August 2004 SBIR STTR Workshop Cohen Winning SBIR RSC 6

Winning SBIR Proposals
Roger S. Cohen
Cohen International
(845) 358-8936 roger@rogercohen.com www.rogercohen.com

Roger S. Cohen, 2003-2004. roger@rogercohen.com www.rogercohen.com 1
About Cohen International

Roger S. Cohen, President, Cohen International (845) 358-8936 roger@rogercohen.com www.rogercohen.com Cohen International is a private consulting firm. The firm is engaged in business development, government contracting, and SBIR proposal development. We can help you plan your business activities, write a business plan, find funding, study markets, and work with the government. The firm provides fee-based services on a private basis to companies anywhere in the world. Cohen also provides some services through the NJ Small Business Development Centers (NJSBDC), where the fee is paid by the NJSBDC, without cost to the client. We will always clarify the engagement with a client, and the estimated fee, before the consulting assignment begins.
Roger S. Cohen, 2003-2004.
roger@rogercohen.com
www.rogercohen.com
SBIR Services from Cohen

Roger S. Cohen, President, Cohen International (845) 358-8936 roger@rogercohen.com www.rogercohen.com
SBIR Proposal Review Service Intended for clients who have written a draft SBIR proposal and want a fast review and critique. SBIR Coaching Service Intended for clients who need assistance with the entire SBIR process. Full Proposal Writing Service Intended for clients who need substantial assistance with the proposal development process. SBIR Training Intended for clients who want to have on-site training regarding any aspect of the SBIR process.
In New Jersey, some of these services may be available to you from the NJSBDC free of charge.
www.rogercohen.com
Presentation Overview
1. 2. 3. Overview of the SBIR and STTR Programs (previous slides) Differences between SBIR and STTR (previous slides) Searching for Solicitations and Topics (previous slides)
4. Proposal Strategy 5. Instructions and Tips for Proposal Writing 6. Introduction to Cost Proposals 7. If You Win or Loose 8. Proposal Preparation Assistance
Proposal Strategy
Find a topic! Read the solicitation! Each solicitation is different. Two examples: Select SBIR or STTR
Roger S. Cohen, 2003-2004. roger@rogercohen.com
NIH DOD
continues ->
www.rogercohen.com 5
SBIR v. STTR at NIH

REQUIREMENTS Applicant Organization Award Period* SBIR Small Business Concern (SBC) Phase I - 6 months, normally Phase II - 2 years, normally Phase I - $100,000, normally Phase II - $750,000, normally Employed by company more than 50% of his/her time during award. Minimum level of effort on the project not stipulated. Subcontract/Consultant Costs* Phase I Total amount of contractual and consultant costs normally may not exceed 33% of total amount requested. Phase II Total amount of contractual and consultant costs normally may not exceed 50% of total amount requested. Performance Site Must be entirely in U.S.* Part of research must take place in companycontrolled research space. STTR Small Business Concern (SBC) Phase I - 1 year, normally Phase II - 2 years, normally Phase I - $100,000, normally Phase II - $750,000, normally Employment not stipulated. The principal investigator must spend a minimum of 10% effort on the project and have a formal appointment with or commitment to the SBC. Phase I and Phase II SBC must perform at least 40% of work and the single, partnering U.S. nonprofit research institution (RI) must perform at least 30% of the work. Deviations are not permitted from these minimum requirements. Must be entirely in U.S.* Part of research must take place in companycontrolled research space and part in that of partnering U.S. research institution. Source: PHS 2004-2, Part I, January, 2004.
Award Dollar Guidelines*
Principal Investigator*
*Deviations permissible with written justification and approval.
www.rogercohen.com
Solicitation Requirements
1. May not exceed 25 pages excluding specific items shown in the solicitation. For example:
Cover letter (NIH) One-page Introduction (NIH) Biographic Sketch (NIH) Sections E - J of the Research Plan (NIH) Commercialization Plan (DOD)
The Abstract
Your most important page! Goes by different names, by agency

Specific Aims Abstract Identification and Significance Synopsis Cover Sheet
continues ->
Abstract: NIH Specific Aims

On one page, state the specific objectives:
Technical questions to determine feasibility. Potential for technological innovation. Potential for commercial application. Define proposed product to be developed. Include milestones for each of the aims.
continues ->
Abstract: DOD Identification

