1

SUCCESS STORIES

FROM ACROSS THE COUNTRY

IOWA EDITION 2018

PROGRAMS FOR VETERANS

funding, training, and federal 

contracting opportunities

PREPARE YOUR 

BUSINESS FOR 

EMERGENCIES

8 TIPS FOR FINDING 

Government contracting 

Opportunities

Small Business 

RESOURCE GUIDE
2
 3

CONTENTS

Funding 

Programs 

36 National Success Story

An SBA loan guarantee helps 

Hawaii entrepreneurs hop 

up their brewing operation.

39 Local Funding Programs

46 Need Financing?

47 Federal Research & 

Development

48 Why Export?

49 Investment Capital

50 National Success Story

Ember Industries receives SBA’s 

2017 Phoenix Award For Outstanding 

	 DisasterRecovery Efforts.

52 SBA Disaster Loans

53 How to Prepare Your

Business for an Emergency

54 Surety Bonds

Contracting 

56 National Success Story

This small business has made 

it their business to provide quality 

	 staffing in the federal arena.

59 SBA Contracting Programs

61 Woman-Owned Small 

	 Business certification

62 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

14 Your Advocates

15 Finding an EIN

16 How to Start a Business

22 10 Steps to Start Your 

Business

24 8 Tips for Building Your 

Business Support Network

26 Cyber Security Essentials

28 Local Success Story

When the local International 

Paper plant closed in 2001, the city 

of Clinton lost 355 jobs. Bob 

Simpson seized on this opportunity 

to open his own business in 2005, 

	 whichwould flourish thanks to help

	 from the Iowa SBA office.

30 Write your Business Plan

33 Programs for Veterans

34 Programs for Entrepreneurs

35 Programs for Native 

Americans

 ON THE COVER Clockwise from top: A farmers marketin Des Moines, photo courtesy

ofthe Iowa Tourism Office;Hunter Cattle, Brooklet, Georgia, courtesy ofthe SBA;

wind turbines in a field, photo by Aniel Wessel onUnsplash; Rosario Arias de Carroll,

owner of Plaza Bank, courtesy ofthe SBA;Hometown Trolley, Wisconsin, courtesy of

Hometown Trolley; 21 Short Stop, Georgia, courtesy ofthe SBA

Iowa 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

Jayne Armstrong

(515) 284-4026

jayne.armstrong@sba.gov

Deputy District Director

Dawnelle Conley

(515) 284-4913

dawnelle.conley@sba.gov

Lead Lender Relations Specialist

Dave Lentell

(515) 284-4522

thomas.lentell@sba.gov

Lender Relations Specialist

Terry Case

(515) 284-4560

terry.case@sba.gov

Economic Development Specialist/

AdministrativeOfficer

Lori Hackney

(515) 284-4118

lori.hackney@sba.gov

Cedar Rapids Branch Manager

Jo Eckert

(319) 362-6535

jo.eckert@sba.gov

Business Opportunity Specialist

Seung “Sean” Hong

(319) 362-6780

seung.hong@sba.gov

Program Support Specialist

Sheri Osterkamp

(319) 362-6405

sheri.osterkamp@sba.gov

SBA Des Moines 

District Office

210 Walnut St., suite 749

Des Moines, IA 50309

(515) 284-4422, fax (515) 284-4572

sba.gov/ia

CedarRapidsOffice

2750 First Ave. NE, suite 350

Cedar Rapids, IA 52402

(319) 362-6405, fax (319) 362-7861

Welcome to the U.S. Small Business Administration's Iowa Small 

Business Resource Guide. This guide is designed to help you 

navigate the wide range of resources available to Iowa small 

business owners. Whether you are a startup or existing business, the SBA 

is in your corner to help you start, grow, expand, and recover after disaster

strikes.

Small business is the heart and soul of Iowa’s economy. Small 

businesses can be found anywhere, like the corner shop in your

neighborhood, or based in a home, or an expansive industrial park. From

Sioux City to Des Moines and Cedar Rapids to the Quad Cities, and all

small towns in between, Iowa’s economy depends on its small business 

community. In fact, Iowa boasts one of the best economic development 

infrastructures in the nation to support small business success.

We help empower you to succeed with access to capital and the right 

expertise for each stage of the business lifecycle. I encourage you to look

into our network of SBA Resource Partners, such as our America’s Small

Business Development Centers here in Iowa. Consult with a SCORE mentor. 

Visit a Women's Business Center or the Veterans Business Outreach Center 

for critical counseling and training to support your business through its 

startup and growth phases. Don’t forget the free online courses available at 

sba.gov.

The SBA is proud to collaborate with numerous federal, state, and 

local government agencies and economic development organizations. 

Our lending partners, banks, credit unions, and microlenders, provide the

capital you need along the way. When you are ready to enter the federal 

contracting arena, or expand into export markets, the SBA also offers

resources to accomplish your goals. Take advantage of all of the resources

available to you to support your small business needs. 

Every large corporation got its start as a small business. Companies like

Apple, Intel, Nike, FedEx, Under Armour, Staples, Ben & Jerry’s, Columbia

Sportswear, Casey’s General Store, Auntie Anne’s, Cold Stone Creamery, 

Cabela's, Outback Steakhouse, Radio One, and Black Enterprise, among

many others, received early stage financial and business assistance from

the SBA. Now it’s your turn. 

The SBA Iowa District Office works for you. Do not hesitate to contact

us to support your needs. Best wishes for success in your entrepreneurial 

endeavor!

Start. Grow. Expand. Recover. It all starts with you and the SBA.

Jayne Armstrong

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 SBAguaranteed 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 higherrevenues 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.

Des Moines SCORE 0005

Serving Boone, Story, Polk, Guthrie, 

Dallas, Adair, Madison, Warren, Union, 

Clark, Ringgold, Decatur, Hardin, Grundy, 

Marshall, Tama, Jasper, and Poweshiek 

counties

Re/Max Complex

6600 University Ave., suite 157

Windsor Heights, IA 50324

(515) 274-8593

desmoinesscore@qwestoffice.net

desmoines.score.org

Dubuque Area SCORE 0347

Serving Dubuque, Allamakee, Clayton, 

Delaware, Fayette, Howard, Winneshiek, 

and Jackson counties

4135 Pennsylvania Ave.

Dubuque, IA 52002

(563) 690-9209

dubuquearea.score.org

Northeast Iowa Branch

Decorah Chamber of Commerce

703 Valley View Drive

Decorah, IA 52101

(563) 382-3796

Elkader Branch

132 S. Main St., Elkader, IA 52043

(563) 880-2873

Manchester Branch

200 E Main St., Manchester, IA 52057

(563) 927-3325
12

LOCAL BUSINESS ASSISTANCE

East Central Iowa SCORE 0227

Serving Benton, Cedar, Jones, Chickasaw, 

Bremer, Black Hawk, Buchanan, Linn, Iowa, 

Johnson, Keokuk, and Washington counties

2750 First Ave. NE, suite 350

Cedar Rapids, IA 52402, (319) 362-6943

scorecr.org

Muscatine SCORE 0662

Serving Muscatine, Henry, and 

Louisa counties, 100 W. Second St., 

Muscatine, IA 52761, (563) 263-8895

muscatine.score.org

Sioux City SCORE 0104

Serving Plymouth, Woodbury, Monona, 

Harrison, Shelby, Audubon, and Crawford 

counties

Federal Building, 320 Sixth St., room 186

Sioux City, IA 51101, (712) 277-2324

siouxcity.score.org

South Central SCORE 0398

Serving Appanoose, Davis, Lucas, Mahaska, 

Marion, Monroe, Wapello, Wayne, Jefferson, 

and Van Buren counties

Chamber of Commerce

217 E. Main St., Ottumwa, IA 52501

(641) 814-5907

southcentraliowa.score.org

Western Iowa SCORE 0617

Serving Cherokee, Clay, Buena Vista, 

Dickinson, Emmet, Ida, Lyon, O’Brien, 

Osceola, Palo Alto, Sioux, and Sac counties

Cherokee Area Economic Development Corp.

