1

SUCCESS STORIES

FROM ACROSS THE COUNTRY

 INDIANA EDITION 2018

PROGRAMS FOR VETERANS

funding, training, and federal 

contracting opportunities

PREPARE YOUR 

BUSINESS FOR 

EMERGENCIES

8 TIPS FOR FINDING 

Government contracting 

Opportunities

Small Business 

RESOURCE GUIDE
2
 3

CONTENTS

Funding 

Programs 

26 National Success Story

An SBA loan guarantee helps 

Hawaii entrepreneurs hop 

up their brewing operation.

30 Local Funding Programs

32 Need Financing?

33 Federal Research & 

Development

34 Why Export?

35 Investment Capital

36 National Success Story

Ember Industries receives SBA’s 

2017 Phoenix Award For Outstanding 

	 DisasterRecovery Efforts.

38 SBA Disaster Loans

39 How to Prepare Your

Business for an Emergency

40 Surety Bonds

Contracting 

42 National Success Story

This small business has made 

it their business to provide quality 

	 staffing in the federal arena.

46 SBA Contracting Programs

47 Woman-Owned Small 

	 Business certification

48 8 Tips for Finding 

Government Contracting 

Opportunities

Local Business 

Assistance 

 9 National Success Story

Hometown Trolley has found 

success through determination, 

creativity, and a little help from 

friends at the U.S. Small Business 

Administration.

11 Local SBA Resource Partners

12 Your Advocates

14 How to Start a Business

18 Local Success Story

	 Afterfeeling undervalued 	 	

	 in a large consulting firm, 	 	

Michele Meyer launched 

Creative Solutions Consulting 

Inc. in 2002 with a mission. 

She wanted every employee 

to be fairly compensated through 

overtime pay, performance bonuses, 

and achievement awards.

20 Write your Business Plan

23 Programs for Veterans

24 Programs for Entrepreneurs

25 Programs for Native 

Americans

 ON THE COVER Clockwise from top: Indianapolis skyline with the Central Canal in 

White River State Park, photo courtesy of Lavengood Photography ; Hunter Cattle, 

Brooklet, Georgia, courtesy of the SBA; Inside the Indiana State Museum, Photo courtesy of VisitIndy.com; Michelle Meyer of Creative Solutions Consulting, courtesy of 

Creative Solutions Cunsulting; Hometown Trolley, Wisconsin, courtesy of Hometown 

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

 Indiana Edition 2018
4

T his year the U.S. Small Business Administration

marks its 65th year helping small businesses start, 

grow and succeed. The Agency remains committed to 

its core missions: advocating for entrepreneurs and 

helping them access capital, government contracts, counseling 

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

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

and represent the interests of America’s 30 million small 

businesses.

Small businesses truly are the engines of our economy— 

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

owns or works for a small business, and small businesses 

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

Small businesses may not put their names on stadiums and 

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

local Little League and bowling teams. They are the delis 

and salons and retailers and manufacturers that make each 

community special. Across our great country, neighborhoods 

and families depend on the success of small business.

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

had the privilege of meeting with entrepreneurs all over the 

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

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

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

loans that provided the capital they needed to realize their 

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

from our district offices and resource partners, to the disaster 

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

Throughout this issue of our resource guide, you will read 

stories of successful entrepreneurs who received assistance 

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

we do.

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

professionals dedicated to helping entrepreneurs turn their 

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

watching an entrepreneur go from having a simple idea and 

a business plan to living the American Dream—and often 

becoming an employer that empowers the dreams of others. 

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

determined by the economic opportunities available to its 

citizens. Small businesses invigorate neighborhoods and cities, 

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

And we at the SBA are working to ensure small businesses 

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

every stage, whether they are launching, expanding or getting 

through a tough time.

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

the expertise of our resource partners, including Small 

Business Development Centers, Women’s Business Centers, 

Veterans Business Outreach Centers and SCORE chapters in 

communities nationwide.

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

House with more than a hundred entrepreneurs from all 

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

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

a spirit of entrepreneurship in America and help America’s 

small businesses compete in a global economy. Entrepreneurs 

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

to secure a financial future for themselves, provide for their 

families, exercise their commitments to their communities, 

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

entrepreneurs to leverage the opportunities detailed in this 

resource guide to propel their businesses forward.

Regards,

Linda McMahon

SBA Administrator

THE U.S. SMALL BUSINESS ADMINISTRATION

A MESSAGE FROM THE ADMINISTRATOR
 5
6

published by

New South Media, Inc.

304.413.0104 | newsouthmediainc.com

PUBLISHER

Nikki Bowman, nikki@newsouthmediainc.com

ASSOCIATE EDITORS

Zack Harold, zack@newsouthmediainc.com 

Pam Kasey, pam@newsouthmediainc.com

DESIGNER

Becky Moore, becky@newsouthmediainc.com

OPERATIONS MANAGER

Allison Daugherty 

allison@newsouthmediainc.com

ADVERTISING SALES DIRECTOR 

Heather Mills

heather@newsouthmediainc.com

ADVERTISING SALES 

Kelley McGinnis, Bryson Taylor, Jeremiah Raines

Copyright: New South Media, Inc. Reproduction 

in part or whole is strictly prohibited without 

the express written permission of the publisher. 

© NEW SOUTH MEDIA , INC. 

ALL RIGHTS RESERVED

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

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

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

Spring 2018 National edition #mcs-0087.

WRITER/EDITOR

Becky Bosshart

(202) 205-6677

rebecca.bosshart@sba.gov

DIRECTOR OF MARKETING

Paula Panissidi Tavares

paula.tavares@sba.gov

PUBLIC AFFAIRS SPECIALIST

Kelley Daniels

kelley.daniels@sba.gov

The SBA’s participation in this publication is not an 

endorsement of the views, opinions, products or 

services of the contractor or any advertiser or other 

participant appearing here. All SBA programs and 

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

America. While every reasonable effort has been

made to ensure that the information contained here 

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

any damages arising from the use of or reliance on 

the information contained in this publication.

PUBLISHER'S LETTER

I

n 2008, after working in the 

magazine business in Chicago, 

Washington, D.C., and Mississippi 

for 10 years, I moved back to my 

home state of West Virginia to create 

my own media company, New South 

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

ever done. I didn’t know the first thing 

about starting a business, and I funded 

it myself by ransacking my retirement 

funds. When I started, I had one unpaid 

employee—me.

I had never heard of the U.S. Small 

Business Administration. I had no role 

model or support system to walk me 

through the process. All I had was a 

stack of dog-eared how-to books and a 

bucketload of grit and determination. 

As an entrepreneur and a small 

business owner, I know firsthand the 

challenges small companies face. I 

live it everyday. I know what it is like 

to work 100-hour weeks, to pay your 

employees before yourself, and to 

need funding to grow your business, 

all while trying to raise educated and 

thoughtful children and still put dinner 

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

completely overwhelmed and to have 

doors slammed in your face, only to 

get up the next day and try, try again. 

I know what it feels like to fail. And I 

know what it feels like to succeed.

My goal when founding my company 

was to create publications that would be 

community builders, nurturing a culture 

that better encourages and supports 

small businesses by telling their stories. 

After all, small businesses outnumber 

corporations 1,162-to-one and are the 

lifeblood of our economy and culture. 

As I look back on the past 10 years of 

business ownership, the thing I most 

wish I had known is what a valuable 

resource the SBA is to small businesses 

like my own. I can think of hundreds 

of mistakes I wouldn’t have made and 

tons of tools I could have used in those 

early, difficult days. And I’m pretty sure 

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

When I first saw a copy of the SBA 

Resource Guide, I flipped through the 

pages eagerly. But as you can imagine, 

as an editor and publisher, I always 

read magazines with a critical eye, 

and I caught myself thinking what my 

company would do differently with the 

publication. 

It was four years ago when I 

decided to find out how to go about 

competing for the contract to become 

the publisher of the Small Business 

Resource Guide. I was introduced to the 

world of government contracting and 

the opportunities available for small 

businesses. And to be honest, it was 

a bit intimidating. As I navigated the 

process, there were many times when 

I almost stopped. Sometimes I thought 

there was no way a woman-owned 

small business in the rural state of 

West Virginia could compete and win 

a federal contract. But every time I 

had a question, someone from my SBA 

West Virginia district office was quick 

to answer it, and I kept persevering. 

That’s what we do as small business 

owners, right?

That’s why my team at New South 

Media and I are really excited to be 

the new publisher of the SBA’s Small 

Business Resource Guides. I’m inspired 

by the success stories we feature in 

each issue of this magazine, and it 

has been a pleasure to work with the 

SBA on redesigning and refocusing 

the content of these guides to better 

serve small businesses in all corners 

of the country. So, let's use this 

magazine to educate everyone so all 

small businesses can know about the 

resources available to them.

Wishing you much success,

Nikki Bowman

Publisher

New South Media Inc.
 7

District Director

Stacey Poynter (317) 226-7272 x122

stacey.poynter@sba.gov

Deputy District Director

Martin Anderson (317) 226-7272 x111

martin.anderson@sba.gov

Administrative Officer

Tajuana Wilson (317) 226-7272 x110

tajuana.wilson@sba.gov

Public Affairs Specialist

Laura Schafsnitz (317) 226-7272 x140

laura.schafsnitz@sba.gov

Lead Lender Relations Specialist & 

International Trade Officer

Eric Armacost (317) 226-7272 x120

eric.armacost@sba.gov

Leader Relations Specialists

Luann Lieurance (317) 226-7272 x114

luann.lieurance@sba.gov

Peter Smith (317) 226-7272 x119

peter.smith@sba.gov

Business Opportunity Specialist

Vernice Mathis (317) 226-7272 x115

vernice.mathis@sba.gov

Economic Development Specialists

Ronda Crouch (317) 226-7272 x112

ronda.crouch@sba.gov

Sharon Harvey (317) 226-7272 x123

sharon.harvey@sba.gov

Procurement Center Representative

Kathy Ragland (317) 226-7272 x129

katherine.ragland@sba.gov

District Counsel

Francine Protogere (317) 226-7272 x117

francine.protogere@sba.gov

SBA Indiana 

District Office

8500 Keystone Crossing, suite 400

Indianapolis, IN 46240, (317) 226-7272

indiana@sba.gov, sba.gov/in

@SBA_Indiana

I

t is my pleasure to introduce you to the U.S. Small Business 

Administration’s Indiana Small Business Resource Guide. 

