Native American Veteran Entrepreneurs and SBA Partners for Success Presenter Jeff Estep President Heritage Global Soluti

1. Native American Veteran Entrepreneurs and SBA Partners for SuccessPresenterJeff EstepPresidentHeritage Global Solutions, Inc.

2. Agenda • Why are we here? • Mission and Goals • Overview of SBA • Practical experience working with Public & Private sector customers • Available resources

3. Why are we here?The SBA Initiative In September of 2008 the SBA’s Office of Native American Affairs initiated a program to improve its outreach and services awareness in the Native American community. Surveys showed that Veterans in this community had a high interest in business ownership, so Vets were specifically identified for outreach efforts.

4. How do we reach Native Vets? A study was commissioned and awarded to Gabbard & Company to analyze the Native Vet community and determine the best way to reach those who were not already registered business owners with the SBA.

5. What Did Gabbard & Co. Learn? • ~ 200,000 Native Americans own businesses • ~13,000 of these businesses are owned by Veterans • Only 450 Native Vet business are registered in the CCR • ~175,000 Native Vets don’t own a business, but many may want to know how they would start one • All are candidates for SBA assistance.

6. What Did Gabbard & Co. Learn? • Native American obstacles to business ownership are: lack of financial resources, lower educational attainment levels, and lack of demand in rural and reservation areas. • Historical efforts to draw Native Americans away from their locale to receive business training and support services have not worked. Native Americans are less inclined to travel in order to take advantage of such services. • To increase the use of SBA services, marketing programs must be pushed out to tribal areas and hosted by familiar trusted organizations. • The SBA has designated these trusted organizations as Resource Partners.

7. Heritage’s Mission Educate Native American Veteran Entrepreneurs and future entrepreneurs on existing SBA policies and programs in order to create an environment for success.

8. Goals • Conduct Education and Outreach events across the U.S. • Grow and maintain a database of contact information for Native Vet Business Owners and Entrepreneurs. • Create a portal designed specifically for Native Veteran Entrepreneurs. (NAVBIZ)

9. NAVBIZ Vision NAVBIZ will be a portal that Native Vet Business owners and entrepreneurs will use to advance their business interests. It will be the go-to place for business networking.

10. NAVBIZ Features • Registration as a partner or member – Build the NAVBIZ database • Learn about SBA programs targeted specifically to Native Vets • Learn how SBA programs are received by reading blogs/commentary posted by NAVBIZ partners and members • Links to broad resources that may be of aid to Native Vet Entrepreneurs • Learn about other ideas and programs from the membership • Contribute to the online community by posting comments or blogging • Utilize a NAVBIZ knowledgebase to retrieve relevant information • View the SBA calendar of outreach and education events (A Native Vet Portal and Knowledgebase have been hosted but not made public)

11. SBA Advantages • Office of Native American Affairs http://www.sba.gov/aboutsba/sbaprograms/naa/index.html • SBA 8(a) program • 13 CFR 124.506 • Patriot Express • E200 program • Executive level training initiative for small business owners.

12. SBA Advantages – Part II • Small Business Primer • Online Video http://app1.sba.gov/training/na_primer/ • Executive Order – Create Interagency Task Force on Veterans Small Business Development. http://www.whitehouse.gov/the-press-office/executive-order-interagency-task-force-veterans-small-business-development

13. SBA Tribal 8(a) • The “8(a) program” is designed to help small business who are owned and controlled by socially and economically disadvantaged individuals and economically disadvantaged Indian Tribes and Native Hawaiian Organizations in competing on an equal basis in the mainstream of American economy. • Opens avenues into other federal agencies. • SBA is authorized to contract with other federal agencies, then subcontract to eligible 8(a) participants. • Sole Source Potentials • Contracts up to $5.5M for individually-owned businesses assigned manufacturing SIC/NAICs and $3.5M for all other contracts. (13 CFR 124.506)

14. Patriot Express

15. Interagency Task Force on Veterans Small Business Development Establishes an interagency task force to coordinate the efforts of Federal agencies to improve capital, business development opportunities, and pre-established Federal contracting goals for small business concerns owned and controlled by veterans and service-disabled veterans

16. Interagency Task Force on Veterans Small Business Development - Part II (i) improving capital access and capacity of small business concerns owned and controlled by veterans and service-disabled veterans through loans, surety bonding, and franchising;(ii) ensuring achievement of the pre-established Federal contracting goals for small business concerns owned and controlled by veterans and service-disabled veterans through expanded mentor-protégé assistance and matching such small business concerns with contracting opportunities;(iii) increasing the integrity of certifications of statusas a small business concern owned and controlled by a veteran or service-disabled veteran;(iv) reducing paperwork and administrative burdens on veterans in accessing business development and entrepreneurship opportunities;(v) increasing and improving training and counseling services provided to small business concerns owned and controlled by veterans; and(vi) making other improvements relating to the support for veterans business developmentby the Federal Government;

17. Reality Check • You are Native American…… • You are an honored military veteran….. • You may even be certified 8a….. Where is all the business?????

