spd gazette - nys small business development …spd gazette week of june 25, 2007 / issue 31...

SPD Gazette Week of June 25, 2007 / Issue 31

Technology & the NYS SBDC

It was wonderful to hear that the accreditation review team will recommend that the NYS SBDC be accredited without conditions. That is the best any SBDC program can do! Thanks to all of you who worked to prepare for the visits.

That good news made it very hard for the senior staff at Central to hear the review team say that staff at the centers did not know about our statewide technology initiative. They said that eventually we will have a great program, but that they intend to recommend several conditions that must be met before granting technology accreditation. We thought we had talked about our technology program a great deal, and prepared the network for technology-related questions, but it is clear that we did not do a good job in communicating -

1. the fact that we have a statewide technology initiative, 2. the fact that the DETA program is part of our technology initiative, and 3. our intention that every SBDC staff member at every regional center should be able

to talk about the technology program.

Perhaps our activities relating to technology have been so ubiquitous that no one noticed. So with this issue of the Gazette, we will redouble our efforts to communicate the elements of our statewide technology program.

The NYS SBDC has a statewide technology initiative and coordination at the state level. We have identified technology advisors in several centers. They have agreed to assist colleagues in their region with technology issues. We plan to have regional and statewide meetings of these advisors to share best practices and ensure consistent delivery of services, as we do with other specialty programs such as VBOP and DETA.

The DETA program is an element of the technology initiative. DETA Business Advisors work with many small manufacturers that are implementing advanced technology to improve production, inventory control, and other aspects of their operations.

We have made a concerted effort to offer technology sessions at our annual staff training (professional development) event, on topics including website optimization for Internet marketing, intellectual property and patents, data security/protection, technology service providers, how to advise high tech clients, software applications for small business, and tips for working in the digital age. These sessions are intended to enhance the skills of our advisors so they can provide technology-focused guidance to our clients and develop more technology advisors in the network. We will continue to provide technology sessions at staff training.

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6/22/2007http://www-dev.nyssbdc.org/resources/SPDGazette/Issue31.htm

The Research Network has digitized information delivery to the network, and continues to provide in-depth information to advisors who want/need to enrich their knowledge about clients’ industry sectors and technology issues.

The Central Office began development of a GIS (geographic information system) in 2006. Organizations of all sizes and users in almost every industry get value from GIS. A well-designed GIS has the capability of providing quick and easy access to large volumes of data. It can select information by area or by theme to merge one data set with another, to analyze spatial characteristics of data, to search for particular features, to update quickly and cheaply and assess alternatives. With GIS, we can provide complex information to our clients in a more meaningful presentation to help them make informed decisions.

How do we define technology assistance? In a number of ways, but especially in providing assistance to small businesses - across industry sectors - to help them improve their manufacturing and operational processes by implementing technology-based changes. This could involve anything from an accounting system like Peachtree or QuickBooks or an integrated production, sales and inventory management system. In addition, we assist small businesses and researchers in “high tech” industry sectors such as biotechnology, information technology, pharmaceuticals, etc. by helping them take their products to market, helping them find grants and other forms of financing, helping them protect their ideas, and so on.

Every year our regional centers offer more technology-focused workshops and seminars for our clients, from seminars that focus on a specific software application to others that instruct entrepreneurs in the nuances of selling products and services via the Internet to others that teach small business owners the secrets of doing business with the government.

The NYS SBDC website features pages describing the network’s “Technology, Innovation, and Commercialization Services for Small Business.” At the website home page, click on “Services,” and then click on “Technology and Innovation.” Or go directly to the following address: http://www.nyssbdc.org/services/tech/tech.html to review the pages. One of the services we offer is connecting clients with technology-focused service providers.

We are systematically developing strong partnerships with technology-focused organizations that provide in-depth technology assistance to small businesses. Some examples of these partners are TDOs, Centers of Excellence, SATOP, CITEC, campus research and development units, high tech incubators, inventors’ groups, and so on.

The Technology Committee is working in concert with MIS staff at the Central Office on several aspects of the initiative, including audio and video streaming of business-related information through the SBDC website to educate clients and SBDC staff about issues relevant to small business ownership.

What does the future hold for the NYS SBDC’s technology program? We’ll tell you as we plan and implement ideas. If you have any ideas, talk to your director and/or colleagues about them. We may develop a technology-focused business planning guide – unless someone in the network has already created one.

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Yes, we have a statewide technology initiative. We have a strategy. We have the technology-knowledgeable directors and advisors. We will continue to expand our technology program whether we have the “T” in our name or not. Any questions?

WHAT'S NEW THIS WEEK?

Each of the focus areas listed in this section contain descriptions of activities relating to SBDC’s key objectives and are the basis of the metrics by which our Strategic Plan implementation is measured and assessed.

SPONSORS, HOST INSTITUTIONS, PARTNERS AND ALLIANCES

Onondaga SBDC Business Advisor Joan Powers participates in a group that calls itself the “Street Beaters,” which is a collaborative effort to match potential clients with the agency that best meets their needs. The head of the Onondaga County Economic Development Office coordinates client contact with assistance providers by referring them to the appropriate participating agency – including the SBDC, Syracuse Chamber of Commerce, CNYWorks, CNY Technology Development Office, CNY Regional Planning & Development Board, and SBIR, to name a few. Contacts in the participating agencies also refer clients to the OCECO. Mid-Hudson SBDC Director Arnaldo Sehwerert met with Professor Richard Cattabiani, Director of SUNY Ulster’s International Program, to talk about the Venezuela Community College project. This initiative proposes to export the community college model to the Island of Margarita. The project was requested by a group of investors during Dr. Sehwerert’s recent visit to Margarita. At the request of Prof. Cattabiani, Dr. Sehwerert also participated in a tour of an independent housing site which may be offered as residence to foreign students.

A recent Lenders’ Roundtable presented by the Corning SBDC and the Elmira SBA on 7(a) Centralization Training was attended by thirty commercial loan officers. The program included an update on SBDC/SBA services and a discussion on the current lending climate in the Southern Tier region.

In May, Niagara SBDC Director Rick Gorko presented the Niagara SBDC APEX Award to LAR Electronics at “Small Business Day in Niagara”, a reception honoring some of the best small businesses in Niagara County. Over two hundred people attended the event, which was sponsored by the Niagara USA Chamber. The APEX award is presented each year by the Niagara SBDC to one of its clients that best represents the success of small business in Niagara County.

Mid-Hudson SBDC Director Arnaldo Sehwerert and Counselor John Moriarty participated in the Business Plan Competition sponsored by the Dutchess County Economic Development Corporation in Poughkeepsie. Mr. Moriarty participated as an instructor to the participants and Dr. Sehwerert as a judge. Six teams from Vassar College, The Culinary Institute of America, Dutchess County Community College, and Marist College participated.

PROGRAM DEVELOPMENT: PRODUCTS AND SERVICES

In May, Niagara SBDC Director Rick Gorko met with the President of the Niagara County Farm Bureau to discuss the establishment of a cooperative working relationship that would enable SBDC to improve its outreach to small businesses in agriculture and agribusiness. Joint seminars as well as counseling area farmers were discussed. Tentative plans call for programming to begin after the harvest season in the fall. The Farm Bureau will promote all Niagara SBDC programming to its members.

Scott Bloor, Business Advisor at the Corning SBDC offered four sessions on entrepreneurship to 96 sophomore students participating in Career Days held at Corning Community College.

The Director of the Corning SBDC was a committee member for Elmira Encouraging Entrepreneurs, a business idea competition targeted to high school students. The winning idea was selected by the audience from the finalists and received a $500 prize supplied by a local bank. Several agencies partnered on this program to promote entrepreneurship.

Mid-Hudson SBDC Director Arnaldo Sehwerert met with FEMA official Ralph Floyd at their temporary emergency headquarters in Ulster County to coordinate services to affected small businesses in the area. FEMA and the SBA are working together to assist recent flood damage victims in the Mid-Hudson area.

MARKETING

In April, Business Advisor Ritu Wackett and Office Manager Dorothy Harris represented the Farmingdale SBDC at the 2007 Suffolk County Women’s Business Enterprise Coalition (SCWBEC) Trade Show. The event features more than 100

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women small business owners’ products and services. Ritu and Dorothy manned a table at the event, promoting the SBDC’s services and giving information out to the trade show attendees and exhibitors. Several clients were obtained from the event.

On June 4th, Research Network Director Darrin Conroy sat on a panel for a session at the annual meeting of the New York State Higher Education Initiative, held at Vassar College in Poughkeepsie. Attendees of the session are administrators and directors of academic libraries throughout New York State. The intent of the meeting was to educate these decision-makers on the value brought by high-priced databases not only to students, but to their surrounding community as well. NYSHEI hopes to encourage their membership to pursue subsidies from New York State to keep these databases available. Darrin presented on how the Research Network relies heavily on these database consortia in order to provide information services to New York’s small business community. Many in attendance were unaware of the SBDC and what it accomplishes, but are now interested in working with Darrin on a variety of future initiatives.

Mid-Hudson SBDC Business Advisor Myriam Bouchard participated in the Business Mixer sponsored by the New Paltz Regional Chamber of Commerce. Approximately 150 people attended the event.

TECHNOLOGY

Farmingdale SBDC Advisor Walter Reid attends monthly meetings of the New York Society of Professional Inventors. The group is a network of inventors, engineers, and those involved with elements of the inventing process. The group meets at Farmingdale State College. Every meeting a speaker is scheduled to talk about various items of concern to inventors. Walter is given the floor to discuss the role the SBDC can offer the inventor in intellectual property protection, prototype development, and bringing the product to market.

The Watertown SBDC recently held a four-part workshop, "Marketing Online for Small Business," which included two sessions of basic 'how to get started on eBay' information, a general business planning/marketing review with special tips about website optimization, and a hands-on class where people got to visit the instructor's eBay store and practice taking good digital pictures, writing listings, and so on.

Mid-Hudson SBDC Director Arnaldo Sehwerert attended the board meeting of the Hudson Valley Center for Innovation in Lake Katrine. The HVCFI is a high technology incubator.

Special Projects

In May, the LaGuardia SBDC received the Export Appreciation Award from the U.S. Commercial Service at the U.S. Department of Commerce for their support of export development and creating opportunities for U.S. businesses through trade. The award was presented by Congresswoman Nydia Velasquez at the New York International Trade Awards Breakfast at the beginning of World Trade Week in NYC. The Center provides one-on-one counseling with import and export businesses, conducts workshops and community training events on trade specific topics, and in August 2006, sponsored a three-day International Trade Fair & Symposium.

ABOUT THE GAZETTE

The SPD Gazette is a brief newsletter distributed via email and posted on the Internal Web Site. It will feature a column to be

titled, What’s New This Week, in which the network will share best practices in strategic objectives. A series of articles in the Gazette

will explain the program’s statewide approach to strategic objectives in six key areas:

• Marketing • Professional Development and Certification • Program Development: Products and Services • Special Projects • Strategic Partners and Alliances • Technology, Information and Communication

For more information or answers to your questions, call Tom Morley at 914-375-2107 or email him at [email protected] Send your report forms to [email protected]

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SPD Gazette Week of July 23, 2007 / Issue 32

Operations & Performance Evaluation Process

One of the key elements of overall SBDC program operation is the ongoing evaluation of performance in terms of goals and outcomes. Our strategic plan delineates where we are going; tactical plans define how we get there; and our evaluation systems let us know where we are through a close look at how we are progressing in achieving the objectives and goals.

Starting from the top of the process chart (at the end of the article), our statewide goals are set by the Central Office through the SBA process with coordination with the University, host institutions and our stakeholders. Regional Goals are negotiated to address a range of issues from resources to local focus areas to special projects and with an eye to achievability. This negotiation is conducted annually at Directors Meetings and the Directors Retreat to ensure viability.