201 W. Main St., Cherokee, IA 51012

(712) 225-5739

westerniowa.score.org

Sheldon Branch

416 Ninth St., Sheldon, IA 51201

(712) 707-4885

Quad Cities SCORE

Serving Davenport and Bettendorf in Iowa 

and Moline and Rock Island in Illinois

331 W. Third St., Davenport, IA 52801

(309) 797-0082

quadcities.score.org

Greater Omaha SCORE

Serving Council Bluffs and western Iowa

10675 Bedford Ave., suite 100

Omaha, NE 68134

(402) 221-3606, fax (402) 221-3680

omaha.score.org

Small Business 

Development 

Centers

America’s SBDC Iowa State Office

State Director Lisa Shimkat

Iowa State University College of Business

1805 Collaboration Place, suite 1330

Ames, IA 50010

(515) 294-2030, fax (515) 294-6522

iowasbdc@iastate.edu

iowasbdc.org

America’s SBDC Eastern Iowa

Regional Director Joel Youngs

Eastern Iowa Community College

Kahl Educational Center,Urban Campus East

101 W. Third St., suite 161

Davenport, IA 52801

(800) 462-3255 x3401 or (563) 336-3401

Fax (563) 336-3479

jeyoungs@eicc.edu

iowasbdc.org/regional-center/davenport

America’s SBDC Iowa Indian Hills

Regional Director Bryan Ziegler

Indian Hills Community College

15330 Truman St.

Ottumwa, IA 52501

(800) 726-2585 x5127

(641) 683-5127, fax (641) 683-5296

bryan.ziegler@indianhills.edu

iowasbdc.org/regional-center/ottumwa

America’s SBDC Iowa State University

Iowa State University College of Business

1805 Collaboration Place, suite 1330

Ames, IA 50010

(515) 296-7828, fax (515) 294-6522

iowasbdc@iastate.edu

iowasbdc.org/regional-center/ames

America’s SBDC Iowa Western

Regional Director Sue Pitts

Iowa Western Community College

2700 College Road, 121 Ashly Hall

Council Bluffs, IA 51503

(800) 432-5852 x3350 

(712) 325-3350, fax (712) 325-3408

spitts@iwcc.edu

iowasbdc.org/regional-center/council-bluffs

America’s SBDC Iowa Kirkwood

Regional Director Scott Swenson

Kirkwood Community College

1770 Boyson Road

Hiawatha, IA 52233

(319) 377-8256, fax (319) 398-5698

scott.swenson@kirkwood.edu

iowasbdc.org/regional-center/cedarrapids-hiawatha

America’s SBDC Mid-Iowa

318 Fifth St.

West Des Moines, IA 50265

(515) 331-8954

iowasbdc.org/regional-center/des-moines

America’s SBDC North Central Iowa

Regional Director Kimberly Tiefenthaler

217 S. 25th St., suite C-12

Fort Dodge, IA 50501

(515) 576-6242, fax (515) 576-6447

kimberlyt@ncisbdc.com

iowasbdc.org/regional-center/fort-dodge

America’s SBDC North Iowa Area

Regional Director Brook Boehmler

North Iowa Area Community College

500 College Drive, suite 120A

Mason City, IA 50401

(888) 466-4222 x4342 or (641) 422-4342

Fax (641) 422-4129

brook.boehmler@niacc.edu

iowasbdc.org/regional-center/mason-city

America’s SBDC Northeast Iowa

Regional Director Jay Wickham

Northeast Iowa Community College

Schmid Innovation Center

900 Jackson St., suite 110

Dubuque, IA 52001

(563) 588-3350, fax (563) 588-8033

wickhamja@nicc.edu

iowasbdc.org/regional-center/dubuque

America’s SBDC Northwest Iowa

Regional Director Michael Wampler

Iowa Lakes Community College

1900 Grand Ave., suite B-1

Spencer, IA 51301

(712) 262-4213, Fax (712) 262-4047

mwampler@iowalakes.edu

iowasbdc.org/regional-center/spencer
 13

LOCAL BUSINESS ASSISTANCE

America’s SBDC South Central

Southwestern Community College

1501 W. Townline St.

Creston, IA 50801

(641) 782-1483, fax (641) 782-1334

iowasbdc.org/regional-center/creston

America’s SBDC Iowa Southeastern

Regional Director Janine Clover

Southeastern Community College 

River Park Place, 610 N. Fourth St., suite 209

Burlington, IA 52601

(319) 208-5381, Fax (319) 752-3407

jclover@scciowa.edu

iowasbdc.org/regional-center/burlington

America’s SBDC University of Iowa

Regional Director Paul Heath

University of Iowa

Iowa Centers for Enterprise

W140 BioVentures Center

2500 Crosspark Road

Coralville, IA 52241

(319) 335-3742, fax (319) 467-4550

paul-heath@uiowa.edu

iowasbdc.org/regional-center/iowa-citycoralville

America’s SBDC University of Northern Iowa

Regional Director Amy Dutton

University of Northern Iowa

8120 Jennings Drive, suite 13

Cedar Falls, IA 50613

(319) 273-4328

Fax (319) 273-4343

amy.dutton@uni.edu

iowasbdc.org/regional-center/waterloocedar-falls

America’s SBDC Western Iowa Tech

Regional Director Todd Rausch

Western Iowa Tech Community College

4647 Stone Ave., room B113

Sioux City, IA 51102

(712) 274-6454

Fax (712) 274-6455

todd.rausch@witcc.edu

iowasbdc.org/regional-center/sioux-city

Women’s 

Business Center

Iowa Center for Economic Success

Director Amy Hutchins

8345 University Blvd., suite F, Clive, IA 50325

(515) 283-0940, Fax (515) 283 0348

ahutchins@theiowacenter.org, theiowacenter.org

Veterans 

Business 

Outreach 

Center

Director Darcella Craven

2700 N. 14th St., St Louis, MO 63106

(314) 531-8387, Fax (877) 825-4190

admin@vetbiz.com, vetbiz.com
14

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.
 15

No doubt, there are probably quite a few 

regulatory and administrative items on your 

new business checklist, like getting a permit

and registering your business name.

One of the key requirements for most

new businesses (or businesses that are 

restructuring) is obtaining an Employer 

IdentificationNumber, or EIN, from the IRS.

Here’s what you need to know about

EINs and how to go about getting one 

for your business.

What is an EIN?

An EIN is a unique nine-digit number that 

identifies your business for tax purposes.

Think of it as the business equivalent of a

social security number (although it shouldn’t 

be used in place of it).

As a business owner, you’ll need an EIN 

to open a business bank account, apply for

business licenses, and file your tax returns.

It’s a good idea to apply for one as soon as 

you start planning your business. This will 

ensure there are no delays in getting the 

appropriate licenses or financing that you

need to operate.

Who needs an EIN?

An EIN is needed by any business that retains 

employees. However, non employers are also 

required to obtain one if they operate as a 

corporation or partnership.

Answering yes to any of the questions in 

the list on the right means you need one for 

your business.

How to apply for an EIN

The easiest way to apply for your EIN is 

online via the IRS EIN Assistant. As soon as 

your application is complete and validated, 

you’ll be issued an EIN. There is no charge 

for this service (beware of internet scams 

that will try to sell you their EIN application 

services). 

