Agenda

1. Agenda • SBDC Program Overview • Investor Relations & Marketing • Strategic Plan • Consulting Policies & Procedures • Knowledge Management • Professional Development • Educational Programming Policies & Procedures • Welcome Reception

2. Agenda • Technology Commercialization Services • International Business Services • Product Development Center • Government Marketing Services • Environmental Management Services

3. Mission To grow the economy of Pennsylvania by providing entrepreneurs with the education, information and tools necessary to build successful businesses.

4. Program History • Began in 1977 as a pilot program in 7 states • Federal legislation establishing the program signed into law in 1980 • Pennsylvania SBDC system established in 1980 with 7 centers • Today, there are 16 SBDCs with over 100 outreach offices and consulting sites that serve the entire state

5. Service Areas Gannon University University of Scranton Lock Haven University Clarion University Wilkes University Indiana University Penn State University Bucknell University Duquesne University LehighUniversity University of Pittsburgh Temple University St. Francis University Kutztown University St. Vincent College Wharton School

6. Overview • The Pennsylvania SBDCs play a unique and vital role in the Commonwealth’s economic development initiatives as the only statewide organization that: • works with entrepreneurs in all stages of business from pre-venture to start-up to growth to reinvention • offers a comprehensive portfolio of business assistance services • works with companies in all industry sectors • has access to the expertise and resources of some of the best universities in the world • is accredited as mandated by Congress • is part of a national network of over 1,100 centers

7. Service Philosophy The SBDCs help build the management capacity of entrepreneurs and small business owners through providing education, guidance, feedback, information and technical assistance. Clients are expected to participate fully in the process and do the bulk of the work.

8. Output 2005 Service Summary Entrepreneurs Consulted…………………………14,140 Total Hours of Consulting Provided…………….148,087 Training Workshops, Seminars & Courses……1,119 Training Event Attendees…………………………21,345 Client Obtained Financing………………………..$189,607,925 Individuals Obtaining Information ………………764,467

9. Output The Pennsylvania SBDCs are the largest provider of entrepreneurial assistance in the Commonwealth.

10. Outcome The annual increase in sales of SBDC clients will be $1 billion per year as a result of receiving SBDC assistance.

11. Program Values QualityInnovationIntegrityImpact

12. Quality • Center Reviews: Semi-Annual State Director’s Review and quadrennial Peer Review • Consulting Engagement Evaluations • Annual Impact Study • ASBDC Accreditation • Center Quality Control Programs • Benchmarking • Professional Development Program

13. Program Innovations • Product Development Center • Peer Review Program • WISE Program • Technology Commercialization Assistance Program • Environmental Management Assistance Program • Annual Client Exposition in the State Capitol • Investor Education Program • Family Business Awards Program • Franchising 101 • Mid-Atlantic Business Conference for Science and Technology • The First Step Course and Courses for New Businesses • Engagement Based Consulting Process

14. Impact • A New Business is Opened every 2 hours and 36 minutes by SBDC clients • A New Job is Created every 1 hour and 1 minute by SBDC clients • $100,000 in new sales is made every 59 minutes by SBDC clients

15. State Director’s Office Responsibilities • Leadership in Policy and Strategy Development • Program Development and Management • Quality Assurance • Professional Development • Marketing • Resource Development • Contract Management

16. Investor Relations & Marketing SBDC Program Partners The SBDCs are funded by the Commonwealth of Pennsylvania, the U.S. Small Business Administration, the private sector and the host institutions. This support enables consulting services to be provided at no charge to the client.

17. Investor Relations & Marketing SBDC Program Partners

18. Investor Relations & Marketing SBDC Program Investors • State and Federal Legislators and host institutions are investors in the SBDC program. • It is important to notify investors of the return on their investment in the SBDC program.

19. Investor Relations & Marketing It is the responsibility of ALL staff of the Pennsylvania Small Business Development Center program to assist in educating the program’s investors on the return on their investment in the program.

20. Investor Relations & Marketing • GOALS • Educate the business community, potential clients, stakeholders and other key constituencies that the SBDCs provide a full range of high-quality services to businesses in all stages of development and in all industries that have a positive impact. • Increased perceived value to the host institutions of their sponsorship of the SBDC.

21. Investor Relations & Marketing • GOALS • Secure an $8 million state appropriation for the program. • Motivate congressional delegation to appropriate $110 million in funding for the national SBDC in FY 2007. • Involve clients in the political process.