Once the Regional Goals are set the process bifurcates following a ‘Central’ track and a ‘Regional’ track. This segment of the process is overseen by the State Director to ensure continuity and alignment of goals with our Statewide Strategic Plan. On the left (green) side, the goals are incorporated by SBDC Finance into contracts and fiscal documentation. This synchronizes resources with goals, essentially the terminal step in the overall resource-strategy-outcome alignment process. Further, it serves to close the loop with resource partners and formalizes the planned outcomes of the program for each operating period.

In the next step, contracts are executed and the fiscal review process is enabled. This links regulatory and contractual compliance, and, systemic controls between sponsors, campuses and partners, and, initiates the reporting process. Next comes periodic reporting on several levels, overseen by Central. Regional Centers and host institutions prepare and submit quarterly reports, Central aggregates the data to prepare programmatic reports with Research Foundation, and, requisite reports are filed with sponsors.

As this process is occurring client and fiscal data sets from the Regional Centers are integrated for comparison. WebMQS provides real time client, training and outreach performance and client outcome data. Fiscal reporting systems provide periodic analytical data. The extent and accuracy of the data sets supports an array of management decision tools to identify specific operating characteristics or issues while providing the clarity needed to understand why the issue is occurring and how we address it.

While the Central tasks are underway, the Regional track progresses to development of implementation plans. This is the point at which Regional Centers integrate special and multi- center projects, special research or advisement efforts and finalize the inclusion of external support. This is followed by local Program Review conducted initially by Regional

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Directors. Central participates in this process with operations and compliance reviews, site visits, and selective review of client and training files. These supportive management ‘audits’ serve to maintain operating consistency across the program while providing a personal communications link between Central and Regional Directors.

The Central and Regional Center tracks that split earlier in the process are now rejoined through the extensive analysis that occurs at the mid-point of the program year. The Administrative Summary integrates operating, fiscal, outcome and client data sets with timeline, strategic plan and implementation. It provides a complete, detailed image of how we are doing with sufficient range of analytical tools to also define why we may or may not be on track.

The Administrative Summary is coordinated with a resource utilization review to confirm budget expenditures consistent with goal and outcome and identifies areas of potential saving or re-allocation. While Administrative Summaries may appear to be relatively static, they are, in fact, dynamic and will often be run on a rolling average or shifting timeline basis. This enables the reports to be more reflective and informative of change over time, to more quickly identify trends or developing issues and to ensure consistent interpretation of results through consistent baseline data collection and review. This full spectrum analysis and report provides the basis for any requisite tactical adjustments and implementation planning. It provides the specific means to ‘get back on plan’, and reallocate resources if necessary.

Note that a key to these interconnected steps at the close of the process is re-starting the cycle. The restart feeds back into virtually every step in the overall process. Action items and plans often address specific areas of the program and can involve any level of activity or staff.



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Recent Comments by Gazette Readers

We appreciate your questions, comments and suggestions. Thank you for sharing your thoughts.

“…continuing the Gazette is a great initiative. The accreditation process has created the habit of reading the Gazette and I feel this is a very valid and effective media for our entire network.”

“I am glad the Gazette is continuing on. It is nice to know what other centers are doing.”

“Is it [the Gazette] going to replace Bizline?” No, the SPD Gazette will not replace Bizline. Bizline is primarily informative, with articles about the centers and noteworthy events;



reports on special projects & committees; and recognition of individuals and centers by various organizations. The Gazette, while also informative, focuses on activities at the regional center level, especially those which work toward one of SBDC’s strategic objectives.




In May, the Niagara SBDC sponsored a Small Business Assistance Seminar with State Senator George Maziarz. In addition to a presentation from the Niagara Director on SBDC services, other presenters included the District Director of the SBA, SCORE, the Niagara County Industrial Development Agency, the Workforce Investment Board and the New York State Department of Labor. In addition, two Niagara SBDC clients spoke about their challenges and successes in starting a business and how the SBDC played an instrumental role in their success. Approximately 150 people were in attendance.

In June, the Stony Brook Small Business Development Center hosted an event for the community to meet the SBA Associate Administrator for Field Operations, Michael Pappas. The event was held at the High Technology Incubator on the campus of SUNY Stony Brook. Nearly 75 entrepreneurs, resource partners, future entrepreneurs and colleagues from the Farmingdale SBDC joined the Branch Manager of the local SBA office, the District Director of the New York District Office and the SBA Regional Administrator for a luncheon and program celebrating entrepreneurship. Mr. Pappas presented an award to a woman business leader who is applying to the SBA for a loan to build a "green" building. The client spoke highly of the assistance she obtained from the SBDC the ongoing relationship. In addition, Stony Brook Vice President of Economic Development Dr. Yacov Shamash presented awards to two winners of the recently completed DARE competition. The event was a wonderful opportunity for the community to meet SBA officials and SBDC staff.

Mid-Hudson SBDC Director Arnaldo Sehwerert met in Kingston with the regional director of the Experience Works program to learn about the results of the program at SBDC. Experience Works sponsors a part time office aide at the center.


Mid-Hudson SBDC Director Arnaldo Sehwerert continues to lead the Center’s initiative to expand and enrich outreach to small business owners and entrepreneurs in the Latino community in the Mid-Hudson region. In May, he and Business Advisor Don Dods met with several allies, including IRS Stakeholders Liaison Officer Richard Torres in Kingston. Also in May, Counselor Don Dods met with Humberto Gueiro, Business Banking Vice-President of Chase Manhattan Bank.

Mid-Hudson SBDC Director Arnaldo Sehwerert participated in the NYS Dept. of Labor Job Fair in Ellenville, which 45 area private and public institutions attended. The fair was held primarily in response to the closing of the Hydro Aluminum factory in Ellenville. The event attracted about 200 people.

PROFESSIONAL DEVELOPMENT & STAFF RETENTION

Mid-Hudson SBDC Business Advisor John Moriarty and Director Arnaldo Sehwerert attended the seminar “Small Business Tool Kit,” presented by Microsoft Corporation and co-sponsored by the Poughkeepsie Area Chamber of Commerce and the Mid-Hudson SBDC. Twenty people, mostly small business owners, attended.

MARKETING

In May, Niagara SBDC Director Rick Gorko presented a summary of the SBDC performance in the past year at Niagara County’s “Economic Summit for Success” program. This program featured presentations from economic development agencies outlining some of the success stories they have assisted in creating. The Summit was open to the public and attracted over 75 people.

As part of the Mid-Hudson SBDC’s ongoing outreach and marketing effort, the Center Director and Business Advisors talked to the following organizations in May: Ulster County Development Corporation, Wilber Bank, Rhinebeck Savings Bank, M&T Bank, Ulster County Legislature



Chairman, Ulster Savings Bank, the Orange County IDA, and a SUNY New Paltz Marketing Professor.

In April, Niagara SBDC Director Rick Gorko taped a thirty-minute cable television program on the programs and services of the SBDC. The show, entitled “Target Success”, invites people in the economic development field to discuss programs that foster economic development in the region.

Mid-Hudson SBDC Business Advisor John Moriarty was interviewed by WRNN Channel 6 TV News about the role of the Mid-Hudson SBDC in local economic development.

TECHNOLOGY

Each year, the Stony Brook SBDC participates in the Stony Brook University's entrepreneurial competition – the DARE competition, which emphasizes high technology opportunities. The students are coached in business plan development and their presentations by either faculty members or a SBDC Advisor. This year, Bernie Ryba was the coach for both of the co-winning teams which are developing search engine business opportunities. Each co-winner was given the choice of either a $15,000 award or a $10,000 award with one year of rent free space at the Stony Brook Software Incubator.

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SPD Gazette Week of July 30, 2007 / Issue 33

SBDC Skill Sets

The NYS SBDC strategic plan deployment summary states that we must “ identify resources, programs and efforts that will enhance the skills of staff, improve retention of skilled staff, and continuously develop the skills, knowledge, creative and critical thinking skills of the staff.” The SBDC is an organization that requires many skill sets to provide counseling, instruction, coaching, mentoring – and all its other services. Indeed, SBDC directors, advisors, and support staff have diverse skill sets, and that is the strength of the network.

An organization’s skill sets should correlate to its strategic plan. SBDC recognizes that it is important to upgrade skills constantly to remain competitive with other small business service providers. Are the current skill sets adequate for today’s objectives, and will they be adequate for the future?

To fulfill the strategic objective cited in the first paragraph, SBDC needs to undertake an assessment of its current skill-sets to enable senior leaders and the PDC to evaluate gaps and to target future staff development. SBDC’s goal is to develop training strategies that are in line with its skill requirements, are linked to individual performance evaluations, and will enhance the knowledge of its staff members. The ultimate goal is to ensure that the staff members have the skills to perform value-added work that benefits the customers.

Continual learning is a critical skill-set builder that is vital to an organization’s growth and success. Real continual learning entails continually evaluating one's own knowledge and skills against those of excellent performers, looking for a variety of ways in which one might improve. A clearly defined set of skills shows employees a career path and helps managers identify employees with superior skills who may be tasked to complete complex projects, train other employees, and eventually move into a position of higher authority.

Consider the skill sets necessary to conduct business at your regional center. Collectively, does your staff have all the skills needed to serve the clients in your region? If the answer is no, do you have a plan to acquire those skills? Have you talked to someone on the Professional Development Committee to recommend or request training?

Common business wisdom for the 21st Century: The key to success is to learn faster than your competitors.






The Onondaga SBDC is partnering with the Metropolitan Development Association (MDA) to provide a “Live Chat with a Business Advisor” twice a month, beginning in September 2007. The MDA purchased the software, trained staff and will be hosting the chat on their website. SBDC Business Advisors Joan Powers and Tania Hanouille will participate. A schedule of topics has been developed, including start up, tax issues, preparation of business plans, franchises, assessing the competition and much more.

Mid-Hudson SBDC Counselor John Moriarty and Director Arnaldo Sehwerert attended the Poughkeepsie Area Chamber of Commerce’s Breakfast of Champions event. This event showcases area restaurants and is an integral part of the Chamber’s outreach efforts. The event was attended by over 1000 people.

On July 25th, the LaGuardia SBDC collaborated with NYS Senator Serphin Maltese to organize the Queens Business Networking & Information Expo. Nearly 30 exhibitors attended and comprised government agencies, banks, insurance agencies, IT service providers, microlenders, development corporations and other business service providers. Over 120 startup and existing business owners attended. During the evening, attendees participated in a facilitated networking session and three business workshops including a first rate presentation by Site Seeker which had also presented at Utica during the NYSSBDC Staff Training.

Onondaga SBDC Director, Pat Higgins, has been asked to join the WCNY Community Advisory Board. WCNY is a public broadcasting station in Central New York. The group will have its first meeting in September 2007.


In June, Midtown Manhattan Business Advisor David Ruiz will participate in a breakfast meeting with the Northern Manhattan Coalition. Coalition members include the SBA, Empire State Development and local businesses. The Coalition’s goal is to expand the economic development of a primarily Hispanic area of northern Manhattan.

Mid-Hudson SBDC Director Arnaldo Sehwerert participated in the NYS Dept. of Labor Job Fair in Ellenville. Forty five area private and public institutions and about 200 citizens attended the fair, which was held primarily in response to the closing of the Hydro Aluminum factory in the community.


