1

Small Business

resource guide

SAN FRANCISCO 2019 EDITION

How to 

Grow 

Your

BUSINESS

in Northern 

Coastal California
2
 3

CONTENTS

Funding 

Programs 

22 National Success Story

With the help of a 7(a) business 

loan of $1.1 million, Mark Moralez 

and John Briggs purchased 

Printing Palace in Santa Monica, 

becoming small business owners. 

29 Need Financing?

30 Local SBA Lenders

33 Assistance with Exporting

34 Investment Capital

35 Federal Research 

 & Development

36 National Success Story

Forest Lake Drapery and 

Upholstery Fabric Center in 

Columbia, South Carolina, 

rebounds thanks to an SBA 

disaster assistance loan.

38 National Success Story

Three Brothers Bakery weathers 

two hurricanes with the help of the 

SBA’s disaster assistance program.

40 SBA Disaster Loans

41 How to Prepare Your 

 Business for an 

 Emergency

42 Surety Bonds

Contracting 

44 National Success Story

Evans Capacitor Co. of Rhode 

Island, a leading manufacturer of 

high-energy density capacitors, 

gains contracting success with 

SBA assistance.

48 SBA Contracting Programs

49 Woman-Owned Small 

	 	 Business certification

Local Business 

Assistance 

8 National Success Story

Rebecca Fyffe launched Landmark 

Pest Management with the help 

of the SBA-supported Women’s 

Business Development Center.

11 Local SBA Resource 

 Partners

12 How to Start a Business

14 Your Advocates

15 Write Your Business Plan

18 Programs for Veterans

19 Programs for 

 Entrepreneurs

20 Local Success Story

About 20 years ago, the Hobab 

family purchased a small 

sandwich shop in Fresno with the 

goal of treating customers like 

guests in their home.

San Francisco 2019

 ON THE COVER Mathew Cohen, courtesy 

of Off the Grid Services
4

Veterans Business Outreach Centers and SCORE chapters in 

communities nationwide. Through education, training and 

mentorship, these experts help entrepreneurs increase their 

potential and propel their businesses forward.

We at the SBA like to say we power the American Dream. 

Nowhere is that dream more apparent than in the work 

entrepreneurs do to invest in their communities and create 

economic opportunities for others. 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 invigorate neighborhoods 

and cities, making them vibrant places to live, work and 

raise a family. I encourage all entrepreneurs to leverage the 

opportunities detailed in this resource guide to power their 

own American Dream.

Regards,

Linda McMahon

SBA Administrator

A merica’s 30 million small businesses are the driving 

force of our nation’s economy, and I am proud to 

lead a team of professionals dedicated to helping 

them start, grow, expand and recover. For more 

than 65 years, the U.S. Small Business Administration has 

been an advocate and ally of entrepreneurs, helping them 

at every stage of the business lifecycle. Whether they are 

a startup seeking capital; an established business seeking 

guidance on expanding to new markets through export 

opportunities or government contracts; or a business, 

nonprofit, homeowner or renter needing help recovering 

from a declared disaster, the SBA has their back.

I am honored to serve as a member of President Trump’s 

Cabinet and represent the interests of America’s small 

businesses. The President’s pro-growth policies, including 

tax cuts and workforce development initiatives, are aimed at 

making it easier for entrepreneurs to invest in their businesses 

and employees. The President believes that when small 

businesses succeed and create jobs, our economy grows and 

our nation thrives.

As Administrator of the SBA, I have visited hundreds of 

small businesses and each of the SBA’s 68 district offices in 

all 50 states. Every entrepreneur has a different story about 

what inspired them to take a risk on starting or growing a 

small business. No matter their industry, location or level of 

experience, the SBA serves as a resource to help them turn 

their dreams into realities. Many entrepreneurs have told 

me their business simply would not exist without the help 

of the SBA—from the guaranteed loans that provided the 

funding they needed to realize their goals of owning a small 

business, to the advice they got on writing a business plan or 

conducting market research, 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.

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, 

WE MAKE SMALL BUSINESS

OUR BUSINESS.

START • GROW • EXPAND • RECOVER

THE U.S. SMALL BUSINESS ADMINISTRATION

A MESSAGE FROM THE ADMINISTRATOR
 5

To schedule a meeting or to learn more, contact 

Buddy Butler at buddy@newsouthmediainc.com

or call 304.615.9884.

We have all heard the phrase “content is 

king.” Creating rich, engaging, and inspiring 

content differentiates your brand in the 

marketplace. But who has time to focus on 

anything other than running their business?

Narrative works with you to develop 

the tools to tell your story across all 

media platforms. Powerful and authentic 

storytelling helps you stand out. It inspires 

action. It creates an emotional impact and 

forges enduring relationships. It separates 

you from the competition.

Let us help 

give voice 

to your 

story.

SCOPE OF SERVICES

Brand Voice

Articles

Blogs

Website Content

Social Media Posts

Email Content

Brochures

Catalogs

Visitor Guides

Books

Copywriting

Photography

Videos
6

published by

New South Media, Inc.

304.413.0104 | newsouthmediainc.com

PUBLISHER

Nikki Bowman, nikki@newsouthmediainc.com

ASSOCIATE EDITORS

Zack Harold, zack@newsouthmediainc.com 

Pam Kasey, pam@newsouthmediainc.com

DESIGNER

Hayley Richard, hayley@newsouthmediainc.com

OPERATIONS MANAGER

Holly Leleux-Thubron, holly@newsouthmediainc.com

ADVERTISING SALES DIRECTOR 

Heather Mills, heather@newsouthmediainc.com

ADVERTISING SALES 

Sandy Burky, Kelley McGinnis, Bryson Taylor

sba@newsouthmediainc.com

Copyright: New South Media, Inc. Reproduction in part or whole is 

strictly prohibited without the express written permission of the 

publisher. 

© NEW SOUTH MEDIA , INC. 

ALL RIGHTS RESERVED

The U.S. Small Business Administration’s Office of Marketing & Customer 

Service directs the publication of the Small Business Resource Guide 

under SBA Contract #SBAHQ–17–C–0018. SBA publication Spring 2018 

National edition #mcs-0087.

WRITER/EDITOR

Becky Bosshart

(202) 205-6677

rebecca.bosshart@sba.gov

DIRECTOR OF MARKETING

Paula Panissidi Tavares

paula.tavares@sba.gov

PUBLIC AFFAIRS SPECIALIST

Kelley Daniels

kelley.daniels@sba.gov

The SBA’s participation in this publication is not an endorsement of the 

views, opinions, products or services of the contractor or any advertiser 

or other participant appearing here. All SBA programs and services are 

extended to the public on a nondiscriminatory basis. Printed in the 

United States of America. While every reasonable effort has been made 

to ensure that the information contained here is accurate as of the date 

of publication, the information is subject to change without notice. The 

contractor that publishes this guide, the federal government, or agents 

thereof shall not be held liable for any damages arising from the use of or 

reliance on the information contained in this publication.

Small 

businesses

power our 

economy.

The SBA

powers

small

 businesses.

Whether you dream of transforming your 

business idea into a thriving company, growing 

your customer base, or expanding into new 

markets or locations, the SBA is here for you. 

We offer programs, expertise, and access to 

capital that will empower you to take your 

small business to the next level of success.

Stop by your local SBA office or visit SBA.gov

to learn how you can move your business 

forward with confidence.
 7

District Director Letter

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

Administration’s Northern Coastal California Small Business 

Resource Guide. Our San Francisco-based office helps make 

the American dream of small business ownership a reality. We are the only 

federal agency dedicated to helping the 30 million small businesses start, 

grow, expand, and recover after a disaster. With an extensive network of 

business advisers, lenders, and other resource partners, we help California’s 

small businesses at every stage of development. Whether owning your own 

business has been a lifelong dream, or a new opportunity has emerged, we 

know the obstacles that new entrepreneurs face. We salute your courage and 

creativity. Remember, everyone starts small with an idea. 

Across Northern Coastal California in the last year, we empowered 

the local small business community to:

• Find an ally, advocate or mentor via our SBA Resource Partners 

in 26 locations across Northern Coastal California, including 

SCORE chapters, Small Business Development Centers, Women’s 

Business Centers, and the Veterans Business Outreach Center, all 

powered by the SBA.

• Access nearly $1 billion in SBA-guaranteed loans using 

local banks, credit unions, community-based lenders and 

microlenders. The 1,500 businesses receiving financial assistance 

have hired new employees, bought needed equipment, and built/

renovated facilities.

• Gain more than $1.3 billion in federal small business contracting 

awards.

• Rebuild after devastating wildfires destroyed thousands of homes 

and businesses in Northern California.

To all the small business owners in Northern Coastal California, we know 

you have passion and talent for what you do. If you need some help along 

the way, please remember the SBA is here to assist you with free business 

counseling, training, financing and other specialized assistance, such as 

export development and government contracting. Use our Small Business 

Resource Guide to power your dream of starting, growing or expanding 

your small business.

