Business Development for Increase Staff by xds18611

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									                   Agenda
• Consulting Policies & Procedures
• MIS Training
• Areas of Expertise:
  - Technology Commercialization and Engineering
    Development Services
  - Environmental Management
  - International Business
  - Government Marketing
• Welcome Reception

                                        New Staff Orientation
                                            October 16-17, 2007
                 Agenda

•   Knowledge Management
•   Professional Development
•   Educational Programming
•   SBDC Program Overview
•   Investor Relations & Marketing
•   Strategic Plan

                                     New Staff Orientation
                                         October 16-17, 2007
                  Consulting
Confidentiality
All Client Information is Confidential – per US Law!

No information may be released without the written
  consent of the client.

        NO EXCEPTIONS!!



                                             New Staff Orientation
                                                 October 16-17, 2007
                Consulting

Standards of Conduct
Prohibited:
• Accepting Fees, Rewards, Gifts
• Recommending Goods/Services
• Soliciting Private Work from Clients
• Investing in Client Businesses
• Endorsement of Business to Investors, Vendors,
  Suppliers or Customers


                                          New Staff Orientation
                                              October 16-17, 2007
              Consulting

SBDC Client

 Our client is the business or entrepreneur
 seeking assistance not other partner
 organizations or funders.




                                     New Staff Orientation
                                         October 16-17, 2007
                Consulting

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

                                        New Staff Orientation
                                            October 16-17, 2007
              Consulting

Effort Expectation

  70% of time allocated to consulting must be
  deliverable consulting time (ie. contact,
  prep, travel).




                                     New Staff Orientation
                                         October 16-17, 2007
                     Consulting
Client Engagements
Deliverable Requirements
        • Signed 641 and Clients Rights & Responsibilities Forms
        • Must be at least one hour of contact and prep time

Billable Hours
         • Contact
         • Prep
         • Travel

Group Consulting

                                                    New Staff Orientation
                                                        October 16-17, 2007
             Consulting
Outcomes Driven Consulting
1. Needs Assessment
2. Developing the Scope of Work for the
   Engagement
3. Managing the Engagement
4. Review of Extended Engagements
5. Concluding the Engagement
6. Measuring Client Satisfaction
                                   New Staff Orientation
                                       October 16-17, 2007
            Consulting
Outcomes Driven Consulting
7. Measuring Outcomes and Economic Impact
8. Measuring the Cost of Outputs, Outcomes
   and Impact
9. Amending an Engagement (optional)




                                New Staff Orientation
                                    October 16-17, 2007
                     Consulting
Client Engagements
Problem Identification and Needs Assessment
Engagement Letters must include:
       • Problem Identification
       • Expected Outcome
       • Consultant’s Responsibilities
       • Client’s Responsibilities
       • Referral to Training or Resource Partner (optional)
       • Time Line
       • Notice of Quality Control Survey

                                                     New Staff Orientation
                                                         October 16-17, 2007
                Consulting
Client Engagements
• Team Consulting
• Incorporating Training: Educational Courses and
  Online Learning
• Incorporating Information Transfer
• Incorporating Other Resources




                                         New Staff Orientation
                                             October 16-17, 2007
                  Consulting
Client Engagements
Client Files
  • Standard:
     Anyone unfamiliar with the case should be able
     to continue the engagement based upon the
     information available in the client file

  • May be hard copy or electronic
  • Must include copies of communication with clients and
    deliverables

                                                 New Staff Orientation
                                                     October 16-17, 2007
                   Consulting
Client Engagements
• Cases Closed:
       Scope of Engagement Completed
       No Activity in 120 Days
• Close Out Session Must be Completed
• Closing Letters should include:
        Reminder about Surveys (Impact & Consulting Engagement
         Evaluation)
        Ask for Support Letter
        Ask for a Success Story
        Outline Future Opportunities and Threats and Availability of
         SBDC Services to Address Them
                                                   New Staff Orientation
                                                       October 16-17, 2007
                     Consulting
Client Engagements
Data Collection and MIS Records
 •   Mandatory Information Fields are *Starred*
 •   Use Validate Address - this will fill in County, State and all 3
     Legislative District fields.
 •   Email Address. Separate multiples with semi-colon only!
 •   Stage of Business and Date Established
 •   NAICS Codes
 •   Tracking Admin Time – use funding source = ADMIN
 •   Time should be entered daily and must be entered within 5 days
 •   Time recorded in quarter hour increments

