Manufacturing eCommerce Success – with Sonya Smith

Curt Anderson  00:01

All right, happy Monday. Damon, how are you? Dude, what’s going on?

Damon Pistulka  00:05

I’m doing great. Things are going well today.

Curt Anderson  00:08

Awesome. Hey, any any big accomplishment accomplishment yesterday that you need? What’d you do yesterday

Damon Pistulka  00:14

we had a little, little fundraiser for the Fred Hutch Cancer Research Center in Seattle. And I was able to participate in the stair climb of the Space Needle.

Curt Anderson  00:24

A famous stair climb, dude. Well, anytime I go there, I cheat. I take the take the elevator. So kudos to you. And how fast did you climb up those stairs?

Damon Pistulka  00:34

I did it in about nine minutes.

Curt Anderson  00:35

Nine minutes. Well, hey, dude, you are just amazing. Kudos to you. What a great accomplishment. And what a wonderful cause. So congratulations on everybody that participated. How many do you have any idea how many people participated?

Damon Pistulka  00:48

There were 1000s. We had 23 in our group, so we were Yeah, it was it was a really a good event. They did it well.

Curt Anderson  00:56

1000s of people. Alright, so hey, let’s dig in. I am just beyond excited. We have an amazing, incredible event today. I’m actually flying the colors today, Damon in the colors. And so today we’re going to talk about the SBDC, we might have a couple of SBDC chance going today. But we have V one V only my dear friend Sonya Smith, Sonya. Happy Monday. How are you today?

Sonya Smith  01:23

Happy Monday. Thank you, Damon. Thank you, Kurt. Kurt, thank you for having me on the show. I’m excited to share what the SBDCs what we do and how we can really continue to be a great resource for small business and especially our manufacturers in our communities.

Curt Anderson  01:39

Absolutely. So let’s just let you know what we’re not going to pull any punches speaking of I’m gonna have a picture of you would speak in a punches, but we’ll save that for later. But Damon she is she’s a powerhouse I might want to share. So I Sonya, let’s dig in. So we’re going to just dive in, we’ve got a bunch of questions for you. And SBDC stands for Small Business Development Center for any of our friends, entrepreneurs, that this might be new to boy, if you’re not familiar with the SBDC. You certainly as an entrepreneur, you absolutely want to should, and we invite you encourage you to do so. There’s nearly 1000 centers throughout the entire country. We’re talking talking here with Sonya And Sonya is the director of New York State there’s 22 centers throughout New York State. So there is an SBDC near you. But before we go there Sonya, I have a little burning question that Damon I would love to ask you to start things off. Man, you are a powerhouse. You’re the state director early in your career. Very impressive. We’re going to dig into that about what an inspiration you are. When you were a little girl growing up. When you were a little girl growing up, who was your hero? Who was your hero as a little girl growing up that just created this wonderful human being that you are.

Sonya Smith  02:54

Um, I would say I’ve had multiple people I admired my parents, of course, I mean, I would say of course. But for me, of course my parents, everyone has different relationships, different heroes, different people they admire. So my father has a military background as well as in the fire department. So his service to his country and his community was always there. My mother works in the medical field and also was at home with us when my father was in the military. And she’s also very into the church community. And so I think like service and community has always been like a key component to me, but I would say who I admire besides them. And outside of you know family key family people would be Princess Diana. Oh

Damon Pistulka  03:53

wow, there we go.

Curt Anderson  03:55

That’s a great answer. All right. So I curious minds. First off, Sonya can mom and dad’s name can you share mom and dad’s name with us? Please?

Sonya Smith  04:05

Oh yes. So my my father’s Victor Smith and my mother Rosita Smith, and my father is actually in South Carolina now he’s retired from both military and the fire department and my mother is in New Jersey and you know, she still works in the medical lab. So yeah, so

Curt Anderson  04:25

well, that is awesome. And hey, so shout out to Victor you know, dad and I, Dave and I are huge proud girl dads and so we just we love what a sporting Gration that that Victor contributed thank you for his service to our country. And just you know, kind of setting that that set the bar high for you. You know and unite when we got together you shared a little bit about your background with your dad in the military. So I got a little sliver of that when we talked last time. That sight into Princess die. Why Princess die? That was a great answer. That’s a first why was Princess I your inspiration.

Sonya Smith  05:02

Um, so I really went beyond just like the royalty and glamour and title and names, I think for me, and I think that’s why she was such an outsider because it was beyond that. For her it was what she can give back what she can add value to her community to other countries to the world. And so that’s how I viewed myself as always, like mediocrity or just like status quo, or just getting by or just living. Like, it’s great to be having able bodied and be able to live and give back to other people. And I felt like that’s what she embodied was like, not just grace, and the ROI, it’s outside of the royalty side, it was like, what else can she do to leave her mark? On the world. And so that’s what I appreciated about that. Even with just the, the, you know, bad press, bad media and the divorce and everything else, family, you know, we all have that we have family concerns, we have hurdles and struggles and obstacles, but like, how she continued to want to do good for for the country, or save for the world in different ways.

Curt Anderson  06:09

What a great answer, man that was just, you know, again, you know, with all the flaws, none of us nobody’s perfect, and all the challenges that he went through, and still dedicated herself to giving back and just what a role model that she was, you know, for, you know, back in the 90s. So that was a great, thank you for that answer. That was just, that was a wonderful, wonderful response. And so let’s let’s Alright, So tying in mom and dad, Princess die. And of course, I just, you know, the respect and admiration we have for what you’ve accomplished. I’m going to start where you are today, but we’re going to reverse engineer it. And we’re going to go backwards. Sonya. So okay, you are the State Director for anybody who just joined us here, boy, drop a note in the chat box, let us know that you’re out there, give a big warm hello to Sonya, you want to definitely connect with her on LinkedIn. She’s doing all sorts of amazing entrepreneurs all throughout the great state of New York. And so Alright, state directors, I mean, this is a big deal. And I you know, I’m an SBDC alumni. And so I can I know firsthand what a massive accomplishment. This is. Let’s reverse engineer it. Younger. Okay, so mom and dad are your hero, Princess die your hero, you go off to college? Did you kind of like pave the path? Did you see this? This, this direction of like giving back community entrepreneurship? Did you see this all coming together?

