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Small Business
DELAWARE EDITION 2020
resource guide
GROW YOUR BUSINESS
in delaware
1
2
CONTENTS
Delaware Edition 2020
Local Business Funding
Assistance Programs
8 National Success Story 28 National Success Story
Jerado and Joyce Reynolds Jennifer and Jeff Herbert’s
know their local landscape for meadery has expanded into a
entrepreneurship support. multimillion dollar enterprise
thanks to SBA assistance.
11 Local SBA Resource
Partners 31 SBA Lenders
13 Your Advocates 33 Need Financing?
14 How to Start a Business 34 Go Global with
International Trade
18 Find an EIN
36 R&D Opportunities for
19 Opportunities for Veterans High Growth Startups
20 Entrepreneurial 38 National Success Story
Opportunities Cheeseburger Baby owner
Stephanie Vitori persevered
22 Write Your Business Plan through a financial storm and a
natural disaster.
24 10 Tips to Help You
Build and Grow a 42 Surety Bonds
Stand-Out Brand
26 Local Success Story
When it came time for Don Chupp
Contracting
to grow his own small business, he
turned to the SBA.
44 National Success Story
Jennifer Rahn steers the course
for Admiral Engineering,
succeeding as a small business
subcontractor.
47 Government Contracting
48 SBA Certification
Programs
49 Woman-Owned Small
Business certification
ON THE COVER Wilmington skyline,
courtesy of Tim Kider on Wikimedia
Commons; Rehoboth Beach, courtesy of
Bob Bowie on Unsplash; Don Chupp, photo
courtesy of Fireside Partners
3
Let us help
give voice
to your
story.
SCOPE OF SERVICES We have all heard the phrase “content is
king.” Creating rich, engaging, and inspiring
content differentiates your brand in the
Brand Voice Catalogs marketplace. But who has time to focus on
Articles Visitor Guides anything other than running their business?
Narrative works with you to develop
Blogs Books
the tools to tell your story across all
Website Content Copywriting
media platforms. Powerful and authentic
Social Media Posts Photography storytelling helps you stand out. It inspires
Email Content Videos action. It creates an emotional impact and
Brochures forges enduring relationships. It separates
you from the competition.
To schedule a meeting or to learn more, contact
Buddy Butler at buddy@newsouthmediainc.com
or call 304.615.9884.
BY NEW SOUTH M E D I A
4
5
PUBLISHED BY
New South Media, Inc.
304.413.0104 | newsouthmedia.com
PUBLISHER
Nikki Bowman, nikki@newsouthmediainc.com
ASSOCIATE EDITORS
Pam Kasey, pam@newsouthmediainc.com
Jess Walker, jess@newsouthmediainc.com
DESIGNER
Hayley Richard, hayley@newsouthmediainc.com
OPER ATIONS MANAGER
Holly Leleux-Thubron, holly@newsouthmediainc.com
ADVERTISING SALES DIRECTOR
Heather Mills, heather@newsouthmediainc.com
ADVERTISING SALES
Meggan Hoyman, Kelley McGinnis, Bryson Taylor
sba@newsouthmediainc.com
Copyright: New South Media, Inc. Reproduction in part or whole is strictly prohib-
ited without the express written permission of the publisher.
© 2019 NEW SOUTH MEDIA, INC., ALL RIGHTS RESERVED
The U.S. Small Business Administration’s Office of Marketing & Customer Service directs
the publication of the Small Business Resource Guide under SBA Contract #SBAHQ-
17-C-0018. SBA publication summer 2019 national edition #mcs-0089.
WRITER/EDITOR
Becky Bosshart
(202) 205-6677
rebecca.bosshart@sba.gov
DIRECTOR OF MARKETING
Paula Panissidi Tavares
paula.tavares@sba.gov
The SBA’s participation in this publication is not an endorsement of the views,
opinions, products or services of the contractor or any advertiser or other participant
appearing here. All SBA programs and services are extended to the public on a nondis-
criminatory basis.
Directory listings do not constitute or imply an endorsement by the SBA of any
opinions, products, or services of any private individual or entity.
Printed in the United States of America.
While every reasonable effort has been made to ensure that the information con-
tained here is accurate as of the date of publication, the information is subject to
change without notice. The contractor that publishes this guide, the federal govern-
ment, or agents thereof shall not be held liable for any damages arising from the use
of or reliance on the information contained in this publication.
6
SBA Delaware
District Office
1105 N. Market St., lobby level
Wilmington, DE 19801
(302) 573-6294
Fax (302) 573-6060
sba.gov/de
@SBA_Delaware
District Director Letter District Director
W
elcome to the 2019-2020 edition of the U.S. Small Business Administration’s John Fleming
Delaware Small Business Resource Guide. Since being the first to ratify the U.S. (302) 573-6182
Constitution more than 200 years ago, Delawareans’ trailblazing spirit continues john.fleming@sba.gov
into the entrepreneurial sphere. In the First State, public and private sector innovators create
Deputy District Director
a first-rate entrepreneurial environment. Delaware is home to over 77,000 small businesses
John Banks
employing nearly half of the state’s workforce.
(302) 573-6553
The SBA helps make the American dream of small business ownership a reality. We are the
john.banks@sba.gov
only federal agency dedicated to helping our 30 million small businesses start, grow, expand,
or recover after a disaster. The SBA Delaware District Office works with an extensive network Economic Development/
of business advisers and lenders to help small businesses at every stage of development. Women-Owned Business
Across Delaware in the last year, we empowered the state’s small businesses to: Representative/
• Find an ally, advocate or mentor via our Delaware SBA Resource Partners, which include SBDC Project Officer
SCORE, the Delaware Small Business Development Center, and the Women’s Business Ellyn Herbert
Center, all powered by the SBA. (302) 573-6183
• Access over $73 million in SBA-guaranteed loans using 38 local banks, credit unions, ellyn.herbert@sba.gov
community-based lenders, and microlenders. The 212 businesses that qualified for SBA
financing have hired thousands of new employees, bought needed equipment, and built Public Affairs Specialist
or renovated facilities. Jennifer S. Pilcher
• Secure over $115.8 million in federal contracting awards. (302) 573-6181
Delaware’s small business environment aligns with the Mid-Atlantic region as a hub for jennifer.pilcher@sba.gov
innovative entrepreneurism. Together with our resource partners, SBA Delaware is proud to
help local entrepreneurs navigate that economic Economic Development/
landscape. Stay up to date on SBA events Veteran Business
near you and get valuable Delaware business Development Officer
information by following us on Twitter Jim Provo
@SBA_Delaware. Register for email updates (302) 233-6847
at sba.gov/updates. Use our Small Business james.provo@sba.gov
Resource Guide to power your dream of starting,
Lender Relations/
growing, or expanding your small business
District International
in Delaware.
