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National Sponsors
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Thank You To All Our Sponsors!
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The Summer Program – July – September 2013
Date Time
(PDT)
Session I – Worksheets Time
(PDT)
Special Topic Sessions
7/9
1:30 to
2:30pm
Business Model Canvas (Review)
2:45 to
4:00pm
LaunchPad Central (Review)
7/16
1:30 to
2:30pm
Product/Market Fit
2:45 to
4:00pm
Systems Review, PR 101
7/23
1:30 to
2:30pm
Markets and Getting to Them
2:45 to
4:00pm
Term Sheets
7/30
1:30 to
2:30pm
Product/Technology Validation
2:45 to
4:00pm
Alternative Sources of Funding - Grant
Writing / Crowd Sourcing
8/6
1:30 to
2:30pm
Financials Analysis & Planning
2:45 to
4:00pm
IP Licensing from 3rd Parties
8/13
1:30 to
2:30pm
Legal Environment, Issues and Risks
2:45 to
4:00pm
Cap Tables
8/20
1:30 to
2:30pm
Management Team
2:45 to
4:00pm
Working with the Utilities
8/27
1:30 to
2:30pm
Sustainability
2:45 to
4:00pm
Tell Your Story, Sell Your Story
(Communicating value to stake holders)
9/10
1:30 to
2:30pm
Last Chance For Questions
9/11
1:30 to
2:30pm
Investor Presentation
Mentor Assessment
2:45 to
4:00pm
Mock Judging, Regional Awards, Global
Forum
6. 6 Cleantech Open Confidential Information – All Rights Reserved
Session 2: Alternative Sources of Funding: Grants
2:45pm – 4:00pm, PDT
• Cleantech entrepreneur
• Designer
• Recipient of 3 DOE grants
Speaker:
John Breshears
President at Architectural Applications
7. finding and securing grant support –
some hints and tips for non-dilutive funding
john breshears, president & ceo
architectural applications
July 30, 2013
9. what we do
target markets
investment
founded
headquarters
architectural applications, inc.
product development
intellectual property licensing
high performance buildings consulting
commercial & residential building owners & operators
$1.8M to date
2011, C-corporation
Portland, OR
13. funding history
us department of energy,
advanced research projects – energy (arpa-e)
proof-of-concept grant
2010-2011, 12 months, $458,265 +
us department of energy,
small business technology transfer grant, phase 1 (sttr)
technical feasiblity grant
2011-2012, 9 months, $99,979
us department of energy,
small business technology transfer grant, phase 2 (sttr)
development & demonstration grant
2012-2014, 24 months, $937,833 +
14. grant /grant/
A sum of money given by an organization, esp.
a government, for a particular purpose.
15. what
funding and other types of support
typically does need to be repaid
usually non-diluting capital
frequently few or no IP rights compromised (need to verify)
grants vs. cooperative agreements
23. • advanced research projects – energy (arpa-e)
• energy efficiency & renewable energy
• electricity delivery & energy reliability
• nuclear energy
department of energy:
26. department of defense:
• many branches : army, navy, air force, darpa, etc.
• largest agency budget most grant opportunities
• own customer
• multiple layers of administration
• award process tends to take time
28. national science foundation
environmental protection agency
department of agriculture
department of the interior
national aeronautics & space agency
other agencies:
29. sbir - small business innovation research
(small business only)
sttr - small business technology transfer
(small business with research institution)
small business
administration:
30. sbir / sttr:
• set-aside required of every federally-funded agency
(% of budget DEDICATED to funding r&d by small
businesses)
• administered jointly through sba and agency
• granting agencies vs. contract agencies
32. sbir / sttr:
• each agency issues 2-3 funding calls annually
• must begin with phase I
• topics are released in advance
• typically a q & a period during which program managers
can be approached for discussion/clarification
• once the formal call for proposals is issued, no further
communication with pm’s is permitted
36. locating – non-federal sources
• state governments
e.g. california energy commission (cec)
new york state energy r & d authority (nyserda)
• utilities
• incubator/accelerator organizations
• economic development organizations
• non-profits
• foreign governments
e.g. singapore, china, & others
40. proposing: prerequisites
necessary steps may include:
• dunn & bradstreet number
• registration on specialized web portals
(e.g. fedconnect, fedbizopps, etc.)
