San Francisco Business Owners

Business Growth

Raises and Inflation: San Francisco Bay Area Business Owners, Listen Up

Everywhere I turn there’s a San Francisco Bay Area business with a “Now Hiring” sign in the window. Are you seeing this too? Staffing is an issue in every industry across the country.  Part of that? Making money isn’t the only reason people want a job. 2020 certainly shifted priorities. Even if you could throw more money at a phenomenal potential hire, it’s not a guarantee that would be enough to entice them to take the job. What’s been revealed through the Great Resignation is that people are looking for MORE in their workplaces. And when you’re hiring, you need to consider that. Job seekers want flexibility. They want support. They want a working culture that actually cares for them and brings themreal value. And if you’re not making that pivot, you’re in real trouble on the hiring front – maybe even in terms of keeping great employees.  And I do want to talk about how to take care of your employees right now… especially with inflation’s nasty grip squeezing their wallets (and yours). But first, have you thought about how to get your business through a lean year (or a few lean years)? Or have you been thinking about how to raise wages without breaking your bank account? Those are some things we should discuss before it’s too late:Patti (408) 775-7790 Gale 408-775-7800 Now, naturally, when prices are rising everywhere, your employees are going to start coming to you, wondering if you’ll also adjust their pay rate to meet the pressure of inflation. And a good boss will most certainly give raises to employees as they bring value to the company.  So, how do you plan for raises and inflation occurring at the same time? Let’s take a look… Raises and Inflation: San Francisco Bay Area Business Owners, Listen Up“Everything is negotiable. Whether or not the negotiation is easy is another thing.” – Carrie Fisher Rising prices take a double edge to your San Francisco Bay Area business: They tempt you to give your workers lavish raises to keep them happy – or give no raises at all to keep you in business.  Business owners all over the nation say that to cope with rising inflation they’re raising prices or cutting staff. At the same time, they’re bombarded with cash flow struggles, rising production costs, reduced sales and slimmer profit margins, and drops in customer loyalty and satisfaction. What can a small business even afford for raises this year?  Our inflation series continues with a look at what you should think about concerning worker raises and inflation periods.   The up and up Wages are on the rise in a big way. A recent survey from the Conference Board predicts almost a 4% jump in wage costs for companies in 2022, the highest in 14 years. Amid a staffing crunch, one major trucking company is hiking pay by as much as 33%, even for drivers just out of training.  Adjusted for inflation, though, the real value of wages has been on a steady decline for the better part of a year. And wages weren’t great before that, many say, which has helped fuel the Great Resignation. Now gone are the days of the old 1-2% annual bump.  Given inflation, workers expect raises this year – sometimes as much as 10% – or they walk. Again considering inflation, anything less than 5% might actually seem to your employees like a pay cut, the way prices are going. So, you want to do right by your workers, but you’re crunched, too. What can you do about raises and inflation and keep everyone happy?  Your calculations Start with the numbers to plan your raises, as well as what else you have to keep in mind.  For one, wages rose only about 3.3% in the latter part of 2021, but employees who switched jobs saw almost double that increase. Companies that can afford it say they’re looking at 6% bumps across the board with extra for good performance and other incentives.  Of course, giving more to one employee can mean less for everyone else – and that includes signing bonuses paid and expected higher starting salaries for hires. Those are at the expense of your more-senior workers, leaving you in what staffing folks call an “upward pressure” dilemma regarding merit raises (more in a sec about who deserves one of those).  Another factor: Raises compound into the future. Any pay hikes this year will become the base salaries you’ll have to work on for raises in future years for both salaries and percentages of increase (assuming the workers stay with you). Do the math forward. What will you be able to handle down the road?  One strategy is hanging raises on promotions. The latter typically carry a larger percentage raise – 10-15% seems to be the sweet spot – and those only occur occasionally in a worker’s entire time with the business. You won’t be expected to duplicate them every year. You can also try bonuses (Google recently gave out a four-figure one), an incentive that most employees recognize as a one-time event not likely to be repeated regularly in years to come.   Who deserves a raise? Cost of living aside, you’re not in business long before you realize that some folks deserve more money over time than others do, whether because of their function at your company or their work habits or because they’re in such desirable fields as IT, engineering, or finance.  Across all your employees, though, there can be clear signs that somebody needs and deserves a promotion and/or raise before they leave you for greener pastures. Think of it as a smart investment of your money.  Here’s what to look for: Volunteering: They don’t hesitate to do hard work off-hours, either on the job or through professional development. They’re eager to help co-workers – who recognize and appreciate the help – and they show natural leadership.  Questions: They have the professional maturity to ask good ones and about the company in general, not just about their own place in it.  Production: Theirs is way above