18. Standard Business Practices • We built it …they did not come!!! • Market your product • Produce quality goods/services • Create great customer relationship management

19. Private Sector Assistance • Native American Business Enterprise Center • Sponsored by American Indian Chamber of Commerce of New Mexico and U.S. Department of Commerce’s Minority Business Development Agency Specific types of Management and Technical Assistance shall include but are not limited to the following: • Marketing • Access to Capital • Contracting and Procurement Opportunities • Finance & Accounting • Bonding • General Management • Personnel • Administration Website: www.nmabec.org

20. Private Sector Assistance Part II • Department of Defense Office of Small Business Program • Indian Incentive Program(IIP) - makes every effort to provide added value to the government, in that, this program is funded independently by the Office of the Secretary of Defense and is not supported by the funds of the contracting agency. • Company must be owned by an enrolled member of a federally recognized tribe. • These contracts require contractors to use their best efforts to give Indian organizations and Indian-owned economic enterprises the maximum practicable opportunity to participate in subcontracts awarded to the fullest extent consistent with efficient performance of the contract(s). Contracting officers, subject to the terms and conditions of the contract, shall authorize an incentive payment of 5 percent of the amount paid to subcontractors that are Indian organizations or Indian-owned economic enterprises.

21. Private Sector Assistance - Part III • IIP Source: http://www.acq.osd.mil/osbp/programs/iip/about/index.htm

22. Private Sector Experience Prime Contractors • Prime Contractors look for same characteristics in all sub-contractors: • Age of Business • Performance • Financial stability • Small business can respond quicker and with more innovation.

23. Private Sector Experience - Part II • Prime Contractors looking specifically at small business: • Must fit into industry-standard definitions of being small or diverse companies • Product and service leadership • Sustained high performance in cost, quality, and delivery • Financially healthy and lean • Customer-focused • Innovative and responsive

24. Private Sector Experience - Part III • Prime Contractor Environments: • Multi-national in scope • Multitude of programs • U.S. Defense budget has major impact if company is focuses on defense contracts. • Programs are always changing • Management is becoming more virtual • Employ thousands internally to support programs

25. Private Sector Experience - Part IVAT&T launches …..Operation Hand Salute “OHS” • The purpose of this program is to develop and promote DVBEs, continue towards the goal of 1.5% of AT&T’s purchase base to be with DVBEs, and help these mentees advance their businesses to the next level. • Advocacy:armed with knowledge on DVBE regulations, resources, advocacy groups, mentees will be better prepared to advocate for their value proposition • Awareness: increased awareness of procurement processes and supply chain requirements will make the mentees more competitive in the bid process • Innovation: working with mentors, to understand how to sustain their business in an ever challenging economic environment • Training: 9 - TL 9000 Classes, 8 – Workshops • Partnerships: Create networking opportunities through various resources (Primes, mentors, etc) • Accountability: Monthly status reports ensure that the Mentor and Mentee are working together on an action plan to insure success of the program and establish key follow-up items • Recognition: Participants will be prominently identified in program materials and have opportunities to interact with key AT&T leaders

26. Public Sector Assistance • Procurement Technical Assistance Center (PTAC) • Congressionally authorized initiative to assist organizations that are seeking to market their goods and/or services to federal, state, and local governments. • Provides a variety of tools and services that assist local businesses in identifying government procurement opportunities and to compete more effectively for government contracts.

27. PTAC Benefits • one-on-one counseling to assist in the pursuit of government contracts. • access to contract opportunity listings and bid boards. • bid matching for prime contracting and subcontracting to qualifying businesses. • assistance in completing certifications applications to compete for all levels of government contracting. • training seminars on various contracting topics. • assistance in marketing your organization to government buyers by providing procurement contacts, buyers, purchasing agents and contracting personnel for federal, state and local government agencies. • Access to a technical library

28. Public Sector Assistance - Part II • New Mexico – Department of Veteran Services Veterans Business Resource Center – Albuquerque • A business resource center that opened its doors in Albuquerque in 2008. • This niche of service was spawned by Public Laws 106-50, 108-183, 109-461 and Presidential Executive Order 13360 which, among other things, established federal government wide goals of awarding not less than 3 percent of the total value of all prime contract and subcontract awards for each fiscal year to small business concerns owned and controlled by service-disabled veterans. • The Department’s goal is to be the nation’s leading state advocate for veterans in business and a motivator/facilitator for veterans exploring the prospects of business ownership. • Website: http://NMVetBiz.org.

29. Public Sector Assistance - Part III • Technical and Community Colleges • Don’t forget your own government • U.S. Senators • U.S. House of Representatives • State Officials

30. Small Business 101 • Know your Customer • Who will buy your product or service? • How do they buy? • When do they buy? • Where are they located? • How many potential customers are there?

