Archives for October 2005

This article originally appeared at deafprofessional.net.

Across the nation, small businesses are sprouting up left and right. This is especially true within the deaf community, which has seen an explosion of Internet-based companies. With this evolution, deaf small business owners are starting to find themselves needing better resources and a stronger network. Hearing business owners are fortunate enough to have several options for sharing business resources: local chambers of commerce, networking groups such as Business Network International, and easy access to local communities. Deaf business owners, however, have unique obstacles in addition to the typical start-up challenges: communication issues, networking, and being part of the Deaf community without sacrificing friendships or business.

“When I first started up, I had no idea what a business plan was, where to go for merchant credit card services or how to find the best rate, how to get the best rate on book printers and a whole host of other decisions that I needed to make,” says Salem, Ore. resident Damara Paris, who owns Paris Publications (formerly AGO Publications). “Two years into the business, I finally met another publisher who gave me good tips on book brokers.”

Paris eventually found a local group consisting of retired business owners in the state who donate time to assist start-up businesses. “I had communication with one man who gave good business tips but didn’t understand my unique needs as a Deaf business owner,” she says. “For instance, when meeting with a book broker who is hearing, who pays for interpreter access? How do I educate people, and fast, on relay, interpreting and other deaf-related issues? Who do I trust to handle my finances? Things like that were paramount, yet I had difficulty finding deaf business owners who I could share with at the beginning.”

Maintaining Relationships
Another issue that many deaf business owners struggle with is maintaining relationships within the deaf community while operating a business. Paul Koster, of St. Peter, Minn., owns S and M Windows, Doors & Remodeling, Inc. He feels that deaf small business owners have issues that are unique to the community. “One of the biggest struggles is dealing with loyalty and trust. Deaf people often expect me to give them major discounts or will ask for added-on services after I’ve given them the final price bid. When I explain that I can’t let them have the extras for free, or give them such a discount, they complain that I should give them that because we’re both friends and deaf,” he says. “And if I don’t do that, then they’ll go back into the community and say bad thing about me or my company. It’s a real challenge balancing these things.”

Elise Whitworth of HTMLaddict.com in Austin, Texas, agrees. “Although the majority of our clients aren’t deaf or in the community, we have noticed general trends and issues in working with deaf clients,” she says. “We usually try to give a fellow deaf business owner a boost by giving a reduced rate or some other favor, which often goes unappreciated. Also, there is a bit of a lack of respect for our time as professionals. For example when we quote for a $300 job, throwing in some extras for free, more often than not we find the client expecting a certain level of attention, lots of ongoing additions for their website, and more, to the tune of something like 75 man hours. For a $300 job that’s four dollars per hour! There’s no way our business can succeed like that. There have been quite a few quotes that were very inexpensive but the potential client declined the bid because it was ‘too expensive.’ It’s these kinds of unrealistic expectations that we think are holding back deaf business owners from thriving in the community.”

“I think it’s very important for deaf people to support deaf owners,” says Joel Barish of DeafNation, based in Frederick, Md. “I call it ‘Deaf Economics’ – with more people supporting deaf businesses, there will be more job opportunities for deaf people because deaf business owners are more likely to hire deaf people more than anyone else. As a result, they can empower each other by working together or supporting each other. At the same time, with this support, visibility and networking will grow beyond the deaf community into the hearing community. It’s unfortunate that many people can’t see the bigger picture and will only chase the cheapest rates or prices instead of supporting deaf-owned businesses.”

“Now with my saying that, some people might find it odd that the hearing-owned Sorenson Communications, which provides Sorenson VRS, is a major corporate sponsor of DeafNation Expos, but here’s how I see it,” Barish explains. “They have created job opportunities for so many deaf people, and with their sponsorship, DeafNation is able to offer opportunities to deaf businesses who then can market their services and products at our shows, have deaf people volunteer at our shows, and have gatherings with performances, seminars and activities for deaf people. And with their sponsorship, other relay providers are becoming more and more marketable in their services. So, in the bigger picture, because of healthy competition, we’re able to empower deaf businesses.”

Taking Advantage of Available Resources
These trade shows are a major boost to many deaf-owned businesses such as Harris Communications, a national shopping source for assistive devices for deaf and hard of hearing people in Eden Prairie, Minn. Owner Bob Harris says, “It is not possible for many businesses, including mine, to set up a local store in each city in the country. In doing so would be prohibitively expensive. The best alternative is to go to deaf trade shows so that deaf people can attend these shows and have the first-hand experiences to see our products. Unfortunately, it is expensive to attend these deaf trade shows, especially when you factor in staff, transportation, booth fees, shipping costs for your products, and lodging. Still, it’s a good resource to take advantage of.”

