Developing the Business of Technology

Transcription

1 Developing the Business of Technology SBIR Proposal Preparation Tips: Contracting Agencies 2018 Mid Atlantic SBIR/STTR & Commercialization Conference April 25, 2018 Becky Aistrup Managing Partner bbcetc.com 1

2 Contract Agency Proposal Prep Doing Your Homework Writing Your Proposal for a Contracting Agency Role and Importance of Phase III Agency Differences -- Grants vs. Contracts Grants Assistance Project/proposal is welldefined, but no formal agreement Progress/final reports Broad topics funded Agency contact unlimited No Phase III opportunities Contracts Procurement Well-defined, legally binding statement of work, obligations, responsibilities Specific deliverables defined Topic Specific Response Agency contact limited Phase III opportunities 4 2

3 Grants vs. Contracts Grants Investigator Initiated Topics HHS (95% $$), NSF, USDA, DOE, ED Some agencies might have topic areas (aka buckets ) Open communications with Agency personnel External peer review Contracts Agency-specified topics DoD, NASA, DHS, EPA, DOT, DOC, ED, HHS (5% $$) Must respond to a topic Limited time to prepare ( 8-12 weeks) Limited communications once solicitation opens Internal review Contracting Agencies 3

4 Doing your homework 7 8 4

5 NASA s Strategic Approach to SBIR/STTR Ultimate objective is to achieve infusion of critical technologies into NASA Mission Directorates Flight programs/projects Ground or test systems Other uses to advance NASA s mission 9 NASA Centers 10 Mission Directorate sites 5

6 Space Technology Technical Areas 11 Each has a Technology Roadmap available at How NASA defines subtopics Space Technology Technical Areas TA1 TA

7 SBIR/STTR Program at NASA The NASA SBIR/STTR programs accepts proposals with substantive innovation. Mechanism used is a firm-fixed-price contract to be completed on a best effort basis. Phase I SBIR proposal award rate ~21%. Phase I STTR proposal award rate ~45% Approximately 1:3 of the awarded Phase I contracts are selected for Phase II. NASA is a potential Phase III customer NASA may award Phase III contracts for products or services with non-sbir/sttr funds May award sole-source contracts without Full & Open Competition 13 NASA SBIR/STTR: 3 Phases 3+ Years, $875,000-1,625,000+ Phase I: 6 Months, $125K Phase II: 2+ Years, $750K - $1.5M* Phase III: Commercialization (no federal SBIR/STTR $$) Includes possible Phase II extension programs 14 7

8 Annual NASA SBIR/STTR Solicitation FY 2018 solicitation was released January 2018 Approximately 60 days until submission deadline No longer has General and Select solicitation topics Summer Industry Day offers interaction opportunity with topic authors NASA Solicitation Phase I (both SBIR & STTR) Max performance period: 6 mo. Max budget: $125,000 Phase II (both SBIR & STTR) Max performance period: 24 mo. Max budget: $750,000 Maximum 10 proposals submitted per cycle Max 5 SBIR awards per company Max 2 STTR awards per company 16 8

9 NASA Program Contacts 17 Understand the Topic 18 9

10 Select a subtopic Must respond to a topic and subtopic 19 Do your subtopic homework Marshall Space Flight Center Langley Research Center Does your topic fit one of these areas? 20 10

11 Google search Marshall Space Flight Center + cryogenic storage 21 Do your homework NASA TechSource Review prior program solicitations, awards, procurement information Accessed from NASA s SBIR/STTR Homepage 22 11

12 23 Resources 24 12

13 View sample proposals & forms 25 NASA Proposal components 23 Pages (Including Cover Sheet) 1. Cover Sheet (Form A), electronically endorsed, counts as 1 page towards the 23-page limit; Page 1 2. Proposal Summary (Form B), counts as 1 page towards the 23- page limit; Page 2 3. Budget Summary (Form C), counts as 1 page towards the 23- page limit; Page 3 4. Technical Content (11 parts) not to exceed 20 pages for SBIR and 19 pages for STTR 5. Cooperative R/R&D Agreement between the SBC and RI (STTR only), counts as 1 page towards the 23-page limit 6. Briefing Chart (not included in the 23-page limit and must not contain proprietary data)