                                                         New Staff Orientation
                                                             October 16-17, 2007
                   Consulting
Client Engagements
Data Collection and MIS Records
Session Activity
        • USE THE NOTES FIELD!!! Notes Format: Summary,
          Recommendations, Next Steps
        • Consulting Area & Additional Consulting Area
        • Funding Source – “Core Services” unless otherwise instructed
Milestones
        • Used to measure outcomes and impact
        • Must enter baseline information on staff, sales and exports

                                                    New Staff Orientation
                                                        October 16-17, 2007
                   Consulting
Client Engagements
Data Collection and MIS Records
 Investments
        • Used to track financing obtained by clients
        • Enter data initially when applied for and edit original
          record when outcome known

 Awards
          • Used to measure government contracts only



                                                    New Staff Orientation
                                                        October 16-17, 2007
                Consulting
Client Engagements

Data Collection and MIS Records
 WebCATs Overview
     Complete manual for WebCATS can be found in
      WebCATS. See the left side menu under “Help /
      WebCATS Help.”

 MIS Q&A


                                              New Staff Orientation
                                                  October 16-17, 2007
   Knowledge Management

Communications
 • Listserves:
        Pennsylvania SBDC
        ASBDC
 • MemoNET
 • Intranet - http://inside.pasbdc.org
 • Network Meetings
 • SBDCcommunity.org

                                         New Staff Orientation
                                             October 16-17, 2007
     Knowledge Management

Research Assistance
 •   Effective Business Research Tutorial
 •   Business Information Sources Links
 •   WebCATs
 •   Hill Library
 •   WISE Research Support
 •   SBDCNet


                                            New Staff Orientation
                                                October 16-17, 2007
  Professional Development
The Pennsylvania Small Business Development
Centers will provide professional development
opportunities to ensure staff meet established
competency requirements set forth in the
professional development program and continue
to enhance their skills in order to provide
consistent, high quality, comprehensive service
to all client segments. Center directors will be
accountable for the professional development of
their staff.
                                      New Staff Orientation
                                          October 16-17, 2007
  Professional Development
• Each full-time staff member must engage in
  no less than 40 hours of professional
  development activity per year and staff are
  strongly encouraged to exceed the minimum
  hours.

• A minimum of 30% of professional
  development training must be in areas
  outside of a staff member’s given area of
  expertise.
                                      New Staff Orientation
                                          October 16-17, 2007
 Professional Development

• Pennsylvania SBDC Professional
  Development Conferences


• Pennsylvania SBDC Workshops

• ASBDC Annual Conference

                             New Staff Orientation
                                 October 16-17, 2007
  Educational Programming

• Must be at least two hours in length
• Minimum of 6 people registered
• Topic builds management capacity; not skills or
  vocational training
• SBDC has substantial control over content
• Open to the public, but can be targeted to a particular
  market
• Training should compliment the consulting process
• Database must be kept current

                                            New Staff Orientation
                                                October 16-17, 2007
Online Educational Resources

Starting a Business Tutorial
 An online tutorial to provide self-paced overview for starting a
      business in Pennsylvania
     1. Assesses personal background of prospective business
          owner
     2. Offers introductory steps to test a business ideas
     3. Reports considerations for business models
     4. Provides websites for business planning tools, other
          introductory resources specific to PA businesses
     5. Develops a basic outline of a business plan
     6. Compliment to the First Step and Consulting

                                                     New Staff Orientation
                                                         October 16-17, 2007
Online Educational Resources

Small Biz U
Small Biz U offers learning tools for small business owners in all
  stages of business. Topics include:
       Accounting
       Business Operations & Management
       Business Plan Workshops
       Finance
       Government
       Leadership & Management Development
       Legal
       Marketing
       Sales
       Starting & Growing a Business


                                                       New Staff Orientation
                                                           October 16-17, 2007
Online Educational Resources
Webinars & Podcasts
Webinars and podcasts produced by the Pennsylvania
 e-Commerce Association to illustrate how small
 businesses can profit from strategic use of the
 internet:
      Digital Network Convergence (Webinar)
      Building Your Strategic e-Commerce Presence (Podcast)
      Get Connected with Broadband (Webinar)
      The Importance of A Proper Technology Plan (Webinar)


