Guide 9:

Funding Your
New Business

Guide 9: Funding Your New Business

n INTRODUCTION
Welcome to the Citibank Small Business information guide series. This is one of ten
guides that have been developed just for you, a person who is thinking about starting a
small business or who has made the commitment to start one. It is targeted to people
who are considering starting a small business as well as to small business owners who
want to learn more about successful strategies and skills. Citibank worked with a team
of entrepreneurs like you to develop, write, and produce this series. All of us know how
important it is to have clear and concise information to make smart business decisions.
Our goal is to share experiences about the dynamic, exciting small business community.
Start your new business off on a strong financial footing. Experts agree its the best

Though funding
can be a big
challenge, it is
essential to your
new venture.

strategy for success. In fact, the Small Business Administration reports that while poor
management is cited most frequently as the reason businesses fail, inadequate or illtimed financing is a close second. ([Link]
There are several reasons funding can be a major challenge for someone planning a
small business:

It can be difficult for an entrepreneur to put a dollar value on a new

business idea.

Some people who are eager to start a new business are not prepared to talk
money. They either dont know how to or dont want to plan, research, ask for,
consider choices, think about, and spend money that is, business capital.

Relax. You can learn many skills and tools in this Citibank Small Business information
guide series that will help you find funding for your new business. The fortunate ones
knew that going in. The rest of us learned it along the way. You have an advantage: You
can start now to develop or improve your skills and gain the knowledge you need to
talk money. It can be your most valuable new business asset.

Guide 9: Funding Your New Business

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This guide, Funding Your New Business, will help you to:

understand the difference between personal and business expenses and the
importance of your personal credit rating as a business resource.

develop financial goals and benchmarks for funding.

learn about the various types of funding available for new businesses.

identify reliable sources for new business funding.

know how to apply for funding.

be prepared to meet unexpected funding needs.

establish a banking relationship and develop a strong working partnership with

your banking representative.

The good news is that even if talking about money is a new skill for you, the more you

Talking about
money may help
you become more
comfortable in
dealing with it.

do it, the easier it becomes. Try it, and youll see.

I. Start with a Good Look at Your Personal Finances
There are several important reasons to begin thinking about Funding Your New
Business with a review of your personal finances:
1. A new business seldom generates enough to replace a regular salary,
at least in the beginning. Be sure you can meet your personal expenses with a

minimum or no contribution from your new business.

Example: Harry bought a security system franchise and didnt take a salary for

two years. Instead, he used the business income to pay off his investors and upgrade
equipment. Within three years, the business was generating excellent profits as well as a
healthy income for Harry.
Until that time, the family counted on his wifes healthcare benefits and earnings. All
vacations were delayed. Gift-giving was limited to $25 or less. No dinners out. No
major purchases or home repairs, except for crises.

Guide 9: Funding Your New Business

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Notice anything? Harry did not fund his business by tapping out all his savings or
maxing out his credit cards. He had started other businesses and knew that those
resources could be used for family or business emergencies. Instead, he did his
homework before he started his new business, got his funding, and didnt count on
luck to make his business profitable. He figured out how much the personal household
expenses would be, how they could be kept to a minimum, and how he would spend
the income the new business generated until it reached the breakeven point.
For every story you read or hear about someone who used all my savings and maxed
out every credit card to start a successful new business, there are hundreds of other
people who did the same thing and after a few years of hard work, they had no
savings, no credit, and no business. You can avoid that bad luck story. Maintaining
your personal financial health is the key.

Your credit report

gives the world
a snapshot of
how you manage
money.

2. Your personal credit report is your best reference. For a new business

owner, your personal credit report is your business credit report because it is usually
your only credit reference. It gives a clear a picture of how you manage your finances,
for better or worse. Your credit report will be used by anyone who is considering
investing in your new business, either directly as an investor or indirectly as a supplier.
Make every effort to be sure it gives a positive picture of your ability to manage money.
If you arent familiar with what is in a credit report, learn about it now. There are three
major credit reporting bureaus (see below) and each of them has information about
how you have applied for and used credit. Generally, the information collected by all
the credit bureaus is the same, though it might vary slightly. Its best to know what
information all three companies have about you to be sure it is correct.
You can get a free copy of your credit report once a year online or order it by phone or
mail from [Link]. You can also purchase reports from each of the
credit reporting companies: Equifax ([Link] Experian ([Link]
[Link]) and TransUnion ([Link] Also, you can subscribe
to a service that gives you regular updates on your credit reports. Refer to each website

Guide 9: Funding Your New Business

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for details. You can also learn what information is in your credit report and how to
correct errors or report fraud and other problems.
It is important that all the information on your credit report is accurate. If there are
negative, but true, details on your credit report, be prepared to explain them when you
apply for funding. Remember, its always better to be prepared to discuss credit problems
than to be surprised by them when you are being reviewed for new business funding.
3. Its essential to keep personal and business funds separate.

This may seem obvious, but you might be surprised at how often mixing personal and
business funds becomes a serious issue for small business owners. The best idea, as soon
as you decide to move ahead with your business concept, is to set up a separate business
bank account ([Link] That way, all the costs
associated with researching and developing your idea, preparing a business plan, and

Mixing personal
and business
funds can cause
unexpected
problems.

securing funding can be carefully tracked and paid for with business funds.
Begin with a clear understanding of business expenses. Review the IRS Publication
535 ([Link] and refer to the description of business expenses included
in your accounting software or consult your accountant. If you start recording and
keeping receipts of deductible expenses right from the beginning, you can avoid major
problems, such as liability for additional taxes or penalties, in the future.
The following chart gives you some basic guidelines about some typical business
expenses.

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EXPENSE
Golf club membership

Keep a careful record of business contacts while

at the club. Provide your accountant with a
reasonable % of the total cost of membership,
plus expenses incurred during business
entertaining.

