…know what you are selling and why…
1. The Foundation    Know Your Business    Be Willing To Risk It All    Don’t Go It Alone    Long Term Vision    Buil...
“Go to the ant, you sluggard; consider its ways and be wise!” Pr 6:6     Hands-on Experience     Language, Acronyms, Org...
“The plans of the diligent lead to profit as surely as haste leads to poverty.” Pr 21:5     If you won’t invest – how can...
“Plans fail for lack of counsel, but with many advisers they succeed.” Pr 15:22     Wisdom in the council of many     Ma...
“Where there is no vision, the people perish…” Pr 29:18     Vision = Patience with Reachable Goals     Do not let failur...
“The mind of man plans his way, But the LORD directs his steps.” Pr 16:9     Road map     What you share with others   ...
“I will give you hidden treasures, riches stored in secret places, so that you may know that I                       am th...
“You, my brothers and sisters, were called to be free. But do not use your freedom to indulge the                         ...
“Even a child is known by his actions, by whether his conduct is pure and right.” Pr 20:11     With co-workers and peers ...
Check Your Foundation:             1     Know your business                   Needed capital                   Team ass...
    Help           Small Business Administration (SBA)             http://www.sba.gov/           How To Do Business Wi...
    Practical Growth “Do’s”           Establish “Template packages” for using your current contract vehicles – ease of u...
Germanna Government Contracting5/31/2011            Seminar 2011
    The logical contract build-up:           Subcontract to a company you know           SBIR/STTR proposals          ...
    SBIR – Small Business Innovative Research      Program        Started by Congress in 1982        Purpose:          ...
    Eleven Participating Agencies           Dept. of Agriculture (USDA)           Dept. of Commerce (NOAA, NST        ...
    Three phase process:           Phase I             Up to $150K – recently raised from $85K             6 months du...
    To be eligible for SBIR Funding, companies must:           be at least 51-percent American-owned, independently     ...
    Small businesses that have an innovative technology or a      novel approach to a problem           Government is lo...
    Three phase process:           Phase I             Up to $100K             12 months duration             Feasibi...
    To be eligible for STTR Funding there must be      a partnership between industry and a research      institution:   ...
    Partnership that works well together, has a good division of      responsibility and has a good approach for developi...
     0 Mo. - Posting of Phase I topics      2 Mo. – Phase I Proposal due to government      7 Mo. – Phase I contract aw...
    Any recorded technical information developed during the      performance of an SBIR or STTR award:           Reports...
    Covers any work that “derives from, extends, or logically concludes     effort(s) performed under prior SBIR funding ...
    2.5% of federal extramural budget (for agencies doing >$100M in      R&D) goes to SBIR program – This accounts for ov...
    Cover page(s) – (Includes abstract for public release)     Identification & Significance of the Problem or      Oppo...
Germanna Government Contracting5/31/2011            Seminar 2011
FedBizOpps:                                            • Open competitions                                            • Al...
    Bob Duffy      SimVentions Business Development      bduffy@simventions.com      (540) 372-7727 x7005     Larry Root...
