Michael I. Kaplan author of “The Prior-Service Entrepreneur” conducted an interview with Project Opportunity Founder, Joe Giordano. The interview and article are used with permission and re-printed below.

Please feel free to connect with Michael I. Kaplan:

Phone: (912) 777-7500
Email: [email protected]

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The success of “Project Opportunity” is an excellent model for veteran programs everywhere.

The economic and employment outlook for the next 24 months looks rather uninspiring. Real unemployment is in the double-digits, the new jobs being created are less than appealing, and veterans entering the civilian labor market are going to find it increasingly difficult to compete for positions despite their extraordinary value.

Do you want to ignore that reality, complain about it or do something to address the issue that actually makes a difference? If you’re like Joe Giordano, Director of Project Opportunity, failure is not an option and actions always speak louder than words.

Joe developed Project Opportunity, a free entrepreneurship training program for veterans who wish to start a small business or expand their current small business as an alternative to traditional employment and in response to the high unemployment rate among the veteran population. Project Opportunity started on the Eastern Shore of Maryland of 2010 and has continued as an annual training program. Over the past few years it has expanded to Annapolis, Columbia, Glen Burnie, and Southern Maryland.

I had the pleasure of connecting with Joe in a professional capacity and becoming familiar with his work with aspiring veteran entrepreneurs. I was truly impressed with the programs’ mission, its successful outcomes and the ease of which the program can be replicated on state and national levels.

Those who know me understand that when I get excited about a program that’s helping veterans to succeed and prosper, I have to share that with the world. I had the opportunity to sit down with Joe Giordano recently and ask him a few questions about his program. His thoughtful answers should serve as a model for veteran entrepreneurship programs in every state in America.

Michael: What inspired you to develop Project Opportunity, and what do you hope to accomplish in the next 24 months?

Joe: Project Opportunity was developed to offer veterans an alternative to traditional employment and to assist in the high unemployment rate among veterans in 2010. Over the next 24 months I hope to be able to expand the program to other areas of Maryland, we currently have 115 veterans on the waiting list for future classes. I also am working on developing a stronger mentorship program for those who have completed the course.

Michael: At a time when the majority of Veteran Service Organizations are focused on getting veterans hired into conventional jobs, why did Project Opportunity choose to focus on entrepreneurial small business?

Joe: It just made sense. Veterans are excellent candidates for entrepreneurship because they already possess the four most important traits of successful small business owners: Self Discipline, Motivation, Problem Solving Skills, and the Ability to Multitask.

Michael: How long is the training program and what can veterans expect to take away from the course?

Joe: The course is 30 hours of classroom (3 hours a week for 10 weeks) utilizing the NxLevel Business Plan Basic curriculum. Each week there is approximately 20 hours of outside work (reading assignments, homework assignments, and research for business plan material). Each veteran should walk away with the knowledge and resources necessary to complete their business plan and be able to move forward to the next step in their business venture.

Michael: Once a veteran has completed the Project Opportunity training program, what type of support network do they have to give them the best chance for success?

Joe: The primary support network is for the veterans to maintain contact with myself and their course instructor. Additionally, resources introduced during the course such as SBTDC, SCORE, local bankers and marketing experts, and micro lending agencies and organizations serve as excellent support as they move forward with the business venture.

Michael: How many veterans are currently taking advantage of project opportunity, and what’s the graduation rate for those who choose to attend?

Joe: There have been a total of eleven classes with 114 veterans accepted and 96 who have completed the course, giving us a graduation rate of 84%. Reasons for not completing the course include relocation, medical issues, realization that the business concept not feasible, and not being able to commit time to course due to work conflicts.

Michael: In addition to the Maryland Center for Entrepreneurship and the Walmart Foundation, what other supporters does Project Opportunity partner with to be able to offer this free program to veteran entrepreneurs?

