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

2. Funding Awards 1999 to2009 Forecast to Sep 2017

3. Why expanding your portfolio Beyond Grants?

4. 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)

6. 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)

7. Contract (needs) Competent Champions

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

9. 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

10. 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), ….

11. 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

12. Examples

13. Years of IT Experience (Example)

14. (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, … …………

15. How to winning contracts? How do industries win contracts?

16. 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

17. 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 ($$$$$)

18. Proposal needs
Where to start?

19. 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!?

20. 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?

21. 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

22. (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)

23. 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?

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

25. 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/

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

27. Associate Vice Chancellor for Research, Technology Transfer
Thank you.
Daryush ILA, PhD
Associate Vice Chancellor for Research, Technology Transfer
FSU