Sonya Smith  07:21

I wouldn’t say entrepreneurship. It’s always giving back. Like I said, similar to kind of my people I admire was beyond titles or, you know, money in that sense. It’s like, what was your purpose? What’s your passion? So entrepreneurship was never really even back then the word or like the thing to focus on, even in business. My background is accounting and finance, actually. And then I ended up going back to going back to school to go to grad school for my MBA. But it didn’t really hit me about entrepreneurship or what entrepreneurship meant for small and small businesses until my sophomore year in my undergrad. And that’s actually because I met one of the at the time center or regional directors that was at the SBDC. And that was kind of how I got my internship and working with the SPDC. back then. But before then I was actually previously to me going to college and taking the finance role or finance accounting route. I was I was actually geared up to be an attorney. That was like, an attorney. Okay. Yeah.

Curt Anderson  08:38

What, what was the detour? Sign? You know, like, what? So when I asked you that law school looking at what was there an aha moment? Was there a change? You’re like, yeah, maybe law school is not for me. What was what was that?

Damon Pistulka  08:55

Oh, I think she froze for a second.

Curt Anderson  08:57

Okay. She’ll come right back. Yeah. So, anyway, Daymond so let’s, let’s go here. So SBDC Small Business Development Centers. There’s like, I think there’s 900 900 and change around Yeah. Okay. So like here in, you know, in New York,

09:19

part of it. You’re a part of it.

Curt Anderson  09:21

I was, yeah. I worked there for four years, I was part of the SBDC. So in, you know, it’s rural city, you know, and I have a claim to fame, like, you know, within so many miles, you know, there’s an SBDC because they want the outreach to, you know, near any and every entrepreneur throughout the country, right. And so the thing is, they’re always parked at a college or they’re always parked at a university always. And so we’re in like in New York, you know, there’s three in Manhattan, Columbia University, Ivy League school, Baruch, Pace University, you know, other boroughs. I think there’s two in Long Island, upstate New York. Where I’m at are all over the place, you know? So again, whether city urban, you know, on Seattle there’s a bunch near

Damon Pistulka  10:06

you know we’re here one like the one that is like two miles from me.

Curt Anderson  10:10

There’s one two miles here so I hate Hey.

Sonya Smith  10:14

Yeah, we’re talking about my deja vu moment and then I went black so myself

Curt Anderson  10:22

and so we were taking in in in hey, we’ve got DCS here today so DC Sarah, great friend and so DC please drop that question right in the chat and chat. So DC is a dear friend of ours Sonya and she’s a supply chain superstar. She is talking about powerhouse. We do a bunch of speaking engagements with with DC. She’s been a friend on the program here a couple of times. She does a lot of she talks about diversity supply chain. She’s building an amazing incredible business great entrepreneur, DC please welcome Happy Monday drop that question right in the chat box. But Sonia, where we left off you were talking about like your sounds like were you at a fork in the road of like looking at law school.

Sonya Smith  11:06

So I said you were giving me deja vu because I said I didn’t hear really much about entrepreneurship. But I lied because I was the future. I was in the future business leadership Leaders of America back in. And middle school high school. I was always part of that. But in high school, I think my last two years. Actually, my it’s always my sophomore year, my sophomore year is when I had my accounting teacher at the time was like, law school is not for you. And I was like, I think it is and she was like, it’s, it will be great for you, you will be successful at anything you do. But she’s like accounting and finance come so easy to to you. And that could lead a path of a foundation of, you know, just getting into the business world. And so that’s where I kind of took my turn, I applied to a couple of larger schools. And she was actually an alum of Albright College and Redding, Pennsylvania. And that’s actually the school I got into it or the the small school I got into private school. So then I went that route and stayed somewhat close on the tri state area. Yeah.

Curt Anderson  12:15

Perfect. Okay, so then let’s slide in here when you mentioned if I if I caught you last time you said the SBDC came on your radar was that when you were at your MBA was so undergrad,

Sonya Smith  12:26

that was my actually from sophomore year in high schools when I switched to accounting and then sophomore year in college is when I got introduced to SBDC and interned with them. And I interned with them working with clients and mostly all small businesses that needed financial portfolio performance and their financial projections done. So oh, I kind of stuck on with the finance side, but more on the business focus. That’s

Curt Anderson  12:59

perfect. Well, I love it and what a perfect fit for your passion, you know, with financials and you know, so many entrepreneurs Daymond This is your world, so many entrepreneurs a business and they just you know, unfortunately that’s just not their game, or, you know, they do need that expertise.

Damon Pistulka  13:14

And we’re knee deep and projection season right now. This is this is October, November. December is when everybody goes, Oh, we gotta we gotta layer projections out for next year. Yeah.

Curt Anderson  13:24

Let’s jump into DC so geographies, right, great minds think alike. Your Sonya because she’s reading she’s jumping out ahead. We’re gonna dig into this. What SPDC program is available for manufacturers? How can manufacturers paired with SBDC assistance? So you know what? So let’s go here real quick. Let’s lead up to that question. Because I know you and I kind of have an order that we want to get into. Let’s just show like from your high level view, share with the folks out there who and what is the SBDC? Then we’re going to dig into a couple of things in DC hang out with us for one minute, because we’re going to lead right up to your question, but let’s share with the folks that aren’t familiar with the SBDC. Who and What services do you provide?