Joe: We partner with the Annapolis Economic Development Corporation, the Anne Arundel Workforce Development Corporation, the Anne Arundel Economic Development Corporation, the Tri County Council of Southern Maryland, the Lower Shore Workforce Alliance, TEDCO, Maryland Department of Veterans Affairs, SCORE, SBA Baltimore District Office, local Maryland Department of Labor and Regulation Veterans Employment Representatives, local VA Vocational Rehabilitation Office, and the Small Business Technology and Development Center Offices.

Michael: In addition to business professionals from the private sector who serve as lecturers and mentors, how else does the community support your vision, mission and goals?

Joe: We have formed partnerships with regional government economic development agencies which have been an outstanding source of support, from offering classrooms for our courses to working with program graduates to assist them in launching their business ventures. Any time we approach an individual from the private sector or a public sector agency for assistance the response is always enthusiastic and a commitment is made almost immediately to provide the subject matter expertise and technical assistance necessary to be able to offer the veteran participants the best entrepreneurial education possible.

America’s veteran wage earners – a noble and good-hearted group of well-meaning individuals – are worried about claiming their “piece of the pie.” They work hard for it and they’re taking every step possible to protect it. That’s totally understandable. Good jobs are hard to come by in today’s economy and even harder to keep.

While they’re busy doing that, however, veteran entrepreneurs graduating from the Project Opportunity training program in Maryland are making more pies. We need more veterans with entrepreneurial mindsets to get involved who understand we don’t need to fiercely protect smaller pieces of an increasingly shrinking pie.

We need more pies, and only entrepreneurs can make that happen.

Most of us know that our military veterans are uniquely suited to that task. I encourage everyone to connect with Joe Giordano and learn more about Project Opportunity and the entrepreneurial spirit that is allowing our veterans in Maryland to become so successful.

Glen Burnie, MD (March 19, 2014) – The Anne Arundel Workforce Development Corporation (AAWDC) today announced that eight veterans have successfully completed the Project Opportunity training program and graduated in a ceremony at the Youth Employment Center in Glen Burnie on Tuesday, March 18. The graduates are: Howard Biddle, Janeen Birkhead, Patricia Buckley, Greg Coster, Chuck Davis, Regina Gillens, Jason Harris and Emma McClain.

An AAWDC-funded, 10-week veteran’s training program, Project Opportunity supports entrepreneurship through education, mentorship, loan opportunities and business development and planning.

“I founded Project Opportunity in the fall of 2010 and have since trained 100 veterans and graduated 81 in the state of Maryland,” explained Joe Giordano, founder of Project Opportunity. “This is the first time we have done training in collaboration with AAWDC and the results are excellent.”

“Not only are we giving veterans the knowledge and tools to create wealth by starting their own businesses, this program also has a positive effect on Anne Arundel County’s economy and creates employment opportunities for our residents,” said Kirkland Murray, CEO and President of AAWDC.

“I had the good fortune of working with Joe and Project Opportunity previously in Howard County, so I know firsthand the value of this program,” said County Executive Laura Neuman. “Congratulations to all of our graduates. I know that they are well-prepared to enter into this new phase of their careers and I hope they will pursue their dreams right here in Anne Arundel County.”

One of the graduates, Chuck Davis, has already started his window-cleaning business, Kiss My Glass of USA (http://kissmyglassofusa.com/). “This program, although rigorous, set me on a path for success,” explained Mr. Davis. “With the tools I learned, I can now develop and refine my business plan and prepare for anticipated growth in the future.”

The guest speaker was Anne Arundel Economic Development’s President/CEO Ed Rothstein and the sponsors were Mission BBQ and Alan I. Elkin, CEO of Advance.

