Sim v gcc_brief-06062011v2
- 1. …know what you are selling and why…
- 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 Contracting 5/31/2011 Seminar 2011
- 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 Contracting 5/31/2011 Seminar 2011
- 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 Contracting 5/31/2011 Seminar 2011
- 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 Contracting 5/31/2011 Seminar 2011
- 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 Contracting 5/31/2011 Seminar 2011
- 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 Contracting 5/31/2011 Seminar 2011
- 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 Contracting 5/31/2011 Seminar 2011
- 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 Contracting 5/31/2011 Seminar 2011
- 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 Contracting 5/31/2011 Seminar 2011
- 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: & 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 Germanna Government Contracting 5/31/2011 Seminar 2011
- 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 Contracting 5/31/2011 Seminar 2011
- 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 Contracting 5/31/2011 Seminar 2011
- 14. Germanna Government Contracting 5/31/2011 Seminar 2011
- 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 Contracting 5/31/2011 Seminar 2011
- 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 Contracting 5/31/2011 Seminar 2011
- 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 Contracting 5/31/2011 Seminar 2011
- 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 Contracting 5/31/2011 Seminar 2011
- 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 Contracting 5/31/2011 Seminar 2011
- 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 Contracting 5/31/2011 Seminar 2011
- 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 Contracting 5/31/2011 Seminar 2011
- 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 Contracting 5/31/2011 Seminar 2011
- 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 Contracting 5/31/2011 Seminar 2011
- 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 Contracting 5/31/2011 Seminar 2011
- 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 Contracting 5/31/2011 Seminar 2011
- 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 Contracting 5/31/2011 Seminar 2011
- 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 Contracting 5/31/2011 Seminar 2011
- 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 Contracting 5/31/2011 Seminar 2011
- 29. Germanna Government Contracting 5/31/2011 Seminar 2011
- 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 Contracting 5/31/2011 Seminar 2011
- 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 Contracting 5/31/2011 Seminar 2011