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Speaker 1: My next guest is the Georgia District Director of the

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Speaker 1: US Small Business Administration the s B, as is known,

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Speaker 1: and this role since May two thousand two. She is

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Speaker 1: responsible for overseeing the implementation of the SBA's financial counseling, training,

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Speaker 1: and business development programs for small businesses throughout Georgia the

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Speaker 1: entire state. She holds a BA degree and American Government

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Speaker 1: from Cornell University and an m A Degree in Urban

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Speaker 1: Studies from Trinity University in San Antonio, Texas, which is

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Speaker 1: my state. Yeah. She is also a graduate of the

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Speaker 1: Federal Executive Institute in Charlottesville, Virginia. Please welcome back to

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Speaker 1: money Making Conversation my good friend Terry Dennison and state

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Speaker 1: that's right, that's right, that's right. So, you know, always

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Speaker 1: like the fact that you you've crossed you know, this

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Speaker 1: country and you've so mays you experienced a lot of conversations,

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Speaker 1: a lot of personalities. Has that helped you in your

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Speaker 1: role a bid over the s B A, Oh, definitely, um,

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Speaker 1: because from each assignment or position or location. Um, you know,

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Speaker 1: there's different things to learn and or you get new

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Speaker 1: ideas that you can take with you to the next location. Right,

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Speaker 1: what did what did you know? Everybody wants to be

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Speaker 1: a small business owner. I know, I told about my

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Speaker 1: story and named too when I opened my comedy club

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Speaker 1: and I just jumped out there, put a sign outside,

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Speaker 1: put charge charging people ten dollars, didn't know about taxes,

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Speaker 1: didn't know a boy licenses. And then I went down

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Speaker 1: to the small business and you guys offer assistance for free.

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Speaker 1: Why do you feel that people don't know? I'm not

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Speaker 1: saying they know. I didn't know, you know, And I

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Speaker 1: think that people still don't know. Is it because people

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Speaker 1: feel that it's difficult. They don't want to know what

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Speaker 1: what what stops him from doing it? Right? Oh? Wow? Um?

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Speaker 1: I think it's part of partly what you've just said

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Speaker 1: that people are concerned, especially if you talk about the

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Speaker 1: federal government. Oh I've done want the federal government in

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Speaker 1: my business. Or they feel like it's going to be

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Speaker 1: a hassle and a lot of hoops to jump through.

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Speaker 1: And there are hoops to jump through. But that's a

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Speaker 1: good thing because in the end, you really want to

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Speaker 1: know what you owe and what what is what is

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Speaker 1: really your profit margin? Because in the end, you know,

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Speaker 1: I didn't know I had to pay taxes on my

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Speaker 1: tickets that I sold to the customers. So eventually I

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Speaker 1: did know and I had to pay for that. So

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Speaker 1: I was living in a false profit lane. And I

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Speaker 1: think that that that really doesn't give you the true estimate.

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Speaker 1: But if in short, before we get started, just just

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Speaker 1: a global look at what exactly, from your point of

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Speaker 1: view and your leadership that the S s b A

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Speaker 1: provides to established business or new business. Let's talk about

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Speaker 1: the new business first. Okay, well, I think one of

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Speaker 1: the best things we do is provide a sounding board.

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Speaker 1: Uh when someone has an idea said, okay, we see

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Speaker 1: a kernel of practicality in that, but we need to

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Speaker 1: slage that idea more to make it practicable and also

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Speaker 1: to make it a success. I think one of the

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Speaker 1: big mistakes is that people run off and take off

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Speaker 1: with the first version of the idea that they had

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Speaker 1: right right, and they end up losing a lot of

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Speaker 1: time and money that way. But if you come to us,

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Speaker 1: we can kind of help you decide if this is

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Speaker 1: a good direction to go into what you would need

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Speaker 1: to do. But you know that's what paranoia. Stealing my idea.

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Speaker 1: I don't want about steal my idea. You know, I

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Speaker 1: have this original thought, I go down there where they

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Speaker 1: still and next I know, I turn around corner and

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Speaker 1: my my business ideas on this corner. How do you

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Speaker 1: calm these calm individuals down You know, I come from

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Speaker 1: a writer's background, so creative or freedom is always there.

