Inclusive Entrepreneurship*
Helping People With Disabilities
Become Self-Employed
Gary Shaheen, MPA,
Senior Vice President, Burton Blatt Institute
Adjunct Faculty, Whitman School of Management
Nicole LaCorte-Klein,
Senior Program Development Associate,
Burton Blatt Institute, Syracuse University
May 2, 2012
“Inclusive Entrepreneurship” is developed and trademarked by
The Syracuse University Whitman School of Management and
Burton Blatt Institute and used with permission
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Overview
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Self-employment and VR
Overview of NYMWP Entrepreneurship Projects
StartUP NY #1 & #2 -Overview and Results Achieved
Core Principles and Concepts: Inclusive
Entrepreneurship
Exercises – Stage I
Partners – Who do you need and why?
Outcome Milestones and Indicators
Replication and Sustainability
Discussion, Q&A, Next Steps
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
3
Self-Employment as a Vocational
Rehabilitation Outcome
There are two sections of the Rehabilitation Act, as
amended in 1998, where self-employment,
telecommuting, and establishing a small business are
cited as appropriate employment outcomes.
• The first instance is at §7(11)(C), under the definition of
an employment outcome:
 The term “employment outcome” means, with respect
to an individual-- … (C) satisfying any other vocational
outcome the Secretary may determine to be
appropriate (including satisfying the vocational
outcome of self-employment, telecommuting, or
business ownership), in a manner consistent with the
Act.
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
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Self-Employment as a Vocational
Rehabilitation Outcome cont.
The second instance is at §103(a)(13), among the
vocational services to be provided under the Act:
• (13) technical assistance and other consultation services
to conduct market analyses, develop business plans, and
otherwise provide resources, to the extent such
resources are authorized to be provided through the
statewide workforce investment system, to eligible
individuals who are pursuing self-employment or
telecommuting or establishing a small business operation
as an employment outcome.
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
5
Vocational Rehabilitation
Support for Self-Employment
• It is a generally underutilized option based upon OSERS
Annual Review Reports for fiscal years 2003, 2005,
2006, 2007 & 2008.
• http://www.start-upusa.biz/resources/state_policies/vr.cfm
• VR agencies can allocate financial resources to help
people with disabilities finance business costs if it is
consistent with their rehabilitation plan
• VR agencies can also provide loan guarantees to small
businesses owned by people with disabilities (RSA-TAC00-02- July 24, 2000)
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
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“Inclusive EntrepreneurshipsTM”
A strategy and process for assisting people with
diverse disabilities to become entrepreneurs through:
• Business planning training
• Use of customized business development goal and
support planning
• Access to financial resources
• Utilizing the resources of diverse public and private
partners working within
 a consensus-driven
 collaborative framework
Syracuse University
Burton Blatt Institute/Whitman School of Management
2009
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
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“Who are Entrepreneurs?
“Entrepreneurs are innovative, opportunityoriented, resourceful, value-creating
change agents”
Dees, Economy, 2001
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
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Why Entrepreneurships For
People With Disabilities?
More Americans are turning to self-employment as their career
option and over 10 million Americans are self-employed.
Entrepreneurship might be a viable career option many people
with disabilities because:
Choice:
Many value a career as a small business owner over wage
employment
Capability:
Many have operated, or have worked in and gained the skills
needed to start a small business
Control:
Many want a career where they are the person in control
Change:
From the role of “client” or “consumer” to small business owner
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
What Issues Are We Trying To
Address Through Inclusive
Entrepreneurship?