This publication contains program information, valuable 

resources, and contacts that can help you meet your small 

business needs.

The SBA is the only federal agency solely dedicated to this 

country’s 30 million small businesses. W e help them start, 

grow, expand, and recover after disaster strikes. The SBA’s

Indiana District Office, along with an extensive network of

lenders, business advisers and other organizations, is here to 

help entrepreneurs like you and the state’s half a million small 

businesses in every phase of development. 

As the District Director for the State of Indiana, I have met 

small business owners across the state who are creating jobs, 

innovating change, expanding worldwide, and making a difference

in their communities on a daily basis. These entrepreneurs fuel the 

economy. They are the reason the SBA is here: to help make the 

American dream of small business ownership a reality. 

Across Indiana last year, we empowered entrepreneurs and 

business owners to:

• Access more than 1,600 loans totaling $750 million in SBAguaranteed and SBA-supported loans through banks, credit 

unions, community-based lenders and microlenders. These 

businesses have since hired thousands of new employees, 

bought more equipment, and built new facilities.

• Find a mentor and advocate through our resource partners, 

including the Indiana Small Business Development Centers, 

SCORE, and the Women’s Business Centers, powered by the SBA. 

• Expand by helping them secure more than $660 million in federal 

contract awards.

As you read through this guide, you will learn how our skilled 

team and partners here in Indiana can provide you the tools you 

need to power your entrepreneurial dream. Stay up to date on 

SBA educational events near you, and get valuable information for 

your business, by following @SBA_Indiana on Twitter. Register for 

e-mail updates at sba.gov/updates.

I encourage you to visit sba.gov to find a schedule of upcoming

workshops, a step-by-step business guide, free online courses, 

and details on how you can get matched with a lender or a 

business adviser.

We look forward to powering your small business success and 

helping you take it to the next level in Indiana! 

Sincerely,

Stacey Poynter

Indiana District Director

message from the district director
8

Kristina Pence-Dunow did 

not intend to become a 

businesswoman, a cornerstone 

of her small town’s economy, 

and the nation’s only female owner of 

a transit vehicle manufacturer. In the 

beginning, she just wanted to keep the 

family business going.

Pence-Dunow was a dental assistant 

for the first several years of her adult 

life. Then, after giving birth to her son 

in 1988, she joined her husband’s family 

business. The company built fancy 

horse trailers as well as the occasional 

trackless trolley—a public transit 

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

She started out doing bookkeeping and 

upholstery work. It was a small shop, so 

everyone wore several hats. 

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

Crandon, Wisconsin, so he could pursue 

a career in off-road racing. They took the 

trolley business with them. A few years 

later, her husband decided to devote his 

Hometown Trolley has found success through determination, creativity, 

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

full attention to racing. 

The couple eventually divorced and 

Pence-Dunow became sole owner of 

the business.

“I kept the trolleys going and 

raised my two children,” she says. The 

company made a few dozen vehicles 

each year, selling them through a 

distributor in Florida. Things were going 

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

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

our same customers and everybody 

stayed small.”

But then competition arrived. A 

large bus manufacturer began making 

trolleys, too. “They flooded the market. 

They had the capital behind them,” 

Pence-Dunow says. “I was being starved 

for sales.”

Other trolley companies shut their 

doors, but Pence-Dunow didn’t have 

a backup plan. She still had two kids 

to raise. So she did the only thing she 

could—she kept going.

LOCAL BUSINESS 

ASSISTANCE

written by Zack Harold

A Streetcar Named 

Persistence
 

9

 CLOCKWISE FROM TOP 

During the company's 

rebuilding period, Kristina 

Pence-Dunow had to lay off 

all her employees. Hometown 

Trolley now has more than 50 

full-time employees and plans 

to add more soon. 

Pence-Dunow poses with 

husband Joey, left, and SBDC 

President C.E. "Tee" Rowe after 

a ceremony in Washington, 

D.C., where she was named 

Wisconsin Small Business 

Person of the Year 2017. 

Hometown Trolley's factory 

floor has expanded from 6,000 

to 32,000 square feet—and the 

company is in the process of 

expanding again. 

Pence-Dunow says riders enjoy 

trolleys for their old-timey 

craftsmanship.

Still rolling

Since she knew her company could not 

compete with the bus manufacturer on 

volume, Pence-Dunow knew she would 

have to out-innovate them. She rebuilt the 

business from the ground up. She cut ties 

with her Florida distributor and created her 

own network of dealerships. She rebranded 

the company as Hometown Trolley. 

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

racked up debt. “I went six months with no 

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

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

Small Business Administration. 

About the time she was rebuilding and 

rebranding her company, Pence-Dunow met 

Chuck Brys of the Small Business Development 

Center at the University of Wisconsin–Green 

Bay. Brys connected her to a local bank with 

an in-house SBA specialist, who guided her 

through getting an SBA-guaranteed loan to 

help cover her debt.

Brys also helped Pence-Dunow develop 

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

growth. He encouraged her to be aggressive 

with those projections. To Pence-Dunow’s 

surprise, her company did not just meet 

those projections—they exceeded them. 

Slowly, Hometown Trolley’s emphasis on 

innovation began to take hold. The company 

developed a handicap-accessible, low-floor 

trolley. The city of Virginia Beach, Virginia, 

ordered 15. The big bus manufacturer didn’t 

have a comparable model. 

Pence-Dunow began landing similar 

contracts around the country, slowly taking 

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

she was able to purchase the bus company’s 

trolley division. 

“I just kept sending the CEO an email,” 

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

but, finally, the company agreed to sell. As 

luck would have it, the company wanted out 

of the trolley business so it could focus on its 

commercial truck line. 

It was a big expenditure for a small 

company, but Pence-Dunow knew from 

experience how to make it work. She took out 

another SBA-guaranteed loan.

Picking up speed

Hometown Trolleys can now be found 

everywhere from Roanoke, Virginia,to 

Miami, Florida, and Laguna Beach, 

California. The vehicles are also found on the 

campuses of universities, themeparks, and 

retirement villages. 
10

SBA Resource Partners

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

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

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

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

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

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

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

start working on your business goals.

SCORE

Small Business Development Center counselors can help entrepreneurs realize their 

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

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

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

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

Small Business Development Center at sba.gov/sbdc.

SMALL BUSINESS DEVELOPMENT CENTERS

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

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

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

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

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

sba.gov/women.

WOMEN’S BUSINESS CENTERS

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

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

which can help your business better compete for government contracts.

VETERANS BUSINESS OUTREACH CENTERS

There are more than 

300 SCORE chapters

980 Small Business Development Centers

100 Women’s Business Centers

20 Veterans Business Outreach Centers

“It’s an iconic American form of 

transportation,” Pence-Denow 

says. “A trolley is an experience. 

People will let a city bus go by and 

wait for a trolley.”

The company is still innovating. 

Pence-Dunow hopes to expand 

her line of electric and liquefied 

petroleum gas–powered trolleys. 

Hometown Trolleys also has 

designed bus bodies for its existing 

chassis and drivetrains. It’s a way 

of tapping a small but profitable 

market. Small municipalities 

often wait years for buses from 

large manufacturers, since major 

cities snatch up most of the supply. 

Hometown Trolley can fill those 

small orders in much less time.

 By 2020, Hometown Trolleys 

plans to be making more than 200 

buses and trolleys a year—far more 

than the dozen or so it was making 

when Pence-Dunow took over. 

“I can’t believe how much we’ve 

grown,” she says.

In the past four years alone, 

the company has gone from $2 

million in gross sales to $15 million. 

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

expanded. And, best of all, the 

company has grown its workforce 

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

employees soon.

And it’s still a family business. 

Pence-Dunow’s daughter Jessica 

does marketing and graphic design 

for the company. Her son Dustin 

helps run the production floor. 

Without help from the SBA, 

“I would have never stepped out 

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

great learning experience that I 

still use today. I’m doing a lot more 

on my own, because I have more 

resources, but I can refer back to 

that.”

But she says the most important 

resource was the moral support. 

“Someone saying, ‘You can do 

this.’”

LOCAL BUSINESS ASSISTANCE
 11

LOCAL BUSINESS ASSISTANCE

Our Local SBA 

Resource Partners

SBA’s Resource Partners are independent organizations that are 

funded through SBA cooperative agreements or grants.

SCORE

To schedule an appointment to start 

working on your business goals, contact 

your local SCORE office.

Anderson Chapter 0519

Union Building

1106 Meridian St., suite 211

Anderson, IN 46016, (765) 642-0264

anderson.score.org

Bloomington Chapter 0527

501 N. Profile Parkway

Bloomington, IN 47401, (812) 334-2392

bloomington.score.org

South East Indiana Chapter 0419

Chamber of Commerce

500 Franklin St., Columbus, IN 47201

(812) 379-4457

southeastindiana.score.org

Greater Elkhart County Chapter 0592

Chamber of Commerce

418 S. Main St., Elkhart, IN 46516

(574) 293-1531, elkhart.score.org

Evansville Chapter 0268

318 Main St., suite 223, Evansville, IN 47708

(812) 426-6144, evansville.score.org

SCORE Northeast Indiana Chapter 0050

Northeast IN Innovation Center

3201 Stellhorn Road, Fort Wayne, IN 46815

(260) 422-2601, northeastindiana.score.org

Indianapolis Chapter 0006

8500 Keystone Crossing, suite 401

Indianapolis, IN 46240, (317) 226-7264

indianapolis.score.org

Michiana Chapter 0266

American National University Building

1030 E. Jefferson Blvd., South Bend, IN46617

(574) 310-8097, michiana.score.org

Greater Wabash Valley Chapter 0661

Ivy Tech Community College

8000 S. Education Drive, Terre Haute, IN 47802

(812) 298-2452

greaterwabashvalley.score.org

Northwest Indiana Chapter 0310

Valparaiso Chamber of Commerce

162 W. Lincolnway, Valparaiso, IN 46385

(219) 462-1105, northwestindiana.score.org

Small Business 

Development 

Centers

South Central Indiana SBDC

Cook Center for Entrepreneurship

501N.ProfileParkway,Bloomington, IN47404

(812) 345-1141

isbdc.org/locations/south-central-isbdc

Northwest Indiana SBDC

9800 Connecticut Drive

Crown Point, IN 46307, (219) 644-3513

isbdc.org/locations/northwest-isbdc

Southwest Indiana SBDC

318 Main St., suite 401, Evansville, IN 47708

(812) 425-7232

isbdc.org/locations/southwest-isbdc

Northeast Indiana SBDC

Hobson Center, 4312 Hobson Road, suite B

Fort Wayne, IN 46815, (260) 481-0500

isbdc.org/locations/northeast-isbdc

Central Indiana SBDC

Speak Easy Downtown, 47 S. Meridian St.