Harris started his company more than 20 years ago, and remembers how he learned the ropes. “I went to local trade shows to observe how booths were set up, how booth workers presented themselves, how products were shown, and the like. Also, I attended local government-sponsored workshops/seminars for small business owners and requested interpreting services in advance. Plus I read business magazines and articles. I took sort of a self-help, self-instructional strategy to learn the nuts and bolts of owning my company.”

The Internet is a new resource that Harris has seen emerge as an influential asset for deaf people owning companies. “Deaf small business owners are in much better shape than where I was more than 20 years ago,” says Harris. “They can access a lot of business resources via online sites. They can register for courses in a wide variety of business fields at local community colleges, universities, etc. with the assistance of an interpreter.”

Harris believes patience and careful planning are key resources for a successful business. “As long as you can market your skills, whatever they are, there is no reason why you cannot set up a business,” Harris says. “The way I set my business up was through lots of small steps and lots of patience over the years. This way allowed me to modify my business strategies with ease and let my sales grow in a proper fashion.”

Another resource founded in 2001 is the National Deaf Business Institute, which was founded for deaf people to develop skills they can use to start, manage, and grow a successful business or organization. Even though the organization contains an all-male board, board director Louis Schwarz of Schwarz Financial Services in Bethesda, Md., considers NDBI a good starting point. “NDBI officers have been traveling to DeafNation Expo shows and inviting deaf business owners in these areas to come to a dinner. Many of them have admitted that the networking dinner was the best they ever had, because when it was over, they had built relationships and shared resources,” he says. “We will continue to do these dinners around the nation with the hopes of reviving and maintaining networking among deaf business owners.” He adds that although the NDBI website has been somewhat inactive lately due to technological problems, the board is actively working to revitalize it.

Schwarz cites the Gallaudet Leadership Institute (GLI) at Gallaudet University as a good resource. GLI, in partnership with Merrill Lynch and collaboration with NDBI, initiated a yearlong entrepreneur leadership training program last summer. Courses include financial accounting and management, business law, and entrepreneurship. “This program was very successful, and will be continued,” says Schwarz.

Whitworth believes that in addition to a website like NDBI, a national organization with a structure similar to those found at chambers of commerce and the Better Business Bureau would be beneficial. “There are a lot of deaf-related scams out there that need to be exposed, as well as support in bringing customers, financing opportunities, and so on,” she says. “A national conference providing seminars dedicated to running businesses, tax reporting, facing unique challenges, and writing and grammar in business would be awesome, too. However, this will succeed only if true network opportunities and activities are firmly in place. An attendee to a recent major conference told me how disappointed she was by the event because everyone grouped up with those they already knew. She said, ‘Why call this a networking event if there is no networking?’ Even the hospitality chairperson gave her only five seconds of her time to answer a question curtly before turning away to chat chummily with an old friend. So such a central resource is badly needed.”

Words of Wisdom
With all these challenges in addition to typical business start-up struggles, experienced deaf business owners have some advice for potential business owners. Barish says, “First of all, you have to have money to start a business. Period.”

Schwarz also recommends developing a long-term business plan and having sufficient funds for the first few months. “Really, you have to spend money to make money,” Barish says. “Without money, you can’t market, and without marketing, you can’t make money. So to start up, you really need to be prepared.”

Another key component is to know as much as possible about your market and competition. “Research, research, research your business options. Then research some more,” Paris advises. “Don’t be afraid to ask for help! It took me two years to swallow my pride and ask for help or guidance. Had I done this at the beginning, I could have saved money and frustration.”

“Be brave. Don’t worry what other people think, just do it and if it doesn’t work out, that’s fine; it’s a learning experience that you can apply in the future,” says Whitworth. “But more importantly, know your stuff. It will show. If a client wants you to do something you’ve never done before, tell them that you haven’t done it before but will be able to, with some time, charge the very minimum and use it as a learning challenge that expands your skill set while getting paid for it.”

“Be honest,” she adds. “If you’ve made a mistake, tell your client, apologize and do whatever you can to rectify it, at no charge, of course, or give a refund. That, more than anything, will earn respect and a good reputation for you.”

