1. SBIR Proposal Preparation John P. Ujvari Small Business and Technology Development Center SBIR Program Workshop The SBTDC is a business development service of the University of North Carolina system operated in partnership with the NC Department of Commerce and the U.S. Small Business Administration.

2. Personal Overview • Technology and SBIR Program Specialist at NC – SBTDC, Chapel Hill • MBA, Wake Forest University • BS, University of Virginia • Small Business consulting

3. Presentation Overview • Part 1 - Getting Ready to Write • Part 2 - Solicitation selection • Part 3 - Writing Process • Part 4 – Review Process

4. Part 1:Getting Ready to Write ….the hard part

5. SBIR or STTR RightFor You? • Does it fit your business plan? • Is the timeline realistic for your firm? • Is the timeline realistic for your technology and its market? • Do you have the needed resources?

6. Points to Ponder • Proposal prep. Is an investment • Program is highly competitive • Must be committed to long-term R&D program

7. Points to Ponder • SBIR/STTR is not for end-stage commercialization • Must have desire to bring product to market • Does not provide sole support for a firm

8. Applicant Profile Which Proposer is Best Candidate?

9. Proposer 1 • One-track mind • Consumed by his/her idea • Wants money from anywhere

10. Proposer 2 • Proposer looking for a way to make a living • Claims to be able to do anything • Resume resembles rummage sale of technical/marketing activities

11. Proposer 3 • Proposer has been a previous academic grant winner, or has conducted/managed corporate R&D in large firm • Now interested in government-sponsored R&D • Never written an SBIR proposal • Never run a small business

12. Proposer 4 • Proposer is a researcher with entrepreneurial skills and a good idea • Sees SBIR as a long-term product development effort • Understands the small business game and nature of the challenge • Willing and able to expend resources needed to be competitive

13. Key Strengths • Proposer’s credibility (technical and business) is essential • Inventions are a dime a dozen – proposer must know what to do with the idea – must be an entrepreneur • Willing to be a team player • Proposer 4 WINS!

14. Part 2:Solicitation Selection

15. Tools • Zyn.com • SBIRworld.com • Agency websites • Dialog with Program Manager • Speak with previous winners

16. Solicitation Dates

17. Part 3:Proposal Preparation

18. Proposal Preparation • Is a process--not just writing task • No magic formulas for success • Teamwork is important • No guaranteed-to-win strategies

19. Do Your Homework • Communicate with federal SBIR persons • Search the literature • Your own field of expertise • Alternative technical areas • Key application areas • Potential market opportunities • The patent situation

20. Sell, sell, sell • Determine how to differentiate your approach from similar tech • ID competing tech and present +/-’s fairly • Assess how well prepared you are to demonstrate feasibility in Phase I • ID weaknesses in personnel or facilities and find ways to shore up weaknesses • Seek a variety of input early on

21. Know Your Audience • Know the agency’s mission/goal • Find out what has previously been funded • View the agency as a customer – not just as a source of $

22. Know Your Audience • Understand agency’s review process • Assume reviewers are: • skeptical, • in a hurry, • and less knowledgeable than you, • but that they understand the field in general

23. The 10 Components 1. Cover sheet 2. Abstract/project summary (important section–write last!) 3. Description of the problem or opportunity (a hook) 4. Background and technical approach (state-of-the –art) 5. Technical objectives (what you want to determine) 6. Work Plan (how you will get there - milestones) 7. Related Research (what has been done before) 8. Commercial applications (who will you sell to) 9. Key personnel (the team) 10. Budget (justification for $$)

24. Reviewing and Editing • Read for content without stopping to edit • Edit for grammar, punctuation, and consistency • Use several stages of peer review (scientific and business)

25. Reviewing and Editing (cont.) • Use one or more outside technical reviewer(s) • Use a spell-checker, but don’t depend on it • Allow enough time at end for a thorough detailed checklist procedure

26. Strong Competition • Up to 40% of P1 Proposals have been eliminated upon initial screening • Must Have a Solid Proposal Package that Meets All Agency Requirements Follow the rules!!!!

27. Submission • Done electronically for most agencies now • Proposals are not read on a rolling-basis

28. Part 4:Agency Review …. It’s out of your hands now

29. Agency Review • Significance • Approach • Innovation • Investigators • Environment • Safeguards for animal and human subjects (if applicable) • Appropriateness of the budget

30. The upside • Free review of company and ideas • May lead to government contracts • Recognition, verification and visibility • Tremendous $$$ leveraging tool • Establishes credibility for other SBIR/STTR, potential Phase III partners, VCs • $ 1.3 Billion – with very few strings attached

31. Questions ? John P. Ujvari SBIR Program Specialist Phone: 919-962-8297 Email: sbir@sbtdc.org