31. Small Business 101 - Part II • Legal Aspect • Corporate, Federal, State, & Local Acquisition regulations • Contract requirements & specifications • How to obtain contract history • Recommend using an attorney

32. Small Business 101 - Part III • Performance Counts • Deliver what is promised • Deliver on time • Provide good quality for a fair value

33. Small Business 101 - Part IV • Registration & Certifications • Federal governments Central Contractor's Registration (CCR) www.ccr.gov • Obtain third party certifications • Small Business Administration (SBA) • National Minority Supplier Diversity Council • Native American Chambers • National Center for American Indian Enterprise Development/UIDA • Disabled Veterans • Women Owned organizations

34. Small Business 101 - Part V • Create a written Business Plan • Business requirements • Description of your mission statement • Detailed information on breadth of customer base • How you hope to obtain financing

35. Small Business 101 - Part VI • Attitude • Know and understand the marketplace • Be positive and remain positive • Demonstrate passion for your business • Wear appropriate business attire

36. Small Business 101 - Part VII • Presentations & Trade shows • Bring up to date information about your company • Don’t oversell your abilities • Maintain professional decorum • Don’t spend a lot of money on marketing collateral(give-a-ways)

37. ResourcesFranchises • NaVOBA –National Veteran Owned Business Association • www.navoba.com

38. Resources - Part II Sourcing businesses • Business Matchmaking - the nation's leading public-private small business procurement program, can put you face-to-face with government and corporate buyers for a wide range of products and services. www.businessmatchmaking.com • Teaming USA - dedicated to helping small business owners find partners and learn the powerful advantages of working together to win government and major corporate contracts. www.teamingusa.com

39. Resources - Part III Tools & Counseling • SCORE– Counselors to America’s Small Business. A resource partner of the SBA www.score.org • HP & Microsoft Small and Medium Business tools http://www.hp.com/sbso/services/good-business.html?jumpid=ex_r295_P2C_flower_webinars# • IBM – Small and Medium Business toolkit www.us.smetoolkit.org

40. Resources - Part IV

41. Resources - Part VHelpful Websites

42. Resources - Part VIHelpful Websites

43. Resources- Part VII

44. Albuquerque Local Contacts • SBA • 8(a) Program Contact: Edward Cadena Phone: 505-248-8237 E-mail: edward.cadena@sba.gov Website: http://www.sba.gov/localresources/district/nm/index.html • Native American Business Enterprise Center Contact: Mr. Ted M. Pedro, Executive Director Address: 2401 12th Street NW, Suite 5-South Albuquerque, New Mexico 87104 Phone: 505-243-6775 Email: tedpedro@nmnabec.org or tedpedro@qwest.net Website: http://www.nmnabec.org

45. Albuquerque Local Contacts - Part II Veterans Business Outreach Region VI The University of Texas – Pan American States covered: Texas, New Mexico, Arkansas, Louisiana, Oklahoma Contact: Alonzo Gracia Address: 1201 West University Drive Edinburg, TX 78539-2999 Phone: 956-292-7547 Fax: 956-316-2612 Email: vboc@panam.edu Webpage:  http://www.utpa.edu/vboc Veterans Enterprise Training Program Contact: Lloyd Calderon Address: 300 San Mateo NE # 106 Albuquerque, New Mexico 87108 Phone: 505-841-2956 or 1-877-708-0002 Fax: 505-841-5560 Email: Lloyd.calderon@state.nm.us Webpage: ttp://www.dvs.state.nm.us/vetpro.html

46. Albuquerque Local Contacts - Part III • New Mexico SBDC/PTAP Statewide PTAC 6401 Richards Avenue Santa Fe, NM 87508 Phone: 505-428-1362 Wendy Ederer - Program ManagerPhone: 505-428-1362Email: wendy.ederer@sfcc.edu Elaine Palin - Procurement AdvisorPhone: 505-428-1850Email: Elaine.Palin@sfcc.edu • Central N.M. Community College 2501 Yale Blvd. SE Suite 302 Albuquerque, NM 87106-4329 Phone: 505-224-5250 Linda Kitterman - Procurement AdvisorPhone: 505-224-5250Email: Linda.Kitterman@sfcc.edu • Dona Ana Community College - Las Cruces Las Cruces, NM William Hett-Dobricky - Procurement AdvisorPhone: 575-527-7431Email: William.HettDobricky@sfcc.edu • NMSU - Alamogordo 2400 Scenic Dr. Alamogordo, NM 88310-3722 Phone: 575-439-3660 Otis Ferguson - Procurement AdvisorPhone: 575-439-3660Email: Otis.Ferguson@sfcc.edu

47. Albuquerque Local Contacts - Part IV • Veterans Administration(VA) 500 Gold Avenue, S.W. Albuquerque, NM 87102 Phone: 800-827-1000 http://www2.va.gov/directory/guide/facility.asp?ID=245 • NM Veteran Service Network Website: http://www.nmveterans.net/

48. Questions