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Speaker 1: There's a stand up comic you is always worried about

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Speaker 1: somebody stealing your joke. Again, you have to talk to

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Speaker 1: somebody to understand the value. Are the legs, are the

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Speaker 1: opportunities for your business because down there you provide guidelines,

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Speaker 1: you provide books, if you want to open the clube.

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Speaker 1: You can talk about how our expensive this space insurance

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Speaker 1: will be for if it's three thousand square fee, how

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Speaker 1: many chairs. Gre's a lot going on at the SBA

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Speaker 1: that people need to know about correct well. In terms

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Speaker 1: of the confidentiality issue. First of all, as federal employees,

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Speaker 1: we cannot get, you know, gain from our day to

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Speaker 1: day work. So counseling and consulting with people as part

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Speaker 1: of that, and that extends to our resource partners for

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Speaker 1: small business development centers, women business centers, that are business

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Speaker 1: reach centers. All those consultants are bound by the same

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Speaker 1: code of ethics. So now let's talk about the established

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Speaker 1: business just out there, maybe in the visible one year,

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Speaker 1: maybe two years, a multiple years. I really haven't found

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Speaker 1: their footing yet. How can the s b A help

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Speaker 1: them out? Well, we can help them with strategic planning,

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Speaker 1: you know, we can look at their business model to see,

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Speaker 1: you know, how it's working and specides where it's not

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Speaker 1: working and provide ideas to how to take something that

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Speaker 1: even if things are going well, to make them better, right, right, right,

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Speaker 1: and how do you make it better? I won't put

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Speaker 1: you on the spot there, but I'm just trying to

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Speaker 1: really this is a great interview right for me personally,

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Speaker 1: because I'm just I'm just talking about certain things that

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Speaker 1: I feel that I know people have come up to

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Speaker 1: me have stopped themselves from being successful because they're afraid.

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Speaker 1: They're afraid of communicating. And then guess what, the people

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Speaker 1: they're talking to don't know either, So it's like, you know,

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Speaker 1: dummy talking to another dummy. And I'm just trying to

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Speaker 1: get people to step out of that box and go

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Speaker 1: to the s b A. And and where are you

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Speaker 1: located in in in Atlanta, Georgia where offices are at

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Speaker 1: Peachtree Center and Harris Tower, third floor. Uh and uh

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Speaker 1: the Atlanta score chapter, the real score chapter, because we

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Speaker 1: have to now in Atlanta is co located with us.

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Speaker 1: What is score score? Um in right in the small

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Speaker 1: business active is the service core tied executives. They're trying

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Speaker 1: to be simply scoring that because you will. You don't

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Speaker 1: have to be retired more. You can be an active

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Speaker 1: business person and still be a member. And they provide

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Speaker 1: free They volunteer their time to provide free one on

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Speaker 1: one counseling and they also provide low costs training on

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Speaker 1: a variety of subjects. Right now, someone listening in Texas,

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Speaker 1: someone listening in California. There are SBA law offices in

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Speaker 1: every state exactly, and territory and territory now we say territory,

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Speaker 1: what do you mean when you say that, Puerto Rico, Guam,

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Speaker 1: and Virgin Island and of course Washington, d C. And

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Speaker 1: so with that being said, the whole purpose of the

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Speaker 1: s b A I'm assuming, is to develop businesses. If

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Speaker 1: you develop business as incommon as taxes generating. So there's nothing,

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Speaker 1: there's no agenda here. It's there to make a city stronger,

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Speaker 1: make a community stronger. And that's the whole purpose. So

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Speaker 1: when you come on the shoulder like this, what does

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Speaker 1: your don message that you're trying to get out to

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Speaker 1: the general public about s b A. I think the

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Speaker 1: main thing is that we are there to help you,

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Speaker 1: whether you're getting started, whether you are an existing business. Um,

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Speaker 1: maybe you're now having some challenges as your business has

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Speaker 1: grown and evolved, and we can help you at that

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Speaker 1: stage as well. Here's the thing about I want to

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Speaker 1: bring up this question because SBA does loans correctly well,

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Speaker 1: we guarantee loans right when I would like my um

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Speaker 1: nephew in Houston, when Harrickane Harvey came through, his business

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Speaker 1: was disrupted, bye bye, damage to win damage and flooding. Now,

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Speaker 1: is there is there available tools at the SPA that

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Speaker 1: would have assisting about it? Who who are who business

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Speaker 1: get damaged in the Atlanta area or the State of

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Speaker 1: Georgia area due to flooding or trying to reboot their business?