The SBDC counselors and Field Center interns at Baruch College have begun in-house training in financial modeling. This training covers topics such as small business company valuation using different valuation methodologies such as discounted cash flow analysis, precedent transactions, comparable spread and other financial operations. A goal of the training is to help the Center to expand its business relationships with boutique venture capital and private equity firms and thus help to provide additional fund raising options to our clients. The training effort is coordinated by Business Advisor David Ruiz and is based on an advanced financial modeling class which he attended. In addition to David, Business Advisors Pavan Mirpuri and Ulas Neftci are also participating in the program along with Field Center Fellows Chintan Parikh and Julien Lowrie. The training will continue throughout most of the summer.

The Onondaga SBDC staff participated in training on ANGEL - a web based learning management system. The training was provided by OCC’s Director of Distance Learning.

Ronald Goldstein, from the SBA NY District office, visited the Mid-Hudson SBDC to present information about SBA programs including a new lending program, Patriot Express, which targets veterans and their families.

Midtown Manhattan SBDC Ulas Neftci attended the BuildingsNY 2007 exhibition at Javits Center on June 27th. Among the many exhibits and services at the exhibition: Green Buildings (how to save costs with green techniques, which increase resource efficiency and reduce waste and pollution); Maintenance, Repair & Operations (the latest and best available products, services and solutions); and Security & Life Safety (a wide variety of security and safety solutions for the well being of the building and its occupants.)

MARKETING

Onondaga SBDC Business Advisor Joan Powers wrote a column for the premier issue (June/July 2007) of a new magazine, CNY Business Exchange. Her article was entitled “Credit Matters-How Do You Establish a Good Credit Score?” The magazine also featured stories about several successful SBDC clients.

Mid-Hudson SBDC Director Arnaldo Sehwerert met with Cynthia Clune, the new head of the Commercial Lending Group of Sussex Bank. Ms. Clune has had a long and generous relationship with the SBDC and is now in charge of the bank’s commercial lending operations in Orange County and the tri-state area around Port Jervis.



TECHNOLOGY

The LaGuardia SBDC is working to both deliver training on IT opportunities to the business community and to build the IT counseling skills of its staff. On July 25th LaGuardia partnered with the company Site Seeker to deliver a presentation on search engine optimization techniques for small businesses. The workshop was titled "Internet Marketing for Business: Establishing a Competitive Advantage" and about 20 businesses attended the 2 hour presentation. The SBDC arranged for Business Advisor Emily Kerr to observe the free counseling sessions provided the following day by Site Seeker for attendees of the previous evening’s workshop. Ms Kerr was also able to review points and pursue follow up questions with Site Seeker in a productive private session following the counseling sessions. Her participation will enhance her ability to advise clients on web-based business management issues.

Special Projects

The Field Center for Entrepreneurship at Baruch held an awards ceremony on June 20th for the winners of the Baruch College & Merrill Lynch IPO Challenge: A High School Entrepreneurship Competition. Eleven public high school teams competed to create the best business concept paper and successfully present it to a panel of judges which included Merrill Lynch personnel and Field Center/SBDC staff. The teams attended Saturday classes taught by Director Monica Dean and Field Center staff; they were assisted with their papers and financials by Field Fellows and their papers were read by SBDC and Field Center staff. The teams were judged on concept, the business paper, their public presentation, attendance and timeliness. The first place team shared $2000, the second place $1,500 and the third place won $1,000. The remaining teams won $500 each.

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SPD Gazette Week of August 20, 2007 / Issue 34

Recharge Your Batteries

Summertime is traditionally the time to take a week or two for vacation. Whether you take your vacation in the summer or at some other time, it is important to take some time away from work. It is actually healthy for you and good for your company. Most Americans do not get enough vacation time, and that can lead to a lack of productivity and can create a variety of stress-related health issues.

For example, in a large heart disease prevention trial by researchers at the State University of New York at Oswego, the researchers discovered that some of the men surveyed had not taken any vacation time over the previous five years. They suffered the highest overall death rate and highest incidence of heart disease of any of the participants.

A vacation is as important as sleep. Not taking vacation is a little like sleep deprivation, according to physicians and psychotherapists. Just as lack of sleep impedes your ability to think clearly and act decisively, lack of playtime keeps you from taking in information effectively and seeing the totality of a situation. Lack of sleep and play both have a negative impact on your reflex time, general resilience and ability to ward off infection. Recreation deprivation makes you cranky, and often more than a little critical of the people who have the good sense to take care of themselves. The irony is that the vacation-deprived usually think they're doing everyone a favor by continuing to work themselves to the brink of exhaustion. But the reality is that they're costing everyone -- their coworkers, their employees, their organizations, their families and themselves.

What can a vacation do for you?

Promote Creativity. A good vacation helps us reconnect with ourselves and helps us get back to feeling our best. Don’t be surprised when you have dozens of good ideas at the front of your mind when you return to work. Prevent Burnout. Those who take regular time to relax are less likely to experience symptoms of burnout: frustration and powerlessness; hopelessness; feeling drained of emotional energy; detachment, withdrawal, and isolation; feeling of being trapped; feeling of having failed; irritability; sadness; cynicism (believing other people act out of selfishness and nothing can be done about it). Improve Productivity. If your brain is rested, you’ll work more effectively and may find that you can accomplish more in less time, and increase the value created. Preserve Your Health. If you take regular time off to "recharge your batteries," you’ll reduce your levels of stress and be healthier.



Instead of feeling guilty about taking time away from the office, you should be aware that you are doing the company and yourself a favor. All of us need a fresh, clear mind and a fair amount of patience to do our jobs right and to become better at whatever we set our sights to accomplish.

Sources

“The Importance of Vacations, for Stress Relief, Productivity and Health,” Elizabeth Scott, M.S., Your Guide to Stress Management.

“The Importance of Vacation,” by Barbara Reinhold, Monster Contributing Writer

“Vacation therapy - health benefits of vacations,” Vegetarian Times, August, 2000




On August 14th Associate State Director Mary Hoffman, Albany SBDC Director Bill Brigham and Business Advisors Kate Baker, John Skrobela, and Matt Staccone attended the 2007 Economic Summit: Entrepreneurship and Growth in Upstate New York. Congresswoman Kirsten Gillibrand, the honorary summit chair, convened the event, which was organized by the Public Forum Institute. The Summit included sessions on promoting entrepreneurship, encouraging smart growth, moving innovations to the marketplace, and preparing the future workforce. The four working groups that chaired the sessions will spend the next 6 to 8 months working to implement recommendations generated by the Summit attendees. Thanks to Bill Brigham and his team, the SBDC was recognized as a major player in the area.

Boricua SBDC Director Angel Roman participated in the 24th Annual Convention Expo of the New York State Federation of Hispanic Chambers of Commerce. At the event, Mayor Michael Bloomberg and Assemblyman Felix Ortiz were among the notables honored at the Marriot Marquis Hotel. Mayor Bloomberg was named Public Health Advocate of the Year and Assemblyman Felix Ortiz was named "Government Advocate of the Year". The Convention featured an expo with many governmental and corporate exhibitors, seminars that included topics like “Doing Business with the Government”, and a career resource area. SBDC Director Roman partnered with the SBA and the Brooklyn (Kings) County Hispanic Chamber of Commerce to distribute materials to the attendees. The midday luncheon featured a keynote talk by Mayor Bloomberg that was attended by 200 participants.


On July 25th, the Boricua College SBDC held a workshop called “Licenses, Permits, and Tips to Open and Operate Your Small Business.” The workshop covered the latest scams hurting small business owners, as well as the types of permits are issued by New York City. Forty attendees heard presenters discuss the many aspects of starting and sustaining a business. The panelists included Bruce MacDonald (NYC Department of Environmental Protection); Ricky Wong (NYC Department of Consumer Affairs); and Luana Lewis (Better Business Bureau of NY). After the panelists’ presentations, there was a question and answer period. One attendee wondered why she could not sell food from her front porch, and another asked about selling used cars with his friend’s Connecticut license. It was so well received that it will be repeated early next year.

Mid-Hudson SBDC Director Arnaldo Sehwerert met with Joe Hoffman, the new director of the Entrepreneurial Assistance Program (EAP) at Orange-Ulster BOCES to explore ways to jointly serve the small business community by partnering in the presentation of business related seminars.

The Farmingdale SBDC sponsored the New York State Senate Majority’s Hispanic Small Business Forum on April 20, 2007. A panel of speakers from various organizations, including Farmingdale SBDC Certified Business Advisor Ritu Wackett, spoke on the importance of writing a business plan, getting access to loans, what banks look for when lending, and much more. In a cooperative effort with the Farmingdale SBDC, Angel Roman, Boricua SBDC Director, was the event Master of Ceremonies. Senators Charles Fuschillo, Caesar Trunzo, Dean Skelos and a number of other New York State Senators attended to demonstrate support for the Hispanic small business community. With more than 86 attendees, the event was a huge success. The Farmingdale SBDC will work with the Senate Majority’s office on future events.



In August, at the request of the State Department, Midtown Manhattan Business Advisor Ulas Neftci and Assistant Director Jim Daley met with two visiting Indonesian lady entrepreneurs, both of whom had won awards for their entrepreneurship and for their contributions to society. One is the largest producer of Muslim clothing in Indonesia, employing 1000 women who sew in their own homes; the other produces handicrafts with a staff of 70 workers, 60 of whom are disabled. We discussed the business system in the US and discussed some ways in which they could expand their businesses. We introduced them (for the first time, I believe) to the concepts of focus groups and branding. They were particularly interested in ways of marketing their products.

On August 15th, the Boricua College SBDC held a workshop called “Free and Low Cost Marketing Tips to Market Your Product or Service.” Small business panelists from the Myrtle Avenue Brooklyn Partnership and Boricua SBDC discussed traditional and online marketing techniques. Following the presentation, 27 attendees raised issues and asked questions. One attendee wondered how her “Green” cleaning company could find colleagues to join her in a cooperative purchase of advertising. Among the handouts distributed was a free Internet phone call kit from Skype and sample postcards from a campaign called “Home Grown and Locally Owned”. Evaluations for the workshop ranged from good to excellent.

MARKETING

Mid-Hudson SBDC Director Arnaldo Sehwerert joined the Ulster County Red Carpet Team in presenting their services to the Town of Rochester. About 30 people, including town board members and small business owners, attended the presentation.

Mid-Hudson SBDC Counselor John Moriarty was interviewed by WRNN Channel 6 TV News about the role of the Mid-Hudson SBDC in local economic development.

TECHNOLOGY

Mid-Hudson SBDC Director Arnaldo Sehwerert met with Les Neuman, Managing Director of the Hudson Valley Center for Innovation to explore ways for the MHSBDC to serve the high tech small business community.

Mid-Hudson SBDC Counselors Sam Kandel and Al Griggs and Director Arnaldo Sehwerert met with consortium representatives to develop a strategy and business plan for the initial stages of The Solar Energy Consortium (TSEC). TSEC is an alternative energy platform being developed in the City of Kingston with the support of the federal and state governments. Dr. Sehwerert is a member of the Board of Advisors of TSEC.

SPECIAL PROJECTS

In August, John Narciso, Farmingdale SBDC and Veterans Business Outreach Program Regional Coordinator, participated in the 4th Annual Service Disabled Veteran Owned Business (SDVOB) National Convention at the U.S. Military Academy at West Point, NY. Among the guest speakers were Bill Manger, SBA Regional Administrator, New York District and Pat MacKrell, President, New York Business Development Corporation. The convention was a good opportunity to meet with SDVOB owners from across the US to discuss their needs. A meeting with the California Veterans Business Outreach Center Director resulted in a very beneficial discussion on how to strengthen our respective outreach programs.

