1

Small Business

resource guide

MASSACHUSETTS EDITION 2019

How To 

Grow 

Your

BUSINESS

in Massachusetts 
2
 3

CONTENTS

Funding 

Programs 

36 National Success Story

With the help of a 7(a) business 

acquisition loan of $1.1 million, 

Mark Moralez and John Briggs 

purchased Printing Palace in 

Santa Monica becoming small 

business owners.

39 Need Financing?

40 SBA Lenders 

48 Financing 101

49 Assistance with Exporting

50 Investment Capital

51 Federal Research 

 & Development

52 National Success Story

Forest Lake Drapery and 

Upholstery Fabric Center in 

Columbia, South Carolina, 

rebounds thanks to an SBA 

disaster assistance loan.

54 National Success Story

Three Brothers Bakery weathers 

two hurricanes with the help of the 

SBA’s disaster assistance program.

56 SBA Disaster Loans

57 How to Prepare Your 

 Business for an 

 Emergency

58 Surety Bonds

Contracting 

60 National Success Story

Evans Capacitor Co. of Rhode 

Island, a leading manufacturer of 

high-energy density capacitors, 

gains contracting success with 

SBA assistanced.

62 Government Contracting

64 SBA Contracting Programs

65 Woman-Owned Small 

	 	 Business certification

Local Business 

Assistance 

8 National Success Story

Rebecca Fyffe launched Landmark 

Pest Management with the help 

of the SBA-supported Women’s 

Business Development Center.

11 Local SBA Resource 

 Partners

13 Your Advocates

14 How to Start a Business

22 8 Tips for Building Your 

 Support Network

23 Cybersecurity Essentials 

 for Small Businesses

25 Write Your Business Plan

28 Find an EIN

29 10 Steps to Start 

 Your Business 

30 Programs for 

 Entrepreneurs

31 Programs for Veterans

33 Local Success Story

The SBA helps Julia Sweet as 

she supports her community by 

developing workers for the 

job market.

 ON THE COVER Julia Sweet, photo 

courtesy of Gilded Tomato Co.

Massachusetts 2019
4

To schedule a meeting or to learn more, contact 

Buddy Butler at buddy@newsouthmediainc.com

or call 304.615.9884.

We have all heard the phrase “content is 

king.” Creating rich, engaging, and inspiring 

content differentiates your brand in the 

marketplace. But who has time to focus on 

anything other than running their business?

Narrative works with you to develop 

the tools to tell your story across all 

media platforms. Powerful and authentic 

storytelling helps you stand out. It inspires 

action. It creates an emotional impact and 

forges enduring relationships. It separates 

you from the competition.

Let us help 

give voice 

to your 

story.

SCOPE OF SERVICES

Brand Voice

Articles

Blogs

Website Content

Social Media Posts

Email Content

Brochures

Catalogs

Visitor Guides

Books

Copywriting

Photography

Videos
 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

Hayley Richard, hayley@newsouthmediainc.com

OPERATIONS MANAGER

Holly Leleux-Thubron, holly@newsouthmediainc.com

ADVERTISING SALES DIRECTOR 

Heather Mills, heather@newsouthmediainc.com

ADVERTISING SALES 

Sandy Burky, Kelley McGinnis, Bryson Taylor

sba@newsouthmediainc.com

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.
 7

District Director Letter

Welcome to the 2019 edition of the U.S. Small Business 

Administration’s Massachusetts District Office Small Business 

Resource Guide. Massachusetts is home to 652,661 small 

businesses, and nearly all of them are eligible for SBA assistance, according 

to our SBA Office of Advocacy. The SBA Massachusetts District Office can 

connect you with a dedicated network of resource partners, community 

collaborators, city and state agencies--all working together to help small 

businesses start, grow, expand, and recover after a disaster. This last year, 

our district office empowered the state’s small businesses to:

• Receive small business financing with the help of an SBA guarantee or 

SBA support. Our 7(a), 504, and microloan programs helped 2,498 small 

businesses obtain $754 million total in SBA-backed financing. If you’re 

interested in SBA-backed international trade loans, the Massachusetts 

Export Center can help you to finance the deal and find new markets. 

Give the SBA’s Lender Match tool a try at sba.gov/lendermatch. This online 

tool connects small business owners and entrepreneurs with lenders 

interested in working with you.

• Get strategic business planning assistance by meeting one-on-one 

with our dedicated network of business advisers, including SCORE 

chapters, the Center for Women & Enterprise, Massachusetts Small 

Business Development Centers, and the Veterans Business Outreach 

Center. For assistance in going global, reach out to the SBA export 

trade finance manager at the Massachusetts Export Center.

• Explore ways to increase revenue by selling your goods and services 

to the government at the local, state or federal level. SBA certification 

programs help small businesses better compete in the public 

sector. SBA contracting experts help you navigate the process and 

succeed. Visit certify.sba.gov or schedule a free consultation with a 

Procurement Technical Assistance Center representative near you.

Sign up for SBA event updates at sba.gov/ma or follow us on Twitter @SBA_MA. 

Attend workshops, networking and matchmaking events, or online events. 

We want to be your small business go-to 

resource and help you to become our next 

Massachusetts small business success story!

Sincerely,

Robert Nelson

District Director

SBA Massachusetts District Office

District Director

Robert H. Nelson

(617) 565-5561

rhnelson@sba.gov

Deputy District Director

David Polatin

(617) 565-5562

david.polatin@sba.gov

Springfield Branch 

Manager

Oreste Varela

(413) 785-0484

oreste.varela@sba.gov

Lead Business 

Opportunity 

Specialist & Economic 

Development Specialist

Nadine Boone

(617) 565-8514

nadine.boone@sba.gov

Lead Lender 

Relations Specialist

Ili Spahiu

(617) 565-5569

ili.spahiu@sba.gov

Lender Relations 

Specialist

Carlos Hernandez

(617) 565-5565

carlos.hernandez@sba.gov

Daniel Martiniello

(617) 565-5577

daniel.martiniello@sba.gov

Business Opportunity 

Specialist

Terry Mooers

(617) 565-5604

theresa.mooers@sba.gov

Susan Lourie

(617) 565-5560

susan.lourie@sba.gov

Economic Development 

Specialist

Lisa Gonzalez Welch

(617) 565-5588

lisa.welch@sba.gov

Economic Development 

Specialist & Public 

Information Officer

Norman Eng

(617) 565-8510

norman.eng@sba.gov

District Counsel

Casey A. Sieck

(617) 565-8411

casey.lyonssieck@sba.gov

General Attorney

Alix Howie

(617) 565-5625

alix.howie@sba.gov

SBA Massachusetts District Office

10 Causeway St., room 265

Boston, MA 02222

(617) 565-5590

sba.gov/ma

@SBA_MA

Springfield Office

Scibelli Enterprise Center

1 Federal St.

Springfield, MA 01109

(413) 785-0484
8

How SBA-backed loans helped 

one woman turn a flagging pest 

control business into an

ever-expanding enterprise.

LOCAL BUSINESS 

ASSISTANCE

written by Zack Harold

Bitten 

by the 

Business 

Bug

LANDMARK PEST MANAGEMENT
 

9

Rebecca Fyffe first worked at ABC Humane 

Wildlife Control & Prevention Inc., a pest 

control business in suburban Chicago, 

Illinois, for a college summer job. She 

was on a different career path when she 

got a call from her old employer. The president of ABC 

needed to take a medical sabbatical, and the company 

wanted Fyffe to take over in his absence. Fyffe had 

studied public policy, pre-law, and epidemiology in 

addition to university-level research on pesticides. Not 

content with just keeping the seat warm, Fyffe began 

making improvements to the company’s operations 

during her year at the helm. “Because of that I was 

made CEO,” she says. That was in 2001. Fyffe was just 

25 years old, the youngest pest control company CEO in 

the nation and one of only a few women in a business 

dominated by men.

She continued to look for ways to grow the company. 

At the time, ABC focused its efforts solely on nuisance 

wildlife control. Fyffe saw a lucrative opportunity in 

urban bird management. She had long been concerned 

about pigeons. Growing up, one of her young cousins 

contracted encephalitis from pigeon droppings, which 

led to epilepsy, blindness, and eventually death. Fyffe 

studied the birds and how to mitigate their threat, 

which brought her to the conclusion that improvements 

could be made in urban pigeon control. She found more 

effective solutions were needed to make the mitigation 

material more durable for city use. Fyffe knew she could 

do better, but to get the new venture off the ground, 

ABC needed to borrow money to invest in training, 

equipment, and insurance. The company was hesitant to 

take on the financial risk, so Fyffe offered an alternative 

solution: allow her to launch a new company that would 

specialize in pigeon management. She would run that 

company in addition to her duties at ABC. 

She launched Landmark Pest Management in 2010 

with four employees. Fyffe still needed to borrow money, 

which would be more difficult now that she didn’t have 

an established business standing behind her. Thanks 

to workshops hosted by the SBA-supported Women’s 

Business Development Center, Fyffe applied for an SBAbacked 7(a) loan through Chase Bank. A conventional 

loan would have allowed her to mortgage the warehouse 

facility she needed, but nothing more.

“We would have maxed out our ability to borrow," Fyffe 

says. "That would not have worked for our business.” 

Because of SBA backing, Chase was willing to offer Fyffe a 

larger line of credit, which allowed her to get the warehouse 

as well as the uniforms, tools, and materials she needed. 

“We couldn’t have done it without the SBA,” she says.

Landmark established its reputation from its first 

contract, installing netting on a bridge project in Chicago. 

This bridge became the Chicago Transit Authority’s 

showpiece for bird control. Within two years, Landmark 

was one of the main companies providing bird deterrent 

systems in Chicago. Fyffe used the money she made to 

purchase ABC and merge the two companies in 2012.

LANDMARK PEST MANAGEMENT LANDMARK PEST MANAGEMENT

LOCAL BUSINESS ASSISTANCE
10

LOCAL BUSINESS ASSISTANCE

SBA Resource 

Partners

No matter your industry, location, or experience, if you have a dream, the 

SBA is here to help you realize it. Our SBA Resource Partners extend our reach, 

offering free or low-cost mentoring, counseling, and training to help you startup and thrive at all stages of the business life cycle.

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

and increased growth thanks to SCORE, the nation’s largest network of volunteer 

business mentors. These business executives share real-world knowledge for no 

cost and to fit your busy schedule. 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

Realize your dream of business ownership and then remain competitive in an 

ever-changing global economy with assistance from your local SBDC. Access 

free or low-cost one-on-one counseling and training on topics like marketing, 

regulatory compliance, technology development, and international trade. 

Connect with an SBDC adviser at sba.gov/sbdc.

SMALL BUSINESS DEVELOPMENT CENTERS

Women entrepreneurs receive essential business training from this national 

network of community-based centers. Each center tailors its services to help 

you navigate the challenges women often face when starting or growing their 

business. For your nearest Women’s Business Center, visit sba.gov/women.

WOMEN’S BUSINESS CENTERS

Veteran and military entrepreneurs receive business training, counseling and 

mentoring, and referrals to other SBA Resource Partners at a Veterans Business 

Outreach Center, sba.gov/vboc. These are also the places to receive procurement 

guidance, which can help your business better compete for government contracts. 

VBOCs also serve active duty service members, National Guard or Reserve 

members, veterans of any era, and military spouses.

VETERANS BUSINESS OUTREACH CENTERS

The company has grown to 85 

employees with 50 trucks on the 

road every day, working alongside 

the biggest construction firms 

in the country. Still, Fyffe 

challenges herself by finding 

ways to expand the company. In 

addition to its work in Illinois, 

Landmark does business in 

Michigan, Indiana, and Missouri. 

Fyffe is considering expansion to 

California and New York.

Landmark has continued to use 

its science-based methodology 

and proprietary technology 

to expand its offerings. The 

company is a leader in bedbug 

science, pioneering a special 

DNA test to detect infestations 

with a relatively small sample. 

Fyffe’s team is also testing a new 

nontoxic fungi spore that could 

be used to kill the pests. The 

company’s fastest growing sector 

is food production applications. 

Inspectors shut down factories 

if they find a pest, even if the 

animal has already been caught in 

a trap. Fyffe’s company developed 

a trap that is equipped with 

sensors that allow Landmark to 

dispatch technicians as soon as a 

pest is captured. Although Fyffe 

has used conventional loans for 

these expansions, she credits her 

first SBA-backed loan and her 

Women’s Business Development 

Center guidance with teaching 

her how to craft a growth plan 

and pitch ideas to lenders.