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Speaker 1: There is and that's actually handled by our office Disaster

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Speaker 1: does that to Assistance, which is almost like a separate

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Speaker 1: agency within sp A. Now that side of the house

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Speaker 1: actually does direct lending, no interest loans repayment up to

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Speaker 1: thirty years period and it's for declared the disasters, either

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Speaker 1: declared by the President or the SBA administrator. Okay, cool,

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Speaker 1: let's do a quick recap on our first break. Okay,

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Speaker 1: you go down to the office. You have score a

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Speaker 1: weight doing you score is retired or active business owners,

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Speaker 1: So you're not You're not getting advice from some person

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Speaker 1: that's been hired to fulfill a cubicle. These gentlemen who

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Speaker 1: have been in the trenches. I made the mistakes. I

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Speaker 1: made mistakes when I was a business owner. Sometimes you

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Speaker 1: have to make a mistake to understand how to do

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Speaker 1: it right. So they're there to advise. I could couldn't

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Speaker 1: used the word mentor to mentor you through the process

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Speaker 1: if you're or a new business or startup or if

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Speaker 1: your current business. Secondly, um you have with the agency

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Speaker 1: you are isn't available in every state. SBA is in

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Speaker 1: every state and territories territory including Guam, the Virgin Islands,

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Speaker 1: in Puerto Rico, in Washington, d C. And then finally,

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Speaker 1: can I use the word the services you provided are

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Speaker 1: free for the most part, Yes, Okay, Look, we charge

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Speaker 1: a little bit for training or the training in our

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Speaker 1: office conducts us free, but our resource partners are allowed

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Speaker 1: to charge to cover the cost of the training. They

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Speaker 1: don't make a profit, right, And so with that being said,

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Speaker 1: how does one make that call? How does one break

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Speaker 1: that glass ceiling? They're going, okay, I'm I'm I'm afraid

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Speaker 1: to call the SBA. Who do I call? My phone

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Speaker 1: call is going to be recorded? Who do they call?

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Speaker 1: Promote terry? Who they call? Well, actually, you can call

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Speaker 1: our resource partners directly. For example, you got the Georgia

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Speaker 1: Smallment Development Center Network Georgia SBDC dot uh uh, let's

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Speaker 1: see dot org. But you can just do Small Development

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Speaker 1: Center regardless of where your listeners are, to see where

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Speaker 1: the network is there and make an appointment. Same thing

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Speaker 1: with US District Office in their location of s b A. Okay,

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Speaker 1: the location of s b A. Now I'm going back

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Speaker 1: to when I know, many years ago, many many moons,

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Speaker 1: and when I went to the SBA, they had they

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Speaker 1: had i want to say, manuals where it allowed you

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Speaker 1: to go in and they would just look, if you

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Speaker 1: want to open a nightclub, you want to open a restaurant,

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Speaker 1: you want to open a flower shop, there's different managers

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Speaker 1: that you can just go up and you can open

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Speaker 1: up this book and it can tell you, uh, if

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Speaker 1: you got a three thousand square foot or four thousand

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Speaker 1: or side, this is what the potential insurance can be.

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Speaker 1: This is what glasses will cause, this is what chairs

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Speaker 1: will cause. Is that type of information still available at

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Speaker 1: the SBA. We don't do the Entrepreneurship entrepreneur dot com series,

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Speaker 1: and just because that information changes a month. So, but

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Speaker 1: our resource partners, for example, Small Business Development Center Day

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Speaker 1: have a lot of access to data and information like that.

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Speaker 1: So a lot of times people will will direct them

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Speaker 1: to go to the Small Business Development Center and they

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Speaker 1: can't help them with industry specific information because because you

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Speaker 1: know the thing about the reason I say that, because

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Speaker 1: of the fact you're absolutely right, because it's a general

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Speaker 1: tendency to people whole you accountable from where they get

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Speaker 1: the information. Well, you said the glass was supposed to

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Speaker 1: be five cents, when I went out, there were eight cents.

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Speaker 1: Somebody's cheating on me. The government's money not being spent correctly.

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Speaker 1: I know you know to preach, so I won't preach it.