You can also apply by mail or fax using 

Form SS-4, available at irs.gov/formss4.

Changing your business 

structure? Get a new EIN

As your business grows and matures, you 

may choose to change its legal or ownership 

structure. For example, a sole proprietor may 

decide to incorporate, or a partnership may be 

takenoverbyoneoftheowners tothenoperate

as a sole proprietorship. In instances such as 

these, your business will need a new EIN.

There are other scenarios that require 

a new EIN, such as bankruptcy, a change

in a corporation’s name or location, or 

reorganization of a corporation. Check out

"Do You Need a New EIN" on irs.gov.

Using your EIN to make 

tax deposits

If you have employees, you will have been 

automatically enrolled in the Electronic 

Federal Tax Payment System (eftps.gov)

when you applied for your EIN. This allows 

you to make tax deposits, including federal

employment and corporate taxes, online or 

by phone.

Lost your EIN?

If you lost or misplaced your EIN, you can 

retrieve it in the following ways:

• Reference the original notice issued by 

the IRS when you received your EIN, or 

call the IRS Business & Specialty Tax Line

at (800) 829-4933.

• If you used it to open a bank account

or get a license, contact these 

How Do I 

Find an EIN?

organizations. They should be able to 

retrieve your number.

• Find an old tax return. Your EIN should be 

on it. 

written by Caron Beesley, contributor

Not sure whether 

you need an EIN? 

Check out this guide from the IRS.

Answering yes to any of the questions 

in the list means you need one for your 

business.

Do you have employees?

❒ YES ❒ NO

Do you operate your business as a 

corporation or a partnership?

❒ YES ❒ NO

Do you file any of these

tax returns: employment, 

excise, or alcohol, tobacco 

and firearms?

❒ YES ❒ NO

Do you withhold taxes on income, 

other than wages, paid to a 

non-resident alien?

❒ YES ❒ NO

Do you have a Keogh plan?

❒ YES ❒ NO

Are you involved with any of the 

following types of organizations?

• Trusts, except certain grantor-owned 

revocable trusts, IRAs, Exempt 

Organization Business Income Tax 

Returns

• Estates

• Real estate mortgage investment 

conduits

• Nonprofit organizations

• Farmers’ cooperatives

• Plan administrators

❒ YES ❒ NO

LOCAL BUSINESS ASSISTANCE
16

LOCAL BUSINESS ASSISTANCE

How to Start a 

Business in Iowa

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

COURTESY OF IOWA TOURISM OFFICE

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 yourlack

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 your

industry. Being out of compliance could leave you unprotected legally, 

lead to expensive penalties, and jeopardize your business.

U.S. Census Demographic & Business Data

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.
 17

LOCAL BUSINESS ASSISTANCE

Del Ferguson, owner of Hunter Cattle, is a family-owned 

farm in Brooklet, Georgia, and was assisted by his local 

Small Business Development Center.

» Iowa Business License Information Center

(800) 532-1216, blic@iowa.gov, iasourcelink.com

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.

» Iowa Secretary of State Business Services

Lucas Building, first floor, 321 E. 12th St., Des Moines

(515) 281-5204, sos@sos.iowa.gov, sos.iowa.gov

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 federaltax obligations, irs.

gov/businesses/small-businesses-self-employed/small-business-selfemployed-virtual-small-business-tax-workshop. For small business 

forms and publications, visit irs.gov/businesses/small-businesses-selfemployed/small-business-forms-and-publications.

IRS TAX ASSISTANCE CENTERS

» Des Moines, 210 Walnut St.

Call (844) 545-5640 to make an appointment

» Cedar Rapids, 3205 Williams Blvd. Southwest

Call (844) 545-5640 to make an appointment

STATE TAXES

» Iowa Department of Revenue

Hoover State Office Building, 

1305 E. Walnut St., Des Moines

(800) 367-3388 or (515) 281-3114, iowa.gov/tax

Social Security

If you have any employees, including officers of a corporation 

but notthe sole proprietor or partners, you must make periodic

payments, and/or file quarterly reports about payroll taxes and other 

mandatory deductions. You can contact the IRS or the Social Security 

Administration for information, assistance and forms, socialsecurity.

gov/employer or (800) 772-1213. You can file W-2s online or verify job 

seekers through the Social SecurityNumber Verification Service.

Employment Eligibility Verification

The Federal Immigration Reform and Control Act of 1986 requires 

employers to verify employment eligibility of new employees. 

The law obligates an employer to process Employment Eligibility 

Verification Form I-9. The U.S. Citizenship and Immigration Services 

Office 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 
18

LOCAL BUSINESS ASSISTANCE

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.

» Iowa Division of Labor

150 Des Moines St., Des Moines, (515) 242-5870

» U.S. Department of Labor OSHA

210 Walnut St., room 815, Des Moines

(515) 284-4794, osha.gov/oshdir/ia.html

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.

Unemployment Compensation

» Iowa Workforce Development

150 Des Moines St., Des Moines, (515) 725-4120 or (800) 645-4583

Iwd.dwc@iwd.iowa.gov, iowaworkcomp.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 at the source, 

often reducing regulatory burden and saving you money. To learn more

about these free services, visit nationalsbeap.org/states/list.

» Environmental Protection Agency

US EPA Region 7 (913) 551-7003

Environmental Action Line (800) 223-0425 or contact the Iowa 

Department of Natural Resources

Wallace State Office Building

502 E. Ninth St., fourth floor, Des Moines

(515) 725-8200, iowadnr.gov

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. The Office of Child Support Enforcement 

at Health and Human 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 at the Office of Child Support Enforcement’s website 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.

» Child Support Enforcement

Iowa Department of Human Services, dhs.iowa.gov/child-support

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.

U.S. 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.

Information and resources are available at the Elijah J. McCoy

Midwest Regional Office in Detroit, Michigan, serving Illinois, 

Indiana, Iowa, Kentucky, Michigan, Minnesota, Missouri, Ohio, and

Wisconsin, uspto.gov/detroit.

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 grant is the right to 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:

Utility patents may be granted to anyone who invents or discovers any 

new and useful process, machine, manufacture, or composition of 

matter, or any new and useful improvement.

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

original, and ornamental design for an article of manufacture.

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.

U.S. Copyrights

Copyrights protect original works of authorship, including literary,

dramatic, musical and artistic, and certain otherintellectual works.

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

protectthe way these are expressed. For general information contact:

