1. Kiva U.S. Trustee Partnership

2. Kiva’s lending in the United States
Income and wealth inequality are on the rise in America.
At Kiva, we believe that a vibrant small business sector can create jobs and economic vitality in otherwise-marginalized communities, and help to combat this creeping inequality.
But entrepreneurship is under threat in the United States. Since the Great Recession, more small businesses have been closing down than starting up for the first time since records began.
A big reason for this is lack of access to capital – especially for very small and early-stage businesses.
That’s where Kiva U.S. comes in.

3. Who We Are and What We Do Who We Are and What We Do
Kiva is a 501(c)(3) non-profit, based in San Francisco.
There are millions of financially excluded entrepreneurs throughout the United States, who have the skills, creativity and drive to launch or grow their business, but lack the resources they need.
Through our website, we crowdfund microloans to these entrepreneurs, connecting them with financial and social capital.

5. Our goal is to do another 1,500 in 2017
In our first five years, Kiva U.S. has funded 3,000 loans
Our goal is to do another 1,500 in 2017
Kiva U.S Overview 5

6. What Kiva loans look like
For business purposes only
Loans up to $10,000
0% interest, no fees
Up to 36 months term
Loans administered via PayPal
Monthly repayment installments
“A loan of $10,000 helps me gain working capital for my business.”
“A loan of $5,000 helps me grow our brew operation and distribute kombucha to our wonderful city and beyond.”
“A loan of $5,125 helps me purchase a high-quality printer, purchase bulk ingredients and contract a graphic designer.”
“A loan of $10,000 helps us get organic and non-GMO certification, as well as more working capital for expansion into more accounts.”
“A loan of $4,000 helps me upgrade my ovens, allowing me to secure the large retail contracts necessary to grow my business.”
“A loan of $7,000 helps purchase inventory and equipment for our salon and haircare brand.”
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7. Trustee Partners help Kiva reach deserving entrepreneurs
Trustee Partners and community led growth is the primary way Kiva U.S. can reach deserving entrepreneurs all over America
In this presentation, we will lay out who should / can be a Trustee, what the roles and responsibilities are, and what Kiva can offer you
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8. Who can become a Trustee?
Individuals or organizations that serve entrepreneurs. Trustees can leverage Kiva's financial inclusion program as a tool to serve the community
Individuals who are connected to entrepreneurs
Small Business
Center or Community Development Organization
Entrepreneurship
Program or Incubator
Non-profit or
Social Enterprise
Broadly speaking, there are four groups of people who would benefit most from becoming a Kiva Trustee
The common theme is that each of these four groups connect frequently or work frequently with entrepreneurs in early stages of growth who could benefit from Kiva
These Trustees are effective because they use Kiva’s 0% loans as an additional tool to serve the community
Note to users of this deck: if you are talking to a specific Trustee, feel free to remove other “deep dive” slides and put in more case studies surrounding that category instead
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9. 1. Individuals who believe Kiva can help their community
Help local entrepreneurs develop their businesses and access capital
Past Kiva borrower
or lender
Small business advisor
Everyday people who know entrepreneurs!
Individuals who are connected to entrepreneurs
Economic development
professional / local investors
Community leaders
(e.g. religious leaders)
The first group are individuals who are connected to entrepreneurs. They could be
Past Kiva borrower who can guide people through the process
Fellow entrepreneurs (even if they haven’t used Kiva), who can advise on taking out a Kiva loan
Private small business advisors (e.g. individual SCORE advisors who work independently with entrepreneurs)
Economic development professionals / local investors (who may not be affiliated with a larger brand)
Everyday people (who can speak to strength of a potential borrower’s business and borrower’s personal characteristics)
Community Leaders (e.g. pastor, community center volunteers etc.)
Fellow entrepreneurs
Kiva U.S Overview 9

