This action might not be possible to undo. Are you sure you want to continue?
Roger S. Cohen
(845) 358-8936 firstname.lastname@example.org www.rogercohen.com
© Roger S. Cohen, 2003-2004. email@example.com www.rogercohen.com 1
About Cohen International
Roger S. Cohen, President, Cohen International (845) 358-8936 • firstname.lastname@example.org • 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.
SBIR Services from Cohen
Roger S. Cohen, President, Cohen International (845) 358-8936 • email@example.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, 2003-2004.
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
© Roger S. Cohen, 2003-2004. firstname.lastname@example.org www.rogercohen.com 4
roger@rogercohen. • Two examples: • Select SBIR or STTR © Roger S.rogercohen.com 5 .com » NIH » DOD … continues -> www.Proposal Strategy • Find a topic! • Read the solicitation! • Each solicitation is different. 2003-2004. Cohen.
S. Phase II Š Total amount of contractual and consultant costs normally may not exceed 50% of total amount requested. January.1 year. Source: PHS 2004-2.2 years. partnering U. normally Employment not stipulated.000. normally Employed by company more than 50% of his/her time during award. © Roger S.S.* Part of research must take place in companycontrolled research space and part in that of partnering U.000. The principal investigator must spend a minimum of 10% effort on the project and have a formal appointment with or commitment to the SBC. research institution. nonprofit research institution (RI) must perform at least 30% of the work.000. Cohen.6 months.$750. 2004.$750.SBIR v. STTR at NIH REQUIREMENTS Applicant Organization Award Period* SBIR Small Business Concern (SBC) Phase I .$100. Minimum level of effort on the project not stipulated. normally Phase II . normally Phase II . Deviations are not permitted from these minimum requirements. normally Phase II .S.000. Performance Site Must be entirely in U. normally Phase I .2 years.* Part of research must take place in companycontrolled research space. Subcontract/Consultant Costs* Phase IŠ Total amount of contractual and consultant costs normally may not exceed 33% of total amount requested. Part I.rogercohen. roger@rogercohen. STTR Small Business Concern (SBC) Phase I . 2003-2004. normally Phase I . Phase I and Phase II Š SBC must perform at least 40% of work and the single.S.com 6 .$100. Award Dollar Guidelines* Principal Investigator* *Deviations permissible with written justification and approval. Must be entirely in U.com www. normally Phase II .
roger@rogercohen.Solicitation Requirements 1.J of the Research Plan (NIH) » Commercialization Plan (DOD) © Roger S.rogercohen.com www. 2003-2004. May not exceed 25 pages … … excluding specific items shown in the solicitation.com 7 . Cohen. For example: » Cover letter (NIH) » One-page “Introduction” (NIH) » Biographic Sketch (NIH) » Sections E .
Cohen. 2003-2004.com 8 .com www. email@example.com.The Abstract • Your most important page! • Goes by different names. by agency … » Specific Aims » Abstract » Identification and Significance » Synopsis » Cover Sheet … continues -> © Roger S.
Abstract: NIH “Specific Aims” On one page.com www.rogercohen. » Include milestones for each of the aims. » Potential for technological innovation. roger@rogercohen. … continues -> © Roger S. Cohen. state the specific objectives: » Technical questions to determine feasibility.com 9 . 2003-2004. » Potential for commercial application. » Define proposed product to be developed.
rogercohen. 2003-2004. … continues -> © Roger S. firstname.lastname@example.org 10 .Abstract: DOD “Identification…” B.1 Identification and Significance of the Problem or Opportunity. Cohen. Define the specific technical problem or opportunity addressed and its importance. Begin on Page 3 of your proposal.com www.
to demonstrate the feasibility of producing a synthetic blood plasma generation unit named PlasmaSynth™. This proposal responds to Army Topic Number A02-066. Inc. without the use of external power generators or refrigeration.) This Small Business Innovation Research Phase 1 proposal to the Department of Defense requests $100.. roger@rogercohen. support for Synthetic Blood. Cohen.Sample Abstract (1/6…continues.com 11 . … continues -> © Roger S.” The significance of PlasmaSynth™ is that. The plasma will also be disease-free.com www.000.. 2003-2004.rogercohen. medical units will be able to synthesize blood plasma from water and powdered ingredients at virtually any location. "Synthetic Blood Technology. for the first time.