To view pictures of the event, please visit AAWDC’s Facebook page: https://www.facebook.com/AnneArundelWorkforceDevelopment?ref=hl#!/media/set/?set=a.276760182484293.1073741827.138670862959893&type=1

Anne Arundel Workforce Development Corporation (AAWDC) is a 501(c) (3) Corporation charged with providing workforce and training services to Anne Arundel County citizens and businesses. AAWDC operates seven One-Stop Career Centers that offer innovative workforce solutions to businesses and job seekers. Business services include customized recruitment assistance, job postings, business retention, training funds for incumbent workers, and workforce transportation solutions. Job seeker services include job search assistance, career guidance, career development and computer skills workshops, access to our resource center, training assistance, and supportive service referrals. Please visit http://www.aawdc.org/ for more information.

Media Contact: 

Theresa Downs
410-491-3490
[email protected]

– Originally posted on August 11th, 2013 by SHANTEÉ WOODARDS for the Capital Gazette. You can read the original article here.

There was a time when post-traumatic stress disorder limited Tracy Hoover’s speech and mobility.

But the retired U.S. Air Force veteran slowly turned his life around and is now co-owner of an Edgewater auto repair shop. His work at Premier Collision & Customs is a stress reliever, but he realizes veterans need a variety of services ranging from healthcare to job training.

So he is in the early stages of creating a veterans transition center to link them to those services. Many veterans join the armed services as young as 18 and return home with limited training, he said.

“They come back and they don’t know what to do — they never had to interview for a job and in some cases they don’t have the skills to transfer back to their civilian lives,” said Hoover, who retired from the U.S. Air Force and helped launch Premiere Collision & Customs. “There has got to be somebody who grabs the hand of the veteran and walks them through the process.”

There are also veterans who want to launch their own businesses, and that is a network the Annapolis Economic Development Corp. hopes to attract in its newest effort. The organization is partnering with Consulting, Training, and Development Services and the state Technology Development Corp. to provide a 10-week program to veterans who want to be entrepreneurs.

Called Project Opportunity, the evening classes will be held at Maryland Hall for the Creative Arts through November. Eighty veterans wanted to sign up for the program, so a second session will be offered in the spring.

“We knew there were a number of veterans in the Annapolis area, we just weren’t sure how many wanted to be entrepreneurs,” AEDC CEO Lara Fritts said. “The great thing about veterans is that we know that they’re hard working and they have an amazing work ethic.”

Statistics show the unemployment rate for post-Sept. 11 veterans declined to just under 10 percent last year. Those figures vary based on where they were stationed and the type of service.

Recent veterans who were in the National Guard or Reserves had an unemployment rate of 7.2 percent in August 2012, compared to 13.7 percent for those who were not members.

Those who served in Iraq, Afghanistan or both had an unemployment rate just under 11 percent, while those who served elsewhere had a rate of 11.3 percent in August 2012, according to the U.S. Bureau of Labor Statistics.

With Project Opportunity, participants will have weekly sessions that teach them about developing marketing plans, funding, networking and social media. The plan is for them to start out with their own business plans and fine tune them over the course of the program.

By their completion in November, they will be able to move onto the next stages of launching their venture.

“Hopefully this will translate into new business for the good ole City of Annapolis. As pleased as we are to do this, there is a selfish motive,” said Bob Sammis, Jr., the AEDC business recruitment, retention and expansion coordinator. “At the end of the day you need the same stuff — you need the business plan, funding, some sense of motivation — and all of those things have to fall into place regardless of if you’re a vet or not. But there may be some subtle differences (from other entrepreneurs).”

For more information about the AEDC’s Project Opportunity program, call 410-280-2712

2012 marks the third year that Project Opportunity was conducted. It is a free eleven week entrepreneurship training program that meets one night a week for three hours and is designed solely for veterans who want to start their own business. The pre-requisite for veterans who wished to be considered to participate was that they had to have a solid idea of what business venture they wanted to start because the course is designed to develop and complete a business plan instead of just exploring the possibility of entrepreneurship. Additionally they needed to commit a minimum of fifteen (15) hours per week to attend class, complete reading and homework assignments, and work on the development of their business plan.

