Full Conference Program - Small Business Development Center

Transcription

2016 STAFF TRAINING CONFERENCE
PROGRAM
HOTEL & CONFERENCE CENTER
LAKE GEORGE, NY
JOB ONE……IT’S ALL ABOUT THE CLIENT!
Welcome to Staff Training 2016!
The Mid-Hudson SBDC is happy to host this year’s event and have included the following
in your Welcome Packet:
Meal Tickets
Meal Tickets will be required at all conference meals. Please have them with you.
Conference Program
Pertinent Conference Information including: Conference Schedule, Program Descriptions,
Speaker Bios and Awards Contenders.
Name Tag
Please wear your Name Tag to all Conference Events. It is required to enter all venues.
Conference Schedule
Conference Schedule including the Break-Out Sessions you have registered to attend.
If we can be of any assistance during your stay, please feel free to check in
with us at the Conference Registration located in the Warren Room.
Arnaldo Sehwerert – Center Director
Sam Kandel – Advanced Certified Business Advisor
Jean Morris – Business Advisor
Cathy Terrizzi – Certified Business Advisor
Cynthia Clune – Certified Business Advisor
Al Griggs – Certified Business Advisor
John Moriarty – Certified Business Advisor
Ellen Iversen – Program Coordinator
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Welcome to Staff Training 2016 – Job One…It’s All About The Client.
We have put together a program which we hope will meet your expectations for continuous growth and
professional development. These are challenging and exciting times for the NY SBDC as we continue to
grow and adapt, while always remaining motivated and responsive to the needs of our number one
priority; our clients.
Over the next few days you will have the opportunity to hear exciting speakers who will assist in honing
your already plentiful skills as we continue to evolve and continuously improve our ability to advise,
counsel, train, and cope with an ever evolving world. We hope you will also find time to network with your
NYS colleagues, learn from their experiences and make new friends. Don’t forget to meet our special
guests from ITESO-Mexico as well as from other state programs right here at home. Their perspective
always makes for interesting conversation.
There are many beautiful spots in our state, but Lake George is one of the most bountiful in that respect.
Experience the magnificent lake, the many hiking trails, the shop and outlets, the always enticing
watering holes and, of course, all the amenities of the Fort William Henry Resort. They are there to make
your stay a memorable one. Please feel free to let me and my staff know if there is anything we can do
to make your time with us even better. Enjoy Staff Training 2016.
Best regards,
Arnaldo Sehwerert, Ph.D.
Regional Director
Mid-Hudson SBDC
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A special thank you to our sponsors:
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Sunday - May 15 - Conference Schedule
Start
Time
End
Time
2:00 PM 9:00 PM
1:00 PM
When
It's
Over!
Welcome
Conference Registration
Warrensburg Room
2016 NYSBDC Golf Open
Top of the World Golf Course
441 Lockhart Mountain Road, Lake George, NY 12845
Welcome Dinner
5:00 PM 9:00 PM
Fort William Henry Hotel & Conference Center
The White Lion Dining Room
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Monday - May 16 - Conference Schedule
Start
Time
End
Time
7:00 AM
4:30 PM
6:30 AM
7:15 AM
7:00 AM
8:45 AM
Jim King - State of the SBDC
8:45 AM
9:00 AM
Break
Core
Advanced
Specialty
Staff
Warrensburg Room
Zumba Gold Class
Taught by Loretta Kaminsky
Low Impact - All Athletic Abilities Welcome - Albany Room
Breakfast/Plenary Session
EntreSkills
9:00 AM
10:15 AM
Kathy
Fitzmaurice
Edward Blake
Long Lake
10:30 AM 11:45 AM
Mwisa Chisunka
Long Lake
Various
Lake George
South
Joe Richardson
Lake George North
10:15 AM 10:30 AM
NYS Taxes
Int'l Trade
Angel Investing
Social
Enterprises
Break
Cybersecurity
Myriam Bouchard
Lake George North
11:45 AM 12:00 PM
Tyler Wrightson
Lake George
South
1:45 PM
Pat MacKrell - NYBDC
1:45 PM
2:00 PM
Break
MQS
3:15 PM
3:15 PM
3:30 PM
Erik Bunaes
Blue Mountain
Accreditation
Mary Hoffman
Blue Mountain
Break
Lunch/Plenary Session
12:00 PM
2:00 PM
Constant
Contact
Brian Goldstein
Al Sher
Blue Mountain
MWBE
Factoring
Time Mgmt.
Various
Lake George
North
Myriam Bouchard
Long Lake
Marketing
FAST Program
Strategic Plan
Paul Furse
Lake George North
Various
Long Lake
Mary Hoffman
Lake George South
Andy Allaire
Lake George South
Break
BBB
Hank Sokol
Warren Clark
Blue Mountain
3:30 PM
4:45 PM
4:45 PM
6:00 PM
Break
Welcome Reception
6:00 PM
7:00 PM
Honoring Our Guest from ITESO Mexico / Brett Hamsik - US Department of State
Fort Edward Room
7:00 PM
9:00 PM
Client Award Dinners
The Lake George Room
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Tuesday - May 17 - Conference Schedule
Start
Time
End
Time
7:00 AM
12:00 PM
6:30 AM
7:15 AM
Core
Advanced
Specialty
Staff
Warrensburg Room
Zumba Gold Class
7:00 AM
8:45 AM
Tom Morley -Strategic Plan
8:45 AM
9:00 AM
Break
9:00 AM
10:15 AM
Fin. Projections
Sam Kandel
Long Lake
WIX
Adam Wozney
Lake George North
10:15 AM 10:30 AM
10:30 AM 11:45 AM
Veterans Pgms.
Social Media
Robert Piechota
Blue Mountain
Various
Lake George South
Break
Research Net.
Blue Economy
Real Estate
WIX
Various
Blue Mountain
Various
Lake George South
Various
Long Lake
Adam Wozney
Lake George North
11:45 AM 12:00 PM
Break
Lunch/Staff Awards
12:00 PM
3:00 PM
Brandon Napoli, VEDC
3:00 PM
6:00 PM
Free Time
6:00 PM
9:00 AM
Buffet Dinner
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Wednesday - May 18 - Conference Schedule
Start
Time
End
Time
Core
Advanced
Specialty
Staff
Zumba Gold Class
6:30 AM
7:15 AM
7:00 AM
8:45 AM
Jim King - Accreditation
8:45 AM
9:00 AM
Break
Advisors Forum
9:00 AM
10:15 AM
Various
Lake George
South
Co-Working +
Freelancing
Frank Cetera
Lake George North
10:15 AM 10:30 AM
11:45 AM
2:00 PM
Frank Dunne
Blue Mountain
Staff Forum
Frances Villavicencio
Patricia Demarco
Long Lake
Break
Advisors Forum
10:30 AM 11:45 AM
FRANnet
Various
Lake George
South
Social Media
Amelia Birdsall
Lake George North
Export
Funding
Erin Cole
Blue Mountain
Lunch To Go
See You Next Year!
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Staff Forum
Frances Villavicencio
Patricia Demarco
Long Lake
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Plenary Session Descriptions
State of the SBDC
Jim King, State Director, NYSBDC
Program Description:
In this session, Jim will provide an overview of the statewide network as it is today, an analysis of the
outcomes we have attained since inception in 1984, and some thoughts about the future.
Presenter Information:
As the State Director since 1984, Jim has seen the SBDC in New York grow from five Regional Centers
to an integrated network of offices that in 2016 put most New Yorkers within close proximity. SBDC staff
members have assisted clients locate over $5.7 billion in public and private funding for many of the
418,600 existing small business owners and entrepreneurs assisted. Those business owners highly rate
SBDC services have and created or saved 185,000 jobs since 1984. The SBDC has received over 50
regional, state and national awards highlighted by the National Phoenix Award for disaster recovery as
the business first responder. Jim holds a BA in Economics from Kalamazoo College, Michigan and an
MBA in Marketing and Finance from Bowling Green State University, Ohio.
NYBDC
Pat MacKrell, President/CEO NYBDC
NYBDC, formed in 1955, is a consortium of 122 banks and 83 economic development agencies.
NYBDC’s goal is to promote the business prosperity and economic welfare of the State of New York by
providing loans to small businesses at all stages of maturity with a particular emphasis on loans to startup, early stage and minority/women owned businesses. NYBDC makes both SBA 7(a) and conventional
loans. NYBDC is examined for safety and soundness by the Department of Financial Services pursuant
to Article V-A of the Banking Law of the State of New York.