                                                   New Staff Orientation
                                                       October 16-17, 2007
           Program History

• Began in 1977 as a pilot program in 7 states
• Federal legislation establishing the program
  signed into law in 1980
• Pennsylvania SBDC system established in
  1980 with 7 centers
• Today, there are 18 SBDCs with over 100
  outreach offices and consulting sites that serve
  the entire state
                                       New Staff Orientation
                                           October 16-17, 2007
Service Areas




                New Staff Orientation
                    October 16-17, 2007
                      Overview
The Pennsylvania SBDCs play a unique and vital role in the
Commonwealth’s economic development initiatives as the only
statewide organization that:
 works with entrepreneurs in all stages of business from pre-
  venture to start-up to growth to reinvention
 offers a comprehensive portfolio of business assistance services
 works with companies in all industry sectors
 has access to the expertise and resources of some of the best
  universities in the world
 is accredited as mandated by Congress
 is part of a national network of over 1,100 centers



                                                     New Staff Orientation
                                                         October 16-17, 2007
                   Output

          2006 Service Summary
Entrepreneurs Consulted…………………………11,706
Total Hours of Consulting Provided…………….137,068
Training Workshops, Seminars & Courses……1,155
Training Event Attendees…………………………20,723
Client Obtained Financing………………………..$222,218,209
Client Government Contracts…………..………..$240,719,814
Asset Preservation ………………………………..$22,769,726

                                         New Staff Orientation
                                             October 16-17, 2007
                                           Output
The Pennsylvania SBDCs are the largest provider
      of entrepreneurial assistance in the
                Commonwealth.

   Clients assisted
   by all other PA
   DCED funding
   programs


  SBDC Assisted
  Clients

                           0     1000    2000    3000    4000    5000    6000    7000    8000      9000



  Source: Legislative Budget and Finance Committee, Performance Review, Department of Commerce Economic
  Development Programs and Pennsylvania SBDC


                                                                                                New Staff Orientation
                                                                                                    October 16-17, 2007
                Outcome

Target:
 By 2006, the annual increase in sales of
 SBDC clients will be $1 billion per year as a
 result of receiving SBDC assistance.

Result:
  $1,303,431,870 in 2005

                                      New Staff Orientation
                                          October 16-17, 2007
Program Values

    Quality

   Innovation

    Integrity

    Impact
                 New Staff Orientation
                     October 16-17, 2007
                     Quality
• Center Reviews: Semi-Annual State Director’s
  Review and quadrennial Peer Review
• Consulting Engagement Evaluations
• Annual Impact Study
• ASBDC Accreditation
• Center Quality Control Programs
• Benchmarking
• Professional Development Program



                                           New Staff Orientation
                                               October 16-17, 2007
          Program Innovations
•   Product Development Center/Engineering Development Services
•   Peer Review Program
•   WISE Program
•   Technology Commercialization Assistance Services
•   Environmental Management Assistance Program
•   Annual Client Exposition in the State Capitol
•   Investor Education Program
•   Family Business Awards Program
•   Franchising 101
•   Mid-Atlantic Business Conference for Science and Technology
•   The First Step Course and Online Starting a Business Tutorial
•   Outcomes Driven Consulting Process
                                                   New Staff Orientation
                                                       October 16-17, 2007
                Impact

A New Business is Opened every 2 hours
  and 55 minutes by SBDC clients

A New Job is Created every 48 minutes by
  SBDC clients

$100,000 in new sales is made every 40
  minutes by SBDC clients

                                  New Staff Orientation
                                      October 16-17, 2007
    State Director’s Office
       Responsibilities
• Leadership in Policy and Strategy
  Development
• Program Development and Management
• Quality Assurance
• Professional Development
• Marketing
• Resource Development
• Contract Management
                               New Staff Orientation
                                   October 16-17, 2007
Investor Relations & Marketing

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



                                       New Staff Orientation
                                           October 16-17, 2007
Investor Relations & Marketing

SBDC Program Partners
                            Other
   Host Institutions         2%       Federal (SBA)
         21%                              26%




                       State (DCED)
                           51%


                                                New Staff Orientation
                                                      October 16-17, 2007
Investor Relations & Marketing

SBDC Program Investors
• State and Federal Legislators and host
  institutions are investors in the SBDC program.