Sonya Smith  14:01

Sure, yes, we talked a little bit about my path and journey. But getting to the Small Business Development Center. So you mentioned this earlier, and for people now tuning in there about 1000 centers across the nation SBDCs their 63 networks, so each state and US territory and then California split in five and Texas into four regions. So that’s how we get the 63. We are a no cost or nominal nominal fee for more services to provide services to our entrepreneurs and small businesses. That is one on one advising educational programming that’s both in person and online virtual offerings. We do a lots of events, whether it’s the type of trade show, meet and greet lenders, roundtables, different things of that nature. And then on the research side, there’s the research. Well, my the network itself has, we have our own research librarians, there is the SBDC. Net that is out of Southwest Texas that helps with any type of market research and, you know, ring study and analysis, things of that nature that the SBDC is might need to assist small businesses and entrepreneurs with when it comes to market research. And then I always, always say we have a fourth pillar, you know, outside of advising, education and more on research. The fourth pillar I would add from a specific basically, from

Curt Anderson  15:37

think we lost?

Damon Pistulka  15:39

It’s like, right at the most

Sonya Smith  15:40

work is the advocacy side. So a lot of small business. Oh, yes. I don’t know what

Curt Anderson  15:59

are losing again. Bad Connection today must be it’s an unlucky Monday, maybe I don’t know what it is. It’s

Sonya Smith  16:13

so sorry, guys.

Damon Pistulka  16:15

Yeah. So

Curt Anderson  16:16

you had a bad case of the Mondays? Go ahead. Yeah. So

Damon Pistulka  16:19

you have a four? Yeah, it’s working now. So you got education advisory? What are the four areas? Because the last one was advocacy, right?

Sonya Smith  16:29

Yes, yes. And the last one is advocacy. And that’s a lot for a lot of the legislation or, you know, different acts that are affecting our small businesses, how the SBDC can really help to support things that will advance the small business needs. And I apologize, I checked all my Wi Fi and everything, but it does have the case of the Mondays over here. So the way it goes,

Curt Anderson  16:55

nothing’s perfect, we’ll get through it. So alright, so that was a little background for folks that aren’t familiar. So again, if you’re an entrepreneur, boy, check out your local SBDC it’s going to be parked at a college university right near you. It comes with advisors that have like, you know, vast, deep expertise, either they’ve been entrepreneurs themselves, they have finance, degrees, logistics, marketing, just kind of like every aspect. And each SPDC has like a wide diverse, you know, bench of advisors that they’re going to bring. So even if you hook up with an advisor, and maybe they don’t have that specific area of expertise, there might be somebody else on the team. And on top of it, you have the whole network. So for example, in New York, Sonya, like, you know, if somebody’s looking for something specific, and maybe buffalo doesn’t have that information, well, hey, we could go down the road to Albany or somebody in Rochester, or you know, or whatever that might look like, let’s go here for a minute in DC, I promise we’re gonna get to your answer in a minute. So Sunday, I want to get back to your your journey. So like, Okay, you interned? I absolutely love that. So you’re interning at the SBDC? Talk about like, what were some of your first, what was your first job? What did it look like? Because I mean, how do you fast track yourself to be like, you went from the associate state director and Pennsylvania, to now you’re the state director, just share a little bit about, you know, for a young person out there, who’s maybe young age and like, they’re looking to fast track their career, I’d love to share, like, share with us your journey through the SBDC. And any attributes that you would like to give credit to, unlike your, your early success.

Sonya Smith  18:30

Um, I would say, the attribute of being curious, was a good one for me, as well as very ambitious. And the to me, mirror and partner together adds that path of you know, what’s next for someone. So I did, I’ve probably have worked a majority of rural roles in the SBDC network. Income combination between Pennsylvania and New York. I helped with marketing communications, when we were we had a gap in there. I was the budget analyst, I’ve done intake, I advise before and was an advisor or counselor, you know, I’ve helped on it side, anything that you can think of, I’ve assisted, when we had gaps in hiring and or as we were getting people up to speed that were maybe not within the program. So for me, you know, getting up into this, or getting to this role in my career. And I still say early in my career, even though I’ve been doing this for about 15 years now is that it just helped pave the knowledge and the experience and things that I need to be exposed to to help with the next position. So I always take it into take strides into this is just a learning experience for the next opportunity that could be available. So I would say for anyone, especially young people that are young in their career or newer or early in A career as to don’t pigeonhole yourself don’t have the parameters be exposed to different areas be mentored. I’ve had, I have tons of mentors but also mentees. So it helps for them to give me some feedback about them getting into their workforce in their career, both on personal and professional side, but have people around you that support you, but also be curious and ask questions. I think people like to share information, and hopefully there’s not a lot of gatekeeping thinking that you’re going for their position, but enough to be able to share and collaborate together. I felt like collaboration is really important.

Curt Anderson  20:38

Perfect collaboration, curiosity. Those are some phenomenal. Yes. Yeah. So let’s so let’s jump into DCS case she needs a jump off at some point in time. Let’s get into her answer. And I know we’re gonna slide and then we’ll go back. We’ll jump around with some of our questions here. Sonya, so they’re for folks that are familiar with a small business development center. You know, I hate to say like, if they’re I don’t want to dispel a myth Kotsay, but a lot of folks think, you know, well, SBDC are just exclusively for startups. You know, I know, I used to hear that all the time. And that really is not the case whatsoever. There are vast programs for seasoned veterans. You know, companies have been around for decades, let alone Damon, I had a client that was was 200 years old, that has gospels through manufacturer that was founded in 1815. And so they were 200. And we work closely with those guys. So, you know, talk about like, how some of the programs are, you know, it’s not just SBDC is not just for startups. Let’s start there. And then let’s slide in, like some of the things that you guys do for manufacturers?