10. 2. Entrepreneurship or Incubator Programs
Provide capital to top graduates to take businesses to the next level
Entrepreneurship
Program or Incubator
In addition to individuals, Kiva works with organizational partners.
At the top of this list are entrepreneurship and incubator programs. These are a seamless fit because they can leverage Kiva’s capital to take their graduates or students to the next level and Kiva benefits from accessing borrowers who have a strong support system in place.
Some of our best partners are entrepreneurship training or mentoring programs such as BUILD in Detroit or CENTRO in Oakland. Both are multi-week business and project planning classes. As a part of the program, they share Kiva as a recommended way to get capital.
Some entrepreneurship programs use the Kiva loan as a way to get the local community involved by lending directly to the ideas they support.
We also work with campus entrepreneurship programs to fund the most well-thought out ideas
Although a brand new business would typically get $1,000 of funding from Kiva, when a high quality Trustee endorses / vouches for a person, that social capital helps the entrepreneur access a greater level of funding
Another example of entrepreneurship program is specific to an industry. For instance, La Cocina in SF is a community kitchen space that also hosts a 6 month incubation program to help low income food entrepreneurs to formalize and grow their business. They help lay out the foundation of their business.
Upon successfully graduating, La Cocina then introduces the food entrepreneur to Kiva.
Kiva U.S Overview 10

11. Small Business or Community Development Centers
3. Small Business Center or Community Development Org
Leverage Kiva as “first tier” on credit ladder or bridge working capital needs
Small Business or Community Development Centers
Another type of Trustees are small business centers or community development organizations.
Most cities have a focus on economic development and even small business advisors.
Trustees like the Women’s Business Initiative in Wisconsin, City of Oakland, NYC business solutions have integrated us into their programs.
They can maximize impact of their services by going beyond advising and recommending the best clients for Kiva. They play an important role in helping people set up their business, make a plan for how to grow, and walk them through the Kiva process.
Trustees in this category sometimes have their own loan programs. However, they can leverage Kiva as the first tier of the credit ladder or help people bridge working capital needs because of our 0% interest rate. Our unique crowdfunding approach is also a great way to help people their their business name out here.
Where there is an opportunity for funding, this is also a great way to use grant funding to provide loan matching for entrepreneurs of a particular city.
Kiva U.S Overview 11

12. 4. Non-profit or Social Enterprise serving select populations
Complement existing specialized services with Kiva’s loan program
Non-profit or
Social Enterprise
The last organizational type is focused on certain populations / segments (e.g. women, veterans, farmers, artists, previously incarcerated etc.)
Kiva can help them complement existing services with loan program
While they may or may not have an entrepreneur/business advising focus, they are experts in what it takes to be successful in their field and the services they provide is invaluable to help a borrower succeed
Kiva U.S Overview 12

13. The benefits of becoming a Kiva Trustee
Broaden depth of impact by leveraging Kiva as an additional tool for your organization
Infuse 0% interest capital directly into local community
Enhance brand through visibility on Kiva site and content
The Kiva Trustee program is vital to Kiva’s growth AND beneficial to our Trustees as well!
1) Use Kiva as an additional tool to serve your community! We can immediately broaden your program by assuming the operations and risks and all you have to do is talk about us and leverage us to serve your customers
2) The money your clients raise on Kiva will have a direct impact on your local community. Kiva has no interest, no fees… we just want to help the funds go to good people. You can help us find those good people, who in turn can improve their lives, create jobs, revitalize neighborhoods
3) Enhance your brand by using the strength of the Kiva name. Put us on your website. Use the many articles that have been written about us to improve your brand. Trustee impact will be measured based on loans endorsed and this can help you with grants, PR etc. We also want to promote our best Trustees on our blogs, social media etc. This can help you access potential customers!
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14. Trustee’s Primary Roles and Responsibilities1 2 3
Amplify Kiva’s presence in your community
Support through Kiva’s application process
“Vouch” for strength of character
Find and refer local entrepreneurs to Kiva
Guide application and fundraising process
Endorse high quality entrepreneurs!
Sold on becoming a Trustee?
There are three things we want you to do:
Talk about Kiva! Integrate us into your program – we have premade content that you can use at the Kiva US resource hub (send to them in follow-up )
Help answer questions about Kiva and guide people through the application process. The hardest part of the application is starting and submitting it (after which our team will take over). Some people may not be familiar with crowdfunding. Others may not have a PayPal. Or need help crafting their story. Our Trustees can help be the first line of advising people. Once applications are submitted, our review team will work with the entrepreneurs further to improve their stories.
The most important step is to recommend entrepreneurs via “endorsements”. You can do this in your dashboard after an application has started. The endorsement is what tells us that you recommend this entrepreneur to us. It’s a simple paragraph about the entrepreneur. .
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15. Endorsements are vital to Kiva’s social underwriting to assess “risk” in a balanced way
Business Risk
Social Capital
Time in business
Credit score
Debt to income ratio
Cash flow
Trustee endorsement
Social media following
Private fundraising period (PFP)
Kiva lending activity
Kiva emphasizes social underwriting over conventional financial underwriting
Unlike other lenders who evaluate solely based on your credit score or net worth, Kiva uses your reputation and character as the primary driver of our underwriting process.
Trustees often ask “when” should we endorse. Kiva actually leaves this up to the judgment of the Trustee rather than prescribing a formula for you to follow. The general guideline is you should endorse a business that you are confident in because you know the person’s character and you believe the business is viable and sound. The Kiva system is based heavily on trust and we understand that sometimes things happen.. But in general, we find that Trustee recommended loans are much more successful. We also believe in endorsements because you will continue to get updates on the loan after they fundraise and can provide additional support to the entrepreneur 15