Stage 1 was to schedule and conduct two outreach and educational orientation sessions, which were held in Easton and Salisbury. These two hour workshops were titled “Exploring Entrepreneurship” and included a discussion of why the individuals wanted to start their own small businesses, characteristics of successful entrepreneurs and completion of a self-assessment exercise. These sessions gave veterans aspiring to become entrepreneur’s information and resources needed to make an informed decision as to whether entrepreneurship is right for them. Lastly, the importance of a business plan and its components were discussed. A total of fifteen (15) veterans attended these two sessions and thirteen (13) of those in attendance indicated a desire to move forward to Stage 2.

Stage 2 was the conduct of a telephonic screening assessment to identify those veterans with characteristics that would make them good candidates to complete the training and move on to actually starting their own business. If after attending the “Exploring Entrepreneurship” workshop, the participants decide that they would like to continue in the process, they will be asked to participate in an assessment session. This session will take approximately one hour to complete. During the assessment exercise, individuals will be asked a series of questions to determine if they would be a good fit to move on to the next stage in the process. Sample questions will be: describe your business idea, why do you want to go into business, what experience do you have in the business you plan to start, who will buy your products and services and how will you attract these customers, how much money will you need to start/expand your business and where will you get it, when do you plan to start your business, what will be the biggest challenge in starting your business, what are your personal strengths that will contribute to being successful in your business, will you be able to commit to meeting one night a week to complete the ten week “Business Plan Bootcamp” course. A total of thirteen (13) veterans participated in this assessment process and based on the results and a follow up telephone conversation a total of twelve (12) were selected to move on to Stage 3, the eleven (11) week training program.

The third and final stage is an eleven week course entitled “Business Plan Bootcamp.” This course will help the veterans selected through the above process prepare a “bank ready” business plan.

The NxLevel Business Plan Basics Guide for Micro-Entrepreneurs textbook and accompanying training materials was used. The course outline was as follows:

• Week 1 – Assessing Your Business Idea and Business Planning
• Week 2 – The Marketing Plan and Marketing Analysis
• Week 3 – Product, Price, Placement, and Promotion
• Week 4 – Where is the Cash and Managing Money
• Week 5 – Financial Tips and Tools
• Week 6 – Management
• Week 7 – Business Entities, Accounting Practices, and Government Oversight
• Week 8 – Networking and Goal Setting
• Week 9 – Websites and Social Media
• Week 10 – Procurement Opportunities Available to Veteran Owned Businesses
• Week 11 – Presentation of Business Concept and Graduation Ceremony

Each week a guest speaker presented additional information and subject matter expertise to the class. Guest speaker participation was as follows:

• Week 1 – Regional Director of Maryland Division of Rehabilitation Services discussed business grants and loans available to disabled veteran business owners and the process for applying for them
• Week 2 – Representative of SBDC discussed marketing plan research
• Week 3 – Representative of SBDC discussed services available to program participants
• Week 4 –Local business banker discussed cash flow analysis
• Week 5 – Local business banker discussed 5 C’s of credit and business loan applications and procedures
• Week 6 – Local insurance agent explained various business insurance requirements and options
• Week 7 – Lawyer and accountant discussed different forms of incorporation with the pros and cons for each
• Week 8 – Representative from TEDCO discussed agency and loan/grant opportunities available to small businesses in rural areas. Local Chamber of Commerce Membership Director (and a veteran) discussed the importance of effective networking
• Week 9 – Veteran owner of small web design firm discussed social networking and web site importance.
• Week 10 – Veteran small business owner discussed state and federal contracting opportunities for veteran owned business as well as corporate supplier diversity programs.

Twice during the program subject matter experts came in to meet with the participants and review their individual business plans. The first review was for the Marketing Plan portion and a representative from the SBDC and a TEDCO Consultant joined the instructional staff in a constructive review of each plan. The second review was for the Financial Plan portion and subject matter experts from M&T Bank and a local insurance agency joined the instructional staff in a constructive review of each plan.