Indianapolis, IN 46204, (317) 464-2228

isbdc.org/locations/central-isbdc

Hoosier Heartland SBDC

Inventrek Technology Park

700 E. Firmin St., suite 106

Kokomo, IN 46902 , (765) 454-7922

isbdc.org/locations/hoosier-heartland-isbdc

East Central Indiana SBDC

1208 W. White River Blvd., suite 129

Muncie, IN 47303, (765) 282-9950

isbdc.org/locations/east-central-isbdc

Southeast Indiana SBDC

303 Scribner Drive, suite 202

New Albany, IN 47150, (812) 952-9765

isbdc.org/locations/southeast-isbdc

North Central Indiana SBDC

IU of South Bend, 1700 W. Mishawaka Ave.

South Bend, IN 46615, (574) 520-4291

isbdc.org/locations/north-central-isbdc

West Central Indiana SBDC

ISU Scott College of Business

30 N. Seventh St., Terre Haute, IN 47809

(812) 237-2017

isbdc.org/locations/west-central-isbdc

Hoosier Heartland SBDC

1400 W. State St., suite J

West Lafayette, IN 47906, (765) 496-6491

isbdc.org/locations/hoosier-heartland-isbdc

Arthur and Sandra Johnson, owners of 21 

Short Stop in Georgia, received assistance 

from their local Small Business Development 

Center and SCORE chapter. 
12

LOCAL BUSINESS ASSISTANCE

Advocacy

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

owner, the SBA’s regional advocates are here 

to assist. The advocates analyze the effects of

proposed regulations and consider alternatives that minimize the economic burden on 

small businesses, governmental jurisdictions 

and nonprofits. Find yourregional advocate

at sba.gov/advocacy.

• Your advocate helps with these small 

business issues:

• If your business could be negatively 

affected by regulations proposed by the

government

• If you have contracting issues with a 

federal agency

• When you need economic and small business statistics

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

advances its concerns before Congress, the 

White House, federal agencies, the federal 

courts and state policy makers. 

Ombudsman

Entrepreneurs who have an issue with an 

existing federal regulation or policy can 

receive assistance from the SBA’s national 

ombudsman.

• The ombudsman’s office helps you:

• Resolve regulatory disputes with federal 

agencies

Your 

Advocates

• Reduce unfair penalties and fines

• Seek remedies when rules are inconsistently applied

• Recover payment for services done 

by government contractors

Make your voice heard by participating 

in a Regional Regulatory Enforcement 

Fairness Roundtable or a public hearing 

hosted by the SBA’s national ombudsman. 

These events are posted periodically on 

the ombudsman website.

To submit a comment or compliant 

through the online form, visit sba.gov/

ombudsman/comments. Your concerns will 

be directed to the appropriate federal agency 

for review. The SBA will collaborate with you 

and the agency to help resolve the issue.

To report how a proposed federal 

regulation could unfairly affect you, 

find your regional SBA advocate at 

sba.gov/advocacy.

To submit a comment about how your 

business has been hurt by an existing 

regulation, visit sba.gov/ombudsman/

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

independent voices for small business within the 

federal government.
 13

Women’s 

Business 

Centers

The Central Indiana Women’s 

Business Center

Salesforce Tower

111 Monument Circle, suite 1950

Indianapolis, IN 46204

(317) 464-2258

businessownership.org

Women’s Entrepreneurial 

Opportunity Center

Northeast Indiana Innovation Center

3201 Stellhorn Road

Fort Wayne, IN 46815

(260) 416-3400

inweoc.com
14

LOCAL BUSINESS ASSISTANCE

How to Start a Business 

in Indiana

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

PHOTO COURTESY OF LAVENGOOD PHOTOGRAPHY, VISITINDY.COM

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.

» Indiana State Information Center

402 W. Washington St., room W160A

Indianapolis, IN 46204

(800) 457-8283

in.gov/core/bg_licenses.html

in.gov/core/bg_facility.html

U.S. Census Demographic & Business Data

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

and business data for your area using the Census Business Builder: 

Small Business Edition, cbb.census.gov. Filter your search 

by business type and location to view data on your potential 

customers, including consumer spending, and a summary of 

existing businesses, available as a map and a report.

Business License & Zoning

Licenses are typically administered by a variety of state and local 

departments. It is important to consider zoning regulations when 

choosing a site for your business. Contact the local business 

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

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

industrial activity in a retail district.
 15

LOCAL BUSINESS ASSISTANCE

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

Georgia, and was assisted by his local Small Business Development Center.

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.

» Indiana Secretary of State

200 W. Washington St., room 201

Indianapolis, IN 46204

(317) 232-6576

in.gov/sos/business/2428.htm

inbiz.in.gov

Taxes

Any business with employees must register with the IRS and 

acquire an Employer Identification Number, also known as the

Federal Tax ID Number, and pay federal withholding tax at least 

quarterly. The IRS Small Business/Self-Employed Tax Center: 

irs.gov/businesses. Here you can find the online tax calendar,

forms and publication, and online learning.

The Virtual Small Business Tax Workshop is the first of a

series of video products designed exclusively for small business 

taxpayers. This workshop helps business owners understand 

federal tax obligations, irs.gov/businesses/small-businessesself-employed/small-business-self-employed-virtual-smallbusiness-tax-workshop.

For small business forms and publications, visit 

irs.gov/businesses/small-businesses-self-employed/smallbusiness-forms-and-publications.

IRS TAX ASSISTANCE CENTERS

Virtual Taxpayer Assistance (844) 545-5640

» Bloomington

2017 S. Liberty Drive

(812) 337-7600

» Evansville

7409 Eagle Crest Blvd.

(812) 474-4800

» Fort Wayne

201 E. Rudisill Blvd.

(260) 458-5000

» Indianapolis

575 N. Pennsylvania St.

(317) 685-7500

» Merrillville

370 E. 84th Drive

(219) 736-4378

» Muncie

225 N. High St.

(765) 216-0570

» South Bend

100 E. Wayne St.

(574) 401-6656

» Terre Haute

801 Wabash Ave.

(812) 233-6060
16

LOCAL BUSINESS ASSISTANCE

STATE TAXES

» Indiana Department of Revenue

Indiana Government Center North

100 N. Senate Ave., room N105, Indianapolis

(317) 232-2240

in.gov/dor

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.

Employment Eligibility Verification

The Federal Immigration Reform and Control Act of 1986 requires 

employers to verify employment eligibility of new employees. 

The law obligates an employer to process Employment Eligibility 

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

Services Office of Business Liaison offers information bulletins

and assistance through its employer hotline. For forms call (800) 

870-3676, for the employer hotline call (800) 357-2099.

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

partnership with the Social Security Administration, electronically 

verifies the Social Security number and employment eligibility

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

to determine the employment eligibility of new hires. Visit dhs.gov/everify, call (888) 464-4218 or e-mail e-verify@dhs.gov.

Health & Safety

All businesses with employees are required to comply with state 

and federal regulations regarding the protection of employees. 

The Occupational Safety and Health Administration provides 

information on the specific health and safety standards used by

the U.S. Department of Labor, (800) 321-6742 or visit osha.gov.

» U.S. Department of Labor

Wage & Hour Division

135 N. Pennsylvania St., suite 700, Indianapolis

(866) 487-9243

dol.gov

» Indiana Department of Labor

402 W. Washington St., room W195, Indianapolis

(317) 232-2655

in.gov/dol

» Indiana Occupational Safety and Health Act

402 W. Washington St., room W195, Indianapolis

(317) 232-2693

in.gov/dol/iosha

Employee Insurance

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

unemployment or workers’ compensation insurance for your 

employees.

» Worker’s Compensation Board of Indiana

402 W. Washington St., room W196, Indianapolis

(317) 233-3808

in.gov/wcb

» Indiana Department of Workforce Development

Indiana Government Center South

10 N. Senate Ave., room SE005, Indianapolis

(800) 891-6499

in.gov/dwd

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.

Disability Compliance

For assistance with the Americans with Disabilities Act call 

(800) 669-3362 or visit ada.gov.

Child Support Program

Employers are essential to the success of the child support 

program and are responsible for collecting 75 percent of support 

nationwide through payroll deductions. TheOffice of Child Support

Enforcement atHealth andHuman Services offers employers stepby-step instructions for processing income withholding orders for 

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

Program” is available attheOffice of Child Support Enforcement’s

website at acf.hhs.gov/programs/css/resource/a-guide-to-anemployers-role-in-the-child-support-program. You can also find

information about other employer responsibilities and tools that can 

make meeting those responsibilities easier, such as electronic income 

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

employers. Send questions to employerservices@acf.hhs.gov.

» Indiana Child Support Bureau

Inquiry Unit MS11, 402 W. Washington St., Indianapolis

(800) 840-8757 or (317) 233-5437

in.gov/dcs

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.
 17

U.S. Patents and Trademarks

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

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

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

Information and resources are available at the Elijah J. McCoy 

Midwest Regional Office in Detroit, Michigan, serving Illinois, 

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

and Wisconsin, uspto.gov/detroit.