» U.S. Copyright Office

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

101 Independence Ave. SE, Washington, DC 20559

copyright.gov, (202) 707-3000 or toll free (877) 476-0778
 19

LOCAL BUSINESS ASSISTANCE

Ackley

(515) 847-3155

Adams Community

adamscountyia.com

Adel Partners

adelpartners.org

Albia Area

albiachamber.org

Algona Area

algona.org

Altoona Area

altoonachamber.org

Ames

ameschamber.com

Anamosa

anamosachamber.org

Ankeny Area

ankeny.org

Appanoose

appanoosecounty.org

Atlantic Area

atlanticiowa.com

Audubon

auduboniowa.org

Bedford Area

bedfordia.org

Bellevue Area

bellevueia.com

Belmond Area

belmondiowa.com

Bloomfield Area

bloomfieldmainstreet.com

Boone Area

booneiowa.us

Britt

brittiowa.com

Brooklyn

brooklyniowa.com

Carroll

carrolliowa.com

Cascade Area

cascadechamber.org

Cedar Rapids Metro 

Economic Alliance

cedarrapids.org

Centerville-Rathbun 

Lake Area

centervilleia.com

Crawford County

cdcia.org

Corydon & Allerton

saccity.org

Chariton

charitonareachamber

mainstreet.com

Charles City

charlescitychamber.com

Cherokee

cherokeeiowachamber.com

Clarinda

clarinda.org

Clarion

clarioniowa.com

Clear Lake

clearlakeiowa.com

Clinton Area

clintonia.com

Colfax Main Street

colfaxmainstreet.com

Council Bluffs Area

councilbluffsiowa.com

Cresco Area

crescochamber.com

Creston

crestoniowachamber.com

Decorah Area

decorahareachamber.com

Des Moines Downtown

dtchamber.com

Des Moines East and South

fusedsm.org

Des Moines Westside

desmoineswestsidechamber.org

DeWitt

dewittiowa.org

Dubuque Area

dubuquechamber.com

Durant

durantchamber.com

Dyersville Area

dyersville.org

Eagle Grove Area

eaglegrove.com

Edgewood

edgewoodiowa.com

Eldora

eldorachamber.com

Eldridge-North Scott

northscottchamber.com

Elkader Area

elkader-iowa.com

Emmetsburg

emmetsburg.com

Estherville Area

estherville.org

Fairfield Area

fairfieldiowa.com

Fayette

fayetteiowa.com

Forest City

forestcityia.com

Greater Fort Dodge Growth Alliance

greaterfortdodge.com

Fort Madison Area

fortmadison.com

Chambers of 

Commerce
20

LOCAL BUSINESS ASSISTANCE

Garner

garneriachamber.com

George

georgeiowa.com

Glenwood Area

glenwoodia.com

Greater Burlington Partnership

greaterburlington.com

Greater Cedar Valley Alliance

cedarvalleyalliance.com

Greater Des Moines Partnership

dsmpartnership.com

Greater Franklin County

hamptoniowa.org

Greater Muscatine

muscatine.com

Greater Newton Area

experiencenewton.com

Greene

greenecountyiowa.org

Greenfield

greenfieldiowa.com

Grimes

grimesiowa.com

Grinnell Area

grinnellchamber.org

Grundy Center

grundycenter.com

Guthrie Center

guthriecenter.com

Guttenberg

guttenbergiowa.net

Hartley

hartleyiowa.com

Hawarden

cityofhawarden.com

Hayward

haywardareachamber.com

Holstein

holsteinchamber.com

Hudson

hudsoniachamber.org

Humboldt-Dakota City

hdcchamber.org

Ida Grove

idagrovechamber.org

Independence Area

indeecommerce.com

Indianola

indianolachamber.com

Iowa Commerce Executives

iowachamber.net

Iowa City Area

iowacityarea.com

Iowa Falls

iowafallschamber.com

Iowa Great Lakes Area

okobojichamber.com

Jesup

jesupiowa.com

Johnston

johnstonchamber.com

Kalona Area

kalonachamber.com

Keokuk Area

keokukchamber.wildapricot.org

Lake City

lakecityiowa.com

Lake Mills

lakemillsia.org

Laurens

laurens-ia.com

Le Claire

leclairechamber.com

Le Mars Area

lemarsiowa.com

Lenox Area

lenoxia.com

Leon

leonchamber.org

Logan

loganiowa.com

Madison County

madisoncounty.com

Manchester Area

manchesteriowa.org

Manning

manningia.com

Manson

mansoniowa.com

Maquoketa Area

maquoketachamber.com

Marengo

marengoiowa.com

Marion

marioncc.org

Marshalltown Area

marshalltown.org

Mason City

masoncityia.com

Massena

massenachamber.com

McGregor-Marquette

mcgreg-marq.org

Missouri Valley

missourivalleychamber.com

Monticello Area

macc-ia.us

Mount Ayr

mountayriowa.org

Mount Pleasant Area

mountpleasantiowa.org

Mount Vernon-Lisbon

visitmvl.com

Nevada

nevadaiowa.org

New Horizons

discovernewhampton.com

New London

newlondoniowa.org

Northwood Area

northwoodia.org

Norwalk Area

norwalkchamber.org

Oelwein

oelwein.com
 21

LOCAL BUSINESS ASSISTANCE

Onawa

onawachamber.com

Orange City

orangecityiowa.com

Osage

osagechamber.com

Osceola

osceolachamber.com

Oskaloosa Area

oacdg.org

Ottumwa Area

ottumwachamber.org

Panora

panora.org

Parkersburg

parkersburgia.com

Pella

pella.org

Perry Area

perryia.org

Pleasant Hill

pleasanthillchamber.org

Pleasantville

pleasantvillechamber.org

Pocahontas

pokychamber.com

Postville

allamakeecounty.com

Quad Cities

quadcitieschamber.com

Red Oak

redoakiowa.com

Remsen

remseniowa.org

Rock Rapids

rockrapids.com

Rock Valley

rockvalleychamber.com

Rockwell

rockwellcity.com

Saint Ansgar

stansgar.org

Seo Sumner

mysumneriowa.com

Shelby County

exploreshelbycounty.com

Sheldon

sheldoniowa.com

Shenandoah

shenandoahiowa.net

Sibley

sibleyiowa.net

Sioux Center

siouxcenterchamber.com

Siouxland

siouxlandchamber.com

Spencer

spenceriowachamber.org

Spirit Lake

spiritlakecc.com

Storm Lake United

visitstormlake.com

Story City

cityofstorycity.org

Strawberry Point

stptchamber.com

Stuart

stuartia.com

Tama-Toledo Area

tamatoledochamber.com

Tipton

tiptoniowa.org

Traer

traer.com

Urbandale

uniquelyurbandale.com

Vinton Unlimited

vintonia.org

Washington

chamber@washingtoniowa.org

Waukee Area

waukeechamber.com

Waukon

waukon.org

Waverly

waverlychamber.com

Webster City

visitwebstercityiowa.com

West Bend

westbendiowa.com

West Des Moines

wdmchamber.org

Williamsburg

williamsburgiowa.gov

Wilton

wiltoniowa.org

Windsor Heights

windsorheightschamber.com

Winfield

winfieldiowa.com

Economic 

Development 

Agencies

Iowa Economic Development Authority

(515) 348-6333 or (515) 348-6200

iowaeconomicdevelopment.com

Targeted Small Business Program

(515) 384-6159

tsbcert@iowaeda.com

Main Street Iowa

(515) 348-6184

mainstreet@ioweda.com
22

1 Conduct market research.

Market research will tell you if there’s an opportunity to turn

your idea into a successful business. It’s a way to gather information about potential customers and businesses already operating 

in your area. Use that information to find a competitive advantage

for your business.

2 Write your business plan.

Your business plan is the foundation of your business. 

It’s a roadmap for how to structure, run, and grow your new 

business. You’ll use it to convince people that working with you— or

investing in your company—is a smart choice.

3 Fund your business.

Your business planwill help you figure out how much money

you’ll need to start your business. If you don’t have that amount 

on hand, you’ll need to either raise or borrow the capital. Fortunately, 

there are moreways than everto find the capital you need.

10 STEPS 

to Start Your 

Business

Starting a business involves planning, making 

key financial decisions, and completing a series 

of legal requirements.

4 Pick your business location.

Your business location is one of the most important decisions you’ll make. Whether you’re setting up a brick-and

mortar business or launching an online store, the choices you 

make could affect your taxes, legal requirements, and revenue.

5Choose a business structure.

The legal structure you choose for your business will

impact your business registration requirements, how

much you pay in taxes, and your personal liability.

6 Choose your business name.

It’s not easy to pick the perfect name. You’ll want one

that reflects your brand and captures your spirit. You’ll

also want to make sure your business name isn’t already being

used by someone else.

7 Register your business.

Once you’ve picked the perfect business name, it’s time

to make it legal and protect your brand. If you’re doing

business under a name different than your own, you’ll need to

register with the federal government, and maybe your state

government, too.