Sincerely,

Julie Clowes 

San Francisco District Director

District Director

Julie Clowes

(415) 744-8474

julie.clowes@sba.gov

Deputy District Director

Tong Qin

(415) 744-8475

tong.qin@sba.gov

Lender Relations Specialist

Stephen Leung

(415) 744-7810

stephen.leung@sba.gov

Economic Development 

Specialist/Administrative 

Officer

Emily Navarra-Refugio

(415) 744-6805

emily.navarra@sba.gov

Economic Development 

Specialist

Noah Brod

(415) 744-4244

noah.brod@sba.gov

Business Opportunity 

Specialist

Mark McComas

(415) 744-6807

mark.mccomas@sba.gov

Program Support 

Assistants

Lalotoga Asoau

(415) 744-9060

lalotoga.asoau@sba.gov

Michael Chong

(415) 744-6820

michael.chong@sba.gov

Ginny De Shu

(415) 744-8484

ginny.deshu@sba.gov

Julie Yim

(415) 744-6808

julie.yim@sba.gov

District Counsel

Eric Adams

(415) 744-8440

eric.adams@sba.gov

General Attorney

Christina Goebelsmann

(415) 744-8494

christina.goebelsmann

@sba.gov

Regional Export 

Finance Manager

Jeff Deiss

(415) 902-6027

jeff.deiss@sba.gov

SBA San Francisco 

District Office

Serving Alameda, Contra Costa, Del Norte, 

Humboldt, Lake, Marin, Mendocino, Napa, San 

Francisco, San Mateo, Santa Clara, Santa Cruz, 

Solano and Sonoma counties

455 Market St., suite 600

San Francisco, CA 94105

(415) 744-6820

sfomail@sba.gov

sba.gov/ca/sf

@SBA_SF

Front Row: Noah Brod, economic eevelopment specialist; Tong Qin, deputy district 

director; Julie Clowes, district director; Mike Chong, program support

Back row: Marlow Schindler, supervisory lender relations specialist; Christina 

Goebelsmann, attorney; Stephen Leung, lender relations specialist; Emily NavarraRefugio, administrative officer; Ginny De Shu, program support
8

How SBA-backed loans helped 

one woman turn a flagging pest 

control business into an

ever-expanding enterprise.

LOCAL BUSINESS 

ASSISTANCE

written by Zack Harold

Bitten 

by the 

Business 

Bug

LANDMARK PEST MANAGEMENT
 

9

Rebecca Fyffe first worked at ABC Humane 

Wildlife Control & Prevention Inc., a pest 

control business in suburban Chicago, 

Illinois, for a college summer job. She 

was on a different career path when she 

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

needed to take a medical sabbatical, and the company 

wanted Fyffe to take over in his absence. Fyffe had 

studied public policy, pre-law, and epidemiology in 

addition to university-level research on pesticides. Not 

content with just keeping the seat warm, Fyffe began 

making improvements to the company’s operations 

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

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

25 years old, the youngest pest control company CEO in 

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

dominated by men.

She continued to look for ways to grow the company. 

At the time, ABC focused its efforts solely on nuisance 

wildlife control. Fyffe saw a lucrative opportunity in 

urban bird management. She had long been concerned 

about pigeons. Growing up, one of her young cousins 

contracted encephalitis from pigeon droppings, which 

led to epilepsy, blindness, and eventually death. Fyffe 

studied the birds and how to mitigate their threat, 

which brought her to the conclusion that improvements 

could be made in urban pigeon control. She found more 

effective solutions were needed to make the mitigation 

material more durable for city use. Fyffe knew she could 

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

ABC needed to borrow money to invest in training, 

equipment, and insurance. The company was hesitant to 

take on the financial risk, so Fyffe offered an alternative 

solution: allow her to launch a new company that would 

specialize in pigeon management. She would run that 

company in addition to her duties at ABC. 

She launched Landmark Pest Management in 2010 

with four employees. Fyffe still needed to borrow money, 

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

an established business standing behind her. Thanks 

to workshops hosted by the SBA-supported Women’s 

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

loan would have allowed her to mortgage the warehouse 

facility she needed, but nothing more.

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

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

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

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

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

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

Landmark established its reputation from its first 

contract, installing netting on a bridge project in Chicago. 

This bridge became the Chicago Transit Authority’s 

showpiece for bird control. Within two years, Landmark 

was one of the main companies providing bird deterrent 

systems in Chicago. Fyffe used the money she made to 

purchase ABC and merge the two companies in 2012.

LANDMARK PEST MANAGEMENT LANDMARK PEST MANAGEMENT

LOCAL BUSINESS ASSISTANCE
10

LOCAL BUSINESS ASSISTANCE

SBA Resource 

Partners

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

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

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

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

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

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

cost and to fit your busy schedule. SCORE mentors are available as often as you 

need, in person, via email or over video chat. Visit sba.gov/score to start working 

on your business goals.

SCORE

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

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

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

regulatory compliance, technology development, and international trade. 

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

SMALL BUSINESS DEVELOPMENT CENTERS

Women entrepreneurs receive essential business training from this national 

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

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

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

WOMEN’S BUSINESS CENTERS

Veteran and military entrepreneurs receive business training, counseling and 

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

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

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

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

members, veterans of any era, and military spouses.

VETERANS BUSINESS OUTREACH CENTERS

The company has grown to 85 

employees with 50 trucks on the 

road every day, working alongside 

the biggest construction firms 

in the country. Still, Fyffe 

challenges herself by finding 

ways to expand the company. In 

addition to its work in Illinois, 

Landmark does business in 

Michigan, Indiana, and Missouri. 

Fyffe is considering expansion to 

California and New York.

Landmark has continued to use 

its science-based methodology 

and proprietary technology 

to expand its offerings. The 

company is a leader in bedbug 

science, pioneering a special 

DNA test to detect infestations 

with a relatively small sample. 

Fyffe’s team is also testing a new 

nontoxic fungi spore that could 

be used to kill the pests. The 

company’s fastest growing sector 

is food production applications. 

Inspectors shut down factories 

if they find a pest, even if the 

animal has already been caught in 

a trap. Fyffe’s company developed 

a trap that is equipped with 

sensors that allow Landmark to 

dispatch technicians as soon as a 

pest is captured. Although Fyffe 

has used conventional loans for 

these expansions, she credits her 

first SBA-backed loan and her 

Women’s Business Development 

Center guidance with teaching 

her how to craft a growth plan 

and pitch ideas to lenders.

“We might not have been able 

to access that without the SBA,” 

she says.

We couldn’t 

have done it 

without the 

SBA.”

Rebecca Fyffe

Founder

Landmark Pest Management

There are more than 

300 SCORE chapters

980 Small Business Development Centers

100 Women’s Business Centers

20 Veterans Business Outreach Centers
 11

LOCAL BUSINESS ASSISTANCE

Our Local SBA 

Resource Partners

SBA’s Resource Partners are independent organizations that 

are funded through SBA cooperative agreements or grants.

SCORE

Visit sba.gov/score to start working on 

your business goals.

East Bay

Serving Alameda, Contra Costa, and 

Solano counties with offices in Oakland

(510) 273-6611

eastbay.score.org

North Coast

Serving Sonoma, Napa, Mendocino, 

Lake, and Humboldt counties with offices 

in Santa Rosa

(707) 571-8342

northcoast.score.org

Santa Cruz

Serving Santa Cruz County with offices 

in Santa Cruz

(831) 621-3735

santacruz.score.org

Silicon Valley

Serving Santa Clara County with offices 

in San Jose

(408) 453-6237

siliconvalley.score.org

San Francisco

Serving San Francisco, San Mateo, and 

Marin counties with offices in San Francisco

(415) 764-4964

sanfrancisco.score.org

Small Business 

Development 

Centers

Alameda County

(510) 208-0410

acsbdc.org

Contra Costa County

(925) 671-4570

contracostasbdc.org

Del Norte County

(707) 464-2168

northcoastsbdc.org

Humboldt County

(707) 464-2168 or (707) 445-9720

northcoastsbdc.org

Marin County

(415) 755-1100

marinsbdc.org

Mendocino County

(707) 964-7571

mendosbdc.org

Napa County

(707) 256-7250

napasonomasbdc.org

San Francisco County

(415) 937-7232

sfsbdc.org

San Mateo County

(650) 574-6460

sanmateosbdc.org

Santa Clara County

(408) 385-9800

svsbdc.org

Santa Cruz County

(831) 479-6136

santacruz sbdc.org

Solano County

(707) 646-1071

solanosbdc.org

Sonoma County

(707) 595-0060

napasonomasbdc.org

Hispanic Satellite

Serving Santa Clara County

(408) 385-9800

sbdchc.org

Tech Futures Group

Serving high growth/high tech 

companies on an application basis

(415) 494-7232

techfuturesgroup.org

Veterans 

Business 

Outreach Center

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.

Serving all of Northern California with 

an office in Sacramento

(916) 527-8400

vbocix.org

Women’s 

Business Centers

For your nearest Women's Business 

Senter, visit SBA.gov/women.

AnewAmerica Fruitvale

Serving the East Bay

(510) 532-5240

anewamerica.org

AnewAmerica San Jose

Serving South Bay

(408) 326-2669

anewamerica.org

Renaissance Entrepreneurship Center

Serving all of San Francisco and 

surrounding bay areas with offices 

in Bayview, Soma, mid-peninsula, 

and Richmond

(415) 541-8580

rencenter.org

West Company

Serving all of Mendocino and Lake counties 

with offices in Ukiah and Fort Bragg

(707) 964-7571

westcompany.org
12

LOCAL BUSINESS ASSISTANCE

How to Start a Business in 

Northern Coastal California

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

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. 

Market Research

Need to do research on your clients and 

location? View consumer and business 

data for your area using the Census 

Business Builder: Small Business Edition, 

https://cbb.census.gov/sbe. Filter your 

search by business type and location to 

view data on your potential customers, 

including consumer spending, and a 

summary of existing businesses, available 

as a map and a report.

Business License & Zoning

Licenses are typically administered by a 

variety of state and local departments. It is 

important to consider zoning regulations 

when choosing a site for your business. 

Contact the local business license office 

where you plan to locate your business. You 

may not be permitted to conduct business 

out of your home or engage in industrial 

activity in a retail district.

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.

» California Secretary of State

1500 11th St.

Sacramento

(916) 653-6814

www.sos.ca.gov

Taxes

As a business owner, you should know your 

federal tax responsibilities and make some 

basic business decisions to comply with 

certain tax requirements. The IRS Small 

Business and Self-Employed Tax Center, 

go.usa.gov/xPxYR, offers information on 

a variety of topics including: obtaining an 

Employer Identification Number, paying and 

filing income tax, virtual workshops, forms, 

and publications.

COURTESY OF SBA

Adriana Medina, owner of Fuerte 

Fitness, in Seattle, WA, received 

counseling from a SCORE mentor and 

a Women's Business Center adviser.

Whether you are a new or an experienced 

business owner, there are new tax law 

changes that may affect your business. As 

the IRS works to implement the Tax Cuts 

and Jobs Act, signed into law December 

2017, you can access the latest information 

on irs.gov/tax-reform to better understand 

the new tax law implications and how they 

affect your bottom line.