Business Growth

Vendor Negotiation Tips for San Francisco Bay Area Business Owners

Is your hustle muscle feeling strong right now? I hope so because if your business is going to make it moving forward, it’s going to have to be – at least for somebody on your business team.  This inflationary environment virtually demands it (as does a likely recession — are you planning for it?). Besides juggling all of the economic and cultural changes the last few years have put on your plate, you must set aside time to think about how to adjust for new market forces around your San Francisco Bay Area business. Whether that’s shifting your hiring models, expanding payment methods (ever thought of text message payments?), or striking a deal with your suppliers… well, more on that below. Running a business with long-term success requires you to be nimble. And speaking of long-term success-ion (ahem), have you made plans for the future of your business? Or perhaps you’re feeling unsure about the plan you’ve already made. Either way, succession plans are something we should definitely talk about:(408) 775-7790  Because even when you’re dealing with the here and now of running your business, you still need to be thinking about what lies ahead. But that’s for the future. Let’s come back to THIS moment and talk about one of those nimble moves you can make right now: vendor negotiation… Vendor Negotiation Tips for San Francisco Bay Area Business Owners“Information is a negotiator’s greatest weapon.” – Victor Kiam Small business owners are always looking for a deal – really, who isn’t? And, you’d be hard-pressed to find times when you need a break more than you do now in our present economic situation. Am I right?  So, where can you find one?  One of your first stops on that journey: your suppliers. It might seem like you need them more than they need you – but that’s not entirely true, and with skill and doing a little homework, you can negotiate to get a good deal with them.  That’s why today, we want to continue our inflation series by looking at how you can work with your supplier to get the most you can.  The Wrench in Vendor Negotiation It does appear that in many industries today suppliers hold the cards. Pleading supply chain problems or inflation, they hike their prices up seemingly at will. This also often comes after years of consolidation and larger competitors continuously buying smaller ones – to the detriment and disadvantage of the consumer (just look at the recent nationwide shortage of baby formula). Whatever the reason, your suppliers may have a lot of companies clamoring for their goods right now. That kicks you right in the price point and seems to weaken your time-tested tactics of negotiation.  And what if you don’t negotiate with suppliers but their other customers do? You can wind up with delayed shipments, poorer products or service, and higher prices as your supplier makes up for deals haggled by your competitors. Being Informed Is Key Negotiation is almost always a good idea. It sets the right tone with a new vendor and gets you something for your (supposedly) solid payment history with a long-term supplier.  We say again: Make sure your payment record is good. Or your talks are going to be tough.  First question: Are they giving the best deal? Arm yourself with informed questions, starting with what’s likely your top priority with a vendor: prices. You’ll hurt your deal by initially asking for a price at or below your supplier’s price, so know the figure. Learn all you can about their wholesale costs (which in general have gone up in the past year by almost 11%).  With new vendors especially, ask for references from other customers – they should be willing to offer a few names – and from them, you might well learn not only about prices but other important aspects of working with your suppliers, such as accuracy and timeliness of deliveries, responsiveness, flexibility, and quality of service.  Here are a few good questions you should ask the potential vendor’s  other customers:  Vendor negotiation goes a lot better when you know what you want going in. Set a price in your head before the discussion on what you’re willing to pay – and stick with it. Write down a few other priorities as well. You probably won’t get them all – but aim for the ones you want most, and you’ll have a better chance of landing them.  Think Through Your Talking points Block out time to talk to your supplier when you can keep distractions to a minimum. Match level to level: You’re the owner here, after all, so make sure they’ve got somebody appropriately senior talking to you. Talk to them with patience and respect.  Of course, don’t reveal upfront what you’re willing to compromise on. But what you should reveal is the homework you’ve done on your market’s competitive pricing. In response, expect them to respect your savvy and figure out that you’re a customer in business for the long term.  Always counteroffer, and not just with price. Sweeten the deal with what you can bring to the vendor to get them in front of their key demographics. Doesn’t hurt to consider what you can do for their bottom line.  If you get stonewalled on price? Be flexible regarding how you use this supplier: Offer partial advance payments or talk bundled bulk orders (ask for discounts as percentages and not dollar amounts). If you’ve got different departments using the same supplier and ordering separately, consolidate orders – it tends to save money. Can you partner with another nearby company that uses the same vendor?  It’s not a pleasant vendor negotiation step to think about, but don’t be afraid to threaten to shrink your order – or cancel it completely. This is usually your last card in a negotiation, so be prepared to move on if it doesn’t work.  Remember, the vendor views you the way you view good employees: It’s cheaper to keep what you have than to find new ones. And don’t get mad: Get a better deal.   When staring down the barrel of