Sonya Smith  21:41

Sure. And hopefully, I’ll help answer DCS question and anything else I missed about the SPC program. So we actually work with all life stages of a business. So from the idea stage all the way to start up to scaling and growing and then on to establish businesses. And I think more established businesses got the awareness, I should say in the word about the SPDC got out because of SBA, PPP and idle does fester. Funding during 10. And so that awareness helped expand our offerings to a lot of established businesses. And like you said, Kerr, there’s businesses that have been with us for decades, we’re in New York itself is a 40 year old program. But with that being said, there’s some times they’re not they come back to continuing. So yeah, it’s not just what startups we work with all life stages of the business. And even to succession planning and business acquisition, we’re seeing a lot of that of individuals that wanted to sell their business. Or look at this as valuation. You know, what expansion plans are or for an employee buyout, that’s been an another big thing for individuals that don’t have family or friends that can actually take over the business, but employees that have been there probably since day one that understand it. So there’s different options that we’re really working with establish business owners on? Yeah, I love that.

Curt Anderson  23:27

And let’s unpack a couple of things there. Because what’s what’s wonderful son? Yeah, and how many advisors do you have in the state of New York?

Sonya Smith  23:34

In the state of New York? We have? Well, total staff, including, you know, Director type of level is 185, across the state. And as you mentioned, we have 22 service centers across the state. So each SBDC no matter what state they’re in, try to have all of or not try. It’s, you know, have that county covered across the whole state.

Curt Anderson  23:55

Yeah, absolutely. And again, if you guys are coming at coming at us from another state, you know, there’s absolutely, definitely an SBDC near you, just, you know, Google, you know, SBDC near me, check out, you know, local university, local college and assignee just mentioned, it’s going to, you know, you’re going to have county coverage, even in some of the most, you know, rural areas, there’s gonna be coverage for you. You know, it’s just a great arm. You mentioned a couple of services that you provided during COVID. I’d say you guys were just heroes, of helping, you know, literally 1000s and 1000s of entrepreneurs get through a really difficult time. I think you were at Pennsylvania at the time, and we work closely with Damon, we were working closely with the tempo SBDC we had a front row seat, just watching some of the things that you were doing. Sonny just talked about it from your perspective, just you know, very difficult trying time you guys rolled up your sleeves and just really made it happen to be there for entrepreneurs. Can you just talk about like, from your perspective, what went on during COVID? Just some of the things that the programs that you helped out with?

Sonya Smith  24:56

Yeah, so a lot of it was about it was kind of two different sides that I saw was a need across the country. One was for those really small micro enterprises or small businesses that didn’t have financial service, financial program, or QuickBooks or anything tracking their, their, their financial, you know, revenue and expenses. And so that was hard for them to get paperwork and things together in order to take advantage of the different lending programs or grant programs that were being offered by their county or state, or federal government. So that was where a lot of the SBDC advisor stuff down on the financial side to get their information up to speed, get, you know, employee salary records and payroll records, things of that nature. And on the other side was same thing, it’s a lot of our small businesses, or like you said her, you know, decades, decades decades been in business, but brick and mortar and didn’t have any online type of, and you probably heard this already, the E commerce and digital transformation side was really important. And so a lot of the SBDCs worked with EDA or SBA to develop any of their Kazakh funds to develop programming on the digital side, whether it’s social media, website, e commerce, and be able to help entrepreneurs get have another revenue stream another way to meet, reach their customers and still provide services or products out. So those were like the two main avenues that I’ve saw. Like, yeah, we kind of, you know, really put our boots on the ground and be able to serve, and partner with organizations. You mentioned, our host institutions are usually higher ed, educational institutions of higher education, sorry. But we do a lot with chambers of commerce and EDCs, you know, economic development, corporations and industrial development agencies and the manufacturing, extension partnerships, things of that nature, where we come together to look at who does what, and does it well, and how we can really partner together to help a business owner. So it’s not just the academic institutions that help with either faculty or students or staff, but it’s also the key people in the community.

Curt Anderson  27:23

Yeah, that’s fantastic. And I’m glad you just mentioned MEPs in our friend, Robert, Hey, Robert, Happy Monday to you says, hey, you know, I’m sure you’re gonna cover resources that we partner with, such as manufacturing, ascension partnerships. And we are we work very closely with the MEPs. And as a matter of fact, this Friday, we have Carol Thomas, who was the was the previous director of the National Manufacturing Extension Partnership. And Sonia, you’re gonna love this. She, she was actually I think, the Associate Director of the SBDC. Nationwide previously, and so she’s, she’s a powerhouse. So she’s gonna be with us this this Friday. So, back to a couple of things that you mentioned that I want to unpack there. Sonya, you mentioned, I’d say what I love is like, you know, after 40 years, I know like, for me firsthand, there would be entrepreneurs that came in, worked with an SBDC advisor back in the 90s. And then also, now their kids came into the business. And now you know, Exit Planning succession. And so DC this is going to tie in with some of the questions that you’re asking, like, hey, you know, what are some of the programs available? You know, Sonya just mentioned, you know, since succession planning, there’s all sorts of tech. I know, like in New York State, there’s all sorts of like SBIR, there’s a lot of different acronyms, a lot of a lot of loan programs, technology. Do you want to cover some of those things? I know like, that’s more New York specific, but do you want to cover some of those programs that are going on in New Yorker? That would be helpful?

Sonya Smith  28:46

Um, well, yes. A lot of them are so covered nationwide and some some of the states but DCS question on the business bureau side or the business improvement side depends on how you’re looking at it. We do, as I mentioned, the partnership with any one within the local community, whether it’s an EDC or MEP, like you said, alphabet soup, lots of acronyms, Kurt. But, you know, we have our International Trade Program, what’s really focused on exporting services, as well as exporting knowledge and resources or as research. So that helps on the market research to look at the business growth. You talked about SBIR, which is the business, small business and innovation research, resources, sorry. And that really focuses on grant programs on the technology and commercialization side. So how to really advance you know, manufacturers in that sense, whether it’s a phase one phase two type of funding that they’re looking for, and we have tons of clients, especially in upstate New York that really work with a couple Have our advisers on the tech side to really advance their businesses, their strategic planning, you talked about that leadership development, workforce development. And then the sub supply chain and sustainability and energy is another area that I’ve been really wanting to work more with our advisors on in our centers. Because sustainability resiliency is going to be that focus on the cybersecurity side, but also just for our for planning aspects to make sure we’re they’re improving upon their, their operations and how we can continue to assess what their expansion and growth my answer to

Curt Anderson  30:42

you No, no, no problems. Damon, what were you going to mention?