• demonstrating accounting or other compliance
41. project work scope
• what is the technology?
• how will this work further the grantor’s mission?
• what, exactly, will you accomplish with the funding?
crystal clear – project objectives
milestones (measurable goals)
deliverables
potential risks & mitigations
• remaining steps to achieve goal
42. project work scope
• what is the technology?
• how will this work further the grantor’s mission?
• what, exactly, will you accomplish with the funding?
• remaining steps to achieve goal
43. project work scope
Organize your project into a hierarchical structure:
I. objective (goal)
A. milestone(s) = measurable outcome (did you achieve it?)
1. task(s) = steps necessary to achieve the milestone
a. process
b. challenges
c. risks & mitigations
d. deliverables
44. project work plan
Technical Objectives
There are three technical objectives for Phase II of this multiphase STTR Project each with an
associated milestone specified below.
.
PROJECT OBJECTIVES quarter 1 2 3 4 5 6 7 8
1. Design and document a full-scale building-integrated membrane
exchanger and its integration into building envelope and HVAC systems
that achieves performance at least equal to that validated in previous
phases of work.
Milestone:
Results of exchanger as designed simulated in operation under
conditions listed in Table 1a and achieving performance as specified in
Table 1b.
2. Build and test a full-scale exchanger i) in a laboratory calorimeter to
document net heat balance and ii) in a laboratory building facility to
document resulting HVAC fan and compressor operational energy.
Milestone:
Calorimetric measurements under operational conditions listed in
Table 2a and achieving performance as specified in Table 2b
3. Build, install, and demonstrate a fully integrated and operational
integrated exchanger system installed in an existing commercial building
and compare measured HVAC system performance against benchmark.
Milestone:
Measured results of demonstration building building HVAC system
operational energy use (defined as fans, compressors, pumps, and
auxiliary equipment) showing reductions over benchmark data (Table
3a) as specified in Table 3b.
45. project work plan
Technical Objectives
There are three technical objectives for Phase II of this multiphase STTR Project each with an
associated milestone specified below.
.
PROJECT OBJECTIVES quarter 1 2 3 4 5 6 7 8
1. Design and document a full-scale building-integrated membrane
exchanger and its integration into building envelope and HVAC systems
that achieves performance at least equal to that validated in previous
phases of work.
Milestone:
Results of exchanger as designed simulated in operation under
conditions listed in Table 1a and achieving performance as specified in
Table 1b.
2. Build and test a full-scale exchanger i) in a laboratory calorimeter to
document net heat balance and ii) in a laboratory building facility to
document resulting HVAC fan and compressor operational energy.
Milestone:
Calorimetric measurements under operational conditions listed in
Table 2a and achieving performance as specified in Table 2b
3. Build, install, and demonstrate a fully integrated and operational
integrated exchanger system installed in an existing commercial building
and compare measured HVAC system performance against benchmark.
Milestone:
Measured results of demonstration building building HVAC system
operational energy use (defined as fans, compressors, pumps, and
auxiliary equipment) showing reductions over benchmark data (Table
3a) as specified in Table 3b.
46. project work plan
Task 2a - Exchanger Fabrication for Lab Test
Challenges:
Xxxxxxxxxxxx
Process:
Xxxxxxxxxxxxxxxx
Risks & Mitigation:
Deliverables:
Documented experiment plan for exchanger testing in the MoWiTT facility
Documented experiment plan for exchanger testing in the AWTF & FLEX facilities
Installed, instrumented, and calibrated systems for the MoWiTT and AWTF/FLEX experiments
R1. Misfits between core-housing-test
chamber.