“I think the best we can do is that we can mentor others so they can avoid the pitfalls we’ve experienced, and pass on the information we’ve cultivated to help our fellow deaf business owners thrive,” says Paris. “After all, they are the future of our community.”

Copyrighted material. This article can not be copied, reproduced, or redistributed without the written consent of the author.

This article originally appeared at i711.com.

As a Deaf person with Deaf parents, I’ve always felt a special kinship with children of deaf adults (CODAs). Maybe it’s because CODAs are bilingual and bicultural like I am, or because they share my experiences more than anyone, other than Deaf people who have Deaf parents. They have an intricate understanding of both worlds that I can really relate to.

My earliest friend was Joey, who was another Deaf of Deaf (DOD). Then the next earliest friends that I remember were Lori and Bobby. Lori, Bobby and I all played together every Friday night at the bowling alley, where our Deaf mothers bowled together. We would try to get quarters for video games, chase each other around the locker room in the back, and play all night long. I had a crush on Bobby, who would write me cute scrawled notes that said, “I LIKE YOU. DO YOU LIKE ME? YES NO (circle one).” Lori came from a poor family and was very bossy. Still, I was always in awe of Lori because she seemed to always know everything.

There were also John and Amy, who were moody siblings. I went to KinderCare, and I was very excited when their parents also enrolled them there, because that meant I’d have someone else to sign to. The first day Amy came into my daycare room, I ran up and started signing. She looked at me funny and pretended she didn’t know sign language. When she walked off, that was the first lesson I had about how CODAs struggled between two worlds as they grew up.

To this day, CODAs continue to be some of the most important people in my life. I always admire how they proudly wear “CODA” on their sleeves (or shirts or bags or necklaces, for that matter). This shows how CODAs have, rightfully so, gained acceptance as a group, and are perceived with great respect by members from all communities – hearing, hard of hearing and Deaf.

DODs are also an integral part of the Deaf community; in fact, DODs are at the core of the Deaf community, as research and cultural norms signify. Yet if we formed an organization for ourselves, we probably wouldn’t have as much respect as CODA International; in fact, we’d probably be looked upon with scorn by many.

Let’s say DODs decide to form an organization with conferences and chapters celebrating our roles and experiences growing up in the Deaf community. And then let’s say that I decide to wear a shirt that says “DOD” on it. Would I be looked on with contempt by those who aren’t culturally Deaf or aren’t from Deaf families? Would I be inadvertently and unintentionally putting them down by sending the message that, “Yeah, we’re better than you!” even if that isn’t how I feel or think?

You betcha.

DODs already face backlash from so many people who either accuse us of favoritism (because we naturally gravitate towards each other, just like CODAs and ethnic groups do), that we act as if we’re the ‘best of best,’ and countless other comments. Never mind there are definitely many hidden drawbacks that come with being from Deaf families, and that we’re only a small percentage of the Deaf community. We seem to elicit strong response from non-DODs. In fact, it’s almost become an “us against them” mentality, although this is not by our choice.

I’ve also gotten comments from people who say with longing, “Deaf parents? YOU’RE SO LUCKY!” I always nod and then change the subject because yes, I was lucky. I never had to struggle with communication with my parents or hearing relatives because they all were already familiar with how to talk with Deaf people. All of my arguments with my parents stemmed from normal child-parent issues, not from communication issues. So because of that, I try not to rub it in with people who tell me how they struggle even to this day with their families.

There have been times when I mention my boyfriend is third-generation Deaf and that I’m second-generation Deaf. I sometimes will get rolling eyes in response, accompanied by, “Of course! You would NEVER date a hearing or deaf guy who didn’t have Deaf parents!” when the opposite is actually true. This seems to be an experience that many other DODs who are partnered with DODs have had – this “oh, you’re so elite” perception of DODs. Yet if a CODA marries another CODA, it’s thought of as, “How sweet! How perfect!”

There are a thousand reasons why a DOD organization would be greatly beneficial to DODs like me, and a thousand reasons why it would catch such flak from people. Even so, I dream of having such an organization for DODs, much like the wonderful CODA International organization. Maybe someday I’ll be able to help organize one instead of talking about it. Until then, I’ll continue to live proudly as a DOD person, and learn from the remarkable emergence and growth of CODA International.

After all, MOTHER FATHER DEAF, SAME.

Copyrighted material, used by permission. This article can not be copied, reproduced, or redistributed without the written consent of the author.