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• High unemployment among people with disabilities•
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estimated at 65%-90%
Chronic poverty
Learned helplessness
Stigma and misconception
Services fragmentation
Disincentives to work
Support system needs
Lack of prior success in wage employment
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
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START-UP NY:
A 3 year Onondaga County led initiative funded by the US
Department of Labor Office of Disability Employment
Policy managed by Syracuse University’s Burton Blatt
Institute with the Whitman School of Management and
Onondaga SBDC and other partners
• Purpose: test and evaluate models that help people with
disabilities become self-employed
• 3 year project goal: 150 people receive training &
approx. 30 start their own businesses
• Website: http://whitman.syr.edu/eee/startupny/home.htm
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
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Economic Self-Sufficiency Strategy
Start-UP NY
Start-UP Self-Employment
Business Planning
• Develop a viable business
plan
• Develop viable financial plan
• Address personal income
goals
Economic
SelfFinancial Literacy and Asset
Development
• Manage personal finances Sufficiency
• EITC, Child care, other tax
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credits
Skills for saving, investing,
asset accumulation
Tax prep resources
Leverage New Resources
• Individual Development
Accounts
• WIA training resources
• Transportation vouchers
• Micro-enterprise loans
• State Vocational Rehab
grants
Work Incentives Planning
• PASS
• SSI/SSDI work incentives
• PESS
• HUD income disregards
• Ongoing benefits planning
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
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“Inclusive Entrepreneurship/
Business Consulting”
Whitman Course Number: EEE 443/643
Developed through as grant by the Syracuse
University Kauffman Foundation ‘Initiative’
• Students receive coursework and coaching in:
 Entrepreneurship principles and practices
 Business planning fundamentals
 Working with entrepreneurs with disabilities and their
service providers & support teams
 The consulting team process
• Student teams work as consultants to StartUP
entrepreneurs to deliver 4 products of value to growing
and sustaining their businesses
• 125 students/23 entrepreneurs (2012)
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
13
4 Year Outcomes
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Trained 300 people with disabilities & low income individuals,
Registered 70 businesses
51 business are still in operation
Developed and modeled Financial Literacy Classes
Linked with SSA Benefits Planning Assistance
61 IDA enrollees through Credit Union with foundation
matching $$
Obtained 3 year SBDC grant (‘Prime’) to extend the process
to generally low income individuals including those with
disabilities
Inclusive Entrepreneurship Course
StartUP #2 with Hunter College and Columbia SBDC -12
enrolled since 6/10
Onondaga SBDC Manual for counselors
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
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Business Include…
• A woman with both physical and visual impairments who
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recently launched an online gift card company.
A young man with autism who has a furniture-making
business.
A husband and wife team, one who is blind and the other
with a physical impairment, who will be launching a
wholesale business that sells specialty bakery goods to
large retailers.
A grandmother who has turned her love of knitting into a
business selling artisan sweaters.
A father who is starting a moving business.
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
14
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Business Include cont.…
• An artist who has developed a business renting large
original landscapes to corporate offices.
• A woman disabled due to domestic violence who started
a non-profit women’s shelter funded through a grant.
• A man with mobility impairment due to a car accident
who started a disability sports program.
• A Veteran who operates a lighting fixture and specialty
clock business
 And many others….
Average monthly gross revenues: $150-$5,000
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
15
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Replication and Pilot Information
• Replicated StartUp New York in six additional regions
throughout NYS
• Gathered together Vocational Rehabilitation providers,
service providers, family members and entrepreneurs to
address needs of that area
• Outcomes Included:
 EA Workgroup Run by Multiple Agencies in Ulster
County
 Commission for the Blind and Visually Handicapped
(CBVH) funding Inclusive Entrepreneurship Model in
two regions
 CBVH expanding pilot into two additional regions by
Summer 2012
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
17
Key Stakeholders for Replication
• Disability Service Providers who believe that self
employment is a viable option for the individuals they
provide employment services too
• State vocational rehabilitation agencies that were on
board with developing sustainable partnerships
• Small Business Development Centers
• University Departments including Rehabilitation
Counseling-training future Rehabilitation Counselors!