» IRS Tax Assistance Centers

irs.gov/help > California

Oakland

1301 Clay St.

(510) 907-5000

San Francisco

450 Golden Gate Ave.

(415) 553-8990

San Jose

55 S. Market St., suite 100

(408) 283-1569

Santa Rosa

777 Sonoma Ave.

(707) 535-3859

Walnut Creek

185 Lennon Lane

(925) 974-3898

» State Taxes

California Tax Service Center

taxes.ca.gov

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 Service offers information 

and assistance through uscis.gov/i-9-

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

the employer hotline, call (888) 464-4218 or 

e-mail I-9central@dhs.gov.
 13

LOCAL BUSINESS ASSISTANCE

E-Verify, operated by the Department of 

Homeland Security in partnership with the 

Social Security Administration, electronically 

verifies the Social Security number and 

employment eligibility information reported 

on Form I-9. It’s the quickest way for 

employers to determine the employment 

eligibility of new hires. Visit e-verify.gov, call 

(888) 464-4218 or email e-verify@dhs.gov.

Health & Safety

All businesses with employees are required 

to comply with state and federal regulations 

regarding the protection of employees, visit 

dol.gov for information. The Occupational 

Safety and Health Administration provides 

information on the specific health and safety 

standards used by the U.S. Department of 

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

» Cal/OSHA

dir.ca.gov/dosh

Employee Insurance

Check with your state laws to see if you are 

required to provide unemployment or workers’ 

compensation insurance for your employees. 

For health insurance options, call the Small 

Business Health Options Program at (800) 

706-7893 or visit healthcare.gov/smallbusinesses/employers.

» Covered California

coveredca.com/forsmall

business/mandate

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.

» California Environmental 

Protection Agency

calepa.ca.gov

Disability Compliance

For assistance with the Americans with 

Disabilities Act call (800) 669-3362 or visit 

ada.gov.

Child Support

Employers are essential to the success of the 

child support program and are responsible for 

collecting 75 percent of support nationwide 

through payroll deductions. The Office of 

Child Support Enforcement at Health and 

Human Services offers employers step-by-step 

instructions for processing income withholding 

orders for child support. “A Guide to an 

Employer’s Role in the Child Support Program” 

is available at the Office of Child Support 

Enforcement’s website at acf.hhs.gov/

programs/css > employer responsibilities. 

You can also find information about other 

employer responsibilities and tools that can 

make meeting those responsibilities easier, 

such as electronic income withholding orders 

and the Child Support Portal. Send questions 

to employerservices@acf.hhs.gov.

» California Department of Child 

Support Services

childsup.ca.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.

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. The Silicon Valley office in San Jose, 

California, serves Alaska, Arizona, California, 

Hawaii, Nevada, Oregon, and Washington, 

uspto.gov/siliconvalley.

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.

» State Registration of a Trademark

1500 11th St., second floor

Sacramento

(916) 653-6814

sos.ca.gov

Copyrights

Copyrights protect original works of 

authorship, including literary, dramatic, 

musical and artistic, and certain other 

intellectual works. Copyrights do not protect 

facts, ideas, and systems, although it may 

protect the way these are expressed. For 

general information contact:

» U.S. Copyright Office

U.S. Library of Congress

James Madison 

Memorial Building

101 Independence Ave. Southeast, 

Washington, DC

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

copyright.gov

Economic Development

California Governor’s Office of Business 

and Economic Development

business.ca.gov

U.S. Export 

Assistance Center

75 Hawthorne St., suite 2500

San Francisco

SBA Export Finance Manager

Jeff Deiss (415) 902-6027

U.S. Department of Commerce (415) 705-2300
14

LOCAL BUSINESS ASSISTANCE

Advocacy

When you need a voice within the federal 

government for your interests as a small 

business owner, the SBA’s regional advocates 

are here to assist. The advocates analyze the 

effects of proposed regulations and consider 

alternatives that minimize the economic 

burden on small businesses, governmental 

jurisdictions, and nonprofits. Find your 

regional advocate at sba.gov/advocacy.

Your advocate helps with these small 

business issues:

» if your business could be negatively 

affected by regulations proposed by the 

government

» if you have contracting issues with a 

federal agency

» when you need economic and small 

business statistics

The SBA’s Office of Advocacy also 

independently represents small business and 

advances its concerns before Congress, the 

White House, federal agencies, federal courts, 

and state policy makers.

Ombudsman

Entrepreneurs who have an issue with an 

existing federal regulation or policy can 

receive assistance from the SBA’s national 

ombudsman.

The ombudsman’s office helps you:

» resolve regulatory disputes with federal 

agencies

» reduce unfair penalties and fines

Your 

Advocates

» seek remedies when rules are 

inconsistently applied

» recover payment for services done by 

government contractors

Make your voice heard by participating in a 

Regional Regulatory Enforcement Fairness 

Roundtable or a public hearing hosted by the 

SBA’s national ombudsman. These events 

are posted periodically on the ombudsman 

website, sba.gov/ombudsman.

To submit a comment or complaint through 

the online form, visit sba.gov/ombudsman/

comments. Your concerns will be directed to 

the appropriate federal agency for review. The 

SBA will collaborate with you and the agency 

to help resolve the issue.

To report how a proposed federal 

regulation could unfairly affect you, 

find your regional SBA advocate at 

sba.gov/advocacy.

To submit a comment about how 

your business has been hurt by an 

existing regulation, visit 

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

independent voices for small business within the 

federal government.
 15

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
16

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
 17

Want to see 

an example 

of a business 

plan? 

View examples of both 

business plan formats at 

sba.gov/business-guide/

plan/write-your-businessplan-template

If you fail to plan, you 

are planning to fail.”

Benjamin Franklin

• Key partnerships

• Key activities

• Key resources

• Value proposition

• Customer relationships

• Customer segments

• Channels

• Cost structure

• Revenue streams

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

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

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

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

visualizing tradeoffs and fundamental facts about your company.

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

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

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

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

Key Partnerships

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

suppliers, manufacturers, subcontractors and similar strategic partners.

Key Activities

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

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

Key Resources

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

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

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

and HUBZone–certified businesses.

Value Proposition

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

to the market.

Customer Relationships

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

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

Customer Segments

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

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

Channels

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

of channels and optimize them over time.

Cost Structure

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

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

Revenue Streams

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

list them all.

LEAN STARTUP PLAN FORMAT

LEAN STARTUP PLAN 

CHECKLIST 

LOCAL BUSINESS ASSISTANCE
18

Need entrepreneurship training?

Entrepreneurship training is available through the SBA’s programs 

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

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

those transitioning out of service, National Guard and Reserve 

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

to other entrepreneurs and your local network of SBA Resource 

Partners through these services and programs. 

Veterans Business Outreach Centers, sba.gov/vboc, provide 

business training and counseling to those interested in starting, 

purchasing, or growing 

a small business.

Boots to Business is an entrepreneurial education and training 

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

Transition Assistance Program. Service members transitioning out of 

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

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

will walk away with an overview of entrepreneurship and applicable 

business ownership fundamentals, including how to access startup 

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

military installations that host the Transition Assistance Program, 

Programs 

for Veterans

both in and out of the contiguous United States.

Boots to Business: Reboot delivers the Boots to Business 

curriculum to veterans of all eras, members of the National Guard 

and Reserve, and military spouses in their local communities.

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

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

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

Interested in doing business with the government?

Veteran-owned and service-disabled veteran-owned small 

businesses interested in federal contracting opportunities 

can receive training through the Veteran Federal Procurement 

Entrepreneurship Training Program. This program is administered 

by the Veteran Institute for Procurement, which offers a platform 

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

and VIP International.

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

and become ready for procurement. Nearly 200 veteran-owned 

businesses from 29 states plus Washington, DC have graduated 

from the program.

» VIP Grow is the core curriculum which assists companies in 

developing strategies to expand and operate within the federal 

marketplace. More than 700 veteran-owned businesses from 42 

states plus DC and Guam have graduated from this program.

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

their federal and commercial contracting opportunities overseas.

Loan Fee Relief

To encourage lending to members of the military community who want 

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

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

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

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

Veterans Advantage program, sba.gov/loans.

Learn about the Service-Disabled Veteran-Owned 

Small Business certification program on page 49.

Have an employee who 

was called to active duty?

Ask your local SBA district office or lender about the 

Military Reservist Economic Injury Disaster Loan 

program. If you meet the eligibility requirements, 

you may receive funds that enable your business to 

meet ordinary and necessary operating expenses 

when an essential employee is called up to active 

duty in the military reserve.

Jack Goodison, a veteran, 

grew his business in North 

Kingstown, Rhode Island, 

J. Goodison Co., with the 

help of an SBA-guaranteed 

504 loan. 

Members of the military community can start and 

grow their small business with the help of SBA 

programs.

LOCAL BUSINESS ASSISTANCE
 19

LOCAL BUSINESS ASSISTANCE

Find free short 

courses and 

learning tools 

to start and 

grow your small 

business at sba.

gov/learning. The 

SBA’s free Online 

Learning Center is a great 

resource for every entrepreneur, 

especially rural business owners 

looking for easy access to vital 

business training.

Courses include:

• writing your business plan

• small business legal requirements

• small business financing options

• digital and traditional marketing to 

win customers

• disaster recovery

• cyber security and crime prevention

Online 

Resources for 

Entrepreneurs

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

Emerging Leaders program.

Participants in the intense seven-month Emerging Leaders entrepreneurship program 

are selected through a competitive process. The program fosters a learning environment 

that accelerates the growth of high-potential small businesses, while providing training 

and peer networking sessions. Emerging Leaders graduates have reported gaining more 

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

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

Entrepreneurs receive business 

counseling and assistance at the 

Philadelphia SBA district office in 

King of Prussia.