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Issue 17 Issue 18 Issue 19 Issue 20 Issue 21 Issue 22 Issue 23 Issue 24 Issue 25 Issue 26 Issue 27 Issue 28 Issue 29 Issue 30 Issue 31 Issue 32 Issue 33





SPD Gazette Week of September 10, 2007 / Issue 35

Effective Strategic Planning is a Continuing Process

If we could first know where we are and whither we are tending, we could better judge what to do and how to do it. -Abraham Lincoln

It is time to begin the strategic planning cycle again, and the new horizon is 2008 – 2011. I know that some of you are thinking that we just completed a successful accreditation review and recently streamlined our strategic plan – so why are we talking about strategic planning again? It is true that we did reach those milestones, but you may recall that I often say that strategic planning never ends. I’m sure you will agree that the world keeps evolving, people’s needs change, and we must change as well. That means we need to continually re-evaluate where we are, the progress we’ve made toward our goals, and whether we need to set new goals.

Strategic planning is, after all, a continuous assessment of progress toward goals, rather than an effort to organize our thoughts into a document that sits on our shelf. Here is a brief review of the elements of the cycle.

Step 1: Assess SBDC’s external environment and its internal capabilities to respond to that environment. Identify trends and issues for small businesses and small business assistance providers. Perform an analysis to gain understanding of particular issues, opportunities and threats in the small business community and immediate environment. Focus on understanding the characteristics, patterns and preferences of the existing and potential audience. Explore the strengths and weaknesses of the SBDC and its capabilities to address the needs of the marketplace effectively. Identify SBDC’s SWOTs (Strengths, Weaknesses, Opportunities and Threats) – agree on key issues to be resolved for the organization to succeed, and develop priorities.

Step 2: Examine conclusions reached through assessment in the context of SBDC’s mission, vision and values. Step 3: Alignthe SBDC through goal setting and coordinate objectives to meet them (strategy). Goals are defined as broad qualitative statements that describe what the organization hopes to achieve within the planning horizon; objectives are practical, specific and measurable components that will achieve the goals identified. We must develop quantitative measures to assess the achievement of objectives. We also must identify specific actions or tasks (sub-components of the objectives) and resource requirements and controls to achieve the objectives, for example, budgets, schedules and milestones, cash flow projections, staffing plans and evaluation criteria, etc. to evaluate progress toward the achievement of our goals.

Step 4: Implement action plans over the course of the defined planning horizon – 2008 to 2011.



Step 5: Evaluate implementation of actions. Evaluation at regular intervals is critical to understanding how individual employees and centers are performing relative to the expectations articulated in the plan so that progress toward goals can be assessed. Periodic review also is important to adjust the plan and its implementation as changes occur, either external or internal to the organization. Upon the conclusion of the implementation period, overall evaluation is needed to fully understand how the SBDC has progressed since the plan’s inception. At this point, the strategic planning cycle begins anew, utilizing the “baseline” established at the beginning of the cycle and building upon the SBDC’s experience over the planning horizon.

Strategic planning never ends - the cycle repeats itself over and over.

All of us affected by the plan should be involved in the planning process. What can you do? Look at your role in the organization and consider how it might change over the next 3 to 5 years. What will your customers look like in 2011? What new services will we have to develop to meet their needs? What training or information will you need to serve small business owners and entrepreneurs with evolving needs? How should the SBDC revise its strategic objectives to meet its customers’ needs?

What can you do? Share your thoughts with your center director and regional colleagues during staff meetings. Discuss the small business trends and issues likely to emerge and expand through the next 3 to 5 years. Identify issues that are not addressed in the current strategic planning documents: the Tactical Guide and Deployment Summary. You can find these documents on the Internal Website; click on “Strategic Plans” in the left column of the front page. The center directors will be discussing SBDC’s strategic objectives at the fall directors meeting at the beginning of October. Your thoughts and ideas can be part of the discussion if you share them.

Thank you for your dedication and commitment to small business, and your continuing participation in the strategic planning process.

By the way - We need some new faces in our statewide Strategic Planning Committee – will one of them be yours? If you’re an advisor and you’re interested in participating, ask your director for approval to participate in the Committee and attend the meetings. Remember, participation in statewide committees earns credit toward advanced certification. If you’re a director and haven’t participated in this committee yet or you’d like to help steer SBDC through the next strategic cycle, sign up at the retreat! If we don’t have enough volunteers, we’ll pick a few good men and women.

Few people have any next, they live from hand to mouth without a plan, and are always at the end of their line. -Ralph Waldo Emerson






Stony Brook SBDC Business Advisor Ann Garbarino has been named to chair the Business Awards Committee of The Suffolk County Women's Business Enterprise Coalition (SCWBEC). SCWBEC was originally established in 1990 under the Suffolk County Office of Affirmative Action and Minority Affairs by a group of visionary business women. The Coalition’s goal is to break down the barriers and increase the number of women-owned businesses (WBEs) on the bid lists for County and other government agencies, and to raise the profile of women-owned businesses for government and private industry. The Coalition’s mission is to register all women-owned businesses in Suffolk County and to publish a product and services directory for distribution to purchasing agents and procurement people in government and private industry.

The entire Corning SBDC staff actively participates in the shared governance meetings at Corning Community College. SBDC Business Advisor Scott Bloor is the new Chair of the PASS Assembly (Professional and Support Staff).

Mid-Hudson SBDC Director Arnaldo Sehwerert joined SUNY Ulster Professor Richard Cattabiani in a presentation to the Kiwanis Club in Kingston. The presentation highlighted the accomplishments of the International Program at SUNY Ulster and the support provided by the Mid-Hudson SBDC to that program.


Stony Brook SBDC Director Ed Fritz participated in an initiative with the Transitional Services arm of the New York State Department of Correctional Services. He joined a group of individuals from the Veterans Administration, the Department of Labor, Parole, and others who toured three correctional facilities in the area, advising soon-to-be released inmates, who are veterans of the armed services, about programs and services available to them. SBDC Director Fritz discussed self-employment, the SBDC program, VBOP, and the new Patriot Express Loan Program.

Onondaga SBDC Director Pat Higgins presented to a group of nineteen disabled veterans from thirteen states and the Virgin Islands on August 15th. The presentation was part of the first “Entrepreneurship Bootcamp for Veterans with Disabilities” and was developed by Mike Haymie, a professor of entrepreneurship at Syracuse University. The program was an intensive training program offering cutting edge, experiential training in entrepreneurship and small business management to veterans returning from Iraq and Afghanistan with disabilities resulting from their injuries. There was one month of on-line preparation, then one week of program and activities at Syracuse University. The goal was to open the door to entrepreneurial opportunity for the veterans, developing their competencies in the many steps and activities associated with creating and sustaining an entrepreneurial venture, and also in coordinating with programs and services for veterans and others with disabilities. Importantly, this program was entirely free to the veteran, as they already earned the price of admission. Professor Haymie solicited private donations to pay all of the travel, lodging, and other costs associated with the program, so that each of the veterans could participate without any out-of-pocket expenses whatsoever. Pat described SBDC as a resource for veterans across the country, citing specific examples of activities in New York State and at the Onondaga SBDC.

Mid-Hudson SBDC Business Advisor Al Randzin and Director Arnaldo Sehwerert met with Neil and Elizabeth Novesky at the SBDC office in New Windsor. The meeting was scheduled to discuss ways in which the SBDC might support the small business community in the City of Middletown. Mr. & Mrs. Novesky head the city’s Office of Economic Development & Planning.

Bonnie Gestwicki, Corning SBDC Director, met recently with the Southern Tier Economic Growth’s new economic development specialist and the new executive director of Elmira Downtown Development to discuss services, strengthen the client referral system and collaborate on small business workshops.

During the summer months, Stony Brook SBDC Business Advisor Ann Garbarino made a series of presentations about home-based business at the Dix Hills Library, Brentwood Library and Middle Country Library. More than 30 people attended each workshop.

Mid-Hudson SBDC Business Advisor Al Griggs and Director Arnaldo Sehwerert met with the President and staff of the Ulster County Development Corporation (UCDC) to demonstrate the highlights of the MQS management information system. UCDC, which is in the process of upgrading its client information system, requested the demo.


Stony Brook SBDC Business Advisor Bernie Ryba attended a three day IRS Tax Forum in Manhattan in August. Approximately 2500 financial professionals attended the event, which covered topics such as retirement plans, tax law changes and business entities. The Forum included an extensive vendor display area.

Corning Business Advisor, Christine Ward, completed a one-day training in PowerPoint to increase her skills for presentations and in working with clients to develop marketing strategies.



MARKETING

Onondaga SBDC Business Advisor Joan Powers participated in the Going Global Conference featuring Daniel Gunderson, Upstate Chairman of Empire State Development, in Cortland on July 24th. Nearly 150 educators, economic developers, and businesses attended the event sponsored by the Cortland County BDC-IDA. The event featured expert speakers from across Upstate NY who participated in panel sessions on the strategies, tools, and resources needed to expand into a global marketplace. Several speakers profiled regional success stories of companies that have successfully integrated international and export into their business development strategy. Joan presented information about SBDC’s services. Rosanna Musucci, an International Trade Specialist wit the US Department of Commerce and Jim Quakenbush, a Business Development Specialist with the SBA, also participated.

SPECIAL PROJECTS

In August, International Business Program Director Jinshui Zhang accompanied a delegation from China to the Stony Brook University SBDC. The delegation dined with the SBDC Director and Technical Advisor, and the Director of the CEWIT Center (Center of Excellence for Wireless and Information Technology) at the Asian Center donated by the past president of CA, Charles Wang. After dinner, a lively and interesting conversation ensued, with participants exploring avenues of cooperation and support between the Chinese delegation's companies and the University.

In August, the Hall of Fame Selection Committee reached consensus on inductees for the client Hall of Fame for 2007. Three companies were selected this year, one from the Syracuse region and two from the Niagara region. The Central Office will send letters of congratulation to the businesses and their respective centers in September. The Central Office also is planning an awards luncheon and legislative day in Albany in October.

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SPD Gazette Week of October 15, 2007 / Issue 36

Sharing the Story of an Outstanding Client

At the Directors Retreat at the beginning of October, the directors and I talked about success stories and their importance in promoting the SBDC program, and to attaché new clients and new funding sources. A success story should tell a story – describing the ways in which the business stands out in a way other businesses do not. There are a number of things you can do to make the story a compelling one:

1) The story should have a beginning, middle and end. It should provide an overview of the whole story. Introduce the business owner(s), the business and the business’ potential customers. Describe the challenges faced and met, the lessons learned, actions taken, and the results achieved, including side-benefits the owner (and perhaps you) did not expect to see.

2) Talk about the people behind the business. What is their passion? What is their motivation and their vision? What is it that helps the business owner(s) persevere through good times and bad? Include direct quotes – words from a happy client are the single most powerful thing you can include in a success story - and more credible than anything you or any writer can make up.

3) Describe how the business owner’s history and personal values determine the type of business he or she owns (or starts). Include interesting details about the people that run the business. Describe a person or partners the reader will identify with. Talking about the individuals will help readers relate to them as people.

4) Discuss the actions the owner(s) took to achieve success? Describe the problems he or she encountered and solved; the obstacles met and overcome; and the challenges accepted and conquered. Include details to make the story more plausible and more interesting. Describe the lessons the owner(s) learned “the hard way.” Use facts and figures to make the story real.

5) Describe the business or the aspect of the business that made the success remarkable. Why does this client and business stand out in your mind in a way others do not? Did the owner(s) develop an innovative product or service? Was his or her family involved in the business? Did the employees buy the business from the owner? Does the owner belong to one of SBA’s or SBDC’s areas of focus (ethnic community, veteran, economically distressed area, disabled individual, etc)? Did the owner’s actions in establishing, expanding, or sustaining the business have significant impact on the business community?

In summary, when you write a success story, set the stage, build the suspense, and present a satisfying conclusion. Describe the resolution of a recognizable business problem, for example, the owner(s) made money or saved money. Don’t forget to



mention the assistance provided by the SBDC advisor and, if appropriate, the relationship that developed between the business owner and the advisor.