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Sim v gcc_brief-06062011v2

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Sim v gcc_brief-06062011v2

  1. 1. …know what you are selling and why…
  2. 2. 1. The Foundation  Know Your Business  Be Willing To Risk It All  Don’t Go It Alone  Long Term Vision  Build A Business Plan  What Is Unique About Your Idea  Establish A Culture 2. Relationships Are Key 3. Practical Steps 4. In Depth Look (SBIRs/STTRs) Germanna Government Contracting5/31/2011 Seminar 2011
  3. 3. “Go to the ant, you sluggard; consider its ways and be wise!” Pr 6:6  Hands-on Experience  Language, Acronyms, Organizations, Systems, Tools, etc.  Landscape  Movers and Shakers  Get Involved in Peripheral Organizations (Chamber, MAC, FredTech, SNA, IEEE, SISO, OMG, AOC, Busine ss Roundtables and After Hours, NCMA, ASNE, NSBA/SBTC, BBB, QAISC, NDIA, Breakfa st Clubs, etc.) Germanna Government Contracting5/31/2011 Seminar 2011
  4. 4. “The plans of the diligent lead to profit as surely as haste leads to poverty.” Pr 21:5  If you won’t invest – how can you convince others to invest?  Requires a passion and love for what you will be doing  Insufficient capital is a common mistake  Angel / VC Investors verses Private Germanna Government Contracting5/31/2011 Seminar 2011
  5. 5. “Plans fail for lack of counsel, but with many advisers they succeed.” Pr 15:22  Wisdom in the council of many  Many hands make light work – lots of hats to wear  HR, Security, Facilities, Finance, Contracts, BD, Marketing, IT, Cor porate Management, Investor Management, etc.  More Partners means More “Skin in the game” means More folks working to make it a success  Maintain balance between home and work Germanna Government Contracting5/31/2011 Seminar 2011
  6. 6. “Where there is no vision, the people perish…” Pr 29:18  Vision = Patience with Reachable Goals  Do not let failures defeat you  Drive, determination and positive attitude keeps you moving forward through the bumps  High percentage of businesses fail within 5 years Germanna Government Contracting5/31/2011 Seminar 2011
  7. 7. “The mind of man plans his way, But the LORD directs his steps.” Pr 16:9  Road map  What you share with others  Writing it down is the first step to making it real Germanna Government Contracting5/31/2011 Seminar 2011
  8. 8. “I will give you hidden treasures, riches stored in secret places, so that you may know that I am the LORD, the God of Israel, who summons you by name.” Isa 45:3  Why would someone want to work with / for you?  What is it that will set you apart from your competition? Germanna Government Contracting5/31/2011 Seminar 2011
  9. 9. “You, my brothers and sisters, were called to be free. But do not use your freedom to indulge the flesh; rather, serve one another humbly in love.” Gal 5:13  Defined by your Purpose, Vision, Mission and Core Values  Purpose – why you want your business to exist  Vision – purpose translated to your “field of play”  Mission – wheels that allow you to move toward your Purpose and Vision  Core Values – measuring sticks by which you can determine how far down the road toward your Purpose and Vision you have traveled Germanna Government Contracting5/31/2011 Seminar 2011
  10. 10. “Even a child is known by his actions, by whether his conduct is pure and right.” Pr 20:11  With co-workers and peers  With other companies  With bank  With your employees  With your customers  With your managers  With your investors  With your local community  With your technical communities of interest Germanna Government Contracting5/31/2011 Seminar 2011
  11. 11. Check Your Foundation: 1  Know your business  Needed capital  Team assembled  Business plan w/Long term vision Fill Your Funnel with Opportunities:  Established culture  Opportunities grow as your  Consistent marketing material 2 reputation and relationships grow  The culture is attracting the right • FedBizOps work force • SBIR / STTR  Leverage existing relationships • BAAs • CRADAs • GSA • Seaport-e • Subcontracts (large/small) The • • CEOSS Commercial Business Development Build your reputation: & Networking5  Best way to increase your relationships Track BD • Past Performance Funnel • CPARS • Community involvement (local and technical) • Conferences and Symposiums • Technical papers and books 3 Celebrate Wins! they build “roads” for • Newspapers / Articles the delivery of work (i.e., task orders / delivery orders) and the building of relationships (old and new) 4 Deliver on your wins. Employees are the best BD’ers  Manage expectations  Over deliver  Pay attention to details Germanna Government Contracting 5/31/2011 Seminar 2011