8Get federal and state tax IDs.

You’ll use your Employer Identification Number (EIN)

for important steps to start and grow your business, 

like opening a bank account and paying taxes. It’s like a social

security number for your business. Some—but not all—states

require you to get a tax ID as well.

9Apply for licenses and permits.

Keep your business running smoothly by staying legally

compliant. The licenses and permits you need for your

business will vary by industry, state, location, and other factors.

10 Open a business bank account.

A small business checking account can help you

handle legal, tax, and day-to-day issues. The good

news is it’s easy to set one up if you have the right registrations

and paperwork ready.

LOCAL BUSINESS ASSISTANCE
 23
24

8 Tips 

for Building Your 

Business Support 

Network

Owning a business can be stressful and lonely. Not every family 

member or friend will understand or empathize with your entrepreneurial journey. The key is to surround yourself with likeminded

individuals who can offer advice, share opportunities, and listen to

your big ideas. Go beyond your typical inner circle and broaden your 

network of support.

Consider these following strategies to engage with others while 

also looking for new business opportunities.

1

Alumni 

Reconnect with college and/or high school staff and

classmates by letting them know what you are doing now

and what you have accomplished, or plan to accomplish in 

your business. There might be opportunities to collaborate with your 

university or community college by speaking at the school, hiring

seasonal workers, or bidding on a project.

If you have children or are engaged in your local community, this 

strategy applies to reaching out to the PTA or a similar group within 

the school.

2

Chambers of Commerce

Join a local or state chapter to meet local business leaders. 

Becoming an active member can expose you to other industries, opportunities, and like-minded contacts.

3

SCORE

Supported by the SBA, SCORE is a nonprofit that helps

entrepreneurs launch and grow their businesses. Business 

owners can access professional support year-round from a 

mentor. You can also attend workshops.

4 Faith-based community

Your spiritual relationship with the members at your 

place of worship can have a positive effect on your

personal life and business goals. Lean on faith-based 

organizations and activities that promote a healthy, productive 

lifestyle.

5

Extracurricular groups

It’s easy to forget that we form bonds with people we 

meet through leisure activities like sports leagues and

volunteer and travel groups. When not working on or in

your business, it’s essential to have recreational time. 

6

Former coworkers

If you’ve shared ideas or worked well with previous

coworkers and staff, re-engage them to share your current business venture. Their skillsets might be useful in

your next idea, or they can provide insights or contacts that you 

may have not consider.

7

Professional organizations or conferences

Depending on the nature of your work and business,

there might be an established network of professionals who meet annually. Conferences and professional 

groups are instant support systems because they bring together 

people who have shared interests. You can get a lot of inspiration 

and information by not only attending events, but potentially 

sponsoring or speaking at one.

8

Online groups via forums, private Facebook 

groups, or Slack communities

Thanks to the internet and social networking, interfacing with other business owners across the world is 

much easier. Building connections that go beyond day-to-day 

business matters can provide new ideas and different perspectives with other business owners. 

written by Ijeoma S. Nwatu, contributor

It never hurts to have a supportive 

network around you.

LOCAL BUSINESS ASSISTANCE
 25
26

You hear about cybersecurity constantly, here’s how it applies to you.

Cybersecurity 

Essentials for 

Small Businesses

Cyber threats are an issue for everyone, and 

small businesses are targets for such threats 

and crimes because they often have fewer

preventative or responsive resources. So, 

what do you need to know?

What is cybersecurity?

With the help of technology and best 

practices, cybersecurity is the effort to

protect computers, programs, networks, and

data from attack and damage.

Why is cybersecurity so important?

Consider all the information you have that 

needs to be secure:

• Personal information for employees

• Partner information

• Sensitive information for customers/clients

• Financial and sensitive business 

information

It’s essential to do your part to keep these

details safe and out of the hands of those 

who could use your data to compromise you, 

your employees, and the foundation of your 

small business. Think it can’t happen to you?

• CNN reports nearly half of the data 

breaches that Verizon recorded in 2012 

took place in companies with fewer than

1,000 employees.

• A Symantec report showed that 31% 

of all attacks in 2012 happened to

businesses that had fewer than 250 

employees.

What are common cyber threats 

and crimes?

There’s a broad range of information 

security threats. Some of the most 

common include website tampering, 

data theft, denial-of-service attacks, and

malicious code and viruses.

Website tampering can take many forms,

including defacing your website, hacking

your system, and compromising webpages 

to allow invisible code that will try to 

download spyware onto your device.

Data theft can come in various forms, and 

the problems that come with it depend on 

what kind of data is stolen. Some examples

include:

• Theft of computer files

• Theft of laptops, computers, and devices

• Interception of emails

• Identity theft

A denial-of-service attack happens 

on a computer or website and locks the

computer and/or crashes your system. This 

results in stopped or slowed workflow and

prevents communication. The ultimate 

goal of this kind of attack is to prevent

you from conducting business with your 

internetconnected systems.

Malicious code and viruses are sent over 

the internet with the goals of finding and

stealing your files; deleting critical data; or

locking your computer or system. They hide

in programs or documents and replicate 

themselves without your knowledge.

What can I do to protect my 

business? 

The first step in protecting your business’s

information is establishing comprehensive, 

up-to-date security policies. Make sure your

employees know and adhere to your policies

and best practices for internet and email. 

Here are just a few to keep in mind:

• Don’t respond to popup windows telling 

you to download drives.

• Don’t allow websites to install software on

your device.

• Don’t reply to unsolicited emails. Use 

screen locks and shut off your computer at

the end of the day.

Ensure that your computer hardware and 

software are updated regularly on all devices

throughout the company. Change passwords 

periodically and use firewalls to protect your

systems. You should also consider backing

up your data on a regular basis so that if 

anything is compromised, you have a copy. 

Want to learn more about how to help 

make your business more cyber secure?

Check out “Cybersecurity for Small

Businesses” in the sba.gov Learning Center, 

which features more tips and additional 

resources to help you along the way.

written by Katie Murray, contributor

LOCAL BUSINESS ASSISTANCE
 27
28

local success story

Bob 

Simpson

PRESIDENT, BIG RIVER PACK AGING

Clinton, Iowa

• How has the SBA helped you grow your business? Big River Packaging opened in

2005, eventually expanding into a vacant big box retail location, and now employs 39 

people with over $9 million in sales. The startup operations and multiple expansions 

were supported by four SBA 7(a) loans, all paid in full,through Gateway State Bank.

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

didn’t happen overnight. Like many small businesses, Big River Packaging overcame

many obstacles. We had to revise strategies before finding the rightrecipe for success.

Thanks to a vision founded on strong faith and a belief in our employees, our company

has become a leader in its industry.

• What advice do you have for other small businesses? From the beginning, we 

saw our employees as our biggest asset. We based our business plans on the basic 

concept that employees who feel valued are critical to small business success. As a 

result, everyone at BRP is encouraged to identify new ideas and processes to solve 

problems and improve. I wantthis to be a great place for people to work. It’s everyone’s

commitment to our customers and to each other that gives us an advantage over our 

competitors.

• What do you attribute your success to? Customer loyalty is a major contributor to 

BRP’s success. The typical international customer spends more on shipping than the 

cost ofthe boxes. Big River Packaging credits the high quality, large assortment of sizes,

excellent service, and the product uniqueness as the reasons why customers come back

to BRP time and time again. Today, Big River Packaging generates about 95 percent of

its sales through the brpboxshop.com e-commerce store. The ever-evolving site has 

quickly become BRP’s virtual business card.Using analytic tools to understand the

market and social media to connect with customers,the company has built a significant

fan following. The business now serves over 133,000 different customers, including a

small volume of international sales. 

