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

2. Expanding your R&D Portfolio Beyond Grants 2 Why to expand your portfolio?

3. Expanding your R&D Portfolio Beyond Grants 3 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

4. Expanding your R&D Portfolio Beyond Grants 4

5. 5 Sample portfolio (Actual) First ten years (Conservatively)

6. Expanding your R&D Portfolio Beyond Grants 6 Increase Revenue Consider contracts  Education  Certificates (Academics and Industry)  Off site Campus (es)  Training (such as?)  Workshops (such as?)  Service  R&D (such as?)  Operation support (such as?)

7. Expanding your R&D Portfolio Beyond Grants 7 Contract (needs)

8. Expanding your R&D Portfolio Beyond Grants 8 What are the first few steps? Infrastructure needs

9. Expanding your R&D Portfolio Beyond Grants 9 The first few steps? Identify the market, Identify the Customers, Level of customer relation & customer support? Identify the areas of strength, Identify the STARS, Identify a dedicated team, (potentially a “tiger team”) Initial Strategic Plan (5**-15 years),

10. Expanding your R&D Portfolio Beyond Grants 10 Identify a dedicated team  Proposal Development, Proposal manager, Book-Boss, Graphic Art, Reports, Budget, Writers, …  Business Developer, Capture Manager, (with technical background)  Customer/Public Relation  Identify and recruit members of Red Team, Orange Team, White Glove Team, ….

11. Expanding your R&D Portfolio Beyond Grants 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. Expanding your R&D Portfolio Beyond Grants 12 Examples

13. Expanding your R&D Portfolio Beyond Grants 13 Years of IT Experience (Example)

14. Expanding your R&D Portfolio Beyond Grants 14 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, ….. 8. ………… EXAMPLE of Workshops (Increased Economics Impact)

15. Expanding your R&D Portfolio Beyond Grants 15

16. Expanding your R&D Portfolio Beyond Grants 16 How to winning contracts? How do industries win contracts?

17. Expanding your R&D Portfolio Beyond Grants 17 How Things work at Academia! University: Faculty: finds opportunity, develop proposal, go to G&C or OSP, there it goes Industry: Opportunity ID, Opportunity Qualified, Captured (Go/No go), Prop Dev, ---  Post Award

18. Expanding your R&D Portfolio Beyond Grants 18 Improved approach! University: Develop the idea with customer, ID the Opportunity, Opportunity Qualified (Go/No go),………….., Secure Resources, Build the team (technical, writing/dev., Red, Submission/compliance), Select the Proposal Development team, ---  Post Award

19. Expanding your R&D Portfolio Beyond Grants 19 Where to start? Proposal needs

20. Expanding your R&D Portfolio Beyond Grants 20 Questions to ask? Single PI contracts Demonstrated SME? Who do you know? Do they know you? Merit Vs. Reputation!? Communication & Partnership with customer/sponsor!?

21. Expanding your R&D Portfolio Beyond Grants 21 Infrastructure? Demonstrated SMEs? Past Performance? Needs of RFP/RFQ/BAA/RFI? Partners/team members? Proposal team? Questions to ask? Similarly for a large contract

22. Expanding your R&D Portfolio Beyond Grants 22 Questions & Answers 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

23. Expanding your R&D Portfolio Beyond Grants 23 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 Questions & Answers How to win contracts (half a day to a day workshop) How to win contracts (half a day to a day workshop)

24. Expanding your R&D Portfolio Beyond Grants 24 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?

25. Expanding your R&D Portfolio Beyond Grants 25 Step by step review sequence and time allocation

26. Expanding your R&D Portfolio Beyond Grants 26 Writers Small If Possible ? Writers If possible Internal Rev Team/ Missing Timeline and scheduling Due date 0 day -3 -8 -30 days

27. Expanding your R&D Portfolio Beyond Grants 27 Writers Large Center If Possible ? Writers Due date -1 day -5 -28 -14 -60 day White Glove with OSRP

28. Expanding your R&D Portfolio Beyond Grants 28 Thank you. Daryush ILA, PhD Associate Vice Chancellor for Research, Technology Transfer Officer, & RSO FSU dila@uncfsu.edu 910-672-2417