14 NASA SBIR/STTR 2017 Technical Plan* Part 1: Table of Contents Part 2: Identification and Significance of the Innovation Part 3: Technical Objectives Part 4: Work Plan Part 5: Related R/R&D Part 6: Key Personnel and Bibliography of Directly Related Work Part 7: Relationship with Phase II or other Future R/R&D Part 8: Facilities/Equipment Part 9: Subcontracts and Consultants Part 10: Potential Post Applications (Commercialization) Part 11: Essentially Equivalent & Duplicate Proposals & Awards *Not to exceed 20 pgs. for SBIR & 19 pgs. for STTR! Proposal Review Criteria Factor 1: Scientific/Technical Merit and Feasibility Factor 2: Experience, Qualifications and Facilities Factor 3: Effectiveness of the Proposed Work Plan Factor 4. Commercial Potential and Feasibility Factor 5. Price Reasonableness 28 14

15 DoD DoD s SBIR/STTR BAA** 29 **Solicitations are now called BAAs by DoD DoD s SBIR/STTR focus Topics are Mission-driven Primary focus on the warfighter Some additional service requirements Topics across many technologies & products Topics and rules are Component-Specific 30 15

16 DoD Solicitation Topics Only proposals submitted in response to topics in solicitation accepted! DoD scientists and engineers author solicitation topics Awarding Component Component-specific instructions Unique topics 31 DoD Three-Phase Program Each component has unique guidelines and rules Phase I awards Total $100,000 - $150,000 $80-150K Base + (if applicable) $50-70K Option Navy has increased PhI budget to $225,000 Total 6 to 18 months 6-7 mo. Base + (if applicable) 4-6 mo. Option Phase I Option (not used by all components) May be exercised to fund interim Phase I activities while a Phase II contract is being negotiated Only Phase I efforts selected for Phase II awards are eligible to have the Phase I Option exercised Technical proposal, Cost proposal & Timeline must separate the Base and Option periods It is VITAL to demonstrate feasibility within the Base period 32 16

17 DoD Three-Phase Program Each component has unique guidelines and rules Phase II awards Awarded on the basis of results of Phase I scientific, technical, and commercial merit of Phase II proposal Typically $1,000,000 Generally ~ 24 months (subject to negotiation) Expected to produce well-defined deliverable prototype No more Direct to Phase II 33 DoD Three-Phase Program 34 Phase II continuation funding is to encourage transition of SBIR research into DoD acquisition programs Phase II Enhancement/Phase II Plus SBIR/STTR matching investment funds the company obtains from non-sbir/non-sttr sources such as DoD acquisition programs or private sector Can extend Phase II contract up to 1 yr. and match up to $500K of non-sbir/non-sttr funds FastTrack no longer available Direct to Phase II no longer available Sequential Phase II Phase II contractor may receive up to one additional, sequential Phase II award for continued work on the project, up to $500K TALK TO YOUR TPOC DURING Phase II 17

18 DoD Three-Phase Program (cont d) Phase III Commercialization phase Derives from, extends or logically concludes efforts performed under prior SBIR/STTR funding agreements from any agency Must be funded by sources outside of SBIR/STTR (private sector and/or non-sbir Government) Develop prototype into viable product/service for sale in military and/or private sector markets Within DoD, often initial customer is prime contractor for a major weapon system or program of record, not DoD directly DoD Components Participate Air Force Navy Army Missile Defense Agency (MDA) DARPA Defense Microelectronics Activity (DMEA) Defense Health Agency (DHA) Office of the Secretary of Defense (OSD) Chemical & Biological Defense (CBD) Special Operations Command (SOCOM) Defense Threat Reduction Agency (DTRA) Defense Logistics Agency (DLA) National Geospatial Intelligence Agency (NGA) 18

