2015-16 LEADERSHIP TRAINING FOR ENTREPRENEURIAL /
SMALL BUSINESS / ECONOMIC DEVELOPMENT
SESSION II AGENDA
JANUARY 12-13, 2016: VIEJAS CASINO & RESORT
VIEJAS BAND OF KUMEYAAY INDIANS, ALPINE, CA
Day One: Tuesday – January 12, 2016
7:30 a.m.
Registration/Continental Breakfast
8:00 a.m.
Opening Prayer – Kumeyaay Tribal Elder
8:15 a.m.
Welcome – Robert J. Welch, Jr., Viejas Band of Kumeyaay Indians (invited)
8:30 a.m.
Module 8: Steps to START A BUSINESS – Panda Morgan, Small Business Consultant;
Former Director, Northeast California Small Business Development Center; Business
Owner
· Options for Organizing Your Business: The Importance of Starting RIGHT
· “Types of Business Organization/Form of Business: Sole Proprietor, C Corp, S Corp,
LLC, or Nonprofit Corporation
· Testing Your Business Concept/Dream: Will it Make Money? And the Importance of
Market Research
· Your Entrepreneurial TEAM: Accountant, Attorney, Banker, Family
· Business Licensing Requirements (Required by the California Business & Professional
Code: Get Fictitious Business Name/DBA), Business License(s)
· The Employer Identification Number, also called Taxpayers Identification Number
(EIN/TIN)
· DUNS Number Free at www.dnd.com (Required for Most Applications for Funding,
Private Foundations and for Government Contracting)
· Separate Business Bank Account; Its Importance for Tax, Bookkeeping
· Business Location issues (Zoning, Permit Requirements, et al.)
· Make a Check-List, To-Do List for Setting Up Your Business -- This is the “PLAN”
Section of the One Page Business Plan!
· A Business Owner’s Tips for Organizing a Business
10:00 a.m.
BREAK
10:15 a.m.
Module 9: Managing and Operating Your Business – Panda Morgan
· How Business/Industrial Trends Affect Your Profits; the Importance of Staying
abreast of Business Trend BE A BUSINESS NEWS JUNKIE!
· How to Use ‘Outside Services” (accounting, legal, credit counseling, other) to Help
your Business
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2014-15 Leadership Training for Entrepreneurial/Small Business/Economic Development
Session II Agenda
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Bookkeeping Requirements to Document Income, Expenditures by Category for
Internal Analysis, for tax purposes, for your annual Financial Audit & Report
Accounting and Management Software suggestions to use as Business Tools
Payroll Services (ADP, PayChex, banks)
When to Apply for Loans for Start-Up Costs, Working Capital, Business Expansion
Federal and State Tax Filing Requirements
11:30 a.m.
Module 10: (Intro, Market Research): Special Session on THE RELATIONSHIP of
Financial Statements/Pro Formas TO Market Research – Panda Morgan
· Where do the Numbers come from for your Sales Projections and other Financial Pro
Formas??? From your Market Research!!!
· Tips for Doing Market Research for Estimating Potential Sales
· How to Use Market Data to Estimate First Years’ Sales
12:00 p.m.
LUNCH (on own)
1:30 p.m.
Module 11: Planning for Success; Understanding Your Market and Market Share – G.
David Singleton, Training Co-Coordinator, Business Consultant, formerly with Economic
Development Center
· The Importance of Market Analysis to the Business Plan and to the Financial
Projections
· The Definition of ‘Feasibility Analysis’ (Economic, Technical, Other)
· The Steps in Doing a Market Analysis/Plan (Market Segments, Available or Potential
for Your Product/Service in the Market Target Area; Your Competition; How to
Determine Your Market Share)
· Know Your Trade Area & Customers: Place (Facility, Home-Based, Internet) and
People
· Know Your Price: Unit Costs to You, Competitors, Can You Afford to Compete?
· Determining Market Share and its Impact on your Business Financial Projections!
3:00 p.m.
BREAK
3:15 p.m.
Module 12: Native Air - a Native Owned-Business on the Fort Mojave Indian
Reservation– Lawrence Bryan, Owner, Native Air Heating and Cooling, LLC
· How the Native Entrepreneur Training Helped Me Start My Business
· The Importance of the Business Plan and How I Update it
· Marketing My Business: How I use a Network of Friends and Associates to Build my
Business
· Business Operations: How I Manage My Business with Limited Staff
· Opportunities: Analyzing Business Opportunities and Take Advantage of them
· Tribes: The Challenge of Doing Business in Southern California
· Parting Advice from a Native Entrepreneur
· Please Review a Copy of My Business Plan
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2015-16 Leadership Training for Entrepreneurial/Small Business/Economic Development
Session II Agenda
5:00 p.m.
Adjournment for Day One
Day Two: Wednesday – January 13, 2016
7:30 a.m.
Continental Breakfast/Networking
8:00 a.m.
