Item No. 1 of 1

INVESTIGATOR: Coleman, K.

PERFORMING INSTITUTION:
Community Involved in Sustaining Agriculture
1 Sugarloaf Street
South Deerfield, MASSACHUSETTS 01373

BEYOND START UP: BUILDING THE CAPACITY OF MA BEGINNING FARMERS

NON-TECHNICAL SUMMARY: This renewal Standard BFRDP project builds upon a successful Development Grant (PD: Kelly Coleman, award 2012-49400-19591). Half (50%) of the budget will be dedicated to serving socially disadvantaged or limited resource farmers (0% for military veterans). The lead agency (CISA) will manage this state-wide project through an established network of five collaborating agricultural community-based organizations (CBOs): Berkshire Grown, Central Mass Grown, Northeast Harvest, Southeastern MA Agricultural Partnership and Sustainable Nantucket. 100% of federal funds will go to CBOs.The long-range goal of this project is to improve the sustainability and profitability of beginning farm businesses in Massachusetts by providing tailored technical assistance to at least 600 beginning farmers in the following topic areas: entrepreneurship and business training (priority C), financial and risk management training (priority D), and diversification and marketing strategies (priority F). Activities include 78 workshops, 15 networking events, and one-on-one assistance to 300 beginning farmers, plus detailed program evaluation. After participating, farmers will have access to on-going technical assistance and peer support through the collaborating organizations. Primary objectives are: 80% of participants (480/600) "moderately increase" knowledge and 50% of participants (300/600) "substantially increase" knowledge in the areas of marketing, business planning, financial analysis, diversification, or value-added production; 60% of participants (360/600) implement a new market approach or participate in a new marketing opportunity; and 50% of participants (300/600) increase their farm income by at least 5% within one year of completing training. The success of these outcomes will improve the economy and food security of the region.

OBJECTIVES: This project will benefit 600 unduplicated beginning farmers by providing a range of educational tools, training, and peer support.The long-range goal of this project is to improve the sustainability and profitability of beginning farm businesses in Massachusetts. Primary objectives and outcomes are that 80% of participants (480/600) "moderately increase" knowledge and 50% of participants (300/600) "substantially increase" knowledge in the areas of marketing, business planning, financial analysis, diversification, or value-added production; that 60% of participants (360/600) implement a new market approach or participate in a new marketing opportunity; and that 50% of participants (300/600) increase their net farm income by at least 5% within one year. The success of these outcomes will improve the economy and food security of the region.

APPROACH: CISA and our collaborating partners will help beginning farmers diversify, grow, and sustain their farms by improving their skills in MARKETING and BUSINESS AND FINANCIAL TRAINING. This project will build on the programmatic strengths of CISA and our collaborators: marketing and business expertise through our own 'Buy Local' programs, and strong relationships with farmers and farm support services. We will create a comprehensive package of technical assistance opportunities for beginning farmers, focused on marketing strategies and business and financial risk management training, but also including other key topics such as land acquisition and labor management. Training that responds to the unique strengths of individual businesses and the specific needs of beginning farmers will be most successful in supporting the long term viability and financial strength of participating farms.