19 DoD SBIR/STTR Budget by Component SBIR is 3.2% of RDT&E in FY17 STTR is.45% of RDT&E in FY17 DoD is >50% of Federal SBIR Budget CBD SOCOM OSD DTRA DARPA DLA DMEA NGA DHP Annual Funding Army DoD Budget FY16 MDA SBIR: $1.06B STTR: $152M TOTAL: $1.212B AF Navy Army Navy AF MDA DARPA OSD DTRA SOCOM CBD DLA/DMEA NGA DHP SBIR $190 $317 $293 $77 $77.5 Figures are $1.2 in millions$9.1 $13.8 $16.6 $4.9 $0 $63 STTR $21 $47.5 $44 $11.5 $11.6 $.2 $1.37 $2.1 $2.5 $.7 $0 $ $211 $364.5 $337 $88.5 $89.1 $1.4 $10.47 $15.9 $19.1 $5.6 $0 $72.5 DoD Programs are Component-Specific!* Component STTR? Budget Duration (Base + PhI Option) Army Yes SBIR: Base NTE $100K + PhI Option NTE $50K (SBIR) STTR: Base NTE $150K 6 mo base + 4 mo Option 6 mo base Navy Yes Base NTE $125K + PhI Option NTE $100K SBIR: 6 mo base + 6 mo Option STTR: 7 mo base + 6 mo Option Air Force Yes PhI NTE $150K 9 mo CBD Yes Base NTE $100K + PhI Option NTE $50K 6 mo base + 3 mo Option DARPA Yes Base NTE $100K + PhI Option NTE $50K OR Base NTE $175K + Ph I Option NTE $50K DHA Yes PhI NTE $150K 6 mo SOCOM No Phase I NTE $150K 6 mo DLA Yes Base NTE $100K 6 mo 6 mo base + 4 mo Option OR 6 or 12 mo base + 3 or 4 mo Opton DMEA Yes PhI NTE $150K 6 mo DTRA No PhI NTE $150K 7 mo MDA Yes Base NTE $100K + Option NTE $40K (STTR no option) 6 mo base + 6 mo Option OSD No Base NTE $150K 6 mo 38 *Subject to change; NTE = Not to Exceed 19

20 Overall DoD SBIR Instructions Component Specific Topics & Instructions Overall DoD STTR Instructions Component Specific Topics & Instructions 40 20

21 TPOC Technical Point of Contact Responsible for monitoring the technical performance of a contract Often the author of the topics that appear in solicitations; Topic Author is synonymous with TPOC Can be an excellent champion for the small business and can answer technical questions during the open period 41 Each DOD SBIR/STTR Topic Contains: 42 Topic Number Title Research & Technical Area Topic Author (TPOC) Acquisition Program Special Considerations ITAR Restrictions Objective Description Phase I Requirements Phase II Requirements Phase III / Dual Use Military and Commercial Applications References Keywords 21

22 Using the Solicitation to Guide Your Writing Acquisition Program Directed, funded effort that provides a new, improved or continuing materiel, weapon or information system in response to an approved need Managed under a single Program Manager Provides Info to use for Commercialization Plan Acquisition Program manager Participating contractors Status and timeline How does proposed product fit & when? 22

23 Google Search joint non-lethal weapons program Topic Example N Google search Look for key DoD terminology and do some basic searching to understand the concepts 23

24 Talking to the TPOC in the Open Period Understand the DoD and component needs stated in the solicitation Do your research before you call Develop a quad chart or white paper to summarize how your technology addresses the need the TPOC and request a phone discussion Attach the brief you ve prepared Questions to ask Is our approach to your problem responsive to the topic solicitation? Is there an identified acquisition program? If not, how do you see this project transitioning to Phase III? What group/lab leads this research topic within the Component? Quad Chart 24

25 Insert Topic Title/# Here PI: Insert PI name here Org: Insert performing organization name here Problem, Hypothesis and Military Relevance State the problem to be studied, or State the hypothesis to be tested Concisely outline the rationale for the research project Describe military relevance (relationship to selected focus area(s) in announcement) Describe why your company/technology is appropriate Proposed Solution Insert a picture or graphic here that represents the proposed work Timeline and Cost Describe objectives of the proposed project Summarize the specific aims Concisely identify anticipated study outcomes You may reduce font size if needed, but 12 point minimum is recommended Company Information Activities FY Enter description of major activity or phase 1; insert or delete rows as needed Enter description of major activity or phase 2; insert or delete rows as needed Enter description of major activity or phase 3; insert or delete rows as needed Estimated Budget ($K) xxx xxx xxx xxx Topic: Blast Distribution Modeling for Buildings & Confined Spaces, N PI: Jane Doe Company: Acme Inc. ACME Contribution to the Requirement Description of technology: Empirical model that will predict size, mass, velocity & distribution of debris produced inside of buildings by IEDs Considers windows, walls, utility systems, office equipment and furnishings as sources Uses charge weight, location, building characteristics & equipment as input data Need and Value to DoD Requirement: Compiles database of blast debris generated from actual events and field tests User friendly Windows version of model will add credibility to force protection vulnerability assessments Shows detailed benefits of facilities upgrades Technical Approach Project Objectives and Scope: Phase I: Develop model that provides estimates for size and mass (± 0.1 m accuracy) in operational environment Phase II: Refine model to include velocity and distribution (± x% accuracy) & to operate on Navy s proprietary XYZ platform Major Activities/Milestones: Month 4: accuracy demonstration Month 6: software prototype proven to TRL 4 Deliverables: Technical report on debris data sources Software model for rapid distribution Phase II: User manuals & handheld platform software Cost and Schedule Estimated PhI Cost: $149,997 TRL: Current = 2 End of Ph I = 4 Company/Team Capabilities 5 years prior work with Prime Contractor X on distribution blast system design X, Y and Z testing capabilities in-house; specialized testing on mass distribution with subcontractors Naval Research Lab & University of Knowledge PI offers specific expertise in A and B system development for a battlefield environment 50 25