Programs for 

Entrepreneurs

SBA’s Emerging Leaders program helps grow businesses.
20

local success story

Matthew Cohen

CEO, OFF THE GRID SERVICES

San Francisco, CA

Matthew Cohen strives to meet 

consumer demand in the constantly 

evolving food service industry, while 

also better serving San Francisco 

food truck owners and cooks. The SBA 

has been there, in turn, to support Matt 

and his business. Off the Grid Services 

has evolved from food truck event 

planning to large-scale catering and 

innovative mobile food service. Matt 

designed his own portable food prep 

stall, the Cubert Cold Prep, and his own 

software to better run his business. He 

started in food service after working 

for several years in the hotel/hospitality industry in San Francisco. Matt’s 

culinary adventures here and abroad 

inspired him to launch his own ramen 

food truck. This experience taught him 

how to operate a mobile food business, 

which now helps him better understand the needs of his business clients. 

He soon launched him into catering & 

event planning and dining innovation, 

meeting and exceeding culinary trends.

• What challenge did you have? In the beginning, I needed advice on how to 

navigate governmental systems, like city permits and restaurant regulations. 

Traditional financing wasn't an option for me, so I needed funding assistance 

so I could scale up and succeed in a competitive market like the Bay Area.

• What was the SBA solution? During the creation of Off the Grid, I met for 

free one-on-one counseling with a business adviser from the San Francisco 

Small Business Development Center, an SBA Resource Partner. We discussed 

everything, including how to permit food trucks throughout the city. When 

it came time for me to seek financing, I was able to accelerate my business 

growth by taking advantage of the SBA-backed 7(a) loan program. I’ve 

qualified for four loans, totaling over $3 million, financed by the Bank of San 

Francisco.

• What benefit did this have for you? The business counseling and SBAbacked financing got us started and helped me to grow. Now Off the Grid routinely engages more than 300 food businesses that together serve more than 4 

million meals a year at corporate catering and outdoor market events. I’ve been 

successful thanks to SBA and community support, so I’ve been able to give 

back to others through my business. Off the Grid has been proud to support 

emergency services agencies during times of natural disaster. Most recently, 

Off the Grid supported fire relief efforts by both raising funds and feeding over 

25,000 meals to those affected by wildfires in Napa and Sonoma counties. We 

will continue to coordinate with state emergency management agencies to 

better serve those affected by a disaster.
 21

I've been 

successfull 

thanks to 

the SBA...”

Matthew Cohen

CEO, Off the Grid Services

COURTESY OF OFF THE GRID SERVICES COURTESY OF OFF THE GRID SERVICES
22

FUNDING PROGRAMS

Financing Your Small Business

A Deal 

is Inked

An SBA loan helps these entrepreneurs succeed in the challenging 

printing market.

written by Pam Kasey

COURTESY OF J. EMILIO FLORES
 23

FUNDING PROGRAMS

When Mark Moralez’s employer, the 

owner of Printing Palace in Santa 

Monica, California, told him in 2014 

he’d found a buyer for the business, 

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

“Do you want to buy it instead?”

The idea surprised Moralez, but it was appealing. 

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

at Printing Palace for a decade. As general manager, 

he managed nine employees and took care of the 

business as if it were his own; many customers 

assumed he was the owner. He and his husband, 

John Briggs, discussed a possible purchase over 

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

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

Moralez says. He was scared, but the couple decided 

to take the leap.

Moralez and Briggs visited their credit union and 

were quickly disappointed. The loan officer wouldn’t 

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

industry and there was no way he was going to fund 

us,” Moralez said.

In frustration, Moralez posted about the setback 

on Facebook. His social network came to his aid; 

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

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

This SBA Lender decided the couple deserved the 

chance, and Moralez and Briggs soon qualified for 

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

toward the $1.4 million purchase, enabling Moralez 

and Briggs to buy Printing Palace in 2015.

It was a challenging time to invest in printing. 

“There were probably 20 printers in our area 10 years 

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

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

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

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

couple has met the challenge, giving up equipment 

they owned for five new digital printers they lease. 

They also added an architectural plan printer in 

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

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

profitable unit,” Moralez says.

What sets Printing Palace apart in a changing 

industry is the shop’s commitment to customer 

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

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

is that we cater to people who are frustrated with 

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

and talk to somebody who’s knowledgeable about 

the product.” Printing Palace’s website touts its 

print-industry veterans who take pride in delivering 

jobs on time. Moralez and Briggs have earned high 

reviews online.

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

chapter of the Los Angeles Gay & Lesbian 

Mark Moralez believes that what sets Printing 

Palace apart in a changing industry is his talented 

work force and their customer service.

COURTESY OF J. EMILIO FLORES COURTESY OF J. EMILIO FLORES
24

FUNDING PROGRAMS

SBA-backed 

Loans

For small business owners and entrepreneurs 

who cannot get traditional forms of credit, an 

SBA-guaranteed loan can fill that need. The SBA 

guarantees loans made by lending institutions to 

small businesses that would not otherwise be able 

to obtain financing. If you are eligible and cannot 

obtain conventional financing with reasonable rates 

and terms, the SBA guarantee reduces a lender’s 

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

guarantee is conditional on the lender following 

SBA program requirements. Just like with any other 

loan, you make your loan payments directly to your 

SBA Lender in accordance with your terms.

Lender Match

Visit your local SBA office for a lender referral, or 

use Lender Match, sba.gov/lendermatch. The 

SBA’s online tool connects entrepreneurs with SBA 

Lenders interested in making small business loans 

in your area.

Chamber of Commerce, giving Printing 

Palace prominence in a loyal market. 

“We’ve also done some charity work for 

Human Rights Campaign and Equality 

California, we’ve donated money and 

free printing. Those causes are near and 

dear to our hearts.”

At a time when print shops routinely 

struggle and fail, Printing Palace has 

secured its place. “Revenues have 

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

streamlined everything, so we’re a lot 

more efficient and profitable than we 

were. In an industry that peaked 10 years 

ago and has slowly been in decline, the 

fact that we can stay where we are and 

make it profitable is a strong indication 

of how well we’re doing.”

The pressure is real. “Now everybody 

is relying on us, and the weight falls on 

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

work than I’ve ever done in my life, 

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

did it.”

For those seeking business financing, 

Moralez has this advice: do your research 

and find an SBA Lender who wants to 

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

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

have the skill to do it, you just have to 

jump in with both feet.”

If it’s 

something 

you want to 

do and you 

have the skill 

to do it, you 

just have to 

jump in with 

both feet.”

Mark Moralez

Owner

Printing Palace
 25

COURTESY OF J. EMILIO FLORES
26

FACEBOOK BLUEPRINT

We’re Builders

at Heart

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

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

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

Whether your business is creating products or offering services, 

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

valuable customers and prospects. 

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

company that connects billions of people around the world. Our 

teams are constantly iterating, solving problems and working 

together to empower people to build community and connect to 

one another in meaningful ways. 

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

businesses to expand their reach, find new customers, and 

subsequently drive transactions and build lasting

relationships with them. 

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

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

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

platform for engaging with the community. The actions they took 

on their page included announcing the truck’s whereabouts, 

managing promotions and communicating directly with 

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

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

• 42,000 people reached per week, on average

• 15 hours saved per week by prescheduling Facebook

post publishing

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

brand big by leveraging mobile technology and social media, we 

know it can be daunting for entrepreneurs and owners who are 

not experienced digital marketers. 

That is why we created Facebook Blueprint—a global education 

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

It will help you master the tools and create effective marketing 

on Facebook and Instagram. From Creating a Facebook Business 

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

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

ADVERTISEMENT
 27

FACEBOOK BLUEPRINT

3 Tips

for Building Your

Brand Online

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

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

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

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

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

most sense for your business.

Build an active and engaged audience for your business

Grow your audience by inviting people who may be 

interested in what you have to offer to like your Business 

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

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

content, potential customers, current customers and former 

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

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

Keep customers interested and engaged with product or service 

updates, special promotions, event notifications and more.

Manage many aspects of your business from your Page

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

to use your Page to manage your business:

• Encourage customers to take specific actions - Drive 

more transactions with Page features tailored for 

your business type. For example, you can schedule 

appointments or take reservations, drive people to your 

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

app or game to encourage people to download.

• Offer great customer service - People can communicate 

with your business through Messenger—it’s a familiar 

and convenient way to answer questions or help out a 

customer. You can even create and save responses to 

common inquiries to cut down on response time. 

• Post an open job - Reach qualified job candidates

where they’re already spending their time—on 

Facebook. You can post job opportunities on your 

Business Page for free.

• Share on offer - Create coupons and discounts right 

from your Page to let people know about specials and 

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

attract new ones.

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

business, you can use Facebook Events to spread the 

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

attendance and sell tickets.

• Sell things on Marketplace - Connect your products 

and services to your local community by listing things to 

Facebook Marketplace. You can target buyers on the go 

with mobile-friendly listings.

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

Download and print your free ‘Grow 

Your Business’ digital infographic which 

provides a list of recommended online 

courses for 6 marketing challenges 

commonly faced by businesses.

Want to grow your

business but don’t

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

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

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

on your way to reaching your business goals.

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advertisement in the SBA Small Business Resource Guide does 

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

advertised products or services.

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28

FUNDING PROGRAMS

1 What do you need funding for?

What you need, when you need it!

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

Now that you have your business plan and 

loan package ready, contact an SBA Lender 

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

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

• Start or purchase a business

• Purchase, renovate or expand 

facilities

• Purchase inventory, 

equipment or machinery

• Revolving credit/working 

capital for day-to-day 

expenses

• Export a product or service

SBA’s SBIC Program could 

be a great option for you.

I need investors! I’m bidding on a

contract that requires

me to be bonded.

I need to research and

develop a business idea

for commercialization.

You may need the SBIR

 or STTR Program.

Ask for information on

SBA’s Surety Bond Program.

OPEN

CDC BANK

Check out Lender Match

(www.sba.gov/lendermatch) to 

search national SBA Lenders who 

may specialize in your industry 

or type of project.

Visit an active SBA Lender in

your area. Ask your nearest

SBA District Office for a list of

local SBA Lenders.

