1

SUCCESS STORIES

FROM ACROSS THE COUNTRY

WISCONSIN 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 

30 National Success Story

An SBA loan guarantee helps 

Hawaii entrepreneurs hop 

up their brewing operation.

34 Local Funding Programs

42 Need Financing?

43 Federal Research & 

Development

44 Why Export?

45 Investment Capital

46 National Success Story

Ember Industries receives SBA’s 

2017 Phoenix Award For Outstanding 

	 DisasterRecovery Efforts.

47 SBA Disaster Loans

48 How to Prepare Your

Business for an Emergency

50 Surety Bonds

Contracting 

52 National Success Story

This small business has made 

it their business to provide quality 

	 staffing in the federal arena.

55 SBA Contracting Programs

57 Woman-Owned Small 

	 Business certification

58 8 Tips for Finding 

Government Contracting 

Opportunities

Local Business 

Assistance 

 8 National Success Story

Hometown Trolley has found 

success through determination, 

creativity, and a little help from 

friends at the U.S. Small Business 

Administration.

11 Local SBA Resource Partners

16 How to Start a Business

21 Your Advocates

22 Local Success Story

Industry demand and SBA 

assistance helped Dynamic 

Recycling grow at a dramatic 

rate since its founding in 2007.

24 Write your Business Plan

27 Programs for Veterans

28 Programs for Entrepreneurs

29 Programs for Native 

Americans

 ON THE COVER Clockwise from top: Milwaukee skyline, photo by Tom Barrett on 

Unsplash; Hunter Cattle, Brooklet, Georgia, courtesy of the SBA; Lake Mendota, 

photo by John Westrock on Unsplash; Miles Harter and Curt Greeno of Dynamic 

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

Wisconsin 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

Eric Ness (414) 297-1471, eric.ness@sba.gov 

Deputy District Director/ Veterans & Women’s Business 

Representative/ International Trade

Frank Demarest Jr. (414) 297-1099, frank.demarest@sba.gov

District Counsel

Andrea Button (312) 886-0704, andrea.button-ott@sba.gov

Public Affairs Specialist

Shirah Rachel Apple (414) 297-1096, rachel.apple@sba.gov

Economic Development Specialist/Administration/

Disaster Assistance Coordinator

Patricia Pettey (608) 441-5519, patricia.pettey@sba.gov

Lead Business Opportunity Specialist/HUBZones 

Representative

Shane Mahaffy (414) 297-1455, darryl.mahaffy@sba.gov

Business Opportunity Specialist/SBDC Representative

James Strube (414) 297-3951, james.strube@sba.gov

Program Support Assistant/8(a) Business Development 

Representative

Cartina Austin (414) 297-1092, cartina.austin@sba.gov

Lender Relations Specialist

Ellie Berg (414) 297-1488, elvira.berg@sba.gov

Economic Development Specialist/SCORE Representative

Robin Dittberner (608) 441-5521, robin.dittberner@sba.gov

District Support Assistants

Betsy Jorgensen (608) 441-5502, betsy.jorgensen@sba.gov

Gloria Hloucal (414) 297-1091, gloria.hloucal@sba.gov 

Regional Advocate

Les Davies (614) 469-6860 x267, leslie.davies@sba.gov

SBA Wisconsin District Office

The Blue

310 W. Wisconsin Ave. #580W, Milwaukee, WI 53203

(414) 297-3941, fax (414) 297-1377

@SBA_Wisconsin, sba.gov/wi

Madison Office

740 Regent St., suite 100, Madison, WI 53715

(608) 441-5263, fax (608) 441-5500

Welcome to the 2018-19 edition of the U.S. Small Business 

Administration’s Wisconsin Small Business Resource Guide. 

The SBA helps make the American dream of small 

business ownership a reality. We are the only federal agency 

dedicated to helping the U.S.’s 30 million small businesses start, grow, 

expand, and recover after disaster strikes. SBA’s Milwaukee and Madison

offices, along with an extensive network of lenders, business advisers,

and many other organizations, are here to help Wisconsin’s 448,000 small 

businesses in every phase of development. 

Last year we empowered Wisconsin’s small businesses to:

• Access more than $650 million in SBA-backed loans through more than 

170 banks, credit unions, community-based lenders and microlenders. 

These 1,700 businesses, including approximately 600 new firms, then

hired thousands of new employees, bought new equipment, and 

constructed new buildings. 

• Find an ally, advocate, and mentor through our SBA Resource Partner 

network, which includes SCORE, the Small Business Development 

Centers, Women’s Business Centers, and the Veterans Business 

Outreach Center, all powered by the SBA.

• Obtain more than $70 million in federal contract awards to small 

disadvantaged firms, with that number expected to grow in the

coming year. 

Stay up to date on SBA team events, conferences, and seminars in the 

Badger State and get valuable information to strengthen your business by 

following us on Twitter at @SBA_Wisconsin. Register for e-mail updates at 

sba.gov/updates. Use this guide to find information on writing your business

plan, getting matched with a lender, and taking an online course at sba.gov. 

I look forward to powering your dream of starting, growing, or expanding 

your small business here in Wisconsin. 

Sincerely,

Eric Ness

District Director 

message from the district director
8

Kristina Pence-Dunow did 

not intend to become a 

businesswoman, a cornerstone 

of her small town’s economy, 

and the nation’s only female owner of 

a transit vehicle manufacturer. In the 

beginning, she just wanted to keep the 

family business going.

Pence-Dunow was a dental assistant 

for the first several years of her adult 

life. Then, after giving birth to her son 

in 1988, she joined her husband’s family 

business. The company built fancy 

horse trailers as well as the occasional 

trackless trolley—a public transit 

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

She started out doing bookkeeping and 

upholstery work. It was a small shop, so 

everyone wore several hats. 

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

Crandon, Wisconsin, so he could pursue 

a career in off-road racing. They took the 

trolley business with them. A few years 

later, her husband decided to devote his 

Hometown Trolley has found success through determination, creativity, 

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

full attention to racing. 

The couple eventually divorced and 

Pence-Dunow became sole owner of 

the business.

“I kept the trolleys going and raised 

my two children,” she says. The company 

made a few dozen vehicles each year, 

selling them through a distributor 

in Florida. Things were going well. 

At the time, all the nation’s trolley 

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

our same customers and everybody 

stayed small.”

But then competition arrived. A 

large bus manufacturer began making 

trolleys, too. “They flooded the market. 

They had the capital behind them,” 

Pence-Dunow says. “I was being starved 

for sales.”

Other trolley companies shut their 

doors, but Pence-Dunow didn’t have 

a backup plan. She still had two kids 

to raise. So she did the only thing she 

could—she kept going.

LOCAL BUSINESS 

ASSISTANCE

written by Zack Harold

A Streetcar Named 

Persistence
 

9

 CLOCKWISE FROM TOP 

During the company's 

rebuilding period, Kristina 

Pence-Dunow had to lay off 

all her employees. Hometown 

Trolley now has more than 50 

full-time employees and plans 

to add more soon. 

Pence-Dunow poses with 

husband Joey, left, and SBDC 

President C.E. "Tee" Rowe after 

a ceremony in Washington, 

D.C., where she was named 

Wisconsin Small Business 

Person of the Year 2017. 

Hometown Trolley's factory 

floor has expanded from 6,000 

to 32,000 square feet—and the 

company is in the process of 

expanding again. 

Pence-Dunow says riders enjoy 

trolleys for their old-timey 

craftsmanship.

Still rolling

Since she knew her company could not 

compete with the bus manufacturer on 

volume, Pence-Dunow knew she would 

have to out-innovate them. She rebuilt the 

business from the ground up. She cut ties 

with her Florida distributor and created her 

own network of dealerships. She rebranded 

the company as Hometown Trolley. 

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

racked up debt. “I went six months with no 

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

the storm, thanks to assistance from the 

U.S. Small Business Administration. 

About the time she was rebuilding and 

rebranding her company, Pence-Dunow 

met Chuck Brys of the Small Business 

Development Center at the University of 

Wisconsin–Green Bay. Brys connected her to 

a local bank with an in-house SBA specialist, 

who guided her through getting an SBAguaranteed loan to help cover her debt.

Brys also helped Pence-Dunow develop 

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

growth. He encouraged her to be aggressive 

with those projections. To Pence-Dunow’s 

surprise, her company did not just meet 

those projections—they exceeded them. 

Slowly, Hometown Trolley’s emphasis on 

innovation began to take hold. The company 

developed a handicap-accessible, low-floor 

trolley. The city of Virginia Beach, Virginia, 

ordered 15. The big bus manufacturer didn’t 

have a comparable model. 

Pence-Dunow began landing similar 

contracts around the country, slowly taking 

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

she was able to purchase the bus company’s 

trolley division. 

“I just kept sending the CEO an email,” 

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

but, finally, the company agreed to sell. As 

luck would have it, the company wanted out 

of the trolley business so it could focus on its 

commercial truck line. 

It was a big expenditure for a small 

company, but Pence-Dunow knew from 

experience how to make it work. She took 

out another SBA-guaranteed loan.

Picking up speed

Hometown Trolleys can now be found 

everywhere from Roanoke, Virginia,to 

Miami, Florida, and Laguna Beach, 

California. The vehicles are also found on 

the campuses of universities, themeparks, 

and retirement villages. 
10

SBA Resource Partners

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

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

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

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

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

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

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

start working on your business goals.

SCORE

Small Business Development Center counselors can help entrepreneurs realize their 

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

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

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

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

Small Business Development Center at sba.gov/sbdc.

SMALL BUSINESS DEVELOPMENT CENTERS

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

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

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

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

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

sba.gov/women.

WOMEN’S BUSINESS CENTERS

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

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

which can help your business better compete for government contracts.

VETERANS BUSINESS OUTREACH CENTERS

There are more than 

300 SCORE chapters

980 Small Business Development Centers

100 Women’s Business Centers

20 Veterans Business Outreach Centers

“It’s an iconic American form of 

transportation,” Pence-Denow says. 

“A trolley is an experience. People 

will let a city bus go by and wait for 

a trolley.”

The company is still innovating. 

Pence-Dunow hopes to expand 

her line of electric and liquefied 

petroleum gas–powered trolleys. 

Hometown Trolleys also has 

designed bus bodies for its existing 

chassis and drivetrains. It’s a way 

of tapping a small but profitable 

market. Small municipalities 

often wait years for buses from 

large manufacturers, since major 

cities snatch up most of the supply. 

Hometown Trolley can fill those 

small orders in much less time.

 By 2020, Hometown Trolleys 

plans to be making more than 200 

buses and trolleys a year—far more 

than the dozen or so it was making 

when Pence-Dunow took over. 

“I can’t believe how much we’ve 

grown,” she says.

In the past four years alone, 

the company has gone from $2 

million in gross sales to $15 million. 

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

expanded. And, best of all, the 

company has grown its workforce 

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

employees soon.

And it’s still a family business. 

Pence-Dunow’s daughter Jessica 

does marketing and graphic design 

for the company. Her son Dustin 

helps run the production floor. 

Without help from the SBA, 

“I would have never stepped out 

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

great learning experience that I 

still use today. I’m doing a lot more 

on my own, because I have more 

resources, but I can refer back to 

that.”

