The Cochise College Small Business Development Center (SBDC) offers a variety of services to help entrepreneurs start and grow their businesses. They provide business planning assistance, help with financial projections, guidance on business structures and tax implications, and support obtaining an Employer Identification Number. They also assist with marketing plans, goal setting, financial management, accessing credit, and preparing for transition or sale of the business. Their services are tailored to individual client needs and aim to help businesses increase sales, create jobs, access capital, and maximize long-term wealth and profitability.

1. Cecilia V. Rivas Schürmann, International Trade Specialist
schuermannc@cochise.edu
What does Cochise College SBDC
offer to entrepreneurs?

2. What does Cochise College SBDC
offer to entrepreneurs?

3. 1. Cochise College SBDC client’s
economic impact
$3,900,000
$3,950,000
$4,000,000
$4,050,000
$4,100,000
$4,150,000
$4,200,000
$4,250,000
2012 2013 2014
Cochise College SBDC Client's Economic Impact 2012-2014
Capital Formation Increased Sales

4. 1. Cochise College SBDC client’s
economic impact
0
10
20
30
40
50
60
70
80
90
Jobs Created Jobs Retained New Businesses
Cochise College SBDC's Clients Jobs and New Businesses 2012-2014
2012 2013 2014

5. 2. Whom do we serve?
Startup
Scale-up
Scaler
Sustainable
Corporate
Early-stage
barriers
Crossing
the chasm
From Startups to
Scale-ups

6. 3. How do we serve?
Our services are tailored to our client’s needs:
· Business plan - research
· Cash flow projections
· Sole proprietorship? LLC? Inc.? and tax implications
· Employer Identification Number (EIN)
· Establish Dun & Bradstreet file for
business
· How to increase business’ value in case
of sale?

7. 3. How do we serve?
Our services are tailored to our client’s needs:
Sales increase
Sales are a by-product of many elements. A Marketing Strategic Plan
will review the price, the product, the promotion (where sales
strategies belong), and the place (distribution): physical vs web,
combination?

8. 3. How do we serve?
Our services are tailored to our client’s needs:
Achieving Goals
Goals are great and execution is better.
The 4 Disciplines of Execution by Franklin Covey bridge the gap.

9. 3. How do we serve?
Our services are tailored to our client’s needs:
Wealth Maximization
Increasing sales is important and maximizing wealth is the end goal. Profit Mastery ®is
a great tool to understand the relationship between the income statement and the
balance sheet. The combination of these two financial statements
provide a visual cause-and-effect relationship leading to
financial distress or success.

10. 3. How do we serve?
Our services are tailored to our client’s needs:
Wealth Maximization
7 Steps to Business Success
1. Plan properly
2. Monitor financial position – ratio
analysis cause-and-effect “Road Map”
3. Price-Volume-Costs Relationships –
break-even analysis

11. 3. How do we serve?
Our services are tailored to our client’s needs:
Wealth Maximization
7 Steps to Business Success
4. Managing cash flow – cash flow analysis
5. Managing growth – financial gap analysis
6. Borrow properly – the 5 “C’s” of credit
7. Planning for transition – estate planning

12. 3. How do we serve?
Our services are tailored to our client’s needs:
Wealth Maximization
Measures
yearly results
good year/bad
year
Measures long –
term results
good long term/
bad long term

13. 3. How do we serve?
Our services are tailored to our client’s needs:
Wealth Maximization
Ratio Analysis Spreadsheet: 14 ratios
1. Balance Sheet Ratios – signaling “Stability”
2. Income Statement Ratios – signaling “Profitability”
3. Asset Management Ratios – overall efficiency and
working capital cycle ratios
Company’s ratios are compared with industry
average ratios to develop
spreadsheet and roadmap

14. 3. How do we serve?
Our services are tailored to our client’s needs:
Wealth Maximization
Ratio Analysis Spreadsheet:

15. 3. How do we serve?
Our services are tailored to our client’s needs:
Wealth Maximization
Working Capital Cycle
CASH
INVENTORYA/R

16. 3. How do we serve?
Our services are tailored to our client’s needs:
Wealth Maximization – The CUP
Variable
Costs
Fixed
Costs
Variable
Costs
Net Profits
Sales Dollars
Contribution Margin, % of Sales
Net profits occur if there is anything
left after the fixed cost cup is filled

17. 3. How do we serve?
Our services are tailored to our client’s needs:
Wealth maximization – Road map

18. 3. How do we serve?
Our services are tailored to our client’s needs:
Profit Mastery Assessment
Cash NPBT
1. Inventory $60,000
2. A/R $16,000
3. Hidden costs $19,000
4. Interest $ 7,600
5. Labor $38,000
6. Buying $10,000
7. Pricing $22,000
8. Cash discount $10,000
9. Refinance building $126,000
Totals $202,000 $106,600
Additional
NPBT if
company
would run
efficientlyAdditional
cash-on-hand
if company
would run
efficiently

19. Questions?
Why we do what we do?
Your

20. Thank you!
Cecilia V. Rivas Schürmann, International Trade Specialist
schuermannc@cochise.edu
What does Cochise College SBDC offer
to entrepreneurs?