The 504 Company, incorporated in 1981, is a certified development corporation and is New York’s largest
SBA 504 lender and consistently ranks in the top five among certified development companies
nationwide. Its mission is to promote economic development and jobs growth by making SBA 504 loans
for the acquisition and/or improvement of fixed assets and SBA Community Advantage loans for
businesses that are not able to secure conventional financing on reasonable rates and terms. The 504
Company serves New York State, Pennsylvania and selected New Jersey counties.
Excelsior was formed in 2009 as a local development company to focus on providing opportunities to
promote the economic prosperity of the State of New York. Excelsior focuses on providing gap funding to
facilitate access to other loan programs, construction lending for small business expansion projects and
small dollar loans to start-up and early stage businesses that may not be able to access capital under
traditional loan guaranty programs. NYBDC and its related companies have a combined portfolio under
management in excess of $1.2 billion and have offices in Albany, Binghamton, Buffalo, Melville, New York
City, Rochester, Syracuse and White Plains, New York and 88 employees.
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Patrick (Pat) MacKrell is the President and Chief Executive Officer of New York Business Development
Corporation (“NYBDC”), The 504 Company (also known as the Empire State Certified Development
Corporation, “The 504 Company”) and The Excelsior Growth Fund ("Excelsior"). He is an attorney and
served in the Marine Corp.
Welcome Reception
Brett Hamsik, Economic Policy Advisor, US Department of State
Brett Hamsik is an economic policy advisor with the U.S. Department of State focused on promoting
entrepreneurship, investment and sound macroeconomic policies in the Western Hemisphere. He leads
implementation of the Small Business Network of the Americas, an effort launched by President Obama
at the 2012 Summit of the Americas to build partnerships between business service providers in the
region to increase small business participation in trade. In 2015, Secretary of State Kerry presented Brett
with the Herbert J. Salzman Award for Excellence in International Economic Engagement.
Brett also specializes in program impact evaluation, providing technical oversight to rigorous, scientific
studies of international development programs. He previously served as the desk officer for Guatemala,
development policy officer at the Millennium Challenge Corporation, and represented the United States in
multilateral negotiations at the 2012 and 2009 Summits of the Americas. Brett has an M.A. in
International Economics from the University of California at San Diego and a B.A. in Political Science from
Western Washington University. He speaks Spanish.
Strategic Plan
Tom Morley, Director, SBDC Rockland
Every one of us at the NY SBDC is connected to our Strategic Plan. This session will introduce the
recently updated 2015-17 NY SBDC Strategic Plan, Deployment Edition. As we approach accreditation
later this year it is essential that each of us is aware of how we plan, how we see the small business
environment, how and what we are planning for the future, how we will get there, measure progress and
adapt. Introducing the plan, reviewing the planning process and open discussion are among the tools we
will use to show how each of us is directly connected to the strategic plan.
We'll look at how the SBDC Strategic Plan implements the mission and vision of the SBDC in support of
the small businesses and entrepreneurs whose outcomes are the measure of program achievement. We
will explore how the plan aligns our day-to-day work with strategies, needs and objectives at all program
levels, and, ways in which the plan aligns our efforts with the strategic plans of higher educational
partners, the National Association of SBDCs, the U.S. SBA and national agendas.
Thomas J. Morley is Director of the Rockland Regional SBDC and an Advanced Certified SBDC Advisor
specializing in Technology. The Rockland Center has provided services to more than 10,000 small
business clients and entrepreneurs resulting an economic impact of more than $685,000,000 and 9,700
jobs created/saved.
The Rockland Center has several specialties including technology and international trade. On the
technology side the SBDC has helped leading edge companies in a range of areas from satellite
communications to IED detection, from defense, medical, environmental, pollution control and materials
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engineering to pharmaceuticals and data systems. On the international front, Mr. Morley has led small
business trade delegations to and from the People’s Republic of China introducing NY small businesses
to Asian markets and has worked with economic development programs in China, France, St. Lucia and
Aruba.
Recent years have seen Mr. Morley and the SBDC involved in many special projects including
development of local business resource centers for small and disadvantaged businesses; a joint project
with the NYS Department of Transportation to study the New York general aviation marketplace; and, the
NYS Department of Labor's Self Employment Assistance Program to serve unemployed entrepreneurs
choosing self-employment. Mr. Morley is the author of several SBDC publications on business planning,
electronic commerce, international trade and marketing; and, has made numerous local and national
presentations for the NY SBDC on strategic planning, capital formation, market development, ecommerce and greening small business.
Prior to joining the SBDC Mr. Morley founded Datasentry Technologies Inc., a manufacturer of data
communication and encryption systems, test and measurement instrumentation, and, reverse vending
equipment for the recycling of beverage containers. He is a founding partner in J&M Partnership Inc., a
development and licensing company for family games; he is founder of ET Aviation Inc., and MK Aviation
LLC, aircraft charter and rental services companies; he is also a founding member of Glide HP LLC, a
manufacturer of environmentally sound industrial lubricants and GBP LLC a manufacturer of
environmentally safe pesticides and cleaners.
Mr. Morley has held senior positions in the design and manufacture of computerized control systems for
power distribution and lighting in architectural and theatrical applications. He began his career in
concession operations for professional sports and exhibition venues in NY and often consults in sport
logistics. He was named by Gannett Publication's [NY] Journal News as 1996 Business Leader of the
Year for his work at SBDC; was recognized as the NYS SBDC 1997 Director of the Year; was awarded
NYSSBDC Certification and Advanced Certification and ASBDC National Technology Certification for his
work with small business; and, is an instrument rated private pilot.
VEDC- Tri State Business Opportunity Fund
Brandon Napoli, Director of National Micro Lending Initiatives and Business Development East, VEDC
An overview of how the Tri-State Opportunity Fund assists and interacts with the small business
community.
Brandon’s passion for economic development started in 2005 when he co-founded the micro-finance club
at Point Loma Nazarene University while teaching financial literacy at the IRC in San Diego, CA. IN 2006,
he worked in Kenya where he spearheaded several economic development initiatives for the Anglican
Church. Then in 2007, while pursuing an MBS in Strategic Management and NDC’s Economic
Development Finance Professional Program, he worked as a Community Loan Office at CDC Small
Business Finance, the nation’s largest SBA 504 lender. After graduating in 2010, Brandon raised support
for HOPE International (an international micro-finance organization) by riding his bicycle 2,000 miles from
Canada to Mexico before joining the Peace Corps.
Since 2012, Brandon has served as the Director of Micro Lending at VEDC. With his leadership, the
volume of lending has risen to over 300 individual borrowers and $4.4 million in investment. The
department has also seen a staff increase from four to eight and the development of VEDC’s fully
automated online application through microloan.org. Brandon completed The Aspen Institute’s Elm2 in
2014 – geared to enhance the next generation of leaders in microfinance and served on the Board of
CAMEO. In 2015, Brandon presented to the House Sub Committee on Access to Capital on the SBA
Microloan Program, which assisted with the introduction of a new bill. Presently he serves as the Director
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of National Micro Lending Initiatives and Business Development in New York for VEDC. For the next few
years, his focus is on deploying $20 million to micro lenders across the nation, $12 million to small
businesses in the New York tri-state region, and growing his own non-profit, Mitra Path, focused on
increasing mindfulness in entrepreneurship.
Accreditation
Jim King, State Director, NYSBDC
Each SBDC in the U.S. is required by Congress to operate according to standards of the national
association (ASBDC) and the U.S. Small Business Administration. These standards cover: Leadership,
Strategic Planning, Stakeholder and Customer Focus, Measurement Analysis and Knowledge
Management, Workforce, and Operations. August 1st, a team of reviewers from the Accreditation
Committee will visit the NY SBDC as well as Regional Centers to assess our processes and systems and
if they align with the standards. In this session, Jim will discuss accreditation, how the review will be
conducted, and outline the steps we should all take to be prepared for discussions with the review team..
Jim King authored the NY SBDC proposal and has served as the State Director since its inception. Under
Jim’s direction, the SBDC has grown from five Regional Centers in 1984 to twenty four Regional Centers
and forty-eight local outreach and satellite offices. Jim is a founding member of the ASBDC Accreditation
Committee (Certification), and has overseen six NY evaluation cycles in which the network has excelled,
receiving accreditation without conditions. Jim holds a BA in Economics from Kalamazoo College,
Michigan and an MBA in Marketing and Finance from Bowling Green State University, Ohio.