Trade Officer
Sincerely, Michael A. Rossi
(302) 573-6294 x7
michael.rossi@sba.gov
John Fleming
District Director
7
LOCAL BUSINESS
ASSISTANCE
How We Did It
Made
to Last
Joyce and Jerado Reynolds used SBA
support to succeed.
Written by Micaela Morrissette
COURTESY OF SHANA SURECK PHOTOGRAPHY
8
LOCAL BUSINESS ASSISTANCE
R 5
eynolds Welding &
Tips for
Fabrication has grown
steadily, building a loyal
customer base, since
Jerado Reynolds founded
the company in 2005. Success
COURTESY OF SHANA SURECK PHOTOGRAPHY
“At first the company was just Jerado,”
recalls his wife and co-owner, Joyce
Find a great business mentor.
Reynolds. “Then it was him and me part To find your local SBA office and
time.” During the day she worked as a resource partners in your area, visit
nurse and spent her evenings doing all sba.gov/localresources.
the company’s paperwork. The Reynolds
sank everything they earned into the
business—money, time, and energy. She Have a healthy view
remembers with pride helping Jerado
of competition.
weld a stair railing at a local school. Her
We’re not always competing.
son later attended that same school,
We’re a competitor, but if a similar
and she watched her child and others business has extra work, they’ll send
SBA Resource Partner, where “from day
using the rail, benefiting from the it to us and vice versa. That’s the
one it was, Eureka! Everyone wanted
hard work the couple did together. It relationship to have.
to see us win.” Women entrepreneurs
was then Joyce decided as much as she
receive essential business counseling and
loved her day job, she wanted to devote
training from this national network of
herself full time to the family business Record everything you do.
community-based centers. Most helpful
in Windsor, Connecticut. She wanted Navigating business relationships
was the detailed personal attention
to work side-by-side with her husband, in this age means keeping an email
available through free one-on-one
fully focused on administration and record of everything you do. Leave a
business counseling. Joyce also learned
business growth. As they both hoped, clear paper trail.
about workshops offered by providers like
word of mouth spread; clients made
the Metropolitan District, a Connecticut
referrals. Joyce was soon overwhelmed
nonprofit municipal corporation offering
with paperwork. They brought on two
water and sewer services. At a meet- Sacrifice to ensure quality.
employees—doubling up in the busy We don’t cut corners. Sometimes you
and-greet, Joyce understood how much
seasons. They were able to maintain four have to lose money to do quality work—
the SBA could help her business. An
full-time employees by 2009. After this, it’s rough, but nothing is more important.
SBA professional walked Joyce through
Joyce says, they saw that “things were
the extensive paperwork and, crucially,
not moving.” She wanted to scale up.
helped her register the company in
the System for Award Management
Seek SBA assistance to
Challenge
The company wasn’t growing in part (sam.gov), positioning the company for see if you qualify for
because it wasn’t certified with the new federal contracts. business certifications.
state department of transportation or “Resources like the Entrepreneurial We used to look for jobs. Now that
prequalified with the Connecticut State Center and the SBA will train you from we’re on the SBA Subcontracting
Department of Administrative Services, bottom to top,” Joyce says. “They have Network database, SubNet, and
Joyce says. She decided to tackle the finance classes that open your eyes sam.gov, we have a continuous flow
regarding taxes. You'll learn how to of contractors reaching out to us.
certification problem full time, leaving
her nursing career. This was the change register your business. They’ll help
she'd been wanting to make, but since with a contract or your website or on two bridges—a lifelong dream. Joyce
her background was in health care, accountability statements. Everything!” continues to move forward, getting
Joyce didn’t feel fluent in the languages Before the SBA, Reynolds Welding Reynolds qualified for the SBA 8(a)
of construction or business. Joyce attempted the DOT certification on five Business Development Program, which
wanted to learn, and she had incentive: separate occasions, always falling short provides free business development
they needed the certifications to bid because the process was so complicated. education to small businesses so they
on bigger jobs. “Never be afraid to ask Joyce secured the certification with SBA can better compete in the public sector.
questions,” she says. Joyce needed to guidance on the first attempt. “When I came on full time, I set a goal
find people with answers. for what I would like for the company,
Benefit and I’ve achieved 80% of that,” Joyce
Solution Reynolds Welding now employs more says. When she secures 8(a) certification
She and Jerado connected with the than 15 workers, constructing stairs, for Reynolds, she’ll have hit all her
University of Hartford Entrepreneurial rails, structural beams, and columns objectives. Then, she admits, she’ll
Center & Women’s Business Center, an throughout the region. Jerado is working probably come up with some new ones.
9
LOCAL BUSINESS ASSISTANCE
SBA Resource Partners
No matter your industry, location, or experience, if you have a dream, the SBA is here to help you achieve it. Our SBA
Resource Partners offer mentoring, counseling, and training to help you startup and thrive at all stages of the business
life cycle. These independent organizations operating across the United States and U.S. territories are funded through SBA
cooperative agreements or grants.
SMALL BUSINESS DEVELOPMENT CENTERS
950+
Achieve your dream of business ownership and remain
competitive in an ever-changing global economy with assistance
from your local SBDC. Access free counseling and free or low-
cost training on topics like regulatory compliance, technology
Small Business development, and international trade. Find an SBDC adviser at
sba.gov/sbdc.
Development Centers
SCORE
300+
Join the ranks of other business owners who have experienced
higher revenues and increased growth thanks to SCORE, the nation’s
largest network of volunteer business mentors. Experienced
executives share real-world knowledge to fit your busy schedule.
SCORE chapters SCORE mentors are available for free as often as you need, in person,
via email or over video chat. Find a mentor at sba.gov/score.
WOMEN’S BUSINESS CENTERS
100+
Women entrepreneurs receive essential business counseling and
training from this national network of community-based centers.