22. Investor Relations & Marketing Political Power • Money • Professional Lobbyists • Grassroots Action

23. Investor Relations & Marketing • SBDC Political Power: Clients • Eligible voters • Have a “stake in society” • Contribute to the economy • Employ people • Employees share owner’s interests • Retain population • Source of campaign funds

24. Investor Relations & Marketing • SBDC Political Power: Services • Source of Information • Services for Constituents • Visibility Opportunities

25. Investor Relations & Marketing ALWAYS Remain Non-Partisan!

26. Investor Relations & Marketing • Actions • 10% of all clients write support letters • Meeting with legislators - semi-annually • Client Success Stories • Encourage clients to register to vote and participate in civic life

27. Investor Relations & Marketing 12th Annual SBDC Client Exposition Tuesday, April 25, 2006 8:00 a.m. – 2:00 p.m. State Capitol - East Wing Rotunda

28. SBDC Client Exposition Client Exposition

29. Investor Relations & Marketing • SBDC Value to Host Institutions • Student Involvement • Community Visibility • Research Opportunities

30. Investor Relations & Marketing • SBDC Advisor • Published 3 times a year • Need client success stories and educational events to profile

31. Investor Relations & Marketing • Branding • A cohesive brand helps current and potential clients understand the SBDC program and the scope of its products and services. • A consistent brand, position and messages will enable the SBDC program to build common materials and tools which can be used by all centers, saving time and money.

32. Investor Relations & Marketing • Branding • A strong brand will enable the SBDC program to position itself more clearly in the minds of its audiences – clients, funders, employees, host administrators, media, partners and network employees. • A well conceived and consistently implemented brand will reflect positively on the professionalism and competency of the SBDC program.

33. Investor Relations & Marketing • Branding • A strong brand structure and guidelines will help maintain continuity as staff and the organization change over time.

34. Investor Relations & Marketing • Branding – Signature Elements Signature/Logo An accredited affiliate of the national network of Small Business Development Centers.

35. Investor Relations & Marketing • Branding – Signature Elements Logotype Signature/Logo An accredited affiliate of the national network of Small Business Development Centers.

36. Investor Relations & Marketing • Branding – Signature Elements Logotype Signature/Logo Name An accredited affiliate of the national network of Small Business Development Centers.

37. Investor Relations & Marketing • Branding – Signature Elements Logotype Signature/Logo Name Position Statement or Tagline An accredited affiliate of the national network of Small Business Development Centers.

38. Investor Relations & Marketing • Branding – Signature Elements Logotype Signature/Logo Name Position Statement or Tagline An accredited affiliate of the national network of Small Business Development Centers. Relationship Line

39. Investor Relations & Marketing • Pennsylvania SBDC Website • Primary Marketing Tool • Educational programs listing • Opportunities for client exposure • Resources, Tools and Information

40. Strategic Plan Mission To grow the economy of Pennsylvania by providing entrepreneurs with the education, information and tools necessary to build successful businesses.

41. Strategic Plan Goals The first two goals focus on developing new programs to help clients grow their businesses and goals 3-6 focus on enhancing current operations and improving efficiency.

42. Strategic Plan Goal 1 Continue to provide services to clients in all industries, including service, retail and manufacturing, and develop new programs to meet the evolving needs of clients and to support the economic development initiatives of the Commonwealth of Pennsylvania and the federal government.

43. Strategic Plan Goal 1 - Objectives • Provide clients with the education, information and tools necessary to successfully manage their businesses through the transitions associated with start-up, established and high-growth stages. • Adjust services to help entrepreneurs and companies respond to changing economic conditions.

44. Strategic Plan Goal 1 - Objectives • Introduce host institutions to Keystone Innovation Zone opportunities and provide them with support necessary to capitalize on them. • Develop and enhance outreach, services, and tools to serve unique populations including historically disadvantaged, veteran, and women entrepreneurs. • Expand services to provide start-ups with assistance on tax compliance issues.

45. Strategic Plan Goal 1 - Objectives • Expand services to help entrepreneurs develop new products and find new markets for their products and services. • Partner with other organizations to provide services to contribute to the vitality and growth of business districts. • Partner with vocational and technical schools to expand access to information and training on the mechanics of starting a successful business. • Support the continuing operation of successful Pennsylvania businesses by helping them to prepare for transitions in ownership and/or management.

46. Strategic Plan Goal 2 Expand its expertise for assisting agri-business, travel and tourism, and homeland security entrepreneurs statewide. It also will expand its expertise for assisting other targeted industry segments on a regional basis.

47. Strategic Plan Goal 2 - Objectives • Expand expertise and services to address the needs of companies in these industry sectors through hiring, resource acquisition, professional development and strategic partnerships. • Identify regional industry clusters and propose new methods to meet the needs of those clusters. • Develop programs, train consultants, and be prepared to deliver services in the event of national, regional or local disasters.

48. Strategic Plan Goal 3 Position itself as the premier statewide network providing entrepreneurs with the education, information and tools they need to successfully build their businesses.

49. Strategic Plan Goal 3 - Objectives • Improve marketing throughout the network to unify all efforts to communicate a consistent message to constituents. • Improve marketing to referral sources emphasizing SBDC services for established and high-growth companies and for firms in the agri-business, travel and tourism and homeland defense industries. • Improve communications with Congress, the Pennsylvania General Assembly, the state and federal executive branches, and key stakeholders to position the SBDCs as a valuable resource for entrepreneurial assistance.

50. Strategic Plan Goal 4 Enhance its service to clients by launching a statewide, fully operational knowledge management infrastructure.