Expanding your R&D Portfolio Beyond Grants Daryush ILA, Ph. D. Associate Vice Chancellor for Research & Technology Transfer Fayetteville State University

Funding Awards 1999 to2009 Forecast to Sep 2017

Why expanding your portfolio Beyond Grants?

Why to expand your portfolio? Increased Revenue, Increased IP, Startup, licensing revenues, Expand partnership with industry and community, Strengthen the academics quality, Increased student population, More Tell the story about winning contracts Makes wining grants at any level much easier (such as NSF awards)

 

Increase Revenue Consider contracts Education Service Certificates (Academics and Industry) Off site Campus (“es”) Training (M&P, compiance and more) Workshops Service R&D (such as SBIR/STTR, Prototyping, and more) Operation support (Example)

Contract (needs) Competent Champions

What are the first few steps? Infrastructure needs What are the first few steps?

The first few steps? Identify the market, Identify the Customers, Level of customer relation & customer support? Identify the areas of strength, Identify a Director/CEO (Critical) Identify the STARS, Identify a dedicated team, Initial Strategic Plan (5 to 15 years), Stars are Faculty, staff, potential employees and 1099s

Identify a dedicated team Proposal Development, Proposal manager, Book-Boss, Graphic Art, Reports, Budget, Writers, Certs/insurance, … Business Developer and Capture Managers, (with technical background/SME) Customer/Public Relation Identify and recruit members of Red Team (Relevant SMEs), Orange Team, White Glove Team (submission team), ….

Go/No Go, Business & Proposal preparation Build the matrix of capabilities; Area of expertise vs. No. of years Build the resume database; Include all willing faculty, staff, researchers and potential partners Establish a marketing plan; Short term and long term financial stability Build partnerships; Public, Private, & Government

Examples

Years of IT Experience (Example)

(Increased Economics Impact) EXAMPLE of Workshops (Increased Economics Impact) 1. Contract Development and contract writing 2. Writing Winning Contracts 3. SBIR/STTR/GOALI/I-Corps, EPSCoR…. 4. Small Business Training and Small Business Assistance 5. Innovation and Entrepreneurship 6. How to protect IP, 7. Cybersecurity, Cyber competency, ….. 8. …………

How to winning contracts? How do industries win contracts?

How things work at present University: Faculty Oriented: Faculty finds opportunity, develop proposal, go to G&C or OSRP, there it goes Industry: Strategic approach (Build Opportunities) Opportunity ID, Opportunity Qualified, Captured (Go/No go), Prop Dev, --- Post Award

Improved approach! University: Develop the idea with customer, Build relationship, establish Opportunities, Opportunity Qualified (Go/No go),…….. , Secure Resources, Build the team (technical, writing/dev., Red, Submission/compliance), Select the Proposal Development team, --- Post Award / celebrate ($$$$$)

Proposal needs Where to start?

Questions to ask? Demonstrated SME? Who do you know? Do they know you? Single PI contracts Demonstrated SME? Who do you know? Do they know you? Merit Vs. Reputation!? Communication & Partnership with customer/sponsor!?

Questions to ask? Infrastructure? Demonstrated SMEs? Past Performance? Similarly for a large contract Infrastructure? Demonstrated SMEs? Past Performance? Needs of RFP/RFQ/BAA/RFI? Partners/team members? Proposal team?

Questions & Answers Infrastructure? Past Performance? --- If No; build the Infrastructure, work with a partner who has Infrastructure. --- If Yes; Get ready to compete Past Performance? If No; work with a partner who has If yes; Do you have the Infrastructure

(half a day to a day workshop) Questions & Answers Needs of RFP/RFQ/BAA/RFI? --- If Not; work with a partner who can. --- If Yes; Get ready to compete Partners/team members? --- If Not; Start partnership building --- If yes; Do you have the Agreements signed? Proposal team? Depends on the size of the of award How to win contracts (half a day to a day workshop)

No shotgun approach (PLEASE) Are we the right one for the project? Did our staff/faculty pre-sell the opportunity? Did we devote sufficient resources and time to deciding on whether to bid or not to bid? Do we have sufficient experience and background information to prepare the proposal? Do we sufficiently and completely understand the customer's needs and requirements?

Step by step review sequence and time allocation 25% 15% Updated 2017

Small Due date -8 0 day -30 days -3 Timeline and scheduling Writers Missing Due date 0 day -30 days -8 -3 If Possible Timeline and scheduling ? If possible Writers Writers Internal Rev Team/

Large Center Due date -14 -1 day -28 -60 day -5 Writers Writers ? If Possible ? Writers White Glove with OSRP Writers

Associate Vice Chancellor for Research, Technology Transfer Thank you. Daryush ILA, PhD Associate Vice Chancellor for Research, Technology Transfer FSU dila@uncfsu.edu 910-672-2417