Each center tailors its services to help you navigate the challenges
women often face when starting or growing a business. To learn
about SBA resources for women visit sba.gov/women.
Women’s Business
Centers
VETERANS BUSINESS OUTREACH CENTERS
20 +
Veteran and military entrepreneurs receive business training,
counseling, and referrals to other SBA Resource Partners at
a Veterans Business Outreach Center, sba.gov/vboc. Receive
procurement guidance to better compete for government
contracts. VBOCs also serve active duty service members,
Veterans Business National Guard or Reserve members, veterans of any era, and
Outreach Centers military spouses.
10LOCAL BUSINESS ASSISTANCE
Our Local SBA
Resource Partners
SBA’s Resource Partners are independent organizations funded through SBA cooperative
agreements or grants.
SCORE
Visit sba.gov/score to start working on
your business goals. Contact your local
office to schedule an appointment.
Chapter 42
1105 N. Market St., lobby level
Wilmington
President W. Eric Roberson
(302) 573-6552
william.roberson@scorevolunteer.org
delaware.score.org
Other locations:
Kent County
Herb Konowitz
(302) 661-2366
herbert.konowitz@scorevolunteer.org
Sussex
Len Kidwell
(302) 691-9152
aonebanker@gmail.com
Delaware
Small Business
Development
Centers
SBDC State Office
Director Mike Bowman
Associate Director Denita Henderson
1 Innovation Way, suite 300
Newark
(302) 831-1555
delawaresbdc.org
Delaware SBDC Sussex
Arthur and Sandra Johnson, owners Center Director David G. Root
of 21 Short Stop in Georgia, received 103 W. Pine St.
assistance from their local Small Business Georgetown
Development Center and SCORE chapter.
(302) 831-1555
11LOCAL BUSINESS ASSISTANCE
Veterans
Business
Outreach
Center
Veteran entrepreneurs or small business
owners can receive business training,
counseling and mentoring, and referrals
to other SBA Resource Partners at a
Veterans Business Outreach Center,
sba.gov/vboc. This is also the place to
receive procurement guidance, which can
help your business better compete for
government contracts.
Community Business Partnership
Charles McCaffrey
6564 Loisdale Court, suite 600
Springfield, VA
(703) 856-1211
O'Connor Belting, a Delaware
charles@cbponline.org family-owned business,
expanded with the help of an
SBA-guaranteed 7(a) loan.
Women’s
Business
Center
Women’s Business Center at First State
Community Loan Fund
100 W. 10th St., suite 1005
Wilmington
(302) 652-6774
Fax (302) 656-1272
Program Director Sara Crawford-Jones
sjones@firststateloan.org
Program Assistant Dolores Lee
dlee@firststateloan.org
wbc.firststateloan.org
12LOCAL BUSINESS ASSISTANCE
Your To report how a proposed federal
regulation could unfairly affect you,
Advocates
find your regional SBA advocate at
sba.gov/advocacy.
To submit a comment about how
your business has been hurt by an
existing regulation, visit
The SBA’s offices of advocacy and ombudsman are sba.gov/ombudsman/comments
independent voices for small business within the
federal government.
Advocacy
When you need a voice within the federal »» when you need economic and small »» seek remedies when rules are
government for your interests as a small business statistics inconsistently applied
business owner, the SBA’s regional advocates The SBA’s Office of Advocacy also »» recover payment for services done by
are here to assist. The advocates analyze the independently represents small business and government contractors
effects of proposed regulations and consider advances its concerns before Congress, the
alternatives that minimize the economic White House, federal agencies, federal courts, Make your voice heard by participating in a
burden on small businesses, governmental and state policy makers. Regional Regulatory Enforcement Fairness
jurisdictions, and nonprofits. Find your Roundtable or a public hearing hosted by the
regional advocate at sba.gov/advocacy. Ombudsman SBA’s national ombudsman. These events
Entrepreneurs who have an issue with an are posted periodically on the ombudsman
Your advocate helps with these small
existing federal regulation or policy can website, sba.gov/ombudsman.
business issues:
receive assistance from the SBA’s national To submit a comment or complaint through
»» if your business could be negatively ombudsman. the online form, visit sba.gov/ombudsman/
affected by regulations proposed by the comments. Your concerns will be directed to
The ombudsman’s office helps you:
government the appropriate federal agency for review. The
»» if you have contracting issues with a »» resolve regulatory disputes with federal SBA will collaborate with you and the agency
agencies to help resolve the issue.
federal agency
»» reduce unfair penalties and fines
13LOCAL BUSINESS ASSISTANCE
COURTESY OF THE SBA
Adriana Medina, owner of
Fuerte Fitness, in Seattle, WA,
received counseling from a
SCORE mentor and a Women's
Business Center adviser.
How to Start a Business
in Delaware
Thinking of starting a business? Here are the nuts & bolts.
choosing a site for your business. Contact the local business
The Startup Logistics
license office where you plan to locate your business. You may not
Even if you’re running a home-based business, you will have to
be permitted to conduct business out of your home or engage in
comply with many local, state, and federal regulations. Do not
industrial activity in a retail district.
ignore regulatory details. You may avoid some red tape in the
firststeps.delaware.gov
beginning, but your lack of compliance could become an obstacle
as your business grows. Taking the time to research regulations
Name Registration
is as important as knowing your market. Carefully investigate
Register your business name with the county clerk where your
the laws affecting your industry. Being out of compliance could
business is located. If you’re a corporation, also register with the state.
leave you unprotected legally, lead to expensive penalties, and
jeopardize your business. Taxes
As a business owner, you should know your federal tax
Market Research responsibilities and make some business decisions to comply
Need to do research on your clients and location? View consumer
with certain tax requirements. The IRS Small Business and Self-
and business data for your area using the Census Business
Employed Tax Center, go.usa.gov/xPxYR, offers information on a
Builder: Small Business Edition, https://cbb.census.gov/sbe.
variety of topics including: obtaining an Employer Identification
Filter your search by business type and location to view data on
Number, paying and filing income tax, virtual workshops, forms,
your potential customers, including consumer spending, and a
and publications.
summary of existing businesses, available as a map and a report.