Be prepared to discuss:

• Size and purpose of your loan

• Size and age of your business

• Your credit history

• Collateral

• Financial projections

• Your technical assistance/

mentoring needs

Financing 101

A. B.

2

3
 29

INTEREST RATE: prime + 6 percent

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

working capital

GUARANTEE: 75 to 90 percent

Microloan Program

Eligible businesses can startup and grow with working 

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

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

from microlenders.

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

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

TERMS: lender negotiated, no early payoff penalty

504 Certified Development Company

Loan Program

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

purchase/renovate real estate or buy heavy equipment for your 

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

fixed-rate mortgage financing through a lender and a Certified 

Development Company.

MAX LOAN AMOUNT (up to 40 percent of the total project): up to 

$5 million; $5.5 million for manufacturing or energy public policy 

projects

INTEREST RATE: below market fixed rates for 10, 20 or 25 year terms

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

10 years for general machinery and equipment

GUARANTEE: the lender provides a senior loan for 50 percent of 

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

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

SPECIAL CONDITION: a minimum borrower contribution, or down 

payment, is required, amounts vary by project but are usually 

10 percent

Need 

Financing?

The 7(a) Loan, the SBA’s Largest 

Financing Program 

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

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

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

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

small business.

MAX LOAN AMOUNT: $5 million

INTEREST RATE: generally prime + a reasonable rate capped at 

2.75 percent

TERMS: loan term varies according to the purpose of the loan, 

generally up to 25 years for real estate, 10 years for other fixed 

assets and working capital

GUARANTEE: 50 to 90 percent

CAPlines

Meet your revolving capital needs with lines of credit. CAPLines can 

be used for contract financing, seasonal lines of credit, builders line 

of credit, or for general working capital lines.

SBA Express Loan

Featuring a simplified process, these loans are delivered by 

experienced lenders who are authorized to make the credit decision 

for the SBA. These can be term loans or revolving lines of credit.

MAX LOAN AMOUNT: $350,000

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

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

TERMS: loan term varies according to the purpose of the loan, 

generally up to 25 years for real estate and 10 years for other fixed 

assets and working capital.

GUARANTEE: 50 percent

Community Advantage Program

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

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

free business counseling as you work with a community-based 

financial institution.

Visit your local SBA office or lender to learn about 

these funding options.

FUNDING PROGRAMS
30

FUNDING PROGRAMS

Our participating SBA Lenders serve all of Northern Coastal California unless otherwise noted. 

For information visit sba.gov/ca/sf.

SBA Lenders

EAST BAY

California Bank of Commerce

(925) 283-2265

californiabankofcommerce.

com/lending-products

United Business Bank

(925) 476-1823

unitedbusinessbank.com

LOS ANGELES

Beacon Business Bank

(213) 315-4606

beaconbusinessbank.com/

small-business-loans

NORTH BAY

Summit State Bank

(707) 568-6000

summitstatebank.com

OAKLAND

Community Bank of the Bay

(510) 433-5400

bankcbb.com/our-services

SACRAMENTO

Redding Bank of Commerce

(916) 772-0131

reddingbankofcommerce.com

SAN FRANCISCO

Bank of San Francisco

(415) 489-7134

bankofsf.com/sba-loans.htm

GBC International Bank

(415) 392-0900

gbcib.com/commerciallending.htm

Exchange Bank

(707) 541-1493

exchangebank.com/

business/loans

Redwood Capital Bank

(707) 444-9817

redwoodcapitalbank.com

SAN JOSE

Lighthouse Bank

(408) 200-2886

lighthousebank.net

Pinnacle Bank

(408) 762-7171

pinnaclebankonline.com

SANTA CRUZ

Santa Cruz Community CU

(831) 425-7708

scccu.org

Santa Cruz County Bank

(831) 457-5003 x2151

sccountybank.com/sba.cfm

STATEWIDE LENDERS

Bank of America

bankofamerica.com

Bank of the West

(866) 306-7254

bankofthewest.com

Beneficial State Bank

(888) 326-2265

beneficialstatebank.com/

business/lending

Citibank

(877) 462-2484

online.citi.com

Fremont Bank

(800) 359-2265

fremontbank.com

Heritage Bank of Commerce

(866) 581-6479

heritagebankof

commerce.bank

JPMorgan Chase Bank

(415) 315-5913

chase.com

KeyPoint CU

(888) 255-3637

kpcu.com/business/loanslines-of-credit

Live Oak Banking Co.

(910) 790-5867

liveoakbank.com/smallbusiness-loans

MUFG Union Bank

(833) 827-6240

unionbank.com

Poppy Bank

(888) 636-9994

poppy.bank/business

Redwood CU

(800) 479-7928

redwoodcu.org

Technology CU

(877) 988-0471

techcu.com

Travis CU

(800) 877-8328

traviscu.org

Tri Counties Bank

(800) 922-8742

tcbk.com/business/loans

U.S. Bank

(888) 722-3948

usbank.com

Wells Fargo Bank

(916) 835-8991

wellsfargo.com/biz/sba

Zions Bank

(888) 307-3411

zionsbank.com

OUT OF AREA LENDERS

1st Capital Bank

(831) 264-4010

1stcapital.bank

American Business Bank

(213) 430-4000

americanbusinessbank.com/

sba-lending

Ameris Bank

(866) 616-6020

amerisbank.com/sbafinancing

Banc of California

(877) 770-2262

bancofcal.com

Bank 34

(888) 702-5266

bank34.com/

commercial-lending

Bank of George

(702) 851-4200

bankofgeorge.com

Bank of Hope

(888) 811-6272

bankofhope.com

Bank of Southern California

(760) 599-7044

banksocal.com

Bank Rhode Island

(401) 456-5000

bankri.com/business/

business-lending

BankUnited

(909) 343-5194

bankunited.com

Boston Private Bank & Trust Co.

bostonprivate.com

Bridge Bank

(408) 423-8500

westernalliance

bancorporation.com

Lendistry

(844) 662-7297

lendistry.com/our-loans

Byline Bank

(773) 244-7000

bylinebank.com/smallbusiness-capital

Cathay Bank

(800) 922-8429

cathaybank.com
 31

FUNDING PROGRAMS

Celtic Bank

(877) 251-2873

celticbank.com

Centerstone SBA Lending

(510) 502-4762

teamcenterstone.com

City National Bank

(800) 773-7100

cnb.com

Comerica Bank

(800) 589-1400

smallbusiness.comerica.com

Commercial Bank 

of California

(714) 431-7000

cbcal.com

Commonwealth 

Business Bank

(213) 471-4340

cbb-bank.com

Community Bank

(800) 388-4679

communitybankna.com

Community Valley Bank

(888) 320-2265

yourcvb.com/site/business_

loans.html

Compass Bank

(888) 273-5363

bbvacompass.com

Crestmark Bank

(248) 267-1695

crestmark.com

CRF Small Business Loan Co.

(800) 475-3050

crfusa.com/crf_sba_7a_loan

Crossroads Small 

Business Solutions

(213) 434-4530

crsbs.com/sbaloans

CTBC Bank

(844) 763-6622

ctbcbankusa.com

East West Bank

(888) 245-1756

eastwestbank.com

EverTrust Bank

(866) 985-0616

evertrustbank.com

FinWise Bank

(801) 545-6000

finwisebank.com/lending

First Bank

(800) 760-2265

firstbanks.com

First Bank Financial Centre

(888) 569-9909

fbfcwi.com

First Chatham Bank

(912) 424-2557

firstchatham.com/

loan-sba.html

First Choice Bank

(844) 315-7855

firstchoicebankca.com

First Commercial Bank (USA)

(626) 300-6000

bankfcb.com/products_

loan.html

First Financial Bank

(877) 322-9530

bankatfirst.com

First Foundation Bank

(888) 830-4199

firstfoundationinc.com

First General Bank

(626) 363-8893

fgbusa.com/sba-loans.aspx

First Home Bank

(727) 440-6848

firsthomebank.com

First Utah Bank

(8010 478.2300

firstutahbank.com

First-Citizens Bank & Trust Co.

(866) 322-4249

firstcitizens.com

Five Star Bank

(916) 640-1500

fivestarbank.com

Florida Capital Bank

(800) 318-3159

floridacapitalbank.com

Golden Pacific Bank

(800) 582–5503

goldenpacificbank.com

Hana Small 

Business Lending

(888) 476-9788

hanafinancial.com/

sba-lending

Hanmi Bank

(213) 427-5722

hanmi.com/business/

sba-loans

Harvest Small 

Business Finance

(714) 742-8206

harvestsbf.com/sba-7aloans.html

HomeStreet Bank

(925) 413-3777

homestreet.com

Independence Bank

(406) 265-1243

ibyourbank.com

Kinecta FCU

(888) 371-7501

kinecta.org/sba-loans

Manufacturers Bank

(877) 560-9812

manufacturersbank.com

Meadows Bank

(702) 471-2040

meadowsbank.bank/

loans.htm

MidFirst Bank

(602) 801-5713

midfirst.com

Monterey County Bank

(831) 649-4600

montereycountybank.com

Newtek Small 

Business Finance

(855) 763-9835

newtekone.com

Northeast Bank

(833) 249-9199

northeastbanksba.com

Open Bank

(213) 892-1164

myopenbank.com/

lendingservices/#sba

Opus Bank

(714) 888-6702

opusbank.com

Pacific City Bank

(213) 355-8992

paccity.net/en/loans/sbaloans

Pacific Enterprise Bank

(949) 623-7585

pacificenterprisebank.com

Pacific Premier Bank

(949) 864-8516

ppbi.com

Pacific Western Bank

(800) 654-7962

pacificwesternbank.com/

capitalsource

Plumas Bank

(530) 889-8616 x670

plumasbank.com/

business-loans

Rabobank National 

Association

(760) 922-4131

rabobankamerica.com

ReadyCap Lending

(949) 851-6455

readycapital.com

Royal Business Bank

(213) 627-9888

royalbusinessbankusa.com/

small-business.htm

Seacoast Commerce Bank

(628) 253-6433

sccombank.com

Seacoast National Bank

(800) 706-9991

seacoastbank.com/

business/specialty

Spirit of Texas Bank

(866) 546-8273

sotb.com/sba-loans.htm

State Bank and Trust Co.

