 845-3047

Community Bank

809 Lafayette Ave.

(304) 845-0922

United Bank

621 Seventh St.

(304) 845-3367

MOUNT HOPE

Bank of Mount Hope

602 Main St.

(304) 877-5551

MULLENS

First Peoples Bank

200 First St.

(304) 294-7115

NEW MARTINSVILLE

Community Bank

425 Third St.

(304) 455-5400

Peoples Bank

207 Main St.

(304) 455-4500

WesBanco Bank Inc.

190 Main St.

(304) 455-1300

NEWELL

Farmers National Bank 

of Emlenton

226 Washington St.

(304) 387-9900

NITRO

Huntington National Bank

1905 First St.

(304) 755-6015

WesBanco Bank Inc.

4650 First Ave.

(304) 755-4700

Woodforest National Bank

100 Nitro Marketplace

(304) 769-0102

OAK HILL

Bank of Mount Hope

835 E. Main St.

(304) 469-8046

BB&T

101 Main St.

(304) 469-2961

Fayette County National 

Bank

1554 E. Main St.

(304) 469-2555

JPMorgan Chase

215 Main St.

(304) 465-1146

OCEANA

First Community Bank

1616 Cook Parkway

(304) 682-8244

Summit Community Bank

1049 Cook Parkway

(304) 682-6221

PARKERSBURG

BB&T

329 E. Eighth St.

(304) 485-1651

Community Bank of 

Parkersburg

631 Juliana St.

(304) 485-7991

First Neighborhood Bank

4416 Emerson Ave.

(304) 485-7641

Huntington National Bank

429 Market St.

(304) 424-7500

Peoples Bank

903 Division St.

(304) 428-1500

United Bank

514 Market St.

(304) 424-8800

WesBanco Bank Inc.

415 Market St.

(304) 480-2500

West Virginia Central Credit 

Union

1306 Murdoch Ave.

(304) 210-6004

Williamstown Bank

3002 E. 17th St.

(304) 485-1717

PETERSBURG

Grant County Bank

3 N. Main St.

(304) 257-4111

Pendleton Community Bank

102 Virginia Ave.

(304) 358-3622

Summit Community Bank

90 S. Grove St.

(304) 257-1244

PHILIPPI

BCBank

107 Pike St.

(304) 457-0110

Freedom Bank

207 S. Main St.

(304) 457-3300

Premier Bank

(304) 457-3737
 37

FUNDING PROGRAMS

PIEDMONT

First United Bank & Trust

51 Ashfield St.

(304) 788-5715

PINEVILLE

First Community Bank

77 Cedar Ave.

(304) 732-7011

Summit Community Bank

515 Appalachian Highway

(304) 732-8850

POCA

Poca Valley Bank

142 Main St.

(304) 759-1010

POINT PLEASANT

BB&T

610 Viand St.

(304) 675-2500

City National Bank

2212 Jackson Ave.

(304) 674-1000

Farmers Bank & Savings Co.

1716 Jefferson Blvd.

(304) 674-8200

Ohio Valley Bank Co.

328 Viand St.

(304) 675-8660

Peoples Bank

421 Main St.

(304) 675-4480

PRINCETON

BB&T

1439 Main St.

(304) 487-5900

First Community Bank

1001 Mercer St.

(304) 431-2203

MCNB Bank and Trust Co.

322 S. Walker St.

(304) 425-3000

New Peoples Bank

1221 Stafford Drive

(304) 487-9800

Summit Community Bank

1223 Stafford Drive

(304) 4425-0856

PROCTOR

Bayer Heritage Federal 

Credit Union

17612 Energy Road

(304) 455-4029

RANSON

BB&T

301 S. Mildred St.

(304) 728-4200

City National Bank

75 W. Virginia Way

(304) 724-9177

RAVENSWOOD

BB&T

One Wall St.

(304) 273-5062

Premier Bank

601 Washington St.

(304) 273-1100

WesBanco Bank Inc.

2 Wall St.

(304) 273-9351

RICHWOOD

First Community Bank

16 W. Main St.

(304) 846-2641

RIPLEY

BB&T

98 Academy Drive

(304) 372-8431

City National Bank

108 N. Church St.

(304) 372-2281

Premier Bank

606 S. Church St.

(304) 372-4634

United Bank

113 North St.

(304) 372-2121

ROMNEY

Bank of Romney

95 E. Main St.

(304) 822-3541

FNB Bank Inc.

105 N. High St.

(304) 822-8700

RONCEVERTE

BB&T

100 Maplewood Ave.

(304) 647-5700

Premier Bank

1 Cedar St.

(304) 647-4212

SAINT MARYS

Pleasants County Bank

215 Washington St.

(304) 684-2227

Union Bank

401 Second St.

(304) 684-2255

SCOTT DEPOT

City National Bank

100 Popular Fork Road

(304) 757-4916

JPMorgan Chase

80 Great Teays Blvd.

(304) 760-1101

SunTrust Bank

302 Great Teays Blvd.

(304) 760-1081

SHEPHERDSTOWN

BB&T

8327 Martinsburg Pike

(304) 876-3601

Jefferson Security Bank

105 E. Washington St.

(304) 876-9000

Natural Capital 

Investment Fund

1098 Turner Road

(304) 876-2815

United Bank

7867 Martinsburg Pike

(304) 876-6002

SISSONVILLE

Poca Valley Bank

420 Sissonville Drive

(304) 984-1997

SISTERSVILLE

Peoples Bank

726 Wells St.

(304) 652-3671

Union Bank

700 Wells St.

(304) 652-3511

SLATY FORK

Citizens Bank of West 

Virginia

1 Citizens Plaza

(304) 572-4095

SOPHIA

Pioneer Community Bank

822 Robert C. Byrd Drive

(304) 683-9538

United Bank

425 Robert C Byrd Drive

(304) 683-3233

SOUTH CHARLESTON

BB&T

4 Riverwalk Mall

(304) 744-8900

Huntington National Bank

280 Southridge Blvd.

(304) 744-5585

JPMorgan Chase

505 D St.

(304) 744-1835

SunTrust Bank

5 Riverwalk Mall

(304) 746-4761

West Virginia Federal 

Credit Union

315 Fifth Ave.

(304) 414-3532
38

FUNDING PROGRAMS

SPENCER

First Neighborhood Bank

216 Market St.

(304) 927-1750

Poca Valley Bank

1 Black Walnut Ave.

(304) 927-1492

Premier Bank

303 Main St.

(304) 927-3340

ST. ALBANS

BB&T

520 Sixth Ave.

(304) 722-0300

City National Bank

500 Fourth St.

(304) 722-7565

JPMorgan Chase

603-613 MacCorkle Ave.