PROGRESS: 2016/08 TO 2019/08
Target Audience: Audience Emphasis Limited resource producers Small farms Specialty crop producers Women Participants Served Record the total number of unique participants who participated in your program: Total Number of Participants: 521 Enter the actual cumulative number of participants who as a result of your program: Started farming: Target - 0, Actual - 62 Helped prepare to start farming: Target - 0, Actual - 133 Improved farming success: Target - 600, Actual - 326 Changes/Problems: Nothing Reported What opportunities for training and professional development has the project provided? Delivery Total Meetings: 98 Total Meeting Participants: 1734 Total Webinars: 3 Total Webinar Participants: 16 Total Website Visits: 0 Total Online Course Participants: 0 Meetings 2/16/2017: Northampton, MA -- Number of Attendees 19 2/22/2017: Northampton, MA -- Number of Attendees 13 3/22/2017: Holyoke, MA -- Number of Attendees 25 4/4/2017: Holyoke, MA -- Number of Attendees 4 6/2/2017: Hardwick, MA -- Number of Attendees 9 7/13/2017: Hawley, MA -- Number of Attendees 33 11/11/2016: Nantucket, MA -- Number of Attendees 28 2/3/2017: Nantucket, MA -- Number of Attendees 16 2/2/2017: Nantucket, MA -- Number of Attendees 9 3/28/2017: Topsfield, MA -- Number of Attendees 60 5/24/2017: Amesbury, MA -- Number of Attendees 20 10/4/2016: Topsfield, MA -- Number of Attendees 20 7/10/2017: Worcester, MA -- Number of Attendees 5 7/17/2017: Worcester, MA -- Number of Attendees 6 2/7/2017: Lenox, MA -- Number of Attendees 21 3/7/2017: Lenox, MA -- Number of Attendees 20 3/16/2017: Lenox, MA -- Number of Attendees 13 2/26/2017: Dighton, MA -- Number of Attendees 22 2/26/2017: Dighton, MA -- Number of Attendees 14 2/26/2017: Dighton, MA -- Number of Attendees 8 2/26/2017: Dighton, MA -- Number of Attendees 16 2/26/2017: Dighton, MA -- Number of Attendees 17 10/26/2017: Amherst, MA -- Number of Attendees 18 1/18/2018: Northampton, MA -- Number of Attendees 7 1/23/2018: Holyoke, MA -- Number of Attendees 3 1/25/2018: South Deerfield, MA -- Number of Attendees 10 1/31/2018: Holyoke, MA -- Number of Attendees 15 2/13/2018: Holyoke, MA -- Number of Attendees 14 2/27/2018: Northampton, MA -- Number of Attendees 17 3/22/2018: Holyoke, MA -- Number of Attendees 12 2/13/2018: Lenox, MA -- Number of Attendees 12 3/6/2018: Lenox, MA -- Number of Attendees 10 3/20/2018: Lenox, MA -- Number of Attendees 9 3/29/2018: Lenox, MA -- Number of Attendees 17 4/7/2018: Nantucket, MA -- Number of Attendees 10 4/18/2018: Nantucket, MA -- Number of Attendees 8 4/11/2018: Topsfield, MA -- Number of Attendees 35 4/11/2018: Topsfield, MA -- Number of Attendees 35 4/11/2018: Topsfield, MA -- Number of Attendees 35 4/9/2018: Barre, MA -- Number of Attendees 72 7/20/2018: Templeton, MA -- Number of Attendees 21 7/26/2018: Lowell, MA -- Number of Attendees 15 12/11/2017: Lowell, MA -- Number of Attendees 18 9/5/2017: Springfield, MA -- Number of Attendees 8 1/9/2019: Greenfield, MA -- Number of Attendees 31 1/24/2019: South Deerfield, MA -- Number of Attendees 13 1/30/2019: Holyoke, MA -- Number of Attendees 10 2/21/2019: Northampton, MA -- Number of Attendees 15 3/18/2019: Hatfield, MA -- Number of Attendees 12 4/17/2019: Northampton, MA -- Number of Attendees 48 4/22/2019: Hadley, MA -- Number of Attendees 23 7/15/2019: Dighton, MA -- Number of Attendees 8 7/7/2019: Great Barrington, MA -- Number of Attendees 10 2/12/2019: Topsfield, MA -- Number of Attendees 20 2/19/2019: Topsfield, MA -- Number of Attendees 20 2/26/2019: Topsfield, MA -- Number of Attendees 20 2/13/2019: Newburyport, MA -- Number of Attendees 30 10/12/2018: Westborough, MA -- Number of Attendees 23 10/15/2018: Natick, MA -- Number of Attendees 15 3/30/2019: Worcester, MA -- Number of Attendees 7 3/5/2019: Stockbridge, MA -- Number of Attendees 8 3/12/2019: Stockbridge, MA -- Number of Attendees 4 3/19/2019: Stockbridge, MA -- Number of Attendees 9 10/18/2016: South Deerfield, MA -- Number of Attendees 32 2/3/2017: Nantucket, MA -- Number of Attendees 5 2/26/2017: Dighton, MA -- Number of Attendees 10 2/26/2017: Dighton, MA -- Number of Attendees 3 10/8/2017: Greenfield, MA -- Number of Attendees 24 1/22/2018: New Bedford, MA -- Number of Attendees 5 1/31/2018: Plymouth, MA -- Number of Attendees 18 2/25/2018: Dighton, MA -- Number of Attendees 12 2/25/2018: Dighton, MA -- Number of Attendees 10 2/25/2018: Dighton, MA -- Number of Attendees 8 2/25/2018: Dighton, MA -- Number of Attendees 19 2/25/2018: Dighton, MA -- Number of Attendees 28 2/25/2018: Dighton, MA -- Number of Attendees 18 2/25/2018: Dighton, MA -- Number of Attendees 7 2/25/2018: Dighton, MA -- Number of Attendees 27 2/25/2018: Dighton, MA -- Number of Attendees 14 3/20/2018: Grafton, MA -- Number of Attendees 10 3/21/2018: Greenfield, MA -- Number of Attendees 54 4/11/2018: Turners Falls, MA -- Number of Attendees 37 4/30/2018: Hatfield, MA -- Number of Attendees 14 6/6/2018: Westport, MA -- Number of Attendees 19 9/13/2018: Raynham, MA -- Number of Attendees 6 9/19/2018: Carlisle, MA -- Number of Attendees 10 10/24/2018: Westport, MA -- Number of Attendees 25 10/25/2018: Lanesboro, MA -- Number of Attendees 28 11/1/2018: Copake, NY -- Number of Attendees 25 11/13/2018: Hadley, MA -- Number of Attendees 18 11/14/2018: Shelburne Falls, MA -- Number of Attendees 3 11/15/2018: Williamstown, MA -- Number of Attendees 8 11/30/2018: Beverly, MA -- Number of Attendees 12 12/10/2018: Amherst, MA -- Number of Attendees 47 1/14/2019: Plymouth, MA -- Number of Attendees 12 2/24/2019: Dighton, MA -- Number of Attendees 14 2/24/2019: Dighton, MA -- Number of Attendees 17 7/19/2019: Lancaster, MA -- Number of Attendees 10 Webinars 7/9/2019: Number of Attendees 5 8/12/2019: Number of Attendees 5 8/13/2019: Number of Attendees 6 How have the results been disseminated to communities of interest? Promotional Materials Workshop outreach postcard: Break Down beginning farmers- Meat producers Workshop outreach: Grazing Postcard Beginning farmers- animal producers Workshop outreach: Fall Flyer Beginning Farmers Workshop outreach: fall flyer for mailing Beginning farmers Workshop outreach: winter workshop flyer Beginning farmers Workshop outreach: Winter Workshop series post-card reminder Beginning Farmers Workshop outreach: Postcard for spring workshop--front only Beginning Farmers What do you plan to do during the next reporting period to accomplish the goals? Nothing Reported