A tip: If writing this type of narrative is difficult for you, ask a co-worker to interview you about the client and make suggestions about the things that make this client’s story interesting. Sometimes it is easier to talk about a client or business in conversation than to write a story. Telling the story verbally may be a good first step toward telling the story on paper. Good luck!

Real success is finding your lifework in the work that you love. – David McCullough



TECHNOLOGY

On October 3, the SUNY Stony Brook Center of Excellence - Wireless and Information Technology held a half-day commercialization conference at the University's Wang Center. Showcasing 20 technologies developed at Stony Brook, the conference included a 90 minute panel discussion focusing on venture capital and angel investment insight for high technology companies. Stony Brook SBDC Business Advisor Bernie Ryba participated in the panel discussion that included a partner from a Long Island venture capital firm, the Chairman of the Long Island Angel Network and the senior partner of a large regional law firm. About 100 entrepreneurs attended the conference.


Mid-Hudson SBDC Director Arnaldo Sehwerert participated in a meeting of the Latino Work Group organized by the Health and Safety Institute of SUNY Ulster.

Mid-Hudson SBDC Director Arnaldo Sehwerert attended the meeting of the Dutchess County Angel Network in Poughkeepsie. Dr. Sehwerert is a member of the Board of Advisors of the Network. The Dutchess County Angel Network (DCAN) encourages early-stage investing by connecting businesses located in Dutchess County that are ready for investment and individuals that are interested in investing.


In response to feedback from surveys and focus groups, the Corning SBDC partnered with the Elmira SBA, Chemung County Chamber of Commerce, Elmira Savings Bank, REDEC and STEG to deliver a “Financing a Small Business” workshop on August 21st. The workshop, which was attended by 41 entrepreneurs, covered bank loan requirements, SBA loan programs including the Patriot Express, and benefits of the Empire Zone.

The Pace SBDC has an active program to encourage minority business development. As part of the initiative, Business Advisor Catalina Castaño provides SBDC services in Spanish at the Northern Manhattan Coalition for Economic Development on a regular schedule.

In September, Boricua SBDC Director Angel Roman organized an event called the "Latino Small Business Forum: How to Make Your Way through the Government Maze," for Brooklyn’s small business community. Speakers included Richard Torres and Sue Marks from the Internal Revenue Service, and Director Roman.

MARKETING

Channel 36 News interviewed Corning SBDC Director Bonnie Gestwicki about SBDC services and interviewed an SBDC client on Market Street for a television segment on the 6:00 news in June.

Mid-Hudson SBDC Director Arnaldo Sehwerert was invited to address the seminar “The Competitive Edge” in the City of



Newburgh. The seminar was attended by 40 business people.

Fifteen commercial loan officers and branch managers from Five Star Bank recently met with the Corning SBDC staff for an overview of services and tour of the facility. Commercial loan officers from the Corning Credit Union also met with Director Bonnie Gestwicki for an update on services.

SPECIAL PROJECTS

Canton SBDC Director Dale Rice was a presenter during three sessions for Veteran entrepreneurs about financing options, in particular, the SBA Patriot Express Program. Other presenters were Brian Norton – St. Lawrence County IDA and Jason Clark – Massena Economic Developer; Jim Quackenbush – Syracuse SBA; Tom Reynolds and Curt Solomon – NYBDC; and Michelle Capone – North Country Alliance. The first session, held in Gouverneur, was focused on Veterans. One of the sessions held in Massena was for Bankers, Lawyers and Accountants, while the second one was for Veteran entrepreneurs. All presenters discussed the importance of finding a point person for assistance, be it the SBDC (of which all presenters reiterated that this was an entrepreneurs best source) or an economic developer. They also reiterated the importance of developing a solid business plan and financial projections to successfully obtain funds for start-up and/or expansion. Presenters shared information on the various programs available for financing when conventional means are exhausted.

In September, Eric Constance, Watertown SBDC Director, began work on an initiative with 10 dairy farms in Jefferson, and Madison counties. Ten farmers will follow the successful example of dairy operators in Pennsylvania and Minnesota, forming Dairy Profit Teams with the goals of improving productivity and profitability. Earlier this year, the New York Farm Viability Institute committed $115,000 in grant funding for a two-year pilot project to establish dairy profit teams in New York to help farmers increase profits. Five farms in each county will be selected for the project, which is intended to serve as a model for farms throughout New York. The Small Business Development Center at Jefferson Community College will provide project administration in Jefferson County. Cornell Cooperative Extension will assist with project delivery in Madison County. Eric Constance at the Jefferson Community College SBDC will serve as project administrator, making sure the Dairy Profit Teams meet desired goals. The pilot teams are expected to be running by late fall.

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SPD Gazette Week of November 12, 2007 / Issue 37

In lieu of a one large article, this issue contains three items on topics you might find interesting. Read on…

SBA’s Community Express Loan Program

Have you ever had a client that had extreme difficulty finding a source of financing? Did you consider recommending a Community Express loan as an option? Have you heard about the Community Express loan program? The SBA’s Community Express program was designed for small businesses in disadvantaged communities and small businesses owned by women, minorities and veterans. The program partners loan borrowers with SBA approved lenders and technical assistance (T/A) providers to give small business owners an enhanced opportunity to succeed. Technical assistance is often crucial to the success of these types of businesses. Under the program, borrowers must receive pre- and post-loan closing technical and management assistance from local non-profit T/A providers and/or from participating lenders, with that assistance coordinated, arranged and, when necessary, paid for by Community Express lenders. The technical assistance providers are non-profit community based organizations, such as the SBDC, that assist businesses in many aspects. The T/A providers prepare recommendations and a remedial plan for each applicant, which the lender and applicant are strongly encouraged to follow.

Currently there are two lenders in New York State that have been approved by SBA to provide Community Express loans:

Innovative Bank – www.innovativebank.com

Highlights of Community Express Loan Program/SOHO (small office home office) Banking at Innovative Bank:

$5k-$50k loan amounts 7-year term No pre-payment penalty Minimal paperwork Fast decision Packaging fee of $475 for $5k -25k; $500 for $35k-$50k Loan rates of prime + 4.75% for $5k-$25k; prime + 3.25% for $35k-$50k Guaranty fee deducted from loan funds; waived for a $5k loan Innovative Bank-paid technical assistance Loan proceeds must be used exclusively for business related purposes. The owners, partners and/or principals must be of good character.

Call Innovative at 1-888-960-0700 for answers to your questions.

Superior Financial Group - www.superiorfg.com



Highlights of SBA Community Express Loan Program at SFG:

One-Page Online Application

An applicant can complete the paperwork online! SFG has developed a PDF that can be filled-out online, and then either printed-out or saved and emailed to your clients. Follow the link below to access the online PDF application http://www.superiorfg.com/main/loanforms/Fillable/SFG-SBA_Exp_App-FF.pdf

Pre-Qualification in Seconds (online)

An applicant also can be pre-qualified in minutes by calling Superior Financial Group toll free at: (877) 675-0500. Don't forget to mention priority code SallieMae to Superior Financial Group's representative.

Quick & Easy Access to Capital $5K - $25K Loan Amounts No Collateral Required Perfect for Start-Ups, Home-Based and Consultants Low, Affordable Loan Payments NO Tax Returns or Financial Statements Required

Special Offer to U.S. Veterans: First payment delayed for 90 days with no interest.

NOTE: According to B.J. Paprocki, Director of the Syracuse SBA District, at the annual resource partner’s meeting held on November 9th, “BLX (Business Loan Express) is out of the SBA business.”

A Community Express loan might not be the financing tool you recommend to the majority of your clients, but it might be the right solution for a client that has exhausted all other sources and is still determined to proceed with his or her idea. You can inform your client about the advantages and disadvantages of taking a Community Express loan and let them decide if the benefits outweigh the risks.

SBDC’s Internal Website

Did you know that every person working in an SBDC service center can access the internal website? Recent conversations and encounters with regional center staff have told us that not everyone knows about the information available through the SBDC internal website. What is available?

A list of all the SBDC staff in NYS, and pictures of some of them. You may want to check your own picture on the internal website to see if you want to exchange it for a new picture. The 2007 revised edition of NYS SBDC Standard Operating Procedures (SOP) Manual, which is searchable. The current version of NYS SBDC’s Strategic Plan – the long version and the condensed version. Certification and MQS forms. Logos for the SBDC, SUNY, CUNY and SBA. Access to the Research Network blog (in case you don’t have one of Darrin’s weekly blog emails readily available).

Al Scher is working on merging the internal website with WebMQS so there will be one entry portal



for everything. Until he has merged the two, you will need a password to enter the internal website. Ask your director for the password, and if he or she does not know know it, call Al at 518-641-0618.

We’d also like your ideas about the forms, documents and information that will be available at the new internal site. Call or email Mary Hoffman to share your thoughts (518-641-0620 or [email protected]).

New Resource Online: Electronic Tools for SBDC Counseling

The SBDC Community site hosted by Intuit at the following address - http://www.sbdccommunity.org/.ef4f092/ - has an E-Tools section that was launched in September. This site provides a forum for SBDC staff to share in-depth information about the types of tools and technologies they are using to better serve their clients and operate their programs. There are no vendor or non-SBDC postings in this area. Tools include on-line counseling technologies, on-line training programs, assessment tools, and fiscal analysis tools developed by SBDC staff around the country. The initial discussions were written by members of ASBDC's E-Tools Interest Section. Visit the site today to see if there is anything you can use.



PROFESSIONAL DEVELOPMENT & STAFF RETENSION

In late October, Office of Entrepreneurial Education Marketing and Customer Service Coordinator Martha Pollock and Associate State Director Mary Hoffman attended the Back to Basics conference sponsored by the Appalachian Regional Commission. The conference included sessions on the impact of infrastructure investments on economic development, eco-infrastructure (sustainability) for Appalachia, and the impact of broadband access on rural communities. The conference also provided an opportunity for networking with ARC local development directors.

TECHNOLOGY

In mid-October, Stony Brook SBDC Business Advisor Walter Reid spoke to the Suffolk County Inventor's Club at the H. Lee Dennison County Government Building in Hauppauge. He gave them information about SBA/SBDC services in general and described services available to inventors through the SBDC.

As previously noted in their blog, the Research Network has placed its circulating collection on LibraryThing. Circulating items are those that SBDC advisors can request to borrow. LibraryThing enables people & small libraries to post information on books they possess. This is the first time in the 15-year history of the library that SBDC advisors can remotely view the items available to them. This technology opens a virtual door to SBDC advisors, as well as giving them a tool by which they can help influence future library purchases. Go to http://www.librarything.com/catalog/nyssbdc, or follow the link on the RN blog. There's a search box ("Search this library"). To the right of that is a drop-down menu (the default is "Books"). Change the drop-down to "All Fields," then enter a word or phrase in the search box. On the results page, just click on the title of the book to get a fuller description.

Jamestown SBDC Director Irene Dobies serves on the Advisory and Education committees for SUNY Fredonia’s High Technology Incubator. The Incubator, located in a Dunkirk, NY Empire Development Zone, will help grow small technology businesses in Chautauqua County. Irene is preparing a presentation on “Financing Strategies” for the Incubator’s Customer Services committee.

SPONSORS, HOST INSTITUTIONS, PARTNERS & ALLIANCES

U.S. Congresswoman Carolyn McCarthy addressed the Long Island business community at an event sponsored by the Advancement for Commerce and Technology. The audience consisted of economic resource partners, entrepreneurs, educators, the media and Judy McEvoy, Farmingdale SBDC Director Lucille Wesnofske and Stony Brook SBDC Acting Director Gloria Glowacki.