(304) 722-0865

SunTrust Bank

1439 MacCorkle Ave.

(304) 721-5401

SUMMERSVILLE

BB&T

811 Main St.

(304) 872-3131

Community Trust Bank

507 Main St.

(304) 872-2711

United Bank

2004 W. Webster Road

(304) 872-5434

SUTTON

Premier Bank

101A W. Main St.

(304) 765-2866

TERRA ALTA

Clear Mountain Bank

1101 E. State Ave.

(304) 789-2436

THOMAS

Miners & Merchants Bank

172 East Ave.

(304) 463-4155

VIENNA

BB&T

500 13th Ave.

(304) 295-5400

Community Bank of Parkersburg

2400 Grand Central Ave.

(304) 295-4566

Peoples Bank

1102 Grand Central Ave.

(304) 295-6000

United Bank

2650 Grand Central Ave.

(304) 295-3434

WesBanco Bank Inc.

410 Grand Central Ave.

(304) 422-8501

WALTON

Poca Valley Bank

7033 Charleston Road

(304) 577-6611

WARDENSVILLE

Capon Valley Bank

2 W. Main St.

(304) 874-3531

Pendleton Community Bank

275 E. Main St.

(304) 897-2265

WAYNE

City National Bank

206 Central Ave.

(304) 272-9955

JPMorgan Chase

608 Hendricks St.

(304) 272-3121

WEBSTER SPRINGS

United Bank

1 Court Square

(304) 847-5112

WEIRTON

Huntington National Bank

215 Three Springs Drive

(304) 723-3099

United Bank

109 Three Springs Drive

(304) 723-2000

WesBanco Bank Inc.

333 Penco Road

(304) 797-8060

WELCH

MCNB Bank and Trust Co.

75 Wyoming St.

(304) 436-4112

WELLSBURG

First National Bank of PA

1015 Commerce St.

(304) 737-3531

Main Street Bank

1010 Commerce St.

(304) 737-2345

WEST HAMLIN

City National Bank

6888 McClellan St.

(304) 824-7225

WEST UNION

Cornerstone Bank

101 W. Main St.

(304) 873-2401

West Union Bank

212 E. Main St.

(304) 873-2361

WESTON

Citizens Bank of Weston

201 Main Ave.

(304) 269-2862

Huntington National Bank

121 E. Third St.

(304) 269-6152

United Bank

202 Main St.

(304) 269-7600
 39
40

FUNDING PROGRAMS

WHEELING

BB&T

1145 Main St.

(304) 232-1234

Community Bank

875 National Road

(304) 277-1101

First Microloan of West Virginia

1100 Main St., second floor

(304) 604-3560

JPMorgan Chase

2 Bae Mar Place

(304) 242-1167

Main Street Bank

2001 Main St.

(304) 232-2001

United Bank

21 Twelfth St.

(304) 234-1100

WesBanco Bank Inc.

1 Bank Plaza

(304) 234-9000

WHITE HALL

BB&T

2669 White Hall Blvd.

(304) 363-5586

MVB Bank

100 NASA Blvd.

(304) 367-8688

WHITE SULPHUR SPRINGS

First-Citizens Bank & Trust Co.

686 E. Main St.

(304) 536-1400

Premier Bank

42736 Midland Trail

(304) 536-2224

WHITESVILLE

Whitesville State Bank

38609 Coal River Road

(304) 854-1271

WILLIAMSON

Bank of Mingo

10 Commerce Drive

(304) 475-1900

BB&T

250 E. Second Ave.

(304) 235-1544

Community Trust Bank

101 E. Second Ave.

(304) 235-5454

First National Bank of Williamson

68 E. Second Ave.

(304) 235-5300

WILLIAMSTOWN

Williamstown Bank

435 Highland Ave.

(304) 375-6262

WINFIELD

City National Bank

74 Wall St.

(304) 586-2302

Poca Valley Bank

3500 Winfield Road

(304) 586-2300

Participating 

Certified 

Development 

Companies

Regional Development Funding Corp.

1000 Coombs Farm Drive, building A, 

unit 101, Morgantown

Rebecca MacBlane

(877) 832-6504

rmacblane@rdfc.net

Nathan Nyland

(877) 832-6504

nnyland@rdfc.net

rdfc.net

Business Finance Group Inc.

Serving Berkeley, Hampshire, Jefferson, 

and Morgan counties

535 Winter Camp Trail, Hedgesville

Elizabeth Wilson

(800) 434-9427

ewilson@businessfinancegroup.org

businessfinancegroup.org

Participating 

Community 

Advantage Lenders

Natural Capital Investment Fund

1098 Turner Road

Shepherdstown

President & CEO Marten Jenkins

(304) 876-2815

mjenkins@conservationfund.org

Business Lender Kevin O’Connor

(304) 333-6743

koconnor@conservationfund.org

The Progress Fund

David Kahley

(724) 216-9160

dkahley@progressfund.org

Washington County Council on 

Economic Development

Dan Reitz

(724) 225-8250

dan.reitz@starpointepark.com

washingtoncountypa.org

Business Finance Group

535 Winter Camp Trail

Hedgesville

(800) 434-9427

Elizabeth Wilson

ewilson@businessfinancegroup.org

businessfinancegroup.org

Participating 

Microlender

First Microloan of West Virginia

1100 Main St., second floor

Wheeling

(304) 604-3560

t.james@firstmicroloanofwestvirginia.org

sampayne@firstmicroloanofwestvirginia.org

washingtoncountypa.org/wvsba.html
 41
42

for a few years. The program can provide access to free business 

counseling at the same time you are putting together your financing.

INTEREST RATE: prime + 6 percent

TERMS: up to 25 years for real estate, and 10 years for equipment 

and working capital

GUARANTEE: 75 to 90 percent

SBA Microlenders

Entrepreneurs can borrow from $500 to $50,000 and access free 

business counseling from SBA microlenders. If you need working 

capital or funds for supplies, equipment, fixtures and furniture, a

microloan can help eligible businesses start up and grow.

