Business Resource III - The Introduction Email

This is an example of the introduction email I created to send to new businesses.  It is short, easy to read and contains all the necessary links.  For clarity purpose, I only included the body of the email.  I am very proud of this.  As you can see, it covers several key resources sponsored by the County, including:

• free counseling by staff of the Mason Small Business Development Center, which the County subsidizes on an annual basis;
  
  
• key data on permitting and the innovative Small Business Project Management program run out of the Development Services Dept.;
  
  
•  highlighting the County economic development department; and
  
  
• important finance forms and background links.

All services are free. I think this is important. The purpose is to offer the most likely resources needed by a start-up.  Of course, I could have added more, like training resources, memberships like the chamber, etc.  The list is endless. Most others are included in my first post on this topic two months ago, the business resources PowerPoint.

Business Resource II - Promoting Local Businesses

One challenge for me as a business retention/expansion (BRE) staffer was highlighting my businesses.  We have so many unique and interesting business ventures in the County.  This is the second product I am very proud of.

The Virginia Economic Development Partnership (VEDP), the state economic agency, annually sponsored a “Business Appreciation Month” (BAM).  We (like cities and counties across the state) introduced the typical County board proclamation.  You know, this is Business Appreciation (or Month) and we are grateful for…

I did not think that was enough, but the proclamation gave me an idea.  I decided to highlight at least one business per working day during BAM. As a result, I created the “Company Snapshot”. It was a template designed to allow the company to showcase its strongest assets and be flexible enough to apply to any industry (manufacturing or service).  It was also created to be simple.  

The template had entries for product description, location, year established, employment, various social media networks, and greatest achievement(s).  You will see the various customizations and innovations by the local companies. For example, many put their logo front and center.  Some respondents focused on their product while others highlighted employees.  Most added pictures. It seemed to work for each individual participant.

These profiles had other uses too.  For example, we could use them for marketing purposes and background on existing industries for recruiting new businesses to the County.

This was a successful program. The first year was 2015 and 17 firms participated.  By the second year (2016), I achieved my highest number of participants, 33 firms.  And in 2017 it declined to 24 firms.  This is an excellent example of the life cycle of certain initiatives.  It ceased as an innovative idea after the third year and frankly, that makes sense.  So, after 2017, I decided to stop this activity.

For the companies, I posted the snapshots on my Twitter and LinkIn accounts.  And added a brief introduction.

No doubt you are thinking of several improvements etc.  Well, one last point to keep in mind, this was entirely a one man show. 

Several of the snapshots follow.

Color-Ad:  

https://drive.google.com/file/d/1ypCpZoJfU55bs-Zjq21PuPZ_eFhpZaXV/view?usp=sharing

InCadence:  

https://drive.google.com/file/d/1EH1w6LvL1g2vG9mOFCcOPdAfHwpRgWOf/view?usp=sharing

toXcel:  

https://drive.google.com/file/d/13dD1cZ9ePuo1jPBzUDZOiqFCeMYmstZ5/view?usp=sharing

Zestron:  

https://drive.google.com/file/d/1gjNF4fq4AzhqHqg8BgTYQfl5xFBRoKAq/view?usp=sharing

Business Resource I - A Comprehensive List of Federal, State, Regional, and Local Services to Assist Business in the County

I thought I would reflect on the products I am most proud of creating during my tenure at Prince William County.  I have several that I developed to benefit small businesses and entrepreneurs. 

The first one is my “Permitting Assistance; Entrepreneurial; and Small Business Resources”. It is a PowerPoint slide deck that covers local, state, and federal permitting, registration, and resources.  The state and federal permitting and registration section is very basic, the local section deeper. 

This came about from a request from Supervisor Pete Candland asking about services and assistance for small businesses, and exploring a buy local campaign. The first version had 14 slides, with five noting “Buy Local” campaigns in other cities.  The response was given to Supervisor Candland on January 7, 2014.

Now, after seven years, the version that was on the economic website it grew to a deck of approximately 150 slides.  My personal deck is 190, which I still use for presentations.