But she says the most important 

resource was the moral support. 

“Someone saying, ‘You can do 

this.’”

LOCAL BUSINESS ASSISTANCE
 11

LOCAL BUSINESS ASSISTANCE

Our Local SBA 

Resource Partners

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

SBA cooperative agreements or grants.

Arthur and Sandra Johnson, owners of 21 Short 

Stop in Georgia, received assistance from their 

local Small Business Development Center and 

SCORE chapter. 

SCORE

To schedule an appointment to start working on your 

business goals, contact your local SCORE chapter office.

Wisconsin SCORE 

District Director 

David Maaske

Central Wisconsin #535

Serving Adams, Clark, Juneau, Portage, Taylor, and 

Wood counties

Marshfield Area Chamber of Commerce and Industry

700 S. Central Ave., 

Marshfield, WI 54449

(715) 384-3454

Administrative Assistant 

Karen Olson

Chapter Chair Jim Krueger

Vice Chair Peter Bushman

centralwisconsin.score.org

Portage County Business Council Inc.

5501 Vern Holmes Drive, 

Stevens Point, WI 54482

(715) 344-1940

North Central Community Action

2111 8th St. South, 

Wisconsin Rapids, WI 54495

(715) 424-2581
12

LOCAL BUSINESS ASSISTANCE

Heart of Wisconsin Chamber

1120 Lincoln St., 

Wisconsin Rapids, WI 54494

(715) 423-1830

Fox Cities #382

Serving Calumet, Fond du Lac, Green Lake, Marquette, 

Outagamie, Waupaca, Waushara, and Winnebago counties

125 N. Superior St., 

Appleton, WI 54911

(920) 734-7101

score.foxcities@scorevolunteer.org

Chapter Chair Robert Molitor

Vice Chair Kathleen Wall

foxcities.score.org

Oshkosh Chamber of Commerce

120 Jackson St.,

Oshkosh, WI 54901

(920) 303-2266

Fond du Lac Economic 

Development Corp.

116 N. Main St., 

Fond Du Lac, WI 54936

(920) 734-7101

Green Bay #508

Serving Brown, Door, Oconto, Kewaunee, 

Manitowoc, and Marinette counties

Advance Business & Manufacturing Center

2701 Larsen Road

Green Bay, WI 54303

(920) 222-2167

greenbayscore@gmail.com

Interim Chapter Chair Gary Lewins

greenbay.score.org

Progress Lakeshore

202 N. Eighth St.

Manitowoc, WI 54220

(920) 222-2167

Madison #145

Serving Columbia, Crawford, Dane, Grant, Green, 

Iowa, Lafayette, Richland, Rock, Sauk, and Vernon counties

MG&E Innovation Center

505 S. Rosa Road, suite 37, Madison, WI 53719

(608) 441-2820

madison.score@scorevolunteer.org

Chapter Chair Mike George

Vice Chair Steven Stone

madison.score.org

Dream Bank

1 N. Pinckney St., Madison, WI 53703

(608) 286-3150

Evansville Area Chamber of Commerce

8 West Main St., Evansville, WI 53536

(608) 882-5131

Latino Chamber of Commerce

2881 Commerce Park Drive, suite E, Fitchburg, WI 53719

Oregon Chamber of Commerce

117 Spring St., Oregon, WI 53575

(608) 835-3697

Sauk Prairie Area Chamber of Commerce

109 Phillips Blvd., Sauk City, WI 53583

(608) 643-4168

Southeast Wisconsin #28

Serving Dodge, Kenosha, Jefferson, Milwaukee, 

Racine, Ozaukee, Sheboygan, Walworth, Washington, 

and Waukesha counties

The Blue, 310 W. Wisconsin Ave., suite 585, Milwaukee, WI 53203

(414) 297-3942 

Administrative Assistant 

Anita Knepel

score.28@scorevolunteer.org

counseling.28@scorevolunteer.org

Chapter Chair Jim Injeski

Vice Chair Craig Ranger

sewisconsin.score.org

Gateway Technical College

iMET Center

2320 Renaissance Blvd., Sturtevant, WI 53177

Call (414) 297-3942 for an appointment

Gateway Technical College

Launch Box

101 Main St., Racine, WI 53177

Call (414) 297-3942 for an appointment

Hartford Area Chamber of Commerce

1246-A Sumner St., Hartford, WI 53027

Call (414) 297-3942 for an appointment first and third

Tuesdays of the month
 13

LOCAL BUSINESS ASSISTANCE

Menomonee Falls Community Chamber

N91 W17271 Appleton Ave., suite 2

Menomonee Falls, WI 53052

Call (262) 251-2430 for an appointment

Milwaukee Urban League

435 W. North Ave., , Milwaukee, WI 53212

(414) 374-5850 x106 Thursdays, 1-5 p.m.

Oconomowoc Area Chamber of Commerce

175 E. Wisconsin Ave., Oconomowoc, WI 53066

Call (414) 297-3942 for an appointment

Waukesha County Business Alliance

2717 N. Grandview Blvd. #204, Waukesha, WI 53188

Call 414-297-3942 for appointment.

Wausau #447

Serving Clark, Florence, Forest, Iron, Langlade, Lincoln, 

Marathon, Menomonee, Oneida, Price, Shawano, Taylor, 

and Vilas counties

MCDEVCO

300 Third St., Wausau, WI 54401

(715) 298-0084

Acting Chair Dave Maaske

wausau.score.org

Western Wisconsin #362

Serving Barron, Buffalo, Dunn, Chippewa, Eau Claire, Jackson, 

La Crosse, Monroe, Pepin, Pierce, Polk, Rusk, St. Croix, and 

Trempealeau counties

Federal Building

500 Barstow St., room B11, Eau Claire, WI 54701

(715) 834-1573

Chapter Chair Tom Bauer

Vice Chair Per Forsberg

westernwisconsin.score.org

Small Business 

Development Centers

Business answer line

(800) 940-7232

wisconsinsbdc.org/bal

UW-Eau Claire SBDC

7 S. Dewey St., Eau Claire, WI 54702

(715) 836-5811

Director Luke Kempen, kempenls@uwec.edu, 715-836-5902

wisconsinsbdc.org/eauclaire

UW-Green Bay SBDC

Advance Business & Manufacturing Center

2701 Larsen Road, Green Bay, WI 54303

(920) 496-2117

Director Tara Carr

carrt@uwgb.edu, (920) 496-2112

wisconsinsbdc.org/greenbay

UW-La Crosse SBDC

120 W. Carl Wimberly Hall

GPS address 1624 Farwell St.

(608) 785-8782

Director Anne Hlavacka

ahlavacka@uwlax.edu

(608) 785-8782

wisconsinsbdc.org/lacrosse

UW-Madison SBDC

975 University Ave., room 3260

Madison, WI 53706

(608) 263-2221

Director Michelle Somes-Booher

michelle.somesbooher

@wisc.edu

(608) 265-3051

wisconsinsbdc.org/madison

UW-Milwaukee SBDC

161 W. Wisconsin Ave., suite 6000

Milwaukee, WI 53203

(414) 227-3240

Director Tim Peterson

timp@uwm.edu

(414) 227-3101

wisconsinsbdc.org/milwaukee

UW-Oshkosh SBDC

835 High St., Sage Hall 1614

Oshkosh, WI 54901

(800) 232-8939 or 

Director Colleen Merrill

merrillc@uwosh.edu

(920) 424-1456

wisconsinsbdc.org/oshkosh

UW-Parkside SBDC

900 Wood Road, 

Molinaro Hall D127

Kenosha, WI 53144

(262) 595-3362

Director Jim McPhaul

mcphaul@uwp.edu

(262) 595-3363

wisconsinsbdc.org/parkside
14

LOCAL BUSINESS ASSISTANCE

UW-River Falls SBDC

St. Croix Valley Business Innovation Center

1091 Sutherland Ave.

River Falls, WI 54022

(715) 425-0620

Director Danielle Campeau

danielle.campeau@uwrf.edu

(715) 222-1024

wisconsinsbdc.org/riverfalls

Southwest Region

Senior Business Consultant Brock Waterman

brock.waterman@uwex.edu

(608) 574-1757

wisconsinsbdc.org/swwi

UW-Stevens Point SBDC

032 Old Main Building

2100 Main St.

Stevens Point, WI 54481

(715) 346-3838

Director Melissa Meschke

melissa.meschke@uwsp.edu

(715) 346-2288

wisconsinsbdc.org/stevenspoint

UW-Superior SBDC

Erlanson 108

Superior, WI 54880

(715) 394-8351

Director Andy Donahue

adonahue@uwsuper.edu

(715) 394-8352

wisconsinsbdc.org/superior

Waukesha County Center for Growth

2717 N. Grandview Blvd., suite 300

Waukesha, WI 53188

(262) 409-2622

Business Consultant Lucy Waldhuetter

lucy.waldhuetter@uwex.edu

(262) 278-5133

wisconsinsbdc.org/waukesha

UW-Whitewater SBDC

806 W. Starin Road, 1200 Hyland Hall

Whitewater, WI 53190

(262) 472-3217

Director Kevin Kaufman

kaufmank@uww.edu

(262) 472-1689

wisconsinsbdc.org/whitewater

State Office SBDC

432 N. Lake St., room 423, Madison, WI 53706

(608) 263-7794

State Director 

Bon Wikenheiser

sbdc@uwex.edu

wisconsinsbdc.org

Center for Technology Commercialization

Director of Client Services 

Dave Linz

dave.linz@uwex.edu

(414) 227-3106

wisconsinctc.org

Veterans Business 

Outreach Center

Wisconsin Women’s Business 

Initiative Corp.

1533 RiverCenter Drive

Milwaukee, WI 53212

VBOC Director Ana Simpson 

(414) 395-4555 

wwbic.com/veterans
 15

LOCAL BUSINESS ASSISTANCE

Women’s Business 

Centers

Entrepreneur Fund’s Women 

Business Alliance

Serving Douglas County

202 W. Superior St. #311, Duluth, MN 55802

(218) 623-5747

entrepreneurfund.org

Old Post Office

1401 Tower Ave., suite 302, Superior, WI 54880

(800) 422-0374 by appointment

megt@entrepreneurfund.org

Western Dairyland Women’s Business Center

418 Wisconsin Ave., Eau Claire, WI 54703

Director of Jobs & Business Development Karman Briggs

(715) 836-7511 x1174

kbriggs@wdeoc.org

westerndairyland.org

womensbusinessconference.com

23122 Whitehall Road, Independence, WI 54747

(715) 985-2391 x1211 or (800) 782-1063 x1211

WI Women’s Business Initiative Corp.

Project Director Amber Miller

1533 River Center Drive, Milwaukee, WI 53212

(414) 263-5450

info@wwbic.com

wwbic.com

WWBIC Madison

Project Director Andrea Hughes

2300 S. Park St., suite 103, Madison, WI 53713

(608) 257-5450

Fax (608) 257-5454

WWBIC Kenosha/Racine

Project Director Southeast Heather Lux

600 52nd St., suite 130, Kenosha, WI 53140

(262) 925-2850 

Fax (262) 925-2855

245 Main St., suite 102, Racine, WI 53403

(262) 898-5000

WWBIC Appleton/Northeast

1195 N. Casaloma Drive, suite 2, Appleton, WI 54913

(920) 944-2700 

Project Director Northeast Alyse Rust
16

LOCAL BUSINESS ASSISTANCE

How to Start a 

Business in Wisconsin

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

TOM BARRETT/ UNSPLASH

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.