INTEREST RATE: loans less than $10,000, lender cost + 8.5 percent; 

loans $10,000 and greater, lender cost + 7.75 percent

TERMS: lender negotiated, no early payoff penalty

504 Certified Development Company 

Loan Program

If you do not qualify for traditional financing, but you would like to

purchase land or heavy equipment, or buy/renovate real estate for 

your business, ask about the 504 Certified Development Company

Loan Program. It provides competitive fixed-rate mortgage financing

through an SBA Lender and a Certified Development Company.

MAX LOAN AMOUNT (UP TO 40 PERCENT OF THE TOTAL 

PROJECT): up to $5 million; $5.5 million for manufacturing or 

energy public policy projects

INTEREST RATE: below market fixed rates for 10 or 20 year terms

TERMS: 20 years for real estate or long term equipment; 10 years for 

general machinery and equipment

GUARANTEE: the SBA Lender provides a senior loan for 50 percent of 

the project cost (with no SBA guarantee); the CDC finances up to 40

percent in a junior lien position (supported by the SBA guarantee)

SPECIAL CONDITION: a minimum borrower contribution or down 

payment is required; amounts vary by project but are usually 10 

percent

Need 

Financing?

The 7(a) Loan 

The 7(a) loan is the SBA’s largest financing program because it can

be used for almost any business purpose, and it offers reasonable

rates and terms. If you’re unable to get conventional financing and

you meet the eligibility requirements, you could use a 7(a) loan to 

purchase real estate, equipment, working capital, or inventory for 

your small business. Loan proceeds may also be used 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 

percent

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 percent

Caplines

Caplines meet your revolving capital needs with lines of credit. 

Caplines can be used for contract financing, seasonal lines of credit,

builders line of credit, or for general working capital lines.

SBAExpress Loan

An SBAExpress loan is a small loan delivered by experienced lenders 

who are authorized to make the credit decision for the SBA. These 

can be term loans or revolving lines of credit.

MAX LOAN AMOUNT: $350,000

INTEREST RATE: for loans less than $50,000, prime + 6.5 percent; for 

loans of $50,000 and greater, prime + 4.75 percent

TERMS: loan term varies according to the purpose of the loan, generally up to 25 years for real estate, and 10 years for other fixed assets

and working capital 

GUARANTEE: 50 percent

Community Advantage Program

Community Advantage lenders are community-based financial institutions focused on financing for women, veterans, low-income borrowers, and minority entrepreneurs just starting up or in business 

Visit your local SBA office or lender to learn about 

these SBA loan programs.

FUNDING PROGRAMS
 43

FUNDING PROGRAMS

R&D Opportunities for 

Next Gen Entrepreneurs

If you are engaged in high-risk research and development, your small business may be eligible 

to compete for funding to develop your tech and get it to market.

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 $2.5 billion in early stage capital through more 

than 4,000 new awards annually.

How it works

Every year, 11 participating federal agencies announce topical areas 

that address their R&D needs. Eligible businesses submit proposals 

through a competitive process, and if successful, enter a three 

phase awards program.

» Phase I, the proof-of-concept stage, typically lasts from 6-12 

months, often providing $100,000-$225,000

» Phase II, the full R&D period, lasts about 24 months and 

typically provides $600,000-$1.5 million.

» Phase III, the commercialization stage, where you seek public 

or private funds for your venture

How else does your startup benefit? The funding agency does not

take an equity position or ownership of your business. The federal 

government also has a protection period in which it does not 

disclose your reports and data.

Visit sbir.gov to find funding opportunities and helpful program

tutorials, as well as past award winners, such as Qualcomm, iRobot, 

Illumina, and Symantec.

Participating agencies:

» Department of Agriculture

» Department of Commerce

» 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

OUSA CHEA/UNSPLASHALEXANDRE DEBIÈVE/UNSPLASH
44

Small businesses can enter and excel in the international marketplace using State Trade 

Expansion Program grants and training. To find out if your state is participating visit

sba.gov/internationaltrade. You can:

• Learn how to export

• Participate in foreign trade missions and trade shows

• Obtain services to support foreign market entry

• Translate websites to attract foreign buyers

• Design international marketing products or campaigns

Financing for International Growth

Ask your SBA Lender about the Export Express Loan for enhancing your export development.

Max loan amount: $500,000

Interest rate: negotiated between lender and business, fixed or variable rate, typically not to

exceed prime + 6.5 percent

Terms based on use of loan: for real estate, up to 25 years; for equipment, up to 10 years; for 

lines of credit, up to seven years

Guarantee: up to 90 percent

The International Trade Loan can position you to enter or expand into international markets. It can also help you better compete if your business has been adversely affected by

unfair trade practices.

Max loan amount: $5 million

Interest rate: negotiated between lender and business, fixed or variable, not to exceed prime

+ 2.75 percent

Terms based on use of loan: for real estate, up to 25 years; for equipment, up to 10 years

Guarantee: up to 90 percent

Exporters looking to meet their short-term capital needs can use the Export Working Capital 

Program.Use this loan to purchase inventory to make the products you export orto finance

receivables. You can apply forlines of credit priorto finalizing an export sale or contract.

Max loan amount: $5 million

Interest rate: negotiated between lender and business, fixed or variable rate

Terms: typically one year, cannot exceed three years

Guarantee: up to 90 percent

Benefits of 

Exporting

Nearly 96 percent of consumers 

live outside the U.S., and twothirds of the world’s purchasing 

power is in foreign countries. If 

you’re a small business owner, 

here’s how to work with the SBA 

for your trade needs.

STEP 1 GET COUNSELING

STEP 3 GET FUNDING One-Stop Exporting Shops

Find an SBA professional in one of these 21 U.S. Export Assistance Centers located 

in major metro areas, sba.gov/tools/local-assistance/eac. The centers are also 

staffed by the U.S. Department of Commerce and, in some locations, the ExportImport Bank of the United States and other public and private organizations.

Visit your local Small Business Development Center (see page 8) for free exporting 

assistance from professional business counselors.