  12. 12.  Help  Small Business Administration (SBA)  http://www.sba.gov/  How To Do Business With…  http://www.navsea.navy.mil/nswc/dahlgren/default.aspx  Business Opportunities  Small Business Tool  Small Business Advocates  Naval Surface Warfare Center Dahlgren - Mr. Kris Parker  Contact Info: Phone: 540-653-4806 kristofer.parker@navy.mil  DoD Office of Small Business Programs  http://www.acq.osd.mil/osbp/  Center for Innovative Technologies (CIT)  http://www.cit.org/  All Large Primes have Small Business Programs  http://www.generaldynamics.com/suppliers/supplier-diversity/small- business-liaison/index.cfm Germanna Government Contracting5/31/2011 Seminar 2011
  13. 13.  Practical Growth “Do’s”  Establish “Template packages” for using your current contract vehicles – ease of use for customers  Consistency between Web, Printed Material and Audio  Maintain Raw Data: Resume’s, Capabilities, Job Descriptions, Past Performance, CPARS – should align with business plan and goals  Recruit through existing employees and their extended network  Your employees are your best business developers  Use Internships as recruiting mechanism in addition to helping build Engineers  Submit and present technical papers at conferences and symposiums  Author books (or chapters in books)  Respond To “Sources Sought” Announcements – Helps Keep Contracts as Small Business Set-asides  Be involved in local community activities  Contact list with call plans  Maintain a Funnel  Navy TAP  Attend Industry Days & Technical Fairs Germanna Government Contracting5/31/2011 Seminar 2011
  14. 14. Germanna Government Contracting5/31/2011 Seminar 2011
  15. 15.  The logical contract build-up:  Subcontract to a company you know  SBIR/STTR proposals  Broad Agency Announcements (BAAs)  Submit proposals on larger competitive procurements  Open competitions through sites like FedBizops  Open competition through omnibus contracts like SeaPort Germanna Government Contracting5/31/2011 Seminar 2011
  16. 16.  SBIR – Small Business Innovative Research Program  Started by Congress in 1982  Purpose:  To foster and stimulate small business development of technology for Federal R&D needs  Increase private sector commercialization  STTR – Small Business Technology Transfer program  Established in 1992 by Congress  Small business must partner with a University, FFRDC, or non-profit organization Germanna Government Contracting5/31/2011 Seminar 2011
  17. 17.  Eleven Participating Agencies  Dept. of Agriculture (USDA)  Dept. of Commerce (NOAA, NST  Dept. of Defense (Air Force, Army, DARPA, DTIC, MDA, DTRA, Navy, National Geospatial Intelligence Agency, SOCOM (Special Operations Command)  Dept. of Education (IES, OSEDS / NIDDR)  Dept. of Energy  Department of Health & Human Services  National Institute of Health  Department of Homeland Security  Dept. of Transportation:  Environmental Protection Agency:  National Aeronautics & Space Administration  National Science Foundation  Small Business Administration  Dept. of Justice Germanna Government Contracting5/31/2011 Seminar 2011
  18. 18.  Three phase process:  Phase I  Up to $150K – recently raised from $85K  6 months duration + 3 month option task  Feasibility Study  Phase II  $1M – recently raised from $750K  18 mo – 24 months + 6 month option task  Develop prototype  Phase III  $50M ceiling limit, unfunded commercialization Germanna Government Contracting5/31/2011 Seminar 2011
  19. 19.  To be eligible for SBIR Funding, companies must:  be at least 51-percent American-owned, independently operated, and located in the United States  Perform all work in the United States  Be for-profit  Be the primary employer of the lead researcher at the time of award. That researcher may not be employed full time by another institution or company  Perform the majority of work themselves, rather than through consultants or subcontractors  Have 500 employees or fewer Germanna Government Contracting5/31/2011 Seminar 2011
  20. 20.  Small businesses that have an innovative technology or a novel approach to a problem  Government is looking for innovation  Demonstrate strong commercial potential for that technology  How will you take the technology to market?  Must perform at least two-thirds of the Phase I work and half of the Phase II work  Balance can be done by consultants or subcontractors  No in-house percentage requirement for Phase III  Demonstrate (through past performance) the expertise and experience to perform the work outlined Germanna Government Contracting5/31/2011 Seminar 2011
  21. 21.  Three phase process:  Phase I  Up to $100K  12 months duration  Feasibility Study  Phase II  $750K  24 months  Phase III  Unfunded commercialization Germanna Government Contracting5/31/2011 Seminar 2011