• It is important to notify investors of the return on
  their investment in the SBDC program.



                                          New Staff Orientation
                                              October 16-17, 2007
Investor Relations & Marketing

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


                                     New Staff Orientation
                                         October 16-17, 2007
Investor Relations & Marketing
GOALS
• Educate the business community, potential clients,
  stakeholders and other key constituencies that the
  SBDCs provide a full range of high-quality services to
  businesses in all stages of development and in all
  industries that have a positive impact.
• Increased perceived value to the host institutions of
  their sponsorship of the SBDC.


                                              New Staff Orientation
                                                  October 16-17, 2007
Investor Relations & Marketing

GOALS
• Secure an $8.840 million state appropriation
  for the program.
• Motivate congressional delegation to
  appropriate $110 million in funding for the
  national SBDC in FY 2008.
• Involve clients in the political process.

                                         New Staff Orientation
                                              October 16-17, 2007
Investor Relations & Marketing

Political Power
 • Money
 • Professional Lobbyists
 • Grassroots Action



                            New Staff Orientation
                                October 16-17, 2007
Investor Relations & Marketing

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

                                        New Staff Orientation
                                            October 16-17, 2007
Investor Relations & Marketing

SBDC Political Power: Services

• Source of Information
• Services for Constituents
• Visibility Opportunities



                              New Staff Orientation
                                  October 16-17, 2007
Investor Relations & Marketing


       ALWAYS
      Remain Non-
        Partisan!
                      New Staff Orientation
                          October 16-17, 2007
Investor Relations & Marketing

Actions

• 10% of all clients write support letters
• Meeting with legislators - semi-annually
• Client Success Stories
• Encourage clients to register to vote and
  participate in civic life
                                         New Staff Orientation
                                             October 16-17, 2007
Investor Relations & Marketing


   14th Annual SBDC Client Exposition

        Tuesday, May TBA, 2008

          8:00 a.m. – 2:00 p.m.

      State Capitol - East Wing Rotunda


                                      New Staff Orientation
                                          October 16-17, 2007
  Client Exposition
SBDC Client Exposition




                  New Staff Orientation
                      October 16-17, 2007
Investor Relations & Marketing


SBDC Value to Host Institutions

• Student Involvement
• Community Visibility
• Research Opportunities


                             New Staff Orientation
                                  October 16-17, 2007
Investor Relations & Marketing

Pennsylvania SBDC Website
• Primary Marketing Tool
• Educational programs listing
• Opportunities for client exposure
• Resources, Tools and Information




                                      New Staff Orientation
                                          October 16-17, 2007
Investor Relations & Marketing

SBDC Advisor
• Published 3 times a year
• Need client success stories and educational
  events to profile
• Online Edition – encourage others to
  subscribe
                                     New Staff Orientation
                                         October 16-17, 2007
Investor Relations & Marketing

Branding

• A cohesive brand helps current and potential clients
  understand the SBDC program and the scope of its
  products and services.

• A consistent brand, position and messages will enable
  the SBDC program to build common materials and
  tools which can be used by all centers, saving time
  and money.
                                             New Staff Orientation
                                                 October 16-17, 2007
Investor Relations & Marketing
Branding

• A strong brand will enable the SBDC program to
  position itself more clearly in the minds of its audiences
  – clients, funders, employees, host administrators,
  media, partners and network employees.

• A well conceived and consistently implemented brand
  will reflect positively on the professionalism and
  competency of the SBDC program.

                                               New Staff Orientation
                                                   October 16-17, 2007
Investor Relations & Marketing


Branding

• A strong brand structure and guidelines will help
  maintain continuity as staff and the organization
  change over time.



                                              New Staff Orientation
                                                  October 16-17, 2007
Investor Relations & Marketing

Branding – Signature Elements


Signature/
Logo



       An accredited affiliate of the national network of Small Business Development
                                            Centers.



                                                                          New Staff Orientation
                                                                              October 16-17, 2007
Investor Relations & Marketing

Branding – Signature Elements

                                                                       Logotype
Signature/
Logo



       An accredited affiliate of the national network of Small Business Development
                                            Centers.