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.
17

LOCAL BUSINESS ASSISTANCE

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.

» Wisconsin Department of Regulation & Licensing

drl.wi.gov

» Wisconsin Sales and Use Tax Permits

revenue.wi.gov/salesanduse/index.html

» Wisconsin Franchise Information and Filing

wdfi.org/fi/securities/franchise/default.htm

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.

openforbusiness.wi.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/small-businessforms-and-publications.

IRS TAX ASSISTANCE CENTERS

Call (844) 545-5640 for an appointment

» Appleton

1901B East Capitol Drive, (920) 996-4860 

» Eau Claire

2403 Folsom St., (715) 930-1663 

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

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

Small Business Development Center.
18

LOCAL BUSINESS ASSISTANCE

» LaCrosse

425 State St., (608) 785-0246 

» Madison

1242 Fourier Drive, suite 200, 

(608) 421- 7898

» Milwaukee

211 W. Wisconsin Ave., (414) 231-2100 

» Rothschild Virtual Assistance

(844) 545-5640

» IRS Taxpayer Advocate Service

Milwaukee (414) 231-2390

Elsewhere (877) 777-4778

STATE TAXES

Department of Revenue Business Area

revenue.wi.gov/pages/businesses/home.aspx

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/e-verify, call (888) 464-4218 

or e-mail e-verify@dhs.gov.

Health & Safety

All businesses with employees are required to comply with state 

and federal regulations regarding the protection of employees, 

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

Administration provides information on the specific health and

safety standards used by the U.S. Department of Labor, (800) 321-

6742 or visit osha.gov.

» Department of Workforce Development

dwd.wisconsin.gov

» Wisconsin Unemployment

dwd.wisconsin.gov/ui

» Wisconsin Workers Compensation

dwd.wisconsin.gov/wc

» Wisconsin OSHA Health Consultation Program

UW State Laboratory of Hygiene Environmental Laboratories

2601 Agriculture Drive, Madison, (800) 947-0553 or 

(608) 226-5240

slh.wisc.edu/occupational/wiscon

There are four regional OSHA offices in Wisconsin

» Appleton Area

1648 Tri Park Way (920) 734-4521

» Eau Claire Area

1310 W. Clairemont Ave. (715) 832-9019

» Madison Area

4802 E. Broadway (608) 441-5388

» Milwaukee Area

310 W. Wisconsin Ave. (414) 297-3315

Employee Insurance

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

unemployment or workers’ compensation insurance for your 

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

Wisconsin Office of the Insurance Commissioner oci.wi.gov.

Environmental Regulations

State assistance is available for small businesses that must 

comply with environmental regulations under the Clean Air Act. 

State Small Business Environmental Assistance programs provide 

free, confidential assistance to help small business owners

understand and comply with complex environmental regulations 

and permitting requirements. These state programs can help 

businesses reduce emissions at the source, often reducing

regulatory burden and saving you money. To learn more about 

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

The Wisconsin Department of Natural Resources/Office of

Business Support and Sustainability helps businesses and 

communities develop innovative, flexible programs that exceed

current standards for preventing pollution and minimizing waste. 

dnr.wi.gov/business
19

LOCAL BUSINESS ASSISTANCE

Disability Compliance

For assistance with the Americans with Disabilities Act call 

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

Child Support Program

Employers are essential to the success of the child support 

program and are responsible for collecting 75 percent of support 

nationwide through payroll deductions. The Office of Child

Support Enforcement at Health and Human Services offers

employers step-by-step instructions for processing income 

withholding orders for child support. “A Guide to an Employer’s 

Role in the Child Support Program” is available at the Office of

Child Support Enforcement’s website at acf.hhs.gov/programs/

css/resource/a-guide-to-an-employers-role-in-the-childsupport-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.

Intellectual Property

Patents, trademarks, and copyrights are types of intellectual 

property that serve to protect creations and innovations. 

Intellectual property may be valuable assets for small businesses 

and entrepreneurs, and are important to consider in the 

development of any business plan.

U.S. Patents and Trademarks

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

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

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

Information and resources are available at the Elijah J. McCoy 

Midwest Regional Office in Detroit, Michigan, serving Illinois, 

Jusak Bernhard and Jeff Manley, owners of TailsSpin, grew their 

business in Savannah, Georgia, with the help of an SBA microloan.
20

LOCAL BUSINESS ASSISTANCE

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

and Wisconsin, uspto.gov/detroit.

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

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

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

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

importing the invention.

There are three types of patents:

Utility patents may be granted to anyone who invents or 

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

composition of matter, or any new and useful improvement.

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

original, and ornamental design for an article of manufacture.

Plant patents may be granted to anyone who invents or 

discovers and asexually reproduces any distinct and new variety 

of plant, other than a tuber propagated plant or a plant found in 

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

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

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

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

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

Trademarks and service marks may be registered at both 

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

Trademark Office. Federally registered trademarks may conflict

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

information visit uspto.gov/trademarks.

U.S. Copyrights

Copyrights protect original works of authorship, including 

literary, dramatic, musical and artistic, and certain 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

Economic Development 

Agencies

Wisconsin Economic Development Corp.

inwisconsin.com

wedc.org

Wisconsin Housing and Economic 

Development Agency

wheda.com 

Chambers 

of Commerce

Visit officialusa.com to find your local 

WI chamber.

African American Chamber 

(414) 462-9450

aaccwisconsin.org 

American Indian Chamber 

(414) 604-2044

aiccw-facc.org

The Milwaukee Urban League

(414) 374-5850

tmul.org

The Urban League of Greater Madison

(608) 729-1200

ulgm.org

Hispanic Chamber

hccwtoday@hccw.org

hccw.org

Latino Chamber, Southeast

(414) 699-5723

latinochambersew.org

Latino Chamber, Dane County

(608) 712-3522

lccmadison.org

Hmong Chamber

(414) 645-8828

hmongchamber.org

Wisconsin LGBT Chamber

(414) 678-9275

wislgbtchamber.com

Wisconsin Veterans

(920) 288-2646

wiveteranschamber.org
 21

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.
22

local success story

Miles Harter 

CEO

Curt Greeno 

PRESIDENT

• How has the SBA helped you grow your business? We have used SBA financing twice for

the purchase of new buildings. Using SBA-guaranteed funding programs, we were able to 

put only 10 percent down toward our new buildings, which allowed us to keep cash in the 

business to use for continued growth.

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

are continually facing new challenges. When you get one thing taken care of there is the 

next thing that can be improved. The lifeblood of a business is its people. We're always 

focused on continuing to find more good people and improving our communications and

human resources systems.

• What advice do you have for other small businesses? Don’t be afraid to set your targets 

high. Set big goals, put a plan together to execute them and then continue the cycle of execution. Assess progress and learn from your mistakes. Whatever you do, continue to assess 

yourself and the business and improve. If you’re not growing, you're dying.

• Have you continued to utilize your local SBA district office? If so, how? Yes, we recently 

reached out to learn more about how the SBA can help us with doing business abroad.

• What are your future plans for expansion, if any? We just invested in a large facility and 

processing equipment at our Wisconsin location. This will provide the capabilities for us to 

continue to grow for years to come. We are always looking for opportunities to serve our 

current customers in other ways. We're also looking to expand into other markets. We do 

plan to continue to grow geographically in the future.

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

satisfactions I get is assembling a group of like-minded people, working together to set 

goals, and then watching them hit those goals. I love seeing people stretch their capabilities and grow skill sets all while enjoying themselves and their jobs.

Industry demand and SBA 

assistance helped Dynamic 

Recycling grow at a dramatic 

rate since its founding in 

2007. Miles Harter and 

Curt Greeno secured an 

SBA-backed 504 Certified 

Development Company 

Loan that enabled them to 

expand to a new location in 

Onalaska, Wisconsin. The 

company nets $55 million 

annually and employs more 

than 200. Dynamic provides 

full-service recycling to some 

of the largest health care 

companies, state agencies, 

and Fortune 500 accounts in 

the United States. Curt and 

Miles practice profit sharing 

to ensure their employees 

directly benefit from 

Dynamic’s success.

DYNAMIC RECYCLING | Onalaska, Wisconsin
 23

Don’t be 

afraid to set 

your targets 

high. Set big 

goals, put a 

plan together 

to execute 

them and 

then continue 

the cycle of 

execution. 

Assess 

progress 

and learn 

from your 

mistakes.” 

Miles Harter & Curt Greeno

CEO & President, Dynamic Recycling
24

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
 25

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
26

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
 27

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 56.

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
28

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
 29

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
30

When Garrett Marrero 

and Melanie Oxley 

applied for loans to buy 

a brewpub in Maui in 

2004, it didn’t go well.

“We got laughed out of every bank in 

the state,” Marrero likes to say. 

As it turns out, they would have 

been a good risk. Over the past 14 

years, Marrero and Oxley have built 

an operation that employs hundreds, 

sells internationally, and enriches its 

community. They were recognized by the 

U.S. Small Business Administration in 

2017 as National Small Business Persons 

of the Year.

A California native, Marrero grew up 

in a family that appreciates craft beer. He 

A Good Risk

An SBA loan guarantee helps Hawaii entrepreneurs Garrett Marrero 

and Melanie Oxley hop up their brewing operation.

tried homebrewing in high school and had 

friends who brewed. “When I traveled, 

experiencing the local beer was always 

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

came to Hawaii, I thought the local beer 

was ridiculous. I knew I could put people 

together to make great beer.”

He and Oxley were living and 

working in California and, in 2004, 

decided to move to Hawaii and brew 

beer. They learned that the Fish and 

Game Brewing Company on Maui was 

for sale. Since banks wouldn’t finance 

the inexperienced entrepreneurs, 

they sold and mortgaged everything 

they could, plundered retirement 

funds, and borrowed from parents and 

grandparents in order to buy the sevenbarrel brewpub and restaurant. 

FUNDING PROGRAMS

Financing Your Small Business

written by Pam Kasey
 31

FUNDING PROGRAMS

bryan berkowitz

Maui Brewing Company's 

Kihei brewery “I had that typical young 

male can’t-go-wrong kind of 

attitude, but I think Melanie 

was more nervous.” Marrero 

recalls. “It was a little scary. 

But we both took it as extra 

motivation to succeed—we 

couldn’t fail our family and 

our friends.”

The couple were new to 

entrepreneurship, but they 

applied a strong work ethic 

and good business sense to 

the task. They quickly set 

up a 25-barrel brewhouse 

and, in 2007, were among 

the earliest small breweries 

to distribute in cans—a 

move that craft breweries 

have since embraced 

as both financially and 

environmentally sound. And 

having savvily gotten a right 

of first refusal on adjacent 

units, they expanded. By 

2012, they’d grown from 

5,000 to 13,000 square feet. 