“We might not have been able 

to access that without the SBA,” 

she says.

We couldn’t 

have done it 

without the 

SBA.”

Rebecca Fyffe

Founder

Landmark Pest Management

There are more than 

300 SCORE chapters

980 Small Business Development Centers

100 Women’s Business Centers

20 Veterans Business Outreach Centers
 11

LOCAL BUSINESS ASSISTANCE

SCORE

Visit sba.gov/score to start working on your business goals.

Greater Boston Chapter 20

SBA Massachusetts District Office

10 Causeway St., room 265

Boston

(617) 565-5591

boston.score.org

Arthur and Sandra Johnson, 

owners of 21 Short Stop in Georgia, 

received assistance from their 

local Small Business Development 

Center and SCORE chapter. 

Northeast Massachusetts Chapter 411

Lynn Area Chamber of Commerce

583 Chestnut St., unit 8

Lynn

(978) 922-9441

info@scorenemass.org

nemassachusetts.score.org

Cape Cod and the Islands Chapter 225

270 Communications Way, suite 5A

Hyannis

(508) 775-4884

capecodscore@verizon.net

capecod.score.org

Southeastern Massachusetts 

Chapter 422

Metro South Chamber of Commerce

60 School St.

Brockton

(508) 587-2673

sema.score.org

Western Massachusetts Chapter 228

Scibelli Enterprise Center

1 Federal St.

Springfield

(413) 785-0314

contact.0228@scorevolunteer.org

westernmassachusetts.score.org

Worcester Regional Chapter 173

Worcester Regional Chamber of Commerce

446 Main St., suite 200

Worcester

(508) 753-2929

info@scoreworcester.org

worcester.score.org

Rhode Island Chapter

Serving Fall River & New Bedford

SBA Providence District Office

380 Westminster St., suite 511

Providence, RI

(401) 226-0077

ri.score.org

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

cooperative agreements or grants.

Our Local SBA 

Resource Partners
12

LOCAL BUSINESS ASSISTANCE

Small 

Business 

Development 

Centers

Berkshire 

Regional Office

33 Dunham Mall, suite 103

Pittsfield

(413) 499-0933

msbdc.org/berkshire

Central 

Regional Office

Clark University

The Carriage House

125 Woodland St.

Worcester

(508) 793-7615

clarku.edu/offices/sbdc

Northeast 

Regional Office

Salem State University

Enterprise Center

121 Loring Ave., suite 310

Salem

(978) 542-6343

sbdc.salemstate.edu

Southeast 

Regional Office

200 Pocasset St.

Fall River

(508) 673-9783

msbdc.org/semass

Western Regional Office

Scibelli Enterprise Center

1 Federal St., building 101

Springfield

(413) 577-1768

msbdc.org/wmass

Massachusetts 

Export Center

State Transportation Building

10 Park Plaza, suite 3730

Boston

(617) 973-6610

mass.gov/export

Veterans Business 

Outreach Center of 

New England

Veteran entrepreneurs or small business owners can receive business training, 

counseling and mentoring, and referrals to other SBA Resource Partners at 

a Veterans Business Outreach Center, sba.gov/vboc. This is also the place to 

receive procurement guidance, which can help your business.

Center for Women Enterprise

132 George M. Cohan Blvd.

Providence, RI

(844) 404-2171

info.vboc@cweonline.org

cweonline.org/vboc 

Women’s Business Centers

For your nearest Women’s Business Center, visit sba.gov/women.

Eastern Massachusetts 

Center for Women & 

Enterprise

24 School St., seventh floor

Boston

(617) 536-0700

info.easternma@cweonline.org

Central Massachusetts 

Center for Women & 

Enterprise

69 Milk St., suite 217

Westborough

(508) 363-2300

info.centralma@cweonline.org

O'Connor Belting, a Delaware 

family-owned business, 

expanded with the help of an 

SBA-guaranteed 7(a) loan.
 13

LOCAL BUSINESS ASSISTANCE

Advocacy

When you need a voice within the federal 

government for your interests as a small 

business owner, the SBA’s regional advocates 

are here to assist. The advocates analyze the 

effects of proposed regulations and consider 

alternatives that minimize the economic 

burden on small businesses, governmental 

jurisdictions, and nonprofits. Find your 

regional advocate at sba.gov/advocacy.

Your advocate helps with these small 

business issues:

» if your business could be negatively 

affected by regulations proposed by the 

government

» if you have contracting issues with a 

federal agency

» when you need economic and small 

business statistics

The SBA’s Office of Advocacy also 

independently represents small business and 

advances its concerns before Congress, the 

White House, federal agencies, federal courts, 

and state policy makers.

Ombudsman

Entrepreneurs who have an issue with an 

existing federal regulation or policy can 

receive assistance from the SBA’s national 

ombudsman.

The ombudsman’s office 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, sba.gov/ombudsman.

To submit a comment or complaint through 

the online form, visit sba.gov/ombudsman/

comments. Your concerns will be directed to 

the appropriate federal agency for review. The 

SBA will collaborate with you and the agency 

to help resolve the issue.

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 

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

independent voices for small business within the 

federal government.
14

LOCAL BUSINESS ASSISTANCE

The Startup Logistics

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

with many local, state, and federal regulations. Do not ignore regulatory 

details. You may avoid some red tape in the beginning, but your lack 

of compliance could become an obstacle as your business grows. 

Taking the time to research the applicable regulations is as important 

as knowing your market. Carefully investigate the laws affecting your 

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

lead to expensive penalties, and jeopardize your business.

The Commonwealth of Massachusetts website has a 

comprehensive Business Resources section to help guide you to 

starting a business, visit mass.gov. The Mass BizWorks program 

connects businesses to many money-saving services offered by the 

state at no-cost to businesses, visit mass.gov/mass-bizworks.

Market Research

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

and business data for your area using the Census Business 

Builder: Small Business Edition, https://cbb.census.gov/sbe. 

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

your potential customers, including consumer spending, and a 

summary of existing businesses, available as a map and a report. 

Business License & Zoning

Licenses are typically administered by a variety of state and local 

departments. It is important to consider zoning regulations when 

choosing a site for your business. Contact the local business 

license office where you plan to locate your business. You may not 

be permitted to conduct business out of your home or engage in 

industrial activity in a retail district.

» Office of Consumer Affairs and Business Regulation

(888) 283-3757 or (617) 973-8787

mass.gov/consumer 

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.

» Secretary of the Commonwealth

Corporations Division

McCormack Building

1 Ashburton Place, 17th floor

Boston

(617) 727-9640

www.sec.state.ma.us

COURTESY OF MELVILLE CANDY

How to Start a Business 

in Massachusetts

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

Gary & Joseph Melville, the father and son owners of Melville Candy, purchased the land and renovated their building in 

Randolph, MA with the help of an SBA-backed Certified Development Company loan, financed by Rockland Trust with 

support from the Granite State Economic Development Corp. Using hand-crafted family recipes developed 75 years ago, 

Melville Candy has survived recession and a stagnant manufacturing economy to now employ over 150 in a state-of-the-art 

factory. The Melvilles created 60 new positions when their 45,000-square-foot factory opened in 2018.
 15

LOCAL BUSINESS ASSISTANCE

An O'Fallon Casting Inc. Employee at 

work in O'Fallon, MO. Owner Vince 

Gimeno grew his business thanks to 

COURTESY OF SBA

expert SBA business counseling.

Taxes

As a business owner, you should know your federal tax responsibilities 

and make some basic business decisions to comply with certain tax 

requirements. The IRS Small Business and Self-Employed Tax Center, 

go.usa.gov/xPxYR, offers information on a variety of topics including: 

obtaining an Employer Identification Number, paying and filing 

income tax, virtual workshops, forms, and publications.

Whether you are a new or an experienced business owner, there are 

new tax law changes that may affect your business. As the IRS works to 

implement the Tax Cuts and Jobs Act, signed into law December 2017, 

you can access the latest information on irs.gov/tax-reform to better 

understand the new tax law implications and how they affect your 

bottom line.

» Tax Assistance Centers

Boston

JFK Federal Building

15 New Sudbury St.

(617) 316-2850

Brockton

120 Liberty St.

(508) 586-4671

Fitchburg

881 Main St.

(978) 342-0016

Hyannis

75 Perseverance Way

(508) 775-0029

Springfield

1550 Main St.

(413) 788-0284

Stoneham

1 Montvale Ave.

(781) 835-4350

Worcester

120 Front St.

(508) 793-8227

» State Taxes

Massachusetts Department of Revenue call center 

Monday-Friday 8:30 a.m.–4:30 p.m.

(617) 887-6367 or (800) 392-6089

Personal Income, Business, Corporate & Miscellaneous taxes

(617) 887-6367

District Office Counter Locations:

Monday-Friday 9 a.m.–5 p.m.

100 Cambridge St., second floor, Boston

218 S. Main St., Fall River

60 Perseverance Way, Hyannis

333 East St., Pittsfield

436 Dwight St., Springfield

67 Millbrook St., Worcester

Social Security

If you have any employees, including officers of a corporation 

but not the sole proprietor or partners, you must make periodic 

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

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

Administration for information, assistance and forms, socialsecurity.

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

seekers through the Social Security Number Verification Service.
16

LOCAL BUSINESS ASSISTANCE

Employment Eligibility Verification

The Federal Immigration Reform and Control Act of 1986 requires 

employers to verify employment eligibility of new employees. 

The law obligates an employer to process Employment Eligibility 

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

Service offers information and assistance through uscis.gov/i-9-

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

call (888) 464-4218 or e-mail I-9central@dhs.gov.

E-Verify, operated by the Department of Homeland Security 

in partnership with the Social Security Administration, 

electronically verifies the Social Security number and 

employment eligibility information reported on Form I-9. It’s 

the quickest way for employers to determine the employment 

eligibility of new hires. Visit e-verify.gov, call (888) 464-4218 or 

email e-verify@dhs.gov.

Employee Insurance

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

unemployment or workers’ compensation insurance for 

your employees. For health insurance options, call the Small 

Business Health Options Program at (800) 706-7893 

or visit healthcare.gov/small-businesses/employers.

» Department of Industrial Accidents workers’ 

comp online database

IT Unit Help Desk

1 Congress St., suite 100

Boston

(617) 727-4900 x7302

» Massachusetts Health Connector

(877) 623-6765

www.mahealthconnector.org

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.

» MA Department of Energy and Environmental Affairs

Environmental Engineer Jim Cain

(617) 626-1081

james.cain@state.ma.us

mass.gov/eea/ota

» U.S. Department of Agriculture

(413) 253-4300

rd.usda.gov

farmers.gov

» U.S. Fish and Wildlife Service

Northeast Regional Office

(413) 253-8200

fws.gov

Disability Compliance

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

669-3362 or visit ada.gov.

Child Support

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 > employer responsibilities. 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. Send questions 

to employerservices@acf.hhs.gov.

» Commonwealth of Massachusetts Child Support 

Enforcement Division

(800) 332-2733 or (617) 660-1234

Intellectual Property

Patents, trademarks, and copyrights are types of intellectual 

property that serve to protect creations and innovations. 

Intellectual property may be valuable assets for small businesses 

and entrepreneurs, and are important to consider in the 

development of any business plan.

Patents and Trademarks

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

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

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

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

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

patent 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.
 17

LOCAL BUSINESS ASSISTANCE

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. 

» State Registration of a Trademark

Secretary of the Commonwealth Corporations Division

McCormack Building

1 Ashburton Place, 17th floor

Boston

(617) 727-9640

corpinfo@sec.state.ma.us

Copyrights

Copyrights protect original works of authorship, including 

literary, dramatic, musical and artistic, and certain other 

intellectual works. Copyrights do not protect facts, ideas, and 

systems, although it may protect the way these are expressed. 

For general information contact:

» U.S. Copyright Office

U.S. Library of Congress

James Madison Memorial Building

101 Independence Ave. Southeast, Washington, DC

(202) 707-3000 or toll free (877) 476-0778

copyright.gov COURTESY OF THE SBA

Adriana Medina, owner of Fuerte 

Fitness, in Seattle, WA, received business 

counseling from a SCORE mentor and a 

Women’s Business Center adviser.