As the IRS continues to implement some of the Tax Cuts and
Jobs Act provisions, your tax obligations may change. Visit the
Business License & Zoning
Tax Reform Provisions that Affect Businesses page on irs.gov for
Licenses are typically administered by a variety of state and local
the latest tax reform updates that affect your bottom line.
departments. It is important to consider zoning regulations when
14LOCAL BUSINESS ASSISTANCE
»» IRS Tax Assistance Centers Health & Safety
Statewide (800) 429-4933 All businesses with employees are required to comply with state
Dover and federal regulations regarding the protection of employees,
611 S. DuPont Highway visit dol.gov for information. The Occupational Safety and Health
(302) 678-2784 Administration provides information on the specific health and
safety standards used by the U.S. Department of Labor. Call (800)
Georgetown
321-6742 or visit osha.gov.
21309 Berlin Road, unit 13
(302) 855-0309 »» Delaware Department of Labor
Division of Industrial Affairs
Wilmington
delawareworks.com/industrialaffairs
844 King St.
(302) 830-2076 Wilmington
4425 N. Market St., third floor
»» State Taxes
(302) 761-8200
Delaware Division of Revenue
(302) 577-8205 Dover
Estimated tax coupons estimated@delaware.gov Blue Hen Corporate Center
Business tax electronic filing (302) 577-8205 655 S. Bay Road
Forms request line (302) 577-8201 or formsrequest@delaware.us Labor law (302) 422-1134
revenue.delaware.gov Workers' comp (302) 422-1392
Dover Employee Insurance
Thomas Collins Building Check with your state laws to see if you are required to provide
540 S. Dupont Highway, suite 2 unemployment or workers’ compensation insurance for your
(302) 744-1085 employees. For health insurance options, call the Small Business
Georgetown Health Options Program at (800) 706-7893 or visit healthcare.gov/
Georgetown Building small-businesses/employers.
20653 Dupont Blvd., suite 2 Department of Labor Association Health Plans allow small
(302) 856-5358 businesses, including self-employed workers, to band together
by geography or industry to obtain healthcare coverage as if
Wilmington
they were a single large employer. For information, visit dol.gov/
Carvel State Office Building general/topic/association-health-plans.
820 N. French St.
»» Unemployment insurance
(302) 577-8200
(302) 761-8351
Social Security ui.delawareworks.com
If you have any employees, including officers of a corporation »» Workers' compensation
but not the sole proprietor or partners, you must make periodic 4425 N. Market St., Wilmington
payments, and/or file quarterly reports about payroll taxes and (302) 761-8200
other mandatory deductions. You can contact the IRS or the dia.delawareworks.com
Social Security Administration for information, assistance, and »» Wage and hour
forms, at (800) 772-1213 or visit socialsecurity.gov/employer. (302) 573-6112 or (866) 487-9243
You can file W-2s online or verify job seekers through the Social
Security Number Verification Service. Environmental Regulations
State assistance is available for small businesses that must
Employment Eligibility Verification comply with environmental regulations under the Clean Air Act.
The Federal Immigration Reform and Control Act of 1986 requires
State Small Business Environmental Assistance programs provide
employers to verify employment eligibility of new employees.
free and confidential assistance to help small business owners
The law obligates an employer to process Employment Eligibility
understand and comply with complex environmental regulations
Verification Form I-9. The U.S. Citizenship and Immigration
and permitting requirements. These state programs can help
Service offers information and assistance through uscis.gov/i-9-
businesses reduce emissions at the source, often reducing
central. For forms call (800) 870-3676. For the employer hotline
regulatory burden and saving you money. To learn more about
call (888) 464-4218 or email I-9central@dhs.gov.
these free services visit nationalsbeap.org/states/list.
E-Verify, operated by the Department of Homeland Security
in partnership with the Social Security Administration, Accessibility and ADA Compliance
electronically verifies the Social Security number and For assistance with the Americans with Disabilities Act, call the
employment eligibility information reported on Form I-9. It’s ADA Center at (800) 949-4232 or the Department of Justice at
the quickest way for employers to determine the employment (800) 514-0301. Direct questions about accessible design and the
eligibility of new hires. Visit e-verify.gov, call (888) 464-4218 or ADA standards to the U.S. Access Board at (800) 872-2253, TTY
email e-verify@dhs.gov. (800) 993-2822, ta@access-board.gov or visit access-board.gov.
15LOCAL BUSINESS ASSISTANCE
COURTESY OF THE SBA
Reeves Clippard used the business
knowledge he acquired in the SBA
Emerging Leaders program to grow A/R
Solar in Seattle, WA.
offering for sale, or selling the invention in the United States or
Child Support
importing the invention into the country. For information visit
Employers are essential to the success of the child support
uspto.gov/inventors.
program and are responsible for collecting 75% of support
There are three types of patents:
nationwide through payroll deductions. The Office of Child
• Utility patents may be granted to anyone who invents
Support Enforcement at Health and Human Services offers
or discovers any new and useful process, machine,
employers step-by-step instructions for processing income
manufacture, or composition of matter, or any new and useful
withholding orders for child support. Download the fact sheet
improvement.
about the Employer’s Role in the Child Support Program at the
• Design patents may be granted to anyone who invents a new,
Office of Child Support Enforcement’s website at acf.hhs.gov/
original, and ornamental design for an article of manufacture.
programs/css > employer responsibilities. You can also find
• Plant patents may be granted to anyone who invents or
information about other employer responsibilities and tools that
discovers and asexually reproduces any distinct and new
can make meeting those responsibilities easier, such as electronic
variety of plant, other than a tuber propagated plant or a
income withholding orders and the Child Support Portal. Send
plant found in an uncultivated state.
questions to employerservices@acf.hhs.gov.
A trademark or service mark includes any word, name, symbol,
»» Division of Child Support Services device, or any combination, used or intended to be used to identify
New Castle and distinguish the goods/services of one seller or provider from
84A Christiana Road those of others and to indicate the source of the goods/services.
(302) 577-7171 Trademarks and service marks may be registered at both the
Dover state and federal level. The U.S. Patent and Trademark Office
905 S. Governor's Ave., second floor only registers federal trademarks and service marks. Federally
(302) 739-8299 registered trademarks may conflict with and supersede those
registered only at the state level. Visit uspto.gov/trademarks.