The last week of the program consists of the Graduation Ceremony. Each participant is required to give a three (3) minute summary of their business plan and answer any questions from the audience. Veterans are encouraged to invite family and friends to attend and join local donors and guest speakers in the celebration. The event is capped off with a catered meal for all in attendance. This year we were honored to have Commissioner Thomas Kimball from the Maryland Department of Veterans Affairs be the guest speaker for the event.

Twelve (12) veterans were selected to participate in the Business Plan Bootcamp and eight (8) completed the entire program. One individual never came after is telephone screening, one individual withdraw after four (4) classes due to personal reasons. One individual relocated to Florida after the fifth class, and another withdraw after five (5) classes due to medical reasons but the remaining eight (8) completed the program and were given NxLevel Course Completion Certificates at the Graduation Ceremony.

Here is a listing of current and anticipated business ventures for the participants:

• Assisted Living Facility
• Clothing Boutique
• Framed Inspirational and Poetry Documents
• Genealogy
• Interior Design
• Manufacturing Operations
• Moving and Storage Operations
• Night Club

Project Opportunity is a free entrepreneurship training program designed solely for veterans who want to start their own business. The pre-requisite for veterans who wished to be considered to participate was that they had to have a solid idea of what business venture they wanted to start because the course is designed to develop and complete a business plan instead of just exploring the possibility of entrepreneurship.

Stage 1 was to schedule and conduct three outreach and educational orientation sessions, which were held in Crisfield, Easton, and Salisbury. These two hour workshops were titled “Exploring Entrepreneurship” and included a discussion of why the individuals wanted to start their own small businesses, characteristics of successful entrepreneurs and completion of a self-assessment exercise. These sessions gave veterans aspiring to become entrepreneur’s information and resources needed to make an informed decision as to whether entrepreneurship is right for them. Lastly, the importance of a business plan and its components were discussed. A total of thirty four (34) veterans attended these three sessions and twenty six (26) of those in attendance indicated a desire to move forward to Stage 2.

Stage 2 was the conduct of a telephonic screening assessment to identify the sixteen (16) veterans with characteristics that would make them good candidates to complete the training and move on to actually starting their own business. If after attending the “Exploring Entrepreneurship” workshop, the participants decide that they would like to continue in the process, they will be asked to participate in an assessment session. This session will take approximately one hour to complete. During the assessment exercise, individuals will be asked a series of questions to determine if they would be a good fit to move on to the next stage in the process. Sample questions will be: describe your business idea, why do you want to go into business, what experience do you have in the business you plan to start, who will buy your products and services and how will you attract these customers, how much money will you need to start/expand your business and where will you get it, when do you plan to start your business, what will be the biggest challenge in starting your business, what are your personal strengths that will contribute to being successful in your business, will you be able to commit to meeting one night a week to complete the eleven week “Business Plan Bootcamp” course. A total of twenty six (26) veterans participated in this assessment process and based on the results and a follow up telephone conversation a total of sixteen (16) were selected to move on to Stage 3, the 11 week training program.

The third and final stage is an eleven week course entitled “Business Plan Bootcamp.” This course will help the veterans selected through the above process prepare a “bank ready” business plan.

Maryland Capital Enterprises was selected as a subcontractor to provide the instruction for the course as well as offer business counseling to participants during and after the completion of the eleven weeks. The NxLevel Business Plan Basics Guide for Micro-Entrepreneurs textbook and accompanying training materials was used. The course outline was as follows:

• Week 1 – Assessing Your Business Idea and Business Planning
• Week 2 – The Marketing Plan and Marketing Analysis
• Week 3 – Product, Price, Placement, and Promotion
• Week 4 – E-Commerce
• Week 5 – Selling Success
• Week 6 – Business Entities, Accounting Practices, and Government Oversight
• Week 7 – Management
• Week 8 – Where is the Cash and Managing Money
• Week 9 – Financial Tips and Tools
• Week 10 – Overview of Opportunities Available to Veteran Owned Businesses
• Week 11 – Presentation of Business Concept and Graduation Ceremony