Small Business 

Assistance from 

Massachusetts State

Your small business can receive resources to grow and expand from the 

Massachusetts Office of Business Development, (617) 973-8600. Connect 

with a regional director for information on these state resources.

Western MA region

Debra Boronski

(413) 733-5357

debra.boronski@state.ma.us

Northeast MA region

Maria DiStefano

(978) 745-2387

maria.g.distefano@state.ma.us

Southeast MA region

Maria Marasco

(508) 730-1498

maria.marasco@state.ma.us

Central MA, MetroWest & Merrimack Valley regions

Peter Milano

(978) 970-1193

peter.milano-sea@state.ma.usi
18

LOCAL BUSINESS ASSISTANCE

Economic Development

1Berkshire

(413) 499-1600

1berkshire.com

Ascentria Care Alliance

ascentria.org

(774) 243-3100

Associated Industries of Massachusetts

(617) 262-1180

aimnet.org

Boston Planning & Development Agency

(617) 722-4300

bostonplans.org

bostonbusinessloans.org

The Capital Network

(781) 591-0291

thecapitalnetwork.org

City of Boston Mayor’s Office of 

Economic Development

(617) 635-0355

boston.gov/departments/

economic-development

Cooperative Fund of New England

(800) 818-7833

cooperativefund.org

Fairmount Innovation Lab

(617) 456-1131

fil594.org

Greater New England Minority 

Supplier Development Council

(617) 578-8900

gnemsdc.org

Harvard Innovation Lab

(617) 495-3677

i-lab.harvard.edu

Interise

(617) 350-6300

interise.org

Mass Challenge Inc.

(888) 782-7820

masschallenge.org

Massachusetts Manufacturing 

Extension Partnership

(508) 831-7020

massmep.org

Massachusetts Technology Collaborative

(508) 870-0312

www.masstech.org

MIT Enterprise Forum

(617) 475-8100

mitef.org

Roxbury Innovation Center

(617) 858-6462

roxburyinnovationcenter.org

Somerville Economic 

Development Division

(617) 625-6600 x2500

somervillema.gov

Springfield Office of 

Planning & Economic Development

(413) 787-6020

springfield-ma.gov

The Venture Forum

theventureforum.org

Venture Cafe Foundation

(617) 475-0711

vencaf.org

Worcester Division of 

Business Assistance

(508) 799-1400

worcesterma.gov

Reeves Clippard used the business 

knowledge he acquired in the SBA 

Emerging Leaders program to grow 

A/R Solar in Seattle, WA.COURTESY OF THE SBA
 19

LOCAL BUSINESS ASSISTANCE

Export 

Assistance

Massachusetts U.S. Export 

Assistance Center

(617) 565-4301

2016.export.gov/massachusetts

Massachusetts Export Center

(617) 973-8664

mass.gov/export

Massachusetts Office of 

International Trade & Investment

(617) 973-8543

mass.gov/moiti

Chambers of 

Commerce

Amherst area

(413) 253-0700

amherstarea.com

Arlington

(781) 643-4600

arlcc.org

Assabet Valley

(978) 568-0360

assabetvalleychamber.org

Bedford

(781) 275-8503

bedfordchamber.org

Southern Berkshire

(413) 528-4284

southernberkshirechamber.com

Blackstone Valley

(508) 234-9090

blackstonevalley.org

Brookline

(617) 739-1330

brooklinechamber.com

Burlington area

(781) 273-2523

burlingtonchamberofcommerce.org

Greater Boston

(617) 557-7310

bostonchamber.com

Cambridge

(617) 876-4100

cambridgechamber.org

Cape Ann

(978) 283-1601

capeannechamber.org

Cape Cod Canal region

(508) 759-6000

capcodcanalchamber.org

Cape Cod

(508) 362-3225

capecodchamber.org

Central Mass South

(508) 347-2761

cmschamber.org

Chatham

(508) 945-5199

chathamcapecod.org

Chicopee

(413) 594-2101

chicopeechamber.org

Corridor Nine area

(508) 836-4444

corridornine.org

Cranberry Country

(508) 947-1499

cranberrycountry.org

Eastham

(508) 240-7211

easthamchamber.com

East of the River 5

(413) 575-7230

erc5.com

Greater Easthampton

(413) 527-9414

easthamptonchamber.org

Fall River area

(508) 548-676-8226

fallriverchamber.com

Franklin County

(413) 773-5463

franklincc.org

Greater Gardner

(978) 632-1780

gardnerma.com

Greater Shelburne Falls area

(413) 625-2526

gsfaba.org

Harwich

(508) 432-1600

harwichcc.com

Greater Haverhill

(978) 373-5663

haverhillchamber.com

Holden area

(508) 829-9220

holdenareachamber.org

Greater Holyoke

(413) 534-3376

holycham.com

Hyannis area

(508) 362-5230

hyannis.com

Lexington

(781) 862-2480

lexingtonchamber.org

Greater Lowell

(978) 459-8154

greaterlowellchamber.org

Lynn

(781) 592-2900

lynnareachamber.com

Marlborough region

(508) 485-7746

Marlboroughchamber.org

Martha’s Vineyard

(508) 693-0085

mvy.com

Mashpee

(508) 477-0792

mashpeechamber.com

Massachusetts Chamber

(617) 512-9667

masscbi.com

Melrose

(781) 665-1522

melrosechamber.org

Merrimack Valley

(978) 686-0900

merrimackvalleychamber.com

Metro South

(508) 586-0500

metrosouthchamber.com

Metro West

(508) 879-5600

metrowest.org

Middlesex West

(978) 263-0010

www.mwcoc.com

Milford area

(508) 473-6700

milfordchamber.org
20

LOCAL BUSINESS ASSISTANCE

Nantucket Island

(508) 228-1700

nantucketchamber.org

Nashoba Valley

(978) 772-6976

nvcoc.com

Neponset Valley

(781) 769-1126

nvcc.com

New Bedford area

(508) 999-5231

newbedfordchamber.com

Greater Newburyport 

(978) 462-6680

www.newburyportchamber.org

Newton-Needham

(617) 244-5300

nnchamber.com

North Central Massachusetts

(978) 353-7600

northcentralmass.com

North Quabbin

(781) 249-3849

northquabbinchamber.com

North Shore

(978) 774-8565

www.northshorechamber.org

North Suburban

(781) 933-3499

northsuburbanchamber.com

Greater Northampton

(413) 584-1900

explorenorthampton.com

Orleans

(508) 255-1386

orleanscapecod.org

Peabody

(978) 531-0384

peabodychamber.com

Plymouth area

(508) 830-1620

plymouthchamber.com

Provincetown

(508) 487-3424

ptownchamber.com

Quaboag Hills

(413) 283-2418

qhma.com

Revere

(781) 289-8009

reverechamber.org

Salem

(978) 744-0004

salem-chamber.org

Sandwich

(508) 873-9755

sandwichchamber.com

Saugus

(781) 233-8407

sauguschamber.com

Michael Gutman & Yael Gutman grew New 

England Urgent Care in West Hartford, CT 

thanks to an SBA-backed 7(a) loan.COURTESY OF THE SBA

Springfield region

(413) 787-1555

myonlinechamber.com

Somerville

(617) 776-4100

somervillechamber.org

South Shore

(617) 479-1111

southshorechamber.org

Stoneham

(781) 438-0001

stonehamchamber.org

Stoughton

(781) 297-7450

Taunton area

(508) 824-4068

tauntonareachamber.org

Tri-Town

(508) 339-5655

www.tri-townchamber.org

United region

(508) 222-0801

unitedregionalchamber.org

U.S.–Eastern region

(401) 831-8885

uschamber.com

Wachusett

(978) 368-7687

wachusettareachamber.org

Waltham West Suburban

(781) 894-4700

walthamchamber.com

Wellesley

(781) 235-2446

wellesleychamber.org

Greater Westfield

(413) 568-1618

westfieldbiz.org

West of the River

(413) 426-3880

ourwrc.com

Williamstown

(413) 458-9077

williamstownchamber.com

Winthrop

(617) 846-9898

winthropchamber.com

Worcester region

(508) 753-2924

worcesterchamber.org

Yarmouth area

(508) 778-1008

yarmouthcapecod.com
 21

LOCAL BUSINESS ASSISTANCE
22

LOCAL BUSINESS ASSISTANCE

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.

7Professional 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.
 23

LOCAL BUSINESS ASSISTANCE

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
24
 25

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
26

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

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

financing from traditional sources.

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

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

most sense for your business and your needs. Traditional business 

plans use some combination of these nine sections.

Executive Summary

Briefly tell your reader what your company is and why it will be successful. Include your mission statement, your product or service, and 

basic information about your company’s leadership team, employees, and location. You should also include financial information and 

high-level growth plans if you plan to ask for financing.

Company Description

Use your company description to provide detailed information about 

your company. Go into detail about the problems your business 

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

Explain the competitive advantages that will make your business 

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

boast about your strengths.

Market Analysis

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

market. Competitive research will show you what other businesses are 

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

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

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

Organization and Management

Tell your reader how your company will be structured and who 

will run it.

Describe the legal structure of your business. State whether 

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

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

a sole proprietor or LLC.

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

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

CVs of key members of your team.

Service or Product Line

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

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

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

explain it in detail.

Marketing and Sales

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

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

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

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

so make sure to thoroughly describe your complete marketing and 

sales strategies.

Funding Request

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

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

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

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

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

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

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

bills until revenue increases. Always include a description of your 

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

business.

Financial Projections

Supplement your funding request with financial projections. Your 

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

a financial success.

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

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

make sure to list it now.

Provide a prospective financial outlook for the next five years. 

Include forecasted income statements, balance sheets, cash flow 

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

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

to your funding requests.

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

story of your business. 

Appendix

Use your appendix to provide supporting documents or other materials 

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

patents, legal documents, and other contracts.

• Executive summary

• Company description

• Market analysis

• Organization and 

management

• Service or product line

• Marketing and sales

• Funding request

• Financial projections

• Appendix

TRADITIONAL 

BUSINESS PLAN FORMAT

TRADITIONAL BUSINESS PLAN CHECKLIST 

LOCAL BUSINESS ASSISTANCE
 27

Want to see 

an example 

of a business 

plan? 

View examples of both 

business plan formats at 

sba.gov/business-guide/

plan/write-your-businessplan-template

If you fail to plan, you 

are planning to fail.”

Benjamin Franklin

• Key partnerships

• Key activities

• Key resources

• Value proposition

• Customer relationships

• Customer segments

• Channels

• Cost structure

• Revenue streams

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

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

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

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

visualizing tradeoffs and fundamental facts about your company.

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

is the Business Model Canvas, developed by Alex Osterwalder. You can search the web to find free 

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

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

Key Partnerships

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

suppliers, manufacturers, subcontractors and similar strategic partners.

Key Activities

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

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

Key Resources

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

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

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

and HUBZone–certified businesses.

Value Proposition

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

to the market.

Customer Relationships

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

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

Customer Segments

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

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

Channels

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

of channels and optimize them over time.

Cost Structure

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

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

Revenue Streams

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

list them all.

LEAN STARTUP PLAN FORMAT

LEAN STARTUP PLAN 

CHECKLIST 

LOCAL BUSINESS ASSISTANCE
28

LOCAL BUSINESS ASSISTANCE

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 

Identification Number, 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 taken over by one of the owners to 

then operate 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
 29

LOCAL BUSINESS ASSISTANCE

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 plan will 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 more ways than ever to 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 brickand 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.

8 Get 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.

9 Apply 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.
30

Find free short 

courses and 

learning tools 

to start and 

grow your small 

business at sba.

gov/learning. The 

SBA’s free Online 

Learning Center is a great 

resource for every entrepreneur, 

especially rural business owners 

looking for easy access to vital 

business training.

Courses include:

• writing your business plan

• small business legal requirements

• small business financing options

• digital and traditional marketing to 

win customers

• disaster recovery

• cyber security and crime prevention

Online 

Resources for 

Entrepreneurs

Business executives looking for their next educational opportunity will find it in the SBA’s 

Emerging Leaders program.

Participants in the intense seven-month Emerging Leaders entrepreneurship program 

are selected through a competitive 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 have reported gaining more 

than $300 million in new financing and securing over $2.16 billion in government contracts. 