Intellectual Property Copyrights protect original works of authorship including
Patents, trademarks, and copyrights are types of intellectual literary, dramatic, musical and artistic, and certain other
property that serve to protect creations and innovations. intellectual works. Copyrights do not protect facts, ideas, and
The United States Patent and Trademark Office is the federal systems, although they may protect the way they are expressed.
agency that grants U.S. patents and registers trademarks. For For general information contact:
information and resources about U.S. patents and federally
»» U.S. Copyright Office
registered trademarks consult uspto.gov. Call the patent and
U.S. Library of Congress
trademark office help center at (800) 786-9199 or visit U.S. Patent
James Madison Memorial Building
and Trademark headquarters in Alexandria, Virginia.
101 Independence Ave. SE
A patent for an invention is the grant of a property right to an
Washington, DC
inventor, issued by the U.S. patent office. The right conferred by
(202) 707-3000 or toll free (877) 476-0778
the patent grant is the right to exclude others from making, using,
copyright.gov
16LOCAL BUSINESS ASSISTANCE
New Castle County Downtown Dover Partnership
Chambers of 920 Justison St., Wilmington
(302) 737-4343
(302) 678-2940
info@downtowndover.com
Commerce info@ncccc.com
ncccc.com
Downtown Newark Partnership
(302) 366-7000
Bethany-Fenwick area
Rehoboth Beach–Dewey Beach mmcguriman@newark.de.us
36913 Coastal Highway, Fenwick Island
501 Rehoboth Ave., Rehoboth Beach
(302) 539-2100 Eastern Minority Supplier Development
(302) 227-6446
info@bethany-fenwick.org Council of PA-NJ-DE
rehoboth@beach-fun.com
thequietresorts.com (215) 569-1005
beach-fun.com
info@emsdc.org
Central Delaware
Western Sussex
435 N. DuPont Highway, Dover Export Delaware, Delaware
26673 Sussex Highway
(302) 734-7513 Department of State
(302) 629-9690
info@cdcc.net (302) 577-8464
admin@westernsussexcoc.com
cdcc.net export@delaware.gov
westernsussexcoc.com
Delaware Small Business Chamber Kent Partnership
11F Liberty Plaza, Possum Park Mall,
Newark Economic (302) 674-3028
kentpartnership.org
Development
(302) 482-2120 Middletown Main Street
bob@dsbcchamber.com (302) 378-2977
dsbchamber.com director@middletownmainstreet.com
American Association of Franchisees
Delaware State & Dealers National Veteran-Owned
1201 N. Orange St., suite 200, Wilmington (800) 733-9858 Business Association
(302) 576-6563 aafd.org (724) 362-8622
info@dscc.com navoba.com
City of Newark Planning Department
dscc.com
(302) 366-7000 New Castle County Economic
Georgetown rnietubicz@newark.de.us Development Council
827 E. Market St. (302) 395-5959
Claymont Business Owners Association
(302) 856-1544 tfmorris@nccde.org
(302) 798-1364
info@georgetowncoc.com
info@claymontbusiness.org Rehoboth Beach Main Street
georgetowncoc.com
Claymont Renaissance Development Corp. (302) 227-2772
Lewes krys@downtownrb.com
(302) 354-1931
120 Kings Highway
info@claymontdevelopment.org Sussex County Office of
(302) 645-8073
inquiry@leweschamber.com Delaware Center for Economic Development
leweschamber.com Enterprise Development (302) 855-7770
(302) 857-6952 william.pfaff@sussexcountyde.gov
Middletown area
lillcraw@desu.edu Sussex Economic Development
1050 Industrial Drive, suite 110
(302) 378-7545 Delaware Community Reinvestment Action Committee
rferguson@maccde.com Action Council Inc. (302) 856-1818
maccde.com (800) 421-8656 scottt@visitsoutherndelaware.com
Milford rashmi@dcrac.org Wilmington Downtown Visions
24 NW Front St., suite 101 Delaware Division of Small Business (302) 425-4200
(302) 655-7221 (302) 577-8477 mhageman@downtownvisions.org
milfordchamber.com business@state.de.us Wilmington Economic
Millsboro Delaware Manufacturing Development Corp.
102 Washington St., suite G Extension Partnership (302) 571-9088
(302) 934-6777 (302) 283-3131 info@wedco.org
info@millsborochamber.com demep.org Wilmington Renaissance Corp.
millsborochamber.com (302)425-5500
Delaware Restaurant Association
Milton (866) 372-2545 info@bigideaswilmington.com
115 Federal St. carrie@delawarerestaurant.org World Trade Center Delaware
(302) 684-1101 (302) 656-7905
Delaware Technology Park
chamber@historicmilton.com wtcde.com
(302) 452-1100
historicmilton.com
jane.crouch@deltechpark.org
17LOCAL BUSINESS ASSISTANCE
How Do I Not sure whether
you need an EIN?
Find an EIN?
Check out this guide from the IRS.
Answering yes to any of the
questions in the list means you
need one for your business.
Do you have employees?
❒ YES ❒ NO
How to apply for an EIN
The easiest way to apply for your EIN is Do you operate your business as a
online via the IRS EIN Assistant. As soon as corporation or a partnership?
your application is complete and validated,
you’ll be issued an EIN. There is no charge ❒ YES ❒ NO
for this service (beware of internet scams
that will try to sell you their EIN application Do you file any of these
services). tax returns: employment,
You can also apply by mail or fax using excise, or alcohol, tobacco
Form SS-4, available at irs.gov/formss4. and firearms?
❒ YES ❒ NO
Changing your business
No doubt, there are probably quite a few structure? Get a new EIN
regulatory and administrative items on your As your business grows and matures, you Do you withhold taxes on income,
new business checklist, like getting a permit may choose to change its legal or ownership other than wages, paid to a
and registering your business name. structure. For example, a sole proprietor non-resident alien?
One of the key requirements for most may decide to incorporate, or a partnership ❒ YES ❒ NO
new businesses (or businesses that are may be taken over by one of the owners to
restructuring) is obtaining an Employer then operate as a sole proprietorship. In
Identification Number, or EIN, from the IRS.
Do you have a Keogh plan?
instances such as these, your business will
Here’s what you need to know about need a new EIN. ❒ YES ❒ NO
EINs and how to go about getting one There are other scenarios that require
for your business. a new EIN, such as bankruptcy, a change Are you involved with any of the
in a corporation’s name or location, or following types of organizations?