… continues -> © Roger S. Phase 2 activities will concentrate on maximizing solar energy collection. Phase 1 activities will involve development of the plasma generation chamber and a voltage collection sub-system. The research facilities at Synthetic Blood. and readily available chemicals.. and laboratories at Bela Lugosi University. Inc. and moving plasma to a storage unit. roger@rogercohen. increasing plasma generation. when combined with readily available photovoltaic cells. The synthesis unit. 2003-2004.rogercohen. will produce synthetic blood plasma.Sample Abstract (2/6…continued) The innovation in PlasmaSynth™ will be to create a solarpowered synthesis unit. will be utilized to develop and test the required hardware. Cohen.com www.com 12 .
roger@rogercohen.Sample Abstract (3/6…continued) The commercial applications include: hospitals. … continues -> © Roger S. Department of Homeland Security and FEMA disaster recovery operations.com 13 . Inc. Inc. and Area 52. and PlasmaGuys.rogercohen. Cohen. remote military facilities. The government applications include: battle field surgery. no refrigeration unit. 2003-2004. will be 90% smaller and will weigh less than 10% of current products made by BloodCo.com www. PlasmaSynth™ will be superior to competitive technologies as it will require no external power supply. remote treatment sites and vampire containment facilities.
His laboratories in Transylvania and Roswell have generated preliminary data indicating potential success of this project.rogercohen. … continues -> © Roger S.com www. Vladimir Dracula. is qualified to perform this work as he has been a world authority on blood since 1437.D. Ph. 2003-2004.com 14 . roger@rogercohen. Cohen..Sample Abstract (4/6…continued) The Principal Investigator.
of which Synthetic Blood.000. The use of the synthetic blood products in hospitals is $153. … continues -> © Roger S. 2003-2004.com www.000. with $502. or $115.000.rogercohen. expects to capture 65%. annually. annually..000. email@example.com 15 . of which Synthetic Blood.000..000. The use of synthetic blood products in Department of Defense markets represents $150. Cohen. Inc.000.000. Inc.000.000. within the 5th year.000. annually in the United States. in the United States.Sample Abstract (5/6…continued) The size of all worldwide markets is estimated at $789. or $98.000. within the 5th year. expects to capture 75%.
field surgery. Inc. 2003-2004. Content or format may not be suitable for all proposals. in the development of photovoltaic collectors. roger@rogercohen. has received the support of PhotoCells-R-Us. Inc. plasma. Potential customers The American Red Cross and Vampire Spas.com www. 2003-2004. vampire. Cohen. E&OE.rogercohen. © Roger S. © Roger S. This topic is fictitious.Sample Abstract (6/6 …continued) Synthetic Blood. Cohen. All rights reserved. [Ed. Inc. have indicated their desire to purchase the PlasmaSynth™. note: 400 words] Key words: synthetic blood. hematology.com 16 .
com 17 .com www. Cohen. roger@rogercohen.Before the Specs...rogercohen. 2003-2004. Let’s take a look At the Review Criteria © Roger S.
Cohen.rogercohen. Significance A.com 18 . Competitive advantage over existing technologies? © Roger S. Commercial & societal benefits? C.com www. Commercial potential? B.NIH Review Criteria 1. Leads to further discoveries? E. roger@rogercohen. Advancement of scientific knowledge? D. 2003-2004.
Design. Acknowledges potential problem areas? D. Milestones are appropriate? © Roger S. Cohen. methods adequately developed? B.rogercohen.com 19 . 2003-2004. Approach A.com www.NIH Review Criteria 2. Sound approach to commercial feasibility? C. roger@rogercohen.
2003-2004.rogercohen. Cohen. Challenges existing paradigms or employs novel technologies? B.com www.com 20 . roger@rogercohen.NIH Review Criteria 3. Aims are original and innovative? © Roger S. Innovation A.
NIH Review Criteria 4. 2003-2004.com 21 . 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? © Roger S.com www.rogercohen. Investigators A. Principal Investigator is capable? B. Cohen. roger@rogercohen.
rogercohen.NIH Review Criteria 5. roger@rogercohen. 2003-2004. Cohen.com 22 . Environment A. Sufficient access to resources? B.com www. Proposed experiments utilize the scientific environment or employ useful collaborative arrangements? © Roger S. Environment in which the work will be done contributes to the probability of success? C.