For information about the Emerging Leaders program, visit sba.gov/emergingleaders.

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
 31

LOCAL BUSINESS ASSISTANCE

Need entrepreneurship training?

Entrepreneurship training is available through the SBA’s programs 

for veterans, sba.gov/veterans, at military installations around the 

world. These programs are open to active duty service members, 

those transitioning out of service, National Guard and Reserve 

members, veterans of all eras, and military spouses. 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, 

purchasing, or growing 

a small business.

Boots to Business is an entrepreneurial education and training 

program offered by the SBA as part of the Department of Defense’s 

Transition Assistance Program. Service members transitioning out of 

active duty and military spouses are eligible for Boots to Business.

During the course, you explore business ownership and other selfemployment opportunities while learning key business concepts. You 

will walk away with an overview of entrepreneurship and applicable 

business ownership fundamentals, including how to access startup 

capital using SBA resources. Boots to Business is conducted on all 

military installations that host the Transition Assistance Program, 

Programs 

for Veterans

both in and out of the contiguous United States.

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.

Register for either program at https://sbavets.force.com.

If you’re a service-disabled veteran or a spouse, the SBA’s ServiceDisabled Veteran Entrepreneurship Training Program provides guidance 

on starting or growing your small business, visit sba.gov/ovbd.

Interested in doing business with the government?

Veteran-owned and service-disabled veteran-owned small 

businesses interested in federal contracting opportunities 

can receive training through the Veteran Federal Procurement 

Entrepreneurship Training Program. This program is administered 

by the Veteran Institute for Procurement, which offers a platform 

with three training programs to assist veterans: VIP Start, VIP Grow, 

and VIP International.

» VIP Start is for companies wanting to enter the federal market 

and become ready for procurement. Nearly 200 veteran-owned 

businesses from 29 states plus Washington, DC have graduated 

from the program.

» VIP Grow is the core curriculum which assists companies in 

developing strategies to expand and operate within the federal 

marketplace. More than 700 veteran-owned businesses from 42 

states plus DC and Guam have graduated from this program.

» VIP International is for companies that want to enter or expand 

their federal and commercial contracting opportunities overseas.

Loan Fee Relief

To encourage lending to members of the military community who want 

to start or grow their business, the SBA reduces upfront guarantee fees 

on select loans. That means the cost savings will be passed down to 

you, the eligible veteran or qualifying military member. To learn more, 

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

Veterans Advantage program, sba.gov/loans.

Learn about the Service-Disabled Veteran-Owned 

Small Business certification program on page 65.

Have an employee who 

was called to active duty?

Ask your local SBA district office or lender about the 

Military Reservist Economic Injury Disaster Loan 

program. If you meet the eligibility requirements, 

you may receive funds that enable your business to 

meet ordinary and necessary operating expenses 

when an essential employee is called up to active 

duty in the military reserve.

Jack Goodison, a veteran, 

grew his business in North 

Kingstown, Rhode Island, 

J. Goodison Co., with the 

help of an SBA-guaranteed 

504 loan. 

Members of the military community can start and 

grow their small business with the help of SBA 

programs.
32

local success story

Julia Sweet

CEO, GILDED TOMATO CO.

Rehoboth, MA

Julia Sweet started her business by growing her own toppings for her pizzas, which she then sold from a food truck.

From there, Gilded Tomato Co. has grown into a socially conscious enterprise with its own product line. Julia’s commitment 

to farm-to-table catering started at her farm in Rehoboth, near the Massachusetts and Rhode Island border. The SBA and 

other local business entities have been there for Julia as she supports the community. Julia helps develop workers for the job 

market, taking on students from the Johnson & Wales University College of Culinary Arts. She developed her line of Gilded 

Tomato pizza doughs with local ingredients thanks to expert business advice from the local, state, and federal level. Using 

spent grain, a beer after-product rich in fiber, protein and nutrients, Gilded Tomato offers four specialty pizza doughs and 

wood-fired beer pretzels sold in restaurants, sports bars, breweries, and hotels.

• What challenge did you have? My first five years in business were challenging because I was a seasonal business, as 

most farms are, and I had to struggle to maintain profitability. I was always looking for new ways to generate revenue. I 

finally found that with help from my business mentors.

• What was the SBA solution? I adapted my business plan for year-round solvency thanks to expert counselors at the 

Rhode Island Center for Women & Enterprise and the University of Rhode Island Small Business Development Center, 

both powered by the SBA. I’ve also been supported by the Ocean State Business Development, a certified development 

company, and the United States Department of Agriculture. Gilded Tomato net profits increased gradually; I reinvested 

for incremental growth. I discovered how to develop my own line of products while never cutting corners on quality. I 

was fortunate to have support from local economic development stakeholders. I was also helped along the way by key 

resources from both the Massachusetts and Rhode Island business communities.

• What benefit did this have for you? The SBA Resource Partner network allowed me to explore opportunities to grow 

my business. My local SBA district office guided me toward free assistance from other federal agencies, such as the 

USDA. I took advantage of programs for small rural businesses under the Farm Service Agency and Natural Resources 

Conservation Service. Thanks to this assistance, I’m building a sustainable year-round business. I also used the 

Environmental Quality Incentives Program, which helped lay the groundwork for building a high-tunnel system to extend 

my farming season year-round. I recommend other small business farmers connect with a Natural Resources Conservation 

Service field office representative.

• What’s your secret ingredient for business success? Many innovative and talented chefs guided me while I perfected 

my products. Chefs Ciril Hitz, Richard Miscovich, and Chef Val Molinelli of Johnson & Wales all helped in product formulation and wood-fired cooking. I’m also grateful to organizations like the Hope & Main nonprofit incubator program for 

getting me through the early stages. Social Enterprise Greenhouse gave my business a soul and guided me in becoming 

a socially conscious venture. Our business evolution often seems surreal to me. As a social enterprise, we feel wealthy 

beyond words, helping others as part of our model. Working in the gardens is an uplifting experience, as is primeval 

live-fire cooking in these clay ovens. I feel such joy in offering a wholesome, healthful meal to our customers.
 33

The SBA Resource 

Partner network 

allowed me 

to explore 

opportunities 

to grow my 

business.”

Julia Sweet

CEO, Gilded Tomato Co.

COURTESY OF GILDED TOMATO CO.
34

FACEBOOK BLUEPRINT

We’re Builders

at Heart

Building a successful business is no easy feat. You’re responsible for managing financing, cashflow, 

hiring, payroll, taxes—all of which are areas that are challenging enough on their own before you take 

into account the efforts required to find and retain profitable customers.

Whether your business is creating products or offering services, 

you’ll need to build your brand and find a way to reach your most 

valuable customers and prospects. 

Like you, we’re builders at heart. At Facebook, we’ve built a 

company that connects billions of people around the world. Our 

teams are constantly iterating, solving problems and working 

together to empower people to build community and connect to 

one another in meaningful ways. 

We’ve also built powerful tools that help millions of small 

businesses to expand their reach, find new customers, and 

subsequently drive transactions and build lasting

relationships with them. 

For example, Lloyd Taco, a food truck and restaurant company 

based in Buffalo, New York, built their business from scratch 

using a Facebook Business Page (and Page tools) as their go-to 

platform for engaging with the community. The actions they took 

on their page included announcing the truck’s whereabouts, 

managing promotions and communicating directly with 

customers. As of mid-2018, the company reported:

• 37% of new customers learned about Lloyd Taco from Facebook

• 42,000 people reached per week, on average

• 15 hours saved per week by prescheduling Facebook

post publishing

While it’s easier than ever before to make your small business 

brand big by leveraging mobile technology and social media, we 

know it can be daunting for entrepreneurs and owners who are 

not experienced digital marketers. 

That is why we created Facebook Blueprint—a global education 

program that offers free, self-paced courses (online and video). 

It will help you master the tools and create effective marketing 

on Facebook and Instagram. From Creating a Facebook Business 

Page to Audience Targeting to Campaign Measurement, there’s a 

course for everyone whether you’re a beginner or advanced.

ADVERTISEMENT
 35

FACEBOOK BLUEPRINT

3 Tips

for Building Your

Brand Online

Create a place for people to “meet your business” online

You can create your Facebook Business Page in minutes. It’s 

simple, free, and looks great on both desktop and mobile. 

Be sure to select the Page template and action buttons (e.g. Shop 

Now, Send a Message, Write a Recommendation) that make the 

most sense for your business.

Build an active and engaged audience for your business

Grow your audience by inviting people who may be 

interested in what you have to offer to like your Business 

Page. Your audience will likely consist of a wide variety of 

people — friends or family who are fans of your product/

content, potential customers, current customers and former 

customers. Posting on your Business Page is a great way to let 

your customers and fans know what your business is up to. 

Keep customers interested and engaged with product or service 

updates, special promotions, event notifications and more.

Manage many aspects of your business from your Page

In addition to posting, there are many more ways for you 

to use your Page to manage your business:

• Encourage customers to take specific actions - Drive 

more transactions with Page features tailored for 

your business type. For example, you can schedule 

appointments or take reservations, drive people to your 

website’s shop or donate page, or provide a link for your 

app or game to encourage people to download.

• Offer great customer service - People can communicate 

with your business through Messenger—it’s a familiar 

and convenient way to answer questions or help out a 

customer. You can even create and save responses to 

common inquiries to cut down on response time. 

• Post an open job - Reach qualified job candidates

where they’re already spending their time—on 

Facebook. You can post job opportunities on your 

Business Page for free.

• Share on offer - Create coupons and discounts right 

from your Page to let people know about specials and 

deals—it can help you re-engage existing customers and 

attract new ones.

• Promote an event - If you’re hosting an event for your 

business, you can use Facebook Events to spread the 

word. Share key details (time, location, etc.), increase 

attendance and sell tickets.

• Sell things on Marketplace - Connect your products 

and services to your local community by listing things to 

Facebook Marketplace. You can target buyers on the go 

with mobile-friendly listings.

https://fb.me/start-your-learning-here

Download and print your free ‘Grow 

Your Business’ digital infographic which 

provides a list of recommended online 

courses for 6 marketing challenges 

commonly faced by businesses.

Want to grow your

business but don’t

know where to start?

You’re building a business, which means you’re also building your brand. These days, the first place 

people look when learning more about a business is online, and having a Facebook Business Page

gives you a chance to make important information about your business easily accessible.

Here are 3 tips to set up your Facebook Business Page (and to make the most of Page tools) so you can be 

on your way to reaching your business goals.

ADVERTISEMENT

This is a paid advertisement. The inclusion of this paid 

advertisement in the SBA Small Business Resource Guide does 

not indicate SBA’s endorsement of the company, its owner, or its 

advertised products or services.

ADVERTISEMENT
36

FUNDING PROGRAMS

Financing Your Small Business

A Deal 

is Inked

An SBA loan helps these entrepreneurs succeed in the challenging 

printing market.

written by Pam Kasey

COURTESY OF J. EMILIO FLORES
 37

FUNDING PROGRAMS

When Mark Moralez’s employer, the 

owner of Printing Palace in Santa 

Monica, California, told him in 2014 

he’d found a buyer for the business, 

Moralez reacted with shock. “Why?” his boss asked. 

“Do you want to buy it instead?”

The idea surprised Moralez, but it was appealing. 

He’d been in the industry for more than 20 years and 

at Printing Palace for a decade. As general manager, 

he managed nine employees and took care of the 

business as if it were his own; many customers 

assumed he was the owner. He and his husband, 

John Briggs, discussed a possible purchase over 

lunch. “It wasn’t something I was looking to do, I 

was just trying to take control of my own destiny,” 

Moralez says. He was scared, but the couple decided 

to take the leap.

Moralez and Briggs visited their credit union and 

were quickly disappointed. The loan officer wouldn’t 

take the risk. “He decided that printing was a dying 

industry and there was no way he was going to fund 

us,” Moralez said.

In frustration, Moralez posted about the setback 

on Facebook. His social network came to his aid; 

the post got him the attention of an SBA Lender—as 

high up as the bank’s vice president, Mark Morales. 

This SBA Lender decided the couple deserved the 

chance, and Moralez and Briggs soon qualified for 

SBA funding. They received a 7(a) loan of $1.1 million 

toward the $1.4 million purchase, enabling Moralez 

and Briggs to buy Printing Palace in 2015.