M1. Coordinate all production and installation
through single contact person.
R2. Air leakage in experimental set up. M2. Pre-inspect apparatus & lab equipment &
gasket liberally during assembly.
47. project budget
• typically must allocate all requested funds
• rules for how the funding may be used and by whom
• overhead rates – why they are important
• cost share - frequently 20-50% of total project cost
- may be supplied as in-kind services
- documented as letter of commitment in proposal
• profit / fee - allowed in SBIR/STTR proposals
• budget preparation can be complex and time consuming
48. project team
• assemble the most best team – look for expertise
• federal grantors often prefer diverse teams:
• small business
• universities
• national laboratories (FFRDC)
• large corporations
• state and local agencies are often biased toward
local proposals
51. points to bear in mind:
• reporting requirements –
technical progress, financial progress, other
• accounting methods & procedures
• potential audits
• communication with program managers
• positioning for next steps
52. hints for success:
• learn about opportunities early
• ask questions, learn as much as possible
• follow the proposal directions to the letter
• allow at least as much time to complete budget
portions and work scope portions
• learn from examples of successful proposals
• consider hiring a professional
• be aware of funding timetable (months until $ arrive)
53. resources for success:
• arpa-e university webinar series:
http://arpa-e.energy.gov/?q=arpa-e-site-page/arpa-e-university
• sbir / sttr website:
http://www.sbir.gov
• greenwood consulting blog:
http://www.g-jgreenwood.com
• federal omnibus database (grants.gov):
grants.gov
• newsletters, networks, connections
57. 57 Cleantech Open Confidential Information – All Rights Reserved
Reminders
• Work on your worksheets – keep up each week, it will make it
easier
• Complete webinar survey you will automatically receive from
Webex – we want your feedback
• Next webinar is Tuesday, August 6th
– Check your Accelerator wiki http://wiki.cleantechopen.com/accelerator-
wiki/2013-webinars/ for updates on webinars
– Session 1: Financial Analysis & Planning - 1:30pm to 2:30pm, PDT
• Speaker: Niraj Kohli, President, CSC
• Be sure to send in your top 3 expectations you have for the next
worksheet webinar. Link is in the August 3rd Session 1 webinar
– Session 2: IP Licensing from Third Parties - 2:45pm-4:00pm, PDT
Editor's Notes
The result of many years’ worth of work, the 10-Step Curriculum is the key process, initially introduced at the Academy, which helps a company de-risk their technology.Progressive de-risking of company from concept to a venture that will achieve investment and/or sustainable revenueTraining materials, activities & workshops are integrated with these 10 steps Product-Market Fit helps each company ensure that they have identified the correct market for their product(s)/service(s) and are ready to make appropriate adjustments. 2) Technology Validation ensures that their product(s)/service(s) will credibly meet the requirements of investors and customers. 3) Business Model covers all key aspects of who and how and where money will be made, and how the product will be delivered. 4) Markets and Getting to Them covers the key, crucial steps needed to get a new product into the market (an enhanced version of ‘Go To Market Strategy’). 5) Finances & Funding focuses on producing credible financial projections. 6) Legal provides an introduction to intellectual property protection and the corporate structure required to minimize risk and provide the legal underpinnings for success (important steps often overlooked by entrepreneurs). 7) Execution and Team to Execute introduces the importance of building a strong, relevant team with the specific skills needed to hit the major milestones needed as the startup grows. 8) Sustainability introduces the importance of business practices that will improve the company’s profitability while reducing its environmental impact. 9) Presentation works on the content and skills for excellent investor/customer presentations. 10) Assessment & Review guides each entrepreneur through the importance of careful review, and provides the platform for review and refinement of the programs themselves.Physical and virtual business clinics are one-on-one sessions for each participating startup with experts from sectors such as law, marketing, design, manufacturing and finance.
