The document provides information about various SBIR/STTR funding programs including program release dates, proposal deadlines, eligible agencies, award amounts, and success rates. It offers tips for finding agency contacts and reviewers as well as general advice about commercializing funded projects and obtaining alternative sources of funding.

1. SBIR/STTR Program By: William A. Price Attorney at Law www.growthlaw.com 1-800-630-4780

2. Open/Released Solicitations Program Release Dates Accepts Proposals Closing Dates DOT SBIR 4 Apr 2011 4 Apr 2011 13 Jun 2011 EPA 15 Mar 2011 15 Mar 2011 3 May 2011 NSF SBIR 7 Mar 2011 10 May 2011 10 Jun 2011 DoD STTR 2011.A 27 Jan 2011 28 Feb 2011 30 Mar 2011 HHS/NIH SBIR/STTR (Grants) Non-AIDS Related Topics PHS 2011-2 Omnibus 24 Jan 2011 5 Mar 2011 5 Apr 2011 5 Aug 2011 5 Dec 2011

3. HHS/NIH SBIR/STTR (Grants) AIDS Related Topics Only PHS 2011-2 Omnibus 24 Jan 2011 5 Mar 2011 7 May 2011 7 Sep 2011 7 Jan 2012 NIH SBIR/STTR Special Funding The NIH frequently offers special SBIR/STTR grant opportunities that are not part of their regular omnibus SBIR soliciation. View New & Current NIH SBIR RFAs & PAs

4. Future Solicitations ** dates are subject to change gray cells denote estimated dates Release dates after May 31, 2011 are subject to SBIR Reauthorization Program Release Dates Accepts Proposals Closing Dates DoD SBIR 2011.2 26 Apr 2011 26 May 2011 to 29 Jun 2011 DoD SBIR 2011.3 28 Jul 2011 29 Aug 2011 to 28 Sep 2011 DoD STTR 2011.B 28 Jul 2011 29 Aug 2011 to 28 Sep 2011

5. SBIR vs STTR SBIR: 2% of all R&D Funds Small Business applicant, US owned STTR: 0.5% of all R&D Funds Small Business Applicant Partners With University Applicant, Uses Professor/Students

6. Know Your Customer Clout And Knowledge Wins These Contests DOD: Generals and program officers NIH: Doctors on your advisory panel NSF: Scientists in the Research Field DARPA: Advanced Research Professionals

7. Agency Links Dept. of Agriculture: USDA SBIR Home Page Dept. of Commerce: DOC-NOAA SBIR Pagese Technical Information Center MDA SBIR Program Home Page DTRA-Defense Threat Reduction Agency Navy SBIR/STTR NGA-National Geospatial Intelligence AgencyR Chem-Bio Defense (CBD) DARPA

8. More SBIR Agencies, 2011 FY SOCOM-Special Operations CommandDOC-NIST Home Page DOD SBIR Home Page Air Force SBIR/STTR Army SBIR/STTR

9. Agency Totals 11 SBIR Agencies 5 STTR Agencies, $2 billion grants for FY 2010

10. Phases And Grants Phase I: Proof of Concept: up to $100k Phase II: Proof of use to sponsoring agency: builds prototype: up to $750k Phase III: Commercialization: Unlimited public, no private except for R&D

11. Your Proposal May Be Toast 700-850 Proposals/Solicitation (1500 last time) 15-20% of Phase I proposals funded 40% of Phase II proposals funded: 20% of these get Phase IIB extensions and supplements to research

12. Remember, Cronies Win Find Federal Lab Researchers/needs Find SBIR review panel members Find sponsoring agency retirees/major contractors who need subcontractors

13. Grant Writing Help Many Agencies Have Tutorials Many Grant Writing Contractors Many University Sponsored Research Officers Can Do Budgets

14. NSF Suggestions Proposal = Framework for Value Creation The Market: What is the gap or unserved need in the market? What is the size of the servable market segment? Customer Benefits: What are the specific/quantifiable benefits for the customers, if the gap/need is filled?

15. Your Solution What is your solution to fill the gap/need? What is the underlying science? What aspects are of high technical risk? What are the quantitative success metrics? Do you have preliminary data to indicate promise?

16. Your Path To Market How is your solution better than the competition? How will you make money by delivering the solution? What will the commercialization pathway look like?

17. Your New Venture How will you undertake the venture? How will you finance the venture? How will you attract funding beyond SBIR/STTR funding? Why is your team the most qualified technical AND business wise to undertake this venture?

18. Alternative Sources of Funds Purchase Order Financing (Domestic): 3%/month, up to cost of inventory Purchase Order Financing (International): SBA Guarantee, up to 6 months funded, SBA loan rates (2% over prime) Accounts Receivable Financing: 80% or so fundable, 3%/month cost of funds

19. Biggest Key To Success Get A Customer!

20. Possible Customers Sponsoring Agencies (EG Navy Surface Systems) Major Component Contractors (after you get some grants, they could buy your company, before, you could be a subcontractor) Private Industry That Needs A Widget

21. When Should I Use VC Money? Juice Loan Rates (10x/2 years payoff) No repayment – they own you So do if you need to sell to the whole world, and already have $1 million in sales But wait: if you have that, who needs them?

22. Answer Use VC's who have customer contacts Use VC's who have P/E affiliations Use VC's to hire big teams fast, where partnering can't acquire talent

23. Alpha To Beta To Funding SELL IT YOURSELF! Step One: One or Two Credible Alpha Sites (Customer evangelists – they get it free!) Step Two: Five $50,000 sales or relationships (1,000 calls =100 meetings=5 sales. You can do this in a year.) Result: $1.25 million in sales = Bankable