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Break-Out Session Descriptions
New Advisor Track
EntreSkills
Edward Blake, Information Specialist, SBDC Central
Kathy Fitzmaurice, Customer Service and Training Manager, SBDC Central
EntreSkills was first developed in 2001 as a paper-based tool for NY State educators. Today it is
available in 3 online versions – EntreSkills for Educators, for Entrepreneurs, and for Veteran
Entrepreneurs. We will discuss what it is and how to use it with your clients, and provide you with a sneak
peak of the latest version under development. We also want to hear from you – what works and what
doesn’t, how do you use it, and what would you like to see in future versions.
Kathy joined the SBDC’s Central office in September 2013. She provides training and support for
EntreSkills users, and has been working on revamping and updating the entire program. She also
coordinates webinar trainings for SBDC staff. Kathy has a background in staffing and training, and has
experience running a small business.
Ed has 20 years of experience writing business applications for telecommunications, financial, and
manufacturing companies. He earned his Computer Science degree at Fulton Montgomery Community
College in 1996, and is a Certified Java developer and a Certified Microsoft developer. Ed has been with
the NY SBDC’s Central office since May 2014.
Both Ed and Kathy are avid cat collectors.
NYS Taxes
Mwisa Chisunka, Special Assistant to the Commissioner, NYS Department of Taxation and Finance
This presentation will cover the latest developments at the NYS Department of Taxation and Finance.
Mwisa Chisunka is currently the Special Assistant to the Commissioner for the New York State
Department of Taxation and Finance and the Business Ombudswoman – Director of Business Tax
Services and Education for Empire State Development and the New York State Department of Taxation
and Finance.
As the Special Assistant to the Commissioner, Mwisa serves as a key advisor to assist with furthering the
Commissioner’s “proactive taxpayer service program” agenda (resolving issues upfront; promoting
voluntary compliance; assisting businesses). She also assists the Commissioner in building and
managing his relationship with the various stakeholders as it pertains to economic development and the
business community. As the New York Business Ombudswoman, Mwisa educates businesses about tax
laws, rule and regulations: provides consultation and options for issue resolution. She works closely with
the Department of Taxation and Finance’s and Empire State Development’s executive teams and
participates with legislative and executive branch leadership in identifying business tax related policy and
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compliance initiatives and facilitates implementation. She serves as a tax expert on business deals
through the entire economic development cycle from inception to implementation; utilizes business
experiences to create a process to identify systemic issues and structures administrative and/or
legislative solutions. She also acts as a clearinghouse for business grievances - investigating and
resolving issues/complaints.
Mwisa has a diverse background in the public sector, having worked as a Senior Tax Analyst for the New
York State Department of Taxation and Finance, a Policy Operations Coordinator/Senior Analyst for the
New York State Senate, an Auditor for the New York State Comptroller’s Office and a Project Coordinator
for the Progressive Adolescent Vocational Exploration Center. She has also worked in the private sector
for Project Navigator, Ltd.
Mwisa has received various awards for her contributions to New York State government including: the
New York State Center for Women in Government and Civil Society Fellowship for 2005, an Internal
Revenue Service Outstanding Public Service Award for 2009, and a Certificate of Recognition from the
New York City Department of Consumer Affairs for 2009. In 2010, Mwisa received Internal Revenue
Service Partnership Award and the Latino Association of Tax Preparers Certificate of Recognition Award.
She received a Certificate of Recognition from the Metropolitan Black Bar Association in 2011.
Mwisa’s academic background includes a Bachelor’s degree from Colgate University, and a Masters’
degree from the Nelson A. Rockefeller School of Public Affairs and Policy.
Web MQS
Al Scher, Information Specialist, SBDC Central
Brian Goldstein, Director of Operations, SBDC Central
The Web MQS session is geared toward New Users and anyone wanting to review system fundamentals
and functionality. Topics covered will include Entering a Case, Entering a Training Event, Updating Your
Profile, reports available to Advisors such as: Individual Counselor Summary, Open Client List, Ad Hoc,
Strategic Plan Tracking and other available reports. There will be time for Q & A after the presentation.
Brian Goldstein joined the SBDC and quickly became an integral part of the Senior Staff, first with the
SEAP program, and then with disaster response and recovery efforts in NYC after September 11, 2001.
In 2002, he became the program’s Director of Operations, tasked with oversight of operations at the
regional centers, MIS and MQS, and numerous other special programs. Before joining the SBDC, Brian
was in corporate sales at Kinko’s and was a career services coordinator at Bryant & Stratton Business
Institute. He has a B.S. from SUNY Oneonta and an M.P.A. in Public Management from Russell Sage
Graduate School.
Al Scher has been with the SBDC since 2003. In 2015 he was promoted to Assistant Director of MIS. He
spends most of his time working on Web MQS. Al joined the SBDC after successfully holding a series of
Web development positions in the Capital District. He is a 1992 graduate of SUNY Potsdam and a 2000
graduate of Hudson Valley Community College.
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Better Business Bureau
Warren Clark, President and CEO of Better Business Bureau
Hank Sokol, Director of Corporate Relations/BBB Military Line
How BBB works to establish trust in the marketplace and assists accredited businesses with
programming.
Warren Clark has been active with BBB for over 35 years. He started as a board member on the BBB
executive committee and served as secretary, treasurer, vice chair and board chair. He served on the
national level as treasurer of the North American board from 2002 to 2010. He was elected
president/CEO of the BBB serving Upstate New York in June 2012. Clark also serves as president of
Temple Beth Zion Board of Trustees. His other involvement includes Erie County Disaster Preparedness
Advisory Board, Canisius College Advisory Board, Western New York CrimeStoppers, Villa Maria College
Advisory Board and the New York State Assembly Subcommittee on Small Businesses. Warren was born
and raised in Western New York and earned a BA in Business/Economics at State University of New York
at Binghamton.
Hank Sokol is Corporate Relations and Military Line Director for Better Business Bureau of Upstate New
York. Hank works directly with BBB’s large businesses on partnership opportunities, business assistance
and the accreditation process. As Military Line director, he educates BBB’s corporate partners on the
values of having veterans in the workforce. Before joining BBB, Hank spent 30+ years in corporate
America. He is also extremely active in the community, serving on several boards, volunteering with
veterans and homeless assistance organization. He also serves as the President of the Canisius
Women’s Business Center board. He is a graduate of Texas Tech University and completed the
University of Pennsylvania-Wharton School Executive Development Program.
Financial Projections
Sam Kandel, Advanced Certified Business Advisor, SBDC Mid-Hudson
Learn the methodology behind preparing sound financial projections, the backbone of a complete and
meaningful business plan. See how the basic financial statements, P&L, Cash Flow and Balance Sheet
interact. Sound financial projections are the test of any business model and are essential tools in guiding
clients to making good decisions… bankers love them too!
Sam Kandel is an Advanced Certified Business Advisor with the Mid-Hudson Small Business
Development Center. Since 2002 he has spearheaded the outreach efforts in the Catskill Region as the
primary advisor for clients within the Catskill Watershed. In 2005, 2010 and 2012 he was the recipient of
the top honor of New York State Business Advisor of the Year award. In 2006 he received the prestigious
ASBDC Star Performer award. In 2007, 2009, 2011 and 2013 he was recognized as one of the top 5
counselors in the State. In 2015 he once again received the prestigious ASBDC Star Performer award.
In his almost 14 year tenure with the SBDC, he has counseled more than 2,000 clients who have
generated over $105,000,000 in economic impact and has in turn saved or created over 2,200 jobs.
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Research Network
Amelia Birdsall, Assistant Director of the Research Network, SBDC Central
Darrin Conroy, Director of the Research Network, SBDC Central
Josee Fonseca, Library Information Specialist, SBDC Central
Roger Green, Library Information Specialist, SBDC Central
The librarians will introduce the particulars of its new MQS-based catalog, talk about the fee-based
Community Analyst demographics database, and discuss a random collection of topics on how to utilize
their services better.
Presenters Information:
The Research Network is a group of four professional librarians: Amelia Birdsall, Darrin Conroy, Josee
Fonseca, and Roger Green. Since 1992, it has provided value-added research for a wide variety of
clients on an enormous range of subjects. In addition to responding to nearly 200 requests every month,
the librarians are heavily involved in developing knowledge management strategies, exploring new
resources, testing new communication technologies, maintaining website content, overseeing the SBDC
listserv and many other fun things.