IMPACT: 2016/08 TO 2019/08
What was accomplished under these goals? Results: What Producers Learned, Achieved, Applied Result 1. 80% of participants will at least moderately increase knowledge in at least one of the following key knowledge areas: marketing, business planning, financial analysis, diversification, or value-added production. Producer action: Understand, Topic: Business and strategic planning When measured: At end of project Estimated Number: 480, Actual Number: 520 How verified: Post-training evaluations (after workshops, networking meetings, one-on-one consultations, or accessing resources) Result 2. 50% of participants will substantially increase knowledge in at least one of the following key knowledge areas: marketing, business planning, financial analysis, diversification, or value-added production. Producer action: Understand, Topic: Business and strategic planning When measured: At end of project Estimated Number: 300, Actual Number: 374 How verified: Post-training evaluations (after workshops, networking meetings, one-on-one consultations, or accessing resources) Result 3. 60% of participants will implement a change such as a new marketing approach or participate in a new marketing opportunity or making an improvement to their financial record keeping, etc. Producer action: Implement, Topic: Marketing plans and strategies When measured: At end of project Estimated Number: 360, Actual Number: 119 How verified: Annual participant evaluations- emails and phone calls at end of years 2 and 3

PUBLICATIONS (not previously reported): 2016/08 TO 2019/08
No publications reported this period.