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

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

patent grant is the right to exclude others from making, using, 

offering for sale, or selling the invention in the United States or

importing the invention.

There are three types of patents:

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

discovers any new and useful process, machine, manufacture, or 

composition of matter, or any new and useful improvement.

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

original, and ornamental design for an article of manufacture.

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

and asexually reproduces any distinct and new variety of plant, 

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

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

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

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

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

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

Trademarks and service marks may be registered at both 

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

Trademark Office. Federally registered trademarks may conflict

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

information visit uspto.gov/trademarks.

» State Patents & Trademarks

Indiana Secretary of State Business Services Division

302 W. Washington St., room E018, Indianapolis

(317) 232-6581, in.gov/sos/business/2379.htm

inbiz.in.gov

U.S. 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. SE, Washington, DC 20559

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

copyright.gov

Chambers of Commerce

Find opportunities to network with others in your area through 

your local chamber of commerce. To find your local chamber, visit

officialusa.com/stateguides/chambers/indiana.html.

Economic Development

Find your local economic organization and access resources at iedc.

in.gov/resources/organizations.

LOCAL BUSINESS ASSISTANCE

Jusak Bernhard and Jeff Manley, owners of 

TailsSpin, grew their business in Savannah, 

Georgia, with the help of an SBA microloan.
18

local success story

Michele Durante Meyer

PRESIDENT AND CEO, CREATIVE SOLUTIONS CONSULTING INC.

Indianapolis, Indiana

• How has the SBA helped you grow your business? Our company 

entered the SBA 8(a) program in September of 2009. By February 

of 2010, we were awarded our first opportunity as a prime contractor because of the 8(a) program. That contract had been previously 

held by a large company and it was under tremendous executive 

scrutiny. Creative Solutions rescued the project and completed all 

deliverables on time and within budget. That opportunity to serve 

as prime contractor on a large-scale, highly visible project proved 

our capability as a dependable, proficient defense contractor. By

using the SBA’s mentorship and educational tools, we learned how 

to market ourselves to clients who traditionally didn't use small 

business 8(a) contractors. We were awarded projects normally 

on the market for large corporations. This strategy allowed us to 

expand our services to over twenty defense agencies. We've also 

collaborated with the SBA to serve as a coach to new 8(a) firms.

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

owner? The biggest challenge my company has faced in recent 

years has been a lack of infrastructure and repeatable, standardized processes. Although we’ve been in business for sixteen years, 

with plenty of time to establish organizational support, for most 

of that time we chose to operate as a small business. In 2015 we 

experienced unprecedented growth, which I'd call “catastrophic 

success." We were not operating efficiently for our clients. So we

spent 2016 and 2017 focusing on strengthening our infrastructure. 

With the help of our mentor, Perspecta (formerly DXC Technology), 

through the Department of Defense Army Mentor-Protege Program, 

we achieved a high-level certification in June 2017. This provided us

with an industry standard framework to implement more efficient

processes and accountability for organizational improvement.

• What are your future plans for expansion, if any? Looking ahead, 

Creative Solutions has identified our clients' key needs; we're building our credentials in order to meet those needs. We're also looking 

to expand our services beyond Indiana and the Midwest. We have 

chosen to pursue and win opportunities across the country. Creative 

Solutions has also formed partnerships with larger, established 

companies to broaden our experience, as well as jointly pursue 

large-scale contracts. We're positioning ourselves to take advantage 

of multiple markets so that we continue year-over-year growth. 

• What advice do you have for other small businesses? Success 

comes from putting both clients and associates first. Sometimes

it’s easy for a small business to focus more on sales than on the 

services they’re providing or the products they’re delivering. 

When business owners turn their attention to taking great care of 

their employees, they, in turn, take great care of their customers. 

Customers reciprocate by bringing repeat business, further driving 

sales growth.

• Have you continued to utilize your local SBA district office? 

If so, how? We're expected to graduate from the 8(a) program in 

September 2018. We work with our SBA Indiana DistrictOffice on a

regular (almost weekly) basis to gain insight and advice regarding the 

various contracts we're pursuing. After graduation, I will likely continue to work with the SBA by mentoring newly certified 8(a) firms.

After feeling undervalued in a large consulting firm, Michele Meyer launched Creative Solutions Consulting Inc. 

in 2002 with a mission. She wanted every employee to be fairly compensated through overtime pay, performance 

bonuses, and achievement awards. Fifteen years later, and now with 151 employees, this vision remains at the core 

of her business. Michele completed the SBA’s 8(a) Business Development Program in September 2009, and Creative 

Solutions was awarded its first prime contract in February 2010. With the additional help of the SBA’s mentorship 

and educational tools, Michele has guided her company’s growth to over $26 million in annual sales from federal, 

state, and commercial clients throughout the United States. Michele helps other small businesses secure 8(a) 

certification by teaching training classes, grant writing workshops, and marketing seminars.
 19

When business owners turn their attention 

to taking great care of their employees, they, 

in turn, take great care of their customers. 

Customers reciprocate by bringing repeat 

business, further driving sales growth.”

Michele Durante Meyer

President and CEO, 

Creative Solutions Consulting Inc.
20

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
 21

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
22

Want to see 

an example 

of a business 

plan? 

View examples of both 

business plan formats at 

sba.gov/business-guide/

plan/write-your-businessplan-template

If you fail to plan, you 

are planning to fail.”

Benjamin Franklin

• Key partnerships

• Key activities

• Key resources

• Value proposition

• Customer relationships

• Customer segments

• Channels

• Cost structure

• Revenue streams

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

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

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

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

visualizing tradeoffs and fundamental facts about your company.

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

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

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

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

Key Partnerships

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

suppliers, manufacturers, subcontractors and similar strategic partners.

Key Activities

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

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

Key Resources

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

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

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

and HUBZone–certified businesses.

Value Proposition

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

to the market.

Customer Relationships

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

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

Customer Segments

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

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

Channels

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

of channels and optimize them over time.

Cost Structure

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

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

Revenue Streams

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

list them all.

LEAN STARTUP PLAN FORMAT

LEAN STARTUP PLAN 

CHECKLIST 

LOCAL BUSINESS ASSISTANCE
 23

Entrepreneurship training is available through the SBA’s programs 

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

members, those transitioning out of service, National Guard and 

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

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

these services and programs. Veterans Business Outreach Centers, 

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

interested in starting or growing a small business.

Entrepreneurship Training Programs

Boots to Business is an entrepreneurial training program offered

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

Transition Assistance Program. The curriculum provides valuable 

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

explore business ownership and other self-employment opportunities 

while learning key business concepts. Participants learn how to access 

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

foundational knowledge required to develop a business plan.

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

Reserve, and military spouses in their local communities.

Programs 

for Veterans

Veteran-owned and service-disabled veteran-owned businesses 

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

Training Program. This program is administered by the Veteran Institute 

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

VIP START, VIP GROW, and VIP INTERNATIONAL.

The Women Veteran Entrepreneurship Training Program

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

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

Loan Fee Relief

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

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

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

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

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

Veterans Advantage program.

Interested in doing 

business with the 

government? 

Learn about the Service-Disabled 

Veteran-Owned Small Business Concern 

contracting program on page 46.

Have an employee 

who was called to active duty?

Ask your SBA Lender about the Military Reservist 

Economic Injury Disaster Loan Program. It provides 

loans up to $2 million to small businesses for working 

capital caused by the loss of an essential employee 

called to active duty in the National Guard or Reserve.

Jack Goodison, a veteran, grew his business 

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

help of an SBA-guaranteed 504 loan. 

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

there are many opportunities for you and your 

small business.

LOCAL BUSINESS ASSISTANCE
24

The SBA’s free Online Learning Center

courses help you start and grow your 

small business. The Learning Center 

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

looking for easy access to vital business 

training. Courses available include:

• Writing your business plan

• Legal requirements for your small 

business

• Small business financing options

• Digital and traditional marketing to 

win customers

• Your options during a disaster

• Access the SBA’s Learning Center at 

sba.gov/learning.

Aspiring entrepreneurs can learn how 

to launch a business with the Business 

Smart Toolkit. This online workshop 

lays the groundwork, teaching you how 

to build a business that is ready to take 

on credit.

• The three parts of the toolkit:

• Basics of business startup

• Building business credit

• How to find additional small business

support and educational resources

The toolkit can be presented as a class, 

like within a community organization, 

or for small group or individual at-home 

use. The toolkit and instructor guide are 

written so that a community volunteer 

can feel comfortable presenting the 

information. Find the free download at 

sba.gov/businesssmart.

Online Resources 

for Entrepreneurs

Find short courses 

and learning tools 

to start and grow 

your small business 

at the sba.gov 

Learning Center.

Business executives looking for their next 

challenge and the opportunity to take their 

business to the next level will find it with the

SBA’s Emerging Leaders program, 

sba.gov/emergingleaders.

Graduates of Emerging Leaders, an 

intense seven-month entrepreneurship 

program, reported that they have been able 

to grow their businesses and drive economic 

development within their communities. 

Emerging Leaders executives are chosen 

through a competitive selection process. 

The program fosters a learning environment 

that accelerates the growth of high-potential 

small businesses, while providing training 

and peer networking sessions.

Emerging Leaders graduates join a 

network of 5,000 alumni nationwide. Since 

the start of the program, graduates have 

reported gaining more than $300 million 

total in new financing and securing over

$2.16 billion in government contracts.

Entrepreneurs receive business 

counseling and assistance at the 

Philadelphia SBA district office in 

King of Prussia.

Programs for 

Entrepreneurs

SBA’s Emerging Leaders program helps grow businesses.

LOCAL BUSINESS ASSISTANCE
 25

American Indians, Alaska Natives, and Native Hawaiians seeking 

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

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

to finalizing SBA policies affecting tribes.

