This scorecard was created to help track the focus areas defined by SBA. Each SBDC can select an area in collaboration with the District Office that will support local small business needs. Focus Areas will enable SBDCs and District Offices to partner on areas specific to the state or region that they serve. There are seven Focus Areas, each with multiple measures. Only six of the seven focus areas are part of the scorecard and there is one line items that is not tracked in Neoserra, and will require custom tracking as noted accordingly. The six focus areas covered by this scorecard include:

1. Onshoring and Manufacturing
2. Rural
3. Exporting and International Trade
4. Innovation and Investment
5. Disaster Preparedness and Resilience
6. Contracting and Procurement

It should be noted that this scorecard only includes activity with small businesses as determined by their Business Size field on the client record. For purposes of this scorecard, both "Micro" and "Small" fall under the small business categorization. Furthermore, only Active and Inactive clients are included, pre-clients are specifically excluded.

To run the scorecard, simply select Manage|Scorecards and then choose Generate Scorecard. From the "Layout" drop down choose: "Focus Areas Matrix Scorecard" and then set the dates, centers and funding sources as appropriate, keeping in mind that in order for a session to be considered for this scorecard it must:

• Have the Reportable? check box selected
• Have a date that falls within the reporting period
• Be assigned to the center(s)/counselor(s) specified in the scorecard definition
• Be categorized under the funding/sub-funding sources specified in the scorecard definition

Within each section, certain fields and certain pick list choices play a key role in determining the calculation of the line items. It is important to remember that the fields and pick list choices referenced, are all system-defined fields/choices. If you have a similar user-defined field/choice, then these will not be considered. Only system-defined fields/picklist choices are used to calculate the line items. If you have your own user-defined choices then you will need to migrate these to the system-defined choices using the Batch Update functionality.

Furthermore, there are 6 line items that have a minimum of one hour time requirement:

• # Clients that received counseling/training on manufacturing/onshoring (at least 1 hour)
• # Rural clients that received counseling/training (at least 1 hour)
• # Clients that received counseling/training on international trade (at least 1 hour)
• # Clients that received counseling/training on innovation/intellectual property (at least 1 hour)
• # Clients that received counseling/training on disaster preparedness and recovery (at least 1 hour)
• # Clients that received counseling/training on government contracting (at least 1 hour)

It should be noted that the one hour of time is cumulative over the reporting period of the scorecard. Thus, a client would qualify if they received one 15 minute counseling session and another 45 minute counseling session on the specified topic. They would also qualify if they received 30 minutes of counseling and 30 minutes of training on the specified topic:

In the image you can see the same client (in green) receiving training and counseling on the same topic (in blue) and the total time (prep+contact+training) is at least one hour in length (in orange).

Onshoring and Manufacturing

This measure captures technical assistance provided to businesses in the manufacturing industry sector, or any small business involved in manufacturing activities.

Number and/or dollar value of federal and other capital infusion (loans, grants, equity) obtained with SBDC assistance

All approved capital infusion with:

1. Clients whose Business Type = Manufacturing and whose Business Size = Micro or Small); OR
2. Clients who received at least one hour of counseling where Counseling Area or Additional Areas = Manufacturing/Onshoring or, one hour of training where the Topic = Manufacturing/Onshoring

Increase in sales/revenues achieved by the small manufacturers with SBDC assistance

Reports any "Change in Sales" milestone for any client:

1. Whose Business Type = Manufacturing and whose Business Size = Micro or Small); OR
2. Who received at least one hour of counseling where Counseling Area or Additional Areas = Manufacturing/Onshoring or, one hour of training where the Topic = Manufacturing/Onshoring.

Number of small manufacturers that receive counseling and training on onshoring and manufacturing industry-specific topics.

Reports the total number of small business clients:

1. Who received at least one combined hour of counseling where Counseling Area or Additional Areas = "Manufacturing/Onshoring" and/or training where the Topic = "Manufacturing/Onshoring"

NOTE: The wording of this third metric implies that only manufacturers should be considered for this line item calculation, however the more detailed description provided by SBA indicates that all clients who received manufacturing related counseling/training should be considered. The Neoserra scorecard assumes the latter, broader definition.

Rural

This measure captures technical assistance to small businesses in rural communities as defined by the USDA.

Number and/or dollar value of federal and other capital infusions (loans, grants, equity) obtained with SBDC assistance

All approved capital infusion with:

1. Small business clients who are located in a USDA RBS Rural Location; AND
2. Who received counseling or training over the course of the reporting period

Increase in sales/revenues achieved by small businesses located in rural areas with SBDC assistance

Reports any "Change in Sales" milestone for any small business client:

1. Who is located in a USDA RBS Rural Location; AND
2. Who received counseling or training over the course of the reporting period

Number of rural small businesses that receive counseling and training

Reports the total number of small business clients:

1. Who are located in a USDA RBS Rural Location; AND
2. Who received at least one hour of counseling or training over the course of the reporting period

NOTE: Per the SBA definition document, the capital funding and sales increase metrics do not require a minimum of one hour of counseling and/or training, whereas the last metric does require at least one hour of counseling and/or training.

Exporting and International Trade

This metric captures training, technical assistance, counseling and other SBDC services, provided in person or virtually to small businesses on a wide variety of exporting and international trade issues and topics.