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Speaker 1: More on in my studio today with money making conversations,

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Speaker 1: my dear friend Terry Dennison, she is the Jargia, District

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Speaker 1: director of the us UH Small Business Administration, which is

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Speaker 1: known to everybody is the sp A. She's been there

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Speaker 1: since two thousand two. Guess what, She's back on my

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Speaker 1: show and it hasn't been two thousand deuces that last saw.

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Speaker 1: She's here to help you. If your small business owners

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Speaker 1: please listen up and take note and make some comments

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Speaker 1: on may'a facebook page. Sean McDonald, I'm back money making conversation. Uh,

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Speaker 1: anybody out there listening to the show, I just want

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Speaker 1: to tell you something about being successful. It takes effort,

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Speaker 1: takes planning, and takes relationships. A lot of people don't.

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Speaker 1: You can't be successful by yourself. You can. You can

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Speaker 1: have short term burst of success, but eventually you're gonna

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Speaker 1: wear down. Eventually, doubt's gonna creep in. You gotta have

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Speaker 1: people who are willing to support you emotionally and sometimes financially.

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Speaker 1: But I'm telling them that financial support gonna come real slope.

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Speaker 1: Everybody's there to pat you on the back of sample

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Speaker 1: your food. But the reason I brought the SBA back

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Speaker 1: onto the show is that I don't think I can

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Speaker 1: bring them on the show enough to talk about anybody

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Speaker 1: whether you're trying to start aside barbecue stand or a

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Speaker 1: car wash out of a bucket, that is a business.

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Speaker 1: And my guests is the Jargia District director of the

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Speaker 1: US Small Business Administration, which we all know is the SBA.

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Speaker 1: So I don't want to you get lost by saying

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Speaker 1: what is the Small Business Administration? Is the s b A.

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Speaker 1: She's been in the roles as May of two thousand two.

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Speaker 1: She's responsible for overseeing the implementation of the SBA's financial counseling, training,

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Speaker 1: and business development programs for small businesses throughout Georgia. So

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Speaker 1: welcome back to my show. Oh, it's great to be here.

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Speaker 1: I appreciate you. Here's a couple of questions that they

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Speaker 1: sent over that I also wanted to get out to

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Speaker 1: the general public. And let's take our time and let's

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Speaker 1: really flush it out so people can leave with pen

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Speaker 1: in hand. And the answers tied to that question, how

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Speaker 1: is the government, federal government doing and meeting its small

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Speaker 1: business goals? Okay, we just came out with the fiscal

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Speaker 1: year two thousand eighteen scorecard that we do every year

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Speaker 1: where we look at various federal agencies and what they've done. Um, naturally,

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Speaker 1: there's a goal of t of federal contracting dollars annually

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Speaker 1: should go towards the small business of the federal government's

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Speaker 1: contract spent. And so for physical year eighteen we hit

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Speaker 1: twenty uh it was five forty five point two billion

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Speaker 1: total in federal spending, so throughout the fifty states in

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Speaker 1: the territory, right right, Uh, So you know we're talking

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Speaker 1: about over half a trillion dollars and so of that, um,

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Speaker 1: you know, ideally should have gone to small business, it

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Speaker 1: ended up being. Okay, let me ask you when you

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Speaker 1: when you say small should go to small business, what

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Speaker 1: does that mean when you're just a half a trillion

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Speaker 1: dollars that's being spent, How is that being I'm I'm

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Speaker 1: being honest. Become kind of confused with that means when

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Speaker 1: you say goals to small business, what does that mean? Well,

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Speaker 1: by statute, there are goals that are set up. Okay,

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Speaker 1: so for small business it's twenty three percent um. So

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Speaker 1: this year twenty of the dollars spent on federal contract

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Speaker 1: and went to small business. So we actually yes, okay, cool, okay.

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Speaker 1: And so this is a general question, how does one

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Speaker 1: become a player in that in that game. M hm, well,

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Speaker 1: I think the first of all, and this is the

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Speaker 1: advice I always give people, federal contract is really then

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Speaker 1: extension of your core business. It's another level or another

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Speaker 1: avenue to support you. Because a lot of times people say, Okay,

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Speaker 1: I'm a government contract. I want to be a government contract. Well,

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Speaker 1: that's not an industry. A lot I want to get

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Speaker 1: into government contract. You're a your construction company that does

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Speaker 1: work with the federal government. You're an engineer that does

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Speaker 1: work with the government. Federal contracting is not a business.