The deck for the public is approximately 150 slides. Each slide in the deck follows a very basic format. A title telling you the jurisdiction and the purpose.  The write-up briefly describes the slide and always includes a link for more information or to a specific application. I used the slide deck to replace a massive and comprehensive paper resource guide (164 pages) that the department produced for several years. 

Several people did not like the slide deck. The most common negative comments I received were I cannot find what I am looking for, and it is too cumbersome. On those two points, I agree.

However, I loved it. It was easy to update and every new program I found was an automatic slide.  I added firms I read about in Fortune, Forbes, and Bloomberg BusinessWeek.  Examples include various crowdfunding sources, variou

s business plan templates, and grants databases.  Private sector firms included are Maker’s Row, Atrium, FIVERR, Glassdoor, Pay Scale, Jobcase, and Gigster.

Most importantly, I could customize a slide deck in a matter of minutes. After all, I created it and I knew the structure and organization hands down.  An example is a call I got from a firm trying to secure financing. It took me 10 minutes to edit the master PowerPoint to create the customized slide deck. 

A link to the resource follows. Take a look and enjoy.

https://docs.google.com/presentation/d/1e0g0fkkxJjnOXsMCrFLNoeKAVz5dF4pH/edit?usp=sharing&ouid=105727592661546387822&rtpof=true&sd=true

Doing Business with the Federal Government

 Yes, I know.  You do not need to repeat it. But since you likely will, so will I.  “That is like saying I am from the government and I am here to help.”

Got that out of your system? 

You can do business with the federal government and it can be a profitable partnership.  And that includes start-ups. Yes, I know. You are asking “but George, how is that possible?” as you roll your eyes. 

Well, start with the defense industry.  You may engage in some red tape, but preparation and planning are essential to initial success.  The U. S. Dept. of Defense (DOD) awarded $445 billion in contracts in 2020.  Perhaps equally, if not more important, the Pentagon actively seeks and recruits technologically oriented firms to solve challenges they cannot easily overcome. As noted in the link on this post, DOD awarded $1.5 billion in early stage funding to 1,635 small businesses.

While I can go on, I suggest you read this excellent article by Mrinal Menon and Jeff Decker, PhD in Fast Company.  Fast Company is one of my new “must reads”.  If you are a technology oriented company, you likely will not regret it. Link to article:

https://www.fastcompany.com/90634168/why-the-defense-industry-could-be-the-most-transformative-market-for-startups

Furniture Manufacturing – An Excellent Example of a Chaotic Industry

If you read previous blog entries, you know the Federal Reserve of Richmond produces wonderful data, analysis, reports, and articles.  This is an outstanding example of the latter.  It includes two links.

The first link is a story about the furniture manufacturing industry in North Carolina.  The author is Mr. John Mullen and is part of the economic history.

As you read the piece, you will see the growth of the furniture industry in NC from a cottage industry to a powerhouse.  This was due mainly to raw materials and lower costs.  Then the impact of the World Trade Organization and automation that cost approximately 60,000 jobs over 20 years.  And finally, the steps NC took to restore some of the glory of this industry.

Link:  https://www.richmondfed.org/-/media/richmondfedorg/publications/research/econ_focus/2020/q4/economic_history.pdf

The second part is commentary by the Richmond Fed president, Tom Barkin.  He does an excellent job noting the various mismatches based on a video roundtable with key industry leaders and stakeholders.  It is worth a read and certainly compliments Mr. Mullen’s story.

Link:  https://www.richmondfed.org/-/media/richmondfedorg/publications/research/econ_focus/2020/q4/presidents_message.pdf

Innovation at Development Services During COVID

Since we can see the light at the end of the tunnel, I thought I would share with you an innovative program started in the permitting department of Prince William County.

Yes, I started my series on my favorite business rankings and why. However, I thought would take a break and post a couple of different articles. I will get back to the rankings.

The permitting group in the County is formally known as the Prince William County Department of Development Services (DDS).  The program I will highlight is the “Temporary Outdoor Seating for Restaurants".