It was a challenging time to invest in printing. 

“There were probably 20 printers in our area 10 years 

ago, and there are probably four now,” Moralez says. 

“The industry has changed a lot, even in the past 

three years. What used to be 20 to 30 percent of our 

business is now 50 to 60 percent, and that’s ondemand, digital, quick, turned around in a day.” The 

couple has met the challenge, giving up equipment 

they owned for five new digital printers they lease. 

They also added an architectural plan printer in 

response to frequent customer requests. “It’s not a 

huge moneymaker, but it meets demand and it’s a 

profitable unit,” Moralez says.

What sets Printing Palace apart in a changing 

industry is the shop’s commitment to customer 

service. “Everybody wants to do online printing,” he 

says. “What keeps us going, and we’re doing well, 

is that we cater to people who are frustrated with 

that—or who just want to come in and feel things 

and talk to somebody who’s knowledgeable about 

the product.” Printing Palace’s website touts its 

print-industry veterans who take pride in delivering 

jobs on time. Moralez and Briggs have earned high 

reviews online.

Moralez sought certification early on as an LGBTowned business. He serves as president of his local 

chapter of the Los Angeles Gay & Lesbian 

Mark Moralez believes that what sets Printing 

Palace apart in a changing industry is his talented 

work force and their customer service.

COURTESY OF J. EMILIO FLORES COURTESY OF J. EMILIO FLORES
38

FUNDING PROGRAMS

SBA-backed 

Loans

For small business owners and 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. If you are eligible and cannot 

obtain conventional financing with reasonable rates 

and terms, the SBA guarantee reduces a lender’s 

risk of loss in the event of a default on the loan. The 

guarantee is conditional on the lender following 

SBA program requirements. Just like with any other 

loan, you make your loan payments directly to your 

SBA Lender in accordance with your terms.

Lender Match

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.

Chamber of Commerce, giving Printing 

Palace prominence in a loyal market. 

“We’ve also done some charity work for 

Human Rights Campaign and Equality 

California, we’ve donated money and 

free printing. Those causes are near and 

dear to our hearts.”

At a time when print shops routinely 

struggle and fail, Printing Palace has 

secured its place. “Revenues have 

stayed steady,” Moralez says. “But we’ve 

streamlined everything, so we’re a lot 

more efficient and profitable than we 

were. In an industry that peaked 10 years 

ago and has slowly been in decline, the 

fact that we can stay where we are and 

make it profitable is a strong indication 

of how well we’re doing.”

The pressure is real. “Now everybody 

is relying on us, and the weight falls on 

my shoulders,” Moralez says. “It’s more 

work than I’ve ever done in my life, 

but it’s been a good thing. I’m glad we 

did it.”

For those seeking business financing, 

Moralez has this advice: do your research 

and find an SBA Lender who wants to 

work with you. “Then, go for it,” he says. 

“If it’s something you want to do and you 

have the skill to do it, you just have to 

jump in with both feet.”

If it’s 

something 

you want to 

do and you 

have the skill 

to do it, you 

just have to 

jump in with 

both feet.”

Mark Moralez

Owner

Printing Palace
 39

INTEREST RATE: prime + 6 percent

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

working capital

GUARANTEE: 75 to 90 percent

Microloan Program

Eligible businesses can startup and grow with working 

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

Borrow from $500 to $50,000 and access free business counseling 

from microlenders.

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 would like to 

purchase/renovate real estate or buy heavy equipment for your 

business, ask about the 504 loan program. It provides competitive 

fixed-rate mortgage financing through a 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, 20 or 25 year terms

TERMS: 20 or 25 years for real estate or long term equipment, 

10 years for general machinery and equipment

GUARANTEE: the 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 SBA’s Largest 

Financing Program 

If you’re unable to get conventional financing and you meet the 

eligibility requirements, you can use a 7(a) loan to buy real estate, 

equipment, or inventory for your small business. It may also be 

used for working capital, to refinance business debt or purchase a 

small business.

MAX LOAN AMOUNT: $5 million

INTEREST RATE: generally prime + a reasonable rate capped at 

2.75 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

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.

SBA Express Loan

Featuring a simplified process, these loans are 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

Financing for women, veterans, low-income borrowers, and minority 

entrepreneurs just starting up or in business for a few years. Receive 

free business counseling as you work with a community-based 

financial institution.

Visit your local SBA office or lender to learn about 

these funding options.

FUNDING PROGRAMS
40

FUNDING PROGRAMS

SBA Lenders

ABINGTON

Abington Bank

6 Harrison Ave.

(781) 878-0045

Frank Davis

ADAMS

Adams Community Bank

2 Center St.

(413) 749-1125

Donna Halton

AMESBURY

Provident Bank

5 Market St.

(978) 834-8561

Kendra Finch

ANDOVER

Northmark Bank

69 Park St.

(978) 475-5000

Dan Griffin

ARLINGTON

Cambridge Savings 

Bank

626 Massachusetts Ave.

(617) 575-8563

Jeff Hansel

Leader Bank

180 Massachusetts Ave.

(781) 641-7546

Patrick Daaboul

AUBURNDALE

Village Bank

319 Auburn St.

(617) 340-1209

John Tarpinian

BOSTON

Berkshire Bank

121 Congress St.

(781) 223-6141

Paul Kelly

Blue Hills Bank

1920 Centre St.

(617) 360-6599

Robert Landsvik

Boston Private Bank 

& Trust Co.

10 Post Office Square

(617) 912-4252

Anna Bautista

Brookline Bank

131 Clarendon St.

(617) 927-7961

Gretchen Annese

Cathay Bank

621 Washington St.

(617) 338-4700

Grant Pattison

The Cooperative Bank

40 Belgrade Ave.

(857) 203-9509

Miguel Rosado

Customers Bank

1 International Place

(781) 771-3919

Jennifer Mason

Eastern Bank

265 Franklin St.

(617) 897-1091

Charles Smith

First Priority Credit Union

100 Swift St.

(800) 949-7628 x1228

J. Eric Rich

JPMorgan Chase Bank

50 Rowes Wharf

(617) 428-2192

Claire Jin

OneUnited Bank

100 Franklin St

(617) 457-4400

Teri Williams

People's United Bank

1 Post Office Square

(617) 292-5111

John DeFranza

Radius Bank

1 Harbor St., 

suite 201

(215) 375-6434

Phil Winn

Santander Bank

28 State St.

(617) 861-7851

Meaghan Giansiracusa

TD Bank

200 State St.

(860) 757-5226

Jeffry K. Pierce

Wells Fargo & Co.

125 High St.

(857) 504-2403

Bob Beveridge

BRAINTREE

Liberty Bay CU

350 Granite St.

(617) 439-6575

Paul Gravellese

BRIDGEWATER

Bank of America

10 Mall Road

(617) 434-1005

Andreas Hirsemann

Bridgewater Credit Union

75 Main St.

(508) 279-2450

Natalie Began

BROCKTON

Crescent Credit Union

(508) 408-6322

Cheryl McCormick

HarborOne Bank

770 Oak St.

(508) 895-1291

Joan Richards

CAMBRIDGE

Cambridge Trust Co.

1336 Massachusetts Ave.

(617) 441-1451

Stephen Sall

East Cambridge 

Savings Bank

344 Cambridge St.

(617) 551-2420

Timothy E. Bombard

CANTON

Bank of Canton

490 Turnpike St.

(781) 830-6220

John Sharry

CHELSEA

Metro Credit Union

200 Revere Beach Parkway

(617) 889-7736

David Egan

CLINTON

Clinton Savings Bank

200 Church St.

(978) 365-3475

Leonard T. Anctil

Our participating SBA Lenders serve all Massachusetts unless otherwise noted. Banks are organized by 

the SBA liaison in that location.
 41

FUNDING PROGRAMS

COHASSET

Pilgrim Bank

40 S. Main St.

(781) 236-0908

Stephen K. Lucitt

DANVERS

NorthEast 

Community Bank

66 Elm St.

(978) 716-3225

Leonel Espinal

Dedham Institution 

for Savings

55 Elm St.

(781) 329-6700 x835

Robert Leary

DRACUT

Washington 

Savings Bank

100 Broadway

(978) 569-1505

Gerard Freschette

EASTHAMPTON

Easthampton 

Savings Bank

241 Northampton St.

(413) 779-2410

Sandra Brakey

EDGARTOWN

Martha's Vineyard 

Savings Bank

78 Main St.

(508) 627-4697

Philip Mercier

EVERETT

Eagle Bank

350 Broadway

(617) 394-3631

Derek Delaney

Everett 

Co-Operative Bank

419 Broadway

(617) 387-1110

Joe Keohane

FALL RIVER

BankFive

79 North Main St.

(774) 888-6315

Alicia Ambrose

Bristol County 

Savings Bank

215 Pleasant St.

(508) 678-1862

Joan Medeiros

St. Anne's Credit Union 

of Fall River

286 Oliver St.

(508) 991-4446

Gerald Rego

FITCHBURG

Rollstone Bank & Trust

780 Main St.

(978) 343-2168

Nicole Kalloch

Workers' Credit Union

815 Main St.

(978) 353-7176

William Mullin

FLORENCE

Florence Bank

85 Main St.

(413) 587-1724

Michael Davey

FRAMINGHAM

MutualOne Bank

160 Cochituate Road

(508) 532-8364

Andrew E. Zelman

FRANKLIN

Dean Bank

21 Main St.

(508) 528-0088

Judith Alfred

GARDNER

Athol Savings Bank

196 Timpany Blvd.

(978) 321-5017

Margarita Gutierrez

GFA Federal Credit Union

(978) 632-2542

Joan Moran

GLOUCESTER

BankGloucester

160 Main St.

(978) 675-9929

Mark Grenier

Cape Ann Savings Bank

109 Main St.

(978) 282-5732

Andrew Marques

GREAT BARRINGTON

Salisbury Bank & Trust

210 Main St.

(860) 596-2470

Joseph (Jody) Law

GREENFIELD

Greenfield 

Cooperative Bank

62 Federal St.

(413) 772-6140

Barb Campbell

Greenfield Savings Bank

400 Main St.

(413) 775-8153

A.J. Bresciano

HADLEY

UmassFive College FCU

200 Westgate Center Drive

(413) 256-5560

Jeffrey Simpson

HANOVER

Rockland Trust

2036 Washington St.

(781) 982-6546

Michael Savage

HANSCOM AFB

Hanscom Federal 

Credit Union

1610 Eglin St.

(781) 698-2186

Phil Purcell

HAVERHILL

Haverhill Bank

(978) 556-4273

James Henebry

Pentucket Bank

1 Merrimack St.

(978) 556-5447

Charles Walker

HOLYOKE

Holyoke Credit Union

490 Westfield Road

(413) 278-6860

James T. Wolohan

PeoplesBank

330 Whitney

(413) 493-8697

Meghan Gregoire Parnell

HYANNIS

Cape Cod Five Cents 

Savings Bank

171 Falmouth Road

(508) 247-2221

Andrew M. Foss

The Cooperative Bank 

of Cape Cod

695 Attucks Lane

(508) 568-1205

Karen Gallagher

IPSWICH

First Ipswich Bank

31 Market St.

(978) 356-8153

Paul Simms

LAWRENCE

Merrimack Valley 

Federal Credit Union

500 Merrimack St.

(978) 398-0725

Joanne Tercho

LEE

Lee Bank

75 Park St.

(413) 243-9295

Christopher Kinne
42

FUNDING PROGRAMS

LEOMINSTER

Fidelity Bank

9 Leominster Connector

(978) 870-1436

John Peculis

Leominster 

Credit Union

20 Adams St.

(978) 466-7215

Todd Sibley

LOWELL

Align CU

40 Market St.

(978) 275-2701

Ray Wrobel

Jeanne D'Arc 

Credit Union

581 Merrimack St.

(978) 323-4714

Janine Velazquez

Lowell Five Cent 

Savings Bank

34 John St.

(978) 441-6434

Antonio Mendieta

Sage Bank

15 Hurd St.

(978) 322-7043

Kathleen Connery

LUDLOW

LUSO FCU

599 East St.

(413) 589-9966

Hayley Jorge

LYNN

River Works CU

947 Western Ave.

(339) 883-9218

Jerry Dorr

MANSFIELD

Mansfield Bank

80 N. Main St.

508-851-3678

Mary Johnson

MARBLEHEAD

Marblehead Bank

21 Atlantic Ave.

(781) 631-5500

Mark Llewllyn

National Grand Bank 

of Marblehead

91 Pleasant St.

(781) 631-6000

Cynthia Latham

MARLBOROUGH

Digital Federal 

Credit Union

220 Donald 

Lynch Blvd.