Convention registration

If related to your business, keep programs and

other materials that prove that the convention
is related to your business. As always, detail and
record expenses, keep all receipts, and provide
to your accountant.

Magazine subscriptions

Keep receipts. Be prepared to explain purpose,

i.e. interior design publications because you are
a contractor or home builder.

Internet provider
service

If used for business, keep receipts and provide

to your accountant.

Home office

Its best to have a separate space and charge

your business rent for it.

Office furniture

Record as a capital expense. Amortize

New suit for business

presentation

Even though youll use it for business meetings,

this is not considered a business expense
because it is not a garment that is only used for
business; it has personal uses as well.

Dinner party for friends

Depends on the purpose (celebrate

a new contract, general socializing).

Parking fee during

business meeting

Keep receipts on file.

Health care insurance,

for you and your family

Generally, this is considered an employment

benefit and is deductible as a business expense.

Web site design

Try to negotiate a monthly or extended fee to

prevent a huge payout before you know the site
works well for your business.

A Useful Strategy: Staple an envelope to the top inside edge of a file folder. Mark

the flap with the month and year. Put copies of all paid invoices and other expense
records in the folder, and small receipts in the envelope. Each month, youll have a
complete file of your business expenses and receipts. It is helpful if you ever have to
find a receipt or document deductions.
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 The Voice of Experience: Kristen is a marketing specialist who travels, entertains,

and creates information brochures and press releases for her clients. She found that
after every business trip, she had receipts that covered only a portion of the money she
had spent. Finally, she thought of a clever plan. She uses two wallets a work wallet
and a personal one. She puts all her business credit cards and $100 cash in the business
wallet, and her personal money and cards in the other. She is much more cautious to
get receipts when shes using the business wallet and more alert about spending
cash for tips, newspapers, and other small items that can really add up. Adapt Kristens
clever idea for your small business. Its a money-watch strategy that really works.
The discipline you use to keep personal and business expenses separate will help you to
avoid the trickle out theory where funds just seem to evaporate or projects do not
generate the profits they should. Some examples:

Develop an easy
system to keep
business and
personal money
separate.

Jerry recorded the time he spent preparing design proposals for new
customers. He learned that he spent four hours minimum on each proposal
and decided to create some standard proposal formats, including cost and
time estimates. He was able to cut proposal development time by half a cost
reduction and a productivity gain.

Amy limited petty cash to $50. Every time she needed more, she wrote a check
for the amount. By simply recording each $50, she became more conscious of
her spending and less likely to spend without notice.

Joe uses his business charge card for all purchases. The monthly bill gives
him a clear record of his spending and can download transactions into his
accounting software to keep his expense records accurate.

Charley opened his restaurant two years ago and just received a huge bill for
city taxes. Fortunately, he had put a percentage of each sale in a tax-escrow
account ([Link] and so
paying the bill was as simple as writing a check. If he hadnt started out saving
these funds for future taxes, his restaurant may have suffered as a result.

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Financial discipline saved the day for all of these new business owners. It can do the
same for you.
4. Options for how to pay yourself for expenses and salary.

Many small business owners think of themselves as suppliers to their small businesses.
Of course, you need to be paid for the items you provide to the business:

space for a home office

mileage on the car for business meetings

electricity, heat, and other utilities

phone services

One option to consider is paying yourself by business check for any expenses above
$100. For example, if your total mortgage expense is $2,100 and you use one room

Dont forget to
pay yourself
for legitimate
contributions to
the business.

of your five-room house for your business, charge the business $300 rent and pay it
with a business check. You might combine the other smaller expenses in one bill for
miscellaneous expenses, perhaps $200. Each month, you would receive $500 from the
business for the use of your home facilities.
Any expenses you have made for the business, such as buying office furniture, can
be reimbursed immediately or amortized (paid in segments over time). Again, write
yourself a business check with a clear description of the expense.
What about a salary? It all depends on the cash flow your business is generating. Again,
your accountant or financial planner can help you estimate a reasonable amount. You
have to balance your financial requirements with the business needs for funds. Keep
in mind that the less money you take from the business during the start-up phase, the
faster your business will reach the breakeven point and the more likely it will be to
generate profits.
The Voice of Experience: The cost of professional advice is well worth it. Your

accountant or financial planner can help you to decide how much salary you should

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take from your new business. These experts can also help you plan for tax payments,
retirement, and other financial needs.
II. Firm Up the Financial Profile of Your New Business
You already have collected or calculated much of the information you need to develop
a financial profile of your new business. As part of this Citibank Small Business series,
you have Developed Your Business Idea (Guide 2), Built a Business Model (Guide
3), considered Financial Management Essentials (Guide 4), reviewed Basic Business
Operations (Guide 6), and eventually started Creating a Business Plan that Works for
You (Guide 8).
Now, its time to review all of your financial reports and develop a current, realistic
financial profile of your business:
-

Do your cash flow estimates still seem accurate?

Can you manage cash flow better in order to reduce your funding needs?

What is the reality of your breakeven analysis?

What is the reality of your personal financial statement?

When will you need funding?

How will you use the funding? Be specific.

What is the local business climate like - good, bad, or indifferent? What about
the business climate regionally and nationally? Be as realistic and specific
as you can; then, update your business plan to reflect the current situation.
Example: If theres a sudden downturn in business leases, it can indicate
that you could negotiate excellent terms for a longer lease than you initially
planned. Or, if a local industry is going through a round of staffing cuts, you
could hire experienced workers at a very competitive rate.

What is the situation for your industry? If there have been new developments in
equipment, market demand or other factors, how do they affect your need for
funding?

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Is your management team the same or different? How does this affect your
needs for funding?