Roger Green attended the New York State Data Center Affiliates meeting in Lake George on October 17-19, 2007. He will post some of the interesting things he learned on the Research Network blog (sbdcrn.blogspot.com) in the coming weeks.

On September 11th, the Staten Island SBDC participated in the “21st Century Business Woman “conference hosted by the US SBA and the Women’s Business Center in West Brighton on Staten Island. The luncheon, which was attended by over 100 participants, featured a keynote address by Anne Sutherland Fuchs, chair-person for the New York City Commission on Women's Issues. The program included breakout sessions covering topics of special interest to businesswomen including: How to Hire and Keep the Best Employees; Bank and Alternative Financing; Technology-What do I do with all this Stuff; and Pitching Your Business in Two Minutes or Less.

PROGRAM DEVELOPMENT: PRODUCTS & SERVICES

In mid-October, the Watertown Small Business Development Center at Jefferson Community College sponsored its fourth annual conference for women in the North Country entitled “The Business of Women.” The keynote address was delivered by Michele Bellso, Founder and President of Make and Take Gourmet, a chain of meal assembly kitchens. In just over a year the company has grown to 18 stores, with more on the way. The conference offered four workshops on leadership, hiring, credit, "organizing your space" (forming the right work habits, focusing on priorities and improving the quality of life). Over 50 women business owners and employees attended the half-day event, which included a buffet lunch prepared by the BOCES culinary arts students.

Stony Brook SBDC Senior Business Advisor Willa Smith recently presented a Business Basics workshop for fifty high achieving high school students at the Fall District Meeting of the Future Business Leaders of America (FBLA). The FBLA is a nonprofit education association with a quarter million students preparing for careers in business and business-related fields. Through state-based competition, students compete in events testing their business knowledge and skills. In addition, students attend conferences and events throughout the year which look to develop their business leadership skills.

In mid-September, Canton SBDC Business Advisor Michelle Collins met with a Canton High School economics teacher and Primerica representative to discuss initiating a training program for students and parents on financial management. The training has segments geared toward parents and students both with emphasis on entrepreneurship.

MARKETING

In early October, Stony Brook SBDC co-sponsored the seventh annual Women's EXPO at the Middle Country Library in Wading River. The free event provides a marketplace for Long Island women who create and distribute a variety of products including culturally diverse items, fine art, jewelry, clothing, pottery, paper products, children's and household items, gift baskets, specialty food, glassware and more. A great opportunity to network, support Long Island women entrepreneurs and shop early for holiday gift giving, the Women's Expo showcases 71 Long Island women from Nassau and Suffolk counties, promoting economic independence for LI women and supporting two worthwhile organizations in the process. The Women’s EXPO is a joint venture of the LI Fund for Women & Girls and the Middle Country Library Foundation. Last year, more than 2000 attended the event.

SPECIAL PROJECTS

On October 20, Farmingdale SBDC Veterans' Business Outreach Program Advisor John Narciso participated in Congressman Steve Israel's (NY 2nd) Eighth Annual Veterans and Reservists Workshop at the Northport VAMC. John discussed the highlights of VBOP and the Patriot Express Loan Initiative. The workshop was well attended.

On October 17th & 18th, Research Network Director Darrin Conroy participated on a four-person panel that explained the importance of signs (as well as the importance of fair & legal local sign codes) to separate groups of town officials & building inspectors in New Hampshire and Massachusetts. While there, Darrin continued his mission of explaining the importance of effective signage to entrepreneurs, as well as the need for them to operate their small business in towns that don't impose unnecessary regulatory obstacles. Nearly 50 were in attendance in New Hampshire, with a lighter crowd of 20 in Massachusetts. The visits were the second and third seminars in an ongoing, grass-roots effort sponsored by the Northeast States Sign Association. NSSA operates in nine states (including New York), and hopes to have similar seminars in all of them within the next three years.

ABOUT THE GAZETTE

The SPD Gazette is a brief newsletter distributed via email and posted on the Internal Web Site. It will feature a column to be titled, What’s New This Week, in which the network will share best practices in strategic objectives. A series of articles in the Gazette will explain the program’s statewide approach to strategic objectives in six key areas:






Issue 1 Issue 2 Issue3 Issue 4 Issue 5 Issue 6 Issue 7 Issue 8 Issue 9 Issue 10 Issue 11 Issue 12 Issue 13 Issue 14 Issue 15 Issue 16 Issue 17 Issue 18 Issue 19 Issue 20

Issue 21 Issue 22 Issue 23 Issue 24 Issue 25 Issue 26 Issue 27 Issue 28 Issue 29 Issue 30 Issue 31 Issue 32 Issue 33 Issue 34 Issue 35 Issue 36





SPD Gazette Week of November 26, 2007 / Issue 38

Planning for Expanded Services

Suppose you (or your director) were told your center could receive a significant increase in funding if you could develop a plan to improve or expand services. You could use the funding to improve service delivery through innovative or improved productivity, deliver services to an underserved community or create and distribute a new product or service. Where would you start? You may want to consider your answers to the following questions:

Do you need to conduct a needs assessment? (When did your center last survey customers or strategic partners and allies?) What would you change in the way you do things to improve or expand service delivery? What new product or service might your center develop and deliver? What can you do to coordinate improved or expanded services with your host campus? What can you do to coordinate improved or expanded services with regional centers in your area? What can you do in collaboration with partners and allies to leverage your resources? What approach would do the most for existing and potential clients in your region? Having considered all the options, how could your center best spend the additional funding? Are your ideas are consistent with the goals and objectives in SBDC’s strategic plan?

Once you can answer all the questions listed here, you could develop and present your plan for implementation of improved or expanded services.

When presenting your plan, you should have a clear statement of purpose. Include a summary of regional needs and problems as well as a review of programs currently offered to meet the needs. Your plan should clearly define program objectives, activities, and responsibilities. It should include arrangements proposed and or made with other agencies and organizations (partners and allies). Perhaps most importantly, the plan should include your proposed budget and costs. It also should include a time schedule with milestones and expected outcomes, along with an assignment of responsibility to specific individuals on your staff. If new staff members are needed to accomplish the plan, you should describe the specific experience and capabilities required, as well as your plan for recruitment.

Taking the time to answer the questions listed above and developing a plan as outlined above is not something you want to do every week. If you have the opportunity to receive additional funding to improve and/or expand your services, I’ll bet you’ll find it is



worth the time and effort. Will you have the opportunity to engage in this type of planning in the near future? Only time will tell. Will you be ready? Only you can answer that question.

Innovation = (invention + insight) x collaboration - John E. Kelly III, senior vice president of research, IBM Corp.



Correction: In Issue 37, Walter Reid was incorrectly listed as an advisor at the Stony Brook SBDC. Walter works at the Farmingdale SBDC.

PROFESSIONAL DEVELOPMENT & STAFF RETENSION

Mid-Hudson SBDC Director Arnaldo Sehwerert joined Brooklyn SBDC Director Angel Roman and La Guardia SBDC Director Brian Gurski at the CUNY Graduate Center in Manhattan for an all day conference on bringing financial services to the unbanked sector of the population. The conference was sponsored by the Federal Reserve Bank of New York and was attended by about 500 people.

On November 13th, Stony Brook SBDC Business Advisor Bernie Ryba attended a one-day workshop at the Center for Functional Nanomaterials (CFN) at Brookhaven National Laboratories, which showcased the Nanoscience resources available to high technology companies. Participants learned about the CFN's research program, its advanced instruments, toured the new facilities and learned how to become a CFN external user. The Center for Functional Nanomaterials was completed in May, 2007 at a cost of approximately $65 million.

TECHNOLOGY

The Brockport SBDC continues to actively participate in the “Entrepreneurship” and “Economic Development” sub groups of the WIRED (Workforce Investment Regional Economic Development) initiative in the greater Rochester area. This is a program whereby grant money from the US DOL was provided to the Rochester/Finger Lakes area for the development of support programs focusing on the development of business and job opportunities in the technology sector.

The initial Long Island Angel Network meeting for entrepreneur presentations was held on October 9th. Of the four companies making presentations before approximately 40 investors, two were clients of Stony Brook SBDC Business Advisor Bernie Ryba. The clear favorite among investors was one of Bernie's clients, Scientific-Media, which was also a co-winner of Stony Brook's annual high technology entrepreneurial competition. According to reports, Richard Lippe, Chairman of the Long Island Angel Network intends to invest in Scientific-Media. Other potential investors include a NYC intellectual property attorney and a former CFO of a real estate trust. Just a few days prior to the presentations, Scientific-Media was notified that it had been approved for a $100,000 Phase I SBIR award from the National Science Foundation.


Business Advisors from the Oswego SBDC are working with Operation Oswego County and community organizations to develop a $25,000 business plan competition. The competition will be called ‘The Next Great Idea.’ The goal is to raise $25,000 plus enough to cover event expenses and promotion through local sponsorships. The $25,000 will be awarded to the team with the best new business plan. Eligible teams will submit executive summaries of their ideas by May 1, 2008. A team of judges will evaluate the executive summaries and select up to 10-15 semi-finalists for round two. The semi-finalists will then submit a business plan by Sept. 1, 2008. The planners are excited to see what great ideas the competition generates. On November 13th, the Small Business Administration hosted a special program at the Riverhead Library focusing on how to start or expand a small business. Stony Brook SBDC Business Advisor Bernie Ryba was one of the speakers at the session held to spur small business growth on eastern Long Island. Other speakers included SBA Region II Administrator William Manger, and representatives from SCORE and the Long Island Development Corporation.



Mid-Hudson SBDC Business Advisors Don Dods and Myriam Bouchard and Director Arnaldo Sehwerert participated in the ribbon cutting ceremony for the new Orange County Chamber of Commerce building in Montgomery. Senator William Larkin, Assemblywomen Aileen Gunther and Nancy Calhoun, and Orange County Executive Ed Diana were in attendance.


Mid-Hudson SBDC Business Advisor Myriam Bouchard and Director Arnaldo Sehwerert met with representatives of the Marist College IT Co-Operative Work Program in Poughkeepsie. The program is partially funded by the NYS Office of Science, Technology and Academic Research (NYSTAR) and offers information technology services, consultation and webpage development at much reduced rates. The program is geared towards helping small businesses. The Mid-Hudson SBDC will start offering these services to its clients and will assist Marist in promoting the use of the program on a regional basis.

Oe2 Marketing & Customer Care Manager Martha Pollock and Associate State Director Mary Hoffman attended an event co-sponsored by the Sullivan County Chamber of Commerce and the Sullivan County BOCES. Martha conducted two sessions on “Teaching Entrepreneurship Online” with EntreSkillsTM, the online curriculum developed in conjunction with several SBDC regional offices. Mary’s session on the SBDC was cancelled due to a lack of attendees. The exhibit on the SBDC and EntreSkillsTM stirred much interest in small business assistance and the online curriculum.

Mid-Hudson SBDC Director Arnaldo Sehwerert met with Richard Torres of the IRS to coordinate a small business services roundtable to be held at the Culinary Institute of America in Hyde Park in January, 2008.

Mid-Hudson SBDC Business Advisor Myriam Bouchard and Director Arnaldo Sehwerert met with the Training Committee of the New Paltz Regional Chamber of Commerce. The committee requested the assistance SBDC in developing a comprehensive business training program for the Chamber’s members.

MARKETING

Pace SBDC Business Advisor Catalina Castano was a “Guest of the Day” on the HITN-TV (the Hispanic Information and Telecommunications Network, Inc.) show "Dialogo de Costa a Costa" on November 14th, talking about the growth of home based businesses. It went really well and she got good publicity for both the NYS SBDC and SBA. HITN was established in 1983 to advance the educational, social, cultural, and economic aspirations of Hispanics. Today it is the first and only media conduit offering educational, enriching and empowering content to the nation's fastest growing ethnic group. Catalina has been interviewed several times for Hispanic media on small business development topics.