Each week a guest speaker presented additional information and subject matter expertise to the class. The Salisbury Rotary Club provided many of the guest speakers for the programs. Guest speaker participation was as follows:

• Week 1 – Regional Director of Maryland Division of Rehabilitation Services discussed business grants and loans available to disabled veteran business owners and the process for applying for them
• Week 2 – Owner of local marketing firm discussed identifying potential market for your product and/or services
• Week 3 – Owner of local marketing firm discussed the 4 P’s of marketing
• Week 4 – Veteran owner of small web design firm discussed social networking and E-Commerce
• Week 5 – Veteran co-owner of public relations firm discussed selling strategies and networking
• Week 6 – Lawyer and accountant discussed different forms of incorporation with the pros and cons for each
• Week 7 – Local insurance producer discussed various types of commercial insurances
• Week 8 – Representative of SBDC discussed cash flow analysis
• Week 9 – Local bankers discussed 4 C’s of credit and business loan applications and procedures
• Week 10 – Veteran small business owner discussed state and federal contracting opportunities for veteran owned business as well as corporate supplier diversity programs. Representative from SBA discussed Patriot Loan and other SBA programs available to small business owners

Three times during the program subject matter experts came in to meet with the participants and review their business plans. The first review was for the Marketing Plan portion, the second review was for he Operations Plan portion, and the third review was for the Financial Plan portion. Subject matter experts were from the Small Business Development Center, Maryland Capital Enterprises, M&T Bank, BB&T Bank, and veteran small business owners from the Salisbury Rotary Club.

Sixteen veterans were selected to participate in the Business Plan Bootcamp. One individual relocated prior to the start of classes, one individual relocated after the start of classes, and another individual had to withdraw due to medical conditions but the remaining thirteen completed the program and were given NxLevel Course Completion Certificates at the Graduation Ceremony.

Here is a listing of current and anticipated business ventures for the participants:

• Private Investigator
• Shoes and Sneakers sales
• Dog Breeding
• Athletic Apparel
• Watercraft rescue vehicle production (patented)
• Computer Repair
• Trucking
• Sign Business
• Jazz Lounge
• Catering
• Small Restaurant
• Fabrication Shop

Follow up status checks on all participants will be conducted at the end of February 2011 and again at the end of June 2011.

Discussions will be held in January 2011 with the Salisbury Rotary Club and District Rotary Club officials about partnering to expand and conduct Project Opportunity 2011 starting in September 2011. Maryland Capital Enterprises has agreed to again provide course instruction and business counseling.

February 2011 follow up status checks revealed the following from program participants:

• Private Investigator – Started business in October 2010 as a LLC with projected gross sales for 2011 of $25,000.00
• Shoes and Sneakers Sales – Continued to operate and expand sole proprietorship. Anticipates creating one job in next 12 months with projected gross sales for 2011 of $6,000.00 to $10,000.00
• Dog Breeding – In process of expanding business that was started in June 2008 as a sole proprietorship. Will be closing on new property purchase in April 2011. Projected gross sales of $60,000.00 for 2011. Had some follow up contact with M&T Bank and plans on working with the Small Business Development Center for a SBA Patriot Express Loan in the future.
• Athletic Apparel – Expansion of business (sole proprietorship). Have hired 3 part time commission based sales reps to date and anticipates hiring another up to 100 in next 12 months.
• Watercraft rescue vehicle – Continues to operate LLC, product still in development after being granted patent, seeking investor’s capital.
• Computer Repair – Completed business plan but decided to delay start up. Accepted IT related position with Lockheed Martin to gain additional experience and financial stability.
• Trucking – Business plan completed, in process of starting LLC. Currently waiting for gasoline prices to stabilize before purchasing vehicle.