The Cherokee Nation

Tahlequah, Oklahoma

Receive executive coaching in financial management, sales, marketing

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

Oregon Native American Business and 

Entrepreneurial Network

Portland, Oregon & Tulsa, Oklahoma

Develop your business on native lands and find peer mentoring that

focuses on building native microenterprise throughout Oregon, 

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

Rural Enterprises of Oklahoma, Inc. (REI Oklahoma)

Durant, Oklahoma

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

Programs for 

Native Americans

other training? The organization has two Native American business 

resource centers in Oklahoma. Visit reiok.org.

The Native American Development Corporation 

North Billings, Montana

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

program and other federal and state programs. Register to attend 

networking events, conferences and workshops at 

nadc.ecenterdirect.com/signup.

Hi'ilei Aloha LLC

Honolulu, Hawaii

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

business? For the next entrepreneurship course for Native Hawaiians, 

visit hiilei.org.

Indian Dispute Resolution Services, Inc. 

Plymouth, California

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

initiatives at idrsinc.org.

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

start and grow their businesses. iStock.com/ LaraBelova

LOCAL BUSINESS ASSISTANCE
26

When Garrett Marrero 

and Melanie Oxley 

applied for loans to buy 

a brewpub in Maui in 

2004, it didn’t go well.

“We got laughed out of every bank in 

the state,” Marrero likes to say. 

As it turns out, they would have been a 

good risk. Over the past 14 years, Marrero 

and Oxley have built an operation that 

employs hundreds, sells internationally, 

and enriches its community. They were 

recognized by the U.S. Small Business 

Administration in 2017 as National Small 

Business Persons of the Year.

A California native, Marrero grew up 

in a family that appreciates craft beer. He 

tried homebrewing in high school and had 

A Good Risk

An SBA loan guarantee helps Hawaii entrepreneurs Garrett Marrero 

and Melanie Oxley hop up their brewing operation.

friends who brewed. “When I traveled, 

experiencing the local beer was always 

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

came to Hawaii, I thought the local beer 

was ridiculous. I knew I could put people 

together to make great beer.”

He and Oxley were living and 

working in California and, in 2004, 

decided to move to Hawaii and brew 

beer. They learned that the Fish and 

Game Brewing Company on Maui was 

for sale. Since banks wouldn’t finance 

the inexperienced entrepreneurs, 

they sold and mortgaged everything 

they could, plundered retirement 

funds, and borrowed from parents and 

grandparents in order to buy the sevenbarrel brewpub and restaurant. 

FUNDING PROGRAMS

Financing Your Small Business

written by Pam Kasey
 27

FUNDING PROGRAMS

bryan berkowitz

Maui Brewing Company's 

Kihei brewery “I had that typical young 

male can’t-go-wrong kind of 

attitude, but I think Melanie 

was more nervous.” Marrero 

recalls. “It was a little scary. 

But we both took it as extra 

motivation to succeed—we 

couldn’t fail our family and 

our friends.”

The couple were new to 

entrepreneurship, but they 

applied a strong work ethic 

and good business sense to 

the task. They quickly set up 

a 25-barrel brewhouse and, in 

2007, were among the earliest 

small breweries to distribute 

in cans—a move that 

craft breweries have since 

embraced as both financially 

and environmentally sound. 

And having savvily gotten 

a right of first refusal 

on adjacent units, they 

expanded. By 2012, they’d 

grown from 5,000 to 13,000 

square feet. “We flat-out 

needed more space,” Marrero 

says. 

This time, they approached 

the SBA for help. “The way 

it works is, you have to have 

the financing through an 

SBA lending partner—a local 

bank—and then the SBA 

guarantees part of the loan,” 

Marrero says. Maui Brewing 

took out a multimilliondollar loan to buy land and 

build a building for 25- and 

50-barrel brewhouses down 

the road in Kihei. “We would 

not have been approved for 

such a loan without the SBA.”

Maui Brewing Company’s 

six year-round beers include 

its signature Pineapple Mana 

Wheat and Coconut Hiwa 

Porter which, like many of its 

seasonal brews, use locally 

grown ingredients. “They 

always say small business is 

the backbone of America; I 

think farmers even more so,” 

Marrero says. 
28

SBA 

Guaranteed 

Loans

For small business entrepreneurs who 

cannot get traditional forms of credit, an 

SBA-guaranteed loan can fill that need.

The SBA guarantees loans made by lending 

institutions to small businesses that would 

not otherwise be able to obtain financing.

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

For those who are eligible and cannot obtain 

conventional financing with reasonable rates

and terms, the guarantee reduces a lender’s 

risk of loss in the event of a default on the 

loan. The SBA guarantee is conditional on the 

lender following SBA program requirements. 

Just like with any other loan, you make your 

loan payments directly to your SBA Lender in 

accordance with your terms.

Visit your local SBA office for a 

lender referral, or use Lender Match, 

sba.gov/lendermatch.

The SBA's online tool connects 

entrepreneurs with SBA Lenders 

interested in making small business 

loans in your area.

Melanie Oxley and 

Garrett Marrero

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

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

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

Today the operation consists of the Kihei brewery and three 

restaurants: the original location, one established on the island 

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

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

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

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

spirits and craft cocktails in cans.

In addition to supporting Hawaii growers, Maui Brewing offers 

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

the Maui Brewers Festival, which draws visitors and raises money 

for the Maui Arts and Cultural Center. 

And Marrero shares his hard-won expertise with aspiring 

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

definitely involve the Small Business Development Center in your 

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

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

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

advocate.”

FUNDING PROGRAMS
 29
30

Participating 

SBA Lenders

1st Source Bank

1stsource.com

American Bank

americanbankofmissouri.com

Atlantic Capital Bank

atlanticcapitalbank.com

Bank of Geneva

bankofgeneva.com

Bank of George

bankofgeorge.com

Bank of Hope

bankofhope.com

Bank United

bankunited.com

Bankable

flagshipenterprise.org

Bippus State Bank

bippusbank.com

BMO Harris Bank

bmoharris.com

Busey Bank

busey.com

Byline Bank

bylinebank.com

Celtic Bank

celticbank.com

Centier Bank

centier.com

Centra Credit Union

centra.org

Central Illinois Bank

centralillinoisbank.com

Centrebank

centrebank.net

Chase Bank

chase.com

Chemical Bank

chemicalbank.com

CIBC Bank

cibc.com

Citizens National Bank, 

Bluffton

cnbohio.com

Citizens State Bank

citizensstatebankindiana.com

CNB Bank

cnbbank.bank

Comerica Bank

comerica.com

Commonwealth Bank

cbb-bank.com

Community State Bank, Avilla

www.csbbankonline.bank

Compass Bank

bbvacompass.com

Cornerstone Bank

cornerstone.bank

CRF SBLC

crfusa.com

Crossroads Bank

crossroadsbanking.com

Customers Bank

customersbank.com

FCN Bank

fcnbank.com

Farmers Bank, Frankfort

thefarmersbank.com

Farmers State Bank, 

Lagrange

farmersstatebank.com

Fidelity Bank

lionbank.com

Fifth Third Bank

53.com

Finwise Bank

finwisebank.com

First American Bank

firstambank.com

First Bank

localfirstbank.com

First Bank Financial

fbfcwi.com

First Chatham Bank

firstchatham.com

First Colorado National Bank

firstcoloradobank.com

First Farmers Bank & Trust

ffbt.com

First Federal Bank of Midwest

first-fedbanking.com

First Federal Savings Bank

firstfederalbanking.com

First Federal Savings Bank, 

Huntington

www.firstfedindiana.bank

First Financial Bank

bankatfirst.com

First Home Bank

firsthomebank.com

First Merchants Bank

firstmerchants.com

First Mid-Illinois Bank & Trust

firstmid.com

First National Bank

fnb-bank.com

First National Bank

fnb-online.com

First Savings Bank

fsbbank.net

First State Bank of Middlebury

bfirst.bank

First Western SBLC

smallbusinessloans.co

FirstTrust Savings Bank

firstrust.com

Five Star Bank

fivestarbank.com

German American Bank

germanamerican.com

Hana SBLC

hanafinancial.com

Harvest SBLC

harvestsbf.com

Hendricks County Bank & 

Trust Co.

hendrickscountybank.com

Home Bank

homebanksb.com

Home Loan Invest Bank

homeloanbank.com

Home Savings Bank

homesavings.com

Homestar Bank

homestarbank.com

Horizon Bank

horizonbank.com

Huntington National Bank

huntington.com

Illinois National Bank

illinoisnationalbank.com

Independence Bank

independence-bank.com

KeyBank

key.com

Lake City Bank

lakecitybank.com

FUNDING PROGRAMS

Local Funding 

Programs

For a list of active SBA Indiana lenders, visit sba.gov/in. The list can be found in 

the Loan Approvals section under the Business Resources and News heading.
 31

FUNDING PROGRAMS

Legence Bank

legencebank.com

Live Oak Banking Co.

liveoakbank.com

Marine Bank

ibankmarine.com

Mechanics & Farmers Bank

mfbonline.com

Merchants Bank of Indiana

merchantsbankofindiana.com

Metro City Bank

metrocitybank.com

Mid-Southern Savings Bank

mid-southern.com

Midwest American FCU

mwafcu.org

Millennium Bank

milbnk.com

Mutual Savings Bank

mutualsavingsbank.net

MutualBank

bankwithmutual.com

National Bank of Indianapolis

nbofi.com

New Buffalo Savings Bank

newbuffalosavings.com

Newtek Small Business Finance

newteksbfinance.com

NOA Bank

noabank.com

North Valley Bank

nvboh.com

Northeast Bank

northeastbank.com

Old National Bank

oldnational.com

Owen County State Bank

ocsbank.com

Pacific Premier Bank

ppbi.com

Pacific Western Bank

pacificwesternbank.com

Paragon Bank

bankparagon.com

Peoples Bank SB

ibankpeoples.com

Peoples Trust & Savings Bank

ptsb-in.com

Pinnacle Bank

pinnaclebank.com

PNC Bank

pnc.com

Poppy Bank

poppy.bank

Purdue FCU

purduefed.com

Radius Bank

radiusbank.com

Regions Bank

www.regionsbank.com

Republic Bank & Trust Co.

republicbank.com

Salin Bank & Trust Co.

salin.com

Scott Credit Union 

scu.org

Security Federal Savings Bank

secfedbank.com

South Carolina Community 

Bank

sccommunitybank.net

Spirit of Texas Bank

sotb.com

Springs Valley Bank & Trust Co.

www.svbt.bank

STAR Financial Bank

starfinancial.com

State Bank of Lizton

statebankoflizton.com

Stearns Bank

stearnsbank.com

Stock Yards Bank & Trust Co.

syb.com

TCF National Bank

tcfbank.com

The Commerce Bank

commercebank.com

The Mint National Bank

themint.bank

The Riddell National Bank

riddellonline.com

The State Bank & Trust Co.

yourstatebank.com

Touchmark National Bank

touchmarknb.com

Traditional Bank

traditionalbank.com

U.S. Bank

usbank.com

United Community Bank

bankucb.com

United Community Bank

ucbi.com

United FCU

unitedfcu.com

United Midwest Savings Bank

umwsb.com

Vision One Credit Union

visionone.org

Wayne Bank & Trust Co.

waynebankonline.com

Wells Fargo Bank

wellsfargo.com

West Central CDC

wcpisba.com

West End Bank

westendbank.com

Participating 

Certified 

Development 

Companies

Business Development Corp.