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
18
Partnerships and Other
Resources
For individuals and for organizations you should
consider what business resources and partners
you need to develop, including but not limited to:
• Business Planning
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EAPs, SBDCs, Colleges/universities
Financing
Grants, loans, foundations, leveraged investment sources,
IDAs
Technical Expertise
SCORE, Chambers of Commerce, Trade Associations,
Assistive Technology/Accommodations
DBTACs, One Stops, ILCs
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
19
Lessons Learned
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Understand individual need, interest, conditions for success
Understand the limitations of the VR system
Gather diverse stakeholders to fill gaps
Establish and support champions
An informed decision NOT to start a business may be a
success but may lead to a more informed wage employment
choice
Embed practices in existing systems with training and capacity
building
Market the mission
Define and measure outcomes-individual; program; systems
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
19
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‘4 Stage Inclusive
Entrepreneurship Curriculum’
STAGE I
STAGE II
Entrepreneurial
Awareness
Nascent Entrepreneur
Orientation and business
concept development
Self-assessment, Team
Building & Discovery
‘Go/No-Go decision
Market research
Business concept
Development
Business training
Networking
STAGE IV
STAGE III
Sustained Growth
Early Start UP
Profitability
Business planning
Expansion
Benefits and Financial
Planning
Financing/accounting
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
21
4 Stage Outcome Indicators
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Clear Business Idea?
Support Team?
Work Incentives Planning?
Networking with Mentors?
Entrepreneurial Growth Strategy?
Business Feasibility?
Business Plan?
Sustainability Plan?
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
22
What is “Entrepreneurial
Awareness” ?
• EA=supported self-assessment
• A personal inventory of preferences, skills and needed
supports advancing an entrepreneurship goal
• A ‘point in time’ snapshot that can be revisited and
changed over time based upon your experiences in
starting and operating your business
• Different than traditional assessment-it does not begin by
evaluating the business plan, but by developing a
personal inventory and business feasibility
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
23
Example: Awareness ‘Map’
Life History
Experiences
Dreams
Skills
Strengths
Gifts
Supports
What Works
What Doesn’t
Plan Next Steps
Gather Info
Decide
Possible Resources
for
Business Support &
Accommodations
Possible
Business
Options
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
24
Entrepreneurial Awareness Asks
Questions Like These:
• Life history: Describe some events in your life that led
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you to choose entrepreneurship
Skills, education, experience & strengths: List all that
will help you become a successful entrepreneur
Gifts: What personal talents will contribute to your
success as an entrepreneur?
What works/Doesn’t: Personal characteristics and
habits that either help or hinder your success as an
entrepreneur
Who can Help: List those in your life that you can count
on to help you as an entrepreneur – what specifically can
each person do?
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
25
Some Questions Regarding
Entrepreneurship
• What individual characteristics might help a person with a
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disability become a successful entrepreneur?
What gets in their way?
What staff credentials or capabilities are needed to help
people with disabilities become successful
entrepreneurs?
What funding resources are available and accessible that
support: a) individual self-employment goal and resource
planning; b) business training and feasibility
development; c) development of a business plan; d)
follow-along support
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
26
Comparison To Present
Experience
• When you work with unemployed people with disabilities do
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you ask if they are interested in self employment as well as
wage employment?
What assessment tools do you use now or contract for that will
help you and the client decide if owning their own business is
personally and economically feasible?
How effective are you and your vendors now in:
 Helping the prospective entrepreneur develop or refine a
business concept?
 Developing a feasible and viable business plan?
 Accessing and completing business training?
Do you as the counselor have the knowledge, experience and
enough information to assess a person’s business feasibility,
viability and/or support a funding decision?
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
27
What Do We mean By
‘Business Concept’?
• Survival and growth of ventures are dependent upon
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having a business concept that is
 clearly defined and
 “relatively” unique
The concept is concerned with the
 essence of the business
 the value it creates
 the benefits it delivers to a customer.
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
28
Key Areas to Examine in a
Business Concept Include:
• The basic product or service being offered
• How the business makes its money (e.g., low service being
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offered margin/high volume)
The complete product/service mix
Core attributes or benefits of the product or service
Packaging
Sources of value being created for customers
Branding
Unique aspects of pricing, sales or distribution that, in effect,
define the business
Sources of differentiation
Location
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
29
Opportunity
• Great business concepts and “quality” products still fail in
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the marketplace (or generate anemic returns), simply
because there is no opportunity.