Canton SBDC Business Advisor Julie Williams met with the Massena Economic Developer, Jason Clark, to discuss various ways that new and expanding businesses can be assisted through co-operative services.

Mid-Hudson SBDC Business Advisor John Moriarty attended the Poughkeepsie Area Chamber of Commerce “Showcase of Champions” business fair, and conducted a seminar on alternative sources of funds.

Several SBDC staff from the NYC and Long Island regional centers participated in Intuit’s Just Start event at Grand Central Station on November 8th & 9th. SBDC staff and other business professionals were on hand to talk to individuals visiting the Intuit kiosk. Most of the SBDC center directors and business advisors that participated had very positive comments about the experience, for example, “it felt like improv theater for small business in that questions ranged the entire spectrum,” “it is always uplifting helping people provide structure to their ideas,” “it was well worth the time,” and “overall it was positive as a marketing event for Intuit and we [SBDC] brought professional advice to the event.”

SPECIAL PROJECTS

In November, Boricua College Small Business Development Center and two of its partners, the Brooklyn Economic Development Corporation, and the New York City College of Technology, sponsored a workshop on “Small Business Assistance for Veterans”. The event, which was attended by 30 veterans, was held at the NYC College of Technology in a building that houses various veterans’ offices. Speakers, including Frank Ditto, SBA; Bob Greene, Veteran’s Affairs; John Narciso, SBDC Veteran’s Business Outreach Program; Janet Page, Flushing Savings Bank; and Dan Vaccaro, NYBDC, discussed programs and initiatives focused on Veterans and the perspective of the lending community. After the speaker presentations, the attendees asked questions that included credit scoring, grants, the definition of Veteran owned business, and Patriot loan requirements.

On November 16, the Bronx SBDC participated in a “Welcome Home OIF/OEF Combat Veterans Job and Career Day” at the James J. Peters VA Medical Center that attracted 200 veterans. The event was held to respond to an expressed urgent need for employment and career opportunities of returning combat veterans. Guest speaker, Dr. Michael Haynie from the Whitman School of Management at Syracuse University presented inspiring concepts based on Entrepreneurship Bootcamp for Veterans with Disabilities. This new initiativeis designed to offer cutting edge, experiential training in entrepreneurship and small business management to veterans returning from Iraq and Afghanistan. The program also included lively and instructional panel presentations on Employment in Government by



representatives from NYS Civil Service, NYS SBDC at Lehman College, Social Security Administration, and James J. Peters VAMC Human Resources. A large number of employers representing a broad range of fields participated in this event. Approximately 200 enthusiastic OIF/OEF combat veterans attended this highly successful Welcome Home event.

ABOUT THE GAZETTE





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SPD Gazette Week of December 31, 2007 / Issue 39

Training Opportunities: Find Them, Attend Them, and Grow

One of the NYS SBDC’s strategic objectives is to continue to develop the skills and knowledge of its staff. As stated in the September 2006 Strategic Planning Deployment Summary, SBDC will

…identify resources, programs and efforts that will enhance the skills of staff, improve retention of skilled staff, and continuously develop the skills, knowledge, creative and critical thinking skills of the staff…

The responsibility for identifying training opportunities is shared by the Central Office, the regional center directors, the advisors, and in some cases, the administrative support staff. An important part of the goal setting and performance appraisal process is to determine the training each person needs to complete his or her job effectively and to improve his or her performance, and then to make sure the person has opportunities to get the training. Ideally, there is an ongoing dialogue between the person and his or her supervisor as well as a shared understanding of appropriate and necessary training.

The annual Staff Training event is just one of many opportunities SBDC staff have to further develop their skills, knowledge and creativity. It also is possibly one of the easiest ways to get training. In addition, many new staff members can take advantage of the workshops their center conducts for small business clients. It is a convenient way for new staff to learn about the way SBDC “does business,” to learn basic small business concepts, and to develop presentation skills.

The SBDC Central Office encourages regional center staff to look beyond the SBDC for training opportunities. You will probably have to look in a number of places to find training opportunities. Don’t expect that someone has compiled a comprehensive list and kept it current. If you find something like that, please share it with your colleagues around the network. Here are some ideas to help you start your search for workshops:

Look locally. Your campus, your center’s partners and allies, the Chamber of Commerce, and local business and economic development organizations sponsor workshops on topics that could help you add to your knowledge. Look for upcoming community forums and roundtables. Read association publications, local newspapers, and business publications to identify scheduled events. If you identify a source of relevant and interesting workshops or similar events, ask to be added to a mailing list (email or direct mail).

Look to the government. Federal agencies such as US DOL and US DOT offer numerous workshops on small business topics, as other government agencies and organizations. Many agencies have workshop information listed on the event calendar at the agency’s website; most have a locator to help you find events in your area. If you



identify an agency that offers relevant workshops and similar events, ask to be added to a mailing list (email or direct mail) to get up-to-date information on a regular basis.

Look online. The Internet can be a source of event listings as well as a source of training. You will gain a whole new appreciation for the size and convenience of the Internet when you begin your search for online courses. I recommend that you start with the “Online Training” page that is part of the Research Network’s Online Resource Center at www.nyssbdc.org if you want to find workshops on basic business topics. Check the websites of government agencies, and professional and business-related associations for information about their training offerings.

Look in your email inbox. You may already be receiving emails inviting you to participate in Webinars on a variety of topics. Some of them will be free and others will come with a price attached. Ask the Professional Development Committee if the Webinair is of sufficient weight to earn points toward certification. Even if the Webinar content is not enough for certification points, you will probably gain knowledge that will help you do your job better.

Look at associations and business organizations. Many associations provide training sessions at their annual conferences. One example is the annual conference of the Association of Small Business Development Centers, which is held each fall. You also might consider attending the annual staff training events of neighboring states. The Research Network can assist with contact information for other SBDC programs.

How can you afford non-NYS SBDC training? Ask the organization sponsoring the event if there are scholarships available. Ask your director if there is regional center funding for training. Talk to your director about requesting sponsorship from a local lender or other organization that might be interested in supporting continuing education.

If you have a recommendation for training NYS SBDC staff, send it in an email to the Professional Development Committee at [email protected] (Lucille Wesnofske is the Committee Chair).

Training is everything. The peach was once a bitter almond; cauliflower is nothing but cabbage with a college education. - Mark Twain

From the NDE-news (December 10-16, 2007) –

The State of the Renewable Economy

Renewable energy and energy efficient technology are becoming a big business. Together, they now account for 450,000 direct and indirect jobs, and generate annual revenues of nearly $40 billion (in 2006). These figures are based on a new assessment from the American Solar Energy Society, which tracks the economic impact of energy industries such as solar, biomass, hydroelectric, and wind power. These sectors still account for a small portion (6%) of total US energy output, but their impact is expected to grow. The report lays out several scenarios for future industry growth. Without any changes in the current policy and regulatory environment, industry advocates project very limited growth in renewable energy usage and the deployment of energy efficient technologies. However, with modest policy changes such as expanded tax incentives for renewables, the industry could account for as much as fifteen percent of US energy generation in 2030. A more aggressive scenario has the industry accounting for 30% of



electricity generation by that time.

To access the 2007 American Solar Energy Society study, Renewable Energy and Energy Efficiency: Economic Drivers for the 21st Century, by Roger Bezdek.



TECHNOLOGY

Farmingdale SBDC Business Advisor Walter Reid participated on a panel that discussed new product development at an event sponsored by the New York Society of Professional Inventors. It was held at the Institute of Research and Technology on the campus of Farmingdale State College on Nov. 29th. Other panelists included professionals with expertise in patents, trademarks, manufacturing, marketing, engineering, and venture capital. Walter spoke about business plan development, market research, and services available from the SBDC and SBA to assist in the commercialization process.

On November 30th, Stony Brook SBDC Business Advisor Bernie Ryba attended a regional commercialization conference held at the US Department of Energy's Princeton Plasma Physics Laboratory in Princeton, New Jersey. The conference focused on the transfer of technologies developed in a university setting to achieve successful market introduction. The various stages of the path to commercialization were discussed, including a new company's start-up operations and the developing adolescent company. Panelists included venture capitalists, angel investors, business incubator executives and attorneys providing services to the bioscience and high technology industries. The conference attracted about 125 registrants and numerous supporting organizations including the Wharton Small Business Development Center, the New York Software Association, New York University and the Rutgers Business Incubator.


On November 16, Jefferson Community College (JCC) in Watertown, NY hosted an Entrepreneurship Day program that was jointly organized by JCC, the Watertown Small Business Development Center, Watertown High School, and the Jefferson-Lewis Workforce Investment Board (WIB). The WIB was the main sponsor of the program, which featured a keynote address, an entrepreneurial panel and a business concept competition with cash prizes totaling $1750. More than 250 area high school and JCC students attended Entrepreneurship Day. A panel of entrepreneurs shared their experiences with students and provided invaluable advice. Doreen Marks Garrett of Otis Technology (a member of the SBDC Hall of Fame), Tim Patenaude of Super Gnarly, Marty Timmerman of Subway and Danielle Jobson of Jobby’s Pizza comprised the panel of entrepreneurs. In the business concept competition, teams from Copenhagen Central School, JCC and Watertown High School pitched their new business ideas to a panel of judges. The JCC team, Antoinette’s Cake Creations, a mother-daughter duo, took first place and a cash prize of $1000.

On December 3rd, Staten Island SBDC Director Dean Balsamini participated in a meeting of the Assembly Republican Task Force on Small Business in New York State that was held on Staten Island. Other participants included Assemblyman Lou Tobacco (R-South Shore), New York City Councilman Vincent Ignizio, representatives from Mayor Bloomberg's office, the State Island Chamber of Commerce, key business leaders on Staten Island and several small business owners. Dean spoke about the SBDC, its role both locally on Staten Island and statewide. Assemblyman Tobacco asked for SBDC assistance in doing workshops and forums to assess small business needs/issues. Assemblyman William D. Reilich from the 134th District in Monroe County in Rochester chairs he statewide task force. Over 50 people attended the task force meeting.


On November 5th, Corning SBDC Business Advisor Chris Ward participated in an agri-tourism workshop presented by SCOPED (Schuyler County Partnership for Economic Development). The SBDC will provide business plan assistance to agri-tourism ventures specializing in such products as cheese, wine, exotic animals, apples and fiber goods. This is the final phase of SCOPED's agri-tourism development project funded by the Appalachian Regional Commission (ARC).

On December 6th, Stony Brook SBDC Business Advisor Bernie Ryba addressed 50 senior electrical engineering students at the University regarding the services provided by the Stony Brook SBDC and the important considerations when starting a technology based business. During the semester, these graduating seniors heard from several speakers, including the Chair of the Department of Electrical and Computer Engineering, the University Director of the



Office of Technology Licensing and an executive from Northrup Grumman.

On November 19th, the Corning SBDC staff met with the retail specialist for Corning's Gaffer District to review market research on downtown development trends, current vacancies, services to existing businesses, and the client referral process. This was representative of SBDC’s continuing support of the small businesses in downtown Corning.

The week of Thanksgiving, the Staten Island SBDC hosted the business class from South Shore High School in Brooklyn. Their teacher, Ms.Vega, the Assistant Principal of the school and a College of Staten Island graduate, teaches an "Introduction to Business” class for seniors. She wanted to give her students an opportunity to understand the opportunities and challenges involving small businesses, and called the SBDC to arrange the visit. The students’ visit included a tour the campus and a presentation by Director Dean Balsamini.