Module 13: Native Entrepreneurship Opportunities for the Artist – Kenneth Banks,
Owner, Kenneth Banks Designs (Kumeyaay Art & Design), San Diego, California
· What I Learned from the Entrepreneur Training
· How I got Started in Business
· Marketing My Product, Use of Internet, Art Shows
· Challenges of Meeting Production Schedules to Fill Orders
· Financing Challenges for a Native Art Business
· Other Important Issues to Consider as a Native Entrepreneur; My Advice to YOU!
10:00 a.m.
BREAK
10:15 a.m.
Module 14: Chapter 17 Corporations; Public Law 280, Smoke Shop State/Federal
Taxation, and Tribal Employment Rights Ordinance and their Significance to Native
Entrepreneurs – Angela M. Medrano, J.D., Attorney at Law; formerly with California
Indian Legal Services (CILS)
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The Importance of Appropriate Legal Structures for Your Business
A Review of the Typical Types of Business Organizations: Sole Proprietor, “C,” “S,”
“B,” “LLC”
Chapter 17 of the Indian Reorganization Act of 1934, As Amended; How a Chapter 17
Corporation Functions and its Value to the Tribe and Native Entrepreneur
Liability and Related Issues to Protect Against Accidents, Disasters, Lawsuits, et al.
Public Law 280 and Possible Concerns for Native Businesses on Federal Trust Land
Other Local and State Tax Issues including New Regulations Governing Smoke Shops
The Benefit to Native Businesses of the Tribal Employment Rights Ordinance,
authorized by Title VII of the Civil Rights Act of 1964, as amended
The Possible Issue of TERO Challenges to Tribal Sovereignty
12:00 p.m.
LUNCH (on own)
1:30 p.m.
Module 15: Managing and Operating a Wellness, Health, Personal Service Business –
Kathy Willcuts, Business Owner, On Sacred Ground, San Diego, CA
· How I Began my Business
· The Importance of the CIMC Native Entrepreneur Training
· Marketing Research and Strategy of My Business
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2015-16 Leadership Training for Entrepreneurial/Small Business/Economic Development
Session II Agenda
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Business Operations Challenges: Marketing, Operations/Scheduling, Balancing Family
Life with Business Life; Financing Business Opportunities
Documentation/Bookkeeping/Tax Challenges
The Overall Value of Owning and Operating Your Own Business
Advice from a Native Business Owner
3:00 p.m.
BREAK
3:15 p.m.
Module 16: Overview of Government Contracting Opportunities at the Federal & State
Level and Proposal Writing - G. David Singleton, Training Co-Coordinator; Experienced
Grant and Government Contract Proposal Writer to all levels of government, private
foundations and corporations
· Introduction: Requirement Similarities Between Proposal Writing, Government
Contracting and Business Planning: All Require Market Research, and also similar
Legal Requirements such as Incorporation, Tax Identification, DUNS Number for
federal applications: www.grants.gov
· An Overview of Federal Government Contracting Opportunities including Helpful
Websites to Identify Solicitations by Federal Agencies
· Getting Started with the SYSTEM FOR AWARD MANAGEMENT (SAM), www.sam.gov
(formerly www.ccr.gov), an on-line registration system to streamline the federal
procurement system
· Creating a user-name, password, E-Biz Point of Contact (POC), submit EIN #, DUNS #
(www.dnb.com). Use Help Desk in the process: www.fsd.gov
· Registration in the SAM System is also required to electronically submit applications
for federal grants through www.grants.gov
· The value of federal SBA certifications such as 8(a); a short Review of Requirements &
Processes
· Other federal certifications include: a. Women-owned Business; b. Veteran-owned
Business; c. Disabled Veteran-Owned Business
· SMALL BUSINESS ADMINISTRATION (SBA) - A major resource for Training & Technical
Assistance www.sba.gov Also use SCORE; work with SBA District Office
· SBA 8-A Certification: Key provision for contractor preference on U.S. Government
contracts for up to nine years. Take the on-line training at www.sba.gov website
· State of California Contracting Opportunities: 25 percent of State-procured goods and
services must be purchased from California small businesses defined as sales less
than $14 Million per year and less than 100 employees.
· State Small Business Certifications include:
a. Small Business (SB) and Disabled Veteran Business Entity (DVBE) by the State
Department of General Services; qualify for preference points up to 5% and
register for ‘bidding opportunities in the California State Contracts Register’ at
www.eprocure.dgs.ca.gov
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2015-16 Leadership Training for Entrepreneurial/Small Business/Economic Development
Session II Agenda
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b. Disadvantaged Business Entity (DBE) is determined and certified by Caltrans
(California Department of Transportation). This is the most useful State
Certification; also,
c. Disabled Veteran’s Business by Caltrans (DVBE); contact Caltrans Business
Opportunities Office at 916 324 0449 for training and technical assistance, or go
to the Caltrans website at www.dot.ca.gov
Tribal Employment Rights Office/Ordinance (TERO) another tool for federally
recognized Tribes and Native Entrepreneurs has been covered by Attorney Angela M.
Medrano, J.D.
4:45 p.m.
Drawing and Announcements
5:00 p.m.
Adjournment
Have A Safe Trip Home!
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