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Positioning to Capture
Government Funded
Research, Development,                  an
d Demonstration Projects

              Phil Winkler
              Managing Principal
              Government Contracting Specialists, LLC
Outline
Biography – Phil Winkler
  Testimonials


Government Contracting Specialists, LLC

What’s New?

Government Contracting Experience at AP

Government Contracting Work Process
                   Government Contracting
                      Specialists, LLC
Biography – Phil Winkler
• Owner and Managing Principal, Government Contracting Specialists, LLC
• More than 30 years Government Contracting Experience, Air Products


    Specific areas of expertise include:

    Identifying strategic R&D & acquisition programs       Managing agreements

    Understanding the Government customer                  Protecting intellectual property

    Marketing for funding opportunities                    Providing contract accounting

    Developing winning proposals                           Government lobbying

    Negotiating co-operative agreements and contracts      Commercial item sales


• BE, Chemical Engineering, Stevens Institute of Technology
• MBA, Rutgers University
• Master’s Certificate, Government Contracting, George Washington University
                                           Government Contracting
                                              Specialists, LLC
Testimonials from Fortune 500 Specialty
      Chemicals Company and ICCI




              Government Contracting
                 Specialists, LLC
Testimonials from Weyerhaeuser and
     University of Central Florida




            Government Contracting
               Specialists, LLC
Government Contracting Specialists, LLC
I formed Government Contracting Specialists, LLC to assist businesses and organizations
with research, development, and demonstration funding opportunities and commercial item sale
With the federal and state governments.

My consulting practice is focused on the area of clean energy, both fossil and renewables.
Current assignments include:
   • Consulting with several Fortune 500 companies in the areas of biomass, biofuels, wind
    energy and carbon capture.
    • Introduced client to senior DOE – EERE personnel to begin positioning campaign; client is
    now recognized as a key supplier of technical solutions to the biofuels area.
    • Assisting client with existing contracts in all areas of contract management from timekeeping
    to developing use fees for equipment used in the program.
    • Assisting client in contract negotiations with the DOE in developing protected data
    list, completing petition for advanced waiver of patent rights, and developing the subcontract
    agreements.
   • Assisting client with development of concept papers, proposals, and red team proposal
    reviews.

    Learn how to use government partnerships as part of your open innovation work process.
                                   Government Contracting
                                      Specialists, LLC
What’s New?
• Phil Winkler has been nominated to run for
  President-elect, AIChE in the 2013 election

• Phil Winkler Appointed Member of the Advisory
  Board Council with the Small Business
  Development Center at the University of Central
  Florida (UCF), Orlando, Florida

• Phil Winkler Appointed a Peer Reviewer for the
  Illinois Clean Coal Institute

                  Government Contracting
                     Specialists, LLC
What’s New? (Cont.)
                          FY 2014 Budget Request Highlights
                   (all comparisons are to FY 2012 enacted levels)

•   $69.6 billion for non-defense R&D, an increase of $5.9 billion or 9.2 percent
•   $73.2 billion for defense R&D, a reduction of $4 billion or 5.2 percent. Cuts to DOD
    R&D are targeted mostly at weapons systems development activities, leaving
    increases for DOD's 6.1 basic research account ($2.1 billion, up 6.0 percent) and $2.9
    billion for DOD's Defense Advanced Research Projects Agency (up 1.8 percent)
•   $31.3 billion (up 1.5 percent) for the National Institutes of Health (NIH)
•   $12.7 billion (up 18 percent) for DOE R&D activities, including $379 million for the
    Advanced Research Projects Agency-Energy (ARPA-E) and $5.2 billion for DOE's
    Office of Science
•   $11.6 billion (up 2.6 percent) for National Aeronautics and Space Administration
    R&D activities
•   $7.6 billion (up 8.4 percent) for the NSF budget
•   $754 million (up 21.0 percent) for NIST's intramural laboratories
•   The President again proposed a one-time investment of $1 billion to launch a
    network of up to 15 manufacturing innovation institutes.

