Webinar Wednesday, Episode 376

Are you leaving money, customers, or capital on the table? In Episode 376, CSUB SBDC Director Kelly Bearden breaks down six powerful opportunities small business owners most often overlook — plus the weekly habits that separate thriving entrepreneurs from the rest.

1

Financial Intelligence

Know your costs, margins, and borrowing power. Tracking KPIs, comparing budget to actuals, and forecasting cash flow — both a 13-week rolling average and a 12-month month-to-month view — gives you the data to make smarter decisions and set meaningful goals.

2

Technology & Automation

From automated accounting to AI-powered marketing and social media, technology frees up your time and opens doors you didn’t know existed. AI-enhanced scheduling driven by point-of-sale data can help restaurants and retailers forecast busy periods and staff more efficiently.

3

Customer Retention

It costs far more to win a new customer than to keep a great one. In many businesses, 20% of customers generate 80% of revenue. Identify your best customers and build around them — email marketing, loyalty programs, and referral systems are your most underused retention tools.

4

Strategic Partnerships

The right partners can act as capital sources, co-marketers, and referral engines all at once. Cross-promotions, referral agreements, and shared audiences are among the most overlooked growth strategies for small businesses. If a partner has a stake in your success, they may even be willing to invest.

5

Pricing Strategies

Value-based pricing — charging based on what you deliver, not just what it costs — beats discounting every time. Excessive discounting trains customers to wait for deals. Charge for your expertise, know your top margins, and use AI tools for margin-and-price sensitivity analysis and customer-friendly pricing language.

6

Access to Capital

SBA loans are just one option — and recent rule changes mean not everyone qualifies. California’s I Bank, the State Small Business Credit Initiative (SSBCI), Financial Development Corporations, invoice financing, purchase order financing, equipment leasing, and crowdfunding are all on the table. Know your borrowing potential before you apply.

Also Worth Knowing

SBA Ownership Rule Change

As of March 1, 2026, the SBA requires 100% U.S. citizen or national ownership — no exceptions. Green card holders, legal permanent residents, and refugees are excluded. Even 1% non-citizen ownership disqualifies the entire business. Roughly 10–15% of current SBA borrowers are affected.

AI Adoption in the San Joaquin Valley

Only 7% of San Joaquin Valley small businesses are fully AI-integrated — but partial integration is running higher than national averages. The businesses experimenting today are positioning themselves ahead of the curve.

The 80/20 Rule Is Real

In many small businesses, 20% of customers drive 80% of revenue — and those top customers typically demand less work while delivering higher margins. Knowing who your best customers are is the first step to a retention strategy that actually moves the needle.

SBA Fees Waived Through End of 2026

SBA loan guarantee fees — which can run into the tens of thousands of dollars on larger loans — have been waived for the remainder of 2026. If you’ve been on the fence about SBA financing, now is the time to explore your options.

From the Webinar

Top 10 Weekly Habits of Successful Entrepreneurs

  1. Review financials regularly
  2. Focus on revenue-generating activities
  3. Engage with customers directly
  4. Improve one system or process at a time
  5. Build and nurture key relationships
  1. Track your KPIs
  2. Invest time in your business, not just working in it
  3. Delegate or eliminate low-value tasks
  4. Test a new idea or opportunity
  5. Plan the next week intentionally
Kelly Bearden

Kelly Bearden — CSUB SBDC Director

Kelly Bearden leads the CSU Bakersfield Small Business Development Center, serving small business owners throughout Kern, Inyo, and Mono Counties. The SBDC provides free one-on-one advising and helped local businesses access nearly $9.9 million in capital investment in 2024.

Not sure where to start? We can help.

The CSUB SBDC offers free, confidential, one-on-one advising for small businesses in Kern, Inyo, and Mono Counties. Whether you need help with financial planning, funding, marketing, or AI — our advisors are here for you at no cost.

Sign Up for Free Advising →

Watch the full webinar

This blog post covers the highlights, but the full episode includes Kelly’s complete breakdown of the Opportunity Equation, a live Q&A, cash flow forecasting tools, and more detail on alternative funding options available right now.

► Watch “Small Business FOMO: Opportunities You Could Be Missing” on demand →

Small Business Business Opportunities Access to Capital Pricing Strategy Customer Retention Strategic Partnerships Webinar Wednesday Kern County Inyo County Mono County