“We flat-out needed more 

space,” Marrero says. 

This time, they 

approached the SBA for help. 

“The way it works is, you 

have to have the financing 

through an SBA lending 

partner—a local bank—and 

then the SBA guarantees 

part of the loan,” Marrero 

says. Maui Brewing took out 

a multimillion-dollar loan to 

buy land and build a building 

for 25- and 50-barrel 

brewhouses down the road 

in Kihei. “We would not have 

been approved for such a loan 

without the SBA.”

Maui Brewing Company’s 

six year-round beers include 

its signature Pineapple Mana 

Wheat and Coconut Hiwa 

Porter which, like many of its 

seasonal brews, use locally 

grown ingredients. “They 

always say small business is 

the backbone of America; I 

think farmers even more so,” 

Marrero says. 
32

SBA 

Guaranteed 

Loans

For small business entrepreneurs who 

cannot get traditional forms of credit, an 

SBA-guaranteed loan can fill that need.

The SBA guarantees loans made by lending 

institutions to small businesses that would 

not otherwise be able to obtain financing.

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

For those who are eligible and cannot obtain 

conventional financing with reasonable rates

and terms, the guarantee reduces a lender’s 

risk of loss in the event of a default on the 

loan. The SBA guarantee is conditional on the 

lender following SBA program requirements. 

Just like with any other loan, you make your 

loan payments directly to your SBA Lender in 

accordance with your terms.

Visit your local SBA office for a 

lender referral, or use Lender Match, 

sba.gov/lendermatch.

The SBA's online tool connects 

entrepreneurs with SBA Lenders 

interested in making small business 

loans in your area.

Melanie Oxley and 

Garrett Marrero

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

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

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

Today the operation consists of the Kihei brewery and three 

restaurants: the original location, one established on the island 

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

company distributes in 23 states and internationally. By yearend, Marrero expects to have a fourth restaurant, employ 700 or 

more, and top $20 million in revenue. Later ambitions include 

distilled spirits and craft cocktails in cans.

In addition to supporting Hawaii growers, Maui Brewing offers 

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

the Maui Brewers Festival, which draws visitors and raises money 

for the Maui Arts and Cultural Center. 

And Marrero shares his hard-won expertise with aspiring 

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

definitely involve the Small Business Development Center in your 

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

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

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

advocate.”

FUNDING PROGRAMS
 33
34

FUNDING PROGRAMS

Local Funding 

Programs

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

Participating 

SBA Lenders

Abbybank, Abbotsford

John Opolka, Wausau 

(715) 848-1610 x301

Craig Stuedman, Weston 

(715) 241-6336 x102

abbybank.com

Altra Federal Credit Union, 

La Crosse

Marcos Fredrick (608) 787-4597

altra.org

American Bank & Trust Wisconsin, 

Platteville

Robert Stauffacher (608) 348-4300

Roger Dammen (608) 744-2125

americanbankwi.com

American National Bank 

of Beaver Dam

Mark Heuer (920) 356-6996

Marie Jacobs

anbnet.com

American National Bank Fox 

Cities, Appleton

Paul Northway (920) 739-1040

Brett Schroeder

anbfc.bank

Associated Bank NA, Green Bay

Amy Tremel (920) 727-8420

associatedbank.com

Badger Bank, Fort Atkinson

Mitch Weyer (920) 699-2905

badgerbank.bank

Bank First National, Manitowoc

Brandon Suemnicht (920) 694-1900

bankfirstnational.com

Bank of Brodhead

Michael Olson (608) 897-2121

bankofbrodhead.com

Bank of Cashton

John Daniels (608) 654-5121

bankofcashton.com

Bank of Galesville

Daniel Mueller (608) 582-2233

bankofgalesville.com

Bank of Kaukauna

(920) 766-4674

bankofkaukauna.com

Bank of Lake Mills

Kory Hampton (920) 945-0754

bankoflakemills.com

Bank of Mauston

Mike Lindert (608) 847-6200 x230

JK Walsh (608) 565-6200

bankofmauston.com

The Bank of New Glarus

(608) 527-5205

thebankofnewglarus.bank

Bank of Oakfield

John Sullivan (920) 688-5252

bankofoakfield.com

Bank of Prairie Du Sac

Mike Jones (608) 643-3393

Mike Phillips Sr.