Business Growth

All About the SSBCI for San Francisco Bay Area Business Owners

Fill in the blank: It takes a village to ______. While you’re probably thinking of child-rearing right now, I’d like to suggest that it applies to your San Francisco Bay Area small business as well. And particularly during inflationary times. The 2020 world made it painfully obvious that going it alone could mean crash and burn for your business.  Hence the creation of PPP loans and ERC credits… government-supplied village helpers made for you. Now that those have expired, and your business is having to stand more on its own feet, it doesn’t mean there aren’t still helpers out there. That’s good news with the possibility of a recession hanging in the air.  Programs like the State Small Business Credit Initiative are just one of those village helpers – what I’d like to discuss today.  Also, I’d like to think we here at ONeill & Bergado could be one of your village helpers, too. We’re here to help you steer your business into good financial standing and profitability… and keep you tax compliant. Ready for some help? I’m right here:  (408) 775-7790  Also, times like these require that you remain nimble in every aspect of your business. One way to stay nimble? Start accommodating the digital wallet age in your business – people are less and less frequently carrying cash in favor of the ease that a digital wallet brings.  Now, let’s talk about what the State Small Business Credit Initiative (SSBCI) is and how you can utilize it in your San Francisco Bay Area business… All About the SSBCI for San Francisco Bay Area Business Owners“Play by the rules but be ferocious.” – Phil Knight Now that a lot of pandemic-related stimulus and finance programs are over, wouldn’t it be nice if your San Francisco Bay Area small business had another source of funding to help you through these unusually lean times?  Turns out you might. It’s called the State Small Business Credit Initiative (SSBCI) Program.  You may have never heard of it, but it’s been around for more than a decade and was just renewed. Every year states nationwide get hundreds of millions of dollars to pump into companies like yours. How can your business get involved?  Money coast to coast The SSBCI was re-funded (and expanded) by the American Rescue Plan Act of 2021. It’s set to give billions to states, the District of Columbia, territories, and Tribal governments to “expand access to capital for small businesses emerging from the pandemic, build ecosystems of opportunity and entrepreneurship and create high-quality jobs.”  That may be bureaucratese, but it’s also sweet music to small-business owners who are trying to pull their companies out of the muck of the last few years. Earlier this year, Hawaii, Kansas, Maryland, Michigan, and West Virginia got almost six hundred and forty million combined. More than nine hundred and forty million is now headed to Arizona, Connecticut, Indiana, Maine, New Hampshire, Pennsylvania, South Carolina, South Dakota, and Vermont. This year’s SSBCI was geared to help states finance businesses with fewer than 10 employees, businesses owned by socially and economically disadvantaged people, and technical assistance.  SSBCI helps jurisdictions set up public-private partnerships for equity investing or invest in venture capital funds; buy an interest in the loans made by lenders or lend directly; partially guarantee private loans; fund collateral for new loans; and partially backstop portfolios.  Where the funds go Many states funnel the money toward new businesses in underserved areas. Tech areas seem to be a favorite sector, rural areas a favored locale. The SSBCI (and the states that get the money) wants to level the field between big corporations and Main Street – especially in these days of pandemic recovery, inflation, and supply chain muck-ups – and aims to “catalyze private investments” and promote business development, ideally generating ten bucks in lending and investment for every dollar federally funded through the program. Local programs are emphasized.  Here’s how the latest round of funding will be used in a few of the states:  How to get your slice Clearly, if your small business fits certain parameters, you might be able to tap some of this money via your state. How to reach them?  To qualify for financial help through the SSBCI, you have to live or own a business in a state that’s been approved for funds. (Review the lists of the most recently awarded states here and here.)  States do the applying for this program, but you can visit the SSBCI site to learn more about the eligibility requirements in your state. Check local banks or online financing sources for a lender that’s been green-lighted by the SSBCI. Then, as you would for any business loan, collect financial statements, credit reports, and other key documents and fill out the loan application.  Another route would be to reach out to your state directly. States around the country call their overseeing agencies innovation or venture development corporations; sometimes they’re economic development groups; some of the agencies cover specific issues such as housing. Whatever the name, you can find a list of programs in states – and, just as important, the contacts – here.  We’re not saying that getting money will be easy or quick. We are saying that it’s another potential source of funding for your business in these unprecedented times, and we’d be happy to help you tap it. Remember, you don’t have to go it alone in your business (and you shouldn’t). Relying on trusted helpers to help your business thrive in every season is just good sense. We here at ONeill & Bergado would love to be one of your trusted helpers. So, don’t hesitate to reach out if you need some guidance on whether the SSBCI is right for your San Francisco Bay Area business:  (408) 775-7790 We’re here to help you build something lasting. In your village, Patti ONeill and Gale Bergado(408) 241-4100ONeill & Bergado