New Advisors Forum
Michelle Collins, Business Advisor, SBDC Canton
John Halleron, Advanced Certified Business Advisor, SBDC Watertown
Sarah O’Connell, Advanced Certified Business Advisor, SBDC Watertown
Walter Reid, Advanced Certified Business Advisor, SBDC Farmingdale
Brian Yeung, Business Advisor, SBDC Queens/York
During this panel discussion experienced SBDC advisors share their best practices as Business Advisors
including resources that they utilize in client advisement, time management, outreach and overall
customer service.
Panelist Information:
Michelle joined the SUNY Canton SBDC as one of its first advisors in 1999.She has a BA in Writing from
SUNY Plattsburgh and her M. Ed. from St. Lawrence University. Prior to joining the SBDC she worked in
journalism and marketing for nearly a decade. In 2003 she received the New York State SBDC’s State
Star award and was also honored with the agency’s Lead by Example award in 2007. Since 2006
Michelle has worked in partnership with the St. Regis Mohawk Tribe’s Office of Economic Development to
bring SBDC services and training programs to entrepreneurs in the Akwesasne community. She also
previously taught Small Business Management as an adjunct instructor at SUNY Canton for five years.
John Halleron obtained his BA in Business and Communications from the State University of New York at
Plattsburgh, NY and AA in Banking from the American Institute of Banking in Syracuse and has 21 credit
hours towards an MBA from LeMoyne College in Syracuse. John has held management positions in area
banks for seventeen years and utilized that experience to direct small business lending and training
programs for a Credit Union south of Syracuse for four years. He joined the SBDC in July, 2002.
Sarah O’Connell has been with the Watertown SBDC since March 2000. She received her Advanced
Certification in May 2012 with a specialty in marketing. Sarah is a graduate of Clarkson University with a
B.A. in Technical Communications and is the former owner of a used bookstore. She coordinates the
annual Business of Women networking conference and writes a bi-monthly column for a local business
magazine, as well as administering the center’s Facebook page and sending out the newsletter.
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Walter Reid has been a Business Advisor with SBDC since 1998. He originally worked at the Staten
Island office and has been at the Farmingdale SBDC since January 2002. Walter was twice the recipient
of the highest awards given by the New York State SBDC system, winning the New York State Star
Performer Award in 2007 and 2010. He also won the NY State SBDC Counselor of the Year Award in
2006 and again recently for 2014. In 2000 he was recognized by the Staten Island Advance and the
Staten Island Chamber for his role in a project that resulted in amending a federal regulation. This
accomplishment was credited with impacting the continued operation of 32 small businesses and saving
190 jobs along the northeast corridor from Maine to Maryland. For this effort he received the NAMTAC
Award for the "Outstanding Project of the Year" in 2000.
He has been credited with advising over 2,000 businesses since his tenure with the SBDC which resulted
in over 800 new startup businesses creating 2,500 jobs and investing over $135,000,000 of economic
impact into the economy. He serves on the Board of Directors of the Suffolk County Inventors and
Entrepreneurs Club, The Long Island Business Exchange, The Business Resource Group, the Nassau
County Inventor and Entrepreneur Club and The Safe Water Source, a charitable organization.
Walter obtained advanced certified advisor status with the SBDC in May of 2011. Before joining the
SBDC, he worked for many years in the toy industry as a retail store buyer. He has also been a principal
partner in two businesses: New York Business Brokers Inc., and R and M Toy Sales.
He received a B.B.A. from Hofstra University in 1972, he resides with his family in Farmingdale.
Brian Yeung has been an SBDC business advisor since 1997. During that time he has been responsible
for assisting hundreds of clients, creating or retaining hundreds of jobs and achieving millions of dollars in
economic impact. Brian received his basic certification in 2005 and his advanced certification in 2013. He
received the Global Business Professional Certification (NASBITE CGBP) in 2011.
In 2015, Brian was awarded the Certificate of Appreciation and Commendation for his assistance in
helping small businesses in the Hurricane Sandy recovery.
Before he came to the SBDC, Brian was a loan originator at the Abacus Federal Savings Bank in New
York City.
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Experienced Advisor Track
Angel Investing – Beyond ABC’s Shark Tank
Joe Richardson, Eastern NY Angels Capital, LLC
Angel Investing- Getting started with sources of funds, business phases, funding cycles, valuation guide,
angel and seed rounds, venture rounds and funding sources.
Joseph Richardson is an Operating Director at Delta Point Capital Management, LLC, a private equity
fund established for change of control transactions. He retired from Berkshire Bank in 2009 having served
42 years in corporate banking. He also managed a portfolio of low-income housing tax credits and new
market tax credit projects for direct investment. Over the course of his banking career, he aggregated
$100,000,000 in total investments in New York and Vermont. For a brief period of time Joe was also the
Director of Economic Development for the Albany-Colonie Regional Chamber of Commerce.
He is a graduate of St Lawrence University with a BA in Economics. He is also a graduate of the Stonier
Graduate School of Banking at Rutgers University, holds several Graduate Diplomas from the University
of Oklahoma National Commercial Lending School and is a Certified Commercial Lender as designated
by the American Bankers Association.
Joe has been an active member of many community organizations such as the Albany-Colonie Regional
Chamber of Commerce, WMHT Educational Communications, NYBDC’s Capital District/Champlain
Regional Loan and Advisory Committee, The Leukemia & Lymphoma Society, Robert Morris Associates,
Antique Art Glass Salt Shaker Collection Society, Hudson-Mohawk Road Runners, Capital Affordable
Housing Partnership and the Fort Orange Club.
He is currently the Founder and is on the Management Committee of Eastern NY Capital Angels, LLC.
(ENYA) The two ENYA angel funds provide long-term capital appreciation and regional job growth
through seed investments in early stage, emerging technology growth companies located in the Capital
Region. ENYA was awarded a Technology Innovation Award by the Center of Economic Growth at their
19th Annual luncheon in 2015.
Joe resides in Slingerlands. When not volunteering for any good cause, you can find Joe hiking,
canoeing, biking and perhaps even running a marathon!
Triple-Bottom Line Economics for Small Business
Myriam Bouchard
How can your clients place equal emphasis on the Planet (healthy environment), People (community
well-being) and financial Profit to thrive?
Myriam Bouchard is a former Mid-Hudson SBDC award-winning certified business advisor. She has over
30 years of experience as an entrepreneur. She earned her MBS at Syracuse University and is currently
the Treasurer of Re>Think Local, an organization dedicated to helping foster healthy local economies.
Myriam owns her own consulting business and designs websites.
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Factoring
Andy Allaire, Regional Marketing Manager, AmeriSource Funding
This session will provide a basic overview of Factoring and Asset Based Lending. It will give advisors a
working knowledge of the essentials of factoring and when it can and cannot be used. We will also talk
about the comparison between Factoring and Cash Advance Lending which is a growing trend and often
not a good fit for sustainable financing.
Andy has been the Regional Marketing Manager at AmeriSource since 2001. Prior to this, he worked for
GE Capital and HSBC/Marine Midland Bank. His career has been mostly involved in commercial
financing.
Marketing – How your clients can get more customers, who will pay them
more money, more often – the fastest, easiest, most cost effective ways
possible
Paul Furse, Head Coach, Ascend Marketing, Inc.
By learning and applying the profit proven, scientific principles that have always driven successful
marketing, your clients can confidently, predictably, and repeatedly draw greater numbers of customers
who will visit more frequently, and spend more during each visit - many of which can be accomplished at
surprisingly low cost, and many, even free!
This presentation will be a brief yet concise overview of these principles, as they might appear "from
35,000 ft", yet there will be many immediately actionable items included, so that you can see the
immediate practical applicability of many of these concepts.
Paul Furse has been managing and/or consulting small businesses for more than 20 years. As a
Regional Manager for one of the world’s largest corporations, he regularly consulted with hundreds of
small business clients on improving sales volume, profitability, cash flow, and morale. Paul was brought in
to turn around a badly underperforming operation. With his leadership, the Regional Service Center
quadrupled its volume, repeatedly set production records, achieved the lowest cost-per-account ratio in
the nation and received the coveted “Most Improved Office” award.
He then continued his career as an analyst for one of the world’s largest consulting firms specializing in
small to medium sized businesses.
Paul is also an entrepreneur who has built several small business ventures. As a PCM Coach he brings
all of this experience to the benefit of a business enterprise, along with his unique analytical skills and the
powerful principles, strategies and tactics of the Principle-Centered Marketing System.