B.1 Identification and Significance of the Problem or Opportunity. Define the specific technical problem or opportunity addressed and its importance. Begin on Page 3 of your proposal.
continues ->
www.rogercohen.com
10
Sample Abstract
(1/6continues...)
This Small Business Innovation Research Phase 1 proposal to the Department of Defense requests $100,000. support for Synthetic Blood, Inc. to demonstrate the feasibility of producing a synthetic blood plasma generation unit named PlasmaSynth. This proposal responds to Army Topic Number A02-066, "Synthetic Blood Technology. The significance of PlasmaSynth is that, for the first time, medical units will be able to synthesize blood plasma from water and powdered ingredients at virtually any location, without the use of external power generators or refrigeration. The plasma will also be disease-free.
continues ->
Sample Abstract
(2/6continued)
The innovation in PlasmaSynth will be to create a solarpowered synthesis unit. The synthesis unit, when combined with readily available photovoltaic cells, and readily available chemicals, will produce synthetic blood plasma. Phase 1 activities will involve development of the plasma generation chamber and a voltage collection sub-system. The research facilities at Synthetic Blood, Inc., and laboratories at Bela Lugosi University, will be utilized to develop and test the required hardware. Phase 2 activities will concentrate on maximizing solar energy collection, increasing plasma generation, and moving plasma to a storage unit. continues ->
Sample Abstract
(3/6continued)
The commercial applications include: hospitals, remote treatment sites and vampire containment facilities. The government applications include: battle field surgery, remote military facilities, Department of Homeland Security and FEMA disaster recovery operations, and Area 52. PlasmaSynth will be superior to competitive technologies as it will require no external power supply, no refrigeration unit, will be 90% smaller and will weigh less than 10% of current products made by BloodCo, Inc. and PlasmaGuys, Inc. continues ->
www.rogercohen.com
13
Sample Abstract
(4/6continued)
The Principal Investigator, Vladimir Dracula, Ph.D., is qualified to perform this work as he has been a world authority on blood since 1437. His laboratories in Transylvania and Roswell have generated preliminary data indicating potential success of this project.
continues ->
www.rogercohen.com
14
Sample Abstract
(5/6continued)
The size of all worldwide markets is estimated at $789,000,000. annually, with $502,000,000. in the United States. The use of the synthetic blood products in hospitals is $153,000,000. annually in the United States, of which Synthetic Blood, Inc. expects to capture 75%, or $115,000,000., within the 5th year. The use of synthetic blood products in Department of Defense markets represents $150,000,000. annually, of which Synthetic Blood, Inc. expects to capture 65%, or $98,000,000., within the 5th year.
continues ->
www.rogercohen.com
15
Sample Abstract
(6/6 continued)
Synthetic Blood, Inc. has received the support of PhotoCells-R-Us, Inc. in the development of photovoltaic collectors. Potential customers The American Red Cross and Vampire Spas, Inc. have indicated their desire to purchase the PlasmaSynth.
[Ed. note: 400 words]
Key words: synthetic blood, plasma, field surgery, vampire, hematology.

Roger S. Cohen, 2003-2004. All rights reserved. E&OE. Content or format may not be suitable for all proposals. This topic is fictitious.
www.rogercohen.com
16
Before the Specs...

Lets take a look At the Review Criteria
www.rogercohen.com
17
NIH Review Criteria

1. Significance
A. Commercial potential? B. Commercial & societal benefits? C. Advancement of scientific knowledge? D. Leads to further discoveries? E. Competitive advantage over existing technologies?
www.rogercohen.com
18
NIH Review Criteria

2. Approach
A. Design, methods adequately developed? B. Sound approach to commercial feasibility? C. Acknowledges potential problem areas? D. Milestones are appropriate?
www.rogercohen.com
19
NIH Review Criteria

3. Innovation
A. Challenges existing paradigms or employs novel technologies? B. Aims are original and innovative?
www.rogercohen.com
20
NIH Review Criteria

4. Investigators
A. Principal Investigator is capable? B. Proposed work is appropriate to the Principal Investigator and others? C. Relationships of key personnel to the small business and to other institutions are appropriate?
www.rogercohen.com
21
NIH Review Criteria

5. Environment
A. Sufficient access to resources? B. Environment in which the work will be done contributes to the probability of success? C. Proposed experiments utilize the scientific environment or employ useful collaborative arrangements?
www.rogercohen.com
22
DOD Solicitation: Start at B.1

B.1 Identification and Significance of the Problem or Opportunity. Define the specific technical problem or opportunity addressed and its importance. Begin on Page 3 of your proposal.
www.rogercohen.com
23
DOD: Technical Objectives