26 Defense Technology Quad Chart 51 DoD Evaluation Criteria Soundness, technical merit, and innovation of the proposed approach Qualifications of the proposed/key investigators, supporting staff, and consultants Potential for commercial (Gov. or private sector) application and benefits expected to accrue from this commercialization WEIGHT PH I PH II

27 Writing the Contract Agency Proposal DoD & NASA Follow Agency Rules! 1. Follow the rules in the DoD SBIR solicitation 2. Follow specific instructions of DoD Awarding Component (Navy, Air Force, etc.) to which you are applying Instructions found in Solicitation Topics of each Award Component Each Award Component has unique rules/guidelines! 27

28 Planning the Project Your definition of Feasibility Define the Technical Objective(s) Identify the Critical Tasks How long will each task take? By whom and where will they be done? Remember to consider Base + Option if required (i.e. DoD) Define criteria for acceptance Measurable performance goal Sometimes they define it for you Based on end application for the Agency 55 Writing the SBIR Proposal Primary Questions to be Answered What you are going to do? Why is it worth doing? Who is going to do the work? Where are you going to do the work? How much will it cost? How are you getting it to market? 28

29 The Entire Package - DoD NEW Volume 1: Cover Sheet Volume 2: Technical Proposal Sections 1 11 Volume 3: Cost Volume Volume 4: Company Commercialization Report Completed online Required of all proposers Volume 5: OPTIONAL Supporting Documents Not allowed by all components Can include letters of support, additional cost info, assertion of technical data rights, allocation of rights, lifecycle certification, other Volume 2: Technical Volume Outline 20 Pages maximum, to include: 1. Identification and Significance of the Problem or Opportunity 2. Phase I Technical Objectives 3. Phase I Statement of Work (including Subcontractors Efforts) 4. Related Work 5. Relationship with Future Research or R&D 6. Commercialization Strategy 7. Key Personnel 8. Foreign Citizens 9. Facilities/Equipment 10. Subcontractors/Consultants 11. Prior, Current, or Pending Support of Similar Proposals or Awards 29

30 1. Identification/Significance--OUTLINE Statement of the problem Technical challenge and barriers to solution What you will do that has not been done before What aspect of the problem are you addressing? Why is your approach unique? Why is it better than prior efforts? How does it build on the state of the art? What is your technological innovation? Significance What will your technology enable that is not present now? What are the end products/services and why are they important to the DoD Component? To other government agencies? To the commercial market? What are the social and economic impacts and benefits? Technical Objectives Pointers REMEMBER, it s all about them Their objectives are your objectives Objectives should be bounded by resources company can bring Staff Facilities Presentation: Begin by specifying objectives most clearly related to the solicitation topic and agency concerns. Proceed to objectives relating to "spin-off" benefits. Must be secondary to topic related objectives. Keep objectives short, to-the-point & quantifiable 60 30

31 2. Technical Objectives--OUTLINE List & explain the key objectives to be accomplished in Phase I Objective 1 Measurable criteria for acceptance Objective 2..(repeat for all Objectives) Measurable criteria for acceptance How this leads to Phase II Commercial implications of achieving Objectives Focus on the DoD problem Phase I Statement of Work Detailed Approach to the Problem ~6-8 Pages Describe exactly what work you and your subcontractors will conduct in order to accomplish your objectives and demonstrate feasibility If you win, you will have to deliver what you state in your work plan Don t over-promise You won t be able to deliver on budget and on time Don t under-promise - Unchallenging plans are not competitive 62 31