If you need assistance with international trade regulations, the SBA can be your 

advocate in foreign markets. Call toll free (855) 722-4877 or email international@sba.

gov. Include your name, company name, mailing address, 

and phone number, as well as a brief description of the trade problem or challenge 

you are encountering.

STEP 2 FIND BUYERS

Why Export?

You want to increase revenue. Exporting would make you less 

dependent on any one market. It’s also a smart option for stabilizing 

sales if your product is seasonal. 

FUNDING PROGRAMS
 45

Investment 

Capital

If you own a U.S. small 

business, you could 

receive capital from 

a Small Business 

Investment Company

that is regulated by the 

SBA. The agency provides 

guarantees to investment 

companies with financing expertise in certain 

sectors or industries. 

These investment companies then use private 

funds, along with SBAguaranteed capital, to 

invest in qualifying small 

businesses. The small 

business then receives a 

loan, equity, or a combination of both. Equity is 

a share of ownership an 

investment company gets 

in a business.

Mature, profitable businesses with sufficient cash

flow to pay interest are

more likely to receive capital from a Small Business 

Investment Company. 

Each one has its own 

investment profile in terms

of targeted industry, geography, company maturity, 

the types and size of 

financing they provide. To

search the SBIC directory, 

visit Investment Capital 

under Funding Programs 

at sba.gov.

Looking for investors? Consider a Small Business Investment Company.

FUNDING PROGRAMS
46

What is the American 

dream? To many, it is the 

ideal that every United 

States citizen has an 

equal opportunity to achieve success 

and prosperity through hard work, 

determination, and initiative. Ember 

Industries, Inc., a family-owned company 

in San Marcos, Texas, exemplifies that 

national ethos. Established in 1986 as 

a small contract design firm, Ember 

Industries has grown into a full-service 

contract manufacturing business that 

builds, tests, and calibrates electronic 

devices and wire and cable assemblies. 

The company’s products are used to build 

things like above-ground tank monitors 

for oil fields and Lockheed military 

drones. In 2015, the company was on 

track to have one of its most profitable 

years, and then disaster struck.

 “Things were going great. Honestly, 

the factory was going wonderfully. In 

June we were on pace for a record month, 

but instead the Blanco River decided to 

come over its banks,” says President Rob 

Leonardis.

In May 2015, the Blanco River flooded 

disastrously, overflowing its banks to 

record levels and destroying more than 

1,000 homes. Ember Industries suffered 

catastrophic damages. “We had 32 inches 

of water in the entire building. Basically, 

it ruined all of our manufacturing 

equipment,” says Vice President of 

Finance and Administration Frank 

Leonardis. “It shut us down. It was pretty 

devastating.” 

The flood destroyed about one-third 

of Ember’s raw-material inventory and 

all of the work in progress as well as 

office furniture, computers and servers, 

and all of the company’s high-tech 

production equipment. “A week into it, 

our dad came to us and asked, should we 

be trying to do this? Should we even be 

trying to rebuild this?” Rob Leonardis 

recalls. But instead of shutting the doors, 

the company was approved for a $2 

million SBA disaster loan, and just six 

weeks after the flood, Ember Industries 

was back to full production. 

In 2017, Ember Industries received the 

SBA Phoenix Award for Outstanding Small 

Business Disaster Recovery. “Without the 

SBA loan, we would not have been able 

to survive as a company,” Rob Leonardis 

says. 

“The Office of Disaster Assistance at 

the SBA looks at businesses that have 

suffered through a disaster, recovered, 

and put their employees back to work. 

And Rob’s story about how SBA’s disaster 

loan helped the business recover is one 

of preserving the American dream,” 

explains Bill Koontz, public information 

officer for the Disaster Field Operations 

Center–West.

Rising Tide

Brothers Frank, Greg, 

and Rob Leonardis 

rebuilt their company 

with an SBA loan after 

a devastating flood.

Ember Industries receives SBA’s 2017 Phoenix Award for its recovery 

after a disaster.

written by Nikki Bowman

FUNDING PROGRAMS DISASTER ASSISTANCE
 47

The SBA, the Federal Emergency Management Agency and other 

organizations work together to provide assistance to those affected by 

a disaster. Once immediate safety and security needs are met, the SBA 

helps get you and your community back to where you were before the 

disaster. The SBA provides loans to businesses of all sizes, nonprofits, 

homeowners and renters to cover rebuilding costs not covered by 

insurance or other forms of assistance.

Small businesses and nonprofits are also eligible to apply for economic 

injury losses, even if they suffered no physical damages. These direct loans 

come with low-interest rates and long terms. Property owners can also 

secure additional SBA funds to help protect their business or home against 

a disaster. Visit sba.gov/disaster.

After the flood, Ember continued to pay all its employees even though they 

were not able to resume operation immediately. “It is remarkable that Ember 

Industries has come back. It is remarkable they’ve been as successful in the 

wake of this as they have been,” says Koontz. “They haven't just rebuilt, 

they’ve grown bigger and better.” 

“I honestly believe we couldn’t have been able to rebuild without the 

SBA loan,” Rob Leonardis says. “It allowed us to continue to live the 

American dream.”

The President & the 

SBA Administrator 

Can Declare a Disaster

Contact the SBA directly to apply for a disaster 

loan. Businesses of all sizes, nonprofits, homeowners and renters are eligible to apply:

• Online at https://disasterloan.sba.gov/ela/

• Visit a federal/state Disaster Recovery Center 

in your area

• Call our customer service center at 

(800) 659-2955 (TTY: 800-877-8339) and 

ask for an application package to be 

mailed to you 

FEMA grant assistance for homeowners or renters 

is not available under an SBA declaration.

Information needed to get started:

• Address of damaged residence or business and 

contact info

• Insurance information, including type of insurance, policy numbers, amount received

• Household and/or business income

• Routing and bank account numbers

• Description of disaster-caused damage 

and losses

Who to contact 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 

agency cannot help you with a loan for all your 

needs, the SBA will, in most cases, refer you back 

to FEMA.

Who to contact after a 

disaster is declared by 

the SBA

DISASTER ASSISTANCE FUNDING PROGRAMS
48

Keep in mind

An SBA disaster loan is a 

direct loan from the government. Other organizations may reduce or not 

award you a grant if you 

have received an SBA loan 

or other assistance. Be sure 

to check with other organizations to see how an 

SBA loan might affect your

eligibility for their program.