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Wix
Adam Wozney, Community Manager, Wix
A representative from Wix will walk you through how small businesses can create a beautiful, professional
web presence at no cost. This presentation is designed to show SBDC representatives how easy it is to
build websites and teach others how to build them as well. Also discussed with be WixEd, a free on-line
educational platform and the Wix Lounge.
Adam Wozney manages small business partnerships, community events and social media for wix.com.
Adam specializes in strategic partnerships, experiential marketing, and communications. He is also a
freelance digital marketing expert with a passion for civic engagement. Previous to working at Wix, Adam
worked for Google, Zooppa and other technology startups.
The Blue Economy
Andrew Delmonte, Certified Business Advisor, SBDC Buffalo
Sue McCartney, Director, SBDC Buffalo
The SUNY Buffalo State Small Business Development Center has launched a new training program for
small business entrepreneurs titled “Entrepreneurship in the Blue Economy.” In response to a deluge of
new business opportunities and success stories in Western New York that combine stewardship of our
water and natural resources with innovative business models, we began this six-week program to train
new leaders in the blue economy. Blue economy enterprises share a common emphasis on the
responsibility of businesses to their local communities and to the global environment, on the principle of
“doing well by doing good,” and on the mutuality of business, society, and the environment. Hear from
Andrew Delmonte and Susan McCartney of the Buffalo SBDC about how to bring the blue economy to
your clients across the state.
Andrew Delmonte is a Certified Business Advisor and the Social Enterprise Coordinator at the Small
Business Development Center (SBDC) at SUNY Buffalo State. At the Buffalo SBDC, Andrew provides
specialized counseling services for social entrepreneurs in the areas of social business planning,
financing strategies, Benefit Corporations and cooperatives, and social/environmental impact
measurement and reporting. Andrew serves as Vice President of the Board of Directors of Buffalo First,
and on the Board of Directors of the Nickel City Housing Cooperative. He also serves on the Leadership
Team of the New York State Sustainable Business Council and on the Economic Development
Committee of the Elmwood Village Association.
Susan McCartney is the Director of the SUNY Buffalo State Small Business Development Center and is
the Special Advisor to the Provost for Economic Development. Susan is a New York State Certified
Business Advisor and is a specialist in strategic planning. Additionally, she co-manages the SUNY
Buffalo State Office of Research and Economic Development. She is also an adjunct professor in the
SUNY Buffalo State Business Department, where she teaches the cap-stone course, Strategic
Management. Susan earned her doctorate and MBA from the University of Buffalo. She also holds a BA
in Art History from UB and a BS degree in Biology from Syracuse University. Susan’s community
involvement includes the El Museo Board of Directors, Daemen College’s Center for Sustainable
Communities and Civic Engagement Advisory Board, Italian Cultural Center Board of Directors, and the
County of Erie MWBE Utilization Board.
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Co-Working and Freelancing
Frank Cetera, Business Advisor, SBDC Onondaga
Co-working offices are work spaces, networking places, learning rooms, and social hangouts, by and
large for the freelancing community, but also for the entrepreneurial and business communities in
general. Statistics show that workers are happier, more productive, and able to access more resources in
many different parts of their lives, than they were participating in traditional offices or at-home workspaces. Learn about this movement and how it can improve local networking and service distribution
through activities such as desk sponsorship, One Million Cups, the Freelancers Union, and the collective
economy.
An SBDC Advisor since 2008, Frank is integrated with the freelancing community through pants-in-chair
working at Syracuse Co-works, participating as a presenter and audience contributor in One Million Cups
Syracuse, and engaging with the national freelancing community through the Freelancers Union.
Frank has been on the forward thinking edge of the business and entrepreneurial communities in
Syracuse and New York State, having created the first co-working office in Syracuse in 2009, known as
Alchemical Spaces, an 8-desk shared office space in the Gear Factory studio warehouse.
He has also been instrumental in creation of the NY Cooperative Network, which will be holding a daylong Network Gathering at the 2016 CommonBound conference in Buffalo, NY, to develop a working
business model and implementation strategy for a statewide Cooperative Business Association.
Social Media
Amelia Birdsall, Web Content Manager, SBDC Central
For NY SBDC staff members who are responsible for social media marketing at the Central Office and the
regional centers. While the Social Media Group discusses issues of internal social media policy and
activity via email throughout the year, this in-person session will allow for more in-depth discussion of
what’s working and the opportunity to ask and answer each other’s questions.
The Social Media Group is made up of NY SBDC staff members responsible for internal social media
marketing. Amelia Birdsall is the NY SBDC Web Content Manager and primary administrator of social
media accounts at the State level.
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Administrative Support Staff Track
Constant Contact
Erik Bunaes, Authorized Local Expert, Constant Contact, President, Endorphin Advisors, LLC
The Power of the Inbox: Tips and Tricks for Successful Email Marketing
What is the first impression you give when they see you in their email inbox?
And when they see you there, what do they do?
We will go through the keys to effective email marketing:
What it really is (and isn’t)
What it can do for your organization
And the five steps to harness the power of the inbox
Grow a healthy list
Create great content
Customize a beautiful, mobile-friendly template that matches your brand
How to get your emails opened
Tracking your results
From revealing why regular email doesn't work, to insider tips and techniques like automated list
building tools and the design elements that work, this seminar will give you the keys to effective
email and digital marketing.
Erik Bunaes is a Constant Contact Authorized Local Expert and President of Endorphin Advisors LLC.
Erik is a corporate-trained business consultant and recognized expert in Internet marketing and business
development strategy. With more than two and a half decades of experience in financial services,
management consulting and entrepreneurial ventures, he provides business development, strategic
marketing and online marketing services to a variety of clients.
He graduated from St. Lawrence University, earned his M.B.A. from the University of Colorado and spent
15 years working in Silicon Valley before relocating back to New York State. See more at
www.endorphinadvisors.com.
Preparing for the Next Accreditation
Mary Hoffman, Associate Director, SBDC Central
Every five years, every SBDC state and regional program has to write a self-assessment document and
entertain a visit from a review team sent by the America’s SBDC Accreditation Committee. The
accreditation program is important to the SBDC program in that it sets the SBDCs apart from other
entrepreneurial assistance providers by holding its members to high performance standards. The NY
SBDC program has performed well in its service to entrepreneurs and small business owners, and has
received consistently high marks from accreditation review teams since its inception in 1984. In this
session, participants will learn how to prepare for and what to expect from the site review team.
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Mary Hoffman, Associate State Director of the NY SBDC, joined the program in 1998 as the Research
Network Director after 20 years working as a librarian in hospitals, corporate, and environmental libraries.
While working at the US Environmental Protection Agency. She developed experience working with
network staff at remote locations. In 2002, Mary was promoted to her current position and began working
with SBDC’s statewide committees, writing technical narratives for grant proposals and reports, and
participating in strategic planning and staff development. She has developed the self-study guide for the
NY SBDC Accreditation review and helped prepare the network for four cycles of America’s SBDC
accreditation site visits. Mary has a BA in History from LeMoyne College and an MLS from Syracuse
University.
Time Management
Myriam Bouchard
During this brainstorming participatory session, we will explore how to make the best use of your time
while remaining efficient (doing things fast) and effective (doing things right) and we’ll debunk the myth of
multi-tasking.
Myriam Bouchard is a former Mid-Hudson SBDC award-winning certified business advisor. She has over
30 years of experience as an entrepreneur. She earned her MBA at Syracuse University and is currently
the Treasurer of Re>Think Local, an organization dedicated to helping foster healthy local economies.
Myriam owns her own consulting business and designs websites.
Strategic Plan
Mary Hoffman, Associate Director, SDBC Central
The NY SBDC Strategic Plan is a dynamic document that comprises vision and mission statements, and
six core priorities. Every one of us is engaged in activities daily that advance the mission and achieve the
vision. The presenter will discuss the components of the plan and how they align with our day to day
work. She also will discuss how the programs goals, objectives and the plan itself are adjusted as
program priorities and stakeholder priorities evolve.
Mary Hoffman, Associate State Director of the NY SBDC, joined the program in 1998 as the Research
Network Director after 20 years working as a librarian in hospitals, corporate, and environmental libraries.
While working at the US Environmental Protection Agency, she developed experience working with
network staff at remote locations. In 2002, Mary was promoted to her current position and began working
with SBDC’s statewide committees, writing technical narratives for grant proposals and reports, and
participating in strategic planning and staff development. She has developed the self-study guide for the
NY SBDC Accreditation review and helped prepare the network for four cycles of America’s SBDC
accreditation site visits. Mary has a BA in History from LeMoyne College and an MLS from Syracuse
University.
