Commercial Review Process

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Commercial Review Process Phase II Commercial Review Process September 20, 2016

You submitted your proposal What happens next?

A 6-month Review Process

Phase II Review Process Proposals screened and sorted to panels, panelists recruited Panelists review proposals in advance of panel Review panels conducted PD performs due diligence PD recommends proposal for award Request for financial/admin information Review by Cost Analysis and Audit Resolution (CAAR) Final review by NSF grants office (DGA)

The Review Panel Technical and commercial reviewers Discuss your proposal in depth: Phase I report Technical Plan Commercialization Plan

Some Advice Incorporate the lessons learned during customer discovery Do your Phase I results data inform your Commercial Plan? Does your Phase II Technical Plan support your Commercialization Plan? Keep your PD informed about your Phase I progress (good/bad news, permission to pivot, corporate changes, etc.)

Commercial Reviewers Expertise in start-ups, investments, technology commercialization and/or relevant market segment May or may not have relevant technical training Take advice from technical reviewers Strong focus on the commercialization plan - review criteria mirror the format of the commercialization plan

The Commercialization Plan Section 1: Market Opportunity Section 2: Company/Team Section 3: Product/Technology and Competition Section 4: Finance and Revenue Model

Section 1: Market Opportunity What’s the product or service? Who is the customer/user? How do they currently meet the targeted need? What customer needs will it address? How big is the ADDRESSABLE market and what are the trends/drivers? What are the barriers (for YOU) to market entry?

Section 2: Company/Team What’s the size/structure/vision of the company? What is the commercial/funding track record of the company? Who owns/operates the company and who are the people responsible for this project? What are their credentials? What additional advisors/resources/advantages can the company bring to bear?

Section 3: Product/Technology and Competition What customer need/pain point can your product or service address? What’s the value proposition? Have you validated this? What’s the competitive advantage / landscape? How will you defend your competitive advantage? What’s the IP position? patentability, freedom to operate?

Section 4: Finance and Revenue Model What’s the revenue model? What are the revenue streams and when do they kick in? Project the future growth and financial trajectory of the business (pro-forma financial projections) What additional money/resources will you need? When will they be needed? Where will you fund them?

References / more info Phase II proposal preparation: http://www.nsf.gov/eng/iip/sbir/how-to-apply_phaseii.jsp Phase II commercial review criteria: http://www.nsf.gov/eng/iip/sbir/Forms/PhaseIICommercialReviewerForm.doc Review process: http://www.nsf.gov/eng/iip/sbir/review_process.jsp Contact your PD!

Prepare a Strong Commercialization Plan

Questions for our Panelists Albine Martin | Executive in Residence, John Kopkins University & BioHealth Ayman Fawaz | Principle, HWL Corporatio