PROGRESS: 2016/08/15 TO 2017/08/14
Target Audience: Audience Emphasis Limited resource producers Specialty crop producers Women Participants Served Record the total number of unique participants who participated in your program: Total Number of Participants: 122 Enter the actual cumulative number of participants who as a result of your program: Started farming: Target - 0, Actual - 3 Helped prepare to start farming: Target - 0, Actual - 44 Improved farming success: Target - 600, Actual - 74 Changes/Problems: Nothing Reported What opportunities for training and professional development has the project provided? Delivery Total Meetings: 22 Total Meeting Participants: 398 Total Webinars: 0 Total Webinar Participants: 0 Total Website Visits: 0 Total Online Course Participants: 0 Meetings 2/16/2017: Northampton, MA -- Number of Attendees 19 2/22/2017: Northampton, MA -- Number of Attendees 13 3/22/2017: Holyoke, MA -- Number of Attendees 25 4/4/2017: Holyoke, MA -- Number of Attendees 4 6/2/2017: Hardwick, MA -- Number of Attendees 9 7/13/2017: Hawley, MA -- Number of Attendees 33 11/11/2016: Nantucket, MA -- Number of Attendees 28 2/3/2017: Nantucket, MA -- Number of Attendees 16 2/2/2017: Nantucket, MA -- Number of Attendees 9 3/28/2017: Topsfield, MA -- Number of Attendees 60 5/24/2017: Amesbury, MA -- Number of Attendees 20 10/4/2016: Topsfield, MA -- Number of Attendees 20 7/10/2017: Worcester, MA -- Number of Attendees 5 7/17/2017: Worcester, MA -- Number of Attendees 6 2/7/2017: Lenox, MA -- Number of Attendees 21 3/7/2017: Lenox, MA -- Number of Attendees 20 3/16/2017: Lenox, MA -- Number of Attendees 13 2/26/2017: Dighton, MA -- Number of Attendees 22 2/26/2017: Dighton, MA -- Number of Attendees 14 2/26/2017: Dighton, MA -- Number of Attendees 8 2/26/2017: Dighton, MA -- Number of Attendees 16 2/26/2017: Dighton, MA -- Number of Attendees 17 How have the results been disseminated to communities of interest? Promotional Materials Workshop outreach postcard: Break Down beginning farmers- Meat producers Workshop outreach: Grazing Postcard Beginning farmers- animal producers Workshop outreach: Fall Flyer Beginning Farmers What do you plan to do during the next reporting period to accomplish the goals?Nest steps: 1. Workshops, tours, and demonstrations: Finalize topics areas Identify presenters and finalize content and logistics Complete outreach and promotion Register participants Hold workshop Collect and review survey material for feedback, follow up, and ideas for future meetings Track participants for future follow up 2. One-on-one assistance Identify one-on-one experts. Promote TA opportunities to farmers through outreach and promotion and one-on-one relationship building Work with farmers to identify specific needs Pair farmer with assistance provider and schedule meeting Follow up on meeting, track next steps, follow up, feedback and ideas for future TA Track participants for future follow up 3. networking meetings Reach out to beginning farmers to get feedback on networking needs Finalize concept with input from farmers Identify presenters if any and finalize content and logistics Complete outreach and promotion Register participants Hold networking meeting Collect and review survey material for feedback, follow up, and ideas for future meetings Track participants for future follow up 4. Written instructional materials Identify written materials needed such as --Farm stand evaluation, which will give farmers a checklist of farm stand benchmarks and pair a farm stand consultant and farmer-trainer to visit and evaluate participating farm stands and CSA evaluations will give farmers a checklist tool for assessing their existing CSA or deciding if a CSA is a good choice for their farm Research and draft materials Review and edit materials with farmers or experts or other staff, as necessary Publish materials on-line Promote materials Track usage and follow up with any questions generated.

IMPACT: 2016/08/15 TO 2017/08/14
What was accomplished under these goals? Result 1. 80% of participants will at least moderately increase knowledge in at least one of the following key knowledge areas: marketing, business planning, financial analysis, diversification, or value-added production. Producer action: Understand, Topic: Business and strategic planning When measured: At end of project Estimated Number: 480, Actual Number: 206 How verified: Post-training evaluations (after workshops, networking meetings, one-on-one consultations, or accessing resources) Result 2. 50% of participants will substantially increase knowledge in at least one of the following key knowledge areas: marketing, business planning, financial analysis, diversification, or value-added production. Producer action: Understand, Topic: Business and strategic planning When measured: At end of project Estimated Number: 300, Actual Number: 171 How verified: Post-training evaluations (after workshops, networking meetings, one-on-one consultations, or accessing resources) Result 3. 60% of participants will implement a new marketing approach or participate in a new marketing opportunity. Producer action: Implement, Topic: Marketing plans and strategies When measured: At end of project Estimated Number: 360, Actual Number: 0 How verified: Annual participant evaluations

PUBLICATIONS: 2016/08/15 TO 2017/08/14
No publications reported this period.