32 3. Phase I Statement of Work--OUTLINE For each objective: <Objective Restated> i. Rationale ii. Experimental Design and Methods iii. Data Analysis and Interpretation iv. Potential Pitfalls/Alternative Approaches v. Expected Outcomes 63 Technical Objective s Technical Objective 1 PI/Chief Scientist, Ph.D. Chemist, M.S. NewCo. Labs Technical Objective 2 PI Chief Scientist, Ph.D. NewCo. Labs Technical Objective 3 Engineer, M.S. MidWest University Technical Objective 4 Scientist, Ph.D. Research Co. 2 Gantt Chart-Include Base & Option if needed Month BASE Period OPTION Period 32

33 4. Related Work--OUTLINE For key work conducted by team members: Short description and how relevant Client for whom work was done Completion date References if relevant Describe others work in the field and how your proposed work advances the state-of-the-art Must include references Relationship with Future R&D Research or Research and Development DoD likes to fund work with a future! Synthesize material presented earlier in the proposal. Begin by summarizing expected outcomes. Indicate how each anticipated result will facilitate your ability to conduct Phase II and III R&D Identify any clearances, certifications, approvals needed to do Phase II or III and outline plan for completion 66 33

34 6. Commercialization Strategy--OUTLINE Phase I (~1 page) Product & Competition First product/service Value proposition enabled by your innovation Main competition and why your solution is better Market Opportunity Anticipated target markets or market segments Component, DoD, Government, Private sector Estimated market sizes (include citations) Business model/commercialization strategy to reach markets Financing & Revenue Model REQUIRED: Schedule of quantitative commercialization results How you will finance your innovation to reach Phase III? Commercialization Strategy Phase II MUST address five questions: What is the first product the technology will go into? Who will be the customers, and what is the estimated market size? How much money will be needed to bring the technology to market & how will that money be raised? Does the company have marketing expertise and, if not, how will that expertise be brought into the company? Who are the proposing firm s competitors, and what is the price and/or quality advantage over those competitors? 68 34

35 Commercialization Plan Know Your Customers Lab or Field Activity Prime Contractors TPOCs/Program Managers Demonstrate the Value You Bring Programs are Driven by: Cost Savings Development Cost Production Cost Life Cycle Quantify and Compare Capabilities / Weight / Space Key Personnel PI must have good R&D experience and technical expertise in the area of the project Related work experience should indicate that the PI has successfully managed similar projects Emphasize existence of a complete R&D project team Company is important to DoD since they expect to acquire resulting technology 70 35

36 8. Foreign Citizens/ITAR Identify any foreign citizens you expect to be involved on this project as a direct employee, subcontractor or consultant For these individuals, please specify their country of origin, the type of visa or work permit under which they are performing and an explanation of their anticipated level of involvement on this project You may be asked to provide additional information during negotiations in order to verify the foreign citizen s eligibility to participate on a SBIR contract Facilities & Equipment Briefly describe the key relevant facilities and equipment to be utilized Include specifics on all laboratory or clinical, computing, and office facilities and equipment crucial for the project 72 36

37 10. Subcontractors/Consultants Building a Team Keep the crucial work in-house Consultants and subcontractors should be used for clearly defined, support functions Project review Product testing Specific experimental operations or data collection. If you are farming everything out, why should the agency hire you in the first place? 73 DoD - Cost Proposal Complete the cost proposal in the format shown in the Cost Breakdown Guidance Use either (phase I only) Online cost proposal form on the DoD Electronic Submission Web Site Last page(s) of your technical proposal IF specified in the component instructions. Budget Justification Budget Details Enough information provided to allow understanding of how the proposer plans to use requested funds

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39 Cost Proposal Detail List all key personnel by name and number of hours dedicated to the project as direct labor Special tooling and test equipment and material cost may be included under Phases I and II Inclusion of equipment and material will be carefully reviewed Cost for travel funds must be justified and related to the needs of the project 77 Company Commercialization Report REQUIRED for all applicants! Volume 4 Submit through DoD Electronic Submission Web Site MUST be updated at least every 12 months for all Phase II awards List the quantitative commercialization results of prior Phase II projects from ALL agencies (not just DoD) Sales revenue (including additional funded research) Additional investment from non-sbir sources Used in fielded DoD system or acquisition program? Patents and applications Growth in number of firm employees Completed an IPO or private offering? Comparison of results to historical averages Used to calculate a Commercialization Achievement Index (CAI) value. Only firms with > 5 completed Phase II projects 5th percentile receive 1/2 of the evaluation points available 39

40 SBIR/STTR Contracts are all about Phase III SBIR/STTR: 3 Phases 3 Years, ~$1,150,000+ Phase I: 6 Months, $150K Phase II: 2 Years, ~$1,000 K+ Phase III: Commercialization (no federal SBIR/STTR $$) 80 40