B.2. Phase I Technical Objectives. Enumerate the specific objectives of the Phase I work, including the questions it will try to answer to determine the feasibility of the proposed approach.
continues ->
www.rogercohen.com
24
Technical Objective: PlasmaSynth

Objective 1: Design a working mixing chamber. Questions: Will forming stainless steel produce stress points? Will corrections to the flow pattern be required? Objective 2: Design the photovoltaic system. Questions: Will the solar cells fit in the housing? Will enough power be available in the limited space? Objective 3: Draw operating power. Questions: Will power from the solar cells be sufficient? Will the circuitry withstand the voltage?
DOD Solicitation: Work Plan

B.3 Work Plan. Provide an explicit, detailed description of the approach. Indicate:
What is planned. How and where the work will be carried out. Schedule of major events. Final product to be delivered.
continues ->
www.rogercohen.com
26
DOD Solicitation
B.3 Work Plan ( continued) The Phase I effort should attempt to determine the technical feasibility of the proposed concept. The methods planned to achieve each objective or task should be discussed explicitly and in detail. This section should be a substantial portion of the total proposal. continues ->
Work Plan: PlasmaSynth

Task Design mixing Chamber Design photovoltaic system Staff Dracula Start Week 1 Finish Week 3 Task Details Blueprints, CAD drawings Specify voltage & size of panels Draw 1.7 gigawats Milestone Drawings are completed Specs are approved
Dracula
Week 2
Week 6
Ohm Draw operating power
Week 7
Week 7
Power transmits from cells to synthesizer
www.rogercohen.com
28
DOD Solicitation
B.4 B.5 B.6 B.7 B.8 B.9 B.10 Related Work. Relationship with Future R&D. Commercialization Strategy. Key Personnel. Facilities/Equipment. Subcontractors and Consultants. Similar Awards.
roger@rogercohen.com www.rogercohen.com 29
DOD: C, Cost Proposal

C.1 List all key personnel by name, number of hours, and amount. C.2 List special tooling and test equipment. Carefully reviewed. C.3 List cost for travel. Justify amounts. C.4 Cost sharing is permitted, but is not required, not an evaluation factor. C.5 Phase I Option, separately costed.
Cost Proposal Issues
Overhead
Actual or Negotiated or Typical (NIH: 40% Ph1, 20% Ph2)
Profit or fee
NIH: 7% maximum DOD: 7% common
Proposal Writing Tips
Contact program administrator early

Select the right institute (NIH). Ask about dual application if the project
fits with 2 study sections.
continues ->
www.rogercohen.com
32
Begin Phase I writing early

5% is scientists work.
95% is marketing & sales. (NIH, 2003)
Write a mini-business plan. Prove intent to go to Phase III.

continues ->
www.rogercohen.com
33
Perform an administrative review:

File size Margin Type size Consultant letters Support letters Number of pages
www.rogercohen.com
34
High-Scores Parameters
Standard readability (Bormouth, Flesch)

not more than grade level 10 (NIH).
Relationship with a university. Specific Specific Aims. PI published in the topic area. Ph.D. or M.D. project personnel. Evident commercial potential.
Tell a good story. Assume that your readers are unfamiliar

with your proposal area.
Have broad appeal to unfamiliar readers. Use fewer words and more diagrams. Show innovation.
Words to Include
Homeland Security Measurable activities Enumerated tasks Commercial market size Names of potential customers Names of potential licensees
Items to Include
Letters of commitment Letters of support Purchase orders
www.rogercohen.com
38
Words to Avoid
We already did this Tasks 1 - 99 (too many tasks) Tasks which do not match objectives Plan with no steps Sensitive terms
continues ->
Words to Avoid
Certain Words Can Trip Up AIDS Grants
Scientists studying AIDS are warned to avoid certain controversial key words in NIH and CDC grant applications. Abstract should be cleansed. In a proposal for study of HIV prevention, do not use sex workers, men who sleep with men, and "needle exchange. Do not use contentious wording like gay or homosexual.
NY Times, 4/18/03 <http://www.nytimes.com/2003/04/18/national/18GRAN.html>
www.rogercohen.com
40
If You Win...
1. Finish the Phase I project.
Demonstrate feasibility and credibility. File final administrative reports,

invention disclosures.
2. Finish Phase I on time. If you ask for a no cost extension, have a good explanation.
continues ->
If You Win...
3. Use the team you proposed.
PI did only 5% and a junior did the rest? Used relationship with major university?
4. Summarize your good work.
Describe your professional approach, Include some photos of your team.
thorough analysis, and your reasoned conclusions.
continues ->
If You Win...
5. Dont be a stealth Phase I recipient.
Keep agency informed of progress. Ask for input. Ask for help making contacts for Phase III.
continues ->
www.rogercohen.com
43
If You Win...
6.Dont be labeled as a Phase I whiner.
Management woes Doubts about own ability to perform the work Begging agency to help overcome routine
problems
www.rogercohen.com
44
If You Loose...
Do not challenge a bad score. Contact the Administrator. Review and revise:
Resubmit.
Specific Aims Team, PI Methodology, Work Plan Marketing Info and Commercialization Plan
www.rogercohen.com
45
Proposal Preparation Assistance
New Jersey SBDCs Massachusetts:
Technology Commercialization Center