What is an EIN?
reorganization of a corporation. Check out • Trusts, except certain grantor-owned
An EIN is a unique nine-digit number that
"Do You Need a New EIN" on irs.gov. revocable trusts, IRAs, Exempt
identifies your business for tax purposes.
Organization Business Income Tax
Think of it as the business equivalent Using your EIN to make Returns
of a social security number (although it tax deposits
shouldn’t be used in place of it). • Estates
If you have employees, you will have been
As a business owner, you’ll need an EIN automatically enrolled in the Electronic • Real estate mortgage investment
to open a business bank account, apply for Federal Tax Payment System (eftps.gov) conduits
business licenses, and file your tax returns. when you applied for your EIN. This allows • Nonprofit organizations
It’s a good idea to apply for one as soon as you to make tax deposits, including federal • Farmers’ cooperatives
you start planning your business. This will employment and corporate taxes, online or
ensure there are no delays in getting the • Plan administrators
by phone.
appropriate licenses or financing that you
❒ YES ❒ NO
need to operate. Lost your EIN?
If you lost or misplaced your EIN, you can
Who needs an EIN? retrieve it in the following ways:
An EIN is needed by any business that
retains employees. However, non employers • Reference the original notice issued by organizations. They should be able to
are also required to obtain one if they the IRS when you received your EIN, or retrieve your number.
operate as a corporation or partnership. call the IRS Business & Specialty Tax Line
at (800) 829-4933. • Find an old tax return. Your EIN should be
Answering yes to any of the questions in
on it.
the list on the right means you need one for • If you used it to open a bank account
your business. or get a license, contact these written by Caron Beesley, contributor
18LOCAL BUSINESS ASSISTANCE
Need financing?
Loan Fee Relief
To encourage lending to members of the
military community who want to start
or grow their business, the SBA reduces
upfront guarantee fees on select loans. That
means the cost savings will be passed down
to you, the eligible veteran or qualifying
COURTESY OF LIFEHEALTH
military member. Ask your local SBA district
office or SBA Lender about the Veterans
Advantage program.
Have an employee who was called to
active duty?
You may receive funds that enable your
business to meet ordinary and necessary
HOW THE SBA HELPED US SUCCEED operating expenses when an essential
Margot Adam Langstaff, left, and Elisa Hamill, right, sought assistance from their employee is called up to active duty in the
local Veterans Business Outreach Center, which helped them better compete for military reserve. Ask your local SBA district
government contracts. LifeHealth of Littleton, CO has expanded to more than 30 office or SBA Lender about the Military
states with offices in Washington, DC and San Antonio, TX. Their clients include the Reservist Economic Injury Disaster Loan.
Department of Defense, the National Guard, and the Indian Health Service. They
also expanded their business using an SBA-backed line of credit for $350,000. Margot Interested in contracting?
started her career as an Army medic, eventually running one of the largest outpatient Veteran-owned and service-disabled
clinics in the Northeast at Ft. Devens, MA. veteran-owned small businesses interested
in federal contracting receive training from
Opportunities
the Veteran Institute for Procurement,
which offers a platform with three
training programs to assist veterans. Visit
for Veterans nationalvip.org.
VIP Start
Members of the military community can start and grow their small Enter the federal market and become ready
for procurement. Nearly 200 veteran-owned
businesses with the help of SBA programs.
businesses from 29 states plus Washington,
Need entrepreneurship training? For women veterans DC have graduated from the program.
In Boots to Business, you explore Receive entrepreneurial training geared VIP Grow
business ownership and other self- toward women veterans, service members, Strategize to expand and operate within
employment opportunities while learning and spouses of service members through the federal marketplace. More than 700
key business concepts. You will walk away these SBA-funded programs: veteran-owned businesses from 42 states
with an overview of entrepreneurship plus DC and Guam have graduated from
»» Veteran Women Igniting the Spirit of
and applicable business ownership this program.
Entrepreneurship in Syracuse, New York
fundamentals, including how to access
»» LiftFund in San Antonio, Texas VIP International
startup capital using SBA resources.
Enter or expand your federal and commercial
Boots to Business is conducted on all
For service-disabled veterans contracting opportunities overseas.
military installations as part of the
Learn how to start and grow a small business
Department of Defense’s Transition Get certified
using these SBA-funded programs:
Assistance Program. Learn about the service-disabled veteran-
»» Entrepreneurship Bootcamp for Veterans owned small business certification program
Who’s eligible? with Disabilities in Syracuse, New York on page 65.
Service members transitioning out of
»» Veterans Entrepreneurship Program at For more assistance
active duty and military spouses.
the Riata Center for Entrepreneurship,
Are you a veteran or member of Veteran and military entrepreneurs
Spears School of Business, Oklahoma
the National Guard or Reserve or a receive business training, counseling, and
State University in Stillwater, Oklahoma
military spouse? Boots to Business: referrals to other SBA Resource Partners
Reboot teaches this entrepreneurship »» Veteran Entrepreneurship Jumpstart at at a Veterans Business Outreach Center,
curriculum off base and in local St. Joseph’s University in Philadelphia, sba.gov/vboc. For veterans business
communities. Register for either B2B Pennsylvania information visit sba.gov/veterans.
program at https://sbavets.force.com. »» Dog Tag Inc., affiliated with Georgetown
University in Washington, DC
19LOCAL BUSINESS ASSISTANCE
Entrepreneurial
Opportunities
Regional Innovation Clusters
Create jobs and grow the economy through an SBA Regional
Innovation Cluster. Online Resources
Find free short courses and learning
Who should join
Small businesses driving innovation in one of these tech industries: tools to start and grow your small
• advanced composites business at sba.gov/learning. The
free SBA Online Learning Center is a
• agTech
great resource for every entrepreneur,
• bioscience
especially rural business owners looking
• food processing
for easy access to vital business training.
• data sciences
• medical sciences Courses include:
• power and energy • writing your business plan
• unmanned aerial systems • buying a business
• water tech • financing options
• wood products • digital and traditional marketing to win customers
• disaster recovery
How it works
• understanding your customer
Each industry cluster is based in a geographic region. Your small
business must be located in or near that region in order to join the
cluster. For example, the AgLaunch Initiative cluster, which focuses
on agricultural technology, is located in the Tennessee area. A
small agTech business in or near Tennessee will connect with
other agTech suppliers, service providers, and related institutions
through that innovation cluster.
