Title:SBIR: Grantsmanship or How to swim with the sharks and survive
Description:
It is not the will to win that's important. Everyone wants to win! It is the will to prepare to win that makes the difference. Bobby Knight ... – PowerPoint PPT presentation
Title: SBIR: Grantsmanship or How to swim with the sharks and survive
1 SBIR Grantsmanshipor How to swim with the sharks and survive!
Jerry Heindel PhD.
SBIR Program Director
National Institute of Environmental Health Sciences
National Institute of Health
Department of Health and Human Services
2 Dont be afraid of the water- jump in!
Government is lookingideas and products
There is money!!!!
There is help and guidance
SBTDC
Agency Program Director
Procedure is simple.
High expectation of success.
3 Setting the Stage.Important Considerations Before Starting. 4
A good idea is necessary but not sufficient
5 Begin with the End in Mind!
SBIR or STTR
Normal or Fast Track
Product/Service
Market size and growth
Customer profile
Competitors
Sales and market share projections
Pricing and margin analysis
Market trends
6 Begin With the End in Mind!
Start with the product vision.
Determine the needed features and specs.
Define phase II The research needed to achieve the product features and to meet the required specs.
Define phase I The evidentiary data needed to convince reviewers to fund phase II.
Specific aims and criteria for success
7 Focus on Product Not Technology
Core technology builds a business
A single use of core technology builds an SBIR/STTR application
Advantages of a focus on single use
meets needs of specific problem
targets committed reviewers
demonstrates business acuity
allows additional applications using same core technology
Describe public health and financial significance of product
8 Patents and Intellectual Property
DO NOT submit a grant application until you have applied for patents on your intellectual property
Patent protection is an absolute requirement for a business
Core technology must be protected (patent patent pending or provisional patent pending)
Company must own the title to patent or have exclusive license to it.
9 Plan Ahead 9 Months Submission to Award! National Institutes of Health University Researcher Submits Grant Application
Applicant Initiates Research Idea 2-3 months after submission 2-3 months after review Conducts Research Institute Director 10 If this is your first SBIR
Set aside at least 400 hrs for proposal preparation.
Start at least 3 months preferably 4 months before deadline.
Get a team togetheryou dont have enough knowledge to do it by yourself.
Talk to NIH SBIR directors.
Complete solid draft 1 month aheadfor critical review by outsider.
11 Checklist
Assessment of commercial viability
Spoken to NIH SBIR director
Talented professional for PI
Good support team
Resources and capabilities needed both to write application and carry out work
12 GET HELPTHE EXTRAMURAL TEAM! PROGRAM ADMINISTRATOR GRANTS MANAGEMENT SPECIALIST SCIENTIFIC REVIEW ADMINISTRATOR 13 Scientific Program Administrator
Develop program initiatives
Provide guidance and assistance to applicants
Attend Scientific review group (SRG) meetings as program resource person(s)
Communicate results of review to applicants
Make funding recommendations
Monitor progress during the award period
14 Common Problems with Applications
Overly ambitious
Lack of innovation
Lack of linkage to human health problem
Lack of focused/mechanistic hypothesis
Lack of focused aims that will prove and only
prove the hypothesis
Unfocused research plan that does not test feasibility
Questionable reasoning in approach
Lack of experimental detail
Lack of experience with methods
15 Principles of Grantsmanship Preparing an SBIR Application
Title
Abstract (200 words)
Research Plan
Specific Aims ( 1 page)
Significance (2-3 pages)
Experimental Methods/Approach
16 General NIH Guidelines
Phase II
Research Plan 25 pages
Product development plan 10 pages
Appendices permitted
No limit on total pages
Biographical sketches 4 pages each
Phase I
Research Plan 15 pages
Total of 25 pages
No appendices
Biographical sketches 4 pages each
17 It is not the will to win thats important. Everyone wants to win! It is the will to prepare to win that makes the difference. Bobby Knight 18 Important Points to Remember
SBIR applications now use the NIH 398 forms.
TIP USE STYLE OF RESEARCH GRANTS
There is an art to writing applications!
TIP MELD SCIENCE SALESMANSHIP
AND COMMUNICATION SKILLS
19 Grantsmanship Sell yourself and your ideas!
What are you selling
Why is it important
Impact (who will benefit)
How will you do it
Advantages/strengths/limitations
Track record (can you do it)
And put it in the proper form !
20 Principles of Successful Selling
Make people like youdevelop rapport
Find out what they need or want
Get the other person point of view
Know your product
Show advantages of your product
Develop a desire for your product
Get people saying YES
21 The key to success in grant writing is to engender enthusiasm in the reviewer---who then becomes an advocate for the proposal! 22 Grantsmanship Know your Audience!
23 Tell them what they want to hear not what you want to tell them
Significance
Approach
Innovation
Investigators
Environment
Further criteria are always added by the reviewers!