First and foremost, I did not create it.  Steve Hall did. I only administered it.  It is a brilliant concept that as a tool allowed restaurants, bars, cafes, etc. to add seating capacity during COVID.  He built it off the existing Temporary Activity Permit application and process. For a start, Mr. Hall trimmed the existing Temporary Activity Permit (TAP) application and reduced the number of required materials. 

In addition, the actual approval process was streamlined. In order to receive approval, an application had to be reviewed by seven local and state departments. Each one looked at the application for their area of concern and expertise. For example, VA department of health staff ensured that the Governor’s Executive Orders pertaining to COVID were accounted for and enforced.  In this case, it means that the wearing of masks and social distancing are enforced and monitored.

The Fire Marshal staff reviewed the application to ensure all fire safety regulations were adhered to and that if the seating was in a parking lot, fire protection could get to the fire with absolutely no barriers.  Other reviewing agencies are the County transportation department, the state transportation department, finance staff, police, and the building department team.  In some cases additional permits would be required. An example if a tent over 900 sq. ft. was set up. We accepted email approvals, another innovation.

In recognition of the impact of COVID to the service industry, the Board of County Supervisors reduced the application fee to $5.00 per restaurant or café.

The introduction package included a step by step guide to drawing the site of the outdoor seating on the County GIS mapping app.  Mr. Hall had help from our outstanding DDS IT team. The application could take about 30 minutes to 1 hour depending on how easy you could use the County mapping platform to draw boundaries.  We communicated to 57 restaurant and café owners in Prince William County about this initiative.  We issued 28 conditional letters of approval.

I am immensely pleased to play a role in this innovative program.  Across the U.S. you saw governments at all levels offer various initiatives to help the local business base survive COVID.  This is just one example of hundreds.  Our program helped 28 restaurants increase their capacity for customers. It was put together in a matter of days with a team of County employees (and that included applications, instructions, and program descriptions, etc.).

The next time you think government does not care, ponder this post. We do and we always have and we always will.

The link to the program: 

https://www.pwcva.gov/department/development-services/temporary-outdoor-seating

What I Learned (Or Relearned) During the Pandemic

I thought long and hard before I decided to post this.  The final reason was a Zoom presentation I did. 

What the pandemic taught me most of all.  I can without a doubt say I am a theatre actor, not a TV star.  I like a live audience. I feed off an audience. I can change my presentation style based on the reactions I see from an audience. 

During the Zoom presentation, I could see no reaction.  No feelings in the air. It was very challenging.

My mother was right, I am an actor and I usually excel with an audience.

What else did I learn? Yes, I love my family. However, I also enjoy spending time with them.  My wife is extremely intelligent, notices small things, and very thoughtful toward others.  Oh, and she is an outstanding cook.

My daughter is funny, never forgets anything, has the greatest facial expressions, can do a monologue on several interesting subjects for 15 or more minutes. These monologues are educational and structured.  She can be quite sarcastic and very stubborn.  I wonder where she gets that from.

My son is a joy on facetime. He has an infectious laugh and his voice is getting deeper (or is it a setting on his iPhone?).  He also has a winning eye roll, as in “you cannot be serious!!”  He also walks around his home with his phone talking to you. One time we were in a pocket as we talked; he was at the gym working out.  We could hear every word and he could hear us. Hmmm, perhaps a good short story, “A Day in James’ Pocket”. Nahhhh, limited audience.

In my job, I deeply appreciate working around others.  Working from home is okay, but I miss an office environment.  Just the hum of conversations, copiers running, walking around saying hi, etc. I just miss it.  And finally, two more appreciations – I cherish a finely crafted and formatted email; and people who leave a voice message and repeat their name and phone number. 

I know, you are thinking “gee George, what took you so long?”.  I always knew it, I just got an excellent reminder of how fortunate I am.  

My Favorite Business Rankings – I

So much of what we see today is rankings. I think it took off with David Letterman’s Top Ten List…(I hope people remember this).