bankpds.com

Bank of Sun Prairie

Joseph Schuch (608) 327-4061

bankofsunprairie.com

Bank of the West, Spooner

Donald Strunk (715) 635-2161

bankofthewest.com

Bank of Wisconsin Dells

(608) 253-1111

dellsbank.com
 35

FUNDING PROGRAMS

Baraboo National Bank

Jody Jansen (920) 294-0658 

or (800) 559-0011

baraboonational.com

Bay Bank, Green Bay

Christopher Coppens 

(920) 490-7600

baybankgb.com

Blackhawk Bank, Beloit

Rick Bastian (800) 209-2616 x4229

Dale Reeves (608) 299-3422

blackhawkbank.com

BLC Community Bank, Little Chute

Adam Lange (920) 687-7840

Matthew Wilcox (920) 687-7836

blccb.com

BMO Harris Bank NA, Brookfield

Jim Ebben (262) 938-2626

bmoharris.com/us

Bremer Bank NA, Menomonie

Greg Hohlen (320) 255-7185

bremer.com

Byline Bank, Brookfield

Eric Manke (262) 860-2090

bylinebank.com/business-banking

Capitol Bank, Madison

Derek E. Moehring (608) 836-4304

Ken Thompson (608) 836-4303

capitolbank.com

Central Bank, St. Croix Falls

John Kimball (715) 257-7525

Angela Kazmierski (715) 483-2325

centralbnk.com

Charter Bank, Eau Claire

Dusty Hurtgen (715) 850-2306

Beth Crowell (715) 832-4254

charterbank.bank

Choice Bank, Oshkosh

Stanley Leedle (920) 230-1303

choicebank.com

CIBC Bank

Brittany Martin (414) 291-7115

cibc.com

Citizens Bank, Flint, MI

Commercial Loan Officer

(517) 337-4135 or (800) 676-6276

citizensbank.com

Citizens Community Federal NA 

Altoona, (800) 590-9920

ccf.us

Citizens State Bank, Hudson

Shawn Tyler (715) 377-7014

csbnet.net

Citizens State Bank, La Crosse

Dennis Vogel (608) 785-2265

citizensstatebank.us

Citizens State Bank of Loyal

Mike Dieck (715) 659-5159

csbloyal.com

Citizens Bank of Mukwonago 

James Bodendorfer (262) 363-6500

citizenbank.com

Clare Bank NA, Platteville

(608) 348-2727

clarebank.com

Collins State Bank, 

Random Lake

Terry Van Engen (920) 994-9434

collinsstatebank.com

Comerica Bank, IL

Thomas Meyer (847) 381-5959

comerica.com

Commerce State Bank, West Bend

Luke Hagel (262) 247-2800

Tom Brickley (920) 395-7414

commercestatebank.com

Community Financial Bank, 

Prentice

Todd Waldhart (715) 428-2801

communityfinancialbank.net

Community First Bank, Boscobel

(608) 375-4117

cfbank.com

Community First Credit Union, 

Appleton

Cindy Schlichting (920) 830-7293

Kim Van Osdol

communityfirstcu.org

Community State Bank, 

Union Grove

Scott Huedepohl (262) 878-3763

David Albrecht

communitystatebank.net

Compeer Financial

(608) 825-2400

compeer.com

Cornerstone Community Bank, 

Grafton

Dave Cwiklinski, Menomonee Falls 

(262) 437-7233

Rick Novotny, Grafton

(262) 546-1131

bankwithcornerstone.com

Coulee Bank, La Crosse

Joe Zoellner (608) 784-9500

couleebank.net

Covantage Credit Union, Antigo

Rhonda Norrbom (715) 623-1343

covantagecu.org

CRF Small Business Loan Co., MN

Jennifer Ericson (800) 475-3050

crfusa.com
36

FUNDING PROGRAMS

Cumberland Federal Bank

Barry Ranallo (715) 822-2249

cumberlandfederal.com

Dane County Credit Union, 

Madison

(608) 256-5665

dccu.us

Denmark State Bank, Denmark

Mark Hoefs 920) 469-4700

Ryan Johanek (920) 732-4551

denmarkstate.com

Educators Credit Union, Racine

Linda Hoover (262) 886-5900 

or (800) 236-5898

edcu.com

Farmers & Merchants Bank, Berlin

Bob Thorsen (920) 361-1454 x2226

Mark Klein (920) 361-1454 x2250

fmberlin.com

F&M Bank, Tomah

Gary Fish (608) 374-5509

Greg Ellis (608) 374-5531

fmnetbank.com

Farmers & Merchants Bank 

& Trust, Marinette

Thomas Maxwell II (715) 735-6617 

or (800) 789-6617

fmmarinette.com

Farmers & Merchants State Bank, 

Waterloo

David Stronach (920) 478-7000

Barbara Hennessy (920) 478-7018

Scott Cochems (608) 655-1473

fandmstbk.com

Farmers State Bank of Waupaca

Don Volkman (715) 258-1400

Dick Phillipsen

fsbwaupaca.com

First American Bank, IL

Alan Lane-Murcia (262) 942-4325

firstambank.com

First American Bank NA, Hudson

Marilyn Gorham (715) 381-8330

Marty Wold

fa-bank.net

First Bank of Baldwin, Baldwin

Shane Bauer (715) 684-3366 

or (800) 499-4362

John Larson

firstbankbaldwin.com

First Bank Financial Centre, 

Oconomowoc

Sarah Andritsch (262) 338-9900

Tom Stapleton (262) 569-9900

Brent Benjamin (608) 834-4040

fbfcwi.com

First Business Bank, Madison

Jim Hartlieb (608) 232-5913

Matt Karnick (608) 232-5926

firstbusiness.com

First Business Bank, Milwaukee

Dennis Sampson (262) 792-7110

Craig Cerbins (262) 792-7102

Lynn Sigfred (262) 792-7116 

firstbusiness.com/milwaukee

First Citizens State Bank, 

Whitewater

James K. Caldwell (262) 473-2112 

firstcitizensww.com

First Community Bank, Milton

William Albright (608) 868-7644

Brendon Wilkinson

fcbmilton.com

First Federal Bank

David Rosenwald (262) 548-8872

Michael Berry

firstfederalwisconsin.com

First National Bank & Trust Co., 

Beloit

Aron Bussan (608) 363-8000

bankatfirstnational.com

First National Bank of Hartford

Aaron Lensink (262) 670-3886

fnb-hartford.com

First National Bank of Park Falls

Tom Armstrong (715) 762-2411

firstnationalbank

parkfalls.com

First National Bank of River Falls

Matt Russell (715) 426-3122

Connie Ruppert (715) 426-3145

Melissa Godden (715) 426-3169

John Carlson (715) 262-8354

fnbrf.com

First National Community Bank, 

New Richmond

Mark Casey (715) 243-6158

Dave Neale (715) 381-7121

Joe Green (715) 243-6113

fn-cb.com

First State Bank Of New London

Mike Morse (920) 531-2808

Tod Severson (920) 531-2825

Peter Kurth(920) 531-2853

bankfirststate.com

Fortifi Bank

Dave Mills (608) 286-3903

Kale Unangst

fortifibank.com

Forward Bank, Marshfield

David Krausen (715) 389-6484

Dave Clark (715) 389-5300

Gene Knoll (715) 785-5300

forwardbank.com

Fox Communities Credit Union, 

Appleton

Jason Behling (920) 933-3789

Don Vanevenhoven

(920) 920-993-3733

Chris Cumicek (920) 884-7173

foxcu.org
 37

FUNDING PROGRAMS

Fox River State Bank

(262) 767-8600

foxriverstatebank.com

Fox Valley Savings Bank, 

Fond du Lac

(920) 921-7220

fvsbank.com

Glacier Hills Credit Union

Mike Mallow (262) 438-1117

glacierhillscu.org

Great North Bank, Florence

(844) 688-4844

greatnorthbank.com

Greenwoods State Bank, 

Lake Mills

Jim Seidl (920) 542-1460 x1121

greenwoods.bank

Guardian CU

(414) 546-7450

guardiancu.org

Heartland Credit Union, Madison

Lisa Schueler (608) 268-7329

heartlandcu.org

Heritage Bank NA

Business Relationship Managers 

(800) 344-7048

heritagebankna.com

Hiawatha National Bank, 

Hager City

Warren Salzbrenner (920) 395-9430

Jeremy Price (715) 377-9919

hnbank.com

Hometown Bank, Fond du Lac

Loree Shady (920) 907-0788

Tim Beno (920) 360-9550

htbwi.com

Horicon Bank, Horicon

Terry O’Connor (920) 887-8350

Rose Petitte (262) 808-2670

Mike Fleischman (262) 808-2671

horiconbank.com

Huntington National Bank

Paula Cook (414) 531-5897

huntington.com

Investors Community Bank, 

Manitowoc

Sharon Slager (920) 686-9998

investorscommunitybank.com

Ixonia Bank

Wendy Sowinski (262) 560-7304

ixoniabank.com

Johnson Bank, Racine

Mike Piku (414) 287-6452

johnsonbank.com

JPMorgan Chase Bank NA, 

Wisconsin

Anthony Leach (262) 783-3902

Joel Redeker

chase.com

Kohler Credit Union, Sheboygan

Bob Meyers (262) 375-2675

kohlercu.com

Ladysmith Federal Savings & Loan 

Association, Ladysmith

Joe Zaffino (715) 532-3389

ladysmithfederal.com

Landmark Credit Union

Sandra Roadt (262) 780-7118

Thomas Maas (262) 780-7116

landmarkcu.com

Laona State Bank

(715) 674-2911

laonastatebank.com

Lincoln Community Bank, Merrill

(715) 536-8301

lcbwi.com

Marathon Savings Bank, Wausau

Connie DeVoe (715) 845-7331 x321

marathonsavingsbank.com

McFarland State Bank

Matt Golden (608) 838-5048

Mark Schubring (608) 838-5290

Christina Smith-Wilkie (608) 838-5038

msbonline.com

Merchants Bank NA, Onalaska

Steve Christiansen (608) 779-8200

merchantsbank.com

Mid America Bank, Janesville

Sandy Lehman (262) 754-5493

bankmidamerica.com

Monona Bank, Monona

Arlyn Steffenson (608) 223-5149

Mike Flynn (608) 223-5148

Ted Gunderson (608) 223-5159

Laura Peterson (608) 443-1980

Mark Kraemer (608) 223-5155

mononabank.com

Mound City Bank, Platteville

Shane Bowdish (608) 437-2685

Jeff Miesen

Jeffrey Stange

moundcitybank.com

National Bank of Commerce, 

Superior

Brad Roden (715) 394-5531

nbofc.com

National Exchange Bank & Trust, 

Fond du Lac

(920) 921-7700

nebat.com

Nicolet National Bank, Green Bay

Eric Dejardine (920) 617-5309

Shelly Henry (920) 617-8218

nicoletbank.com
38

FUNDING PROGRAMS

Northern State Bank, Ashland

John Beirl (715) 682-2772

Mike Simon

nsbashland.com

Oak Bank, Fitchburg

Business Lending Services

(608) 441-6000 or (877) 625-2265

oakbankonline.com

Old National Bank, Evansville

(812) 464-1425

oldnational.com

Oostburg State Bank

Eric Glewen (920) 564-2336

Paul Kuplic (920) 565-4343

oostburgbank.com

Oregon Community Bank

(608) 835-3168

oregoncommunity.com

Palmyra State Bank

Michael Mikklesen (262) 495-2101

palmyrastatebank.com

Park Bank, Holmen

David R. Justus (608) 526-5501

Sarah Gilles (608) 269-2162

helloparkbank.com

Park Bank, Madison

Sam Huntington (608) 278-2851

Michael Johnston (608) 819-2405

Peter Benson (608) 845-0205

parkbank.com

Park Bank, Milwaukee

Tracy Meeks (262) 827-5117

parkbankonline.com

Partnership Bank, Cedarburg

Joe Nelson (262) 204-4607

mypartnershipbank.com

Peoples Bank

Elkhorn (262) 723-4200

Silver Lake (262) 889-4300

Waterford (262) 514-3240

peoplesbankwi.com

Peoples Bank Midwest, Hayward

Megan Willcoxen (651) 288-8991

Jason Olsen (715) 934-3167

pbmbank.com

Peoples Community Bank, 

Mazomanie

Brian Banker (608) 546-2810

David Jones (608) 795-2120

thepeoplescommunitybank.com

Peoples State Bank, 

Prairie Du Chien

Michael Higgins (608) 326-3526

Duane Rogers (608) 326-3529

peoplesfinancial.com

Peoples State Bank, Wausau

Darren Parker (715) 847-4019

Bankpeoples.com

Peshtigo National Bank

Glenn Sellen (715) 938-2104

peshtigonationalbank.com

Pigeon Falls State Bank

William DeBruyckere (715) 983-2295

pfsbank.com

Pioneer Bank of Ladysmith

James Loe, (715) 532-5551

Norbert Christman

pioneerbankwis.com

PNC Bank, Milwaukee

Harold Lewis (414) 270-7929

Richard Freeman (847) 566-2996

pncbank.com

Port Washington State Bank

Trent Rogahn (262) 268-7914

Patricia Weidert (262) 268-7968

pwsb.com

Premier Bank

Fort Atkinson (920) 563-6616

Jefferson North (920) 674-4500

Johnson Creek (920) 699-6900

Sullivan (252) 593-2227

bankwithpremier.com

Premier Community Bank, Marion

Jeffrey Wilke (715) 754-2535

premiercommunity.com

Prospera Credit Union, Appleton

John Schemm (920) 882-4800

myprospera.com

Pyramax Bank, Greenfield

Eric Hurd (414) 235-5894

pyramaxbank.com

River Bank, Stoddard

(608) 457-2100

riverbank.biz

River Cities Bank, 

Wisconsin Rapids

Nicholas Inman (715) 422-1100

rivercitiesbank.com

River Valley Bank, Wausau

Dan Timm (715) 348-1531

Kristin Ruonavar

Sarah Napgezek

rivervalleybank.com

Royal Bank, Elroy

Josh Esser (608) 623-2313

royalbank-usa.com

Royal Credit Union, Eau Claire

David Thoe (715) 833-8131

rcu.org

Securant Bank & Trust, 

Menomonee Falls

(414) 442-5800

securantbank.com
 39

FUNDING PROGRAMS

Security Financial Bank, Durand

George Brewe (715) 568-1100

Mike Chilson (715) 672-4237

Jennifer Jereczek

securityfinancialbank.com

Settlers Bank, De Forest

David Fink (608) 842-5000

Ed Kinney (608) 842-5021

settlerswi.com

Spring Bank, Brookfield

Glenn Michaelsen (262) 754-5563

Heather Nelson Sr. (262) 754-5569

springbankwi.com

State Bank of Arcadia

Paul Lorenz (715) 538-4358

Kurt Johnston (608) 323-3331

Bruce A. Salzmanm (800) 869-8021

rkdbank.com

State Bank of Chilton

(920) 849-9371

statebankofchilton.com

State Bank Financial, La Crosse

Jodi Ehrenberger (608) 784-4600

Colin Fleming

statebankfinancial.com

State Bank of Cross Plains

Alan Langeteig (608) 849-2726

Jeff Schleis (608) 826-3502

Jeff Zwettler (608) 828-2287

crossplainsbank.com

State Bank of Florence, Wausaukee

Clyde Nelson (715) 528-4844 

or (715) 696-3956

State Bank of Gresham

(715) 787-3201

statebank.biz

State Bank of Newburg

(262) 675-2306

newburgbank.com

Stearn’s Bank NA, St. Cloud, MN

Dave Kahlhamer (320) 258-4816

stearnsbank.com

Stephenson National Bank 

& Trust, Marinette

Charlie Cappaert 

(715) 735-2332 or (715) 735-2343

Justin Wroblewski

snbt.com

Summit Credit Union, Madison

Jason Herlitzke (608) 243-5000 x1818

Dana Hoffmann (608) 243-5000 x2862

summitcreditunion.com

Thrivent Federal Credit Union

Heidi Giuliani (612) 844-8048 

or (612) 844-8512

thrivent.com

Timberwood Bank, Tomah

David Taylor (608) 372-2265

timberwoodbanks.com

Tomahawk Community Bank, 

Tomahawk

PJ Childers (715) 453-2144

tomahawkcommunitybank.com

Town Bank, Hartland

Christine Rauch (262) 646-1749

townbank.us

Tri City National Bank, Oak Creek

Dan Franecki (414) 476-4500

tcnb.com

Union Bank & Trust Co., Evansville

Karl Allen (608) 882-5200

Julie Johnson

Mary Stenbroten

David Wyttenbach

ub-t.com

Union National Bank & Trust Co., 

Sparta

Walt Weiland (608) 269-6737

unbsparta.com

Union State Bank of West Salem

Steven Zeman (608) 786-0600

usbwestsalem.com

United Bank, Eau Claire

Trevor Bohland (715) 835-6837

Ernie Chambers (715) 834-3422

Greg Dahl (715) 835-6846

Randy Isaacson (715) 926-3882

unitedbankwi.com

United Midwest Savings Bank

Dale Morgan (614) 783-1648

Jon Tonjes (614) 638-1995

midwestbusinesscapital.com

Unity Bank, Augusta

Terry Szydel (715) 286-2223 

or (877) 440-2223

unitybanking.com

U.S. Bank

Josh McCann (262) 650-2124

Wendie Rehorst (414) 328-2918

usbank.com

Verve Credit Union, Oshkosh

John Hill (920) 252-0683

Ken Buksnes (920) 230-3025

verveacu.com

Waldo State Bank

(920) 528-8385

waldostatebank.com

Waukesha State Bank 

Paula Neis (262) 549-8551

waukeshabank.com