                                Government Contracting
                                   Specialists, LLC
Successful Technology Demonstration
     Projects with the DOE and AP




Liquid Phase Methanol Demonstration           Flue Gas Desulfurization
      Eastman Chemicals Plant,                     Demonstration
            Kingsport, TN                  NIPSCO Bailey Station, Indiana



                             Government Contracting
                                Specialists, LLC
AP Partnering with the Government (DOD)




                                         Ballistic Armor Research




Forklifts Powered by
Hydrogen Fueling
Technology - DDDP

                       OBIGGS for C-17, F-22                  Coatings for
                                                           Seawolf Submarine
                              Government Contracting
                                 Specialists, LLC
AP Partnering with the Government (DOE)
                            ARRA Funded projects
                                                         AP Middletown Waste Energy
                                                         Recovery Project at AK Steel




                                                                   DOE Award = $30 million

  DOE Award = $71.3 million                      AP CO2 Capture Project Hydrogen
                                                   Production at Port Arthur, TX
      AP Development of
     Lower Cost Thin Film
          Solar Cells



                                        DOE Award = $253 million
   DOE Award = $1.5 million    Government Contracting
                                  Specialists, LLC
AP Trexlertown Thin Film 2,000 Kw Solar Farm




July 12, 2011
Air Products “Flips the Switch” on its Headquarters Solar Farm
2MW Solar Farm Online and Delivering Renewable Energy to Corporate Campus
Today at a ceremony at its corporate headquarters, John McGlade, Air Products’ (NYSE:APD)
chairman, president and chief executive officer, flipped the switch on the company’s new 2MW solar farm
that is capable of supplying enough energy to power more than half of Air Products’ administration
buildings.


State of PA Solar Energy Program Award = $1.0 million
                                       Government Contracting
                                          Specialists, LLC
The most successful government funding initiatives within corporations are directly linked
to the business technology objectives and product/services strategies.

The GSC approach to establishing an external funding capability for research and
developing the Federal market can best be described by the following diagram:

 Proactive Federal Market Development

        Federal Market Strategy


             Pre-Solicitation Business Development

                  Proposal Development, Submission, &
                  Negotiation

                       Contract Management

                                   Government Contracting
                                      Specialists, LLC
Proactive Federal Market Development
Once the Federal market strategy is completed and a repeatable set of
processes and capabilities (platform) are established through the appropriate
balance of internal resources and qualified third party partners, effective
execution can drive proactive management and pursuit of the Federal
opportunities:


     Federal Market Strategy

                                   Pre - Solicitation Business Development

                 Proposal      A Development & Negotiation                   Contract A Management

                 Proposal      B Development & Negotiation                   Contract B Management

                 Proposal      C Development & Negotiation                   Contract C Management



                               External Funding Program Management



                                                    Months

                                           Government Contracting
                                              Specialists, LLC
Government Contracting Offerings
• Pre-solicitation Business Development
    –   Identifying strategic R&D & Acquisition programs
    –   Marketing for funding opportunities
    –   Commercial Item Sales
    –   Government lobbying

• Proposal Development, Submission, & Negotiation
    – Developing winning proposals
    – Negotiating agreements

• Contract Management
    –   Managing agreements
    –   Protecting intellectual property
    –   Providing contract accounting
    –   Focus Account Management

                                     Government Contracting
                                        Specialists, LLC
Marketing for Funding Opportunities:
         1980’s to Present
• 1980’s – Positioning        Unsolicited Proposals

• 1990’s – Positioning           BAA’S
         – Earmarking

• 2000’s – Earmarking         BAA’S
        – Positioning

• Recent – Reactive        ARRA FOA’s

• Current - Position and Maintain       Congressional Actions for
Program Increases; Policy Actions; Authorization bills.