(800) 414-4177

statebt.com/sbaloans

Stearns Bank

(888) 320-2899

stearnsbank.com

T Bank

(972) 720-9000

tbank.com/lending/sba-loans

Texas Capital Bank

(832) 308-7070

texascapitalbank.com
32

Touchmark

(770) 548-1558

touchmarknb.com/sba

Umpqua Bank

(408) 755-4828

umpquabank.com

United 

Community Bank

(800) 822-2651

ucbi.com

United Midwest 

Savings Bank

(800) 686-2052

umwsb.com/loans/

business-loans

Unity Bank

(800) 618-2265

unitybank.com

US Metro Bank

(714) 620-8888

usmetrobank.com/

loans/sba-loans

Washington Trust Bank

(800) 788-4578

watrust.com/business/

loans-financing

Participating 

Certified

Development 

Companies

Arcata Economic 

Development Corp.

(707) 798-6132

aedc1.org

Bay Area Employment 

Development Co.

(925) 926-1020

baydevco.com

California Statewide 

Certified Development

(800) 982-9192

calstatewide.com

California Coastal Rural 

Development Corp.

(831) 424-1099

calcoastal.org

Capital Access Group

(415) 217-7600

capitalaccess.com

CDC Small Business 

Finance Corp.

(408) 361-0688

cdcloans.com

Greater 

Sacramento Certified 

Development Co.

(916) 339-1096

gscdc.com

TMC Financing

(888) 989-8855

tmcfinancing.com

Pacific West Certified 

Development Corp.

(949) 305-6490

pacwestcdc.com

Community 

Advantage 

Lenders

Arcata Economic 

Development Corp.

(707) 798-6132

aedc1.org

California Coastal Rural 

Development Corp.

(831) 424-1099

calcoastal.org

California Farmlink

(831) 425-0303 x7023

californiafarmlink.org

CDC Small 

Business Finance

(408) 361-0688

cdcloans.com

Main Street Launch

(510) 763-4297

mainstreetlaunch.org

TMC Financing

(888) 989-8855

tmcfinancing.com

Participating 

Microlenders

Arcata Economic 

Development Corp.

(707) 798-6132

aedc1.org

California Coastal Rural 

Development Corp.

(831) 424-1099

calcoastal.org

California Farmlink

(831) 425-0303 x7023

californiafarmlink.org

CDC Small 

Business Finance

(408) 361-0688

cdcloans.com

Main Street Launch

(510) 763-4297

mainstreetlaunch.org

Mission Economic 

Development Agency

(415) 282-3334

medasf.org

Southeast Asian 

Community Center

(415) 885-2743

seaccusa.org

Working Solutions

(415) 780-1217

workingsolutions.org

FUNDING PROGRAMS
 33

FUNDING PROGRAMS

Small businesses can enter and excel in the 

international marketplace using State Trade 

Expansion Program grants and training. Visit 

sba.gov/internationaltrade to find out if 

your state is participating.

You can:

• learn how to export

• participate in foreign trade missions and 

trade shows

• obtain services to support foreign market 

entry

• translate websites to attract foreign buyers

• design international marketing products 

or campaigns

Financing for International Growth

The International Trade Loan can position 

you to enter or expand into international 

markets. It can also help you better compete 

if your business has been adversely affected 

by unfair trade practices.

Max loan amount: $5 million

Interest rate: generally prime + a reasonable rate capped at 2.75 percent

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

years for equipment

Guarantee: up to 90 percent

Ask your SBA Lender about the Export 

Express Loan for enhancing your export 

development.

Max loan amount: $500,000

Interest rate: typically not to exceed prime 

+ 6.5 percent

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

10 years for equipment, up to seven years 

for lines of credit

Guarantee: up to 90 percent

Exporters looking to meet their short-term 

capital needs can use the Export Working 

Capital Program. Use this loan to purchase 

inventory to make the products you export 

or to finance receivables. You can apply for 

lines of credit prior to finalizing an export 

sale or contract.

Max loan amount: $5 million

Interest rate: negotiated between lender 

and business, fixed or variable rate

Terms: typically one year, cannot exceed 

three years

Guarantee: up to 90 percent

Benefits of

Exporting

Nearly 96 percent of consumers 

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

power is in foreign countries. If 

you’re a small business owner, 

here’s how to work with the SBA 

for your trade needs.

STEP 1 GET COUNSELING

STEP 3 GET FUNDING

Expert Advice on Exporting

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

advocate in foreign markets. Call toll free (855) 722-4877 or email your contact 

information and trade issue to international@sba.gov.

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

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

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

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

for exporting assistance from professional business counselors.

STEP 2 FIND BUYERS

Assistance with 

Exporting

Businesses that export are less dependent on any one market. 

Exporting also broadens the market and stabilizes sales for those 

who make seasonal products.
34

Investment 

Capital

If you own a U.S. small 

business, you could 

receive capital from a 

Small Business Investment 

Company that is regulated 

by the SBA. Investment 

companies with financing expertise in certain 

industry sectors receive 

SBA-guaranteed loans, 

which means the federal 

government is responsible 

in case of default. These 

investment companies use 

the SBA-guaranteed capital 

and private funds to invest 

in qualifying small businesses. Small businesses 

then receive a loan, equity 

(a share of ownership an 

investment company gets 

in a business), or a combination of both.

Mature, profitable 

businesses with sufficient 

cash flow to pay interest 

are more likely to receive 

an investment from an 

SBIC. Each one has its own 

investment profile in terms 

of targeted industry, geography, company maturity, 

the types and size of 

financing they provide.

Search the SBIC directory by visiting sba.gov 

and clicking on Funding 

Program and then 

Investment Capital.

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

FUNDING PROGRAMS
 35

R&D Opportunities for 

Next Gen Entrepreneurs

Do you work in one of these areas?

» advanced materials

» agTech

» artificial intelligence

» biomedical

» cybersecurity

» energy

» first response

» national security

» space exploration

The Small Business Innovation Research and the Small Business 

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

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

than 4,000 new awards annually.

How it works

Every year, 11 participating federal agencies announce topical areas 

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

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

awards program.

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

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

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

provides $600,000-$1.5 million.

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

private funds for your venture.

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

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

government also has a protection period in which it does not 

disclose your reports and data.

Visit sbir.gov to find funding opportunities and helpful program 

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

Illumina, and Symantec.

Participating agencies:

» Department of Agriculture

» Department of Commerce

» National Institute of Standards and Technology

» National Oceanic and Atmospheric Administration

» Department of Defense

» Department of Education

» Department of Energy

» Department of Health and Human Services

» Department of Homeland Security

» Department of Transportation

» Environmental Protection Agency

» NASA

» National Science Foundation

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

to compete for funding to develop your tech and get it to market. OUSA CHEA/UNSPLASH

ALEXANDRE DEBIÈVE/UNSPLASH

FUNDING PROGRAMS
36

FUNDING PROGRAMS DISASTER ASSISTANCE

After the 

Flood

A South Carolina fabric business rebounds bigger and 

better with the help of an SBA disaster loan.

written by Carlee Lammers

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

COURTESY OF FOREST LAKE DRAPERY AND UPHOLSTERY FABRIC CENTER

After floodwaters devastated his family business, Michael 

Marsha visited the SBA and received something not many 

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

president of Forest Lake Drapery and Upholstery Fabric Center 

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

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

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

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

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

cashflow over the years and grew it into a big, 

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

all. I didn’t really need one." 

When catastrophic flooding hit South 

Carolina in October 2015, water destroyed 

Marsha’s entire fabric inventory and nearly 

destroyed the lower level of his store, wrecking 

structural havoc, tearing out sheetrock and 

destroying the carpeting. The damages came 

to about $1.4 million. Crews spent hours 

cleaning after the floods receded. All that was 

left of Marsha's business was a shell. 

He had to act fast. Marsha bought a space 

two doors down from his store. Marsha kept his 

inventory in the upper level of his original store 

and cut the fabric in his new space. Lenders 

made offers to help him rebuild, but Marsha 

wanted better terms. He was speaking to state 

officials about the flood when he met some SBA 

disaster assistance specialists.

Marsha recalled how he felt at the time: “I 

couldn’t crawl back into business, I needed to 

sprint back into business."

He received a low-interest, fixed-rate SBA 
 37

DISASTER ASSISTANCE FUNDING PROGRAMS

Working Together

The SBA, the Federal Emergency Management Agency, and other 

organizations work together to provide assistance to those affected 

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

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

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

nonprofits, homeowners, and renters to cover rebuilding costs not 

covered by insurance or other forms of assistance.

Small businesses and nonprofits are also eligible to apply for economic 

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

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

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

against a disaster. Visit sba.gov/disaster.

disaster loan for $735,000, which Marsha used 

to rebuild the property, replace inventory, and 

install storm shields to protect the property 

from future floods.

Forest Lake Fabrics reopened a year later and 

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

rebuilt even stronger and was excelling. SBA 

assistance didn’t stop with construction. Marsha 

still regularly consults with his local SBA district 

office staff for help with online marketing. 

“Not only does SBA disaster assistance lend you 

money, but local staff help me find out ways to 

make money to make sure I’m in a profitable 

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

security.”

Now, three years after the flood, Marsha is 

doing so well, the SBA recently presented him 

with the Phoenix Award for Outstanding Small 

Business in Disaster Recovery. “The SBA bent 

over backward to help me get back in business,” 

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

situation. I really couldn’t.”

The SBA bent 

over backward 

to help me get 

back in business. 

I couldn’t have 

asked for a 

better situation. 

I really 

couldn’t.”