(508) 804-9689

Angela M. Meany

Main Street Bank

81 Granger Blvd.

(508) 460-4154

Chris Berglund

St. Mary's Credit Union

46 Lizotte Drive

(508) 490-6779

Armand Fernandez

MEDFORD

Century Bank

400 Mystic Ave.

(781) 393-6058

Nancy Marsh

MEDWAY

Charles River Bank

70 Main St.

(508) 533-8661

Derek Plourde

MIDDLEBORO

Farm Credit East

(508) 946-4455

Cynthia Stiglitz

MILFORD

Milford Federal Savings 

& Loan Association

246 Main St.

(508) 381-5269

Shane Elder

MILLBURY

Millbury Federal 

Credit Union

50 Main St.

(508) 865-7614

Joe Ledoux

Millbury National Bank

18 Main St.

(508) 865-9521

John Latino

Millbury Savings Bank

109 Elm St.

(508) 581-6253

William Kerrissey

MONSON

Monson Savings Bank

197 Main St.

(413) 267-1205

Michael Rouette

NATICK

Middlesex Savings Bank

6 Main St.

(508) 315-5424

David Bennett

NEEDHAM

Needham Bank

1063 Great 

Plain Ave.

(781) 474-5435

Michael Semizoglou

NEWBURYPORT

Newburyport Five 

Cents Savings Bank

63 State St.

(978) 225-8740

Scott Eaton

NEWTON

East West Bank

2223 Washington St.

(617) 340 8313

Ricky Lam

NORTH 

MountainOne Bank

93 Main St.

(413) 663-2189

Steve Munger

NORTH BROOKFIELD

North Brookfield 

Savings Bank

35 Summer St.

(508) 867-0732

Rick Eagan

NORTH GRAFTON

Homefield Credit Union

86 Worcester St.

(774) 293-9233

Jennifer Marble

NORWOOD

Norwood Bank

11 Central St.

(781) 440-4272

John Galvani

OXFORD

Hometown Bank

31 Sutton Ave.

(508) 499-1886

Deanna Mills

PEABODY

North Shore Bank

248 Andover St.

(978) 538-7052

Phil Noto

PITTSFIELD

Greylock Federal 

Credit Union

150 West St.

(413) 236-4810

Tracy McConnell

Pittsfield 

Cooperative Bank

70 South St.

(413) 629-1603

Timothy Collins
 43

FUNDING PROGRAMS

NBT Bank

54 North St.

(413) 448-6162 x101

Kevin Bisaccio

PROVINCETOWN

Seamen's Bank

221 Commercial St.

(508) 487-0035 x1129

Beth Curtin

QUINCY

Webster Bank

475 Hancock St.

(617) 416-6567

Kathleen Kelly

RAYNHAM

Bridgewater Savings

756 Orchard St.

(508) 884-3348

Stephen Peck

READING

Reading Cooperative Bank

180 Haven St.

(781) 670-1805

Joseph Scurio

ROCKLAND

Rockland Federal 

Credit Union

241 Union St.

(800) 562-7328

Mark Skalla

ROWLEY

Institution for Savings

312 Haverhill Road

(978) 312-6810

Karl Wilson

SALEM

Beverly Bank

73 Lafayette St.

(978) 921-2397

Cathryn Kent

East Boston 

Savings Bank

10 Elm St.

(978) 977-6008

Josefina Silva

Salem Five Cents 

Savings Bank

210 Essex St.

(978) 720-5260

Toni Cronin

St Jean's Credit Union

370 Highland Ave.

(978) 219-1031

Jim Metcalf

SHARON

Sharon Credit Union

30 Pond St.

(781) 793-2778

Linda Fountain

SHREWSBURY

Central One Federal 

Credit Union

714 Main St.

(508) 841-0698

Mike Murphy

SOMERVILLE

Winter Hill Bank

342 Broadway

(617) 629-3333

Peter Majane

SOUTH EASTON

North Easton 

Savings Bank

20 Eastman St.

(508) 297-8012

Michael J. Carriero

SOUTHBRIDGE

Savers Bank

(508) 765-7389

John Fearing

Southbridge Credit Union

155 Main St.

(508) 909-7194

Jordan Hoy
44

FUNDING PROGRAMS

SPENCER

Cornerstone Bank

176 Main St.

(508) 885-5313

Steve Quink

SPRINGFIELD

Freedom Credit Union

1976 Main St.

(413) 355-5188

David Chase

Arrha Credit Union

145 Industry Ave.

(413) 732-9812

Allison Harland

KeyBank

225 Park Ave.

(781) 255-6547

John Figmic

United Bank

95 Elm St.

(413) 726-2327

Becky S. Elias

STONEHAM

Stoneham Bank

80 Montvale Ave.

(781) 481-5795

Michael Connelly

STOUGHTON

Envision Bank

10 Cabot Place

(781) 573-1356

Martie Dwyer

SWANSEA

BayCoast Bank

330 Swansea 

Mall Drive

(508) 235-9541

Timothy Cole

TAUNTON

Mechanics 

Cooperative Bank

308 Bay St.

(508) 884-2155

Joseph Baptista Jr.

Taunton FCU

14 Church Green

(508) 824-6466

Matthew Ledin

WAKEFIELD

MA Business 

Development

500 Edgewater Drive, suite 555

(781) 928-1133

Paul Flynn Jr.

The Savings Bank

357 Main St.

(781) 486-5309

Peter Johnston

WALPOLE

Walpole 

Co-Operative Bank

982 Main St.

(508) 660-6549

Tracy Murphy

WALTHAM

RTN Federal 

Credit Union

600 Main St.

(781) 736-9984

Timothy Brown

WARE

Country Bank for Savings

75 Main St.

(413) 277-2016

Andrew Sullivan

WELLESLEY

Wellesley Bank

40 Central St.

(781) 489-4537

Jon Barnes

WESTBOROUGH

Avidia Bank

100 E. Main St.

(978) 567-3669

Joseph Sova

WESTFIELD

Westfield Bank

141 Elm St.

(413) 564-2611

Thomas Cebula

WESTFORD

Enterprise Bank

237 Littleton Road

(978) 656-5630

David Brown

WEYMOUTH

Coastal Heritage Bank

195 Washington St.

(781) 796-6029

Mark A. D'Onofrio

Equitable Bank

744 Broad St.

(781) 927-1304

Michael Wilcox

South Shore Bank

1530 Main St.

(781) 682-3283

John Mannion

WHITMAN

Mutual Bank

570 Washington St.

(781) 524-5044

Daniel Trout

WOBURN

Northern Bank 

& Trust Co.

275 Mishawum Road

(781) 404-1935

Justin Thomas

Patriot Community Bank

237 Lexington St.

(781) 404-1207

Richard Archambault

WORCESTER

Bay State Savings Bank

28 Franklin St.

(508) 890-9043

Cheryl Begin

UniBank for Savings

24 Gold Star Blvd.

(508) 849-4346

Sean O'Connell

Webster First Federal 

Credit Union

271 Greenwood

(508) 671-5120

Jim Vasil

Webster Five Cents 

Savings Bank

100 Front St., 

suite 1900

(508) 438-4711

Robert Totaro

OUT OF STATE LENDERS

BankNewport

(401) 845-8731

Douglas Hanson

Bank of New England

(603) 894-5700

Bank Rhode Island

(401) 574-1657

Scott LaJoie

Business Lenders

(860) 244-9202

Penn Ritter

CEI 7(a) Financing

(207) 209-0294

Mary J. Childs-Mayer

Citizens Bank

(401) 468-6127

Gary Heidel

Coastway Community 

Bank

(401) 455-3200

Russell Gaston

First Citizens Federal 

Credit Union

(774) 628-7817

Wayne Carvalho

Home Loan and 

Investment Bank

(401) 773-9867

Jarred Burrell

Independence Bank

(401) 886-4600

Jennifer Hoffman-Brion
 45

FUNDING PROGRAMS

Newtek Small Business 

Finance Inc.

(212) 356-9510

Rob Rabuck

Washington Trust Co.

23 Broad St.

(401) 348-1396

Sandra L. Liese

Community 

Advantage 

Lenders

Accion USA

10 Fawcett St., 

suite 204

Cambridge

(617) 625-7080

us.accion.org

Cape & Islands 

Community 

Development Inc.

5 Shoot Flying 

Hill Road

Centerville

(508) 362-3755

coastalcommunitycapital.org

Common Capital Inc.

120 Maple St., fourth floor

Springfield

(413) 233-1680

common-capital.org

New Bedford Economic 

Development Council Inc.

1213 Purchase St., second floor

New Bedford

(508) 991-3122

nbedc.org

North Central 

Massachusetts 

Development Corp.

860 South St.

Fitchburg

(978)353-7600

northcentralmass.com

South Eastern Economic 

Development Corp.

80 Dean St.

Taunton

(508) 822-1020

seedcorp.com

Participating 

Certified

Development 

Companies

Bay Colony 

Development Corp.

230 Third Ave., 

first floor

Waltham

(781) 891-3594

baycolony.org

Coastal Community 

Capital

5 Shoot Flying 

Hill Road

Centerville

(508) 790-2921

coastalcommunitycapital.org

Granite State 

Development Corp.

(603) 436-0009

granitestatedev.com

New England Certified 

Development Corp.

500 Edgewater Drive, suite 555

Wakefield

(781) 928-1100

cdcnewengland.com

Ocean State Business 

Development Authority

Serving Bristol, Norfolk, and 

Worcester counties

(401) 454-4560

osbda.com

South Eastern Economic 

Development Corp.

80 Dean St.

Taunton

(508) 822-1020

seedcorp.com

Worcester Business 

Development Corp.

89 Shrewsbury St., suite 300

Worcester

(508) 755-5734

thewbdc.com
46

Participating 

Microlenders

Accion USA

10 Fawcett St., suite 204

Cambridge

(617) 625-7080

us.accion.org

Common Capital Inc.

Serving Berkshire, Franklin, Hampshire, 

Hampden, and parts of Worcester counties

120 Maple St., fourth floor

Springfield

(413) 233-1680

common-capital.org

Community Teamwork Inc.

Serving Essex and Middlesex counties

Merrimack Valley Small Business Center

165 Merrimack St.

Lowell

(978) 654-5673

commteam.org

Dorchester Bay Economic 

Development Corp.

Serving Dorchester, Roxbury, Mattapan, 

Hyde Park, Jamaica Plain, and Roslindale

594 Columbia Road, suite 302

Dorchester

(617) 533-9567

dbedc.org

Economic Development Industrial 

Corporation of Lynn

Serving the city of Lynn

Lynn City Hall

3 City Hall Square, room 307

Lynn

(781) 581-9399

ediclynn.org

Bristol County Economic 

Development Corp.

Serving the city of Fall River

139 S. Main St., suite 400

Fall River

(508) 324-2620

froed.org

Massachusetts Growth Capital Corp.

Schrafft’s City Center

529 Main St., suite 201

Charlestown

(617) 523-6262

massgcc.com

New Bedford Economic 

Development Council

Serving the city of New Bedford

1213 Purchase St., second floor

New Bedford

(508) 991-3122

nbedc.org

North Central Massachusetts 

Development Corp.

Serving Franklin, Worcester, and 

Middlesex counties

860 South St.

Fitchburg

(978) 353-7600

northcentralmass.com

South Eastern Economic 

Development Corp.