Waterstone Bank, Wauwatosa

(414) 761-1000

wsbonline.com

Wells Fargo Bank 

Wisconsin NA

Linda Hrdina (414) 294-8102

wellsfargo.com
40

FUNDING PROGRAMS

Westbury Bank, Brookfield

Joe Schaefer (262) 439-3338

westburybankwi.com

Westby Co-op CU

(608) 634-3118

wccucreditunion.coop

West Pointe Bank, Oshkosh

(920) 232-2260

westptebank.com

Westconsin Credit Union, 

Eau Claire

Jim Wynn (715) 235-3403 x7240

Christopher Brooke 

(715) 833-8305 x7367

westconsincu.org

Wisconsin Bank & Trust, 

Madison

Steven Machotka (608) 203-1203

Jasin Pasho (414) 930-7002

Andrew Gunderson (608) 203-1212

Stephen Marshall (920) 982-5012

wisconsinbankandtrust.com

Wisconsin River Bank, 

Sauk City

Elizabeth Neumaier (608) 643-6300

Jerry Schaller

wisconsinriverbank.com

Wolf River Community Bank, 

Hortonville

Bill Kedinger (920) 779-5271

wolfriverbank.com

Woodford State Bank, 

Monroe

Jason Kundert (608) 329-2052

woodfordstatebank.com

Woodtrust Bank NA, 

WI Rapids

Jeffrey E. Gellerman (715) 423-7600

Jeffrey A. Meyers

Lori Van Asten

woodtrust.com/index.htm

Participating 

Certified 

Development 

Companies

Racine County Economic 

Development Corp., 

DBA Business Lending Partners

Business Finance Manager 

Carolyn Engel (262) 898-7420

blp504.org

Southeastern Minnesota 504 

Development Corp., Rochester

Serving La Crosse, Buffalo, Pepin, 

Pierce, St. Croix, and Trempealeau 

counties

Director of Business Development 

Dwayne Lee

Loan Services 

Laura Hart

Senior Business Development 

Officer

Mary Oudekerk

(507) 288-6442 or 

(507) 625-6056

504corporation.com

SPEDCO, Arden Hills, MN

Serving Barron, Buffalo, Dunn, La 

Crosse, Pepin, Pierce, Polk, St. Croix, 

and Trempealeau counties

Executive Director 

Kristen Wood

Senior Loan Officer 

Andy Clausen

Loan Officer 

Chris Kaye

Business Development Officer 

Scott Hoeschen

(651) 631-4900 or 

(866) 977-3326

spedco.com

Twin Cities Metro Certified

Development Company, 

St. Paul, MN

Serving Barron, Buffalo, Dunn, La 

Crosse, Pepin, Pierce, Polk, St. Croix, 

and Trempealeau counties

Vice President 

Pete Ingebrand

Loan Originators 

Debby Gustafson, Sheila Nelson, 

Heidi Pautsch, Angie Way, 

Rachel Edgar

(651) 481-8081 or 

(651) 302-7225

504lending.com

WBD Inc., Oshkosh

Jason Monnett (920) 231-5570

Matt Wilcox (920) 966-1490

Madison

Diane Byler (608) 316-7132

Waukesha

Steve Kohl (262) 970-8533

Nick Drewsen (262) 970-8533

Eau Claire

Mike Dieckman (715) 834-9474

Stevens Point

Kyle Kuntz (715) 575-5805

Stillwater

April Nelson (715) 381-6719

wbd.org
 41

FUNDING PROGRAMS

Participating 

Nonprofit 

Community 

Lenders

First American Capital Corp.

Subsidiary of the American Indian 

Chamber of Commerce of Wisconsin

Executive Director 

Craig Anderson

(414) 604-2044

aiccw-facc.org

LISC Small Business Milwaukee

Business Development Officer 

Francisco Bravo, fbravo@lisc.org, 

lisc.org/milwaukee/financing

LRC Strategic Urban Lending

CEO/President 

Jose Mantilla

Chief Lending Officer 

Terese Caro

(414) 343-3036

lrcmke.com

Milwaukee Economic 

Development Corp.

Serving Milwaukee County

Vice President 

John Miller

(414) 269-1446

medconline.com

WBD Advantage Fund

Community Lending Manager 

Vicki Stone 

(920) 231-5570 or (800) 536-6799

wbd.org

Wisconsin Women’s Business 

Initiative Corp.

Director of Lending 

Michael Hetzel

(414) 395-4562

wwbic.com

Participating 

SBA 

Microlenders

Advocap

Serving Fond du Lac, Green Lake, and 

Winnebago counties

Fond du Lac

Business Development Director 

Kathy Doyle

(920) 922-7760 or (800) 631-7760

Neenah

Wayne Griesbach, (920) 725-2791

Berlin

Larry Hutzler, (920) 361-9880

advocap.org

CAP Services Inc.

Serving Calumet, Marathon, 

Marquette, Outagamie, Portage, 

Waupaca, Waushara, and Wood 

counties

Director of Business Development

Laura West (715) 343-7141

capservices.org

Entrepreneur Fund Inc.

Duluth

Business Loan Officer 

Zack Hoy

(218) 623-5758

Superior

Serving Douglas County 

and Superior

Call (800) 422-0374 for 

an appointment

entrepreneurfund.org

First American Capital Corp.

Subsidiary of the American Indian 

Chamber of Commerce of Wisconsin

Executive Director 

Craig Anderson

(414) 604-2044, 

aiccw-facc.org

Impact Seven Inc.

Vice President of Business 

Development 

Tom Patzman

Regional Director of Business 

Development

Krista Paulus

Almena, (715) 357-3334

Milwaukee, (414) 445-6883

impactseven.org

Northwest Regional Planning 

Commission

Serving Ashland, Bayfield, Burnett, 

Douglas, Iron, Price, Rusk, Sawyer, 

Taylor, and Washburn counties and 

Bad River, Red Cliff, Lac du Flambeau, 

Lac Courte Oreilles, and St. Croix tribal 

nations

Business Development Specialist 

Jeff Dietrich

(715) 635-2197

nwrpc.com

Wisconsin Women’s Business 

Initiative Corp.

Director of Lending 

Michael Hetzel

Loan Officers 

Adrian Ruddock, Darian Luckett, 

and An Nguyen

(414) 395-4562

wwbic.com
42

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

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

INTEREST RATE: prime + 6 percent

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

and working capital

GUARANTEE: 75 to 90 percent

SBA Microlenders

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

business counseling from SBA microlenders. If you need working 

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

microloan can help eligible businesses start up and grow.

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

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

TERMS: lender negotiated, no early payoff penalty

504 Certified Development Company 

Loan Program

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

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

your business, ask about the 504 Certified Development Company

Loan Program. It provides competitive fixed-rate mortgage financing

through an SBA Lender and a Certified Development Company.

MAX LOAN AMOUNT (UP TO 40 PERCENT OF THE TOTAL 

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

energy public policy projects

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

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

general machinery and equipment

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

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

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

SPECIAL CONDITION: a minimum borrower contribution or down 

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

percent

Need 

Financing?

The 7(a) Loan 

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

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

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

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

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

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

business debt or purchase a small business.

MAX LOAN AMOUNT: $5 million

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

percent

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

working capital

GUARANTEE: 50 to 90 percent

Caplines

Caplines meet your revolving capital needs with lines of credit. 

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

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

SBAExpress Loan

An SBAExpress loan is a small loan delivered by experienced lenders 

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

can be term loans or revolving lines of credit.

MAX LOAN AMOUNT: $350,000

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

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

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

and working capital 

GUARANTEE: 50 percent

Community Advantage Program

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

Visit your local SBA office or lender to learn about 

these SBA loan programs.

FUNDING PROGRAMS
 43

FUNDING PROGRAMS

R&D Opportunities for 

Next Gen Entrepreneurs

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

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

Do you work in one of these areas?

» Advanced materials

» AgTech

» Artificial intelligence

» Biomedical

» Cybersecurity

» Energy

» First response

» National security

» Space exploration

The Small Business Innovation Research and the Small Business 

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

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

than 4,000 new awards annually.

How it works

Every year, 11 participating federal agencies announce topical areas 

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

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

phase awards program.

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

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

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

typically provides $600,000-$1.5 million.

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

or private funds for your venture

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

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

government also has a protection period in which it does not 

disclose your reports and data.

Visit sbir.gov to find funding opportunities and helpful program

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

Illumina, and Symantec.

Participating agencies:

» Department of Agriculture

» Department of Commerce

» National Institute of Standards and Technology

» National Oceanic and Atmospheric Administration

» Department of Defense

» Department of Education

» Department of Energy

» Department of Health and Human Services

» Department of Homeland Security

» Department of Transportation

» Environmental Protection Agency

» NASA

» National Science Foundation

OUSA CHEA/UNSPLASHALEXANDRE DEBIÈVE/UNSPLASH
44

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

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

sba.gov/internationaltrade. You can:

• Learn how to export

• Participate in foreign trade missions and trade shows

• Obtain services to support foreign market entry

• Translate websites to attract foreign buyers

• Design international marketing products or campaigns

Financing for International Growth

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

Max loan amount: $500,000

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

exceed prime + 6.5 percent

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

lines of credit, up to seven years

Guarantee: up to 90 percent

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

unfair trade practices.

Max loan amount: $5 million

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

+ 2.75 percent

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

Guarantee: up to 90 percent

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

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

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

Max loan amount: $5 million

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

Terms: typically one year, cannot exceed three years

Guarantee: up to 90 percent

Benefits of 

Exporting

Nearly 96 percent of consumers 

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

power is in foreign countries. If 

you’re a small business owner, 

here’s how to work with the SBA 

for your trade needs.

STEP 1 GET COUNSELING

STEP 3 GET FUNDING One-Stop Exporting Shops

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

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

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

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

assistance from professional business counselors.

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

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

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

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

you are encountering.

STEP 2 FIND BUYERS

Why Export?

You want to increase revenue. Exporting would make you less 

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

sales if your product is seasonal. 

FUNDING PROGRAMS
 45

Investment 

Capital

If you own a U.S. small 

business, you could 

receive capital from 

a Small Business 

Investment Company

that is regulated by the 

SBA. The agency provides 

guarantees to investment 

companies with financing expertise in certain 

sectors or industries. 

These investment companies then use private 

funds, along with SBAguaranteed capital, to 

invest in qualifying small 

businesses. The small 

business then receives a 

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

a share of ownership an 

investment company gets 

in a business.

Mature, profitable businesses with sufficient cash

flow to pay interest are

more likely to receive capital from a Small Business 

Investment Company. 

Each one has its own 

investment profile in terms

of targeted industry, geography, company maturity, 

the types and size of 

financing they provide. To

search the SBIC directory, 

visit Investment Capital 

under Funding Programs 

at sba.gov.

Looking for investors? Consider a Small Business Investment Company.

FUNDING PROGRAMS
46

What is the American 

dream? To many, it is the 

ideal that every United 

States citizen has an 

equal opportunity to achieve success 

and prosperity through hard work, 

determination, and initiative. Ember 

Industries, Inc., a family-owned company 

in San Marcos, Texas, exemplifies that 

national ethos. Established in 1986 as 

a small contract design firm, Ember 

Industries has grown into a full-service 

contract manufacturing business that 

builds, tests, and calibrates electronic 

devices and wire and cable assemblies. 

