Reality Check

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

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

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

4. 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.

5. 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.

6. 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.

7. 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.

8. 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.

9. 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)

10. 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.

11. 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 • www.facebook.com/navbiz

12. SBA Advantages • Office of Native American Affairs http://www.sba.gov/aboutsba/sbaprograms/naa/index.html • Office of Veterans Business Developmenthttp://www.sba.gov/aboutsba/sbaprograms/ovbd/index.html • SBA 8(a) program • 13 CFR 124.506 • Patriot Express

13. SBA Advantages – Part II • E200 program • Executive level training initiative for small business owners. • Small Business Development Centers • The Office of Small Business Development Centers (SBDC) provides management assistance to current and prospective small business owners http://www.sba.gov/aboutsba/sbaprograms/sbdc/index.html • 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

14. 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)

15. Patriot Express

16. Private Sector Assistance • Native American Business Enterprise Center • Operated through the cooperative agreement with the U.S. Department of Commerce, 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

17. 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.

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

19. 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.

20. 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

21. 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

22. 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

23. Private Sector • Local Banks • Chase Bank www.chase.com

24. Interagency Task Force on Veterans Small Business Development GOALS • improving capital access • expanding mentor-protégé assistance • increasing the integrity of certifications of status • reducing paperwork and administrative burdens • increasing and improving training and counseling

25. 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.

26. 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

27. Public Sector Assistance Part IIVA – www.VetBiz.gov

28. Public Sector Assistance - Part V • UIDA Business Services Procurement Assistance Center • A supporting non-profit program of the National Center. Is funded by the Department of Defense • Some of the Services Include: • Assist in matchmaking • Training seminars • Hands on Website, Marketing, and Accounting with professionals in the field • Contact Information: George Williams 86 South Cobb Drive MZ0510 Marietta, GA 30063 Phone: 770-494-0431 www.uida.org

29. Public Sector Assistance - Part VI • Veterans Procurement Assistance Center • A non-profit agency whose mission is to assist New Mexico Veterans and Service Disabled Veterans in business. • Some of the Services Include: • Assist in matchmaking • Training seminars • Hands on Website, Marketing, and Accounting with professionals in the field • Contact Information: Veterans Procurement Assistance Center Inc. 1314 Madeira Dr. SE Albuquerque, NM 87108 Phone: 505-338-4155 www.vpacinc.org

30. Public Sector Assistance - Part VII • SATOP – Space Alliance Technology Outreach Program • 40 hours free engineering consulting • Nationwide assistance • Small business focused – under 500 employees • Do not need to be high-tech, manufacturing or aerospace. • www.spacetechsolutions.com or www.rdcnm.org

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

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

33. ResourcesBusiness Network • Buy Veteran Program: www.buyveteran.com • Sponsored by NaVOBA

34. ResourcesWeb advertising • Veteran Owned Business.com • www.veteranownedbusiness.com/az

35. 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

36. 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

37. Resources - Part IV

38. Resources - Part VHelpful Websites

39. Resources - Part VIHelpful Websites

40. Resources- Part VII

41. Arizona Area Local Contacts • SBA • 8(a) Business Development • Associate District Director Ms. Shivani N. Desai (602) 745-7227 Shivani.desai@sba.gov • Business Dev. Specialist Ms. Anita Gibson (602) 745-7229 Anita.gibson@sba.gov • Program Support Assistant Ms. Luz Guerrero (602) 745-7232 Luzviminda.guerrero@sba.gov Website: http://www.sba.gov/localresources/district/az/index.html • Arizona Small Business Development Center Ms. Janice C. Washington, State DirectorMaricopa County Community College2411 West 14th Street, Suite 114Tempe, AZ  85281Phone:  (480)731-8722Fax:  (480)731-8729E-Mail:  janice.washington@domail.maricopa.eduWebsite:  https://www.azsbdc.net/Default.aspx

42. Arizona Area Local Contacts - Part V • American Indian Chamber Eductation Fund PTAC http://www.aicccal.orgNative American PTACAmerican Indian Chamber Education Fund PTAC Subcenter3200 North Dobson Road, Building CSuite 113Chandler, AZ Phone: (480) 699-9529Yvette Fielder - Procurement SpecialistPhone: (480) 699-9529VenessaGleich - Procurement SpecialistPhone: (480) 699-9529Email: venessa.gleich@aicccal.org • UIDA Business Serviceshttp://www.uida.orgNative American PTACUIDA - St. MichaelsSt. Michaels, AZ 86511Cyndi Jarvison - Procurement SpecialistEmail: cjarvison@uida.org • Arizona SBDC Network(locations around the state)2411 West 14th StreetTempe, AZ 85281(480) 731-8720 Phone(480) 731-8729 Faxhttp://www.azsbdc.net/

43. Arizona Area Local Contacts - Part II Arizona Department of Veterans Services www.azdvs.gov Central Regional Office Phoenix Downtown3333 North Central Avenue, Suite 1052Phoenix, AZ 85012Phone: 602-627-3261Fax: 602-627-3275Toll Free: 800-852-VETS (8387) Chandler Palm Plaza3130 North Arizona Avenue, Suite 114Chandler,  AZ 85224Phone: 480-558-2052Fax: 480-558-7973 Northern Region Prescott Downtown 240 South Montezuma Street, Suite 208Prescott, AZ 86303Phone: 928-443-0167Fax: 928-443-1894 Cottonwood1500 East Cherry Street, Suite FCottonwood, AZ 86326Phone: 928-649-9486Fax: 928-649-1274

44. Arizona Area Local Contacts - Part III Arizona Department of Veterans Services www.azdvs.gov Southern Region Tucson Downtown5232 East Pima Street, Suite BTucson, AZ 85712Phone: 520-207-4960Fax: 520-207-4961 Davis Monthan AFB locationRetired Activities Office (RAO)3500 South Craycroft RdBuilding 3210Davis Monthan AFBTucson, AZ 85707Phone: 520-228-582Fax: 520-398-4923 Western Region Yuma Office2811 South 4th Avenue, Suite DYuma, AZ 85364Phone: 928-726-2851Fax: 928-726-2866 Lake Havasu2160 McCulloch Blvd, Ste 105Lake Havasu, AZ 86403Phone: 928-505-4616Fax: 928-505-4622

45. Arizona Area Local Contacts – Part IV • Arizona’s Elite Service Disabled Veterans Owned Business Rogelio Bautista Telephone: 602-301-3035 Fax: 480-460-0856 Email via website: http://sdvob-az.org

46. Continuing Education • Keep updated on Native American Veteran Business news and events, please become of fan of NAVBIZ on Facebook:http://www.facebook.com/navbiz • Please follow us on Twitter as well http://www.twitter.com/navbiz

47. Resources • The resources described in this presentation are informational in nature. Neither Heritage Global nor the SBA can provide any guarantee that these resources will benefit your business.

48. Addendeum

49. 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?

50. 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