Serving Barnstable, Norfolk, Bristol, 

Plymouth, Dukes, and Nantucket counties

80 Dean St.

Taunton

(508) 822-1020

seedcorp.com

Small Business 

Investment 

Companies

PVP Fund I

1 Bank St.

Williamstown

(518) 720-3090

Russell Howard

russ@primary.vc

Crescent Direct Lending 

SBIC Fund

100 Federal St., 31st floor

Boston

(617) 854-1501

John Bowman

john.bowman@crescentcap.com

Gemini Investors

20 William St., suite 250

Wellesley

(781) 237-7001

III

David Millet

mkeis@gemini-investors.com

VI, V, IV

Matthew Keis

mkeis@gemini-investors.com

Lancet Capital 

Health Ventures

245 First St., suite 1800

Cambridge

(617) 444-8582

William Golden

wgolden@lancetcapital.com

Ticonderoga SBIC

25 Braintree Hill Park, suite 200

Braintree

(781) 416-3400

Craig Jones

cjones@ticonderogacap.com

Lineage Capital II

399 Boylston St., suite 450

Boston

(617) 778-0672

T. Parker

brook@lineagecap.com

Seacoast Capital 

Partners IV

55 Ferncroft Road, suite 110

Danvers

(978) 750-1300

Thomas Gorman

tgorman@seacoastcapital.com

Seacoast Capital 

Partners III

55 Ferncroft Road, suite 110

Danvers

(978) 750-1311

Thomas Gorman

tgorman@seacoastcapital.com

Long River Ventures III

7 N, Pleasant St., suite 2C

Amherst

(413) 587-2155

Tripp Peake

tpeake@longriver

ventures.com

Crystal Financial SBIC

2 International Place, 17th floor

Boston

(617) 428-8700

Ward Mooney

colin@crystalsbic.com

FUNDING PROGRAMS
 47
48

1 What do you need funding for?

What you need, when you need it!

Do you need help with your business plan or loan package?

Now that you have your business plan and 

loan package ready, contact an SBA Lender 

to see if you qualify! There are two options...

If so, SBA Resource Partners can help! Ask for a local list.

• Start or purchase a business

• Purchase, renovate or expand 

facilities

• Purchase inventory, 

equipment or machinery

• Revolving credit/working 

capital for day-to-day 

expenses

• Export a product or service

SBA’s SBIC Program could 

be a great option for you.

I need investors! I’m bidding on a

contract that requires

me to be bonded.

I need to research and

develop a business idea

for commercialization.

You may need the SBIR 

or STTR Program.

Ask for information on

SBA’s Surety Bond Program.

OPEN

CDC BANK

Check out Lender Match

(www.sba.gov/lendermatch) to 

search national SBA Lenders who 

may specialize in your industry 

or type of project.

Visit an active SBA Lender in

your area. Ask your nearest

SBA District Office for a list of

local SBA Lenders.

Be prepared to discuss:

• Size and purpose of your loan

• Size and age of your business

• Your credit history

• Collateral

• Financial projections

• Your technical assistance/

mentoring needs

Financing 101

A. B.

FUNDING PROGRAMS

2

3
 49

Small businesses can enter and excel in the 

international marketplace using State Trade 

Expansion Program grants and training. Visit 

sba.gov/internationaltrade to find out if 

your state is participating.

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

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: generally prime + a reasonable rate capped at 2.75 percent

Terms: up to 25 years for real estate, up to 10 

years for equipment

Guarantee: up to 90 percent

Ask your SBA Lender about the Export 

Express Loan for enhancing your export 

development.

Max loan amount: $500,000

Interest rate: typically not to exceed prime 

+ 6.5 percent

Terms: up to 25 years for real estate, up to 

10 years for equipment, up to seven years 

for lines of credit

Guarantee: up to 90 percent

Exporters looking to meet their short-term 

capital needs can use the Export Working 

Capital Program. Use this loan to purchase 

inventory to make the products you export 

or to finance receivables. You can apply for 

lines of credit prior to 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

Expert Advice on Exporting

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 your contact 

information and trade issue to international@sba.gov.

Find an SBA professional in one of the 21 U.S. Export Assistance Centers, 

sba.gov/tools/local-assistance/eac, located in most major metro areas. The 

centers are also staffed by the U.S. Department of Commerce and, in some locations, the Export-Import Bank of the United States and other public and private 

organizations. Also, visit your local Small Business Development Center (see page 8) 

for exporting assistance from professional business counselors.

STEP 2 FIND BUYERS

Assistance with 

Exporting

Businesses that export are less dependent on any one market. 

Exporting also broadens the market and stabilizes sales for those 

who make seasonal products.

FUNDING PROGRAMS
50

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. Investment 

companies with financing expertise in certain 

industry sectors receive 

SBA-guaranteed loans, 

which means the federal 

government is responsible 

in case of default. These 

investment companies use 

the SBA-guaranteed capital 

and private funds to invest 

in qualifying small businesses. Small businesses 

then receive a loan, equity 

(a share of ownership an 

investment company gets 

in a business), or a combination of both.

Mature, profitable 

businesses with sufficient 

cash flow to pay interest 

are more likely to receive 

an investment from an 

SBIC. Each one has its own 

investment profile in terms 

of targeted industry, geography, company maturity, 

the types and size of 

financing they provide.

Search the SBIC directory by visiting sba.gov 

and clicking on Funding 

Program and then 

Investment Capital.

Looking for investors? You might find leads in our Small Business Investment Company online directory.

FUNDING PROGRAMS
 51

R&D Opportunities for 

Next Gen Entrepreneurs

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

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. OUSA CHEA/UNSPLASH

ALEXANDRE DEBIÈVE/UNSPLASH

FUNDING PROGRAMS
52

FUNDING PROGRAMS DISASTER ASSISTANCE

After the 

Flood

A South Carolina fabric business rebounds bigger and 

better with the help of an SBA disaster loan.

written by Carlee Lammers

FOREST LAKE DRAPERY AND UPHOLSTERY FABRIC CENTER FOREST LAKE DRAPERY AND UPHOLSTERY FABRIC CENTER

COURTESY OF FOREST LAKE DRAPERY AND UPHOLSTERY FABRIC CENTER

After floodwaters devastated his family business, Michael 

Marsha visited the SBA and received something not many 

others could give him: security. Marsha is the owner and 

president of Forest Lake Drapery and Upholstery Fabric Center 

Inc. in Columbia, South Carolina. The fabric store started 

in 1964 as an offshoot of L.A. Marsha Textile Co., a closeout fabric store 

owned by his father and grandfather. Marsha took over the family business 

in 1990 and worked to grow it into something bigger. “I grew it slow," he 

says. "I didn’t borrow money. I just took the 

cashflow over the years and grew it into a big, 

big company. I didn’t really have a banker at 

all. I didn’t really need one." 

When catastrophic flooding hit South 

Carolina in October 2015, water destroyed 

Marsha’s entire fabric inventory and nearly 

destroyed the lower level of his store, wrecking 

structural havoc, tearing out sheetrock and 

destroying the carpeting. The damages came 

to about $1.4 million. Crews spent hours 

cleaning after the floods receded. All that was 

left of Marsha's business was a shell. 

He had to act fast. Marsha bought a space 

two doors down from his store. Marsha kept his 

inventory in the upper level of his original store 

and cut the fabric in his new space. Lenders 

made offers to help him rebuild, but Marsha 

wanted better terms. He was speaking to state 

officials about the flood when he met some SBA 

disaster assistance specialists.

Marsha recalled how he felt at the time: “I 

couldn’t crawl back into business, I needed to 

sprint back into business."

He received a low-interest, fixed-rate SBA 
 53

DISASTER ASSISTANCE FUNDING PROGRAMS

Working Together

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.

disaster loan for $735,000, which Marsha used 

to rebuild the property, replace inventory, and 

install storm shields to protect the property 

from future floods.

Forest Lake Fabrics reopened a year later and 

saw back-to-back months of record sales. He 

rebuilt even stronger and was excelling. SBA 

assistance didn’t stop with construction. Marsha 

still regularly consults with his local SBA district 

office staff for help with online marketing. 

“Not only does SBA disaster assistance lend you 

money, but local staff help me find out ways to 

make money to make sure I’m in a profitable 

situation to pay them back,” he says. “It’s 

security.”

Now, three years after the flood, Marsha is 

doing so well, the SBA recently presented him 

with the Phoenix Award for Outstanding Small 

Business in Disaster Recovery. “The SBA bent 

over backward to help me get back in business,” 

Marsha says. “I couldn’t have asked for a better 

situation. I really couldn’t.”

The SBA bent 

over backward 

to help me get 

back in business. 

I couldn’t have 

asked for a 

better situation. 

I really 

couldn’t.”

Michael Marsha 

Owner/President

Forest Lake Drapery and Upholstery 

Fabric Center

FOREST LAKE DRAPERY AND UPHOLSTERY FABRIC CENTER FOREST LAKE DRAPERY AND UPHOLSTERY FABRIC CENTER
54

FUNDING PROGRAMS DISASTER ASSISTANCE

T hree Brothers Bakery is no stranger to difficult 

times. The business got its start in Chrzanow, 

Poland in the early 1800s as Morris Jucker’s 

Bakery. Jucker’s twin boys, Sigmund and Sol, 

started out in the business in 1932 when a 

baker’s strike meant only family members could work the 

ovens—this started a lifetime of camraderie and partnership 

between the brothers. They worked together through the 

outbreak of World War II and the invasion of Poland, enduring 

internment in a Nazi concentration camp when they were 

“We Would Have Been 

Out of Business Twice”

SBA disaster assistance helps a Houston bakery recover after disaster.

Written by Carlee Lammers

19. After their liberation, Sigmund and Sol Jucker joined their 

younger brother, Max, and immigrated to America. Living in 

Houston, Texas, the three brothers returned to their family 

roots and established their bakery in 1949, near one of the city’s 

bayous on Braeswood Boulevard. Today, the three locations of 

the kosher Eastern European bakery are owned by Sigmund's 

son Bobby Jucker and his wife, Janice.

The family has continued to weather storms. Hurricane Ike 

in 2008 brought 12 inches of rain, destroying the bakery roof. 

Hurricane Harvey in 2017 poured four and a half feet of water COURTESY OF KATRINA KIDDER
 55

DISASTER ASSISTANCE FUNDING PROGRAMS

Disaster 

Declarations

Who to contact after a disaster 

is declared by the President

Register with FEMA at 

disasterassistance.gov, 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.

Express Bridge Loan Pilot Program

Businesses affected by a Presidential disaster declaration 

are eligible to receive expedited bridge loan financing 

through an SBA Express lender. The bridge loan funds may 

be used for disaster-related purposes while the business 

waits for long-term financing through the SBA’s direct 

disaster loan program.

Loan Amount: $25,000

Terms: up to 7 years

Guarantee: 50 percent

Who to contact after a disaster is declared by the SBA

Contact the SBA directly to apply for a 

disaster loan. Businesses of all sizes, 

nonprofits, homeowners and renters are 

eligible to apply:

• online at disasterloan.sba.gov/ela/

• visit a federal/state Disaster Recovery Center in your area

• call our customer service center at 

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

ask for an application package to be 

mailed to you 

FEMA grant assistance for homeowners or renters is not 

available under an SBA declaration.

Information needed to get started:

• address of damaged residence or business and contact info

• insurance information, including type of insurance, 

policy numbers, amount received

• household and/or business income

• routing and bank account numbers

• description of disaster-caused damage and losses

into the building. Photos of the bakery’s submerged parking 

lot went viral on social media.

After each disaster, the family had some money for 

recovery, but not nearly enough. There was so much to 

purchase, so much to repair. Each time, Three Brothers 

turned to the U.S. Small Business Administration’s disaster 

assistance program for help.

The SBA was a saving grace for the Juckers, providing 

money and resources they wouldn’t otherwise have access to. 

“If it weren’t for the SBA, we would've been out of business—

twice," Janice Jucker says. "There was no way we would have 

had the cash to recover."

Houston is recovering, but there’s still work to be done. 

“People are buying sofas and socks," Janice Juckers says, "But 

they are not yet buying as many cakes and other baked goods." 

She remains optimistic for a full recovery. The Juckers are 

also leading an effort to craft legislation that would encourage 

consumers to shop in areas affected by a disaster—to help 

rebuild broken economies.

With help from their local SBA district office, the bakery is 

rebranding, working on a new website, and investing in new 

marketing strategies. “Everything the SBA does—everything 

they do—is good," she says.

COURTESY OF THREE BROTHERS BACKERY COURTESY OF THREE BROTHERS BACKERY
56

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 aquaculture businesses, 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 DISASTER ASSISTANCE
 57

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.

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 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 of important contractors and vendors you plan to use in 

an emergency.

• Make sure you know your suppliers’ recovery plans.

Plan for an alternative 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.