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Speaker 1: So what people need to look at is is the

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Speaker 1: federal government. And it's funny people don't think about this

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Speaker 1: as they do with their commercial business. Is the federal

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Speaker 1: government buying when I'm selling? And and if so, how much,

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Speaker 1: how frequently, which agencies are doing it? And there are

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Speaker 1: always to get that information and how well federal couples

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Speaker 1: uh sites, Federal Procurement Data Center or system. Uh that's

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Speaker 1: a website where you you know, I see a lot

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Speaker 1: of seminars just these agencies say you come here and

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Speaker 1: we can show you how to get the federal contract.

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Speaker 1: I think that's where a lot of it comes from.

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Speaker 1: You have these people out there talking using the word

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Speaker 1: federal contract like it's actually a business when because they say,

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Speaker 1: you come here where I teach you how to get

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Speaker 1: your your E I N Number, T set up your taxes,

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Speaker 1: your code for your business and all that, and they

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Speaker 1: will charge you. Yeah, their businesses. But there are avenues

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Speaker 1: that people can take that they don't have to part

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Speaker 1: with their cash right away. That's why I have you

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Speaker 1: here to tell people about. So I would say definitely,

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Speaker 1: and this is existing each state and territory. The Procurement

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Speaker 1: Technical Assistance Centers p TAX funded by d O D

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Speaker 1: and what they do is they like our small business

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Speaker 1: Development centers, except they focus on strictly federal contracting. So

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Speaker 1: they can help you figure out translate what you do

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Speaker 1: into the various codes, and do help you do the

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Speaker 1: research to see who's buying how much frequently. The Procurement

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Speaker 1: Technical Assistance we're trying to get some multiple streets of

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Speaker 1: income happening up in here, Okay, on money made conversation.

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Speaker 1: So yeah, just then we're just staring at they're just

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Speaker 1: staring at. Up just a search and you can find

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Speaker 1: out where the PA tax is in your particular area,

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Speaker 1: and they you know, don't charge you for that. Uh,

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Speaker 1: if you're of online geek type, USA spending dot gov

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Speaker 1: as a very user friendly website where you can see

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Speaker 1: what purchases have been made, who's made them. You can

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Speaker 1: even drill it down to how much money has been spent,

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Speaker 1: but you know, or contracts and let okay, that's all.

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Speaker 1: This is great, but you gotta have your act together.

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Speaker 1: You do have to have you you know, I mean

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Speaker 1: your DUNS and Bradstreet. What are the things that they

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Speaker 1: need to have because it's like, you know, you just

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Speaker 1: can't go from Wow, you go online, you see all

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Speaker 1: this information. You have to have your certifications and your everything.

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Speaker 1: You can you walking through some of the stuff that

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Speaker 1: they have to have. So let's not get them excited

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Speaker 1: and they walk out there they go, well, you ain't

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Speaker 1: din it about all that? Yeah, so okay, we've decided

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Speaker 1: there is opportunity. Yes, you know, we've done that part.

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Speaker 1: So now they have to register with a tailor DUNS

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Speaker 1: number and it can be free and that can be

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Speaker 1: free and it's thirty days if you If it's free,

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Speaker 1: you now you can pay a higher feeing give it

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Speaker 1: to you a lot faster, but it's at least thirty days. Yeah,

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Speaker 1: especially if you tell them you're doing it because you

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Speaker 1: want to do work with the federal for certification. Uh,

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Speaker 1: then you register in the System for Award Management SAM

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Speaker 1: Systems SAM, Samantha SAM. Okay, so everybody, if you want

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Speaker 1: to get everything goes through SAM, including your payment. Once

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Speaker 1: you've done the work, you know, you put all the

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Speaker 1: information about your business there, what certifications you ask, all

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Speaker 1: that goes there. Okay, So that that's the administrative But

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Speaker 1: I would also college, because everybody wants to. I'm gonna

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Speaker 1: be a prime contractor, right and go straight big bucks.