MARKETING

On November 28th, Pace SBDC Director Ira Davidson and Business Advisor Catalina Castaño participated in the New York Xpo for Business that was held at the Jacob K. Javits Convention Center. The SBDC had a booth at the Xpo that attracted over 10,000 attendees. Ira made a presentation called "The Business Plan - Roadmap to Success" that was attended by more than one hundred people.

On November 9th, staff from the Staten Island SBDC participated in State Senator Andrew Lanza's Senior Day at Mt. Loretto on the South Shore of Staten Island. The SBDC had a booth promoting its services on Staten Island and over 800 people were in attendance. Senator Lanza expressed his appreciation for our support of his services and programs for Seniors Day.

SPECIAL PROJECTS

On November 7, the Staten Island SBDC and the Coast Guard co-sponsored a Veterans Business Resource Day at the Fort Wadsworth Coast Guard Base on Staten Island. Topics of discussion included special loan programs that are only available for New York State Resident Veterans and their spouses, business plan development, sources of financing, and government contracts. Speakers included Frank Dito from the US Small Business Administration, Chet Sadowski from the NYBDC, and John Narciso from the Farmingdale SBDC and Veterans Business Outreach Center program. Coast Guard Commander-Tim Heitsch and newly re-elected City Councilman Vincent Ignizio also spoke at the meeting. The seminar was well received by the more than 30 veterans in attendance.

On November 10th, Staten Island SBDC Director Dean Balsamini participated in a forum held by State Senator Diane Savino, which focused on discrimination issues affecting Veterans. In attendance were several veterans and their relatives, as well as various other State Agency representatives. Dean gave a brief presentation about the services the SBDC can provide and about the statewide network. The forum was aired by Cable Channel New York One. At the forum, Dean spoke to Thomas Shanahan, Deputy Commissioner for External Relations for the NYS Division of Human Rights, who said he might be interested in collaborating with the SBDC on some programs for Veterans in 2008.

ABOUT THE GAZETTE








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SPD Gazette Week of January 21, 2008 / Issue 40

Selecting a Hall of Fame Nominee

Since the Small Business Hall of Fame was established in 2004 with 32 initial members, six businesses have been added. The Hall of Fame committee has reviewed the applications of more than100 businesses to select the current members of the Hall of Fame. Here are the basic criteria that each successful candidate business must meet:

1. The business must have been established for at least 5 years and must be stable 2. The principals of the business must have a strong relationship with the SBDC. 3. The business must have made a significant impact in the business community –

economic and otherwise. 4. There must be a good story to tell about the business and its principals.

These criteria provide minimal guidance to advisors and directors in the selection of candidates for nomination. A more descriptive summary of each of the criteria follows:

Basic Criteria = Stable business of 5+ years The business has shown steady growth in sales since it was established. The Committee will probably not select a business that is a recent start-up or only in existence a few years – even if it has been honored as an SBDC Entrepreneur of the Year.

Basic Criteria = Strong relationship with the SBDC There is a definite pattern of business growth that correlates with return visits to the SBDC advisor for assistance. The Committee will probably not select a business owner that visited the SBDC for a few sessions to work through a business plan and cash projections, achieved financing, and never came back.

Basic Criteria = Significant Impact A business with good economic impact in terms of dollars and jobs and is run by principals that contribute to the community, e.g. sponsor youth recreational teams, hold fundraisers for worthy causes, or hire workers dislocated by corporate or government facility closures. The Committee will probably not select a business with huge dollar and job impact, a brief relationship with the SBDC and no story. Although impact is one of the criteria for Hall of Fame, it is not the most important.

Basic Criteria = A Good Story A business owned by an individual or partners or family that has overcome personal, business, financial and other challenges on the way to success. The Committee will probably not select a business owned by a wealthy individual who invested significantly but does not have a good story. It is up to the advisor to share the client’s passion for the business and his or her passion for helping the client succeed.



The Committee also looks at whether the business owner is a member of one of SBA’s and SBDC’s ”priority” segments of the population – veterans (especially service-disabled veterans), and small business owners in the National Guard and Reserve; minorities; women; individuals with disabilities, and so on.

Nominate Your Client Now!

Do you have a client that you want to see in the New York Small Business Hall of Fame? If yes, then you’ll be pleased to hear that this year the Committee decided to change the nomination process. All we ask is that you write a paragraph about why your client should be considered for the Hall of Fame. In the paragraph, describe the type of business, how the SBDC assisted the client, and explain why this business owner and business stands out as exceptional in relation to your other clients. Remember to share your client’s passion for his or her enterprise. Selecting new Hall of Fame members is competitive, and the Committee members want your client to “win” as much as you do, but the Committee only knows what you tell it.

Please share your paragraph with your director – and perhaps your colleagues at the center - before sending it to Central. There is no limit to the number of nominees from a center, but your director should approve your nominee. If you have any questions about a client’s viability for the Hall of Fame, talk to your director or one of the Committee members:

Dee Clark, 518-564-2520; Dean Balsamini, 718-982-2562; Doug Boyce, 607-777-4024; Gloria Glowacki, 631-632-9078; Roger Green, 518-641-0610; Mary Hoffman, 518-641-0620; Dale Rice, 315-386-7312; Sharon St. John, 315-792-7547

Send your paragraph(s) to Mary Hoffman at [email protected] by Monday, February 4th.

The Committee will review all paragraphs submitted and select the finalists. Advisors of the finalists will be asked to complete the nomination form and provide supporting documentation. Good luck to everyone!

<<<<<< >>>>>>

"If our net product - our performance - were arrived at by individual competition, victory and defeat, then each of us would not be so important. But if our product is arrived at by common effort and understanding and devotion, then all of us are diminished by the weakness or absence of each of us." - Robert Shaw





TECHNOLOGY

A blog - short for "Web log" – is a specialized site that allows an individual or group of individuals to share a running log of events and personal insights with online audiences. Some describe it as an online diary through which people can post messages and others may view and respond to the posts. The Research Network (RN) blog (http://sbdcrn.blogspot.com) was established to provide an additional source of small business information for SBDC staff throughout the program, particularly the business advisors. RN Information Specialist Roger Green recently reviewed and shared some blog statistics. According to Roger, the RN blog has seen a steady increase in usage since June 2007. That month there were 297 "visits" and 754 "page views", the latter number referring to people going elsewhere on the page besides the original point of entry. Since then the visits and page views have steadily increased. In December, the blog was visited 1047 times and the visitors called up1736 pages. January 2008 appears to be headed for another record, with more than 400 visits and 700 page views in the first 10 days of the month. At any given point, 40% of the blog visitors are from New York State, 40% are from elsewhere in the United States, and 20% are from outside of the country. There were visitors from the Ivory Coast, Lithuania, Bangladesh and Uruguay when Roger checked the blog monitoring software on Friday, January 10th. Besides the current articles, generally read when the library sends out its weekly notification e-mail, the most popular articles covered topics such as meetings, grants, the U.S. economic census, WiFi for customers, kitchen incubators and credit counseling services.


The Watertown SBDC participates on the Fort Drum Regional Liaison Organization’s (FDRLO) Economic Development Task Force. For more than a year, SBDC Assistant Director Ann Durant has served on FDRLO’s Contracting Committee, whose main focus is to lend assistance to small businesses that are doing business or are interested in doing business with Fort Drum. Two studies commissioned by the FDRLO in conjunction with the Small Business Development Center, the Greater Watertown-North Country Chamber of Commerce, and Empire State Development determined that local businesses need help navigating the complicated process of applying for government contracts. The Contracting Committee was instrumental in persuading the FDRLO to approve $65,000 to create a Procurement Technical Service Center (PTSC). Initially the center will be open three days a week, but if there is enough demand the hours will be expanded for a full time position. The service will be a precursor to the FDRLO applying for Federal Funding to open a Procurement Technical Assistance Center (PTAC). The PTSC is currently accepting applications for a Procurement Assistance Specialist and anticipates opening for assistance in February 2008.

Mid-Hudson SBDC Director Arnaldo Sehwerert met with the District Director for Congresswoman Kirsten Gillibrand in Hudson to share the SBDC’s FY 2006-2007 economic impact numbers and summary of activities in the congresswoman’s district. In addition, Director Arnaldo Sehwerert met with several state legislators and their staff, including Senators William Larkin and John Bonacic; Assemblymen Kevin Cahill, Peter Lopez, Clifford Crouch, and Thomas Kirwan; and Assemblywomen Aileen Gunther and Calhoun, Newburgh to present the SBDC’s economic impact numbers and a summary of activities in the region and in their respective districts.


In late December, Stony Brook SBDC Assistant Director Gloria Glowacki was interviewed by a reporter for the Long Island Business News on disaster preparedness. She told the reporter why small businesses have trouble with disaster prep, etc., adding that it is the responsibility of the SBDC and similar organizations to keep small businesses informed. Accordingly, the Stony Brook regional center developed a two-pronged plan on providing assistance with disaster preparedness. First, the center is preparing a bulleted e-mail blast to cover the main topics of the SBA’s Small Business Disaster Preparedness Guide. The email will be sent to clients, former clients and workshop attendees. Secondly, the center will hold a workshop to provide more substantive information.

Mid-Hudson SBDC Director Arnaldo Sehwerert met with Susan Scanlon, Corporate Affairs Director for Marist College. The college and the center and working on finding ways to extend low cost IT services to small businesses in the region.

The Mid-Hudson SBDC received a few referrals in December. Congresswoman Kirsten Gillibrand’s office recommended that Melissa Everett, Executive Director of Sustainable Hudson Valley meet with SBDC Director Arnaldo Sehwerert to discuss outreach to small businesses. Similarly, the Ulster County Development Corporation suggested that Les Neumann, Executive Director of the Hudson Valley Center for Innovation meet with SBDC Director Sehwerert to discuss SBDC assistance for HVCFI’s clients.


Mid-Hudson SBDC Business Advisor John Moriarty and Director Arnaldo Sehwerert attended the Howard St. John Lecture at SUNY Ulster. The program provided insight into the future county executive system to take effect in Ulster County in 2008.

In mid-October, LaGuardia SBDC Business Advisor Emily Kerr attended a daylong conference in Manhattan called Ladies Who Launch Live. The conference hosted 700+ women entrepreneurs from the Greater New York area in a day of networking, talks by women business leaders, and targeted education on things like business planning, insurance, and search-engine optimization.



MARKETING

Mid-Hudson SBDC Director Arnaldo Sehwerert met with Pat Courtney, Regional Representative of NYSERDA, and Executive Director of the Kingston Midtown Business Association, to talk about the SBDC’s outreach into the Latino community in Kingston. Dr. Sehwerert is assisting the association with its Kingston initiative.

As part of its ongoing marketing and networking efforts, the LaGuardia SBDC participated in the Long Island City Business Development Corporation trade fair, which drew roughly 2000 attendees. This year’s fair hosted booths of local business owners, the banking community, and other LIC institutions; the day ended with a luncheon. The SBDC exhibited at the fair, along with LaGuardia’s other Centers for Economic Development at LaGuardia, which include NYDesigns, the Procurement Technical Assistance Center, and the Center for Corporate Education.

SPECIAL PROJECTS

In the fall, the LaGuardia SBDC hosted an entrepreneurship workshop series in conjunction with the Artisan Baking Center and Mi Kitchen Es Su Kitchen. The series covered many steps in launching a food-related business, including legal considerations, financial planning, marketing, business planning, obtaining capital, and developing a product. On November 29th, the series culminated with a graduation ceremony for the committed attendees. Each attendee made a short presentation about his/her business and Leslie Nilsson, the Founder and Executive Chef of Sage American Kitchen shared her advice for business growth. Attendees raved about the series and the LaGuardia SBDC is planning another for March 2008.

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spd gazette - nys small business development …spd gazette week of june 25, 2007 / issue 31...

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