In general, recovery 

expenses covered by 

insurance, FEMA or other 

forms of assistance may 

reduce the amount provided by your SBA disaster loan.

Verification & Processing

An SBA loss verifier will estimate the total loss to your property damaged by

the disaster.

A loan officer determines your creditworthiness and eligibility after reviewing

any insurance or other recovery funds. The SBA can approve and disburse a loan 

while your insurance recovery is pending. You will be advised in writing of all loan 

decisions.

Terms may go up to 30 years. The SBA sets terms based on each borrower’s 

ability to repay, no early payoff fees or penalties.

Rates are low, based on the type of loan and if you have credit available 

elsewhere.

For Physical Damages

A business of any size and any nonprofit may borrow up to $2 million to repair or

replace damaged or destroyed real estate, machinery and equipment, inventory, 

and other business assets.

A homeowner may borrow up to $200,000 to repair/replace primary residence 

damage.

A homeowner or renter may borrow up to $40,000 to repair/replace damage 

to personal property, including vehicle losses.

For Economic Injury

The SBA also offers Economic Injury Disaster Loans for up to $2 million to help

meet working capital needs caused by a disaster.

Who are eligible: small businesses, small agricultural cooperatives, small businesses engaged in aquaculture, and most nonprofits.

Economic injury assistance is available regardless of whether the business suffered any property damage.

Closing & Funds Disbursement

Approval decision and disbursement of loan funds is dependent on receipt of 

your documentation.

Be sure to sign your closing documents. This can be done by mail or with an 

SBA representative at a closing center if one is open in your area.

The SBA disburses loan funds as recovery work is completed, items are replaced, 

and/or as funds are needed. The SBA will typically make an initial disbursement of up 

to $25,000, if all requirements are met, within five days of receiving your signed loan

closing documents. Your case manager will schedule subsequent disbursements 

of the full loan amount. Your case manager will work with you to help you meet all 

loan conditions. Your loan may be adjusted after closing according to your changing

circumstances, such as unexpected repair costs or additional insurance proceeds.

How an SBA 

Disaster Loan Works

The SBA provides loans to businesses of all sizes, nonprofits, homeowners and renters 

to cover rebuilding costs not covered by insurance or other forms of assistance.

FUNDING PROGRAMS
 49

How to Prepare 

Your Business 

for an Emergency

The financial cost of rebuilding a business after a disaster can be overwhelming.

However, with a business continuity plan in place, you will be able to rebound 

and reopen quickly. You’ll be in a better position to contribute to the economic 

recovery of your community. First steps include:

Establish a protocol to communicate with employees outside of the office to

ensure they and their families are safe. Test the procedures regularly.

Keep your plan and all related documents in a digital format or in an accessible, protected, off-site location.

Review your insurance coverage

• Contact your insurance agent to find out if your coverage 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 after a disaster.

Establish a solid supply chain 

If your vital vendors and suppliers are local and the disaster is widespread, you 

will all be in the same situation—struggling to recover. 

• Set yourself up to be able to get key supplies from companies outside your 

area, if possible.

• Create a contact list for important contractors and vendors you plan to use in 

an emergency

• Make sure you know your suppliers’ recovery plans.

Plan for an alternate location

• Do some research in advance of the disaster for several alternative places to 

relocate your company in case a disaster forces you to close your business for 

an extended time. 

• Contact a local real estate agent to get a list of available office space. You

could make an agreement with a neighboring business to share office space.

You could also make plans for employees to telecommute until your office

reopens.

The Ready Business program, 

ready.gov/business, gives 

step-by-step guidance on how 

to prepare your business for 

a disaster. The series includes 

preparedness toolkits for 

earthquakes, hurricanes, 

inland flooding, power 

outages, and severe winds/

tornadoes. Spanish materials 

are available.

FUNDING PROGRAMS
50

Surety Bonds

Surety bonds help small 

businesses win construction, 

supply and service contracts 

by providing the customer with 

a guarantee the work will be 

completed. 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. Eligible 

small businesses can receive 

the bonding assistance necessary to compete for contracting 

and subcontracting jobs using 

the Surety Bond Guarantee 

Program. This program is aimed 

at small businesses that lack the 

financial resources or performance track record necessary to 

secure bonding through regular 

commercial channels.

Small businesses that often 

come to the SBA for surety 

bonds:

• Startups and firms in business less than three years

• Businesses with credit issues

or internally prepared financial

statements

• Subcontract trades with a 

desire to establish their own 

bonding as a prime contractor

• Those wishing to increase

their current bonding limits

Surety bonds help small businesses win construction, supply, and service contracts.

FUNDING PROGRAMS
 51

For Public and Private Prime 

Contracts and all Subcontracts

For Federal Contracts

The SBA guarantees: bid, payment, performance, and 

ancillary bonds issued by surety companies

Cost of contract: up to $6.5 million

SBA reimburses surety companies in case of default 

90 percent of losses sustained for veteran and service-disabled veteran, minority, 8(a), and HUBZonecertified small businesses; all projects up to $100,000

80 percent for all other small businesses.

The SBA guarantees: bid, payment, performance, 

and ancillary bonds issued by surety companies—

if a guarantee would be in the best interest of the 

government

Cost of contract: up to $10 million

SBA reimburses surety companies in case of default 

90 percent of losses sustained for veteran and service-disabled veteran, minority, 8(a), and HUBZonecertified small businesses; all projects up to $100,000

80 percent for all other small businesses.

Typically, small businesses provide financial statements and other documentation when

applying for surety bond guarantees. This process is streamlined under the SBA’s QuickApp 

program, which is for contracts below $400,000. The streamlined application reduces the normal paperwork to a simple two-page application, and the small business does not need to file

any financials with the SBA.

The SBA partners with 31 surety companies and hundreds of bonding agents. Online applications submitted through SBA authorized agents are approved in less than two days for regular 

applications and within hours for QuickApps. Find authorized agents at sba.gov/osg.

SBA’s QuickApp Program

Questions? 

Do you want to discuss the advantages of the SBA’s Surety Bond Guarantee Program 

or need to locate an SBA authorized agent? Contact a bonding specialist:

Tamara E. Murray

Denver, Colo.