Damon Pistulka  30:47

No, that’s great. I mean, because there’s, there’s just so much that these business owners have to have to cover, you know, and just so many different areas and to be able to go to the SBDC. And, and just talk to some people, because I mean, you guys have really, really experienced advisors. That’s the nice thing about it is they’ve been there before, they probably know what you’re going through. And, and can really help in this wide range of things to to get you on the right course.

Sonya Smith  31:16

And Daymond. To your point, I think Kurt mentioned this as well. If we don’t know the answer, we don’t have the resource, we will make sure we partner and collaborate with those that do. It’s about finding solutions for the entrepreneur for the small business, it’s not for us to be a one stop shop is for us creating those connections for the one stop shop for the entrepreneur to be able to answer questions for them. And that’s where we come and are really key resources.

Curt Anderson  31:45

Yeah, in gaming, we’ve had a number of folks especially we’ve had folks from SBDC, I think one of our very first guests on our Monday program, believe it or not, Sonya was Glamis, who’s with the Columbia. Yeah, she’s the Columbia SBDC. You know, in my running joke was, you know what, I had to leave the SBDC. Because every year, Glamis would win, like the advisor of the Year Award, I’m, like, I can’t keep up with you. Like she would just you know, but just the wealth of information, the passion. And so every year, we would have an annual little throwdown a little get together with all the SBDC advisors would come together summer throughout the state. And Damon, it was just a mammoth pep rally where there would be, you know, entrepreneurs would win different awards. And so we’re celebrating that entrepreneur, it just wouldn’t like they’d be on stage, like literally in tears, because, you know, entrepreneurship is lonely, they get very little to no recognition whatsoever. And also, in their onstage literally in tears. I’m like, how, what this advisor did for them, or just having that trusted guide, you know, sign it when I had my office, like, I had my box of Kleenex, right? In my office, I’m like, half and half the time it was for me. And it’s very, it’s emotional, dealing with entrepreneurship, you know, family, parents, kids, you know, like spouses trying to work together, you know, let alone banks and loans. And you know, just all of the above how, okay, again, you go from Associate Director, State Director of Pennsylvania to the state director, the first day you walk into the job in Albany, the first day you walk into the job, you are the big kahuna, if you will, like you’re in charge. Well, how did it walk us through? Like, what did you feel? You’re in charge of 185 folks that are passionately helping entrepreneurs? What was that first day like for you?

Sonya Smith  33:32

Yeah, I mean, as being a single network, were like second in size. I think It’s neck and neck with Florida, outside of California and Texas. What did it feel like? It felt like, um, I don’t know, I’m very observant. So it was more like, let’s step back and review what has occurred. Let’s talk to the staff. Let’s like have conversations. And I like inclusivity, transparency, inclusivity. And accountable accountability are like my three, I call it my three cornerstones for my network. So for me, me, me if they don’t start with that, then we can’t move forward. And so it wasn’t me pointing out why is has this occurred or why you guys still doing XY and Z, it was like listening, first, absorb, absorb, absorbing all of the information and observing everyone. So it was more like I went in with like, a calm feeling, not trying to be changed everything. You know, Rome wasn’t built in a day, but also to make sure that they felt supported and that I was because I’m an outsider coming in. I’m not from New York State. I wasn’t, you know, even though I’m from the tri state area, so it was more like how can I gain their trust and build that that kind of relationship first before anything does occur? So that was my most important thing and how I felt Oh, I don’t know, I felt calm. Actually, I moved in the middle of winter in upstate New York a week before Christmas, so

Curt Anderson  35:09

well, you are a trooper, hey, Renee is here and she dropped a link in there. Grab that link, check that out. And if you’re coming to us from outside in New York gun, just check out your local SBDC sign if you don’t mind. You mentioned your three cornerstones is that you said? Can you did you said you had three points? Can you recap those again? Please? Yeah,

Sonya Smith  35:32

of course, I say this during most of my meetings are transparency, accountability and inclusivity.

Curt Anderson  35:42

Love it. I’m just taking your fine. And when you were at the Pennsylvania you worked, you worked under Ernie post, if I’m not mistaken, is that correct? Did you work with Ernie?

Sonya Smith  35:54

Correct? Yeah, I met that’s who I met when I was actually an undergrad and I finished one internship. You know, I’m very ambitious person. So I finished one. I was working almost full time tech says I was working part time, but it wasn’t. But yeah, I met Ernie. And I was I was we’re talking and I said, I need another internship. I don’t think he believed I was actually going to email him my resume. And then he I think he forgot, like who I was at first. Because he’s like, I think I remember. And then I was like, No, I’m one of those people. Like, if I say I’m gonna do something, I’m gonna follow up. And so he’s like, Sure, come in for an interview, like a formal interview and everything. And that’s, the rest is history. That’s how I got my first kind of taste and my feet wet with the SBDC. And exposure to it.

Curt Anderson  36:42

Yeah. Well, that’s fantastic. And so now, Ernie, if I’m not mistaken, he’s the Pennsylvania State Director. Correct? Yeah. And so and so how, what a great story, you start out as an intern working with Ernie. And again, like you guys, just, you know, just built this wonderful relationship, you climb to associate director of state of Pennsylvania, you know, again, when the more more populous states, very heavy industrial states, very heavy entrepreneur, I’ll pick their 16 centers throughout, you know, the state of Pennsylvania. Like, were there any leadership traits? Or like any, like, what was your? What don’t want to say like, what what did you call that experience as the Associate Director, or under Ernie that like you really brought in to like, bring in like your start your own legacy in New York? Is there anything there that you want to share?