After you have reviewed the financial estimates you have put together, decide on a
total amount you need to fund your business. As you set your funding goals and
benchmarks, be conservative, but realistic. Visit [Link]
citibusiness/ to review financial resources available to small businesses. In addition,
visit [Link] and [Link] for additional
information. Use the information from these websites or obtained during a visit to a
bank branch to firm up your financial estimates, goals, and benchmarks.
The Voice of Experience: Start preparing to make funding proposals as soon as

possible. Funding activities usually take longer than estimated. Remember, its always
better, and much more comfortable, to be ahead of the funding crisis curve. The best

Prepare your
funding proposals
and file needed
business forms
early.

strategy: Review application or filing requirements; get the needed business registration
and tax forms with sufficient time to review and complete them; and submit requests as
soon as possible. It is always possible to renegotiate a later start date of a loan or other
funding source, but it is usually not possible to get funding at the last minute.
III. Your Bank, Your Business Partner
As a small business owner, you can choose to get the financial services you need from
several different sources including a bank, credit union, and savings and loan, as
well as private finance, insurance, and investment firms. Some people prefer to work
with a single financial services provider, such as Citibank. Others may want to use a
combination of resources to meet their business financial needs.
Since the great majority of small businesses use the financial services provided by a
commercial bank, it is an excellent source of financial capital.

Guide 9: Funding Your New Business

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1. Look at Your Financial Services Choices

Banks provide many ways to assist you in getting your start-up off the ground. Just
look at this range of banking services. Its likely that youll need to use many of them.
Banking
- checking
- money market
- savings/CD
- escrow accounts

Cash Management
- account reconciliation
- positive pay
- lockbox
- wire transfers

Credit Cards
- business credit cards

Investments
- sweep services
- online investing
- 401K
- IRA (Individual Retirement Account)
- Employee Stock Ownership (ESOP)

Credit
- line of credit
- term loans
- leasing alternatives
- SBA loans
- commercial mortgages

Trade
- letters of credit

2. Communication Builds Trust and Respect

However you like to do business, it is important to have a relationship based on mutual

trust and respect. Your business banker and other financial resources can help you set
priorities and establish a banking plan that works for you now, and as your business
grows. They should also be convenient, reliable sources for information and advice.
If you do not have a personal relationship with your banker or other financial services
providers, make one immediately. Its a simple process.

Call or stop by to set up an introductory meeting. Plan on at least 30 minutes.

Come prepared with your business card and brochure, if available. Also,
bring a one-page description of your business and questions you have about

Guide 9: Funding Your New Business

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recommended financial services available for a start-up. As appropriate,

describe your current personal banking relationships.

Be ready to take notes as well as answer basic questions about your new
business plans. Since this is an introductory session, keep your comments
general and get copies of brochures, applications, and other materials related
to your type of business.

Consider interviewing several different resources. You might start by learning more
about the banking services available to a small business at [Link]
us/citibusiness/.
IV. Consider Funding Choices
There are many different types of funding and often, many new business owners dont
know or realize this. This is a good time to review funding choices because the most
successful businesses are built on a solid foundation of capital. It begins with a good
understanding of opportunities for Funding Your New Business.
1. Types of Capital

Capital is the financial investment, or funding, needed to start a business. There are
two basic types of capital used to finance a business equity and debt. In general,
the more equity the owners have in a new business, the easier it is for the business to
qualify for debt financing.

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EQUITY funds provided by

investors in exchange for ownership
in the business including voting
rights, dividends, and a share of the
profits

DEBT funds borrowed in exchange

for fees, interest, and other
payments

Examples:
Common stock, preferred stock,
convertible stock

Examples:
Commercial mortgages, loans,
secured or unsecured lines of credit

Advantages You get the equity

from investors or other sources and
have the funds available to use as
necessary. The more equity funding
you have, the more debt funding
you can qualify for. If the business
succeeds, the value of the equity
investment is paid off through
increased stock prices, dividends,
or profits. If the business fails, the
investors lose their equity, and
you do not have to pay back their
investment.
Disadvantages In exchange for
equity funding, you may have to give
up a % of ownership, management
responsibilities, or long-term profits.

Advantages Debt funding can be

more flexible than equity funding
because it can be established as an
available credit line and only used
as necessary to meet cash flow
requirements.
Debt funding does not require you
to give up ownership, voting, or
management rights.
Disadvantages Debt funding costs
can rise if the business returns are
not meeting projections. It may
be difficult to get additional debt
funding on short notice.
If the business doesnt succeed, you
still have to repay the mortgages,
loans, credit lines, or other debt
funding you received.

High ratio of Equity to Debt:

An indicator to seek debt financing

High ratio of Debt to Equity:

An indicator to increase equity
investment

Guide 9: Funding Your New Business

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Sources for Start-Up Companies

- Personal savings
- Family or friends
- Angel investors
- Venture capitalists
- Potential customers
- Potential suppliers
- Banks that have partnerships
with, provide funding for, or
are able to direct you to or
recommend:
Economic Development
Organizations
Other community resources
that fund and promote small
businesses

Sources for Start-up Companies

Business development programs
- Industry colleagues
- Line of credit from suppliers
- Banks that have partnerships
with,
provide funding for, or are
able to direct you to or
recommend:
- Microfinance Organizations
/and Microlenders
AEO (Association of
Enterprise Opportunity)
[Link]
[Link]
Microlending area of SBA
site [Link]
- Explore financing options for
start-ups with your bank

Start-up businesses:
Generally not attractive to venture
capitalists until after 3-5 years of
successful operation.

Start-up businesses:
Your personal credit history has a
direct impact on the availability of
financing for your start-up: Visit
[Link]
business and section V below.

Keep in mind that funding includes more than money. Its a broad category that covers
all the financial and other resources that can be used to launch a new business. All
funding is valuable, but some types of funding are more valuable to you than others.
Typically, your choices for start-up capital are not that obvious. Your accountant,
financial advisor, banker, and attorney can advise you as to what funding options are
most cost-effective and efficient for the type of business you are planning.