Native American
Workshops
How it benefits you
Network with other industry innovators and connect with
resources that will help your small business find funding. You’ll
Tribal enterprises and business organizations
also receive guidance on how to better compete for government
contracts and other opportunities so you can grow and expand. can receive training at an SBA Entrepreneurial
Receive free technical and legal assistance to develop your tech Empowerment Workshop. These workshops
and get it to market for government and industry buyers. cover business concepts important for starting,
Get involved growing, or expanding a small business. RedWind
Find an SBA Regional Innovation Cluster near you by visiting instructors identify and help participants avoid
sba.gov/localassistance. Select the regional innovation clusters common pitfalls. Learn how to prepare a business
on the drop-down menu.
plan, gain access to capital, and basic book
keeping. Request a workshop in your area by
visiting nativesmallbusiness.org.
20SBA Regional Innovation Clusters
Autonomous & Unmanned S ystems
Cluster – Emerging Tech Ventures Integrative Business Services Inc.
(Industry focus: Optics)
The Ozarks Cluster – Startup Junkie
(Industry focus: Food processing, supply Great Plains Technology &
chain, & logistics) Manufacturing Cluster
The Water Council Cluster Montana Bioscience Cluster – Montana
Technology E
nterprise Center
Marine Industry Science & Technology Cluster
AgLaunch Initiative
BioSTL: St. Louis Biosciences Cluster
Utah Advanced Material
Oklahoma-South Kansas Unmanned Aeri- Manufacturing Initiative
al Systems Cluster
Defense Alliance - LSI Business
The Appalachian Ohio Wood Products Cluster Development Inc. (Industry focus:
Advanced Power and Energy)
Conductor RIC in Healthcare, Education
& Data/Decision S
ciences – Startup
Junkie Consulting
21LOCAL BUSINESS ASSISTANCE
Write your
Business Plan
Your business plan is the foundation of your business. Learn how to write a business plan with the help
of an SBA Resource Partner.
TRADITIONAL BUSINESS
PLAN FORMAT
When you write your business plan, you don’t have to stick to the
exact business plan template. Instead, use the sections that make
the most sense for your business and your needs.
Executive Summary
Briefly summarize your company and why it will be successful.
Include your mission statement, your product or service, and basic
information about your company’s leadership team, employees,
and location. You should also include financial information and
high-level growth plans if you plan to ask for financing.
Company Description
Go into detail about the problems your business solves. Be specific
as to audience and location. List out the consumers, organizations,
or businesses your company plans to serve.
Explain the competitive advantages you have that will make your
business successful. Are there experts on your team? Have you found
the perfect location? Your company description is the place to boast
about your strengths.
Market Analysis
Demonstrate a solid understanding of your industry outlook and tar-
get market. This is where it pays to partner with an experienced busi-
ness counselor from your local Small Business Development Center,
SCORE, Women's Business Center, or Veterans Business Outreach
Center—all these SBA Resource Partners provide free or low-cost
business assistance. Competitive research will show what other busi-
nesses are doing and their strengths. In your market research, look for
trends and themes. What do successful competitors do? Why does it
work? Can you do it better? Now's the time to answer these questions.
Business plans help you run your business.
A good business plan guides you through managing your business. Organization and Management
You’ll use your business plan as a roadmap for how to structure, run, Explain how your com-
and grow your new business. pany will be structured
Business plans can help you get funding or bring on new and who will run it.
business partners. Investors want to see a return on their Describe the legal Want to see an
structure of your busi-
investment. Your business plan is the tool you’ll use to convince
people that working with you—or investing in your company—is ness. State whether you
example of a
a smart investment. Brain storm with a business counselor (visit have or intend to incor- business plan?
one of our SBA Resource Partners detailed on page 8) and write porate your business as View examples of business plans
a traditional business plan, which uses a standard structure a C or an S corporation,
at sba.gov/business-guide/plan/
and detailed sections. Once you've got it all down, you can then form a general or limited
write-your-business-
condense it to a lean startup business plan, which typically partnership, or if you're a
plan-template
contains key points on only one page. sole proprietor or limited
liability company.
22LOCAL BUSINESS ASSISTANCE
TRADITIONAL BUSINESS PLAN CHECKLIST
LEAN STARTUP PLAN FORMAT
Write a lean startup plan if requested from an investor, or if your
❒ Executive summary business is relatively simple or you plan to regularly change and
refine as you go.
❒ Company description
Lean startup plans use more visual organization tools and only a
❒ Market analysis handful of elements to describe your company’s value proposition,
❒ Organization and management infrastructure, customers, and finances. They’re useful for visualiz-
ing your company's fundamental facts. Your business counselor can
❒ Service or product line
help you edit down into the Business Model Canvas, used here—the
❒ Marketing and sales most well known style, or another lean startup template.
❒ Funding request Key Partnerships
❒ Financial projections Note the other businesses you’ll work with--suppliers, manufactur-
ers, subcontractors, and similar strategic partners.
❒ Appendix
Key Activities
List the ways your business will gain a competitive advantage.
Use an organizational chart to show the hierarchy. Explain how
Will you sell direct to consumers or use technology to tap into the
each person’s experience will contribute to the success of your
sharing economy?
venture. Consider including CVs of key members.
Key Resources
Service or Product Line
List resources you’ll leverage to create value for your customer.
Describe what you sell or what service you offer. Explain how it ben-
Your most important assets include staff, capital, or intellectual
efits your customers and the product lifecycle. Share your plans for
property. Leverage business resources that might be available
intellectual property, like copyright or patent filings. If you're doing
to women, veterans, Native Americans, and HUBZone–certified
research and development for your service or product, explain it.
businesses.
Marketing and Sales
Value Proposition
Your marketing strategy should evolve and change to fit your needs
Make a clear and compelling statement about the unique value
in each context.
your company brings to the market.
Describe how you'll attract and retain customers. Show how a
sale will actually happen. You'll refer to this section later when you Customer Relationships
make financial projections, so be thorough. Describe how customers will interact with your business. Think
through the customer experience from start to finish. Is it auto-
Funding Request
mated or personal? In person or online?
If you're asking for funding, outline your funding requirements.
Specify whether you want debt or equity and the terms you'd like. Customer Segments
Your goal is to clearly explain how much funding you’ll need over Name your target market. Your business won’t be for everybody;
the next five years and how the investment will be used. it’s important to have a clear sense of who you serve.