                                                                          New Staff Orientation
                                                                              October 16-17, 2007
Investor Relations & Marketing

Branding – Signature Elements

                                                                       Logotype
Signature/
Logo                                                                     Name



       An accredited affiliate of the national network of Small Business Development
                                            Centers.



                                                                          New Staff Orientation
                                                                              October 16-17, 2007
Investor Relations & Marketing

Branding – Signature Elements

                                                                       Logotype
Signature/
Logo                                                                      Name
                                                                         Position
                                                                         Statement or
                                                                         Tagline
       An accredited affiliate of the national network of Small Business Development
                                            Centers.



                                                                          New Staff Orientation
                                                                              October 16-17, 2007
Investor Relations & Marketing

Branding – Signature Elements

                                                                       Logotype
Signature/
Logo                                                                      Name
                                                                         Position
                                                                         Statement or
                                                                         Tagline
       An accredited affiliate of the national network of Small Business Development
                                            Centers.
                               Relationship Line

                                                                          New Staff Orientation
                                                                              October 16-17, 2007
            Strategic Plan

Mission

To support the economic development of
Pennsylvania by providing entrepreneurs with
individual consultation, comprehensive
education and information necessary to help
their businesses start, grow and prosper.


                                    New Staff Orientation
                                        October 16-17, 2007
                 Strategic Plan

Goal 1
  The Pennsylvania Small Business Development Centers will
  increase its capacity so that the following results will be achieved by
  SBDC clients:
   4,000 new businesses opened;
   sales expanded at a rate twice that of other Pennsylvania
      businesses to attain an increase in new sales of $3 billion; and
   improved prosperity.
  These represent the aggregate results of the Pennsylvania SBDC
  network in the final year of the planning period.


                                                      New Staff Orientation
                                                          October 16-17, 2007
             Strategic Plan

Goal 1 - Objectives
1.   Increase Business Starts
2.   Increase Capital Acquisition
3.   Expand Client Sales
4.   Retain and Leverage Small Business Assets
5.   Improve Client Profitability
6.   Enhance SBDC Staff Skills and Expertise
7.   Increase SBDC Operational Efficiency
8.   Expand Network Resources
                                     New Staff Orientation
                                         October 16-17, 2007
                  Strategic Plan
Goal 1 – Success Measures
New Businesses Opened - 4,000 new businesses to be established
     or purchased by SBDC clients annually.
Sales Growth - SBDC clients’ rate to be twice that of other
     Pennsylvania businesses; and the aggregate increase in annual
     sales of SBDC clients to be $3 billion over the previous year.
Prosperity - SBDC client businesses to survive at a rate greater than
     the national average; to see a measurable improvement in cash
     flow and increased owner(s)’s compensation; and to report
     satisfaction in business ownership.



                                                     New Staff Orientation
                                                         October 16-17, 2007
           Strategic Plan

Goal 2
All stakeholders will recognize and value the
Pennsylvania Small Business Development
Centers as the leading statewide
comprehensive consultative and educational
resource for entrepreneurs and small
businesses that also contributes to the
missions of the host institutions.

                                     New Staff Orientation
                                         October 16-17, 2007
               Strategic Plan
Goal 2 - Objectives
1.   Expand Marketing to Targeted Client Segments
2.   Enhance Branding
3.   Promote Services and Impact
4.   Expand Client Support
5.   Strengthen Host Institution Relationships
6.   Increase Student and Faculty Involvement
7.   Improve and Expand Relationships with other
     Community and Economic Development
     Organizations
8.   Expand Financial Resources
                                          New Staff Orientation
                                              October 16-17, 2007
                   Strategic Plan
Goal 2 – Success Measures
Investors and Public Policy Makers - Increased funding of the
     program.
Host Institutions - Increased number of students involved with the
     SBDC, increased number of universities involved with the SBDC
     program, and increased number of faculty involved with the
     SBDC.
Media - Increased number of media impressions on the SBDCs.
Economic Development Partners - Increased number of referrals
     and co-sponsors of SBDC programs.
Clients - Increased number of new clients, returning clients, and
     clients from targeted segments; increased client satisfaction; and
     increased number of letters from clients to stakeholders. Orientation
                                                       New Staff
                                                            October 16-17, 2007

								
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