Guide 9: Funding Your New Business

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V. A Closer Look at Capital Sources

If you have never started a small business before, you may not have experience
considering all the advantages and disadvantages of the various sources of capital.
Heres brief rundown of some of the major issues to consider. Fill in the chart to add
your own thoughts.
Its good to consider all available sources when you are deciding how, when, and where
to seek funding.
An Equity/Debt Reminder: Review the differences between equity and debt. Some

funding sources offer both; some only offer equity or debt.

Funding Sources

Advantages

Disadvantages

Personal savings,
401K, IRA or
retirement funds,
home equity loan
or line of credit

You have access to

these funds because of
your prudent financial
management.

Plan for success, but prepare for

failure.
This is an old adage that describes
exactly how you should think about
new business funding. Despite your
best efforts, a new business can fail
do everything you can to access
the funding resources available for
businesses and avoid the stress
and tragedy of losing your home or
retirement funds as you try to start
a new business. There are better
and more financially savvy ways to
acquire funding.

Guide 9: Funding Your New Business

page 15

Family and
friends,
employees,
industry
colleagues

Can be an excellent resource,

often overlooked by new
business owners. May have
the financial resources for
loans or be able to offer
services, facilities, or
supplies; may accept deferred
payments for rent or wages.
Frequently, money is loaned
interest-free or at a low
interest; a distinct start-up
advantage.

May want to be too involved in the

day-to-day business decisions or
have unrealistic expectations for
return on investment.
Have your attorney write a contract
or Letter of Agreement that
describes the funding terms and
cancellation policies, if necessary.
Be certain to have a signed
agreement before accepting funds.

Angel investors

They look for small

businesses with high
growth potential and strong
management teams in an
industry they know well. Able
to provide financial resources
quickly and conveniently.
Usually have strong
management experience,
which can be useful.
Typically invest with trusted
friends and business
associates.

May not want to invest in your

type of business or may have very
high requirements for success.
Generally interested in an exit
strategy in five years.

Venture
capitalists

Knowledgeable investors
who usually have extensive
financial resources as well
as strong management
experience. Very selective
in choosing investments and
frequently very involved
in management of growing
companies.

Often not interested in startups until they have 3-5 years

experience. Often insist on
equity in exchange for funding,
as well as decision-making and
strict higher-than-average profit
performance. May insist on
management or strategy changes
if business is not performing as
expected. Small business owners
may not want to relinquish equity
or management responsibilities in
exchange for funding.

Guide 9: Funding Your New Business

page 16

Potential
customers

May be in a position to barter

or exchange resources.
Example, a client may offer
you office space in exchange
for X hours of work per
month. Or, a retailer may be
willing to pay upon delivery,
pay for shipping, or offer
other funding support.

Be sure to have a written

agreement about the value of the
exchange, as well as the length of
the agreement and termination.
You wouldnt want your landlord
to keep your computer as
payment if he is not happy with
your work.

Potential
suppliers

Like potential customers,

potential suppliers may be
eager for you to succeed and
offer you space, advertising
support, a percentage on
sales to new clients, delayed
payment terms, or many
other funding resources. This
is especially true if you have
worked with the supplier
and have established a good
relationship.

Be careful to get paid for the full

value of your services. For example,
a printer may be willing to give
you printing valued at $3,000 for
no cost, but if he wants $5,000
worth of design work, its not a
good value for you. Also, be sure
to have an agreement with the
supplier that describes and limits
your responsibilities, as well as the
other terms of your agreement.

Banks, credit
unions, savings
and loans,
commercial
finance
companies

A major resource for new

business funding that can
structure financing to meet
specific business needs. May
offer demand loans, seasonal
lines of credit, loans for
purchase of equipment and
other debt financing. Also a
resource for small business
information and advice.

The more start-up equity a small

business owner can access, the
better choices available for debt
financing. Application process may
be rigorous and take longer than
anticipated.

Microfinance
organizations
and SBA
microlenders

Refer to [Link]
[Link] and [Link]
microenterpriseworks.
org websites for more
information.

Be certain to check any lenders

affiliations and local business
records before signing a loan or
microloan agreement.

The Voice of Experience: Always have every funding offer and contract reviewed

and approved by your accountant and attorney before signing it. Rely on their
professional advice to protect your financial and business interests.

Guide 9: Funding Your New Business

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VI. The Small Business Administration - Organized to Help

In 2004, almost 581,000 small businesses were started in the U.S. However, almost
the same number of businesses closed. What made the difference between those
that succeeded and those that did not? In many cases, it was the Small Business
Administration (SBA). It is the government agency established to promote, educate,
advise, and in some cases, provide or guarantee funding for small businesses.
If you have never heard about the SBA or are not quite sure how it can help you, now
is the time to learn all about it. Learn all about the organization and the services they
provide at [Link]
The Small Business Development Centers

According to its website, the SBDC Program provides up-to-date counseling, training,
and technical assistance in all aspects of small business management and assists small

Take advantage
of free assistance
from the Small
Business
Administration.

businesses with financial, marketing, production, organization, engineering and

technical problems, and feasibility studies. It also provides programs and economic
development activities that include international trade assistance, technical assistance,
procurement assistance, venture capital formation, and rural development. The SBDCs
also make special efforts to reach minority members of socially and economically
disadvantaged groups, veterans, women, and the disabled. Assistance is provided to
both current or potential small business owners. They also provide assistance to small
businesses applying for Small Business Innovation and Research (SBIR) grants from
federal agencies. Be sure to take advantage of this valuable resource from the SBA.
[Link]
One of the most important functions of the SBA is providing loan guarantees to help
small businesses get funding. Here are the most popular SBA programs:
1. SBA Express Loan Program