PROGRESS: 2016/08/15 TO 2017/08/14
Target Audience:In the first year, this project targeted the roughly 3,580 farmers in Massachusetts (NASS 2012 Census) who have operated a farm for fewer than ten years. In contrast to start-up farmers, beginning farmers already own or operate a farm business but have fewer than 10 years of farming experience. The majority of our target audiance meets the USDA definition of "underserved farmers" by virtue of growing non-commodity crops and many of them are women. In addition, some of those participating are also limited resource farmers. Agriculture in Massachusetts is a $482 million enterprise and the state ranks third in the US for average value of direct sales per farm (NASS 2012 Census). Seventy-nine percent of Massachusetts farms are family owned, and 94% of them fit into the category of "small farm" according to the USDA definition of sales below $250,000 (NASS 2012 Census). Farmers in our state grow a wide variety of products, including fruits and vegetables, dairy products, meat and eggs, greenhouse and nursery crops, honey and maple syrup, fiber, and wood products, including Christmas trees. Many farmers produce diverse products and have a similarly wide array of market outlets, including community supported agriculture (CSA) offerings, farmers' markets, farm stands, and direct wholesale accounts. Our recent Development Grant gave us the opportunity to collect first-hand data about Massachusetts beginning farmers: they operate smaller than average farms (73% farm on less than 50 acres, compared to 58% of established farmers) and earn less (80% earn less than $100,000 compared to 46% of established farmers). In 2013, participants grossed $41,000 on average. Changes/Problems: Nothing Reported What opportunities for training and professional development has the project provided? Nothing Reported How have the results been disseminated to communities of interest? Nothing Reported What do you plan to do during the next reporting period to accomplish the goals?In the next reporting period we will continue to offer Workshops, tours, and demonstrations for beginning farmers. CISA and collaborators will coordinate an average of 26 workshops, tours, and demonstrations each year for a total of 78 workshops over three years. (This is more than twice the number of workshops that CISA and its partners currently offer annually.) We project that 12 beginning farmers will attend each workshop for a total projected workshop attendance of 936 farmers. Eight (or 36%) of the 22 farmers that have historically attended CISA's workshops (statewide average attendance is 20 farmers) are beginning farmers. Tailored outreach and content will allow us to attract additional beginning farmers. Based on past experience, we expect 58% of farmers to attend more than one workshop per year. One-on-one assistance for beginning farmers through meetings between farmers and experts. 1:1 assistance will be available year-round and will be aggressively promoted twice a year in the fall and spring. CISA and our collaborators have a list of farmers and other experts qualified to provide mentoring and TA on a 1:1 basis and our three state-wide service providers, The Carrot Project, Land For Good, and MA Farm to School are experienced and qualified. These experts have been vetted by staff and are evaluated by farmers after every meeting. Eleven networking meetings over two years. Meetings will provide opportunities for resource sharing, informal training, and business development. At least five networking opportunities will be offered across the state per year. Written instructional materials available directly to farmers on-line for beginning farmers. CISA's existing on-line 'Marketing Tip Sheets' alone had nearly 500 views in 2015 by farmers and agricultural service providers. New written material will be available starting in the summer of 2017 and additional material will be added on a regular basis for the remainder of the grant. CISA will create and host written materials on-line and share them directly with our collaborators. The on-line material will allow farmers to access content from workshops after attending or when they cannot attend a workshop. In particular, we will be writing up and publishing new research on CSAs and Farm stands for beginning farmers as well as a number of resources and tipsheets. Evaluation of our work will be performed annually. Starting this fall we will survey all year-one participants and collate that data and will continue to monitor evaluations annually.

IMPACT: 2016/08/15 TO 2017/08/14
What was accomplished under these goals? During the first year of this grant CISA worked with our collaborators to finalize scopes of work and define partnerships and we held two in-person meetings with key subcontractors. We also signed MOUS with our elevator and state-wide technical assistance providers. We developed the evaluation tracking forms and provided training to our partners on using the evaluations and tracking forms so we could collect data about the activities and impact. Combined, CISA and our collaborators planned and hosted 19 workshops, tours and demonstrations between 8/15/16 and 8/14/17 which served 167 beginning farmers, we coordinated 75 one-on-one assistance meetings for 135 beginning farmers on topics that ranged from business planning to marketing strategies. We held 4 networking meetings in first year with 50 beginning farmers. Networking meetings were challenging to organize in the first year, as we wanted them to be driven by beginning farmers' needs and interests and so we postponed several networking meetings to year two and will offer two networking meeting in that year. Finally, we began to identify written instructional materials to be available to farmers on-line and have begun research and assessments on farm stands and CSAs to help beginning farmers assess if these are good sales outlets and to evaluate their current offerings. We are also working on written guides to grant writing. Additional material will be developed in the coming two years. We are now collecting data from first year participants to understand changes to their knowledge, markets, and farm income.

PUBLICATIONS: 2016/08/15 TO 2017/08/14
No publications reported this period.