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

2. You submitted your proposal What happens next?

3. A 6-month Review Process

4. 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)

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

6. 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.)

7. 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

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

9. 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?

10. 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?

11. 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?

12. 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?

13. References / more info Phase II proposal preparation:
Phase II commercial review criteria:
Review process:
Contact your PD!

14. Prepare a Strong Commercialization Plan

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