SBA Express allowsSBA-qualified lenders to offer quick turnaround on awide variety

of SBA 7(a) revolving credit lines and loans, with negotiable interest rates,with or
without collateral depending on the size of the [Link] made under this program

Guide 9: Funding Your New Business

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generally follow SBAs standards for Size, Use of Proceeds, Type of Business and
Availability of Funds. For more information,visit [Link]
lendinvest/[Link] or contact your SBA-affiliated banker or local SBAdistrict
office.
2. Basic 7(a) Loan Program

This is the most basic, flexible, and used type of SBA loan. These loans help small
businesses qualify for financing for which they may not be eligible otherwise. Loans
are provided by lenders, such as Citibank, which participate with SBA in making loans
under the SBA guidelines:

the small business applies to the lender for SBA financing

the lender decides if the applicant qualifies for an SBA-guaranteed loan

The guaranty is provided to the lender and assures that in the event the
borrower does not repay the loan and a default occurs, the government will
reimburse the lender for its loss, up to the percentage of the SBA guaranty.

the borrower remains obligated for the full amount due.

Several key concepts work together to make SBA 7(a) loans effective:
1) the applicant must be eligible for a 7(a) loan must meet SBA size standards,
must be for-profit, must not have internal resources (business or personal) to
provide financing, and must demonstrate ability to repay the loan
2) the loan comes from the commercial bank or other SBA participant, not the
government
3) if the loan application is not approved, the agency cannot force the lender to
grant the loan.

For more information, visit [Link]

Guide 9: Funding Your New Business

page 19

3. Certified Development Company (504) Loans

Long-term, fixed-rate financing to allow small business to make brick and mortar
purchases of real estate, machinery, or equipment for expansion or modernization.
CDC/ 504 loans are delivered through approximately 270 CDC-certified private and
non-profit corporations located across the U.S. to meet public policy goals, including:

Business district revitalization

Expansion of exports

Expansion of small businesses owned and controlled by minorities, women and

veterans (especially disabled veterans)

Rural development

Increasing productivity and competitiveness

Restructuring because of federally mandated standards or policies or budget

cutbacks

CDC/504 loans are larger loans several hundred thousand dollars to $4 million
and include three parts: A senior lien from a bank, like Citibank, equal to 50 percent
of the project cost; a loan secured with a junior lien from the CDC (guaranteed by
SBA) for up to 40 percent of the cost; and at least 10 percent equity provided by the
small business that is being helped. CDC 504 loans cannot be used for working capital,
inventory, consolidating debt, repaying financing, real estate speculation, or rental
properties. Generally, these loans have 10- or 20-year maturities, with interest rates
pegged to an increment above the current market rate for 10-year U.S. Treasury issues,
as well as 3 percent fees based on the total debt. The fixed rate of CDC 504 loans
makes them an excellent funding resource for a small business.
For more information, visit [Link] or
discuss with your lender.

Guide 9: Funding Your New Business

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4. Microloan 7 (m) Loans

These short-term loans allow small businesses and not-for-profit child care centers
to borrow up to $35,000 for working capital or the purchase of inventory, supplies,
furniture, fixtures, machinery, or equipment. They cannot be used to pay existing debt
or purchase real estate. However, these microloans are an excellent option for small
business start-up or expansion. These are available through non-profit organizations
that receive funding from banks and other financial institutions. See sections IV and V
of this brochure. Example: Community Development Organizations
For more information, visit [Link]
5. Loan Prequalification

This program is designed to help small business applicants have their SBA 7(a) loan
applications reviewed and approved for up to $250,000 before approaching a lender.
Heres how:
1) The SBA works with intermediaries such as Small Business Development
Centers and others that help prospective borrowers develop a business plan
and complete a loan application that describes a business which is both eligible
and has credit merit. Small Business Development Centers do not charge a fee
for this service; other intermediaries do.
2) Once the intermediary believes the small business loan application has a
chance for approval, it forwards it to the SBA for processing.
3) If the SBA decides the application is eligible and the business owner has
sufficient credit merit to warrant approval, it issues a commitment letter on
behalf of the applicant.
4) The commitment letter or pre-qualification describes SBAs willingness to
guaranty a loan made by a lender under certain terms and conditions.
5) The intermediary helps the borrower locate a lender offering the most
competitive rates.

Guide 9: Funding Your New Business

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6) The borrower then takes the SBA letter and loan application documents to a
lender for a decision.

The SBA Loan Prequalification program is a winner for everyone. Small business
owners get expert assistance in preparing their loan documents, at no cost.
Intermediaries receive funding and other support from SBA for their community
service, or fee income from SBA applicants. Banks and other lenders receive wellprepared, complete loan applications to speed up their decision-making process.
Contact your local SBA office look in the phone book or check [Link]
to find out if there is an SBA intermediary in your community.
SCORE 1 for You. Get in touch with Service Corps of Retired Executives
volunteers who provide free online and in-person advice and education for small

Check out
the SBA Loan
Prequalification
Program to see if
it can help you.

businesses, [Link]
VII. Know How to Apply for Funding
Now that you know the funding choices available for a small business, consider your
most likely choices. Immediately start to prepare your funding plans and requests. The
more effort you make to identify and prepare your funding requests, the more likely
you are to get the funding you need.
1. What Does the Lender Need to Know? Start Organizing Your Information.

Eventually, you will need to prepare a loan or funding package to describe your small
business financial plan. Start now by considering what you will need to have ready and
be prepared to explain your business plan and answer these questions with
specific details.

What does your business do?

What is the financing plan?

Who are your references, both personal and professional?

Guide 9: Funding Your New Business

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Its smart to bring a printed list that includes at least a couple of personal and
professional references. If possible, have letters from these references to attach to your
loan application.
Personal references: a relative or close friend
-

Professional references: your accountant, attorney, business associates, landlord, or

other person who can vouch for your reliability in meeting financial obligations.

