Dealing with the Small Business Owner/Guarantor in Today’s Economy
Author/Lecturer <ul><li>DAVID L. OSBURN </li></ul><ul><li>David is the founder and managing member of David L. Osburn & As...
<ul><li>CREDIT ISSUES IN SMALL BUSINESS   </li></ul><ul><li>1) Small Business Risk Factors in Today’s Market: Tuesday, </l...
<ul><li>Dealing with the Small Business Owner/Guarantor in Today’s Economy </li></ul><ul><li>I.  What is a Small Business?...
<ul><ul><ul><li>III.  Common/ Uncommon Attributes  </li></ul></ul></ul><ul><ul><ul><li>  a) Gender: Male/Female </li></ul>...
<ul><li>IV.   How to Deal with the Small Business Owner/Guarantor </li></ul><ul><li>  a) Personal Level: (Small Business v...
<ul><ul><ul><li>V.  The Impact of Economics on the Business Owner/Guarantor </li></ul></ul></ul><ul><ul><ul><li>  a)  Rece...
<ul><li>VI.  Legal Aspects of a Guarantee: </li></ul><ul><li>  a) What is a Guarantee? </li></ul><ul><li>b) What are the v...
<ul><li>VII.  The Role of the Business Owner/Guarantor as a Leader </li></ul><ul><li>  a) Leadership vs.  Managership  </l...
VIII.  The Business Owner/Guarantor’s “Human Side” including Management Skill Set    a) Is the Owner/Guarantor a “people” ...
<ul><li>IX.  Management Styles </li></ul><ul><li>What management style does the Business Owner/Guarantor generally exhibit...
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Dealing With the Small Business Owner

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Tips on how to deal with the small business onwer/guarantor in today's economy.

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Dealing With the Small Business Owner

  1. 1. Dealing with the Small Business Owner/Guarantor in Today’s Economy
  2. 2. Author/Lecturer <ul><li>DAVID L. OSBURN </li></ul><ul><li>David is the founder and managing member of David L. Osburn & Associates LLC, a Las Vegas-based business training and contract CFO firm that provides seminar/keynote speeches for various groups including CPAs, bankers, attorneys, credit union employees, credit managers, trade groups, and businessowners. He also serves as a contract CFO for a large multi-state construction company, co-manages a bank educational program with the University of Nevada Las Vegas, and is a board member of North Star Business Services, a commercial lending company (commercial real estate and equipment financing). </li></ul><ul><li>His extensive professional background encompasses over 25 years in banking, finance, and marketing. His bank commercial lending credentials include comprehensive loan underwriting, management, customer development, and loan workout experience. </li></ul><ul><li>In addition, David is an Adjunct Professor for Regis University, an accredited MBA program and the College of Southern Nevada, a community college. He has taught college courses for over 24 years, covering Finance, Accounting, Economics, Marketing, Banking, Business Law, and Management. </li></ul><ul><li>He earned an MBA in Finance/Marketing from Utah State University and a BS in Finance from Brigham Young University. He is also a graduate of the University of Oklahoma National Commercial Lending School. </li></ul><ul><li>David L. Osburn & Associates, LLC </li></ul><ul><li>A Business Training & Contract CFO Firm </li></ul><ul><li>David L. Osburn, MBA </li></ul><ul><li>Managing Member </li></ul><ul><li>7521 Enchanted Hills Ct. </li></ul><ul><li>Las Vegas, Nevada 89129 </li></ul><ul><li>Direct: (702) 655-1187 </li></ul><ul><li>Fax: (702) 382-2298 </li></ul><ul><li>E-Mail: [email_address] </li></ul><ul><li>Web: dlosburn.com </li></ul>
  3. 3. <ul><li>CREDIT ISSUES IN SMALL BUSINESS </li></ul><ul><li>1) Small Business Risk Factors in Today’s Market: Tuesday, </li></ul><ul><li>9/1/09, 9am </li></ul><ul><li> 2) Target Marketing to Small Businesses: Tuesday, 9/15/09, 9am </li></ul>
  4. 4. <ul><li>Dealing with the Small Business Owner/Guarantor in Today’s Economy </li></ul><ul><li>I. What is a Small Business? </li></ul><ul><li> Annual revenue: Less than $5MM; less than $50MM </li></ul><ul><li> Employee: Less than 10 FTE; less than 100 FTE </li></ul><ul><li> II. Who is the Small Business Owner/Guarantor ? </li></ul><ul><li> 20% Ownership Rule! </li></ul><ul><li> </li></ul><ul><li> </li></ul>
  5. 5. <ul><ul><ul><li>III. Common/ Uncommon Attributes </li></ul></ul></ul><ul><ul><ul><li> a) Gender: Male/Female </li></ul></ul></ul><ul><ul><ul><li> b) Age: </li></ul></ul></ul><ul><ul><ul><li>c) Experience: </li></ul></ul></ul><ul><ul><ul><li> d) Education: </li></ul></ul></ul><ul><ul><ul><li> e) Financial Backing: </li></ul></ul></ul>
  6. 6. <ul><li>IV. How to Deal with the Small Business Owner/Guarantor </li></ul><ul><li> a) Personal Level: (Small Business vs. “Corporate” America) </li></ul><ul><li> b) Business Level: </li></ul><ul><li> 1. Accounting </li></ul><ul><li> 2. Economics </li></ul><ul><li>3. Finance </li></ul><ul><li>4. Marketing </li></ul><ul><li>5. Operations </li></ul>
  7. 7. <ul><ul><ul><li>V. The Impact of Economics on the Business Owner/Guarantor </li></ul></ul></ul><ul><ul><ul><li> a) Recession : </li></ul></ul></ul><ul><ul><ul><li>b) Inflation : </li></ul></ul></ul><ul><ul><ul><li>c) “Normal” Growth : </li></ul></ul></ul><ul><ul><ul><li>d) Other : Interest Rates, Demand/Supply, Competition, etc. </li></ul></ul></ul>
  8. 8. <ul><li>VI. Legal Aspects of a Guarantee: </li></ul><ul><li> a) What is a Guarantee? </li></ul><ul><li>b) What are the various types of Guarantees? </li></ul><ul><li>c) How effective (from an underwriting/collection standpoint) </li></ul><ul><li>are Guarantees? </li></ul><ul><li>d) Is there Consideration? </li></ul><ul><li>Remember the 20% Rule! </li></ul><ul><li>e) What about the related concept of Collateral? </li></ul><ul><li> </li></ul>
  9. 9. <ul><li>VII. The Role of the Business Owner/Guarantor as a Leader </li></ul><ul><li> a) Leadership vs. Managership </li></ul><ul><li> b) Image of Business Owner/Guarantor in Company </li></ul><ul><li> c) Image of Business Owner/Guarantor in Community </li></ul><ul><li> d) Image of Business Owner/Guarantor in the “eyes” of </li></ul><ul><li>the Creditors </li></ul><ul><li> </li></ul>
  10. 10. VIII. The Business Owner/Guarantor’s “Human Side” including Management Skill Set a) Is the Owner/Guarantor a “people” person? b) Does the Owner/Guarantor manage from “ intimidation” or from the perspective of a “vision”? c) Does the Owner/Guarantor value both a “safe” and “ productive” work environment?
  11. 11. <ul><li>IX. Management Styles </li></ul><ul><li>What management style does the Business Owner/Guarantor generally exhibit? </li></ul><ul><li> a) Theory X </li></ul><ul><li>b) Theory Y </li></ul><ul><li>c) Theory Z </li></ul><ul><li>What is your management style? </li></ul>

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