When the local International Paper 

plant closed in 2001, the city of 

Clinton lost 355 jobs. Bob Simpson 

seized on this opportunity to open 

his own business in 2005, which 

would flourish thanks to help from 

the SBA Iowa District Office and 

the experienced professionals who 

stayed in the area. His concept 

started with bakery boxes for artisan 

bakers to ship their cupcakes, 

macaroons, and candy. Bob’s 33 years 

of production and management 

expertise in the folding carton 

industry established his reputation 

as a problem solver for packaging 

needs. Again taking the opportunity 

to fill an empty space in the 

community, Big River relocated to a 

former big box retail location in 2012. 

The company's growth has been 

supported by five SBA- backed 7(a) 

loans, all paid in full. The company 

generates most of its $9 million 

in sales through e-commerce and 

its brpboxshop.com site. Today, 

the business serves over 120,000 

customers internationally.
 29

I want this to be a great place for 

people to work. It’s everyone’s 

commitment to our customers 

and to each other that gives us an 

advantage over our competitors.”

Bob Simpson

President, Big River Packaging
30

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
 31

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 yourindustry 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 answerthese 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
32

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 formatif you wantto 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 oflean startup templates, but one ofthe oldest and mostwell known

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

templates oftheBusinessModelCanvas, 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
 33

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 60.

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
34

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
 35

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. Visitreiok.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
36

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 

A Good Risk

An SBA loan guarantee helps Hawaii entrepreneurs Garrett Marrero 

and Melanie Oxley hop up their brewing operation.

tried homebrewing in high school and had 

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
 37

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 multimillion-dollar 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. 
38

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 yearend, 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
 39

Participating 

SBA Lenders

1st Source Bank

(888) 236-1414

1stsource.com

Alterra Bank

(913) 681-2223

firstbusiness.com

American Bank

234 Fifth Ave. SW, LeMars

(712) 546-2345

am-bank.com

American State Bank

1000 Jeffreys Drive, Osceola

(641) 342-2175

americanstatebank.com

American Trust & Savings Bank

895 Main St., Dubuque

(563) 582-1841

americantrust.bank

Apple River State Bank

(815) 594-2351

appleriverstatebank.com

Arbor Bank

911 Central Ave., 

Nebraska City

(402) 873-3388

arborbanking.com

Ascentra Credit Union

1710 Grant St., Bettendorf

(563) 355-0152

ascentra.org

Bank

409 Highway 61 South, Wapello

(319) 523-5200

bank.bank

Banc of California

(714) 850-6440

bancofcal.com

Bank of Franklin County

(636) 239-6600

bankoffranklincounty.com

Bank of Nebraska 

(Access Bank)

(402) 331-8550

accessbank.com

BankIowa

1150 Jordan Creek Parkway,

West Des Moines

(515) 225-0710

bankiowa.bank

BankIowa

7045 C Ave. NE, Cedar Rapids

(319) 395-9100

bankiowa.com

Bank Midwest

1525 18th St. #100, Spirit Lake

(712) 336-0505

bankmidwest.com

BankOrion

(309) 526-8011

bankorion.com

Bank of America

(704) 386-5681

bankofamerica.com

Bank of George

(702) 851-4200

bankofgeorge.com

Bank of the West

(800) 208-6100

bankofthewest.com

Bankers Trust Co.

453 Seventh St., Des Moines

(515) 245-2863

bankerstrust.com

BankUnited

(877) 779-2265

bankunited.com

Bellevue State Bank

200 S. Second St., Bellevue

(563) 872-4911

Berkshire Bank

(800) 773-5601

berkshirebank.com

Black Hawk Economic 

Development Corp.

1001 Peoples Square, Waterloo

(319) 235-2960

bhed.org

Local Funding 

Programs

For contact information on our SBA Lenders, visit sba.gov/ia.

FUNDING PROGRAMS
40

FUNDING PROGRAMS

BMO Harris

(312) 346-4200

bmoharris.com

Boone Bank & Trust Co.

716 Eighth St., Boone

(515) 432-6200

boonebankiowa.com

Bridge Community Bank

302 Highway 1 SE, Mount Vernon

(319) 895-8200

bridge.bank

Byline Bank

(773) 244-7000

bylinebank.com

Carver State Bank

(877) 489-2434

carverstatebank.com

Cedar Rapids Bank & Trust

500 First Ave. NE, suite 100, 

Cedar Rapids

(319) 862-2728

crbt.bank

Celtic Bank

(800) 854-7848

celticbank.com

Central Bank

600 Lake Ave., Storm Lake

(712) 732-2190

www.centalbankonline.com

Central Bank of 

Boone County

(573) 874-8100

centralbank.net

Central State Bank

102 N. Main St., Elkader

(563) 245-2110

centralstate.bank

Citizens First Bank

1442 Lincoln Way, Clinton

(877) 902-1442

gocfb.bank

Citizens State Bank

117 W First St., Monticello

(319) 465-5921

citizensstateonline.com

City State Bank

801 Main St., Norwalk

(515) 891-4234

citystatebank.com

Clare Bank

(608) 348-2727

clarebank.com

Clear Lake Bank & Trust

322 Main Ave., Clear Lake

(641) 357-7121

clearlakebank.bank

Collins Community 

Credit Union

1150 42nd St. Northeast, Cedar Rapids

(800) 475-1150

collinscu.org

Commonwealth 

Business Bank

(213) 884-4200

cbb-bank.com

Community 1st 

Credit Union

235 Richmond Ave., Ottumwa

(641) 684-5448

c1stcreditunion.com

Community Bank

1901 W. Second Ave., Indianola

(515) 961-9367

trubank.bank

Community Bank

1121 S. G Ave., Nevada

(515) 382-3050

nevadacb.com

Community Savings Bank

101 E. Union St., Edgewood

(563) 928-6425

csbiowa.com

Community State Bank

1812 Highway Blvd., Spencer

(712) 262-3030

ecommunitybank.org

Compass Bank

(205) 297-1986

bbvacompass.com

Core Bank

(402) 333-9100

corebank.com

Cornerstone Bank

(402) 601-1250

cornerstonebank.com

Cornhusker Bank

(402) 434-2265

cornhuskerbank.com

The Corporation for Economic 

Development in Des Moines

400 Robert D Ray Drive, 

Des Moines

(515) 283-4017

ceddm.com

Dakota Business Finance

(605) 367-5353

dakotabusinessfinance.com

De Witt Bank & Trust Co.