Sonya Smith  37:31

Well, from Pennsylvania, I mean, similar to all of the networks, it’s the people that you work with, in general, and yet any industry. So you’re spending most of your time with these people, even sometimes more than your own family and friends. And so it’s like, if you don’t make it enjoyable, if you don’t have that passion and purpose, I always say like, you know, no, my team skills, their skill, set their strengths, what they enjoy, of course, is going to be things we don’t enjoy, like admin, admin work and administrative things. It comes with every with every role. But it’s like how can you really highlight their strengths and make them feel empowered and excited. And so when I was working with programs and policy and Pennsylvania, that was my, my main focus was on outreach, on partnership development on program development and looking at where were the key areas that the centers can really shine. And so I do the same thing. And New York is like, where are those specialty areas? What is going to be needed for the small businesses, but how can you know, everyone doesn’t have to do the same thing and cookie cutter, but how can you know Long Island, do something for manufacturers and cybersecurity, because they already have a strong network, let’s highlight that, or upstate New York and, you know, manufacturers in E commerce, you know, Jamestown has a great program for E commerce, and really highlight that. It’s like knowing your team’s strengths, and really highlighting and focusing on that versus trying to make everyone the same. When it comes to programming, of course, everything some things needs to be streamlined, but then also don’t, you know, make it enjoyable for them to also feel comfortable with communicating with you if something is not going right. Or if it’s just not a fit, you know, something’s changed in your life, and it’s time for you to move on. But that’s kind of how I did the leadership kind of development for myself is looking at things that I did in Pennsylvania, then how to continue to move forward in New York.

Curt Anderson  39:33

What’s your, what are you hoping to build as a legacy for your claim to fame? Do you have like a particular direction, you know, as you’re trying to move the ship? I mean, you realize like the SBDC impacts, you know, 22 centers, and each center impacts hundreds and hundreds of entrepreneurs. Do you realize like your leadership impacts, you know, 1000s of entrepreneurs throughout the state of New York and on a daily monthly You know, yearly basis, what’s what’s like a direction, a goal, a dream that you that you have for this role in New York.

Sonya Smith  40:08

So we serve 24,000 clients last year. So my, my dream goal, you know, before any major change of my career and anytime in the future, is to really give them a foundation of greatness to continue to move forward. You know, we had the former director, state director that was here, from the beginning of New York being one of the first networks in 1984. And that’s great. And then it’s like me coming in during that transition period of a lots of things that have changed, where technology is more integrated. There’s changes in what the view of entrepreneurship even in an academic setting. So it’s like, what can you do to continue to advance and be here for another 1020 30 years? And so my legacy is really to incorporate? What are the needs in New York state where we see the changes? And are we continuing to go with the trends and a little bit above? You know, we have semiconductor plants, we have clean energy with a lot of things that are coming from Governor hopeful, as well as a lot of our US senators and congressional members that are supporting these things. So what does it mean, you know, nursing, daycare provides daycare deserts, restaurants, of course, food class, so how can we help with the sustainability but also the growth of these specific industries?

Curt Anderson  41:37

Yeah, and I, and the thing about New York, when you look like, you know, you go from like, you know, the, you know, the restaurant in lower Manhattan, all the way up to like, a farmer in upstate New York, and like, your you just mentioned, the chips, you know, is going to be huge in Syracuse area, they’re still you know, New York State is still the rust belt are still a great, you know, foundation of manufacturing going through throughout New York State, you have the financial district, you know, there’s Long Island. I mean, there’s just such, it’s hard to think of a state that has the diversity that New York has. So there’s really important for, like, you mentioned, like, Hey, what’s going on, and somewhere upstate, you know, like North County, North Country, you know, New York, like, like, Lake Placid, you know, that entrepreneur has different, you know, aspirations, challenges and somebody in Brooklyn, but bottom line is, they’re still trying to run their business, they’re still trying to get out. I mean, the foundation is still the same. So I just I love like, how you’re looking at things in such a diverse aspect, and just trying to tackle each thing. One thing that I want to mention, you know, is we’re gonna, I want to be mindful of your time, we’re going to start winding down. But if anybody you know, anybody that’s new, you know, SBDC, their services are completely out, well, well, for the most part, completely free and totally confidential. So when you go to your SBDC, it’s basically it’s, I don’t know, correct? Correct me if I’m wrong, it’s almost like an attorney privilege. Where like, when you go to that SBDC advisor, like, you know, it’s a trusted source, it’s confidential with that person that you’re, that’s been you’re being advised with? Can you scratch on that a little bit? So can you just talk a little bit about like, if somebody walks in that door? What is that engagement that entrepreneur can expect? Working with the SBDC?

Sonya Smith  43:17

Yes, that’s a great question. I always say, I want it to be the same no matter where you go. It’s similar to I say, the, this is what I mean by processes for us. Well, highlighting the specialty and the strengths. You know, McDonald’s is the same process, but you go to a different state, different country, you have something specific to that region that’s on the menu. So, you know, entrepreneurs and small businesses, or whoever, you know, it could be even a visitor or a partner. We want them to feel like as part of us, you know, how can they gain some solutions and answers. So it’s going to be a welcoming and friendly type of relationship that we’re building. And on the confidentiality fight, I’m glad you brought that out. brought that up, Kurt, because we want to be a trusted adviser. We hear a lot of the professional side, sometimes too much on the personal side as well, but it sometimes is included into someone’s business journey. But we like you said we are unbiased supporter for that entrepreneur to see them win and see them successful. And some time that can be making some hard decisions. And we want them to be able to be comfortable to share everything so that we can help them make the best decision possible. So without their approval, and their sign off from the confidentiality. You know, we can’t share any information. We’re continuing to move outside of that without their approval. So we do ask for their approval for anything that we’re doing, whether it’s with a partner or a lender, or another organization. Um, to make sure that they understand the requirements that we have on our end.