41 Phase III Definition Phase III SBIR/STTR is defined as: Work that derives from, extends, or completes effort(s) performed under prior SBIR funding agreements and is funded by other than SBIR Phase I or Phase II funds The additional work can be further R&D, service work, or any other type of project including materials acquisition Phase III Rights Phase III offers: Continued SBIR Data protection from disclosure and roll over of SBIR Data Rights Sole source federal contracts, sparing DoD (or other agencies and Prime Contractors) the requirements for competition Phase III Preference rights To properly administer, the SBIR company must properly identify and mark all materials that relate to a Phase III 41

42 Phase III Funding Agreements Preference given to the SBIR products develop for agency requirements that constitute a Phase III Congress intended that Phase IIs be awarded sole source to the SBIR developer Award of a Phase III to other than the SBIR developer must be reported to SBA prior to award Agencies must report annually all such instances to SBA SBA must report all such instances to Congress Phase III Funding Agreements No limit on the number of Phase III s No limit on duration of the funding agreement No limit on the type of funding agreement i.e. grant, contract, cooperative agreement, other transaction, or subcontract No limits on dollar value Phase III may be funded by different agency or agencies that funded Phases I or II 84 42

43 Phase III Funding Agreements There is no limit on the time that may elapse between Phase I/II award and Phase III There is no limit on the time that may elapse between one Phase III and a follow-on Phase III The small business size limits do not apply to Phase IIIs 500 employee size limit does not apply Therefore, the affiliation rule has no practical application Benefit is therefore transferrable if the company is acquired (i.e. Lockheed Martin story) 85 Phase III Summary You must identify Phase III status for a contract, grant or other funding mechanism in order to have Phase III rights. MARK EVERYTHING Phase III is defined in the statute, not the SBIR clauses Continued SBIR Data Rights and other Phase III rights flow from the determination that a contract or grant is Phase III Phase III adds value to the firm 86 43

44 A tool to help you with Contracting Officers Clarifies rights of the small business and responsibilities of the Contracting Officers Available at Technology Transition Transitioning fundamental scientific discovery to operational systems is the goal of SBIR/STTR Process from S&T to R&D to operational product is a long, non-linear process involving many government communities DoD objective is to provide the best possible technology to operational units at the earliest possible date at the lowest cost 88 44

45 Technology Readiness Levels TRLs are a scale to describe maturity of a technology for a particular use: Least mature (TRL1) to most mature (TRL 9) Provides Common language and standard for assessing the maturity of a technology and plans for its future maturation Framework for evaluating technologies which helps assess risk of inserting a technology into a new or existing program 89 TRL = Technology Readiness Level Basic Technology Research TRL 1: Basic principles observed and reported Research to Prove Feasibility TRL 2: Technology concept and/or breadboard validation in a laboratory environment TRL 3: Analytical and experimental critical function and/or characteristic proof of concept Technology Development TRL 4: Component and/or breadboard validation in relevant environment Technology Demonstration TRL 5: Component and/or breadboard validation in relevant environment TRL 6: System/subsystem model or prototype demonstration in a relevant environment (ground or space) System/Subsystem Development TRL 7: System prototype demonstration in a space environment System Test, Launch and Operations TRL 8: Actual system completed and flight qualified through test and demonstration (ground or space) TRL 9: Actual system flight proven through successful mission operations 45

46 Step-level increases in complexity How TRLs are Used Help make decisions concerning technology development and transition Provide a common understanding of technology status Convey what has been demonstrated with the technology to date Used as a factor in technical risk management Helps make decisions about technology funding and transition Used to scope Acquisition Programs and requirements 46

47 Goal of SBIR/STTR Programs Tips for Succeeding with SBIR Contracts Just getting started? Research topics consistent with your business strategy Current and past solicitations identify Contract agency technology needs Know structure of Agency and procuring services Submit proposals for problems you can solve Prepare to be innovative Already have a Phase I? Know your target platform/system for insertion Build strategic partnerships (Primes, Universities, Acquisition Program Managers-Tech Directors- Requirements Officers) Plan commercialization path early with TPOC 94 47

48 SBIR Proposal Preparation Tips: Contracting Agencies 2018 Mid Atlantic SBIR/STTR & Commercialization Conference April 25, 2018 Becky Aistrup Managing Partner bbcetc.com 48