Michael Marsha 

Owner/President

Forest Lake Drapery and Upholstery 

Fabric Center

FOREST LAKE DRAPERY AND UPHOLSTERY FABRIC CENTER FOREST LAKE DRAPERY AND UPHOLSTERY FABRIC CENTER
38

FUNDING PROGRAMS DISASTER ASSISTANCE

T hree Brothers Bakery is no stranger to difficult 

times. The business got its start in Chrzanow, 

Poland in the early 1800s as Morris Jucker’s 

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

started out in the business in 1932 when a 

baker’s strike meant only family members could work the 

ovens—this started a lifetime of camraderie and partnership 

between the brothers. They worked together through the 

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

internment in a Nazi concentration camp when they were 

“We Would Have Been 

Out of Business Twice”

SBA disaster assistance helps a Houston bakery recover after disaster.

Written by Carlee Lammers

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

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

Houston, Texas, the three brothers returned to their family 

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

bayous on Braeswood Boulevard. Today, the three locations of 

the kosher Eastern European bakery are owned by Sigmund's 

son Bobby Jucker and his wife, Janice.

The family has continued to weather storms. Hurricane Ike 

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

Hurricane Harvey in 2017 poured four and a half feet of water COURTESY OF KATRINA KIDDER
 39

DISASTER ASSISTANCE FUNDING PROGRAMS

Disaster 

Declarations

Who to contact after a disaster 

is declared by the President

Register with FEMA at 

disasterassistance.gov, call (800) 621-3362,

TTY: 800-462-7585, or visit a Disaster Recovery Center. 

Locations can be found at fema.gov/drc.

Businesses are automatically referred to the SBA. Most 

homeowners and renters will be referred by FEMA to the SBA 

to apply for disaster loan assistance. You must complete 

the SBA application to be considered for assistance. If the 

agency cannot help you with a loan for all your needs, the 

SBA will, in most cases, refer you back to FEMA.

Express Bridge Loan Pilot Program

Businesses affected by a Presidential disaster declaration 

are eligible to receive expedited bridge loan financing 

through an SBA Express lender. The bridge loan funds may 

be used for disaster-related purposes while the business 

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

disaster loan program.

Loan Amount: $25,000

Terms: up to 7 years

Guarantee: 50 percent

Who to contact after a disaster is declared by the SBA

Contact the SBA directly to apply for a 

disaster loan. Businesses of all sizes, 

nonprofits, homeowners and renters are 

eligible to apply:

• online at disasterloan.sba.gov/ela/

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

• call our customer service center at 

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

ask for an application package to be 

mailed to you 

FEMA grant assistance for homeowners or renters is not 

available under an SBA declaration.

Information needed to get started:

• address of damaged residence or business and contact info

• insurance information, including type of insurance, 

policy numbers, amount received

• household and/or business income

• routing and bank account numbers

• description of disaster-caused damage and losses

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

lot went viral on social media.

After each disaster, the family had some money for 

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

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

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

assistance program for help.

The SBA was a saving grace for the Juckers, providing 

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

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

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

had the cash to recover."

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

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

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

She remains optimistic for a full recovery. The Juckers are 

also leading an effort to craft legislation that would encourage 

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

rebuild broken economies.

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

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

marketing strategies. “Everything the SBA does—everything 

they do—is good," she says.

COURTESY OF THREE BROTHERS BACKERY COURTESY OF THREE BROTHERS BACKERY
40

Keep in mind

An SBA disaster loan is a 

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

award you a grant if you 

have received an SBA loan 

or other assistance. Be sure 

to check with other organizations to see how an 

SBA loan might affect your 

eligibility for their program.

In general, recovery 

expenses covered by 

insurance, FEMA or other 

forms of assistance may 

reduce the amount provided by your SBA disaster loan.

Verification & Processing

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

disaster. A loan officer determines your creditworthiness and eligibility after reviewing any insurance or other recovery funds. The SBA can approve and disburse a loan 

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

decisions.

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

to repay, no early payoff fees or penalties.

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

For Physical Damages

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

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

and other business assets.

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

damage.

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

personal property, including vehicle losses.

For Economic Injury

The SBA also offers economic injury disaster loans for up to $2 million to help meet 

working capital needs caused by a disaster.

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

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

Closing & Funds Disbursement

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

documentation.

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

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

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

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

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

closing documents. Your case manager will schedule subsequent disbursements 

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

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

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

How an SBA 

Disaster Loan Works

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

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

FUNDING PROGRAMS DISASTER ASSISTANCE
 41

How to Prepare 

Your Business 

for an Emergency

The financial cost of rebuilding a business after a disaster can

be overwhelming. However, with a business continuity plan in 

place, you will be able to rebound and reopen quickly. You’ll be 

in a better position to contribute to the economic recovery of 

your community.

Establish a protocol to communicate with employees outside of the office

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

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

Review your insurance coverage

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

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

income and covers operating expenses if your company has to temporarily 

shut down after a disaster.

Establish a solid supply chain

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

be in the same situation—struggling to recover. Set yourself up to be able to get 

key supplies from companies outside your area, if possible.

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

an emergency.

• Make sure you know your suppliers’ recovery plans.

Plan for an alternative location

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

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

an extended time.

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

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

also make plans for employees to telecommute until your office reopens.

The Ready Business program, 

ready.gov/business, gives 

step-by-step guidance on how 

to prepare your business for 

a disaster. The series includes 

preparedness toolkits for 

earthquakes, hurricanes, 

inland flooding, power 

outages, and severe winds/

tornadoes. Spanish materials 

are available.

DISASTER ASSISTANCE FUNDING PROGRAMS
42

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
 43

FUNDING PROGRAMS

Questions? 

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

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

Tamara E. Murray

Denver, CO

(303) 927-3479

Kevin Valdes

Seattle, WA

(206) 553-7277

Jennifer C. Bledsoe

Washington, DC

(202) 205-6153

For Public and Private Prime 

Contracts and all Subcontracts

For Federal Contracts

The SBA guarantees: bid, payment, performance, and 

ancillary bonds issued by surety companies

Cost of contract: up to $6.5 million

SBA reimburses surety companies in case of default 

90 percent of losses sustained for veteran and servicedisabled veteran, minority, 8(a), and HUBZone-certified 

small businesses; all projects up to $100,000 

80 percent for all other small businesses.

The SBA guarantees: bid, payment, performance, 

and ancillary bonds issued by surety companies—

if a guarantee would be in the best interest of 

the government

Cost of contract: up to $10 million

SBA reimburses surety companies in case of default 

90 percent of losses sustained for veteran and servicedisabled veteran, minority, 8(a), and HUBZone-certified 

small businesses; all projects up to $100,000 

80 percent for all other small businesses.

Typically, small businesses provide financial statements and other documentation when applying for 

surety bond guarantees. This process is streamlined under the SBA’s QuickApp program, which is 

for contracts below $400,000. The streamlined application reduces the normal paperwork to a simple 

two-page application, and the small business does not need to file any financials with the SBA.

The SBA partners with 35 surety companies and hundreds of bonding agents. Online 

applications submitted through SBA authorized agents are approved in less than two days for 

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

SBA’s QuickApp Program
44

CONTRACTING

Doing Business with the Government

Staying Power

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

Subcontractor of the Year for its customer care.

written by Jess Walker

COURTESY OF EVANS CAPACIITOR CO.
 45

CONTRACTING

Powering some of America’s 

greatest defense and aerospace 

technologies is a small product 

from a small business located 

in the smallest state. Evans 

Capacitor Co. of Rhode Island is a leading 

manufacturer of high energy density 

capacitors, battery-like components that can 

release stored electrical energy quickly—

crucial in applications such as laser or 

radar systems.

“The best and most rewarding feeling is 

when we have visitors to our plant, be they 

customers, politicians, or even from the SBA, 

who look around and are truly astonished by 

what we do right here in East Providence,” 

says Charles Dewey, cofounder and CEO of 

Evans Capacitor. “They are always smiling and 

surprised when they see our great employees 

actually building these devices by hand.”

In 1996, Dewey and his cousin and 

cofounder Dave Evans spun Evans Capacitor 

out of an old family business. Dewey handled 

the business model and finances, and Evans 

spearheaded engineering and development. 

Evans’s hybrid capacitor invention, which 

combined electrolytic with electrochemi-

cal technology, had come to him in a dream. 

He made that dream into a reality, but the 

market for it was not immediately robust. A 

licensing deal with medical device producer 

Wilson Greatbatch Technologies incorporated 

the invention into capacitors for implant-

able defibrillators, jump-starting the young 

company.

Evans Capacitor has been a subcontractor 

since its beginning, with most products sold 

commercially to defense contractors. Its client 

base now extends into commercial aviation 

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

decided early on that we would work on what we 

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

but only some things were business-viable. We 

stuck to what worked and built a niche.”

Evans Capacitor prides itself on its 

responsiveness to customers. When a client 

once needed a smaller product, the company 

repackaged its round capacitor into a square, 

which provided more energy using the 

same footprint. Another client’s comments 

about overheating resulted in a capacitor 

that reduced resistance by half, effectively 

doubling the power while decreasing the need 

for cooling. “Listening to our customers is 

critical so we know which direction to focus 

our efforts,” says Colin McClennan, vice 

president and general manager. It’s a practice 

that pays off in relationships and recognition: 

Longtime customer Lockheed Martin 

Evans Capacitor built its business by being a 

subcontractor that sells its products to defense 

contractors. The company is expanding into 

commercial aviation and the oil and gas industry. COURTESY OF EVANS CAPACIITOR CO. COURTESY OF EVANS CAPACIITOR CO.
46

nominated Evans Capacitor for the 2018 

National Small Business Subcontractor 

of the Year, which the company went on 

to win. 

The State Trade Expansion Program, 

administered by the SBA’s Office 

of International Trade, has helped 

Evans Capacitor smooth the peaks 

and valleys of production through 

expansion of its customer base. A 

national export initiative, the STEP 

grant awards matching funds to states 

and territory governments to help 

small businesses enter and thrive in 

international markets.

For the past two years, Evans 

Capacitor has used Rhode Island STEP 

funding to send representatives to 

global exhibits, create trade show 

materials, and revamp its website for 

international audiences. The company 

has been represented as far away as 

India, Spain, and the United Kingdom. 