Business Tax Planning

How the Bank Crisis Affects San Francisco Bay Area Business Owners

Now, I know that I recently started talking about the new FinCEN reporting requirement and promised a part two… which I’ll absolutely get to in an upcoming blog. But this time I wanted to take the opportunity to speak about the banking “crisis” that has a lot of San Francisco Bay Area business owners frantically deciding how (and if) they need to respond.  You and I can see that the US economy seems to be built on quicksand right now.  Things are shifting faster than some of us can keep up with as we watch banks sink and businesses go right along with them. Don’t panic – even as you’re wondering what you should do right now to keep your business stable and moving forward. That conversation certainly goes beyond one weekly strategy note, but I wanted to step into the fray today to give some perspective.  There are a lot of things you can examine in your business to spot financial drains and capitalize on profit-bringing endeavors. That’s something we should talk about sooner rather than later.  Book a time to have that conversation now:Patti (408) 775-7790 Gale 408-775-7790 Until then, let’s take a deeper look at what’s happening in our economy (bank failures and all) and see what that means for you and your San Francisco Bay Area business. How the Bank Crisis Affects San Francisco Bay Area Business Owners“The fundamental business of the country … is on a very sound basis.” – Herbert Hoover Silicon Valley… Signature… First Republic… Three rapid bank failures have just flooded the business world — an environment that hasn’t seen such things in a while.  It’s worth asking right now: What are bank failures the end of? Or more importantly: What are bank failures the start of?  Bank busts have been more common throughout American history than we usually remember. This week, I want to address our potential crisis by giving an overview of past problems and some of their causes — and what other small businesses are thinking about how to respond.  We’ll analyze some of those response strategies next time. History repeats itself Just as in our times, bank sinkings have always cropped up as signs of wider, spreading economic distress — such as the global changes (the end of the Napoleonic Wars) just before the panic and widespread bank crashes of 1819. Not 20 years later, the country saw a recession that lasted into the 1840s sparked in part by a land-price bubble. (Historically, market “bubbles” have often contributed to economic and banking problems.) Interlaced finances in our modern world are nothing new, either: In 1819, one of our country’s first federal banks had to cut credit to state-chartered banks, leading to the collapse of many of them amid depositors’ runs.  In 1873, speculation in railroad bonds (combined with the demonetizing of silver, inflation, and high-interest rates) ignited bank failures in the country’s first great depression. In 1907, major losses by two copper speculators rippled out to become runs and insolvency on associated banks. Loans to the banks stemmed the runs, but the crisis soon intensified into runs on many New York-based financial institutions.  This copper mess of more than a century ago has connections with today’s problems. Steps taken to solve it gave birth to some of the tools and philosophies used by the Federal Reserve today, and observers note how some of those New York companies resemble today’s shadow banks.  The Great Depression and afterward On “Black Tuesday” (October 29, 1929), the greed and guesswork that had inflamed Wall Street through the “Roaring Twenties” joined rising unemployment and shady financial reporting to bring about the true Great Depression. Bank runs and failures spread over the next few years until President Franklin Roosevelt ordered a “holiday” in which all banks had to cease operations until they could show solvency.  Thousands of banks that had extended too much credit and ignored the Federal Reserve’s warnings went under through the 1930s — and the process birthed the Federal Deposit Insurance Corporation (FDIC), which guaranteed that depositors would not lose their deposits in member banks in the event of a failure.  More recently, the Savings and Loan crisis began right after the rampant inflation of the 1970s and intensified regulation; more than 1,000 S&Ls failed through the 1980s. In 2008, the Great Recession began when two investment banks — Bear Stearns and Lehman Brothers — became insolvent. Rampant speculation in housing markets contributed to the crisis.  From it, however, came regulatory reforms that included the Dodd-Frank Wall Street Reform and Consumer Protection Act that helped ensure that banks “too big to fail” were capitalized to handle the next crisis. (Those regs have since been scaled back.) From 2008 through 2015, more than 500 banks failed from this crisis, but the only runs were on “shadow banks” that lacked government backup.  What’s happened now? Silicon Valley Bank invested heavily in Treasury bonds, the value of which was hammered by the Fed’s hikes in interest rates to fight inflation. A run soon fed on itself as the bank was forced to sell more and more Treasuries at a loss. SVB was the largest bank failure since 2008 and the second-largest bank failure in American history, behind Washington Mutual during the Great Recession.  Signature Bank was in a similar situation to SVB. It also failed and was the third-largest U.S. bank failure ever. On May 1, First Republic Bank folded (taking SVB’s spot as the second-largest American bank failure).  What mood are small businesses in as crisis ripples through the economy and lending sources tighten?  A recent survey of accountants who represent more than 100,000 small businesses revealed worry about the challenges ahead of getting capital, among other concerns. The economy’s expected to get worse for small businesses over the next 12 to 18 months, most respondents said… and even more specified that small businesses’ ability to access fresh capital would worsen – not to mention the unknown risks of shadow banks and other new varieties of lenders.  “Line up any capital or

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