16. “Endorsed” loans are now VIPs at Kiva
Dedicated end-to-end intern who keeps you informed
Fundraising support with potential loan matching
Potential additional media exposure
Complete process faster with lower risk of expiration
Trustee Impact is Measured on Endorsed Loans
Endorsements may qualify someone for a larger loan amount, decrease the number of PFP numbers, improve time of fundraising.
We really value our Trustees and therefore, Trustee endorsed loans get superb treatment.
As a reminder, your Trustee impact is also measured by the loans you recommend.
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17. Partner with Kiva to spread fair capital to more people!
Trustee
Kiva U.S.
Enhanced organizational impact
Capital infused into local community at 0% interest
Access to high quality or hard to reach entrepreneurs Increased awareness of Kiva brand
Apply:
Questions:
We hope you are willing to partner with us to help us access hard working, deserving entrepreneurs
This can be the beginnings of a beautiful partnership
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18. Trustee Dashboard is the central hub of activity
Next steps: first apply
Then you’ll be able to access your dashboard
Use your referral link, customize it.. Send it out!
When someone starts an application, you’ll know, and you’ll be able to preview it. Help those people submit their application
Endorse entrepreneurs you believe in to let us know you recommend them!
You’ll be kept in the loop through review / fundraising / repayment
Loans endorsed are worth bragging about with Trustee impact
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19. Potential online channel engagement include:
Here are some ways to promote Kiva online:
Resource hub has pre-created documents about Kiva we encourage Trustees to leverage:
You can create a portion on your website to talk about Kiva
Incorporate us into your newsletters and s
Others have written blog posts about us
Done radio segments
You can follow us on
If you want to conduct webinars on the Kiva process, staff members can join in to help
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20. Potential offline channel engagement include:
Workshop or Panel
Offline ways to promote Kiva are often the most effective
Train your staff / colleagues on Kiva and integrate us naturally into your program
You can have Kiva flyers around the office for customers or pass them out
Trustees can conduct pitch competitions to select top people for endorsement or to support people through fundraising
Create Kiva themed workshops / panels on access to capital
Or run offline market place events to celebrate entrepreneurship
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21. Imagine 20 aspiring entrepreneurs with 20 dreams
Kiva is a small team trying to big things.. We need your help to achieve these goals
Ultimately, small businesses are the heart of the American economy and we want to give a hand up to everyone
Imagine these 20 aspiring entrepreneurs
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22. Right now, traditional banks may only be serving 1…
Right now banks may serve only 1..
You can talk about JP’s favorite stats about how SBA only loans <5% to entrepreneurs of color of women entrepreneurs
Kiva U.S Overview 22

23. …CDFIs might help serve a couple more…
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24. With Kiva, we want to light up all 20
Kiva wants to help everyone
60% minority owned businessed
50% female
Marginalized populations
Kiva U.S Overview 24

25. Thank you so much for being part of the Kiva Community
Thank you so much for being part of the Kiva Community. We are excited to support thousands of hard- working entrepreneurs together in 2017!