(303) 927-3479

Kevin Valdes

Seattle, Wash.

(206) 553-7277

Jennifer C. Bledsoe

Washington, DC

(202) 205-6153

FUNDING PROGRAMS
52

My Next 

Career Path

Renee Boyce, president and 

CEO of My Next Career 

Path Staffing, LLC, knows 

firsthand the challenges of 

small business ownership. 

“Some of the biggest challenges are 

getting capital and financing to allow 

us to grow,” he says. “Sometimes it is 

hard to get a seat at the table. As a small 

business, we just need a fair opportunity 

CONTRACTING

Doing Business with the Government

to bid on contracts.”

Founded in 2014 in Las Vegas, Nevada, 

My Next Career Path Staffing (MNCP 

Staffing) is a consulting and staffing 

firm that provides resources to private 

businesses, public sector firms, and 

local, state, and federal government 

agencies nationwide. The company offers 

temporary and permanent recruitment 

or recruitment by project in the fields of 

information technology; engineering; 

medical, clinical, and professional 

services; and sales and marketing, 

and it is known for its IT solutions. The 

company is a certified 8(a), Minority 

Business Enterprise, Disadvantaged 

Business Enterprise (DBE), and Emerging 

Small Business in Nevada as well as a 

certified DBE in Arizona, California, 

Maryland, Oregon, Texas, and Utah.

“My Next Career Path saves 

companies time and money,” Boyce says. 

“Companies often receive hundreds of 

resumes in response to job ads, and it's 

time-consuming to go through them. 

Reviewing resumes to locate the best 

candidates is another full-time job. 

We save time by honing in on the best 

matches for the firm.”

All business owners know that 

making a bad hire is expensive. Not only 

do you spend time and money training 

someone who isn't a fit for the job, but 

then you have to start another candidate 

search, My Next Career Path prides itself 

in locating the candidates who are a 

great match from the start. 

In 2017, Boyce was chosen as the 

SBA Nevada District Office Minorityowned Business of the Year. “The SBA 

has helped me grow my business by 

being a useful resource and providing 

guidance on working in the federal 

space,” says Boyce. My Next Career 

Path became a government contractor in 

2016 and now reports more than 

60 percent of the company's business 

is in the federal arena. 

The SBA is a resource for small 

businesses that are interested in working 

with the government. Boyce says, “It 

takes time and patience to work in the 

federal space. It’s certainly not for every 

business. But by establishing and 

written by Nikki Bowman

This small business has made it their business to provide quality 

staffing in the federal arena. 
 53
54

1. Identify your product or service number at naics.com.

2. Search the FedBizOpps database (fbo.gov) or web.sba.gov/

subnet to see if any federal agencies are looking for your product or service.

3. Attend an SBA district office workshop on contracting. Visit

sba.gov/localassistance, or see pages 16-19, to find your local

office.

4. Talk to a local Small Business Development Center counselor 

(page 8) or visit a Procurement Technical Assistance Program 

adviser for free counseling. Find your closest center at 

aptac-us.org.

5. Obtain a free DUNS number at https://fedgov.dnb.com/

webform.

6. See if you’re eligible for a contracting program and start 

the certification process. All required documents must be

uploaded to certify.sba.gov before submitting an offer on a

contract set aside for a specific program.

7. Register with the System for Award Management 

(sam.gov) to start doing business with the government.

How to 

do business 

with the 

government

The SBA has 

helped me 

grow my 

business 

by being 

a useful 

resource and 

providing 

guidance on 

working in 

the federal 

space.”

Renee Boyce, 

MNCP Staffing president and CEO

building relationships and teaming with 

partners, we’ve learned how to navigate 

the federal arena.” 

Running a small business can be 

challenging but it is also very rewarding. 

Boyce advises other small businesses to 

use the resources available like PTAC, 

SBA, and local business chambers. “It is 

important to build a strong network of 

relationships,” he points out. “Do not 

rule out opportunities to subcontract. It 

will allow you to understand the process 

and gain experience.”

Boyce has big plans for the future. 

“My goal is to continue to grow and 

expand the company globally with even 

more locations nationwide, while still 

delivering value-added services to the 

government and private businesses.”

CONTRACTING
 55

SBA Contracting 

Programs

Your business could earn profit and gain valuable work experience 

by providing goods or services to the government.

The federal government sets aside contracts 

for small business, and these contracting 

programs are designed to help you compete 

for and win federal contracts. Visit SBA.gov/

contracting to learn more about set-asides 

and whether one or more of these government contracting programs is right for your 

business.

All Small Mentor-Protege 

Program 

Looking for an opportunity to partner with 

a more experienced firm for mentorship?

You may find that effort rewarded in the

All Small Mentor-Protege Program, sba.

gov/allsmallmpp. At the same time you’re 

gaining invaluable direction and experience, 

you and your mentor can compete for 

government contracts, further growing your 

business.

To qualify for this program:

• Proteges must have a mentor prior to 

applying for the program. Visit your local 

SBA office for guidance. Ask aboutthe SBA’s

Resource Partners and the Procurement 

Technical Assistance Program for help in 

connecting you with a mentor business.

• You must be certified as a small business

within your NAICS industry classification

and have experience in that field.

• Mentors and proteges must be organized 

for profit or as an agricultural cooperative.

• Mentors cannot own more than 40 percent 

equity in the protege’s business.

• An SBA determination of affiliation must

not exist between the mentor and the 

protege. All Small-approved partnerships 

receive an exclusion of affiliation for contracting purposes.

8(a) Business Development 

Program

If you’re an entrepreneur who is socially and 

economically disadvantaged, you could get 

business training and government contracting assistance through the 8(a) Business 

Development Program, sba.gov/8a. The program includes free business development education, training workshops, and match-making 

opportunities with federal buyers. Firms 

owned by Alaska Native Corporations, 

American Indian tribes, Native Hawaiian 

organizations, and Community Development 

Corporations are also eligible for 8(a) business 

development assistance. 

To be eligible for the 8(a) program, your 

small business must meet the following 

criteria:

Glenn Davis, an 8(a) program graduate, 

operates BranCore, a consulting 

business, out of Richmond, Virginia.