Specify if you need funds to buy equipment or materials, pay Channels
salaries, or cover specific bills until revenue increases. Explain how List the most important ways you’ll talk to your customers.
you'll pay off the debt.
Cost Structure
Financial Projections Will your company focus on reducing cost or maximizing value?
Supplement your funding request with a prospective financial Define your strategy, then list the most significant costs you’ll face.
outlook for the next five years. Show how your business will be a
Revenue Streams
financial success.
Explain how your company makes money: direct sales, member-
If your business is already established, include income state-
ships fees, selling advertising space? If your company has multiple
ments, balance sheets, and cash flow statements for the last three to
revenue streams, list them all.
five years. List collateral you could put against a loan.
Include forecasted income statements, balance sheets, cash
flow statements, and capital expenditure budgets. For the first
year, be even more specific and use quarterly—or even monthly
—projections. Make sure to clearly explain your projections and LEAN STARTUP PLAN CHECKLIST
match them to your funding requests. ❒ Key partnerships ❒ Customer segments
Use visual organization tools--graphs and charts—to tell your
❒ Key activities ❒ Channels
business's financial story.
❒ Key resources ❒ Cost structure
Appendix
Here you'll attach supporting documents or other requested ❒ Value proposition ❒ Revenue streams
materials. Common items to include are credit histories, CVs, ❒ Customer relationships
product pictures, letters of reference, licenses, permits, patents,
legal documents, and other contracts.
23LOCAL BUSINESS ASSISTANCE
10 Tips
to Help You Build and Grow a
Stand-Out Small Business Brand
Build a better business with these time-tested tips.
Elliot Henry, an 8(a) program
graduate, runs Unlimited Water
Processing in St. Louis, MO.
The United States loves small businesses. That’s according to niche, the target customer is very defined. Business operations
a survey by the Pew Foundation reported by Small Business are agile and unconstrained by corporate rules and processes.
Trends, smallbiztrends.com, which found that 71% of Americans Small businesses are also trusted for their integrity, community
view small business more favorably than any other institutions, engagement, and customer service. When was the last time you
including religious organizations. called a small business and got put through to an automated call
Why is this? Well, small businesses are seen as a positive influence. center? These things come together to create a hugely competitive
But it’s more than that. value proposition, the linchpin of your brand.
Small businesses are in a unique position to create valuable But what can you do to leverage these experiences and grow
customer experiences. Their products and services are often the appeal of your brand without breaking the bank?
24LOCAL BUSINESS ASSISTANCE
1 6
What is Your Brand? Have a Distinct Voice
It’s important to understand that your brand is much A great way to ensure your distinct brand message
more than your logo, merchandising or products. It is is delivered consistently across your business is to
all the experiences customers have with your business, focus on how you and your employees interact and
including the visual elements of your business. It also includes communicate with customers in person, on the phone, and
what you do, how you do it, customer interactions, and your on social media. Not sure what your “voice” should be? Look
marketing. All of these elements help establish the trust and to other brands. What do they do that you’d like to emulate?
credibility of your business. How do they greet and interact with you? What is it they do that
2
makes you feel good about doing business with them?
7
Stand Out
If your brand is going to be strong, you need to be able Build Community Around What you Do
to pinpoint what makes you different from competitors. A successful brand is one trusted and respected by
A SCORE mentor, sba.gov/score, can help you use customers. Building a strong community online and
competitive differentiators to build your business brand. off can help you achieve this. You don’t have to spend
Don’t forget to weave your differentiators into your company’s a lot of money to do this. In fact, many successful brands
messaging and marketing. concentrate almost exclusively in online and offline community
3
building. Offline participation in community activities, such as
Have Great Products and Services local events, fundraisers, and charities, as well as hosting your
Word of mouth is often a small business’s greatest lead own events, such as workshops or loyal customer events, can all
generator, so having great products and services that help you build community and extend the trust your brand has
people talk about is a critical part of your brand. Even earned.
8
the most outgoing and charming small business owner is not
going to succeed in bringing customers back unless the product Be an Advocate for Your Business—
or service they provide delivers and exceeds expectations. Don’t Not Just a Salesman
lose sight of your product, keep refining it, testing new offerings, You don't have to be the greatest salesman to succeed
and making sure you always put product first. in business. Selling takes many forms, and being a
4
brand advocate gels them. For example, many small business
Make Sure Your Customers Know owners strive to be the number one salesman, the number one
the Face Behind the Product cheerleader, and the number one fan of their own business. If
One of the biggest reasons that small businesses fail you are passionate about your business, be an advocate for it.
is because of the persistent absence of the business Invite people in!
9
owner. You only need to look at a few episodes of business
makeover TV shows to witness what can go wrong when a Be Reliable
business is left to run itself. Without an actively engaged owner, Letting your customers down by failing to live up
employees lose motivation and structure, which can quickly lead to your own promises and brand standards can be
to sloppy service, a poor product, and customer churn. Yes, your particularly harmful for small businesses that depend
business needs to be able to function without your constant heavily on referrals. The foundation of brand loyalty lies in great
presence, but it’s important to strike a balance. Find ways to service; a happy customer is a loyal customer. Make sure you
make sure your customers know you and connect with the face aren’t making promises that you can’t keep, whether you run a
behind the business. Businesses thrive when the energy of the pizza business and pledge to deliver within 30 minutes, or you’re
owner is present. a painting contractor who promises to start a job on a Monday at
5
9 a.m. sharp. Stand by your promises.
10
Get Your Name and Logo Right
It’s important to get this right the first time because Have a Value Proposition
changing your name and logo later can be costly. Your Value, not to be mistaken with price, can help
logo and name should be easily recognizable and define your brand and differentiate you from
reflect the nature and tone of your business as well as appeal the competition. This goes back to my second
to your target market. I’m a dog owner, and two of my absolute point about standing out. What niche do you serve? What do you
favorite small businesses cater to pet owners: my local provider do well in that niche that makes you different from everyone
of dog walking services and a healthful pet food store. When else? What are the emotional benefits of what you do? The
I see their logos, it makes me feel good; I feel an affinity with answers to these questions will help define what your value is to
them. That’s what you need to shoot for. your customers. It could be your great customer service, product
quality, innovation, or a combination of these.
written by Caron Beesley, contributor
25You can also read