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Speaker 1: What you also need to look at is maybe kind

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Speaker 1: of easing your way, especially if you've had no experience

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Speaker 1: in the federal arenas. So maybe start as a subcontractor

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Speaker 1: with a prime and some of that work they will

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Speaker 1: funnel to you. And then you can get your feet wet,

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Speaker 1: make contacts with someone who has that experience in federal

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Speaker 1: contract or you can form a joint venture for a

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Speaker 1: particular contract with a more experience and then and then

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Speaker 1: we have mentor protege agreements that allow larger companies and

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Speaker 1: smaller companies to form. And that's what happened with me

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Speaker 1: and the Air National guard. You know, we took a

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Speaker 1: small business, but we was able to partner up with

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Speaker 1: other the teaming partners. You can say that as a word,

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Speaker 1: because you know, we was able to partner up with

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Speaker 1: larger firms that were not small businesses, but they was

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Speaker 1: able to team together and be able to but they

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Speaker 1: cared a functionality that we couldn't achieve, whether it was

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Speaker 1: media buying, a design or a service that there's no

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Speaker 1: way we have the manpower to achieve. So I say

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Speaker 1: that to say that the government is not trying to

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Speaker 1: be in the big business. They're trying to be in

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Speaker 1: the small business. And and so. But you have to

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Speaker 1: have your everything lined up because you you can't be audited.

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Speaker 1: It definitely, definitely, And you could be something as simple

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Speaker 1: as if you take credit cards for payment, you can

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Speaker 1: uh engage in micro purchases. Well, every fel like our office,

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Speaker 1: has a purchase card. All we can do purchases up

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Speaker 1: to five thousand. I think that's going to go up

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Speaker 1: to ten. Some legislation and a foot now to increase

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Speaker 1: that so that if you're already doing commercial business and

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Speaker 1: using a credit card, that could be your way. Okay, cool,

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Speaker 1: let me ask you this you know, you just some

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Speaker 1: times on my show, and I'm happy, always happy to

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Speaker 1: have you on the show. Is there any particular year,

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Speaker 1: you know, because I want to bring you back. Is

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Speaker 1: it any particular we should have a conversation or encourage

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Speaker 1: businesses to kick off, or you know, like the end

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Speaker 1: of the year and get your taxes in on that

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Speaker 1: two thirty one, and then you try to file your

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Speaker 1: taxes because those days are there in March fifteen April fifteen,

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Speaker 1: I think that you start extending. Are there any periods

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Speaker 1: where small businesses should should use to the advantage to

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Speaker 1: start opening up? Well, of course, a lot of time

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Speaker 1: people gravitate towards the beginning of the calendar. Yere Okay,

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Speaker 1: this is the year I'm gonna I've been playing with

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Speaker 1: this idea in my head. This is the year I'm

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Speaker 1: gonna put it into practice, or this is the year

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Speaker 1: I want to take my business in a different direction

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Speaker 1: or expand. So that's you know, we get a lot

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Speaker 1: of traffic during that time. Of course, this past year

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Speaker 1: we did because people were on a little hiatus. The

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Speaker 1: beauty of everything that you're talking about is that there's

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Speaker 1: an opportunity, that's an option and that's your goal again.

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Speaker 1: Can you tell everybody how they can reach out to

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Speaker 1: the s b A here in the Georgia market and

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Speaker 1: also nationally well nationally www SBA dot gov and you

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Speaker 1: can go there and go under a local assistance and

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Speaker 1: they'll take you to the particular s BA in your

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Speaker 1: office in your location. And then for the folks here

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Speaker 1: in Georgia SBA dot gov Ford slash g A for Georgia.

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Speaker 1: Thanks you to the Georgia District website. You can see

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Speaker 1: what's going on here in the state, what we're up to,

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Speaker 1: and how to reach us. Can once your appointments. There's

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Speaker 1: everything on the phone, because one could come down and

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Speaker 1: talk to somebody or everything's done online and on the phone.

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Speaker 1: People do come by and we will sit with them

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Speaker 1: and then can kind of direct them to where they

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Speaker 1: can go for more hands on but at least we

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Speaker 1: can help them outline outline a road map for doing that. Terry, again,

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Speaker 1: our time flies because you have information that we need

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Speaker 1: to hear. As always give us some information so I

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Speaker 1: can put on my fan club, put on my social media. Again.

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Speaker 1: Anytime you need us money making conversation is your home.

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Speaker 1: Thank you Getting Terry Dennis, thank you,