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Social Media
Amelia Birdsall, Web Content Manager, SBDC Central
Curt Anderson, Business Advisor, SBDC Jamestown
Maureen Henderson, Assistant Director, SBDC Niagara
This is a primer on social media for those less comfortable with the tools. We will cover the basics of
Facebook, Twitter and LinkedIn, and examine how to get set up, adjust privacy and security settings and
make best use of these platforms. We’ll also explore some basic tools you can use to assist your clients
in their social media marketing efforts.
Curt is a business advisor with the SBDC at Jamestown Community College. He primarily works with
clients (digital immigrants) on executing social media strategies including facilitating a social media intern
program. One of the Research Network librarians, Amelia manages NY SBDC web content and social
media marketing out of the Central Office. Maureen has been assistant director at the Niagara SBDC for
over 8 years. She has helped to create and maintain their social media presence and has taught
numerous workshops on this topic.
Wix
Adam Wozney, Community Manager, Wix
A representative from Wix will walk you through how small businesses can create a beautiful,
professional web presence at no cost. This presentation is designed to show SBDC representatives how
easy it is to build websites and teach others how to build them as well. Also discussed with be WixEd, a
free on-line educational platform and the Wix Lounge.
Adam Wozney manages small business partnerships, community events and social media for wix.com.
Adam specializes in strategic partnerships, experiential marketing, and communications. He is also a
freelance digital marketing expert with a passion for civic engagement. Previous to working at Wix, Adam
worked for Google, Zooppa and other technology startups.
Staff Forum
Frances Villavicencio, Office Clerk, SBDC Central
Patricia Demarco, Secretary, SBDC Rockland
The two Staff Forum sessions will contain a presentation, team building exercise and discussion of best
practices. The presentation will cover the following:
•
•
•
•
•
Angry Clients: What Makes An Angry Client?
Steps to Handle Angry Clients
Breakaway Statements, Ideas, and Tips
Team Building
Best Practice Discussion
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Administrative support staff will be encouraged to propose topics for the best practices discussion.
Frances Villavicencio, who joined the NY SBDC team at the beginning of last year, is currently the office
clerk at the Central Office, and is working towards becoming the office manager. She is responsible for
managing everyday office clerk duties as well as assisting State Director, James King, and Associate
State Director, Mary Hoffman with a variety of projects from creating the MWBE Contractor Bond
Readiness Reports spreadsheet to planning events such as Staff Training. She is also responsible for
maintaining the main files at the Central Office, which includes COI, evaluations, center’s media
attention, publications and guides. She has over 10 years of customer service experience and training,
along with 8 years’ experience working as a manager/supervisor.
Pat Demarco, the secretary at the Rockland SBDC, worked for more than 20 years in Direct Marketing at
an Account Executive before joining the SBDC in 2008. She has worked with the Administrative Support
Staff Committee for several years.
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Specialty Content Track
International Trade
Arnaldo Sehwerert, Director, SBDC Mid-Hudson (Moderator)
Paola Bianco, Business Advisor, SBDC York
Juan Carlos Eguia, Director, SBDC ITESO University (Mexico)
Jesse Karasin, Business Advisor, SBDC Baruch
Lynn Oswald, Director, SBDC Niagara
Harry Wells, Director, SBDC Queens - York
Jinshui Zhang, Director of International Business Development, SBDC Central
There are strong indications that the economy is getting better and, not surprisingly, our balance of trade
is improving. Since small businesses are the backbone of the American economy, it follows that the
international market is important for that sector as well. So, as a small business owner, why would you
want to export/import? The answer is simple; to increase sales and make more money by reaching a
bigger market and/or offering a wider array of products to local consumers.
Here are some interesting facts;
1 - 96% of the world’s consumers live outside the US and the global consumer spends over $46 trillion a
year.
2 - Most exports are done by small and medium companies. 97% of all exporters are not big companies.
3 - Export activities create jobs in the US. It is estimated that 1 out of every 5 manufacturing jobs depend
on exports and that each $1B in exports creates 6,000 jobs.
4 - The New York brand has immediate positive recognition all over the world.
5 - The American consumer has become increasingly sophisticated and demands goods from overseas.
The ease of travel and communication is making international trade a viable endeavor for just about any
small business and this panel of experts will discuss and evaluate some key issues in international trade
plus review initiatives being supported by the NY SBDC network and how you can make them available to
clients.
Moderator Information:
Arnaldo Sehwerert joined the Mid-Hudson Region SBDC in 2002 and has occupied the Director’s position
since 2004. After stints running his own consulting business, he worked in the brewing and distilling
industry in various capacities. Arnaldo was President of both DMS Rapp Collins Direct Marketing and
Summa Corporate Communications serving the Latin American market. He currently serves as member
of the board of the Sullivan County Chamber of Commerce, the Educational Committee of the Ulster
County Regional Chamber of Commerce and the Advisory Boards of the SUNY New Paltz School of
Business and the SUNY Ulster Business Department. He has a BS in Political Science from SUNY New
Paltz, an MS in Management from SUNY Binghamton and a PH.D. in Manpower Studies from the NYS
School of Industrial and Labor Relations at Cornell University.
Panelists Information:
Paola Bianco is an experienced and skilled International Trade Specialist with extensive knowledge of
import and export compliance, customs regulations, control processes, and procedures and more than
sixteen years of experience in International Trade business with a specialization in Latin America and
Middle East Market. She will focus on the process of exporting.
Juan Carlos Eguía has a Bachelor in Business Administration specializing in finance, a Bachelor in
Philosophy and a Master in Business Administration (MBA). During his career he worked for several
years for different companies such as Nestlé México and RCO (Red commercial de Occidente) in
marketing and sales. In 2007 he founded Anagrama Consulting and he´s been its CEO since then,
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working as a consultant and instructor for different companies such as Hewlett Packard, IBM, Driscoll´s
RARE, etc. focusing primarily on strategic planning, organizational development, marketing and sales,
and finance. Currently, he is the ITESO University SBDC Director and has participated in the design of
training programs for small business consultants and new consulting models and methodologies.
Additionally he has been teaching at ITESO for over fifteen years. He will focus on doing business in
Mexico.
Lynn Oswald became the Director of the Niagara SBDC in 2009. She had previously spent seven years
as a business advisor. As an advisor she worked with over 1,400 clients leading to over $9 million in
economic impact. In 2005 she was named NYSBDC State Star. Lynn earned her Advanced Certification
in 2014. Her prior work history includes several banking positions in commercial lending and finance.
Lynn specializes is developing financial packages and in International Trade. She is a NASBITE Certified
Global Business Professional. In addition, Lynn is an adjunct faculty member of Niagara County
Community College for the Business Department currently teaching Small Business Management. She
has a bachelor’s degree in Business Management and an MBA in Finance both from the University at
Buffalo. She will focus on doing business in Canada.
Jesse Karasin is a Business Advisor at the Baruch SBDC and has an MBA in Finance from Baruch
College. Jesse specializes in financial analysis, EB5 financing and business strategy relating to business
development & strategic partnerships.
Prior to joining the Field Center, Jesse worked in financial services as an equities trader, where he
managed day to day trading. As a result, he has a strong understanding of the capital markets and how
management decisions can affect a company’s equity. Jesse’s recent work experience also includes
business development, specifically consulting and marketing strategies for small businesses. Jesse has
his bachelor’s degree in Psychology from SUNY Albany. He will focus on the EB-5 program.
Harry Wells has nearly twenty years of experience in international trade and economic development,
entrepreneurship and small business management. Mr. Wells was a member of Innovative Distribution
Services, a seven-member import/export trading and consulting firm, which sold products to major U.S.
retailers. After graduating from USC, the then football star traveled internationally to source products and
work with local producers. His firm became a vendor and supplier to Fortune 500 companies like J.C.
Penney, Sears, etc. As the business grew, he participated in trade shows to develop export markets in
South America and the Caribbean regions.
Jinshui Zhang, Director of International Business Development; NYSBDC Advanced Certified Business
Adviser; Certified Global Business Counselor. Since 1996, the IBD program has strategically positioned
small and medium-sized businesses to take advantage of the business and trade development
opportunities in China and the global marketplace. Jinshui provides expert business advisement and
assistance to a variety of companies on issues of market identification, evaluation, selection, and
investment in foreign marketplaces, assists in business/trade opportunities in new markets and advises
companies on overseas investment, joint ventures, operations, and sourcing projects. Jinshui organizes
and coordinates national and international conferences, training sessions and seminars for businesses to
bridge the barriers of business practices, regulations, tariffs and serves as the primary liaison between
government agencies and partners while coordinating the activities in economic and business
development between US and China and other foreign countries. He will focus on doing business in
China.
