Sim v gcc_brief-06062011v2

…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
 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 Contracting
5/31/2011 Seminar 2011

“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, Business Roundtables
and After Hours, NCMA, ASNE, NSBA/SBTC, BBB, QAISC,
NDIA, Breakfast Clubs, etc.)
5/31/2011 Seminar 2011

“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
5/31/2011 Seminar 2011

“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,
Corporate 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
5/31/2011 Seminar 2011

“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
5/31/2011 Seminar 2011

“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

5/31/2011 Seminar 2011

“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?

5/31/2011 Seminar 2011

“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

5/31/2011 Seminar 2011

“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
5/31/2011 Seminar 2011

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:
& Networking
5  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

5/31/2011 Seminar 2011

 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

5/31/2011 Seminar 2011

 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

5/31/2011 Seminar 2011

5/31/2011 Seminar 2011

 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

5/31/2011 Seminar 2011

 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

5/31/2011 Seminar 2011

 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

5/31/2011 Seminar 2011

 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
5/31/2011 Seminar 2011

 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

5/31/2011 Seminar 2011

 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
5/31/2011 Seminar 2011

 Three phase process:
 Phase I
 Up to $100K
 12 months duration
 Feasibility Study
 Phase II
 $750K
 24 months
 Phase III
 Unfunded commercialization

5/31/2011 Seminar 2011

 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
5/31/2011 Seminar 2011

 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)

5/31/2011 Seminar 2011

 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

5/31/2011 Seminar 2011

 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)
5/31/2011 Seminar 2011

 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

5/31/2011 Seminar 2011

 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
5/31/2011 Seminar 2011

 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
5/31/2011 Seminar 2011

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

5/31/2011 Seminar 2011

 Bob Duffy
SimVentions Business Development
bduffy@simventions.com
(540) 372-7727 x7005

 Larry Root
SimVentions CEO
lroot@simventions.com
(540) 372-7727 x7001

5/31/2011 Seminar 2011

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