The company’s products are used to build 

things like above-ground tank monitors 

for oil fields and Lockheed military 

drones. In 2015, the company was on 

track to have one of its most profitable 

years, and then disaster struck.

 “Things were going great. Honestly, 

the factory was going wonderfully. In 

June we were on pace for a record month, 

but instead the Blanco River decided to 

come over its banks,” says President Rob 

Leonardis.

In May 2015, the Blanco River flooded 

disastrously, overflowing its banks 

to record levels and destroying more 

than 1,000 homes. Ember Industries 

suffered catastrophic damages. “We 

had 32 inches of water in the entire 

building. Basically, it ruined all of our 

manufacturing equipment,” says Vice 

President of Finance and Administration 

Frank Leonardis. “It shut us down. It was 

pretty devastating.” 

The flood destroyed about one-third 

of Ember’s raw-material inventory and 

all of the work in progress as well as 

office furniture, computers and servers, 

and all of the company’s high-tech 

production equipment. “A week into it, 

our dad came to us and asked, should we 

be trying to do this? Should we even be 

trying to rebuild this?” Rob Leonardis 

recalls. But instead of shutting the 

doors, the company was approved for a 

$2 million SBA disaster loan, and just six 

weeks after the flood, Ember Industries 

was back to full production. 

In 2017, Ember Industries received the 

SBA Phoenix Award for Outstanding Small 

Business Disaster Recovery. “Without the 

SBA loan, we would not have been able to 

survive as a company,” Rob Leonardis says. 

“The Office of Disaster Assistance at 

the SBA looks at businesses that have 

suffered through a disaster, recovered, 

and put their employees back to work. 

And Rob’s story about how SBA’s disaster 

loan helped the business recover is one 

of preserving the American dream,” 

explains Bill Koontz, public information 

officer for the Disaster Field Operations 

Center–West.

After the flood, Ember continued to 

Rising Tide

Brothers Frank, Greg, 

and Rob Leonardis 

rebuilt their company 

with an SBA loan after 

a devastating flood.

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

after a disaster.

written by Nikki Bowman

FUNDING PROGRAMS DISASTER ASSISTANCE
 47

The SBA, the Federal Emergency Management Agency and other 

organizations work together to provide assistance to those affected by 

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

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

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

homeowners and renters to cover rebuilding costs not covered by 

insurance or other forms of assistance.

Small businesses and nonprofits are also eligible to apply for economic 

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

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

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

a disaster. Visit sba.gov/disaster.

pay all its employees even though they were not able to resume operation 

immediately. “It is remarkable that Ember Industries has come back. It is 

remarkable they’ve been as successful in the wake of this as they have been,” 

says Koontz. “They haven't just rebuilt, they’ve grown bigger and better.” 

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

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

American dream.”

The President & the 

SBA Administrator 

Can Declare a Disaster

Contact the SBA directly to apply for a disaster 

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

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

• Visit a federal/state Disaster Recovery Center 

in your area

• Call our customer service center at 

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

ask for an application package to be 

mailed to you 

FEMA grant assistance for homeowners or renters 

is not available under an SBA declaration.

Information needed to get started:

• Address of damaged residence or business and 

contact info

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

• Household and/or business income

• Routing and bank account numbers

• Description of disaster-caused damage 

and losses

Who to contact after a 

disaster is declared by 

the President

Register with FEMA at disasterassistance.gov, or 

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

Disaster Recovery Center. Locations can be found 

at fema.gov/drc.

Businesses are automatically referred to 

the SBA. Most homeowners and renters will be 

referred by FEMA to the SBA to apply for disaster 

loan assistance. You must complete the SBA 

application to be considered for assistance. If the 

agency cannot help you with a loan for all your 

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

to FEMA.

Who to contact after a 

disaster is declared by 

the SBA

DISASTER ASSISTANCE FUNDING PROGRAMS
48

Keep in mind

An SBA disaster loan is a 

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

award you a grant if you 

have received an SBA loan 

or other assistance. Be sure 

to check with other organizations to see how an 

SBA loan might affect your

eligibility for their program.

In general, recovery 

expenses covered by 

insurance, FEMA or other 

forms of assistance may 

reduce the amount provided by your SBA disaster loan.

Verification & Processing

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

the disaster.

A loan officer determines your creditworthiness and eligibility after reviewing

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

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

decisions.

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

ability to repay, no early payoff fees or penalties.

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

elsewhere.

For Physical Damages

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

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

and other business assets.

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

damage.

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

to personal property, including vehicle losses.

For Economic Injury

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

meet working capital needs caused by a disaster.

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

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

Closing & Funds Disbursement

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

your documentation.

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

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

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

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

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

closing documents. Your case manager will schedule subsequent disbursements 

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

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

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

How an SBA 

Disaster Loan Works

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

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

FUNDING PROGRAMS
 49

How to Prepare 

Your Business 

for an Emergency

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

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

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

recovery of your community. First steps include:

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

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

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

Review your insurance coverage

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

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

income and covers operating expenses if your company has to temporarily 

shut down after a disaster.

Establish a solid supply chain 

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

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

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

area, if possible.

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

an emergency

• Make sure you know your suppliers’ recovery plans.

Plan for an alternate location

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

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

an extended time. 

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

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

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

reopens.

The Ready Business program, 

ready.gov/business, gives 

step-by-step guidance on how 

to prepare your business for 

a disaster. The series includes 

preparedness toolkits for 

earthquakes, hurricanes, 

inland flooding, power 

outages, and severe winds/

tornadoes. Spanish materials 

are available.

FUNDING PROGRAMS
50

Surety Bonds

Surety bonds help small 

businesses win construction, 

supply and service contracts 

by providing the customer with 

a guarantee the work will be 

completed. Many contracts 

require surety bonds, which are 

offered by surety companies.

The SBA guarantee provides an 

incentive for surety companies 

to work with small businesses 

that would normally not be 

able to obtain the bond. Eligible 

small businesses can receive 

the bonding assistance necessary to compete for contracting 

and subcontracting jobs using 

the Surety Bond Guarantee 

Program. This program is aimed 

at small businesses that lack the 

financial resources or performance track record necessary to 

secure bonding through regular 

commercial channels.

Small businesses that often 

come to the SBA for surety 

bonds:

• Startups and firms in business less than three years

• Businesses with credit issues

or internally prepared financial

statements

• Subcontract trades with a 

desire to establish their own 

bonding as a prime contractor

• Those wishing to increase

their current bonding limits

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

FUNDING PROGRAMS
 51

For Public and Private Prime 

Contracts and all Subcontracts

For Federal Contracts

The SBA guarantees: bid, payment, performance, and 

ancillary bonds issued by surety companies

Cost of contract: up to $6.5 million

SBA reimburses surety companies in case of default 

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

80 percent for all other small businesses.

The SBA guarantees: bid, payment, performance, 

and ancillary bonds issued by surety companies—

if a guarantee would be in the best interest of the 

government

Cost of contract: up to $10 million

SBA reimburses surety companies in case of default 

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

80 percent for all other small businesses.

Typically, small businesses provide financial statements and other documentation when

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

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

any financials with the SBA.

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

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

SBA’s QuickApp Program

Questions? 

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

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

Tamara E. Murray

Denver, Colo.

(303) 927-3479

Kevin Valdes

Seattle, Wash.

(206) 553-7277

Jennifer C. Bledsoe

Washington, DC

(202) 205-6153

FUNDING PROGRAMS
52

My Next 

Career Path

Renee Boyce, president and 

CEO of My Next Career 

Path Staffing, LLC, knows 

firsthand the challenges of 

small business ownership. 

“Some of the biggest challenges are 

getting capital and financing to allow 

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

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

business, we just need a fair opportunity 

CONTRACTING

Doing Business with the Government

to bid on contracts.”

Founded in 2014 in Las Vegas, Nevada, 

My Next Career Path Staffing (MNCP 

Staffing) is a consulting and staffing 

firm that provides resources to private 

businesses, public sector firms, and 

local, state, and federal government 

agencies nationwide. The company offers 

temporary and permanent recruitment 

or recruitment by project in the fields of 

information technology; engineering; 

medical, clinical, and professional 

services; and sales and marketing, 

and it is known for its IT solutions. The 

company is a certified 8(a), Minority 

Business Enterprise, Disadvantaged 

Business Enterprise (DBE), and Emerging 

Small Business in Nevada as well as a 

certified DBE in Arizona, California, 

Maryland, Oregon, Texas, and Utah.

“My Next Career Path saves 

companies time and money,” Boyce says. 

“Companies often receive hundreds of 

resumes in response to job ads, and it's 

time-consuming to go through them. 

Reviewing resumes to locate the best 

candidates is another full-time job. 

We save time by honing in on the best 

matches for the firm.”

All business owners know that 

making a bad hire is expensive. Not only 

do you spend time and money training 

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

then you have to start another candidate 

search, My Next Career Path prides itself 

in locating the candidates who are a 

great match from the start. 

In 2017, Boyce was chosen as the 

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

has helped me grow my business by 

being a useful resource and providing 

guidance on working in the federal 

space,” says Boyce. My Next Career 

Path became a government contractor in 

2016 and now reports more than 

60 percent of the company's business 

is in the federal arena. 

The SBA is a resource for small 

businesses that are interested in working 

with the government. Boyce says, “It 

takes time and patience to work in the 

federal space. It’s certainly not for every 

business. But by establishing and 

written by Nikki Bowman

This small business has made it their business to provide quality 

staffing in the federal arena. 
 53
54

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

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

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

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

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

office.

4. Talk to a local Small Business Development Center counselor 

(page 8) or visit a Procurement Technical Assistance Program 

adviser for free counseling. Find your closest center at 

aptac-us.org.

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

webform.

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

the certification process. All required documents must be

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

contract set aside for a specific program.

7. Register with the System for Award Management 

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

How to 

do business 

with the 

government

The SBA has 

helped me 

grow my 

business 

by being 

a useful 

resource and 

providing 

guidance on 

working in 

the federal 

space.”

Renee Boyce, 

MNCP Staffing president and CEO

building relationships and teaming with 

partners, we’ve learned how to navigate 

the federal arena.” 

Running a small business can be 

challenging but it is also very rewarding. 

Boyce advises other small businesses to 

use the resources available like PTAC, 

SBA, and local business chambers. “It 

is important to build a strong network 

of relationships,” he points out. “Do not 

rule out opportunities to subcontract. It 

will allow you to understand the process 

and gain experience.”

Boyce has big plans for the future. 

“My goal is to continue to grow and 

expand the company globally with even 

more locations nationwide, while still 

delivering value-added services to the 

government and private businesses.”

CONTRACTING
 55

SBA Contracting 

Programs

Your business could earn profit and gain valuable work experience 

by providing goods or services to the government.

The federal government sets aside contracts 

for small business, and these contracting 

programs are designed to help you compete 

for and win federal contracts. Visit SBA.gov/

contracting to learn more about set-asides 

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

business.

All Small Mentor-Protege 

Program 

Looking for an opportunity to partner with 

a more experienced firm for mentorship?

You may find that effort rewarded in the

All Small Mentor-Protege Program, sba.

gov/allsmallmpp. At the same time you’re 

gaining invaluable direction and experience, 

you and your mentor can compete for 

government contracts, further growing your 

business.