Opportunity revolves around having customers, clients,
users of the products or services provided.
The other key component is that the customers, clients,
users will pay enough in order for the business or
organization to be profitable.
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
30
Major opportunity concerns
include:
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Forces creating the opportunity
Key success factors to capitalize upon opportunity
Definition of the target market
Barriers to entry
Competitor shortcomings or strengths
Size and growth potential of the market
Profit opportunity
Fit between opportunity and concept
Window of opportunity
Customer loyalties to competitors and switching costs
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
31
Example of a Deliverable and
Process
Deliverable 1: Discover market trends and create a
competitive advantage
Milestone 1: Complete a report that identifies potential
growth areas that a prospective entrepreneur (or
organization) can target
Activities (including major questions):
• Obtain Info from Interviews/date due: Who and why?
• Obtain Info from Web research/date due: Where and why?
• Obtain Info from Lit research/date due: What and why?
• Write Comparative analysis - Are we competitive now? What gaps
need to be filled to become competitive/date due?
• Write Summary of major growth areas achievable
(next 90 days, 180 days, 1 year)
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
32
Recognizing and Addressing Obstacles
that can Affect Business Sustainability
Obstacles that affect business success can include:
• Family circumstances (like change in marital status,
having a child, etc)
• Impact of disability
• Change in living situation
• Medication effects
• Change in financial situation
• Skills gap
• Financial resource gap
• Business plan-dynamic or static?
• Other?
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
33
Some Tools: Identify and Use a
Support Team
• Other people with disabilities that have started their own
businesses
• Business and financial mentors to provide businessrelated advice
• Other personal counseling/support
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
34
Exercise: ID and Rate the
Partners!
Who are your partners?
Make a list to include, but not
be limited to:
 Public and private
partners
 Business development
resources
 Business training and
counseling resources
 Consumer advocates
 Financial institutions
 Who else???
Are they:
1) Already on Board,
2) Needed but not yet on
board
3) What do/can they
provide?
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
35
Questions to Consider…
You and/or your agency can begin asking the questions…
• Are you interested in wage employment or owning your
own business?
• Have you ever spoken with anyone before about owning
your own business?
• What research have you (or can you) done to see if there
is a market for your product?
WHAT ELSE?
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
36
Parting Thoughts…
Entrepreneurship is not something
you do…
it is a philosophy that you bring to life.
“Be the change you wish to see in the world.”
M. Gandhi
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
37
Comments & Questions
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
38
Thanks and Good Luck!
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
39
Contact Information
Gary Shaheen
Senior Vice President, Burton Blatt Institute
Adjunct Faculty, Whitman School of Management
Email: geshahee@syr.edu
Nicole LaCorte-Klein,
Senior Program Development Associate,
Burton Blatt Institute, Syracuse University
Email: nllacort@law.syr.edu
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
40
Education Credits
CRCC Credit - (1.5)
Approved by Commission on Rehabilitation Counselor
Certification (CRCC)
• By May 12, 2012, participants must score 80% or
better on a online Post Test and submit an online
CRCC Request Form via the MyTACE Portal.
My TACE Portal: TACEsoutheast.org/myportal
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
41
Southeast TACE Region IV
Toll-free: (866) 518-7750 [voice/tty]
Fax: (404) 541-9002
Web: TACEsoutheast.org
My TACE Portal: TACEsoutheast.org/myportal
Email: tacesoutheast@law.syr.edu
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012
42
Disclaimer
This presentation was developed by the
TACE Center: Region IV ©2012 with funds from
the U.S. Department of Education, Rehabilitation
Services Administration (RSA) under the priority of
Technical Assistance and Continuing Education
Projects (TACE) – Grant #H264A080021. However,
the contents of this presentation do not necessarily
represent the policy of the RSA and you should not
assume endorsement by the Federal Government
[34 CFR 75.620 (b)].
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. © 2012