CONTRACTING
56

• Qualify as a small business which is unconditionally owned and 

controlled by one or more socially and economically 

disadvantaged people of good character

• Be controlled by a U.S. citizen who lives in the United States

• Demonstrate current capacity and potential for success

Socially disadvantaged: those who have been subjected to racial 

or ethnic prejudice or cultural bias without regard to their individual 

qualities because of their identity as members of certain groups. The 

following groups of people are assumed to be socially disadvantaged: 

Black Americans, Native Americans, Alaska Natives, Native Hawaiians, 

Hispanic Americans, Asian Pacific Americans, and Subcontinent Asian

Americans. A person who is not a member of one of these groups 

must establish thatitis more likely than notthatthey have suffered

disadvantage.

Economically disadvantaged:

those whose ability to compete in the marketplace has been 

impaired because the person has not had as much capital and credit 

opportunities compared to others in the same or similar line of business who are not socially disadvantaged. 

The benefits:

• 8(a) businesses are assigned an SBA 

professional to help coordinate your 

business development assistance.

• You could be awarded an 8(a) solesource contract up to $4 million for 

goods and services; $7 million for manufacturing, exceptions apply.

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

A direct awarding of a contract to an 

8(a) small business that can provide the 

needed services.

HUBZone 

Businesses located in Historically 

Underutilized Business Zones, also called 

HUBZones, sba.gov/hubzone, must be 

certified to gain special access to federal

contracts. To qualify for the program, a 

small business must:

• Be at least 51 percent owned and controlled by a U.S. citizen(s), a Community 

Development Corporation, an agricultural cooperative, or an Indian tribe.

• Be located within a HUBZone, which 

includes Indian reservations and military 

facilities closed by the Base Realignment 

and Closure Act. Enter your address in 

our interactive map to see if your business is located in a HUBZone, 

https://maps.certify.sba.gov/hubzone/map.

• Have at least 35 percent of your employees residing in a HUBZone.

For Service-Disabled Veterans:

If you’re a service-disabled veteran looking to enter the 

federal marketplace, you may be eligible for this small business 

certification.

• To determine your eligibility, contact a veterans’ business 

development officer at your local SBA office, or the SBA’s Office of

Veterans Business Development at sba.gov/ovbd. 

• After you have set up to do business with the government in sam.

gov, update your status as a service-disabled veteran business.

Keep in mind

The SBA does not officially certify this designation, so when a

contract awarded based on this eligibility is protested, the SBA will 

determine if your business meets the eligibility status, ownership 

and control requirements.

CONTRACTING

Hops and Scotch owners 

David Ng and Darren Tow 

grew their business in 

Brookline, Massachusetts 

with the help of an SBAguaranteed loan.
 57

Regional/

State 

Contracting 

Programs

Regional Contracting 

Assistance Center

1116 Smith St., suite 202

Charleston

(304) 344-2546

rcac@rcacwv.com

www.rcacwv.com

Eastern RCAC

Marketing Representative 

Kelly Cortright

(304) 821-4533

kcortright@rcacwv.com

Northern RCAC

Dr. Shana Nicholson

(304) 333-6823

snicholson@rcacwv.com

Mid-Southern RCAC

Kendra Maker & Sommer Straight

(304) 344-2546

kmaker@rcacwv.com

sstraight@rcacwv.com

Women-Owned Small Business 

Certification

If you're a woman proprietor looking to sell to the federal 

government, you may be eligible for the Women-Owned Small 

Business certification, sba.gov/wosb. 

Here’s how to get certified:

• Your business must be at least 51 percent owned and controlled by one or more 

women who are U.S. citizens. The ownership must be direct and unconditional.

• A woman must hold the highest officer position and have managerial experience

required to run the business.

• One or more women must manage the daily business operations on a full-time 

basis and conduct long-term decision making and planning.

To qualify as an economically disadvantaged woman-owned small business, your 

company must meet these criteria and the business owner and/or manager must 

meet certain income and asset requirements.

• Register with the System for Award Management (sam.gov) to start doing business with the government.

• Update your status as a woman-owned small business in sam.gov.

• Search the FedBizOpps database (fbo.gov) for your new business opportunity.

Self-certify as a woman-owned small business or an economically disadvantaged 

woman-owned small business for free, or obtain certification from one of the SBA’s

approved third-party certifiers (which costs a fee):

• El Paso Hispanic Chamber of Commerce

• National Women Business Owners Corporation

• U.S. Women’s Chamber of Commerce

• Women’s Business Enterprise National Council

All required documents must be uploaded to certify.sba.gov prior to submitting 

an offer on a contract set aside for the program.

1. Make sure you’re eligible

2. Register

4. Update your status

5. Search the database

3. Certify

CONTRACTING
58

CONTRACTING

Despite recent budget cuts, the U.S. federal marketplace remains 

a lucrative opportunity for small businesses. The federal government typically spends approximately $500 billion in contracts 

every year and the law requires that 23 percent of these dollars be 

awarded to small businesses.

But doing business with the largest purchaser of goods and 

services in the world isn’t easy. One of the biggest challenges that 

small businesses face is uncovering the right opportunities— ones 

that match their capabilities and growth plans.

Here are eight tips and resources to help you find government

contract opportunities that make sense for your small business.

1Familiarize yourself with the rules. Before a contract 

opportunity comes along that excites you, be prepared. 

Familiarize yourself with what’s involved with selling to 

the federal government. It’s quite different to the private sector

with much longer lead times and strict bidding and product 

requirements.

2Understand what the government is buying. Now it’s 

time to get strategic. Every agency and department has 

unique goals. Identifying these can help you target a niche 

or opportunity for your products or services.

The good news is that the government offers potential contractors something that no other sector does—an insight into its 

budgetary priorities.

What the government intends to buy and how much it has to 

spend is all in the public domain. These budgets (actually they 

read more like mission strategy papers than budgets) offer sufficient context for savvy small businesses to identify opportunities 

and focus their contracting sales and marketing strategy. Each 

federal agency or department budget is listed on the Office of

Management and Budget (OMB) website.

Small businesses can benefit from government contracting opportunities.