To qualify for this program:

• Proteges must have a mentor prior to 

applying for the program. Visit your 

local SBA office for guidance. Ask about

the SBA’s Resource Partners and the 

Procurement Technical Assistance 

Program for help in connecting you with a 

mentor business.

• You must be certified as a small business

within your NAICS industry classification

and have experience in that field.

• Mentors and proteges must be organized 

for profit or as an agricultural cooperative.

• Mentors cannot own more than 40 percent 

equity in the protege’s business.

• An SBA determination of affiliation must

not exist between the mentor and the 

protege. All Small-approved partnerships 

receive an exclusion of affiliation for contracting purposes.

8(a) Business Development 

Program

If you’re an entrepreneur who is socially and 

economically disadvantaged, you could get 

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

Development Program, sba.gov/8a. The 

program includes free business development education, training workshops, and 

match-making opportunities with federal 

buyers. Firms owned by Alaska Native 

Corporations, American Indian tribes, Native 

Hawaiian organizations, and Community 

Development Corporations are also eligible 

for 8(a) business development assistance. 

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

small business must meet the following 

criteria:

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

more socially and economically 

disadvantaged people of good character

Glenn Davis, an 8(a) program graduate, 

operates BranCore, a consulting 

business, out of Richmond, Virginia.

CONTRACTING
56

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

the United States

• Demonstrate current capacity and potential for success

Socially disadvantaged: those who have 

been subjected to racial or ethnic prejudice or cultural bias without regard to their 

individual qualities because of their identity 

as members of certain groups. The following 

groups of people are assumed to be socially 

disadvantaged: Black Americans, Native 

Americans, Alaska Natives, Native Hawaiians, 

Hispanic Americans, Asian Pacific Americans,

and Subcontinent Asian Americans. A person 

who is not a member of one of these groups 

must establish that it is more likely than not 

thatthey have suffered disadvantage.

Economically disadvantaged:

those whose ability to compete in the 

marketplace has been impaired because 

the person has not had as much capital and 

credit opportunities compared to others in 

the same or similar line of business who are 

not socially disadvantaged. 

The benefits:

• 8(a) businesses are assigned an SBA professional to help coordinate your business 

development assistance.

• You could be awarded an 8(a) sole-source 

contract up to $4 million for goods and 

services; $7 million for manufacturing, 

exceptions apply.

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

A direct awarding of a contract to an 8(a) 

small business that can provide the needed 

services.

HUBZone 

Businesses located in Historically 

Underutilized Business Zones, also called 

HUBZones, sba.gov/hubzone, must be 

certified to gain special access to federal

contracts. To qualify for the program, 

a small business must:

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

Development Corporation, an agricultural 

cooperative, or an Indian tribe.

• Be located within a HUBZone, which 

includes Indian reservations and military 

facilities closed by the Base Realignment 

and Closure Act. Enter your address in our 

interactive map to see if your business 

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

certify.sba.gov/hubzone/map.

• Have at least 35 percent of your employees 

residing in a HUBZone.

For Service-Disabled 

Veterans:

If you’re a service-disabled veteran looking 

to enter the federal marketplace, you may be 

eligible for this small business certification.

CONTRACTING

• To determine your eligibility, contact a 

veterans’ business development officer

at your local SBA office, or the SBA’s

Office of Veterans Business Development

at sba.gov/ovbd. 

• After you have set up to do business with

the government in sam.gov, update 

your status as a service-disabled veteran 

business.

Keep in mind

The SBA does not officially certify this

designation, so when a contract awarded 

based on this eligibility is protested, the 

SBA will determine if your business meets 

the eligibility status, ownership and control 

requirements.

Hops and Scotch owners 

David Ng and Darren Tow 

grew their business in 

Brookline, Massachusetts 

with the help of an SBAguaranteed loan.
 57

Women-Owned Small 

Business Certification

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

you may be eligible forthe Women-Owned Small Business certification,

sba.gov/wosb. 

Here’s how to get certified:

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

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

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

required to run the business.

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

conduct long-term decision making and planning.

To qualify as an economically disadvantaged woman-owned small business, your company must meet these criteria and the business owner and/or manager must meet certain 

income and asset requirements.

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

government.

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

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

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

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

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

• El Paso Hispanic Chamber of Commerce

• National Women Business Owners Corporation

• U.S. Women’s Chamber of Commerce

• Women’s Business Enterprise National Council

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

offer on a contract set aside for the program.

1. Make sure you’re eligible

2. Register

4. Update your status

5. Search the database

3. Certify

CONTRACTING

Procurement 

Technical 

Assistance 

Centers

Businesses that want to sell products 

or services to federal, state, or 

local governments receive oneon-one counseling and training at 

Procurement Technical Assistance 

Centers, free or low cost.

How can a procurement assistance 

center help you?

»A center adviser can help you 

determine if your business is ready 

for government contracting.

»An adviser can help you register in 

the System for Award Management 

(sam.gov).

»Your adviser will help you see 

if you are eligible for any small 

business certifications and 

programs.

Wisconsin Procurement Institute

Executive Director Aina Vilumsons

10437 Innovation Drive, suite 320, 

Milwaukee, WI 53226

(414) 270-3600, info@wispro.org

wispro.org

Regional/State 

Contracting 

Programs

State of Wisconsin contracting

esupplier.wi.gov

North Central Minority Supplier 

Development Council

Serving Wisconsin, Iowa, Minnesota, 

North Dakota, and South Dakota.

President & CEO Heather Noel Olson

500 W. Silver Spring Drive, suite K-200

Glendale, WI 53217

(414) 847-6497 

holson@northcentralmsdc.net

northcentralmsdc.net
58

CONTRACTING

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

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

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

awarded to small businesses.

But doing business with the largest purchaser of goods and 

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

small businesses face is uncovering the right opportunities— ones 

that match their capabilities and growth plans.

Here are eight tips and resources to help you find government

contract opportunities that make sense for your small business.

1Familiarize yourself with the rules. Before a contract 

opportunity comes along that excites you, be prepared. 

Familiarize yourself with what’s involved with selling to 

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

with much longer lead times and strict bidding and product 

requirements.

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

time to get strategic. Every agency and department has 

unique goals. Identifying these can help you target a niche 

or opportunity for your products or services.

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

budgetary priorities.

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

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

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

and focus their contracting sales and marketing strategy. Each 

federal agency or department budget is listed on the Office of

Management and Budget (OMB) website.

Small businesses can benefit from government contracting opportunities.

8 Tips 

for Finding Government 

Contracting Opportunities

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

goals. Each year the SBA negotiates formal goals with individual 

agencies to ensure that small businesses get their fair share of 

federal contracts. For several consecutive years, many agencies have 

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

Federal Procurement Data System posts scorecards for each agency. 

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

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

4Research existing and upcoming opportunities. Once you’ve 

identified agency initiatives that align with what your business

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

FedBizOpps.gov. Marketintelligence firms likeONVIA orImmixGroup

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

highlights upcoming opportunities as well as contracting tips).

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

influencers and industry experts. Useful sites to explore for upcoming

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

GovMark Council are worth checking out.

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

Utilization (OSDBU) outreach events 

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

These events also offer guidance on how small businesses

can break into the contracting market and take advantage of programs 

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

tool, which helps thousands of aspiring entrepreneurs gain a foothold 

in contracting with financial assistance and teaming opportunities.
 59

7Get help from SBA procurement reps. 

Another vital government resource 

are SBA’s local Procurement Center 

Representatives (PCRs). PCRs provide services that 

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

8 Don’t go it alone – partner with a government mentor.

Anyone embarking on new ventures can 

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

get access to contracts. The All Small MentorProtege Program (page 55) rewards protege 

small businesses and experienced mentor firms

with government contracting opportunities. 

The program’s objective is to motivate larger 

companies to lend their knowledge to smaller, 

less experienced businesses so they can together 

compete for government contracts.

written by Caron Beesley, contributor

Additional Resources

For more tips and insights on breaking into and 

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

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

available resources and more. 

sba.gov/contracting

• Contracting Blogs: Learn about the latest resources and 

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

contracting

• SBA Government Contracting Classroom: Self-paced 

online courses on all aspects of the contracting process. 

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

government-contracting-classroom

Government contracting has 

led to new opportunities for 

Michael Mills, principal of 

Mills Group in Morgantown, 

West Virginia.

CONTRACTING
60

To further the mission of helping small 

businesses succeed, the SBA has regional 

offices across the country. Here are some 

fun facts about each region from sba.gov

Reasons to Love 

Your Region

Region 1 (Connecticut, 

Massachusetts, Maine, New Hampshire, 

Rhode Island, Vermont) New Hampshire 

was home to the first ski club in the

United States. As of 2014, Region 1 had 

the highest number of small business 

skiing facilities per square mile in the 

country, and all six region 1 states had 

skiing facilities.

Region 2 (New York, New Jersey, 

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

Rico’s economy. Four out of five Puerto 

Rican workers are employed at small 

businesses, as compared to 48% for the 

United States as a whole.

Region 3 (District of Columbia, 

Delaware, Maryland, Pennsylvania, 

Virginia, West Virginia) Washington D.C., 

Maryland and Virginia are some of the 

best states for women-owned businesses. 

Washington, D.C., and Maryland rank 

1 and 3 respectively for the number of 

businesses owned by women. These two 

states and the district are in the top 10 for 

the amount of sales and employment from 

women-owned businesses.

Region 4 (Alabama, Florida, Georgia, 

Kentucky, Mississippi, North Carolina, South 

Carolina, Tennessee) Region 4 is a center 

of minority-owned businesses. 23% of all 

minority-owned businesses are located in 

region 4, making it the second in the nation. 

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

any other region.

Region 5 (Illinois, Indiana, Michigan, 

Minnesota, Ohio, Wisconsin) Region 5 has 

an active veteran business community. It 

ranks second in terms of the number of 

veteran-owned businesses, with Ohio and 

Illinois in the top 10 states.

Region 6 (Arkansas, Louisiana, New 

Mexico, Oklahoma, Texas) Region 6 leads 

the nation in long-term GDP growth

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

period. Texas and Oklahoma experienced 

the largest growth in the region with 28% 

and 22% respectively.

Region 7 (Iowa, Kansas, Missouri, 

Nebraska) Region 7 has a booming small 

health care industry. The region has the 

most hospitals, general health care, and 

social assistance small businesses per 

capita than any other region.

Region 8 (Colorado, Montana, North 

Dakota, South Dakota, Utah, Wyoming)

Region 8 is a great place for crafty entrepreneurs.

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

third, and the region as a whole ranks second.

Region 9 (Arizona, California, Hawaii, 

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

million minority-owned businesses amount 

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

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

Hawaiian businesses are minority-owned.

Region 10 (Alaska, Idaho, Oregon, 

Washington) Region 10 leads the country in 

coastline, fishing, and seafood exports. The 

region’s maritime endowment is led by Alaska, 

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

those of the other 49 states combined. The 

region has the most small fishing operations

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

Seattle, and Anchorage—account for 67% 

of America’s fish exports.

LOVE YOUR REGION
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