DISASTER ASSISTANCE FUNDING PROGRAMS
58

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
 59

FUNDING PROGRAMS

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, CO

(303) 927-3479

Kevin Valdes

Seattle, WA

(206) 553-7277

Jennifer C. Bledsoe

Washington, DC

(202) 205-6153

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 servicedisabled veteran, minority, 8(a), and HUBZone-certified 

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 servicedisabled veteran, minority, 8(a), and HUBZone-certified 

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 35 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
60

CONTRACTING

Doing Business with the Government

Staying Power

Evans Capacitor Co. of Rhode Island was chosen as the SBA’s 2018 National Small Business 

Subcontractor of the Year for its customer care.

written by Jess Walker

COURTESY OF EVANS CAPACIITOR CO.
 61

Powering some of America’s 

greatest defense and aerospace 

technologies is a small product 

from a small business located 

in the smallest state. Evans 

Capacitor Co. of Rhode Island is a leading 

manufacturer of high energy density 

capacitors, battery-like components that can 

release stored electrical energy quickly—

crucial in applications such as laser or 

radar systems.

“The best and most rewarding feeling is 

when we have visitors to our plant, be they 

customers, politicians, or even from the SBA, 

who look around and are truly astonished by 

what we do right here in East Providence,” 

says Charles Dewey, cofounder and CEO of 

Evans Capacitor. “They are always smiling and 

surprised when they see our great employees 

actually building these devices by hand.”

In 1996, Dewey and his cousin and 

cofounder Dave Evans spun Evans Capacitor 

out of an old family business. Dewey handled 

the business model and finances, and Evans 

spearheaded engineering and development. 

Evans’s hybrid capacitor invention, which 

combined electrolytic with electrochemi-

cal technology, had come to him in a dream. 

He made that dream into a reality, but the 

market for it was not immediately robust. A 

licensing deal with medical device producer 

Wilson Greatbatch Technologies incorporated 

the invention into capacitors for implant-

able defibrillators, jump-starting the young 

company.

Evans Capacitor has been a subcontractor 

since its beginning, with most products sold 

commercially to defense contractors. Its client 

base now extends into commercial aviation 

and the oil and gas industry. “Dave Evans and I 

decided early on that we would work on what we 

knew,” says Dewey. “He invented a lot of stuff, 

but only some things were business-viable. We 

stuck to what worked and built a niche.”

Evans Capacitor prides itself on its 

responsiveness to customers. When a client 

once needed a smaller product, the company 

repackaged its round capacitor into a square, 

which provided more energy using the 

same footprint. Another client’s comments 

about overheating resulted in a capacitor 

that reduced resistance by half, effectively 

doubling the power while decreasing the need 

for cooling. “Listening to our customers is 

critical so we know which direction to focus 

our efforts,” says Colin McClennan, vice 

president and general manager. It’s a practice 

that pays off in relationships and recognition: 

Longtime customer Lockheed Martin 

Evans Capacitor built its business by being a 

subcontractor that sells its products to defense 

contractors. The company is expanding into 

commercial aviation and the oil and gas industry. COURTESY OF EVANS CAPACIITOR CO. COURTESY OF EVANS CAPACIITOR CO.
62

CONTRACTING

nominated Evans Capacitor for the 2018 

National Small Business Subcontractor 

of the Year, which the company went on 

to win. 

The State Trade Expansion Program, 

administered by the SBA’s Office 

of International Trade, has helped 

Evans Capacitor smooth the peaks 

and valleys of production through 

expansion of its customer base. A 

national export initiative, the STEP 

grant awards matching funds to states 

and territory governments to help 

small businesses enter and thrive in 

international markets.

For the past two years, Evans 

Capacitor has used Rhode Island STEP 

funding to send representatives to 

global exhibits, create trade show 

materials, and revamp its website for 

international audiences. The company 

has been represented as far away as 

India, Spain, and the United Kingdom. 

“We’ve done programs with [STEP 

assistance] we likely wouldn’t have 

done otherwise,” says McClennan. “I 

expect we’ll continue using it.”

Running a small business can be 

hard, but the close-knit environment 

makes it worthwhile. When McClennan 

joined the company in 2000, he thought 

he’d live in Rhode Island for a year or so 

before moving back to Ohio. Eighteen 

years later, he still finds every day at 

the 47-employee plant engaging and 

ever-changing. “You’re able to have 

such an impact in a small business,” he 

says, “as opposed to working in a large 

corporation where the impact of your 

efforts might be much more diluted.”

Dewey is happy for other entrepreneurs to learn from Evans Capacitor’s 

experience. “We hope the SBA uses us 

as a model, especially to other small 

businesses looking to get into subcontracting and defense work,” he says. “It 

is a daunting undertaking for a commercial company, but it’s been our lives 

since day one, so maybe we can help.” 

For other small businesses, no matter 

the industry, Dewey recommends they 

hone in on their niches. “Don’t stray, 

stay focused, and be the best you can 

be. As Dave says, ‘You have to play the 

hand you’re dealt.’ But you can learn to 

play it well.”

Identify your product or service number at naics.com.

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

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

or service.

Attend an SBA district office workshop on contracting. Visit 

sba.gov/localassistance to find your local office.

Talk to a local Small Business Development Center counselor 

(see page 8) or visit a Procurement Technical Assistance Program 

adviser. Find your closest center at aptac-us.org.

Obtain a free DUNS number at fedgov.dnb.com/webform.

Register with the System for Award Management (sam.gov) 

to start doing business with the government.

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.

How to 

do business 

with the 

government

1

2

3

4

5

6

7
 63

CONTRACTING

Does the government buy the 

product or service that you sell?

Are you capable of fulfilling 

a government contract (e.g., 

time, staffing, and materials)? 

Do you have an accounting 

system that produces financial 

statements, such as profit and 

loss statements, balance sheets, 

and cash flow projections?

Do you know where to find 

contracting opportunities?

Are you credit worthy?

Do you already have 

federal/state/local government 

contracting experience? 

Do you have the following:

 ∙ A DUNS number?

 ∙ The NAICS codes and size standards

 for your industry?

 ∙ SAM registration?

Continue to question 2.

Start with your local SBA District 

Office. If you can't identify at least 

three federal agencies that might 

buy what you sell, contracting might 

not be right for you.

∙ Is the majority owner(s) a U.S. citizen?

∙ Does your company have a place of 

 business in the U.S.?

∙ Is your business organized for profit? 

Government contracting may ∙ Does your business generate revenue?

not be for you at this time.

x

?

x Ask an SBA Business Opportunity 

Specialist for help.

Your local SBA District Office can 

help you gauge ramp-up time and 

other factors that contribute to 

government contracting success.

?

x Before you get into government 

contracting, make sure your 

accounting system is compatible 

with the government’s requirements.

x If you don't yet have contracting 

experience, you won't reap the full 

benefit of opportunities like the 

8(a) Business Development Program. 

You can only participate in the 

8(a) program once in a nine-year 

period, so make sure it's the right 

time for you.

✓

✓ Continue to question 3.

✓ Continue to question 4.

✓ Continue to question 5.

✓ Continue to question 6.

Do you have cash on hand to 

purchase working inventory, if needed? 

x Talk to an SBA Lender about 

getting a line of credit or a loan to 

do business with the government.

✓ Continue to question 7.

✓ Continue to question 8.

✓ Continue to question 9.

Government Contracting

Is it for you?

Government contracting can be a valuable tool to grow your small business, but it isn’t for 

everyone. Complete the following readiness assessment to help you decide whether your 

company can successfully compete for government contracts.

? Talk to an SBA Lender 

about how to build credit.

x Visit an SBA Resource Partner 

for tips on repairing your credit.

x This is a requirement for 

participation in some government 

contracting programs.

It sounds like you may be a good fit for government contracting! 

Visit your local SBA District Office or sba.gov/contracting for more information.

✓ Continue below.

x These are requirements for 

participation in government 

contracting programs.

Confirm your answer to all 

of the following:

Government Contracting OPEN

Is it right for you? Government contracting can be a valuable tool to grow your small business, but 

it isn’t for everyone. Complete the following readiness assessment to help you decide whether your 

company can successfully compete for government contracts. 
64

CONTRACTING

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 

certification 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 can 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, 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

» be controlled by a U.S. citizen who lives in 

the United States

» demonstrate a track record of work and that 

you have potential for continued success

Socially disadvantaged: those who have 

been subjected to racial or ethnic prejudice 

or cultural bias without regard to their 

individual qualities because of their identity 

as members of certain groups. The following 

groups of people are assumed to be socially 

disadvantaged: Black Americans, Native 

Americans, Alaska Natives, Native Hawaiians, 

Hispanic Americans, Asian Pacific Americans, 

and Subcontinent Asian Americans. A person 

who is not a member of one of these groups 

must establish that it is more likely than not 

that they 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.
 65

CONTRACTING

The benefits:

» 8(a) businesses are assigned an SBA 

professional to help coordinate your 

business development assistance.

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

goods and services; $7 million for 

manufacturing, exceptions apply.

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

direct awarding of a contract to an 

8(a) small business that can provide the 

needed services.

HUBZones

Businesses located in Historically 

Underutilized Business Zones, 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, maps.certify.sba.gov/

hubzone/map.

» have at least 35 percent of your 

employees residing in a HUBZone

Service-Disabled 

Veterans

If you’re a service-disabled veteran 

looking to enter the federal marketplace, 

you may be eligible for this small business 

An O'Fallon Casting Inc. employee at 

work in O'Fallon, MO. Owner Vince 

Gimeno grew his business thanks to 

expert SBA business counseling. By the 

Numbers

The U.S. government is the largest single 

purchaser of goods and services in the 

world. Every year it awards more than 

$500 billion 

in contracts.

Of those prime contracts, the federal 

government must set aside 23 percent 

for small businesses. 

This includes:

• 5 percent for small 

disadvantaged 

businesses

• 5 percent for women-owned 

small businesses

• 3 percent for HUBZonecertified small businesses

• 3 percent for service-disabled 

veteran-owned small businesses

certification. To determine your eligibility, 

contact a veterans business development 

officer at your local SBA office, or the SBA’s 

Office of Veterans Business Development at 

sba.gov/ovbd. After you have set up to do 

business with the government in sam.gov, 

update your status as a service-disabled 

veteran business.

Keep in mind

The SBA does not officially certify this 

designation, so when a contract awarded based 

on this eligibility is protested, the SBA will 

determine if your business meets the eligibility 

status, ownership and control requirements.

Regional/State Contracting Programs

Minority and women-owned businesses 

receive certification and other business 

assistance from the Massachusetts Office 

of Supplier Diversity

1 Ashburton Place, 13th floor, suite 1313

Boston

(617) 502-8831

mass.gov/sdo

Set up a vendor profile, receive bid 

notices in your areas of interest, and 

submit quotes to do business with 

the state at COMMBUYS, the state’s 

procurement site.

(888) 627-8283

commbuys@state.ma.us

commbuys.com

If you are a federal prime contractor 

and are interested in participating in 

the Department of Defense Northeast 

Regional Council for Small Business 

Education and Advocacy, contact Chair 

Eva Marie D'Antuono at (978) 318-8427 or 

evamarie.dantuono@usace.army.mil

dodneregional.org
66

CONTRACTING

Women-Owned Small Business 

Certification

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

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

Business certification, sba.gov/wosb. 

Here’s how to get certified:

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

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

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

required to run the business.

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

basis and conduct long-term decision making and planning.

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

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

meet certain income and asset requirements.

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

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

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

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

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

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

• El Paso Hispanic Chamber of Commerce

• National Women Business Owners Corporation

• U.S. Women’s Chamber of Commerce

• Women’s Business Enterprise National Council

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

an offer on a contract set aside for the program.

1. Make sure you’re eligible

2. Register

4. Update your status

5. Search the database

3. Certify

Procurement 

Technical 

Assistance 

Centers

Businesses that want to sell products 

or services to federal, state, or local 

governments receive one-on-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.

Federal contracting can be complex, but 

you don’t have to do it alone. Visit sba.

gov/localassistance to find your local 

SBA office or an SBA Resource Partner 

near you (see page 8).

Scibelli Enterprise Center

1 Federal St.

Springfield

(413) 545-6303

ptachelp@msbdc.umass.edu

msbdc.org/ptac
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