  22. 22.  To be eligible for STTR Funding there must be a partnership between industry and a research institution:  Same corporate requirements as SBIR  Small business must be the submitter  Research partner must be a University, FFRDC or non profit  Prime (small business) must perform at least 40% of the work  Research partner must perform at least 30% of the work  A maximum of 60% can be subcontracted Germanna Government Contracting5/31/2011 Seminar 2011
  23. 23.  Partnership that works well together, has a good division of responsibility and has a good approach for developing technology  Government is looking for innovation  Demonstrate strong commercial potential for that technology  How will you take the technology to market?  Work percentages meet the requirements as specified in the previous slide  No in-house percentage requirement for Phase III  Demonstrate (through past performance) the expertise and experience to perform the work outlined  Can be more competitive since fewer agencies do STTRs than do SBIRs (DoD, HHS, NASA, DOE and NSF) Germanna Government Contracting5/31/2011 Seminar 2011
  24. 24.  0 Mo. - Posting of Phase I topics  2 Mo. – Phase I Proposal due to government  7 Mo. – Phase I contract award  13 Mo. – Phase I completion and Phase II RFP (Option)  16 Mo. – Phase II proposal submission  20 Mo. – Phase II contract award  44 Mo. – Phase II option task awarded (Option)  50 Mo. – Phase II complete; Phase III process begins Germanna Government Contracting5/31/2011 Seminar 2011
  25. 25.  Any recorded technical information developed during the performance of an SBIR or STTR award:  Reports and Charts  Diagrams and Drawings  Invention Disclosures  Software documentation  Software code  Property of the developing company/partnership  Government has “government purpose rights” which enables use in the gov’t and distribution to support contractors  Developing company is encouraged to commercialize the technology  Data rights expire 5 years after the LAST phase of the project (4 years for non DoD agencies) Germanna Government Contracting5/31/2011 Seminar 2011
  26. 26.  Covers any work that “derives from, extends, or logically concludes effort(s) performed under prior SBIR funding agreements” Covers products and services Data rights extend to the Phase III Can go straight from a Phase I To a Phase III No limit on the number of Phase IIIs for a particular topic No limit on duration or dollar value Phase III can be initiated by a different agency than the Phase I or II No limit on time elapsed between Phase I/II and the Phase III award No business size limits on Phase III Phase IIIs are “sole source” since work has already been competed Germanna Government Contracting5/31/2011 Seminar 2011
  27. 27.  2.5% of federal extramural budget (for agencies doing >$100M in R&D) goes to SBIR program – This accounts for over $2B annually  About $1.2B annual is DoD alone!  .3% of federal extramural budget goes to STTR program – This accounts for over $300M annually  Over $24B awarded to small firms since 1982 – over 100,000 awards  Awards have been made to businesses in all 50 states + Puerto Rico and the District of Columbia  Today, agencies evaluate over 25,000 proposals each year and make about 6,000 awards to about 3,000 small high-tech companies each year  SBIR awardees generate 26 more jobs and $4 million in additional revenue after SBIR funding (vs. 6 additional jobs and $1 million in additional revenue for comparable, non-SBIR firms)  Nearly 50% of SBIR Phase II awardees bring their innovations to the market place Germanna Government Contracting5/31/2011 Seminar 2011
  28. 28.  Cover page(s) – (Includes abstract for public release)  Identification & Significance of the Problem or Opportunity  Technical Objectives  Work Plan and schedule  Related Work  Relationship With Future R&D  Potential post award applications  Key personnel  Facilities/Equipment  Consultants & Subcontracts  Commercialization strategy  Cost Proposal Germanna Government Contracting5/31/2011 Seminar 2011
  29. 29. Germanna Government Contracting5/31/2011 Seminar 2011
  30. 30. FedBizOpps: • Open competitions • All branches of gov’t • Small business set asides • Very broad audience • Significant competition SeaPort: • Open to companies that have a SeaPort prime contract • Navy only • Small business set asides • Narrower audience • Competition by region Germanna Government Contracting5/31/2011 Seminar 2011
  31. 31.  Bob Duffy SimVentions Business Development bduffy@simventions.com (540) 372-7727 x7005  Larry Root SimVentions CEO lroot@simventions.com (540) 372-7727 x7001 Germanna Government Contracting5/31/2011 Seminar 2011

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