816 Sixth Ave., DeWitt

(563) 659-3211

dewittbank.com

Dubuque Bank & Trust

1398 Central Ave., Dubuque

(515) 589-2000

dubuquebank.com

ECIA Business Growth

7600 Commerce Park, Dubuque

(563) 556-4166

ecia.org

Elgin State Bank

(847) 888-7950

elginstatebank.com
 41

FUNDING PROGRAMS

Enterprise Bank

(402) 330-0200

enterprisebankomaha.com

Evolve Bank & Trust

(866) 367-2611

getevolved.com

Fairfax State Savings Bank

409 Vanderbilt St., Fairfax

(319) 846-2300

thebankhere.com

Farmers and Merchants Savings 

Bank

101 E Main St., Manchester

(563) 927-4475

fmbankia.com

Farmers and Merchants State 

Bank

101 W Jefferson St., Winterset

(515) 462-4242

fmstate.bank

Farmers Bank of 

Northern Missouri

200 W. Maple St., Centerville

(641) 437-1200

onlinefarmersbank.com

Farmers Savings 

Bank & Trust

611 Second St., Traer

(319) 478-2148

fsb-traer.com

Farmers State Bank

131 Tower Park Drive #100, Waterloo

(319) 287-3961

fsb1879.com

Farmers State Bank

1240 Eighth Ave., Marion

(319) 377-4891

myfsbonline.com

Farmers State Bank

99 Seventh St. North, Northwood

(641) 324-2273

fsbbanks.com

Farmers Trust & 

Savings Bank

510 Elm St., Williamsburg

(319) 668-2525

ftsbia.com

Farmers Trust & 

Savings Bank

122 Main St., Earling

(712) 747-2000

ftnsbank.net

Fidelity Bank & Trust

4250 Asbury Road, Dubuque

(563) 557-2300

bankfidelity.bank

First Central State Bank

914 Sixth Ave., DeWitt

(563) 659-3141

firstcentralsb.com

First Children’s Finance

(612) 338-3023

firstchildrensfinance.org

First Citizens Bank

2601 Fourth St. SW, 

Mason City

(641) 423-1600, myfcb.bank

First Colorado National Bank

(970) 527-4141

firstcoloradobank.com

First Financial Bank

(800) 562-6896, ffb1.com

First Home Bank

(727) 394-2265 

firsthomebank.com

First Iowa State Bank

19 Benton Ave. East, Albia

(641) 932-2144

firstiowastatebank.com

First National Bank of Waverly

316 E. Bremer Ave., Waverly

(319) 352-1340

www.myfmbbank.com

First National Bank of Ames

405 Fifth St., Ames

(515) 323-5561, fnb247.com

First National Bank of Omaha

(402) 341-0500

firstnational.com

First State Bank

505 Second St., Webster City

(515) 832-2520, fsbwc.com

First State Bank

183 Main Ave. N., Britt

(641) 843-4411, fsb-britt.com

First State Bank, Nebraska

(877) 303-9737, 1fsb.com

First State Bank of Colfax

100 N. Walnut St., Colfax

(515) 674-3533

fsbankcolfax.com

First Trust & Savings Bank of 

Albany

(309) 887-4335

efirsttrust.com

First Westroads Bank

(402) 330-7200

www.firstwestroads.bank

Five Points Bank

(308) 384-5350

5pointsbank.com

Five Star Bank

(916) 626-5000

www.five-starbank.com

Foundation One Bank

(402) 502-5558

onlinebanking.myfoundationfirst.com

Freedom Financial Bank

1255 Jordan Creek Parkway, West Des

Moines

(515) 223-1113

freedomfinancialbank.com
42

FUNDING PROGRAMS

Gateway State Bank

1427 N. Second St., Clinton

(800) 242-4282

www.gatewaysb.bank

Great Southern Bank

(417) 739-4818

greatsouthernbank.com

Great Western Bank

(800) 952-2043

greatwesternbank.com

Greater Iowa Credit Union

801 Lincoln Way, Ames

(800) 296-9064

greateriowacu.org

Green Belt Bank & Trust

616 Washington Ave, 

Iowa Falls

(800) 648-2544

greenbeltbank.com

Guaranty Bank & Trust Co.

(662) 843-6000

guarantybankco.com

Heartland Bank

615 Sixth Ave., Somers

(515) 467-5561

heartlandbanks.bank

Heritage Bank

695 Marion Blvd., Marion

(319) 373-5400

heritagemarion.bank

Heritage Bank

(800) 344-7048

heritagebankna.com

Hills Bank & Trust Co.

131 E. Main St., Hills

(800) 445-5725

hillsbank.com

Home State Bank

115 W. State St. Jefferson

(515) 386-2131

hsbankiowa.com

IH Mississippi Valley CU

2839 AAA Court, Bettendorf

(309) 793-6200, Ihmvcu.org

Independence Bank

(401) 866-4600

independence-bank.com

Iowa Business Growth Co.

5409 NW 88th St., Johnston

(515) 223-4511

iowabusinessgrowth.com

Iowa Falls State Bank

601 Washington Ave, 

Iowa Falls, (641) 648-5171

ifsbank.com

Iowa Savings Bank

510 Lincoln, Hwy, Carroll

(712) 792-9772

Iowasavingsbank.com

Iowa State Bank

627 E. Locust St., Des Moines

(515) 288-0111

iowastatebanks.com

Iowa State Bank

1101 Main St., Hull

(712) 439-1025

Iowastatebank.net

Iowa State Bank & Trust

55 S. Fourth St., Fairfield

(641) 472-3161

isbff.com

Iowa State Savings Bank

222 E. Robinson St., Knoxville

(641) 828-8000

issbank.com

Iowa-Nebraska State Bank

(402) 494-4225

Iowa-nebraskastatebank.bank

Iowa Trust & Savings Bank

200 N. 10th St., Centerville

(641) 437-4500

Iowatrust.bank

JPMorgan Chase Bank

(877) 242-7372, chase.com

Kerndt Brothers Savings Bank

370 Main St., Lansing

(563) 538-4231

kerndtbrothers.com

Kingsley State Bank

1 E. Second St., Kingsley

(712) 378-2341

onlinebanking.kingsleybank.com

Liberty National Bank

(605) 217-4425

libertynationalonline.com

Lincoln Savings Bank

508 Main St., Reinbeck

(319) 788-6441

mylsb.com

Live Oak Banking Co.

(877) 890-5867

liveoakbank.com

Luana Savings Bank

100 Harvest Drive, Luana

(563) 539-2166

luanasavingsbank.com

Manufacturers 

Bank & Trust Co.

245 E. J St., Forest City

(641) 585-2825

mbtbank.com

Midstates Bank National 

Association

1851 Madison Ave., Council Bluffs

(888) 710-9070

midstatesbank.com

Midwest Heritage Bank

3580 EP True Parkway, West Des Moines

(515) 278-6541

mhbank.com

Midwestone Bank

102 S. Clinton St., Iowa City

(800) 247-4418

midwestone.com
 43

FUNDING PROGRAMS

New Buffalo Savings Bank

(269) 469-2222

newbuffalosavings.com

Newtek Small Business Finance Inc.

(855) 763-9835

newtekone.com

Northeast Bank

(800) 284-5989 northeastbank.com

Northwest Bank

705 Grand Ave., Spencer

(712) 242-4000

bank-northwest.com

Northwest Bank & Trust Co.

100 E Kimberly Road, Davenport

(563) 388-2511

northwestbank.com

NSB Bank

2650 Fourth St. SW, Mason City

(641) 423-7638 

nsbbank.com

NXT Bank

59 Fourth St. North, Central City

(319) 438-6621

nxtbank.net

Ohnward Bank & Trust Co.

332 First Ave. West, Cascade

(563) 852 7696

www.ohnwardbank.bank

Old National Bank

(812) 464-1425

oldnational.com

Pacific Premiere Bank

(888) 789-1012, ppbi.com

Paragon Bank

(901) 273-2900

bankparagon.com

Peoples Savings Bank

414 N. Adams St., Wellsburg

(641) 869-3721

bankpsb.com

Pilot Grove Savings Bank

1341 Pilot Grove Road, Pilot Grove

(319) 469-3951

pilotgrovesavingsbank.com

Pinnacle Bank

2206 S. Center St., Marshalltown

(641) 752-2393

bankpinnacle.us

Prairieland Economic 

Development Corp.

(507) 836-6656

prairielandedc.com

Premier Bank

Ninth and Iowa streets, Dubuque

(563) 588-1000

premierbanking.bank

Privatebank & Trust Co.

(877) 448-6500, us.cibc.com

Profinium Inc.

(507) 776-2311

profinium.com

Quad City Bank & Trust Co.