DOD Solicitation: Start at B. Cohen. firstname.lastname@example.org Identification and Significance of the Problem or Opportunity.rogercohen. © Roger S. 2003-2004.1 B. Define the specific technical problem or opportunity addressed and its importance.com 23 . Begin on Page 3 of your proposal.com www.
including the questions it will try to answer to determine the feasibility of the proposed approach. Cohen. … continues -> © Roger S. Enumerate the specific objectives of the Phase I work. Phase I Technical Objectives. roger@rogercohen. 2003-2004.com 24 .com www.2.DOD: Technical Objectives B.rogercohen.
com www.rogercohen. 2003-2004.com 25 . Questions: Will forming stainless steel produce stress points? Will corrections to the flow pattern be required? Objective 2: Design the photovoltaic system. Cohen. 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? © Roger S. roger@rogercohen.Technical Objective: PlasmaSynth Objective 1: Design a working mixing chamber.
detailed description of the approach. … continues -> © Roger S.3 Work Plan.com www.DOD Solicitation: Work Plan B. 2003-2004.com 26 . Schedule of major events. Cohen. Provide an explicit. Final product to be delivered. email@example.com. Indicate: » » » » What is planned. How and where the work will be carried out.
The methods planned to achieve each objective or task should be discussed explicitly and in detail.com www. This section should be a substantial portion of the total proposal.DOD Solicitation B. firstname.lastname@example.org Work Plan (… continued) The Phase I effort should attempt to determine the technical feasibility of the proposed concept. … continues -> © Roger S.com 27 . Cohen.rogercohen. 2003-2004.
com 28 . Cohen.Work Plan: PlasmaSynth™ Task Design mixing Chamber Design photovoltaic system Staff Dracula Start Week 1 Finish Week 3 Task Details Blueprints.com www.rogercohen. CAD drawings Specify voltage & size of panels Draw 1. 2003-2004.7 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 © Roger S. roger@rogercohen.
Cohen.10 Related Work.com www.6 B. roger@rogercohen. Key Personnel.4 B.com 29 © Roger S.5 B. Subcontractors and Consultants. 2003-2004.7 B. Similar Awards.DOD Solicitation B. Relationship with Future R&D. . Facilities/Equipment.9 B.8 B. Commercialization Strategy.rogercohen.
Carefully reviewed. Cohen. Cost Proposal C. and amount. separately costed. Justify amounts. not an evaluation factor. email@example.com Phase I Option. C. C. but is not required.2 List special tooling and test equipment. © Roger S. C.com www. C.rogercohen.3 List cost for travel.4 Cost sharing is permitted.com 30 . 2003-2004.DOD: C. number of hours.1 List all key personnel by name.
com 31 .com www. 20% Ph2) • Profit or fee » NIH: 7% maximum » DOD: 7% common © Roger S. Cohen.Cost Proposal Issues • Overhead » Actual … or » Negotiated … or » Typical (NIH: 40% Ph1. firstname.lastname@example.org. 2003-2004.
rogercohen. roger@rogercohen. Cohen.com 32 . 2003-2004.Proposal Writing Tips • Contact program administrator early » Select the right institute (NIH). … continues -> © Roger S.com www. » Ask about dual application if the project fits with 2 study sections.
2003) » Write a mini-business plan.Proposal Writing Tips • Begin Phase I writing early » “5% is scientist’s work. 2003-2004.” (NIH. Cohen. … continues -> © Roger S. 95% is marketing & sales. » Prove intent to go to Phase III.rogercohen.com www. email@example.com 33 .
com www. 2003-2004. firstname.lastname@example.org 34 .rogercohen. Cohen.Proposal Writing Tips • Perform an administrative review: » File size » Margin » Type size » Consultant letters » Support letters » Number of pages © Roger S.
• Relationship with a university.D. • Evident commercial potential. or M. © Roger S.com www. 2003-2004. • Specific “Specific Aims.com 35 . Cohen. Flesch) not more than grade level 10 (NIH).rogercohen.D. • Ph.” • PI published in the topic area. roger@rogercohen.High-Scores Parameters • Standard readability (Bormouth. project personnel.