How much funding do you need and how will you pay it back?

How much business debt do you think you can handle? Be prepared to explain
the financial figures on your application and how your equity plus cash flow will
enable you to manage the loan payments you will have.

Are you prepared to meet financial emergencies if:

- cash flow is slower than you planned?

- there is less demand for your product or service than you anticipated?

If you answered yes to either of these questions, its time for a quick review of your
progress in Funding Your New Business. You must assure the lender that you have:

Looked at, reviewed, and corrected your personal credit reports.

Compared the differences between equity and debt and considered their funding
consequences for a small business.

Reviewed and updated your financial projections for the business.

Guide 9: Funding Your New Business

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Learned how the Small Business Administration can help you. Also, considered
other local and online help.

Now its time to put all your experiences together to request funding.
2. Review Potential Funding Resources

Make a detailed list of the debt and equity resources available to you. Be sure to include
ones that are unique to your community, such as Empowerment Zones or
Redevelopment Programs. Contact the Chamber of Commerce, your local bank, or
your accountant for details.
Complete the following charts to summarize your findings:
Debt Financing

Type of Debt

Term Loan

Amount

SBA
Guaranty?

Contact Information

Address:

Qualifications:
Phone:
Advantages/
Disadvantages:
e-mail:

Line of Credit:

Address:

Qualifications:
Phone:
Advantages/
Disadvantages:
e-mail:

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Microloan:

Address:

Qualifications:
Phone:
Advantages/
Disadvantages:
e-mail:

Mortgage:

Address:

Qualifications:
Phone:
Advantages/
Disadvantages:
e-mail:

Other:

Address:

Phone:

e-mail:
TOTAL

Guide 9: Funding Your New Business

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Equity Funding
What are your likely sources of equity funding?
Equity Funding Source

Address:

Type of Funding: cash,

service, resources, etc.

Value

Advantages/
Disadvantages:

Phone:
e-mail:

Address:

Advantages/
Disadvantages:

Phone:
e-mail:

Address:

Advantages/
Disadvantages:

Phone:
e-mail

Address:

Advantages/
Disadvantages:

Phone:
e-mail:

Address:

Advantages/
Disadvantages:

Phone:
e-mail:
TOTAL

Guide 9: Funding Your New Business

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3. Create a Debt/Equity Funding Plan.

Once you have reviewed the funding possibilities in your community for your type of
new business, create a plan for securing funding.
-

Make a list of your first choices for applications or funding requests.

Complete the necessary applications.

Have your accountant and attorney review your funding plan and applications.

Organize your Funding Package. That is, put together all the materials and
supporting information you need to present to an equity or debt source. Refer
back to part 1 of section VII.

4. Follow a Funding Schedule.

Apply to your first choice funding sources. Be sure to keep a careful record of when you
applied, appointments, calls, letters, or other contact details.

Example: You may apply for an Empowerment Zone office lease, a Small
Business loan for equipment and a line of credit from your bank at the same
time. One of these may be approved; the others may not.

Be prepared to submit additional funding applications, if your first or second choices

are not approved. Keep your concentration on your goal: To get the funding you
need. Think of this start-up phase like a football game not every play results in a
touchdown. The goal is to have all your necessary funding in place when you are ready
to start the business.
An Essential Reminder: Always have your accountant and attorney review the

contract before you agree to any funding offer.

5. Be Prepared to Learn from Rejection.

Many of Americas leading businesses finally took root after a couple of false starts, even
failures. While everyone wants to be approved for business debt-financing, sometimes
being rejected is the first step to success.

Guide 9: Funding Your New Business

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These are some typical reasons that lenders reject funding requests:

Application is not completed accurately.

Business plan is incomplete or weak.

Business concept or description is not compelling or seems unlikely to succeed.

Financial plan shows that the burn rate (use of capital) is too high; there
is not enough potential for growth or the probable return on investment is
unsatisfactory.

Management team seems weak or inexperienced.

The business plan points to serious, critical risks that have not been considered.

The lender is not a good source for capital for this type of business.

Look over these

common reasons
for loan denial and
try to avoid them.

Keep these important considerations in mind as you complete your application and
prepare for your interview with a lender.
Congratulations. Now youre ready, willing, and able to talk money and well prepared
to locate and qualify for Funding Your New Business.
n Summary
This guide gave you strategies to start your new business off on a strong financial
footing. You learned the importance of your personal credit rating as a business
resource, firmed up the financial profile of your new business, considered funding
opportunities, and took a closer look at capital sources. After you selected Your Bank,
Your Business Partner, you made financial services choices to meet your new business
needs. Your knowledge of SBA and other government and private funding resources
will enable you to apply for equity and debt financing. So, what funding strategy will
work best for your venture?

Guide 9: Funding Your New Business

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VIII. So, Whats Next?

We hope this guide has been helpful. Next, Guide 10 explores the Life Cycle of Your
New Business: Launch, Grow, Harvest and gives you an overview of business stages
from idea to start-up, through growth and maturity, to next steps. Its a compact and
interesting look at the exciting challenges in small business. Be sure to review and use
the other guides in this series as you continue your exploration of entrepreneurship.