Curt Anderson  45:05

Yeah, that’s fantastic. And just in as we start winding down, let’s recap a couple of things. So again, guys, you’re out there, you’re like, Man, this is like music to my ears. Why didn’t I know about this sooner? So say, you’re considering some type of a business loan with the SBDC can do is they’re going to give you white glove service where like they have the relationship with your local banks. And I another thing, Sandy, if you want to scratch on this is whenever you whenever somebody from the SBDC say, like somebody needs an accountant, they need somebody in marketing, they need somebody in whatever operational excellence banker service provider, that SBDC is the as you said, you’re agnostic, you’re going to try to be as objective as possible, you’re going to give them three referrals, just to keep that objectivity. My Is that correct? Or do you want to touch on that?

Sonya Smith  45:49

Yes, so that is correct, at least a minimum of three, some of the centers actually have on site or a one pager or something, even on their website where clients can go to on at their own leisure to be able to look for additional resources. So we call them the private referrals. So it’s anything on the implementation side, or additional services that we might need that’s above and beyond SBDC. So Kurt, you gave a great example. So we’ll help with a financial package and go to the lender help with that whole thing. But then that person might need actual person, actual individual on staff to help with their, their bookkeeping. And so we don’t do the bookkeeping side, but we can help them with understanding the software setting that up, but then they will need to hire someone, either externally or internally. And that’s where we have the private referrals that we can get that person set up with that connection.

Curt Anderson  46:46

Yeah, in David, you know, this is heavy in your world. Just think, you know, if if I call the bank and say, Hey, I’m, I’m Kurd. I’m starting up my little business, lend me some money, versus I go through Sonya through the SBDC. And now that SBDC advisor who has a really tight relationship with that banker calls up and says, Hey, Mr. Mrs. Banker, I have a client who I’ve worked closely with, we’re working on the performer together, I think this is a really a viable project. And we come down and say, you know, can you come to my office? Or can we come to your office? And let’s talk about what this lending opportunity looks like. I mean, that bank, I mean, like, you’re, you’re on a 20 yard line as opposed to starting from zero, you know what I mean?

Damon Pistulka  47:24

Yeah, well, most people don’t realize it’s tough to establish a relationship with a bank it’s tough to fill out the the applications properly and even to know you know, if it’s asking you a question, how do you really answer it? Because and that’s where someone liked it from the STB. SBDC can really that I’ve done a bunch of you know, I know the bank it just makes your like you said you’re, you’re miles ahead, you’re miles ahead in the process. Just like just like when you guys were helping during COVID Fill out of the applications out right, because it’s just it’s that familiarity with it we don’t know as business owners we know our business in what we do. But there’s all this other stuff that we need help with and you guys come and come into play there and help so much so much.

Curt Anderson  48:12

Absolutely. All right. We’re gonna start winding down here sign it and so before we go, I do I have to share one picture with with everybody real quick. Oh, my gosh, I take Sunday. Are you sitting down for this one? Are you ready? Am I ready? No, you please. Damon, I told you that she is a powerhouse. Now. Can you explain what’s going on with this pitcher here?

Sonya Smith  48:39

Well, like Damon I like to do very physical, lots of physical activity and athletic things. And so David, congratulations on, you know, climbing the Space Needle. But yes, that I was on a client Tor. So one of my other key focus is always to go out in the community and hear from the entrepreneur them themselves about either the SBDC services and what they’ve were able to accomplish. And that gentleman at Trinity boxing and Manhattan. He’s a big guy, as you can tell from how little Yeah, and he said, I had some, some tough some heavy hits, he said and he’s like, you’re really powerful. But they didn’t believe me that I was actually going to get into the ring. So I had a work dress on I took off my heels. And it was a very sweaty day in July and I decided to get

Curt Anderson  49:34

well that is awesome. And man, I am glad when you and I got together that we that punching boxing gloves. Were not involved because I know Yeah. Let’s, let’s go here. So there’s a great video out there. We’re here you’re talking. Looks like you’re talking about the Small Business Development Center. And a nationwide impact. Just can you share this was very impressive. You’re on YouTube. It’s a great video just talk a little bit about this experience here.

Sonya Smith  50:00

So that was actually a wonderful experience that was for the house Small Business Committee hearing in DC. And it was really focused on assisting entrepreneurs. And they were examining the public and partner of public and private partnerships across the country. So similar to what we were discussing, and what DCS question was about any PII. So it was about collaborations between SBDCs and other entities and how we’re really creating an ecosystem to provide small business assistance. And that was really to focus on SBDCs. And how we’re actually it’s a multiplier effect on the return on investment, whatever federal dollars go into our program, they’re matched with state and local dollars, but also with a partnership that we create to help find solutions for our business owner.

Curt Anderson  50:53

Yeah, I love that. And so let’s, let’s let’s wind down on this impact. Last question I want to ask you is how you, you just I didn’t even plan that. But this was the it was a perfect segue is like your measurement of success, the SBDCs measurement of success, you just mentioned, you know, federal federally funded state funded, they go after local funds. But you know, the the bottom line mission is how do we elevate? How do we move the needle for entrepreneurs? How do we make our American business small business owners as competitive as humanly possible? The big word inside SBDC is impact. Can you talk a little bit about like, what does impact I know what it means internally, but just if you could share internally what it means but externally, what does that mean to the entrepreneur? What does impact mean to the entrepreneur themselves.