                         Government Contracting
                            Specialists, LLC
Thank You!
Government Contracting Specialists, LLC
                 PHILIP W. WINKLER
               MANAGING PRINCIPAL

           2071 Chalmer Terrace – Suite 120
                The Villages, FL 32162

             philwinkler@gcspecialists.com
                 www.gcspecialists.com
        http://www.linkedin.com/in/philipwinkler
                  CELL: (484) 515-9072




                  Government Contracting
                     Specialists, LLC

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Gcspwwapril2013linkedin

  • 1. Positioning to Capture Government Funded Research, Development, an d Demonstration Projects Phil Winkler Managing Principal Government Contracting Specialists, LLC
  • 2. Outline Biography – Phil Winkler Testimonials Government Contracting Specialists, LLC What’s New? Government Contracting Experience at AP Government Contracting Work Process Government Contracting Specialists, LLC
  • 3. Biography – Phil Winkler • Owner and Managing Principal, Government Contracting Specialists, LLC • More than 30 years Government Contracting Experience, Air Products Specific areas of expertise include: Identifying strategic R&D & acquisition programs Managing agreements Understanding the Government customer Protecting intellectual property Marketing for funding opportunities Providing contract accounting Developing winning proposals Government lobbying Negotiating co-operative agreements and contracts Commercial item sales • BE, Chemical Engineering, Stevens Institute of Technology • MBA, Rutgers University • Master’s Certificate, Government Contracting, George Washington University Government Contracting Specialists, LLC
  • 4. Testimonials from Fortune 500 Specialty Chemicals Company and ICCI Government Contracting Specialists, LLC
  • 5. Testimonials from Weyerhaeuser and University of Central Florida Government Contracting Specialists, LLC
  • 6. Government Contracting Specialists, LLC I formed Government Contracting Specialists, LLC to assist businesses and organizations with research, development, and demonstration funding opportunities and commercial item sale With the federal and state governments. My consulting practice is focused on the area of clean energy, both fossil and renewables. Current assignments include: • Consulting with several Fortune 500 companies in the areas of biomass, biofuels, wind energy and carbon capture. • Introduced client to senior DOE – EERE personnel to begin positioning campaign; client is now recognized as a key supplier of technical solutions to the biofuels area. • Assisting client with existing contracts in all areas of contract management from timekeeping to developing use fees for equipment used in the program. • Assisting client in contract negotiations with the DOE in developing protected data list, completing petition for advanced waiver of patent rights, and developing the subcontract agreements. • Assisting client with development of concept papers, proposals, and red team proposal reviews. Learn how to use government partnerships as part of your open innovation work process. Government Contracting Specialists, LLC
  • 7. What’s New? • Phil Winkler has been nominated to run for President-elect, AIChE in the 2013 election • Phil Winkler Appointed Member of the Advisory Board Council with the Small Business Development Center at the University of Central Florida (UCF), Orlando, Florida • Phil Winkler Appointed a Peer Reviewer for the Illinois Clean Coal Institute Government Contracting Specialists, LLC
  • 8. What’s New? (Cont.) FY 2014 Budget Request Highlights (all comparisons are to FY 2012 enacted levels) • $69.6 billion for non-defense R&D, an increase of $5.9 billion or 9.2 percent • $73.2 billion for defense R&D, a reduction of $4 billion or 5.2 percent. Cuts to DOD R&D are targeted mostly at weapons systems development activities, leaving increases for DOD's 6.1 basic research account ($2.1 billion, up 6.0 percent) and $2.9 billion for DOD's Defense Advanced Research Projects Agency (up 1.8 percent) • $31.3 billion (up 1.5 percent) for the National Institutes of Health (NIH) • $12.7 billion (up 18 percent) for DOE R&D activities, including $379 million for the Advanced Research Projects Agency-Energy (ARPA-E) and $5.2 billion for DOE's Office of Science • $11.6 billion (up 2.6 percent) for National Aeronautics and Space Administration R&D activities • $7.6 billion (up 8.4 percent) for the NSF budget • $754 million (up 21.0 percent) for NIST's intramural laboratories • The President again proposed a one-time investment of $1 billion to launch a network of up to 15 manufacturing innovation institutes. Government Contracting Specialists, LLC