Frankly, I get sick of reading all of them.  Often I will read the methodology. Sometimes you know after reading it that the ranking is utterly useless. 

However, over the this one and the next two posts I highlight my favorite rankings and why. 

First up is the INC 5000. This ranking is billed as the definitive list of the fastest growing private companies in the US. 

It is a fascinating list to sort through. Thanks to great sort options you can actually find clusters of private fast growth companies.  You can sort by state and industry too. The write-up on each firm is very helpful and a link to the company is also listed. You can search past rankings to 2015.

One unique point.  You may think INC scours the US looking for these firms.  Not really, it is decided by application.  So each firm must apply through INC for inclusion in the annual ranking.

Three more reasons I really like this one. Some the names are priceless.  Second, individual stories are very well done. And third, good data on privately held firms.

Link:  https://www.inc.com/inc5000/2020

Home-Based Businesses – Part II

 In my April post, I highlighted a brief article about Home-Based Businesses (HBB).  HBBs are far more prevalent than I think most people realize.  For example, a team of researchers claim that one in six businesses in 2014 is an HBB. Since COVID, I suspect that number has increased.  Indeed, our own data validates this.

This begs a few questions.  How do we regulate HBBs so it will not disrupt a neighborhood; how do we encourage the formation of more HBBs; how do we determine appropriate criteria for a HBB; and how do we build a next generation framework.

Prince William County, VA

In Prince William County, VA we issue three main types of home-based business identifications.  The top two are:

• Home Employment Certificate
  
  https://www.pwcva.gov/department/zoning-administration/home-employment-certificate
  
  
• Home Occupation Certificate - Office
  
  https://www.pwcva.gov/department/zoning-administration/home-occupation-certificate-office-within-residence

The third is a Home Occupation Certificate – Childcare.

https://www.pwcva.gov/department/zoning-administration/family-day-home-child-care-within-residence

This is the simplest explanation to receive approval for a home-based business.  You must first fill out the appropriate form, and then meet with County zoning staff to receive approval. If your home-based business is approved, you must then get a Business and Professional Occupational License (BPOL). It really is a tax form. 

Depending on what you are doing in your home, you may be subject to additional ordinances and rules.  That is why I included the links to each certificate.

Historical Perspective

If you enjoy a historical perspective and concrete examples of what communities are doing, then you will enjoy this paper.  For this post, I refer you to an excellent paper by Olivia Gonzalez and Nolan Gray. The title is “Zoning for Opportunity:  A Survey of Home-Based Business Regulations”.

Link:  https://www.thecgo.org/wp-content/uploads/2020/03/zoning-for-opportunity.pdf

Home-Based Businesses – Part I

 We romanticize home-based businesses (HBB).  Just look at the examples often given, Amazon, Hewlett Packard, Apple, Disney, Dell, Harley Davidson, and Facebook to name a few. 

We look at these and other companies and reflect on better times and the ruggedness of starting a home-based business or HBB.  In other words, a rag to riches story; or starting at the bottom and climbing to the top.

In reality, these companies are the exception. In addition, like most other endeavors romanticized, the actual events do not fit the story. 

I am not going to dwell on the story of a rag to rich story.  Rather (you guessed it) another post on permitting and zoning.

We visualize the individual hard at work in their garage or at a dining room table, hunching down to finalize a product or service.  It is as American as apple pie. 

But a HBB has challenges. I am only reviewing the permitting process. 

In many US cities and counties, homes are subject to zoning and permitting.  These ordinances go back a century or more.  While the nature of business has changed due primarily to adapting technology, the zoning and permitting has not.  The link to the article is a brief on this subject matter. The publication is “City Journal” and the authors are Olivia Gonzalez and Nolan Gray.

 https://www.city-journal.org/covid-19-rise-of-home-based-businesses

Part II will be posted next month.  

U.S. Chamber of Commerce – Permitting Guide

I firmly believe that when one finds a very helpful resource, let everybody know about it. This is an excellent example. The US Chamber publishes this highly beneficial permitting guide.  It is called “CO”.  It is divided into the following sections.