• Use fewer words and more diagrams. 2003-2004. Cohen. • Assume that your readers are unfamiliar with your proposal area.rogercohen. • Show innovation.Proposal Writing Tips • Tell a good story. © Roger S.com www. • Have broad appeal to unfamiliar readers. email@example.com 36 .
com www.com 37 . roger@rogercohen.Words to Include • Homeland Security • Measurable activities • Enumerated tasks • Commercial market size • Names of potential customers • Names of potential licensees © Roger S. Cohen. 2003-2004.rogercohen.
roger@rogercohen.Items to Include • Letters of commitment • Letters of support • Purchase orders © Roger S. Cohen. 2003-2004.com www.rogercohen.com 38 .
2003-2004.Words to Avoid • “We already did this” • Tasks 1 .rogercohen. Cohen.99 (too many tasks) • Tasks which do not match objectives • Plan with no steps • “Sensitive terms” … continues -> © Roger S.com 39 . firstname.lastname@example.org www.
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. 4/18/03 <http://www.html> © Roger S. Cohen. do not use “sex workers.” Do not use “contentious wording like ‘gay’ or ‘homosexual.” and "needle exchange. roger@rogercohen. 2003-2004.com 40 .com/2003/04/18/national/18GRAN. Abstract should be “cleansed.” “men who sleep with men.rogercohen.’” NY Times.” In a proposal for study of HIV prevention.nytimes.com www.
Finish Phase I on time. 1.com www. 2003-2004.. have a good explanation.If You Win. 2. … continues -> © Roger S. email@example.com. invention disclosures. Finish the Phase I project. » File final administrative reports. If you ask for a no cost extension. » Demonstrate feasibility and credibility.com 41 . Cohen..
com www. 3.rogercohen. Use the team you proposed. Summarize your good work. thorough analysis.If You Win. Cohen. … continues -> © Roger S.. roger@rogercohen. » Describe your professional approach. » Include some photos of your team. » PI did only 5% and a junior did the rest? » Used relationship with major university? 4. and your reasoned conclusions.com 42 . 2003-2004..
If You Win.rogercohen. Don’t be a stealth Phase I recipient. 2003-2004. Cohen.com 43 . » Ask for help making contacts for Phase III.. roger@rogercohen. … continues -> © Roger S. » Ask for input.com www. 5.. » Keep agency informed of progress.
.. firstname.lastname@example.org 44 .com www.If You Win.rogercohen. Cohen. 6.Don’t be labeled as a Phase I “whiner.” » Management woes » Doubts about own ability to perform the work » Begging agency to help overcome routine problems © Roger S. 2003-2004.
PI » Methodology. • Contact the Administrator. • Do not challenge a bad score.rogercohen. Work Plan » Marketing Info and Commercialization Plan email@example.com www.com 45 .If You Loose. © Roger S. • Review and revise: • Resubmit. » Specific Aims » Team.. 2003-2004.. Cohen.
com www. roger@rogercohen. 2003-2004.Proposal Preparation Assistance • New Jersey SBDC’s • Massachusetts: Technology Commercialization Center » Mass Tech Collaborative » Massachusetts SBDCs » Center for Technology Commercialization • Soliciting agency • SBIR conferences • Consultants (fee-based)… for example… … Cohen International -> © Roger S.com 46 . Cohen.rogercohen.
Full Proposal Writing Service Intended for clients who need substantial assistance with the proposal development process.SBIR Services from Cohen Roger S. Cohen International (845) 358-8936 • firstname.lastname@example.org www. In New Jersey. Cohen. President.com • www. 2003-2004. roger@rogercohen. © Roger S.com • • • • SBIR Proposal Review Service Intended for clients who have written a draft SBIR proposal and want a fast review and critique.rogercohen. Cohen.rogercohen. SBIR Coaching Service Intended for clients who need assistance with the entire SBIR process.com 47 . some of these services may be available to you from the NJSBDC free of charge. SBIR Training Intended for clients who want to have on-site training regarding any aspect of the SBIR process.
rogercohen. 2003-2004.Roger S.com www.com www.com End © Roger S. Cohen Cohen International (845) 358-8936 email@example.com. roger@rogercohen. Cohen.com 48 .
This action might not be possible to undo. Are you sure you want to continue?
We've moved you to where you read on your other device.
Get the full title to continue reading from where you left off, or restart the preview.