Guide 9: Funding Your New Business

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IX. Glossary
Accounting
a system for documenting, recording and
reporting all financial transactions; used to
develop a financial profile of the business
volume, profits, growth and other measures
To create financial statements
Assets
Anything you own that you own that can be
converted to cash to pay debts; usually listed in
order of liquidity
Balance Sheet
A financial statement that provides a description
of a businesss financial position at a specific
time, usually the close of an accounting period
Bootstrap
an expression that means without help but
has been adapted by business to mean starting
up a business from scratch or helping to start a
new business
Breakeven Analysis
A study to identify the point at which assets
exceed debits; a strategy to find out when a
business is making a profit because income is
larger than spending
Breakeven Point
when assets or revenues exceed liabilities or
expenses; the time a business begins to show a
profit
Budget
planned spending by categories
Budgeting
the process of planning spending

Burn Rate
the rate at which cash flow is spent by a
start-up business; a measure of how fast a
new business will run out of cash or meet the
breakeven point
Business Plan
a complete view of the business resources,
goals, activities, and strategies of a business
aimed at producing a profit
Capital
the financial investment needed to start and/or
operate a business

Capital Expenditures
spending for equipment, space, and other assets
needed to run a business
Cash Flow
how money moves in, through, and out of a
business
Cash Flow Statement
shows the actual cash flowing into and out of
the business during a defined period, such as a
month, quarter or year; a cash flow statement
also records the effects of changes in balance
sheet accounts
Cash Management
The discipline of using cash most efficiently to
have positive cash flow, make a profit, maintain
a healthy balance sheet
Charter
a legal document that describes the legal form
of the business, how the company will operate
within the corporate structure and plans for
dissolution of the company, if necessary
Collateral
business assets that can be used to guarantee
a loan

Guide 9: Funding Your New Business

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Competitive Strategy
the unique value or advantage that a business
offers, compared to its competition
Common Stock
These are securities that represent equity
ownership in a company. Common shares give
an investor voting rights on the election of
directors and other issues. They also give the
holder a share in a companys profits in the form
of a dividend or an increase in the value of stock
price.
Convertible Stock
a form of equity that can be exchanges for
common stock at a certain price
Cost Structure
how revenue is generated by sales, service fees,
advertising, subscription, or contract fees
CPA
the abbreviation for Certified Public Accountant;
candidates have to be graduates of an
accredited college accounting program, work
a certain number of years in a professional
accounting capacity, and pass a rigorous
examination to certify their capacity, integrity
and objectivity in reporting financial data
Credit
access to spending resources based on your
promise to pay
Credit Policies
the payment schedule and penalties you
establish for your business
Credit Rating (also called a Credit Score)
a number or score based on your history using
and paying for credit; a good credit rating is
an important asset for personal and business
finance

Credit Reporting Companies

Private companies that are in business to
collect and report on the financial history of
an individual or company. The major companies
that report on businesses are Dun & Bradstreet,
Equifax, Experian and TransUnion. Each credit
reporting company has its own system for
collecting data and calculating credit scores.
You have the legal right to see the information
that is in your credit report. Make it a policy to
review the credit reporting company records for
your own business, as well as for your suppliers
and customers on a regular basis. That way, you
can correct errors in your own record and adjust
you company credit or payment policies, as
necessary, based on the current records of your
suppliers or customers.
Current Assets
assets that can be converted into cash within
one year of the date of the balance sheet
Current Liabilities
bills or obligations payable within one operating
cycle, such as current insurance premium, rent,
wages
D & B Dun & Bradstreet
a leading credit reporting company that
concentrates on businesses; reports on start-up
businesses only after they have operated long
enough to have a credit history, about a year
DBA (Doing Business As)
An assumed name used for business, instead
of a personal name. A certificate is filed at
the city or country registry to use an assumed
name. Example: Jane Evans DBA Personal Flower
Workshop
Debit
a cost, expense, or depreciation that is charged
against assets to establish the current value of
an asset or company

Guide 9: Funding Your New Business

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Debt/Equity Ratio
Long-term debt divided by stockholder equity;
compares assets from creditors to assets from
shareholders to measure the financial strength
or leverage of a company
Depreciation
the loss of value over time; used to record the
value of business assets such as equipment that
will eventually need to be replaced
Earnings
income from sales, commissions, rents, and
other money-making efforts
Entrepreneur
a person who sets up a new business
Equity
the value of property, equipment, inventory, and
other assets minus the outstanding balance due
on them; total business assets after liabilities
are subtracted
Expenses
costs incurred doing business; examples include
wages, insurance, rent, and taxes
Financial Statement
a summary assets and liabilities for a specific
period of time
Fixed Assets
also called long-term assets; non-liquid
assets that are important to the day-to-day
business operations; plants, computers and
manufacturing equipment, furniture, and real
estate are examples
Fixed Costs
routine business costs that are contracted or
agreed to, such as salaries, insurance, lease
expenses and utilities

Functional Area
an operating segment of a business, such as
manufacturing or sales; functional areas can
be separated to provide detailed financial
information about where and how profits or
losses are being generated within the total
business
General Ledger
the books of a business; all financial
transactions are recorded here
Guarantee
a promise; in business finance, the term refers
to the borrowers promise to pay off a loan in
full plus interest.
Income
Earnings from all sources including rents, sales,
and interest
Income Statement
also known as a Profit and Loss Statement;
a summary of a companys income minus
expenses for a specific time period such as a
month, a quarter, or a year
Interest
the amount paid for the use of money; that is,
the rental cost for using loan funds or credit
Internal Controls
accounting methods designed to promote
efficiency, safeguard assets, and discover and
avoid fraud or error
Invoice
the bill for products or services provided by a
business
Line of Credit (LOC)
a pre-approved amount of credit, often a useful
business asset

Guide 9: Funding Your New Business

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Liquid Assets
business assets that can be turned into cash
quickly, usually within a few months but no
longer than a year
Long-term Investments
stocks, bonds, and special savings accounts that
are planned to be kept for at least one year
Long-term Liabilities
The outstanding balance due minus the current
portion due on major purchases such as
business equipment, mortgage, vehicle
Long-term Loan
a loan that matures after one year or more,
usually less than seven years. Capital real
estate and facilities, manufacturing or other
equipment, durable furniture and fixtures, as
well as vehicles are often purchased with longterm loans which have monthly payments and
maturity dates of 10 to 25 years.
Management Accounting
financial reports created from accounting data
to help management make plans and decisions
Maturity
date when the term of an investment ends and
the principal and interest are due to investor
Net Worth or Capital
the owners equity in a business; assets =
liabilities + net worth
Niche
when used in business, a target opportunity that
is well-suited to the situation or audience
Partnership Agreement
a contract that describes the percent ownership
of each partner, distribution of profits, financial
responsibility for any losses, provisions for
a partners exit and the dissolution of the
company

