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Dealing with Small Businesses


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Provides an introduction on how to deal with small businesses.

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Dealing with Small Businesses

  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>Website: </li></ul>
  3. 3. <ul><li>CREDIT ISSUES IN SMALL BUSINESS </li></ul><ul><li>1) Introduction to Dealing with Small Business: Tuesday, 7/7/09, 9am </li></ul><ul><li>2) Small Business Legal Issues: Friday, 7/17/09, 9am </li></ul><ul><li>3) Dealing with the Small Business Owner/Guarantor in Today’s Economy: </li></ul><ul><li> Tuesday, 8/18/09, 9am </li></ul><ul><li>4) Providing Credit to Small Businesses in Today’s Economy: Tuesday, </li></ul><ul><li>8/4/09, 9am </li></ul><ul><li>5) Small Business Risk Factors in Today’s Market: Tuesday, 9/1/09, 9am </li></ul><ul><li>6) Target Marketing to Small Businesses: Tuesday, 9/15/09, 9am </li></ul>
  4. 4. <ul><li>INTRODUCTION TO DEALING WITH SMALL BUSINESSES </li></ul><ul><li>I. How to Deal with Small Businesses: </li></ul><ul><li> a) How Would You Define a Small Business? </li></ul><ul><li> b) Who Owns/Starts Small Businesses? </li></ul><ul><li> </li></ul><ul><li> c) What are the “Hot” Issues Effecting Small Businesses Today? </li></ul><ul><li> d) What is the SBA? </li></ul>
  5. 5. <ul><ul><ul><li>II. An Introduction to Small Business Legal Issues including </li></ul></ul></ul><ul><ul><ul><li>Entity Structure : </li></ul></ul></ul><ul><ul><ul><li>a) Entity Structure: </li></ul></ul></ul><ul><ul><ul><li> 1) Sole Proprietorship </li></ul></ul></ul><ul><ul><ul><li> 2) Subchapter S Corporation </li></ul></ul></ul><ul><ul><ul><li> 3) LLC </li></ul></ul></ul><ul><ul><ul><li> </li></ul></ul></ul>
  6. 6. b) Setting Up the LLC: 1) Articles of Organization 2) Operating Agreement 3) Annual List of Members c) Managing An LLC (from an Entity Standpoint): d) The Role of the Resident Agent:
  7. 7. <ul><li>III. Providing Credit to Small Businesses: </li></ul><ul><li> a) Underwriting a Small Business </li></ul><ul><li> b) Products: </li></ul><ul><li> 1) Lines of Credit </li></ul><ul><li> 2) Equipment Loans/Leases </li></ul><ul><li> 3) Letters of Credit </li></ul><ul><li> 4) Commercial Real Estate Loans </li></ul><ul><li> c) Personal Guarantees </li></ul><ul><li> d) Credit Scoring </li></ul><ul><li> </li></ul>
  8. 8. <ul><li>IV. How To Deal with the Business Owner: </li></ul><ul><li> a) Negotiation Skills </li></ul><ul><li> b) Empathy </li></ul><ul><li> c) Ego </li></ul><ul><li> d) Mediation </li></ul>
  9. 9. <ul><li> V. Risk Factors in Today’s Market : </li></ul><ul><li> a) Economic Cycles Ex. The Recession </li></ul><ul><li> b) Economic Variables Ex. Interest Rates, Inflation, Supply & </li></ul><ul><li> Demand, etc. </li></ul><ul><li> c) Competition </li></ul><ul><li> d) Human Factors </li></ul>
  10. 10. <ul><li>V. How To Target Market to Small Businesses : </li></ul><ul><li> a) The Target Market </li></ul><ul><li> b) The 4 “Ps” of Marketing </li></ul><ul><li> c) Social Marketing </li></ul><ul><li> </li></ul>