“We’ve done programs with [STEP 

assistance] we likely wouldn’t have 

done otherwise,” says McClennan. “I 

expect we’ll continue using it.”

Running a small business can be 

hard, but the close-knit environment 

makes it worthwhile. When McClennan 

joined the company in 2000, he thought 

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

before moving back to Ohio. Eighteen 

years later, he still finds every day at 

the 47-employee plant engaging and 

ever-changing. “You’re able to have 

such an impact in a small business,” he 

says, “as opposed to working in a large 

corporation where the impact of your 

efforts might be much more diluted.”

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

experience. “We hope the SBA uses us 

as a model, especially to other small 

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

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

since day one, so maybe we can help.” 

For other small businesses, no matter 

the industry, Dewey recommends they 

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

stay focused, and be the best you can 

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

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

play it well.”

Identify your product or service number at naics.com.

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

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

or service.

Attend an SBA district office workshop on contracting. Visit 

sba.gov/localassistance to find your local office.

Talk to a local Small Business Development Center counselor 

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

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

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

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

to start doing business with the government.

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

certification process. All required documents must be uploaded 

to certify.sba.gov before submitting an offer on a contract set 

aside for a specific program.

How to 

do business 

with the 

government

1

2

3

4

5

6

7

CONTRACTING
 47

CONTRACTING

Does the government buy the 

product or service that you sell?

Are you capable of fulfilling 

a government contract (e.g., 

time, staffing, and materials)? 

Do you have an accounting 

system that produces financial 

statements, such as profit and 

loss statements, balance sheets, 

and cash flow projections?

Do you know where to find 

contracting opportunities?

Are you credit worthy?

Do you already have 

federal/state/local government 

contracting experience? 

Do you have the following:

 ∙ A DUNS number?

 ∙ The NAICS codes and size standards

 for your industry?

 ∙ SAM registration?

Continue to question 2.

Start with your local SBA District 

Office. If you can't identify at least 

three federal agencies that might 

buy what you sell, contracting might 

not be right for you.

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

∙ Does your company have a place of 

 business in the U.S.?

∙ Is your business organized for profit? 

Government contracting may ∙ Does your business generate revenue?

not be for you at this time.

x

?

x Ask an SBA Business Opportunity 

Specialist for help.

Your local SBA District Office can 

help you gauge ramp-up time and 

other factors that contribute to 

government contracting success.

?

x Before you get into government 

contracting, make sure your 

accounting system is compatible 

with the government’s requirements.

x If you don't yet have contracting 

experience, you won't reap the full 

benefit of opportunities like the 

8(a) Business Development Program. 

You can only participate in the 

8(a) program once in a nine-year 

period, so make sure it's the right 

time for you.

✓

✓ Continue to question 3.

✓ Continue to question 4.

✓ Continue to question 5.

✓ Continue to question 6.

Do you have cash on hand to 

purchase working inventory, if needed? 

x Talk to an SBA Lender about 

getting a line of credit or a loan to 

do business with the government.

✓ Continue to question 7.

✓ Continue to question 8.

✓ Continue to question 9.

Government Contracting

Is it for you?

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

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

company can successfully compete for government contracts.

? Talk to an SBA Lender 

about how to build credit.

x Visit an SBA Resource Partner 

for tips on repairing your credit.

x This is a requirement for 

participation in some government 

contracting programs.

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

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

✓ Continue below.

x These are requirements for 

participation in government 

contracting programs.

Confirm your answer to all 

of the following:

Government Contracting OPEN

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

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

company can successfully compete for government contracts. 
48

CONTRACTING

SBA Contracting 

Programs

Your business could earn profit and gain valuable work experience by 

providing goods or services to the government.

The federal government sets aside 

contracts for small business, and these 

certification programs are designed to help 

you compete for and win federal contracts. 

Visit sba.gov/contracting to learn more 

about set-asides and whether one or more 

of these government contracting programs 

is right for your business.

All Small Mentor-Protege 

Program

Looking for an opportunity to partner with 

a more experienced firm for mentorship? 

You may find that effort rewarded in the 

All Small Mentor-Protege Program, sba.

gov/allsmallmpp. At the same time 

you’re gaining invaluable direction and 

experience, you and your mentor can 

compete for government contracts, further 

growing your business.

To qualify for this program:

» Proteges must have a mentor prior to 

applying for the program. Visit your 

local SBA office for guidance. Ask about 

the SBA’s Resource Partners and the 

Procurement Technical Assistance 

Program for help in connecting you with a 

mentor business.

» You must be certified as a small business 

within your NAICS industry classification 

and have experience in that field.

» Mentors and proteges must be organized 

for profit or as an agricultural cooperative.

» Mentors cannot own more than 40 

percent equity in the protege’s business.

» An SBA determination of affiliation must 

not exist between the mentor and the 

protege. All Small-approved partnerships 

receive an exclusion of affiliation for 

contracting purposes.

8(a) Business Development 

Program

If you’re an entrepreneur who is socially 

and economically disadvantaged, 

you can get business training and 

government contracting assistance 

through the 8(a) Business Development 

Program, sba.gov/8a. The program 

includes free business development 

education, training workshops, and 

match-making opportunities with federal 

buyers. Firms owned by Alaska Native 

Corporations, Indian tribes, Native 

Hawaiian organizations, and Community 

Development Corporations are also eligible 

for 8(a) business development assistance.

To be eligible for the 8(a) program, 

your small business must meet the 

following criteria:

» qualify as a small business which is 

unconditionally owned and controlled by 

one or more socially and economically 

disadvantaged people of good character

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

the United States

» demonstrate a track record of work and that 

you have potential for continued success

Socially disadvantaged: those who have 

been subjected to racial or ethnic prejudice 

or cultural bias without regard to their 

individual qualities because of their identity 

as members of certain groups. The following 

groups of people are assumed to be socially 

disadvantaged: Black Americans, Native 

Americans, Alaska Natives, Native Hawaiians, 

Hispanic Americans, Asian Pacific Americans, 

and Subcontinent Asian Americans. A person 

who is not a member of one of these groups 

must establish that it is more likely than not 

that they have suffered disadvantage.

Economically disadvantaged: those whose 

ability to compete in the marketplace 

has been impaired because the person 

has not had as much capital and credit 

opportunities compared to others in the 

same or similar line of business who are not 

socially disadvantaged.
 49

CONTRACTING

The benefits:

» 8(a) businesses are assigned an SBA 

professional to help coordinate your 

business development assistance.

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

goods and services; $7 million for 

manufacturing, exceptions apply.

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

direct awarding of a contract to an 

8(a) small business that can provide the 

needed services.

HUBZones

Businesses located in Historically 

Underutilized Business Zones, HUBZones, 

sba.gov/hubzone, must be certified to gain 

special access to federal contracts. To qualify 

for the program, a small business must:

» be at least 51 percent owned and 

controlled by a U.S. citizen(s), a 

Community Development Corporation, 

an agricultural cooperative, or an Indian 

tribe

» be located within a HUBZone, which 

includes Indian reservations and 

military facilities closed by the Base 

An O'Fallon Casting Inc. employee at 

work in O'Fallon, MO. Owner Vince 

Gimeno grew his business thanks to 

expert SBA business counseling. By the 

Numbers

The U.S. government is the largest single 

purchaser of goods and services in the 

world. Every year it awards more than 

$500 billion 

in contracts.

Of those prime contracts, the federal 

government must set aside 23 percent 

for small businesses. 

This includes:

• 5 percent for small 

disadvantaged 

businesses

• 5 percent for women-owned 

small businesses

• 3 percent for HUBZonecertified small businesses

• 3 percent for service-disabled 

veteran-owned small businesses

Realignment and Closure Act. Enter your 

address in our interactive map to see if 

your business is located in a HUBZone, 

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

» have at least 35 percent of your 

employees residing in a 

HUBZone

Service-Disabled Veterans

If you’re a service-disabled veteran looking 

to enter the federal marketplace, you 

may be eligible for this small business 

certification. To determine your eligibility, 

contact a veterans business development 

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

Office of Veterans Business Development at 

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

business with the government in sam.gov, 

update your status as a service-disabled 

veteran business.

Keep in mind

The SBA does not officially certify this 

designation, so when a contract awarded 

based on this eligibility is protested, the 

SBA will determine if your business meets 

the eligibility status, ownership and 

control requirements.
50

CONTRACTING

Women-Owned Small Business 

Certification

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

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

Business certification, sba.gov/wosb. 

Here’s how to get certified:

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

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

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

required to run the business.

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

basis and conduct long-term decision making and planning.

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

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

meet certain income and asset requirements.

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

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

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

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

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

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

• El Paso Hispanic Chamber of Commerce

• National Women Business Owners Corporation

• U.S. Women’s Chamber of Commerce

• Women’s Business Enterprise National Council

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

an offer on a contract set aside for the program.

1. Make sure you’re eligible

2. Register

4. Update your status

5. Search the database

3. Certify

Procurement 

Technical 

Assistance 

Centers

Businesses that want to sell products 

or services to federal, state, or local 

governments receive one-on-one 

counseling and training at Procurement 

Technical Assistance Centers, free or 

low cost.

How can a procurement 

assistance center help you?

» A center adviser can help you 

determine if your business is ready 

for government contracting.

» An adviser can help you register in 

the System for Award Management 

(sam.gov).

» Your adviser will help you see if you 

are eligible for any small business 

certifications and programs.

Federal contracting can be complex, 

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

sba.gov/localassistance to find your 

local SBA office or an SBA Resource 

Partner near you (see page 8).

Humboldt State University

1 Harpst St., house 71

Arcata

(707) 826-3916

norcalptac.org

Regional/State 

Contracting 

Programs

State of California

Cal eProcure

Visit caleprocure.ca.gov > Sell to the 

State > Register as a Sourcing Bidder

Contracting with a city:

San Jose

sanjoseca.gov/index.aspx?nid=4462

San Francisco

businessportal.sfgov.org/grow/

city-contracts

Oakland

www2.oaklandnet.com > 

government > city administration
 51
52