Partnership or Proprietorship
each owners original investment plus earnings
minus withdrawals
Preferred Stock
a stock that shows ownership in a corporation
and gives the holder a claim, prior to the
claim of common stockholders, on earnings
and on assets in the event of liquidation. Most
preferred stock pays a fixed dividend and does
not provide voting rights.
Principal
the amount of loan, not counting the interest
Profit
revenue minus costs; the money earned by
providing customers with a product or service
Profit and Loss Statement
also known as an Income Statement; a summary
of a companys income minus expenses for a
specific time period such as a month, a quarter,
or a year
References
personal or business contacts who will vouch
for your professional competence, honesty, or
credit-worthiness
Retainer
a fee received on a regular basis, usually
monthly or quarterly, for a pre-determined
amount of work; usually established for longterm projects or ongoing business relationships,
for example, an attorney may be on a retainer
basis to be available to answer questions or
provide a certain number of hours per month
Return
earnings on investment, often described in a
percentage

Guide 9: Funding Your New Business

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Service Corps of Retired Executives (SCORE)

a nationwide SBA-sponsored network of
over 13,000 volunteer business executives
who provide free counseling, workshops and
seminars to prospective and current small
business owners and executives
Small Business Administration (SBA)
the federal agency established to provide
information and education services, loan
guarantees, and counseling to promote small
business development

Value Chain
how a business is organized so owners and staff
provide value to customers
Value Proposition
the value that is created for the target
customer; the customer problem you are
solving
Venture
a new business

SBA Loan
a loan that is provided by a bank or other
financial institution and insured by the Small
Business Administration
Small Business Development Centers (SBDCs)
SBA-sponsored partnerships among state and
local governments, educational centers and
the private sector that provide assistance,
counseling and training to prospective and
existing business owners and their staffs.
Short-term Loan
a loan that matures and has to be paid back
within one year.
Small Business Institutes (SBIs)
more than 500 SBA-organized centers on
campuses nationwide where students and
faculty provide counseling to small business
clients.
Supporting Schedules
financial reporting forms used to document
expenses, depreciation or other business
expenses; often used to explain tax deductions
or to detail plans for using a credit line or loan
Target Market
the customers a business is organized to serve

Guide 9: Funding Your New Business

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X. Additional Resources
Every day, there are new business opportunities
and events that affect the business climate
or business strategies. These print and online
resources can keep you well-informed.
Websites
American Marketing Association
Industry reports, detailed dictionary of
marketing terms, and educational resources
[Link]
Association for Enterprise Opportunity (AEO)
The national association of organizations
committed to microenterprise development
[Link]
Business Week magazine
[Link]
Citibank
Experienced small business advisors and custom
financial resources for cash management, credit
card processing, investment, and more; locate
offices and learn about business strategies and
programs
[Link]
Dun & Bradstreet credit reporting company
[Link] or 1-800-234-3867
eBay
Information about how to set up an online
business
[Link]
Entrepreneur magazine
Online resources, plus small-business blog
[Link]

Export-Import Bank of the United States

Provides information and training to promote
international trade by small business
[Link]
html
Fast Company magazine and its Small
Business Intelligence Center
Offers a variety of articles, resources, and tools
[Link]
FORBES magazine
[Link]
FORTUNE Small Business
[Link]
INC Magazine
The daily resource for entrepreneurs
[Link]
Kauffman Foundation
Encourages entrepreneurship across America
and improves the education of children
and youth by focusing its operations and
grantmaking on entrepreneurship and education
[Link]
The trusted guide for entrepreneurs on the path
to high growth
[Link]
National Association for the Self-Employed
(NASE)
Supporting the needs of micro-business and the
self-employed
[Link]
National Association of Women Business
Owners (NAWBO)
Networking and support, education programs,
and more
[Link]

Guide 9: Funding Your New Business

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National Business Association

A not-for-profit association, specifically
designed and actively managed to assist the
Self-Employed and Small Business Community in
achieving their professional goals
[Link]

U.S. Patent and Trademark Office

Promotes the progress of science and the
useful arts by securing for limited times to
inventors the exclusive right to their respective
discoveries
[Link]

Online Womens Business Center

Helps women to achieve their dreams and
improve their communities by helping them
start and run successful businesses
[Link]

Young Presidents Club

An educational organization aimed at providing
better leadership through education and
friendship
[Link]

Service Corps of Retired Executives (SCORE)

An organization of volunteers who provide
free online and in-person education for small
businesses
[Link]

The Wall Street Journal Center for

Entrepreneurs
Contains current stories and extensive
resources on trends that affect you and your
business
[Link]

Small Business Administration

Strives to maintain and strengthen the nations
economy by aiding, counseling, assisting and
protecting the interests of small businesses and
by helping families and businesses recover from
national disasters.
[Link] and
[Link]
Society for Hispanic Professionals
A unique source of opportunity in professional
development, educational services, and
personal fulfillment for Hispanics
[Link]

Publications
Minniti, Maria and William D. Bygrave. 2004.
National Entrepreneurship Assessment
United States of America, 2003 Executive
Report. Babson College and the Kauffman
Foundation.
Mandel, Stan, August 2004. Educating the
Successful Entrepreneur, ViewPoint.

U.S. Department of Labor

The Department of Labor fosters and promotes
the welfare of the job seekers, wage earners,
and retirees of the United States.
[Link]

Guide 9: Funding Your New Business

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Guide 9: Funding Your New Business

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