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Daryush ILA, SBIR or any other Contracts Daryush ILA, Ph. D. Winning Contracts Basics (001) Industry University.

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Presentation on theme: "Daryush ILA, SBIR or any other Contracts Daryush ILA, Ph. D. Winning Contracts Basics (001) Industry University."— Presentation transcript:

1 Daryush ILA, dila@uncfsu.edu 1dila@uncfsu.edu SBIR or any other Contracts Daryush ILA, Ph. D. dila@uncfsu.edu Winning Contracts Basics (001) Industry University Government

2 Daryush ILA, dila@uncfsu.edu 2dila@uncfsu.edu What do we all like to do? (Part I) Win Contracts Win Grants Everyone Likes to do the same Take a number, start with number 1,000,001 and stay in line What is your discriminators?

3 Daryush ILA, dila@uncfsu.edu 3dila@uncfsu.edu Why you? Know how/Expertise, Past Performance, Location, Management plan, Accountability, Strategic Plan, Status ( SB/HBCU/MI, HUB Zone, WOSB, 8(a), SDB, … ) Customer Relation!?

4 Daryush ILA, dila@uncfsu.edu 4dila@uncfsu.edu Example Customer Relation How well does the customer know you? How well are you aware of the needs of this customer/person? (Why?) Who do you know at this customer site? What are their backgrounds? Who knows you at this customer site? Who knows your institution at this customer site? For what reason?,.....

5 Daryush ILA, dila@uncfsu.edu 5dila@uncfsu.edu RFP/RFQ/BAA timeline? Customer and you Customer $ RFP RFQ BAA Released Proposer (you) Idea Development timeline 12 – 24 months Idea/Need RFI

6 Daryush ILA, dila@uncfsu.edu 6dila@uncfsu.edu Were you prepared? Your Chance of success BeforeBefore Before RFP/BAA/RFQRFI Idea/Need Dev. Fair Good Great (99% People) (0.9% People) (0.1% people)

7 Daryush ILA, dila@uncfsu.edu 7dila@uncfsu.edu Questions to ask? Infrastructure? Demonstrated SMEs? Past Performance? Needs of RFP/RFQ/BAA/RFI? Partners/team members? Proposal team?

8 Daryush ILA, dila@uncfsu.edu 8dila@uncfsu.edu Q&A Example: Single PI proposals/contracts Demonstrated SME? Who do you know? Do they know you? Merit Vs. Reputation Communication & Partnership with customer/sponsor

9 Daryush ILA, dila@uncfsu.edu 9dila@uncfsu.edu Q&A Infrastructure? --- 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

10 Daryush ILA, dila@uncfsu.edu 10dila@uncfsu.edu Q&A 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 (2-6 hours workshop)

11 Daryush ILA, dila@uncfsu.edu 11dila@uncfsu.edu How Things work! University: Faculty: finds opportunity, develop proposal, go to G&C, there it goes Industry: Opportunity ID, Opportunity Qualified, Captured (Go/No go), Prop Dev, ---  Post Award

12 Daryush ILA, dila@uncfsu.edu 12dila@uncfsu.edu Improved approach! University: Develop the idea with customer, ID the Opportunity, Opportunity Qualified (Go),………….., Secure Resources, Build the team (technical, writing/dev., Red, Submission/compliance), Select the Proposal Development team, ---  Post Award

13 Daryush ILA, dila@uncfsu.edu 13dila@uncfsu.edu Keys to Proposal Writing (Part II) Try to avoid writing proposals Write as few as possible Win as many as you write Avoid negotiated procurements Make bid decisions only after careful and prolonged deliberation.

14 Daryush ILA, dila@uncfsu.edu 14dila@uncfsu.edu 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 on the proposal? Do we have sufficient experience and background information to prepare the proposal? Do we sufficiently and completely understand the customer's needs and requirements?

15 Daryush ILA, dila@uncfsu.edu 15dila@uncfsu.edu

16 Daryush ILA, dila@uncfsu.edu 16dila@uncfsu.edu 16 Step by step review sequence and time allocation

17 Daryush ILA, dila@uncfsu.edu 17dila@uncfsu.edu Remember who is your reviewer

18 Daryush ILA, dila@uncfsu.edu 18dila@uncfsu.edu Thank you Daryush ILA dila@uncfsu.edu And Daryushila@aol.com


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