Sonya Smith  51:41

So I mean, impact for the entrepreneur themselves is that they were able to, like you said, move the needle, I say, 1%, each day, is better than no direction. And because even at the end of the year, that takes you above 300%. But at this point, it’s anything that we can help with, whether it’s them hiring an intern, hiring a new person that went through a trade program, through the one of the community colleges or the trade, sorry, the trade schools, whether it’s looking at their marketing plan, or a loan that they got for expansion, it’s whatever and positive impact that were positive influence and solution we were able to bring to a client. So for them, it was whatever helped them advance to the next level, whether it’s from A to B, or A to Z, whatever helped them push it, for us impact externally to the community and to our funding partners is what’s that return on investment. And that’s based on data. So you know, our five industries we’re serving is that in alignment with the Census Bureau, I look at data a lot. I’m a data nerd. So it’s, it’s important for me that we look at the trends, as I mentioned a little bit earlier of like, where our state’s going, where a Federal Government’s going, our state’s going and how its combination with combined with what the SBDC can provide. And so for us, it’s you know, how much capital infusion we got, and able to assist with our business owners. jobs supported, of course, jobs created and new, new jobs created and jobs saved and retained. We’re seeing a lot of closures. So it’s important for us to work on that part of it as well of helping businesses either stay open or find new buyers. business starts are definitely important. I’ve talked about this a little bit earlier, a lot of individuals that were looking at the workforce and wanting to start their own, you know, entity and go into entrepreneurship. And so those are the most important. And of course, you know, the amount of people we serve that I mentioned that we serve 24,000 last year. So amazing.

Curt Anderson  54:03

I’m sorry, Sonya, I’m not a young man anymore. I can’t hear so clearly. How many entrepreneurs Did you help last year?

Sonya Smith  54:10

We served, our state network serves 24,000 entrepreneurs.

Curt Anderson  54:15

Well, how about a huge round of applause. And so with that being said, you have 24,000 entrepreneurs that you need to be out there helping that’s 2000 per month. So I know you are a busy young woman and so first off, thank you, thank you. Thank you for joining Daymond and myself and everybody here today was an honor and privilege. Thank you for what you do for just literally 1000s of entrepreneurs. You are truly an incredible inspiration to many folks here. We appreciate you. Thank you i the opportunity you and I got together we toured a couple of manufacturers was that a month ago just went by like that. It was just wonderful being in person and Damon I’m telling you firsthand. i As soon as I met you I’m like man is she fit I’m like holy cow Oh, you are very, you are very impressive. So my promise my last question for you, Sonya, we were talking about what an inspiration you know, what an inspiration you are? Who are what? We’re fourth quarter? Who or what is inspiring you going into the rest of the year who or what inspires you as the director of the New York State Small Business Development Center?

Sonya Smith  55:28

Ah, this sounds strange now it’s I didn’t I didn’t freeze. I was just thinking really hard. It sounds strange. The future me.

Curt Anderson  55:39

The future you may have dropped the mic. That is a great answer. Please share, please, please enlighten us.

Sonya Smith  55:46

Wow. Because I have to, you know, I have to answer to her on all the decisions I’m making right now in my life. And so, for me, that’s all that’s awesome. That’s what’s keeping me keeps me going keeps me inspired. Because I’m like, she’s gonna go well, why did you make this decision? Why is this so it’s like, helping me set up her life for for the coming decades.

Damon Pistulka  56:13

Don’t want to regret that future? You know, push that regret for the minority create regret. That was

Curt Anderson  56:21

a major mic, drop some hair sign? Yeah. So that that might be one of the best answers we’ve ever had your future. You. I absolutely love that. So let’s do this. We’re gonna wind down and we’re gonna close out first off, thank you again for joining us here today. Thank you, everybody that’s been here. Robert says he loves that picture of you with the boxing gloves. Robert, thank you for joining us today. And just thank each and every one of our SBDC advisors. They are truly just working relentlessly to help entrepreneurs, you know, move the needle hit their goals, you know, provide for their families maintain jobs for their employees. They’re just it’s such an a critical word an admirable job when I when I was at the SBDC. Oh, you got my book? David, she’s got my mom’s favorite book right there. So thank you so much, Sonya. So Damond takeaways was what was your biggest takeaway today?

Damon Pistulka  57:14

Well, first of all, Sonya, thanks for the inspiration. And you know, I can see that being in the SBDC in New York State would be a lot of fun with you as the leader and you know, helping 24,000 people, but also, you, you know, you once again, showing us the impact that the SBDC has on entrepreneurs that’s really shaping their lives and then shaping the country because our country is fueled by small business. You know, we hear about the big business, but we’re fueled by small business, and you guys are right there on the ground level helping everybody do it. It’s so

Sonya Smith  57:59

well, thank you both so much.

Damon Pistulka  58:02

Good stuff. Way to start the day.

Curt Anderson  58:07

This was awesome.

Sonya Smith  58:08

Anytime you want to invite me, Please invite me back. I’m sorry for the Wi Fi issues. But yeah, so it’d be great to see you all again.

Curt Anderson  58:17

Absolutely. We’re gonna definitely have you back. And so anytime, you know, you and I need to get back together again. And it was such man, did we have a great time on those tours or what

Sonya Smith  58:26

we did, we learned a lot. We said we’re gonna bring them onto your show to to talk about it. And

Curt Anderson  58:35

so I’m planning I’m in I’m planning. I’m going to go on site with you met Roger at Faulkner. tronics. So Damon, he’s going to come on the show, I think in November ice then you met Andrea and her husband, Sean, and wider street bras. What? How impressive. Wasn’t that a great tour wider street bras. Both of them are phenomenal. But why are she dressed? Well, Andrew, we’re going to go on site at Andrea’s and we’re going to do a little tour. We’re going to have her on the program. And so all sorts of good stuff. But Sonya we’re going to have you back on again. We’re going to close out guys. Boy just keep being someone’s inspiration just like Sonya was for us today. We appreciate you. We’re back here Friday with Carol Thomas. We’re celebrating manufacturing month and so we just can’t wait. guys have a great day. Sign In. Hang out with us for one second, and we will see you soon.

Sonya Smith  59:21

Thank you everyone.