• Start
• Run
• Grow
• Good Company

It offers timely articles and links. It also offers informative updates on PPP and the stimulus.  Finally, it is chock full of well written and researched articles and posts covering HR, technology, finance, sales, and strategies to name a few. 

Link:  https://www.uschamber.com/co/start/startup/business-licenses-and-permit-guide

The Permitting Process for Homeowners

This is a very brief post.  Over the past few months, I have searched for good and informative pieces on permitting.

This is one.  It is about home permitting by lawyers with the firm of Berding | Weil.  The title is “The Myth of Public Agency protection in the Building Permit Process”.  Please note this article applies permitting homes in the Bay Area of California.

While I cannot offer any reasonable opinion about the subject matter as it relates to the title, the section under the heading “The Building Permit Process” is a very informative and brief description of the process.

Link to article:  https://www.berding-weil.com/articles/public-agency-protection-in-building-permit-process-myth.php

Buying A Business: Research the Permitting History

An earlier post referred to confirming permits and buying a building.  This is another post on the same subject. 

Bob House recently penned an article in INC. about selling a business.  The data is astounding.  He centers the piece on what drives business value and that over 50 percent of the U.S. businesses are owned by Baby Boomers who are getting along in years.

He also notes that the median asking price is not equal to the asking price.  However, the market continues to be brisk (please note that the sales data only goes to the 3^rd Q. of 2020).

One key point for a buyer to consider is the purchase of a closed business and the facility.  It is or could be an asset. The buyer might want purchase or lease the building due to the location.  It is often assumed that all the permits and licenses are in place. 

I suggest that you verify with your local building department that indeed all required permits were secured.  The main reason is should you want to or need to redo the interior you may find previous work in the building was done without a permit. Even worse is construction could have been completed, but not up to the building code.

So, to get your new interior work completed, the current tenant or owner must bring the facility into compliance.  That means you must pay for work done that you may not have wanted or needed. Or you will be required to bring up any construction not up to code into compliance. And you must secure the required permits. 

In summary, it pays to research the permitting and licensing of any existing facility you are evaluating for lease or ownership.

Link to article:  https://www.inc.com/bob-house/selling-a-business-during-a-pandemic-what-baby-boomers-can-learn-from-business-brokers.html?cid=search

Unpermitted Construction – Selling or Buying a Home

The link to the article below relates primarily to a home sale, but it applies to any asset purchase.  The author does an excellent job in the sequence and key points in each step of the process.  The source for this article is Nolo, an organization created to help consumers and emerging businesses get answers to legal and business questions.

 Let me start with an (almost) absolute.  In business, no one likes surprises.  Perhaps among the most important considerations when purchasing a home is the avoidance of any unknown cost.  You know when you do your due diligence on a home purchase the list of variables is long.  You will have an inspector come out, look at aspects of a home that can include the age of the roof, appliances, structure, cracks inside and outside, HVAC system, water pressure, insulation, maintenance contracts, shrink soil (depending on where you live), termites, etc.  Frankly, it is a very long list. 

However, I seldom note where anyone suggests checking the permits issued.  The link is to an article explaining the reason for checking the permits issued on a home.  It is very important to what was done in addition to the original work and was it permitted by the local governing authority.

Why is this important?  Because as the owner, you will likely be responsible for any addition not in compliance.  So, you as the new owner must pull the permit or permits. You may have to pay a fine and pay for any additional work required.  What a nasty surprise.

 Please note that this also applies to a buyer of a business asset. It can be a building and/or parcel.  A wise buyer will check and see what permits have been pulled.  Do the permits match the additional work done?  If not, it is a question for the current owner and possible negotiating point.

 I will have a follow-up to this post within the month.

Kudos to the author of this post, you are told what to look for and how.   Link to the article:  https://www.nolo.com/legal-encyclopedia/discovering-unpermitted-construction-when-selling-your-home.html\