  • 9. Successful Technology Demonstration Projects with the DOE and AP Liquid Phase Methanol Demonstration Flue Gas Desulfurization Eastman Chemicals Plant, Demonstration Kingsport, TN NIPSCO Bailey Station, Indiana Government Contracting Specialists, LLC
  • 10. AP Partnering with the Government (DOD) Ballistic Armor Research Forklifts Powered by Hydrogen Fueling Technology - DDDP OBIGGS for C-17, F-22 Coatings for Seawolf Submarine Government Contracting Specialists, LLC
  • 11. AP Partnering with the Government (DOE) ARRA Funded projects AP Middletown Waste Energy Recovery Project at AK Steel DOE Award = $30 million DOE Award = $71.3 million AP CO2 Capture Project Hydrogen Production at Port Arthur, TX AP Development of Lower Cost Thin Film Solar Cells DOE Award = $253 million DOE Award = $1.5 million Government Contracting Specialists, LLC
  • 12. AP Trexlertown Thin Film 2,000 Kw Solar Farm July 12, 2011 Air Products “Flips the Switch” on its Headquarters Solar Farm 2MW Solar Farm Online and Delivering Renewable Energy to Corporate Campus Today at a ceremony at its corporate headquarters, John McGlade, Air Products’ (NYSE:APD) chairman, president and chief executive officer, flipped the switch on the company’s new 2MW solar farm that is capable of supplying enough energy to power more than half of Air Products’ administration buildings. State of PA Solar Energy Program Award = $1.0 million Government Contracting Specialists, LLC
  • 13. The most successful government funding initiatives within corporations are directly linked to the business technology objectives and product/services strategies. The GSC approach to establishing an external funding capability for research and developing the Federal market can best be described by the following diagram: Proactive Federal Market Development Federal Market Strategy Pre-Solicitation Business Development Proposal Development, Submission, & Negotiation Contract Management Government Contracting Specialists, LLC
  • 14. Proactive Federal Market Development Once the Federal market strategy is completed and a repeatable set of processes and capabilities (platform) are established through the appropriate balance of internal resources and qualified third party partners, effective execution can drive proactive management and pursuit of the Federal opportunities: Federal Market Strategy Pre - Solicitation Business Development Proposal A Development & Negotiation Contract A Management Proposal B Development & Negotiation Contract B Management Proposal C Development & Negotiation Contract C Management External Funding Program Management Months Government Contracting Specialists, LLC
  • 15. Government Contracting Offerings • Pre-solicitation Business Development – Identifying strategic R&D & Acquisition programs – Marketing for funding opportunities – Commercial Item Sales – Government lobbying • Proposal Development, Submission, & Negotiation – Developing winning proposals – Negotiating agreements • Contract Management – Managing agreements – Protecting intellectual property – Providing contract accounting – Focus Account Management Government Contracting Specialists, LLC
  • 16. Marketing for Funding Opportunities: 1980’s to Present • 1980’s – Positioning Unsolicited Proposals • 1990’s – Positioning BAA’S – Earmarking • 2000’s – Earmarking BAA’S – Positioning • Recent – Reactive ARRA FOA’s • Current - Position and Maintain Congressional Actions for Program Increases; Policy Actions; Authorization bills. Government Contracting Specialists, LLC
  • 17. Thank You! Government Contracting Specialists, LLC PHILIP W. WINKLER MANAGING PRINCIPAL 2071 Chalmer Terrace – Suite 120 The Villages, FL 32162 philwinkler@gcspecialists.com www.gcspecialists.com http://www.linkedin.com/in/philipwinkler CELL: (484) 515-9072 Government Contracting Specialists, LLC

Editor's Notes

  1. Chuck---change weeks to time; move proposal B to right and C to right