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  • 1. Dealing with the Small Business Owner/Guarantor in Today’s Economy
  • 2. Author/Lecturer
    • DAVID L. OSBURN
    • 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).
    • 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.
    • 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.
    • 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.
    • David L. Osburn & Associates, LLC
    • A Business Training & Contract CFO Firm
    • David L. Osburn, MBA
    • Managing Member
    • 7521 Enchanted Hills Ct.
    • Las Vegas, Nevada 89129
    • Direct: (702) 655-1187
    • Fax: (702) 382-2298
    • E-Mail: [email_address]
    • Web: dlosburn.com
  • 3.
    • CREDIT ISSUES IN SMALL BUSINESS
    • 1) Small Business Risk Factors in Today’s Market: Tuesday,
    • 9/1/09, 9am
    • 2) Target Marketing to Small Businesses: Tuesday, 9/15/09, 9am
  • 4.
    • Dealing with the Small Business Owner/Guarantor in Today’s Economy
    • I. What is a Small Business?
    • Annual revenue: Less than $5MM; less than $50MM
    • Employee: Less than 10 FTE; less than 100 FTE
    • II. Who is the Small Business Owner/Guarantor ?
    • 20% Ownership Rule!
  • 5.
        • III. Common/ Uncommon Attributes
        • a) Gender: Male/Female
        • b) Age:
        • c) Experience:
        • d) Education:
        • e) Financial Backing:
  • 6.
    • IV. How to Deal with the Small Business Owner/Guarantor
    • a) Personal Level: (Small Business vs. “Corporate” America)
    • b) Business Level:
    • 1. Accounting
    • 2. Economics
    • 3. Finance
    • 4. Marketing
    • 5. Operations
  • 7.
        • V. The Impact of Economics on the Business Owner/Guarantor
        • a) Recession :
        • b) Inflation :
        • c) “Normal” Growth :
        • d) Other : Interest Rates, Demand/Supply, Competition, etc.
  • 8.
    • VI. Legal Aspects of a Guarantee:
    • a) What is a Guarantee?
    • b) What are the various types of Guarantees?
    • c) How effective (from an underwriting/collection standpoint)
    • are Guarantees?
    • d) Is there Consideration?
    • Remember the 20% Rule!
    • e) What about the related concept of Collateral?
  • 9.
    • VII. The Role of the Business Owner/Guarantor as a Leader
    • a) Leadership vs. Managership
    • b) Image of Business Owner/Guarantor in Company
    • c) Image of Business Owner/Guarantor in Community
    • d) Image of Business Owner/Guarantor in the “eyes” of
    • the Creditors
  • 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.
    • IX. Management Styles
    • What management style does the Business Owner/Guarantor generally exhibit?
    • a) Theory X
    • b) Theory Y
    • c) Theory Z
    • What is your management style?