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Cyber-Security – Targets of a Hacker
Tyler Wrightson, Founder & President, Leet Systems
In this presentation, Tyler Wrightson reviews the common targets, methods and tactics used by hackers
and cyber criminals. There will be a discussion of common threat actors, their motives and empirical
stories of how they operate. By understanding what they're up against, small businesses can better
protect their businesses from cyber attacks.
Tyler Wrightson, Alphabet Soup, is the author of Advanced Persistent Threat Hacking and Wireless
Network Security: A Beginner's Guide. Tyler is the founder and president of Leet Systems, which helps
organizations solve the hacker problem, by focusing on technical challenges.
LeetSystems focuses on offensive security services such as Penetration Testing and Red Teaming to
secure organizations against real world attackers. Tyler has over fifteen years’ experience in the IT
security field across many industries including healthcare and financial services with extensive
experience in many areas of technical security including networking, systems architecture, offensive
security and penetration testing. Tyler holds industry certifications such as CISSP, CCSP, CCNA, CCDA,
and MCSE. Tyler has also taught classes for CCNA certification, wireless security, network security, and
penetration testing. He has been a frequent speaker at industry conferences including NYS
CyberSecurity Conference, Derbycon, BSides, Rochester Security Summit, ISACA, ISSA, and others.
Follow his security blog at http://blog.leetsys.com.
MWBE
Brian Ansari, Director of Business Development, ESD Div of Minority & Women’s Business, ESD
Bette Yee, Director of Certification, ESD Div of Minority & Women’s Business, ESD
Lourdes Zapata, Executive Director, ,ESD Div of Minority & Women’s Business, ESD
The program will consist of an overview of MWBE program, certification program changes, product code
migration and MWBE search methodology. In addition the program will discuss ESD’s business
development initiatives and recent changes in the program the impact businesses doing business with
NYS.
Brian Ansari, as the Director of Business Development for the Division of MWBE, is responsible for the
expansion of MWBE’s in NYS contracting opportunities across all Agencies and Authorities working with
MWBE’s directly, as well as the same agencies and authorities, prime contractors and other stakeholders
in the MWBE ecosystem. He is the lead contact for major projects in NYS for MWBE’s and works closely
with the stakeholders to optimize MWBE participation across all NYS procurement opportunities.
Bette Yee, as the Director of Certification for the Division of MWBE, manages the Certification Unit and
helps develop recommendations on the legitimacy of ownership and operational control of applicants for
minority and women owned and led business certification. She works in conjunction with Business
Development to facilitate minority and women’s access to business opportunities in the public or private
sector.
Lourdes Zapata is the Executive Director of the Division of Minority and Women’s Business Development,
is responsible for the development of the statewide procurement policies supporting Governor Cuomo’s
efforts to promote equality of economic opportunities for MWBEs and works with State Commissioners
and the Legislature on matters affecting the MWBE community.
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FAST Program
Chuck Schwerin, Business Advisor, SBDC Binghamton
Dr. Per Stromhaug, Assistant Vice President for Innovation and Economic Development, Binghamton
University
This session will cover feasibility & fundability for a tech startup, as well as provide a guide to university
support for tech startups.
Chuck Schwerin is a SBDC Small Business Advisor who is quite familiar with traditional startup
methodology as well as lean start-up methods. He founded three start-ups: one a software company that
developed the earliest electronic medical record system based upon customer inquiries about how to
reduce medical record transcription costs, and two bio-medical firms. He was also a Senior Product
Manager for a large software firm (MapInfo/Pitney Bowes) and experienced the transition from waterfall to
agile software development. He has guest lectured at SUNY Binghamton’s entrepreneurship classes in
the art and science of starting new businesses. At the SBDC he advises clients in both technical and nontechnical fields. In his spare time he edits Adirondack PEEKS, the magazine of the Adirondack 46ers.
Per Stromhaug oversees the office of Entrepreneurship and Innovation Partnerships including tech
transfer activities, the start-up suite, entrepreneurial support and economic growth initiatives. He is also
overseeing the new High Technology Incubator in downtown Binghamton and is the lead contact for the
Start-up NY initiative at Binghamton University.
Veterans Programs
Robert Piechota, Director, SBDC Brooklyn
The presentation will focus on the few unique traits/communication considerations that many veteran
clients have in common. We will also address some salient data you may want to collect from veteran
clients that may be useful should they become long term clients.
Rob Piechota is a US Army Veteran and West Point graduate having served both as an enlisted man and
an officer in the Military Police Corps. He has over 25 years’ experience in business working within a
Fortune 100 company as a Sales Manager and as a Business Unit Training Director. He has also
operated his own small business in Connecticut. More recently Rob has worked with the Small Business
Development Center, (SBDC) located in Brooklyn, NY on the City Tech campus for four years working as
both a Veteran Assistance and Support Advisor and as the Director of the Brooklyn SBDC. The Brooklyn
SBDC services a very diverse ethnic client base. Inherent in his role as director of the award winning
SBDC, is his on-going effort in assisting small business owners recover from natural disasters such as
Superstorm Sandy, and preparing for similar challenges in the future.
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Get a Clue! Assisting Your Client in Finding Commercial Space to Suit
Their Business Needs
Cathy Terrizi, Certified Business Advisor, SBDC Mid Hudson
Jan Pisanczyn, Director, SBDC Rochester/Brockport
Basic overview about commercial real estate and knowing what to ask about to serve your clients
operational needs and everyday usage of the property. The session will help you and your clients in how
to look at a business location with a critical eye.
Catherine Terrizzi is a NYS Certified Business Advisor with the Mid-Hudson Small Business Development
Center. She holds a NYS Real Estate Broker license and runs her own brokerage firm. Catherine has
served in local and county government. She served as a county legislator and on her local Town
Planning Board. Additionally, she earned a Business Degree and a Master’s Degree in Public Service,
both from SUNY New Paltz.
Jan Pisanczyn is Director of the Rochester/Brockport SBDC and is a Certified Business Advisor. Jan has
been with the SBDC for 30 years. He holds a NYS Real Estate Sales Agent license with a focus on
Commercial Real Estate and Business Brokerage. Jan is involved with many Chamber of Commerce and
Economic Development Organizations and is currently serving on the Finger Lakes Economic
Development Council Entrepreneurship and Innovation work group as well as the Global NY work group.
FRANnet - Business in a Box, Franchise Formula for Entrepreneurial
Succss
Frank Dunne, Owner, Franchise Fit/Placement Specialist
The landscape of franchise opportunities will be covered as well as the basic principles of franchising,
and key considerations in being matched with the right opportunity. The myths surrounding franchising
will also be debunked. Participants will learn about the importance of systems in a business that is offered
by franchises – and how they may be leveraged by NY SBDC clients/prospects.
Frank Dunne helps aspiring entrepreneurs, executives-in-transition, veterans and others explore
franchise opportunities. He provides counsel on the benefits, costs, and risks of franchising – and helps
individuals navigate the maze of franchise concepts. Utilizing cutting-edge profiling, and 1:1 consultative
processes, he helps match leading franchises that best fit each client’s goals, skills, and interests.
Qualified clients receive coaching services at no cost, as all funding is provided by franchisors.
ESD – Global NY
Erin Cole, Senior Vice President, Global NY, Empire State Development Corporations
This session will provide a description of who and what Global NY is and does, as well as share
information on core programs and services that can be used by SBDC clients. In addition, there will be an
update on Global NY’s plan for trade missions for Fall 2016- Fall 2017 plus an update on several key
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trade policy issues, such as US sanctions against certain foreign countries.
Erin Cole is the Senior Vice President for Global NY at Empire State Development Corporation. She
manages New York State’s foreign offices and Global NY staff. Global NY’s mission is to increase state
exports and attract more foreign direct investment.
Previously, she served as the President/CEO of World Trade Center Buffalo-Niagara (WCTCBN), the
leading international trade services provider in the Buffalo-Niagara region. Prior to this, she served in
Central Asia with the US Agency for International Development (USAID) managing regional economic
development programs.