218 W. Washington St., 10th floor

South Bend, IN 46601

(574) 288-5759

bdcloan.com

Community Development Corp.

200 E. Berry St., suite 320

Fort Wayne, IN 46802

(260) 427-1125

cdcnein.org

Indiana Statewide CDC

4181 E. 96th St., suite 200

Indianapolis, IN 46240

(317) 844-9810

cambridgecapitalmgmt.com/

iscdc.php

Premier Capital Corp.

151 N. Delaware St., suite 175

Indianapolis, IN 46204

(317) 613-3504

504partner.com

Regional Development Co.

1757 Thornapple Circle

Valparaiso, IN 46385

(219) 476-0504

rdc504.org 

Participating 

Community 

Advantage Lenders

Bankable, Powered by Flagship

2705 Enterprise Drive, suite 150

Anderson, IN 46013

(765) 622-0100

flagshipenterprise.org

Participating SBA 

Microlenders

Accion

1436 W. Randolph St., suite 300

Chicago, IL 60607

(312) 275-3000

accionchicago.org

Brightpoint

227 E. Washington Blvd.

Fort Wayne, IN 46853

(260) 423-3546 x563

mybrightpoint.org

Business Ownership Initiative

111 Monument Circle, suite 1950

Indianapolis, IN 46204

(317) 464-2258

businessownership.org

Bankable, Powered by Flagship

2705 Enterprise Drive, suite 150

Anderson, IN 46013

(765) 622-0100

flagshipenterprise.org
32

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

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

INTEREST RATE: prime + 6 percent

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

and working capital

GUARANTEE: 75 to 90 percent

SBA Microlenders

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

business counseling from SBA microlenders. If you need working 

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

microloan can help eligible businesses start up and grow.

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

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

TERMS: lender negotiated, no early payoff penalty

504 Certified Development Company 

Loan Program

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

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

your business, ask about the 504 Certified Development Company

Loan Program. It provides competitive fixed-rate mortgage financing

through an SBA Lender and a Certified Development Company.

MAX LOAN AMOUNT (UP TO 40 PERCENT OF THE TOTAL 

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

energy public policy projects

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

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

general machinery and equipment

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

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

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

SPECIAL CONDITION: a minimum borrower contribution or down 

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

percent

Need 

Financing?

The 7(a) Loan 

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

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

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

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

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

your small business. Loan proceeds may also be used to refinance

business debt or purchase a small business.

MAX LOAN AMOUNT: $5 million

INTEREST RATE: generally prime + a reasonable rate capped at 2.75 

percent

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

working capital

GUARANTEE: 50 to 90 percent

Caplines

Caplines meet your revolving capital needs with lines of credit. 

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

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

SBAExpress Loan

An SBAExpress loan is a small loan delivered by experienced lenders 

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

can be term loans or revolving lines of credit.

MAX LOAN AMOUNT: $350,000

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

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

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

and working capital 

GUARANTEE: 50 percent

Community Advantage Program

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

Visit your local SBA office or lender to learn about 

these SBA loan programs.

FUNDING PROGRAMS
 33

FUNDING PROGRAMS

R&D Opportunities for 

Next Gen Entrepreneurs

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

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

Do you work in one of these areas?

» Advanced materials

» AgTech

» Artificial intelligence

» Biomedical

» Cybersecurity

» Energy

» First response

» National security

» Space exploration

The Small Business Innovation Research and the Small Business 

Technology Transfer programs, also called America’s Seed Fund, 

provide more than $2.5 billion in early stage capital through more 

than 4,000 new awards annually.

How it works

Every year, 11 participating federal agencies announce topical areas 

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

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

phase awards program.

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

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

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

typically provides $600,000-$1.5 million.

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

or private funds for your venture

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

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

government also has a protection period in which it does not 

disclose your reports and data.

Visit sbir.gov to find funding opportunities and helpful program

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

Illumina, and Symantec.

Participating agencies:

» Department of Agriculture

» Department of Commerce

» National Institute of Standards and Technology

» National Oceanic and Atmospheric Administration

» Department of Defense

» Department of Education

» Department of Energy

» Department of Health and Human Services

» Department of Homeland Security

» Department of Transportation

» Environmental Protection Agency

» NASA

» National Science Foundation

OUSA CHEA/UNSPLASHALEXANDRE DEBIÈVE/UNSPLASH
34

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

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

sba.gov/internationaltrade. You can:

• Learn how to export

• Participate in foreign trade missions and trade shows

• Obtain services to support foreign market entry

• Translate websites to attract foreign buyers

• Design international marketing products or campaigns

Financing for International Growth

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

Max loan amount: $500,000

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

exceed prime + 6.5 percent

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

lines of credit, up to seven years

Guarantee: up to 90 percent

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

unfair trade practices.

Max loan amount: $5 million

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

+ 2.75 percent

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

Guarantee: up to 90 percent

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

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

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

Max loan amount: $5 million

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

Terms: typically one year, cannot exceed three years

Guarantee: up to 90 percent

Benefits of 

Exporting

Nearly 96 percent of consumers 

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

power is in foreign countries. If 

you’re a small business owner, 

here’s how to work with the SBA 

for your trade needs.

STEP 1 GET COUNSELING

STEP 3 GET FUNDING One-Stop Exporting Shops

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

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

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

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

assistance from professional business counselors.

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

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

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

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

you are encountering.

STEP 2 FIND BUYERS

Why Export?

You want to increase revenue. Exporting would make you less 

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

sales if your product is seasonal. 

FUNDING PROGRAMS
 35

Investment 

Capital

If you own a U.S. small 

business, you could 

receive capital from 

a Small Business 

Investment Company

that is regulated by the 

SBA. The agency provides 

guarantees to investment 

companies with financing expertise in certain 

sectors or industries. 

These investment companies then use private 

funds, along with SBAguaranteed capital, to 

invest in qualifying small 

businesses. The small 

business then receives a 

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

a share of ownership an 

investment company gets 

in a business.

Mature, profitable businesses with sufficient cash

flow to pay interest are

more likely to receive capital from a Small Business 

Investment Company. 

Each one has its own 

investment profile in terms

of targeted industry, geography, company maturity, 

the types and size of 

financing they provide. To

search the SBIC directory, 

visit Investment Capital 

under Funding Programs 

at sba.gov.

Looking for investors? Consider a Small Business Investment Company.

FUNDING PROGRAMS
36

What is the American 

dream? To many, it is the 

ideal that every United 

States citizen has an 

equal opportunity to achieve success 

and prosperity through hard work, 

determination, and initiative. Ember 

Industries, Inc., a family-owned company 

in San Marcos, Texas, exemplifies that 

national ethos. Established in 1986 as 

a small contract design firm, Ember 

Industries has grown into a full-service 

contract manufacturing business that 

builds, tests, and calibrates electronic 

devices and wire and cable assemblies. 

The company’s products are used to build 

things like above-ground tank monitors 

for oil fields and Lockheed military 

drones. In 2015, the company was on 

track to have one of its most profitable 

years, and then disaster struck.

 “Things were going great. Honestly, 

the factory was going wonderfully. In 

June we were on pace for a record month, 

but instead the Blanco River decided to 

come over its banks,” says President Rob 

Leonardis.

In May 2015, the Blanco River flooded 

disastrously, overflowing its banks to 

record levels and destroying more than 

1,000 homes. Ember Industries suffered 

catastrophic damages. “We had 32 inches 

of water in the entire building. Basically, 

it ruined all of our manufacturing 

equipment,” says Vice President of 

Finance and Administration Frank 

Leonardis. “It shut us down. It was pretty 

devastating.” 

The flood destroyed about one-third 

of Ember’s raw-material inventory and 

all of the work in progress as well as 

office furniture, computers and servers, 

and all of the company’s high-tech 

production equipment. “A week into it, 

our dad came to us and asked, should we 

be trying to do this? Should we even be 

trying to rebuild this?” Rob Leonardis 

recalls. But instead of shutting the doors, 

the company was approved for a $2 

million SBA disaster loan, and just six 

weeks after the flood, Ember Industries 

was back to full production. 

In 2017, Ember Industries received the 

SBA Phoenix Award for Outstanding Small 

Business Disaster Recovery. “Without the 

SBA loan, we would not have been able 

to survive as a company,” Rob Leonardis 

says. 

“The Office of Disaster Assistance at 

the SBA looks at businesses that have 

suffered through a disaster, recovered, 

and put their employees back to work. 

And Rob’s story about how SBA’s disaster 

loan helped the business recover is one 

of preserving the American dream,” 

explains Bill Koontz, public information 

officer for the Disaster Field Operations 

Center–West.

Rising Tide

Brothers Frank, Greg, 

and Rob Leonardis 

rebuilt their company 

with an SBA loan after 

a devastating flood.