Mass Tech Collaborative Massachusetts SBDCs Center for Technology Commercialization
Soliciting agency SBIR conferences Consultants (fee-based) for example

Cohen International ->
SBIR Services from Cohen

Roger S. Cohen, President, Cohen International (845) 358-8936 roger@rogercohen.com www.rogercohen.com
SBIR Proposal Review Service

Intended for clients who have written a draft SBIR proposal and want a fast review and critique.
SBIR Coaching Service

Intended for clients who need assistance with the entire SBIR process.
Full Proposal Writing Service

Intended for clients who need substantial assistance with the proposal development process.
SBIR Training
Intended for clients who want to have on-site training regarding any aspect of the SBIR process.
In New Jersey, some of these services may be available to you from the NJSBDC free of charge.
Roger S. Cohen
Cohen International (845) 358-8936 roger@rogercohen.com www.rogercohen.com
End

August 2004 SBIR STTR Workshop Cohen Winning SBIR RSC 6

Cargado por

Información del documento

Descripción original:

Derechos de autor

Formatos disponibles

Compartir este documento

Compartir o incrustar documentos

Opciones para compartir

¿Le pareció útil este documento?

¿Este contenido es inapropiado?

Copyright:

Formatos disponibles

August 2004 SBIR STTR Workshop Cohen Winning SBIR RSC 6

Cargado por

Copyright:

Formatos disponibles

Winning SBIR Proposals

(845) 358-8936 roger@rogercohen.com www.rogercohen.com

About Cohen International

Roger S. Cohen, 2003-2004.

SBIR Services from Cohen

Roger S. Cohen, 2003-2004.

SBIR v. STTR at NIH

Award Dollar Guidelines*

*Deviations permissible with written justification and approval.

Roger S. Cohen, 2003-2004.

Your most important page! Goes by different names, by agency

Abstract: NIH Specific Aims

Abstract: DOD Identification

Roger S. Cohen, 2003-2004.

Roger S. Cohen, 2003-2004.

Roger S. Cohen, 2003-2004.

Roger S. Cohen, 2003-2004.

Key words: synthetic blood, plasma, field surgery, vampire, hematology.

Roger S. Cohen, 2003-2004.

Before the Specs...

Roger S. Cohen, 2003-2004.

NIH Review Criteria

Roger S. Cohen, 2003-2004.

NIH Review Criteria

Roger S. Cohen, 2003-2004.

NIH Review Criteria

Roger S. Cohen, 2003-2004.

NIH Review Criteria

Roger S. Cohen, 2003-2004.

NIH Review Criteria

Roger S. Cohen, 2003-2004.

DOD Solicitation: Start at B.1

Roger S. Cohen, 2003-2004.

DOD: Technical Objectives

Roger S. Cohen, 2003-2004.

Technical Objective: PlasmaSynth

DOD Solicitation: Work Plan

Roger S. Cohen, 2003-2004.

Work Plan: PlasmaSynth

Ohm Draw operating power

Power transmits from cells to synthesizer

Roger S. Cohen, 2003-2004.

Roger S. Cohen, 2003-2004.

DOD: C, Cost Proposal

Cost Proposal Issues

Proposal Writing Tips

Contact program administrator early

Roger S. Cohen, 2003-2004.

Proposal Writing Tips

Begin Phase I writing early

Write a mini-business plan. Prove intent to go to Phase III.

Roger S. Cohen, 2003-2004.

Proposal Writing Tips

Perform an administrative review:

Roger S. Cohen, 2003-2004.

Standard readability (Bormouth, Flesch)

Proposal Writing Tips

Tell a good story. Assume that your readers are unfamiliar

Letters of commitment Letters of support Purchase orders

Roger S. Cohen, 2003-2004.

Roger S. Cohen, 2003-2004.

Demonstrate feasibility and credibility. File final administrative reports,

Describe your professional approach, Include some photos of your team.