In addition to USAID, Erin previously worked for the US Departments of State and Commerce and served
in Russia, Washington DC, Rochester, NY, Kazakhstan, Turkmenistan and Uzbekistan. Her expertise is
private sector development with a focus on international trade and export promotion. She received
international certification as a “Certified Global Business Professional” from NASBITE International.
Erin began her career as a soldier in the US Army working in Combat Electronic Warfare Intelligence and
Civil Affairs; she is a decorated Gulf War veteran (Operations Desert Shield and Storm). In 2009, she
received an Executive Masters of Public Administration from Syracuse University’s Maxwell School and a
Certificate in Advanced Study in Security Systems from SU’s Institute of National Security and
Counterterrorism. A native of Buffalo, Erin also holds a BA in International Relations from UB. Outside of
her government service, Erin started her own small business selling female military collectibles and cofounded the Veterans for Common Sense NGO with fellow Gulf War veterans. She is fluent in English
and Russian.
33
Earning Basic and
Advanced Certification Points
For 2016, the Professional Development Committee will award 1 point for each hour spent in
sessions for Basic Certification. The only exception is the Advisors’ Best Practices session on
Wednesday morning, which will earn 4 points toward Basic Certification. All sessions will earn
points toward Basic Certification. The number of staff training points toward Basic Certification is
capped at 10 points per year.
Advanced Certification points will be awarded as follows:
2 points for ESD’s session on Global NY AND the International Trade session with multiple
presenters (on Monday morning).
2 points for Social Enterprises (Myriam Bouchard) AND The Blue Economy (Andrew Delmonte)
2 points for Paul Furse’s Marketing session AND either of Amelia Birdsall’s Social Media sessions
2 points for Cybersecurity (Tyler Wrightson) AND the FAST Program (Chuck Schwerin)
2 points for MWBE (Brian Ansari) AND Veterans Programs (Rob Piechota)
2 points for Financial Projections (Sam Kandel) AND NYS Taxes (Mwisa Chisinka).
34
Certified Business Advisors
The NY Small Business Development Center is proud to recognize the individuals that have earned
Business Advisor Certification. The newly certified advisors are printed in bold face. The SBDC implemented
a rigorous professional development program for business advisors in the 1990s. In 2003, the program
implemented an Advanced Certification level of achievement. We strongly encourage all business advisors
to continue to develop their skills and expertise and participate in both the basic and advanced certification
programs. Contact the Professional Development Committee or the NY SBDC Central Office for more
information and applications.
Albany
Kate Baker 2008
Bill Brigham 1996
John Skrobela 2013
Canton
Michelle Collins 2000 - ADV 2008
Dale Rice 2000 - ADV 2013
Jennifer McCluskey 2016
Baruch
James Daley 2002
Shiau-larn Hoang 2014
Alek Marfisi 2014
Ulas Neftci 2006
Lendynette Pacheco 2009
Central
Darrin Conroy 2002
Roger Green 1997
Josee Fonseca 2008
Amelia Birdsall 2010
Alexis Mokler 2010
Jinshui Zhang 2009 - ADV 2011
Binghamton
Michelle Catan 2013
Kenneth Homer 1997
Rochelle Layman 2010
Virginia Thompson 2002
Jocelyn Thornton 2015
Columbia-Harlem
Glamis Haro Columbia-Harlem 2014 ADV 2016
Corning
Scott Bloor 1996
Susan Buchanan 2014
Brockport
Sam Campanella 2010
David Denz 2004
Jan Pisanczyn 1996
James Soufleris 2001 -ADV 2011
Drake Thomas 2009
Florence Worden 2001
Carla Vazquez 2010 - ADV 2016
Farmingdale
Erica Chase 2013
Dave Chiaro 2015
Lloyd Clarke 1996
Jason Kohl 2016
Maureen Pollicino 2014
Walter Reid 2003 - ADV 2011
Bronx
Benigno Sam Ballena 2015
Lourdes Martinez
Jamestown
Curt Anderson 2014
Irene Dobies 1996 - ADV 2013
Nick Ferrara 2014
Scott Miller 2011
Beth Reed 1998 - ADV 2010
Brooklyn
Miriam Colon 2003
Buffalo
Clifford Bell 1997
Fred Bristol 2014
Andrew Delmonte 2014
Dhannayia Johnson 2016
Andrea Lizak 2000 -ADV 2009
Susan McCartney 1996
Cindi Thomason 1996 - ADV 2009
Bill Grieshober 2000 - ADV 2007
Mid-Hudson
Cynthia Clune 2016
Al Griggs 1997
Sam Kandel 2004 -ADV 2012
John Moriarty 2004
Vanessa Primus 2013
Arnaldo Sehwerert 2004
Cathy Terrizzi 2014
35
Mohawk Valley
David Lerman 2010
Roxanne Mutchler 2010
Queens
Harry Wells 2005
Brian Yeung 2005 - ADV 2013
Niagara
Thomas Bruss 1996
John Dezik 2011
Maureen Henderson 2010
Norman Karsten 2004
Paul Morrell, 2014
Lynn Oswald 2001 - ADV 2015
Pauline Soeffing 2009
Dinene Zaleski 1999
Rockland
Adi Israel 1996
Thomas Morley 1996 - ADV 2009
Howard Stein 2014
Chris Thiesing 2016
North Country
Andy Allison 2010
Angela Smith 2014
Karen Stehlin 2010
Stony Brook
Ann Garbarino 2006 - ADV 2012
Pierre Lespinasse 2013
Dan O’Connell 2012
Gifty Oduro-Ostrander 2015
Susanna Ortega 2015
Dan Polner 2014
Ronni Rosen 2003 - ADV 2015
Bernard Ryba 2005
Matt Stadler 2014
Ritu Wackett 2003 - ADV 2009
Staten Island
Ed Piszko 2011
George Telmany 1998
Onondaga
Nancy Ansteth 2009
David Bull 2014
Frank Cetera 2010
Tania Hanouille 2009
Thomas Moore 1996
Joan Powers 1998
Melissa Zomro 2015
Watertown
Eric Constance 1999
John Halleron (Oswego) 2003 - ADV 2009
Sarah O’Connell 2001 - ADV 2012
Robin Stephenson 2007 - ADV 2012
Honore Stockley (Oswego) 2016
Kiah Sugrue 2016
Pace
Rawle Brown 2016
Greg Callender 2016
36
Contenders for
Advisor of the Year in 2015
Curt Anderson – Jamestown
Nancy Ansteth – Onondaga
Katherine Baker – Albany
Fred Bristol - Buffalo
Rawle Brown - Manhattan
Michelle Catan – Binghamton
Frank Cetera - Onondaga
Erica Chase – Farmingdale
Cynthia Clune - Mid-Hudson
Michelle Collins – Canton
Andrew Delmonte - Buffalo
Mike Driscoll - Binghamton
Ann Garbarino - Stony Brook
Michael Genova – Farmingdale
William Grieshober – Buffalo
John Halleron – Watertown-Oswego
Glamis Haro - Columbia-Harlem
Kenneth Homer - Binghamton
Sam Kandel - Mid-Hudson
Jesse Karasin - Midtown Manhattan
Geri Kavanah – Rockland
Lawrence King - Columbia-Harlem
Jason Kohl – Farmingdale
Christina Loggia – Farmingdale
Jennifer McCluskey - Canton
Roxanne Mutchler - Mohawk Valley
Sarah O'Connell – Watertown
Gifty Oduro-Ostrander - Stony Brook
Maureen Pollicino - Farmingdale
Vanessa Primus – Mid-Hudson
Walter Reid – Farmingdale
Bernard Ryba – Stony Brook
John Skrobela - Albany
Angela Smith - North Country
Pauline Soeffing – Niagara
Shelby Sweet - Mohawk Valley
Catherine Terrizzi - Mid-Hudson
Jocelyn Thornton – Binghamton
Carla Vazquez – Brockport/Rochester
Jie Yin – Binghamton
37
Recent ASBDC Star Performers
2015 Sam Kandel, Mid-Hudson
2014 Susan Nastro, Stony Brook
2013 Bernie Ryba, Stony Brook
2012 John Skrobela, Albany
2011 Jerry Kobre, Rockland
2010 Walter Reid, Farmingdale
2009 Bill Grieshober, Buffalo
2007 Walter Reid, Farmingdale
2006 Sam Kandel, Mid‐Hudson
2005 Lynn Oswald, Niagara
2004 John Narciso, Farmingdale
2003 Michelle Collins, Canton
38

Full Conference Program - Small Business Development Center

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