2118 Middle Road, Bettendorf

(563) 344-0600

qcbt.bank

Raccoon Valley Bank

1202 Second St., Perry

(515) 344-0600

raccoonvalleybank.com

Radius Bank

(800) 242-0272

radiusbank.com

Ridgestone Bank

(262) 789-1011

ridgestone.com

ReadyCap Lending

(800) 453-3548

readycaplending.com

River Valley Bank

(888) 842-0221

rivervalleybank.com

Royal Business Bank

(213) 627-9888

royalbusinessbankusa.com

Security State Bank

1 E. State St., Algona

(515) 295-9501

bankssb.com

Siouxland Economic 

Development Corp.

1106 Historic Fourth St., 

Sioux City

(712) 279-6430

siouxlandedc.com

Small Business 

Growth Corp.

(217) 787-7557

growthcorp.com

South Ottumwa 

Savings Bank

2525 North Court, Ottumwa

(641) 682-7541

sosb-ia-com

Spirit of Texas Bank SSB

(979) 846-7000

sotb.com

State Bank & Trust Co.

(478) 796-6100

statebt.com

State Bank Financial

(608) 784-4600

statebankfinancial.bank

State Savings Bank

602 Sheldon St. Creston

(641) 782-7820

yourfullservicebank.com

Stearns Bank NA

(800) 320-7262

stearnsbank.com
44

FUNDING PROGRAMS

Success Bank

109 N. Madison St., Bloomfield

(641) 664-2006, success.bank

The Bancorp Bank

(800) 545-0289

thebancorp.com

The Clinton National Bank

235 Sixth Ave. South, Clinton

(563) 243-1243

clintonnational.com

The Exchange State Bank

253 Broadway, Springville

(319) 854-6104

exchangestatebank.net

The First National Bank of 

Sioux Falls

(605) 335-5200, fnbsf.com

TBK Bank SSB

(214) 365-6900, tbkbank.com

Triumph Community Bank

(309) 752-9290

bankwithtriumph.com

Two Rivers Bank & Trust

222 N Main St., Burlington

(319) 753-9100

tworivers.bank

UMB Bank National Association

1401 Grand Ave., 

Kansas City, MO

(800) 860-4862, umb.com

US Bank NA

(800) 872-2657, usbank.com

Umpqua Bank

(541) 440-3961

umpquabank.com

Union Bank & Trust

(402) 323-1670, ubt.com

United Bank

(715) 597-3136

unitedbankwi.com

United Bank & Trust

2101 Center St., Marshalltown

(641) 753-5900

ubtna.com

United Bank of Iowa

501 Second St., Ida Grove

(712) 364-3393

unitedbk.bank

United Community Bank

(800) 822-2651, ucbi.com

United Midwest Savings Bank

(937) 585-5861, umwsb.com

United Midwest Savings Bank

(800) 686-2052, umwsb.com

United Republic Bank

(402) 505-8500

unitedrepublicbank.com

Veridian Credit Union

1616 Lafayette St., Waterloo

(800) 235-3228 x8333

veridiancu.org

VisionBank of Iowa

925 SE Gateway Drive, Grimes

(515) 986-5746

visionbank.com

Vision One Credit Union

(916) 363-4293

visionone.org

Walker State Bank

116 Greene St., Walker

(319) 448-4317

walkerbank.com

Washington State Bank

134 Main St., Columbus Junction

(319) 728-2436, washsb.com

Wells Fargo Bank NA

(800) 869-3557

wellsfargo.com

West Bank

1601 22nd St., West Des Moines

(515) 222-2300

westbankstrong.com

Westside State Bank

401 First St., Westside

(712) 663-4322

wsbankonline.com

West Town Bank & Trust

(708) 447-3330

westtownbank.com

Winona National Bank

(507) 454-8800

winonanationalbank.com

Participating 

Certified 

Development 

Companies

Black Hawk Economic 

Development Inc.

Executive Director Stephen A. Brustkern

1001 Peoples Square, Waterloo

(319) 235-2960

bhed.org

Corporation for Economic 

Development in Des Moines

Executive Director & Secretary

Terrance N. Vorbrich

400 Robert D Ray Drive, Des Moines

(515) 283-4017, ceddm.com

Iowa Business Growth Co.

President Dan Robeson

5409 NW 88th St., suite 100, Johnston

(515) 223-4511

iowabusinessgrowth.com
 45

Siouxland Economic Development Corp.

Loan Manager Jackie Nohr, 617 Pierce St., suite 202,

Sioux City, (712) 279-6430

siouxlandedc.com

ECIA Business Growth Inc.

President& COO Matt Specht, 7600 Commerce Park, Dubuque

(563) 556-4166

eciabusinessgrowth.com

Prairieland Economic Development Corp.

President/CEO Ann Peterson

(800) 507-9003 or 

(507) 836-6656

prairielandedc.com

Small Business Growth Corp.

President Douglas L. Kinley

(217) 787-7557 or 

(800) 577-2772

growthcorp.com

Dakota Business Finance

Senior Loan Officer Jessica Evans

500 N. Western Ave., suite 100, Sioux Falls

(605) 367-5353

dakotabusinessfinance.com

Minnesota Business Finance Corp.

Vice President Michelle Mueller

(612) 746-6905, mbfc.org

Participating SBA 

Microlenders

Iowa Foundation for Microenterprise 

& Community Vitality

Loan Administrator 

Craig Downs

915 Eighth St., suite 205, Boone

(515) 212-0182

cdowns@iowamicroloan.org

iowamicroloan.org

Siouxland Economic Development Corp.

Loan Manager Jackie Nohr

617 Pierce St., suite 202, 

Sioux City

(712) 279-6430

jackie@siouxlandedc.com

siouxlandedc.com
46

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
 47

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
48

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 aboutthe 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 meettheir 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
 49

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
50

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.

After the flood, Ember continued to 

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
 51

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.

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 orrenters

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
52

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
 53

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
54

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
 55

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
56

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. 
 57
58

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
 59

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 about

the 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:

• Qualify as a small business which is unconditionally owned and controlled by one or 

more socially and economically 

disadvantaged people of good character

Glenn Davis, an 8(a) program graduate, 

operates BranCore, a consulting 

business, out of Richmond, Virginia.

CONTRACTING
60

• 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, AlaskaNatives,NativeHawaiians,

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 not

thatthey 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) sole-source 

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.

CONTRACTING

• 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.

Hops and Scotch owners 

David Ng and Darren Tow 

grew their business in 

Brookline, Massachusetts 

with the help of an SBAguaranteed loan.
 61

Women-Owned Small 

Business Certification

If you're a woman proprietorlooking to sellto the federal government,

you may be eligible forthe 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 

conductlong-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

Procurement 

Technical 

Assistance 

Centers

Businesses that want to sell products 

or services to federal, state, or 

local governments receive oneon-one counseling and training at 

Procurement Technical Assistance 

Centers, free or low cost.

How can a procurement assistance 

center help you?

»A center adviser can help you 

determine if your business is ready 

for government contracting.

»An adviser can help you register in 

the System for Award Management 

(sam.gov).

»Your adviser will help you see 

if you are eligible for any small 

business certifications and 

programs.

Iowa Center for Industrial Research 

and Service Procurement Technical 

Assistance Center

1805 Collaboration Place #2300, Ames

(515) 294-3420, ciras.iastate.edu

SBA Procurement Center 

Representatives

Deborah Crumity, PCR (Eastern Iowa)

1 Rock Island Arsenal

Building 350, room 323

Rock Island, IL 61299

(309) 782-5734

deborah.crumity@sba.gov

Charles Mason, PCR (Western Iowa)

10675 Bedford Ave., suite 100

Omaha, NE 68134

(402) 221-7206

charles.mason@sba.gov
62

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 takeadvantage 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.
 63

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 thePCRin 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 59) 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
64

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 itthe 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.Hawaiitops 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
 65
66