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

after a disaster.

written by Nikki Bowman

FUNDING PROGRAMS DISASTER ASSISTANCE
 37

The SBA, the Federal Emergency Management Agency and other 

organizations work together to provide assistance to those affected by 

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

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

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

homeowners and renters to cover rebuilding costs not covered by 

insurance or other forms of assistance.

Small businesses and nonprofits are also eligible to apply for economic 

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

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

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

a disaster. Visit sba.gov/disaster.

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

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

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

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

they’ve grown bigger and better.” 

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

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

American dream.”

The President & the 

SBA Administrator 

Can Declare a Disaster

Contact the SBA directly to apply for a disaster 

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

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

• Visit a federal/state Disaster Recovery Center 

in your area

• Call our customer service center at 

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

ask for an application package to be 

mailed to you 

FEMA grant assistance for homeowners or renters 

is not available under an SBA declaration.

Information needed to get started:

• Address of damaged residence or business and 

contact info

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

• Household and/or business income

• Routing and bank account numbers

• Description of disaster-caused damage 

and losses

Who to contact after a 

disaster is declared by 

the President

Register with FEMA at disasterassistance.gov, or 

call (800) 621-3362 (TTY: 800-462- 7585), or visit a 

Disaster Recovery Center. Locations can be found 

at fema.gov/drc.

Businesses are automatically referred to 

the SBA. Most homeowners and renters will be 

referred by FEMA to the SBA to apply for disaster 

loan assistance. You must complete the SBA 

application to be considered for assistance. If the 

agency cannot help you with a loan for all your 

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

to FEMA.

Who to contact after a 

disaster is declared by 

the SBA

DISASTER ASSISTANCE FUNDING PROGRAMS
38

Keep in mind

An SBA disaster loan is a 

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

award you a grant if you 

have received an SBA loan 

or other assistance. Be sure 

to check with other organizations to see how an 

SBA loan might affect your

eligibility for their program.

In general, recovery 

expenses covered by 

insurance, FEMA or other 

forms of assistance may 

reduce the amount provided by your SBA disaster loan.

Verification & Processing

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

the disaster.

A loan officer determines your creditworthiness and eligibility after reviewing

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

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

decisions.

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

ability to repay, no early payoff fees or penalties.

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

elsewhere.

For Physical Damages

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

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

and other business assets.

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

damage.

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

to personal property, including vehicle losses.

For Economic Injury

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

meet working capital needs caused by a disaster.

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

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

Closing & Funds Disbursement

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

your documentation.

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

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

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

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

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

closing documents. Your case manager will schedule subsequent disbursements 

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

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

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

How an SBA 

Disaster Loan Works

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

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

FUNDING PROGRAMS
 39

How to Prepare 

Your Business 

for an Emergency

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

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

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

recovery of your community. First steps include:

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

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

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

Review your insurance coverage

• Contact your insurance agent to find out if your coverage is right for your business; make sure you understand the policy limits and deductibles.

• Ask about business interruption insurance, which compensates you for lost 

income and covers operating expenses if your company has to temporarily 

shut down after a disaster.

Establish a solid supply chain 

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

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

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

area, if possible.

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

an emergency

• Make sure you know your suppliers’ recovery plans.

Plan for an alternate location

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

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

an extended time. 

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

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

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

reopens.

The Ready Business program, 

ready.gov/business, gives 

step-by-step guidance on how 

to prepare your business for 

a disaster. The series includes 

preparedness toolkits for 

earthquakes, hurricanes, 

inland flooding, power 

outages, and severe winds/

tornadoes. Spanish materials 

are available.

FUNDING PROGRAMS
40

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
 41

For Public and Private Prime 

Contracts and all Subcontracts

For Federal Contracts

The SBA guarantees: bid, payment, performance, and 

ancillary bonds issued by surety companies

Cost of contract: up to $6.5 million

SBA reimburses surety companies in case of default 

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

80 percent for all other small businesses.

The SBA guarantees: bid, payment, performance, 

and ancillary bonds issued by surety companies—

if a guarantee would be in the best interest of the 

government

Cost of contract: up to $10 million

SBA reimburses surety companies in case of default 

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

80 percent for all other small businesses.

Typically, small businesses provide financial statements and other documentation when

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

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

any financials with the SBA.

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

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

SBA’s QuickApp Program

Questions? 

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

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

Tamara E. Murray

Denver, Colo.

(303) 927-3479

Kevin Valdes

Seattle, Wash.

(206) 553-7277

Jennifer C. Bledsoe

Washington, DC

(202) 205-6153

FUNDING PROGRAMS
42

My Next 

Career Path

Renee Boyce, president and 

CEO of My Next Career 

Path Staffing, LLC, knows 

firsthand the challenges of 

small business ownership. 

“Some of the biggest challenges are 

getting capital and financing to allow 

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

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

business, we just need a fair opportunity 

CONTRACTING

Doing Business with the Government

to bid on contracts.”

Founded in 2014 in Las Vegas, Nevada, 

My Next Career Path Staffing (MNCP 

Staffing) is a consulting and staffing 

firm that provides resources to private 

businesses, public sector firms, and 

local, state, and federal government 

agencies nationwide. The company offers 

temporary and permanent recruitment 

or recruitment by project in the fields of 

information technology; engineering; 

medical, clinical, and professional 

services; and sales and marketing, 

and it is known for its IT solutions. The 

company is a certified 8(a), Minority 

Business Enterprise, Disadvantaged 

Business Enterprise (DBE), and Emerging 

Small Business in Nevada as well as a 

certified DBE in Arizona, California, 

Maryland, Oregon, Texas, and Utah.

“My Next Career Path saves 

companies time and money,” Boyce says. 

“Companies often receive hundreds of 

resumes in response to job ads, and it's 

time-consuming to go through them. 

Reviewing resumes to locate the best 

candidates is another full-time job. 

We save time by honing in on the best 

matches for the firm.”

All business owners know that 

making a bad hire is expensive. Not only 

do you spend time and money training 

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

then you have to start another candidate 

search, My Next Career Path prides itself 

in locating the candidates who are a 

great match from the start. 

In 2017, Boyce was chosen as the 

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

has helped me grow my business by 

being a useful resource and providing 

guidance on working in the federal 

space,” says Boyce. My Next Career 

Path became a government contractor in 

2016 and now reports more than 

60 percent of the company's business 

is in the federal arena. 

The SBA is a resource for small 

businesses that are interested in working 

with the government. Boyce says, “It 

takes time and patience to work in the 

federal space. It’s certainly not for every 

business. But by establishing and 

written by Nikki Bowman

This small business has made it their business to provide quality 

staffing in the federal arena. 
 43
44

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

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

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

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

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

office.

4. Talk to a local Small Business Development Center counselor 

(page 8) or visit a Procurement Technical Assistance Program 

adviser for free counseling. Find your closest center at 

aptac-us.org.

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

webform.

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

the certification process. All required documents must be

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

contract set aside for a specific program.

7. Register with the System for Award Management 

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

How to 

do business 

with the 

government

The SBA has 

helped me 

grow my 

business 

by being 

a useful 

resource and 

providing 

guidance on 

working in 

the federal 

space.”

Renee Boyce, 

MNCP Staffing president and CEO

building relationships and teaming with 

partners, we’ve learned how to navigate 

the federal arena.” 

Running a small business can be 

challenging but it is also very rewarding. 

Boyce advises other small businesses to 

use the resources available like PTAC, 

SBA, and local business chambers. “It is 

important to build a strong network of 

relationships,” he points out. “Do not 

rule out opportunities to subcontract. It 

will allow you to understand the process 

and gain experience.”

Boyce has big plans for the future. 

“My goal is to continue to grow and 

expand the company globally with even 

more locations nationwide, while still 

delivering value-added services to the 

government and private businesses.”

CONTRACTING
 45

SBA Contracting 

Programs

Your business could earn profit and gain valuable work experience 

by providing goods or services to the government.

The federal government sets aside contracts 

for small business, and these contracting 

programs are designed to help you compete 

for and win federal contracts. Visit SBA.gov/

contracting to learn more about set-asides 

and whether one or more of these government 

contracting programs is right for your business.

All Small Mentor-Protege 

Program 

Looking for an opportunity to partner with 

a more experienced firm for mentorship?

You may find that effortrewarded in theAll 

Small Mentor-Protege Program, sba.gov/

allsmallmpp. At the same time you’re gaining 

invaluable direction and experience, you and 

your mentor can compete for government 

contracts, further growing your business.

To qualify for this program:

• Proteges must have a mentor prior to 

applying for the program. Visit your local 

SBA office for guidance. Ask aboutthe SBA’s

Resource Partners and the Procurement 

Technical Assistance Program for help in 

connecting you with a mentor business.

• You must be certified as a small business

within yourNAICS industry classification

and have experience in that field.

• Mentors and proteges must be organized for 

profit or as an agricultural cooperative.

• Mentors cannot own more than 40 percent 

equity in the protege’s business.

• An SBA determination of affiliation must not

exist between the mentor and the protege. 

All Small-approved partnerships receive 

an exclusion of affiliation for contracting

purposes.

8(a) Business Development 

Program

If you’re an entrepreneur who is socially and 

economically disadvantaged, you could get 

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

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

opportunities with federal buyers. Firms 

owned by Alaska Native Corporations, 

American Indian tribes, Native Hawaiian 

organizations, and Community Development 

Corporations are also eligible for 8(a) business 

development assistance. 

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

small business must meet the following 

criteria:

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

more socially and economically 

disadvantaged people of good character

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

the United States

• Demonstrate current capacity and potential 

for success

Socially disadvantaged: those who have 

been subjected to racial or ethnic prejudice or 

cultural bias without regard to their individual 

qualities because of their identity as members 

of certain groups. The following groups of people are assumed to be socially disadvantaged: 

Black Americans, Native Americans, Alaska 

Natives, Native Hawaiians, Hispanic Americans, 

AsianPacific Americans, and Subcontinent

Asian Americans. A person who is not a member of one of these groups must establish that 

itis more likely than notthatthey have suffered

disadvantage.