8 Tips 

for Finding Government 

Contracting Opportunities

3Zero in on agencies that aren’t meeting their small business 

goals. Each year the SBA negotiates formal goals with individual 

agencies to ensure that small businesses get their fair share of 

federal contracts. For several consecutive years, many agencies have 

fallen short of their targets. So who made the grade and who didn’t? The 

Federal Procurement Data System posts scorecards for each agency. 

Could there be an opportunity here for your small business to lend its 

services and goods to help these agencies hit their targets next year?

4Research existing and upcoming opportunities. Once you’ve 

identified agency initiatives that align with what your business

has to offer, starttracking contract opportunities and solicitations that align with these on sites such as USAspending.gov and 

FedBizOpps.gov. Marketintelligence firms likeONVIA orImmixGroup

can also do the work for you (ImmixGroup also has a useful blog that 

highlights upcoming opportunities as well as contracting tips).

5 Put boots on the ground. Make a point of attending agencyor industry-specific government events. These are hosted bythe private sector but attract the procurement community, 

influencers and industry experts. Useful sites to explore for upcoming

events include GovWin, GovEvents, and if you’re interested in the lucrative IT government market Digital Government Institute, ACT-IAC and 

GovMark Council are worth checking out.

6Find a partner and advocate in the OSDBU. Another excellent way of getting in front of government buyers is to take advantage of the Office of Small and Disadvantaged Business

Utilization (OSDBU) outreach events 

and expos. These serve to connect business owners to government buyers. You can view the upcoming event calendar here.

These events also offer guidance on how small businesses

can break into the contracting market and take advantage of programs 

like the 8(a) Business Development Program—a business development 

tool, which helps thousands of aspiring entrepreneurs gain a foothold 

in contracting with financial assistance and teaming opportunities.
 59

7Get help from SBA procurement reps. 

Another vital government resource 

are SBA’s local Procurement Center 

Representatives (PCRs). PCRs provide services that 

include training, counseling and business matchmaking events. Find the PCR in your area.

8 Don’t go it alone – partner with a government mentor.Anyone embarking on new ventures can 

benefit from a mentor. The SBA operates a notable mentor-protege program that can help you 

get access to contracts. The All Small MentorProtege Program (page 43) rewards protege 

small businesses and experienced mentor firms

with government contracting opportunities. 

The program’s objective is to motivate larger 

companies to lend their knowledge to smaller, 

less experienced businesses so they can together 

compete for government contracts.

written by Caron Beesley, contributor

Additional Resources

For more tips and insights on breaking into and 

growing your business in the government contracting marketplace, check out these resources:

• SBA Contracting Guide: A deep dive into getting started, 

available resources and more. 

sba.gov/contracting

• Contracting Blogs: Learn about the latest resources and 

programs, and get tips on how to succeed. sba.gov/blogs/

contracting

• SBA Government Contracting Classroom: Self-paced 

online courses on all aspects of the contracting process. 

sba.gov/contracting/resources-small-businesses/

government-contracting-classroom

Government contracting has 

led to new opportunities for 

Michael Mills, principal of 

Mills Group in Morgantown, 

West Virginia.

CONTRACTING
60

To further the mission of helping small 

businesses succeed, the SBA has regional 

offices across the country. Here are some 

fun facts about each region from sba.gov

Reasons to Love 

Your Region

Region 1 (Connecticut, 

Massachusetts, Maine, New Hampshire, 

Rhode Island, Vermont) New Hampshire 

was home to the first ski club in the

United States. As of 2014, Region 1 had 

the highest number of small business 

skiing facilities per square mile in the 

country, and all six region 1 states had 

skiing facilities.

Region 2 (New York, New Jersey, 

Puerto Rico, Virgin Islands) Small businesses are of key importance to Puerto 

Rico’s economy. Four out of five Puerto 

Rican workers are employed at small 

businesses, as compared to 48% for the 

United States as a whole.

Region 3 (District of Columbia, 

Delaware, Maryland, Pennsylvania, 

Virginia, West Virginia) Washington D.C., 

Maryland and Virginia are some of the 

best states for women-owned businesses. 

Washington, D.C., and Maryland rank 

1 and 3 respectively for the number of 

businesses owned by women. These two 

states and the district are in the top 10 for 

the amount of sales and employment from 

women-owned businesses.

Region 4 (Alabama, Florida, Georgia, 

Kentucky, Mississippi, North Carolina, South 

Carolina, Tennessee) Region 4 is a center 

of minority-owned businesses. 23% of all 

minority-owned businesses are located in 

region 4, making it the second in the nation. 

This includes over 35% of all African Americanowned businesses, the highest compared to 

any other region.

Region 5 (Illinois, Indiana, Michigan, 

Minnesota, Ohio, Wisconsin) Region 5 has 

an active veteran business community. It 

ranks second in terms of the number of 

veteran-owned businesses, with Ohio and 

Illinois in the top 10 states.

Region 6 (Arkansas, Louisiana, New 

Mexico, Oklahoma, Texas) Region 6 leads 

the nation in long-term GDP growth

(2009–2016) with 22% over the seven-year 

period. Texas and Oklahoma experienced 

the largest growth in the region with 28% 

and 22% respectively.

Region 7 (Iowa, Kansas, Missouri, 

Nebraska) Region 7 has a booming small 

health care industry. The region has the 

most hospitals, general health care, and 

social assistance small businesses per 

capita than any other region.

Region 8 (Colorado, Montana, North 

Dakota, South Dakota, Utah, Wyoming)

Region 8 is a great place for crafty entrepreneurs.

Montana ranks first in the nation in the number of small breweries per capita; Colorado is 

third, and the region as a whole ranks second.

Region 9 (Arizona, California, Hawaii, 

Nevada, Guam) Region 9 is a diversity hub. Its 1.9 

million minority-owned businesses amount 

to 24% of all U.S. minority owned businesses, 

placing it first in the United States in this category. Hawaii tops the country in diversity: 64% of 

Hawaiian businesses are minority-owned.

Region 10 (Alaska, Idaho, Oregon, 

Washington) Region 10 leads the country in 

coastline, fishing, and seafood exports. The 

region’s maritime endowment is led by Alaska, 

whose 6,640-mile-long coast is longer than 

those of the other 49 states combined. The 

region has the most small fishing operations

of any region, and three of its ports—Portland, 

Seattle, and Anchorage—account for 67% 

of America’s fish exports.

LOVE YOUR REGION
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62