Number of businesses which receive export financing

The line item reports the total number of small business clients:

1. Who were approved for an "Export Express" loan or a "Export Working Capital Loan" or a "SBA International Trade Loan"; AND
2. Who received counseling or training over the course of the reporting period

Dollar value of export financing received

This line item reports the total amount of capital infusion where:

1. The approved loan is either an "Export Express" loan or a "Export Working Capital Loan" or a "SBA International Trade Loan"; AND
2. Who received counseling or training over the course of the reporting period

Increased international trade revenue

This line item reports the "Change in Exports" amount found in the milestone for any small business client:

1. Who received counseling or training over the course of the reporting period

Number of small businesses that receive counseling and/or training on exporting & international trade

This line item teports the total number of small business clients:

1. Who received at least one combined hour of counseling where Counseling Area or Additional Areas = "International Trade" and/or training where the Topic = "International Trade"

NOTE: The last metric of this focus area requires a minimum of one hour of counseling and/or training. whereas the other metrics in this focus area do not have a time requirement and any amount of counseling/training is considered for the first three line items.

Innovation and Investment

This focus area measures training, technical assistance, counseling, and other SBDC services, provided in person or virtually to small businesses on a wide variety of innovation issues and topics.

Number of businesses that apply for SBIR/STTR

This first metric is NOT calculated in Neoserra. There is no way for Neoserra to know whether a business applied for SBIR/STTR. You may, optionally create a user-defined milestone for this metric since no system-defined milestone exists.

Dollar value of SBIR/STTR funding received

Reports the total amount of contracts awarded to small business clients where:

1. The Contract Type is either an "SBIR" or "STTR"; AND
2. The client received counseling or training over the course of the reporting period

Number of small businesses that receive counseling and/or training on innovation & intellectual property protection

Reports the total number of small business clients:

1. Who received at least one combined hour of counseling where Counseling Area or Additional Areas = "Intellectual Property" or "SBIR/STTR/Other Innovation Programs" and/or training where the Topic = "Intellectual Property" or "SBIR/STTR/Other Innovation Programs"

NOTE: The last metric of this focus area requires a minimum of one hour of counseling and/or training. whereas the other metrics in this focus area do not have a time requirement and any amount of counseling/training is considered for the other line items.

Disaster Preparedness and Resilience

This focus area will measure training, technical assistance, counseling, and other SBDC services, provided in person or virtually to small businesses on a wide variety of disaster preparedness and recovery issues and topics.

Number of businesses that apply for Federal & state disaster loans

This metric is based upon capital funding records that are still in progress. In other words, these records have not yet been funded. Neoserra will include all capital funding records that with small businesses that:

1. Have a capital funding type of either "SBA Disaster Loan" or "State Disaster Loan"; AND
2. That are "In-progress"; AND
3. That have had counseling or training during the reporting period.

Dollar value of federal & state disaster loans received

This metric is based upon capital funding records that are approved. Neoserra will provide the dollar value of all capital funding records with small business clients that:

1. Have a capital funding type of either "SBA Disaster Loan" or "State Disaster Loan"; AND
2. Have had counseling or training during the reporting period.

Number of businesses which develop disaster preparedness plans

Reports any small business client with a "Disaster Preparedness Plan Completed" milestone:

1. Who received counseling or training over the course of the reporting period

Number of small businesses that receive counseling and/or training on disaster preparedness & recovery

Reports the total number of small business clients:

1. Who received at least one combined hour of counseling where Counseling Area or Additional Areas = "Disaster Planning/Recovery" and/or training where the Topic = "Disaster Planning/Recovery" or "Disaster Recovery"

Contracting and Procurement

This focus area captures the training, technical assistance, counseling and other SBDC services, provided in person or virtually to small businesses on a wide variety of contracting and procurement issues and topics.

Number of businesses that submit an application for contracting and receive a certification or bond/financing

This is perhaps the most complex of the calculations. It looks for all small business clients who have received either counseling or training during the reporting period and who have one or more of the following certifications/fundings dated during the reporting period:

• Ownership Gender Certification
• Veteran Certification Date
• HUBZone Certification Date
• Disadvantage 8(a) Certification
• SBA Surety Guarantee
• SBA Contract Financing

NOTE: The federal certification must be seleted and the certification DATE must be within the reporting period for the client to be counted.

NOTE: While this image shows a client with all 4 certifications, for purposes of this scorecard line item, only one of these certifications needs to have a date within the current reporting period for the client to be counted.

In addition to the certifications, the client could, alternatively, have either a capital funding record dated during the reporting period where the funding type is either: "SBA Surety Guarantee" or "SBA Contract Financing".

Government contracts received - total dollar value and number

All contract awards awarded to small business with:

1. Contract Type = Prime Contract Award or Sub-contract Award; AND
2. Agency Type = Department of Defense (DoD) or Other Federal or State/Local; AND
3. The client received counseling or training over the course of the reporting period

Number of small businesses that receive counseling and training on contracting & procurement

Reports the total number of small business clients:

1. Who received at least one combined hour of counseling where Counseling Area or Additional Areas = "Government Contracting" or "Socioeconomic Certification (WOSB/VOSB/HUBZone/etc.)" and/or training where the Topic = "Government Contracting" or "Socioeconomic Certification (WOSB/VOSB/HUBZone/etc.)"

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