Economically disadvantaged:

those whose ability to compete in the 

marketplace has been impaired because the 

person has not had as much capital and credit 

opportunities compared to others in the same 

or similar line of business who are not socially 

disadvantaged. 

Glenn Davis, an 8(a) program graduate, 

operates BranCore, a consulting 

business, out of Richmond, Virginia.

CONTRACTING
46

The benefits:

• 8(a) businesses are assigned an SBA professional 

to help coordinate your business development 

assistance.

• You could be awarded an 8(a) sole-source contract up to $4 million for goods and services; $7 

million for manufacturing, exceptions apply.

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

awarding of a contract to an 8(a) small business that 

can provide the needed services.

HUBZone 

Businesses located in Historically Underutilized 

Business Zones, also called HUBZones, sba.gov/

hubzone, must be certified to gain special access

to federal contracts. To qualify for the program, a 

small business must:

• Be at least 51 percent owned and controlled 

by a U.S. citizen(s), a Community Development 

Corporation, an agricultural cooperative, or an 

Indian tribe.

• Be located within a HUBZone, which includes 

Indian reservations and military facilities closed 

by the Base Realignment and Closure Act. Enter 

your address in our interactive map to see if your 

business is located in a HUBZone, https://maps.

certify.sba.gov/hubzone/map.

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

For ServiceDisabled Veterans:

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

the federal marketplace, you may be eligible for this 

small business certification.

• To determine your eligibility, contact a veterans’ 

business development officer at your local SBA

office, or the SBA’s Office of Veterans Business

Development at sba.gov/ovbd. 

• After you have set up to do business with the

government in sam.gov, update your status as a 

service-disabled veteran business.

Keep in mind

The SBA does not officially certify this designation,

so when a contract awarded based on this eligibility 

is protested, the SBA will determine if your business 

meets the eligibility status, ownership and control 

requirements.

CONTRACTING

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
 47

CONTRACTING

Contracting

Small businesses can become vendors to the state of Indiana 

and local government agencies with the assistance of these local 

agencies.

Indiana Department of Administration

Indiana Government Center South

402 W. Washington St., room W-478, Indianapolis, IN 46204

(317) 232-3150, in.gov/idoa

Indiana Department of Transportation

100 N. Senate Ave., IGCN 755, Indianapolis, IN 46204

(317) 463-6848

in.gov/indot/2384.htm

City of Bloomington

401 N. Morton St., suite 240, Bloomington, IN 47404

(812) 349-3412

bloomington.in.gov/rfp

City of Evansville

1 NW Martin Luther King Jr. Blvd.

Civic Center, room 323, Evansville, IN 47708

(812) 436-4961

evansvillegov.org/city/departments

City of Fort Wayne Citizens Square

200 E. Berry St., suite 425, Fort Wayne, IN 46802

(260) 427-8311

cityoffortwayne.org/purchasing-home.html

City of Gary Department of Commerce

401 Broadway, suite 301, Gary, IN 46402

(219) 881-1367

garyin.us/commerce

City of Indianapolis Office of Minority

& Women Business Development

City-County Building

200 E. Washington St., suite 1260, Indianapolis, IN 46204

(317)327-5262

indy.gov/egov/city/dmwbd/pages/home.aspx

City of Jeffersonville

500 Quartermaster Court, Jeffersonville, IN 47130

(812) 285-6400

cityofjeff.net/doing-business-with-the-city

City of Lafayette

20 N. Sixth St., Lafayette, IN 47901

(765) 807-1000

lafayette.in.gov/bids.aspx

City of New Albany

311 Hauss Square, New Albany, IN 47150

(812) 948-5333

cityofnewalbany.com/government/projects

City of South Bend

227 W. Jefferson Blvd., South Bend, IN 46601

(574) 235-9977

www.southbendin.gov/government/division/purchasing

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.

Indiana Procurement Technical Assistance Center 

Lead Center

1 N. Capitol Ave., suite 700, Indianapolis, IN 46204

(317) 695-7261, in.gov/indiana-ptac

South Central PTAC

101 W. Kirkwood Ave., suite 310, Bloomington, IN 47404

(812) 340-4342

Southwest PTAC

318 Main St., suite 401, Evansville, IN 47708

(812) 492-4320

Northeast PTAC

4312 Hobson Road, Fort Wayne, IN 46815

(260) 481-0491

Central PTAC

Speak Easy Downtown

47 S. Meridian St., Indianapolis, IN 46204

(317) 607-0575

Northwest PTAC

MatchBox Coworking Studio

17 S. Sixth St., Lafayette, IN 47901

(219) 214-2126
48

CONTRACTING

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

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

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

awarded to small businesses.

But doing business with the largest purchaser of goods and 

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

small businesses face is uncovering the right opportunities— ones 

that match their capabilities and growth plans.

Here are eight tips and resources to help you find government

contract opportunities that make sense for your small business.

1Familiarize yourself with the rules. Before a contract 

opportunity comes along that excites you, be prepared. 

Familiarize yourself with what’s involved with selling to 

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

with much longer lead times and strict bidding and product 

requirements.

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

time to get strategic. Every agency and department has 

unique goals. Identifying these can help you target a niche 

or opportunity for your products or services.

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

budgetary priorities.

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

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

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

and focus their contracting sales and marketing strategy. Each 

federal agency or department budget is listed on the Office of

Management and Budget (OMB) website.

Small businesses can benefit from government contracting opportunities.

8 Tips 

for Finding Government 

Contracting Opportunities

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

goals. Each year the SBA negotiates formal goals with individual 

agencies to ensure that small businesses get their fair share of 

federal contracts. For several consecutive years, many agencies have 

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

Federal Procurement Data System posts scorecards for each agency. 

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

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

4Research existing and upcoming opportunities. Once you’ve 

identified agency initiatives that align with what your business

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

FedBizOpps.gov. Marketintelligence firms likeONVIA orImmixGroup

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

highlights upcoming opportunities as well as contracting tips).

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

influencers and industry experts. Useful sites to explore for upcoming

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

GovMark Council are worth checking out.

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

Utilization (OSDBU) outreach events 

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

These events also offer guidance on how small businesses

can break into the contracting market and take advantage of programs 

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

tool, which helps thousands of aspiring entrepreneurs gain a foothold 

in contracting with financial assistance and teaming opportunities.
 49

7Get help from SBA procurement reps. 

Another vital government resource 

are SBA’s local Procurement Center 

Representatives (PCRs). PCRs provide services that 

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

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

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

get access to contracts. The All Small MentorProtege Program (page 45) rewards protege 

small businesses and experienced mentor firms

with government contracting opportunities. 

The program’s objective is to motivate larger 

companies to lend their knowledge to smaller, 

less experienced businesses so they can together 

compete for government contracts.

written by Caron Beesley, contributor

Additional Resources

For more tips and insights on breaking into and 

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

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

available resources and more. 

sba.gov/contracting

• Contracting Blogs: Learn about the latest resources and 

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

contracting

• SBA Government Contracting Classroom: Self-paced 

online courses on all aspects of the contracting process. 

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

government-contracting-classroom

Government contracting has 

led to new opportunities for 

Michael Mills, principal of 

Mills Group in Morgantown, 

West Virginia.

CONTRACTING
50

To further the mission of helping small 

businesses succeed, the SBA has regional 

offices across the country. Here are some 

fun facts about each region from sba.gov

Reasons to Love 

Your Region

Region 1 (Connecticut, 

Massachusetts, Maine, New Hampshire, 

Rhode Island, Vermont) New Hampshire 

was home to the first ski club in the

United States. As of 2014, Region 1 had 

the highest number of small business 

skiing facilities per square mile in the 

country, and all six region 1 states had 

skiing facilities.

Region 2 (New York, New Jersey, 

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

Rico’s economy. Four out of five Puerto 

Rican workers are employed at small 

businesses, as compared to 48% for the 

United States as a whole.

Region 3 (District of Columbia, 

Delaware, Maryland, Pennsylvania, 

Virginia, West Virginia) Washington D.C., 

Maryland and Virginia are some of the 

best states for women-owned businesses. 

Washington, D.C., and Maryland rank 

1 and 3 respectively for the number of 

businesses owned by women. These two 

states and the district are in the top 10 for 

the amount of sales and employment from 

women-owned businesses.

Region 4 (Alabama, Florida, Georgia, 

Kentucky, Mississippi, North Carolina, South 

Carolina, Tennessee) Region 4 is a center 

of minority-owned businesses. 23% of all 

minority-owned businesses are located in 

region 4, making it the second in the nation. 

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

any other region.

Region 5 (Illinois, Indiana, Michigan, 

Minnesota, Ohio, Wisconsin) Region 5 has 

an active veteran business community. It 

ranks second in terms of the number of 

veteran-owned businesses, with Ohio and 

Illinois in the top 10 states.

Region 6 (Arkansas, Louisiana, New 

Mexico, Oklahoma, Texas) Region 6 leads 

the nation in long-term GDP growth

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

period. Texas and Oklahoma experienced 

the largest growth in the region with 28% 

and 22% respectively.

Region 7 (Iowa, Kansas, Missouri, 

Nebraska) Region 7 has a booming small 

health care industry. The region has the 

most hospitals, general health care, and 

social assistance small businesses per 

capita than any other region.

Region 8 (Colorado, Montana, North 

Dakota, South Dakota, Utah, Wyoming)

Region 8 is a great place for crafty entrepreneurs.

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

third, and the region as a whole ranks second.

Region 9 (Arizona, California, Hawaii, 

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

million minority-owned businesses amount 

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

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

Hawaiian businesses are minority-owned.

Region 10 (Alaska, Idaho, Oregon, 

Washington) Region 10 leads the country in 

coastline, fishing, and seafood exports. The 

region’s maritime endowment is led by Alaska, 

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

those of the other 49 states combined. The 

region has the most small fishing operations

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

Seattle, and Anchorage—account for 67% 

of America’s fish exports.

LOVE YOUR REGION
 51
52