24 Start with the End in Mind!Review Criteria
(1) SIGNIFICANCE
Does the proposed project have commercial potential to lead to a marketable product or process
What may be the anticipated commercial and societal benefits of the proposed activity
If the aims of the application are achieved how will scientific knowledge be advanced
Does the proposal lead to enabling technologies (e.g. instrumentation software) for further discoveries
Will the technology have a competitive advantage over existing/alternate technologies that can meet the market needs
25 Start with the End in Mind!Review Criteria
2) APPROACH
Are the conceptual framework design methods and analyses adequately developed well integrated and appropriate to the aims of the project
Is the proposed plan a sound approach for establishing technical and commercial feasibility
Does the applicant acknowledge potential problem areas and consider alternative strategies
Are the milestones and evaluation procedures appropriate
26 Start with the End in Mind!Review Criteria
3) INNOVATION
Does the project challenge existing paradigms or employ novel technologies approaches or methodologies
Are the aims original and innovative
27 Start with the End in Mind!Review Criteria
(4) INVESTIGATOR
Is the Principal Investigator capable of coordinating and managing the proposed SBIR/STTR
Is the work proposed appropriate to the experience level of the Principal Investigator and other researchers including consultants and subcontractors (if any)
Are the relationships of the key personnel to the small business and to other institutions appropriate for the work proposed
28 SBIR Scientific Review Criteria
Phase II
Progress in phase I Demonstration of feasibility
Product development plan
Fast Track
Measurable goals in phase I
Product Development Plan
Commercialization
29 ABSTRACT Stated Guidelines
State the applications broad long term objectives and specific aims.
Make reference to the health-relatedness of the project.
Describe concisely the research design and methods for achieving goals.
Discuss potential for innovation.
Avoid summaries of past accomplishments and the use of first person.
Do not exceed 200 words.
30 Grantsmanship ABSTRACT
IDENTIFY PROBLEM
What is the problem addressed ( Must be public health problem!!)
Who cares
SOLUTION
Hypothesis/goal/product
PLAN
Approach
Specific aims/milestones
Techniques/methodologies used
BENEFITS
Expected results
Application/benefit
31 Application Focus Should be Research and Impact
NIH reviewers are most comfortable with hypothesis-driven research.
If proposal primarily development still focus on research.
Clearly state importance of product to a public health concern and its impact.
32 Grantsmanship Specific Aims Section (One Page)
Introductory Paragraph
Statement of long term health-related goal (1 sentence)
Background/significance of problem (1-2 sentences)
Preliminary data/state of the art (2-3 sentences)
Data gaps/controversy (1-2 sentences)
Clearly defined hypothesis/specific goal
( 1-2 sentences)
33 Specific Aims (Contd)
Specific Aims/Milestones
2-5 aims ( One sentence each)
Specifically focused to prove hypothesis/develop product
Logical order with no dead ends
Summary Statement
Emphasize novel product and innovative approach and impact on field ( 2-3 sentences)
34 The aims should be endpointsso it can be easily determined if they have been met!! 35 The aims should be endpointsso it can be easily determined if they have been met!!Aim 1. To determine iforAim 1. To characterize 36 Importance of Communication Skills
One reason some branches of government have trouble operating jointly is that they dont speak the same language.
Goal Secure a Building
Navy
Army
Marines
Air Force
37 Background and Significance
Goal To convince the reviewers that you are familiar with the field and to justify need for proposed study.
Logical development of background information that forms basis of proposal.
Critical evaluation of current knowledge. show how proposed work builds on previous work.
Identification of data gaps conflicts needs whats new and novel and innovative.
Importance of research and how it will fill need.
Thus these studies demonstrate the importance of this area.
These studies provide important background for this study in.
The proposed project will build on this previous work.by.
Public health benefit.significance paragraph to frame current status of work in the field and explain how the proposed project will make a contribution.
38 Preliminary Data
Goal To establish your experience and competence in the area of application.
Convince reviewers you are familiar with and have done all the techniques proposed including data analysis and interpretation
that the work is feasible
that suitable groundwork has been done (preliminary data).
Simple graphs and tables with descriptive legends.
No extraneous or irrelevant data.
39 Experimental Methods/Research Plan
For Each Aim/Milestone
Rationale for approach
Experimental Design in detail including data analysis and interpretation
Potential Difficulties/Limitations
Alternative approaches
Justify everything including timetable and that you have experience and expertise needed
40 (No Transcript) 41 (No Transcript) 42 Time and Budget
Phase I
Suggest one year!
Justify budget neededdont limit to 100000
Discuss with SBIR program director at agency before submission
43 Phase II Specifics
Phase I final report
Describe development of working prototype
Describe Product Development Plan
Add letters of commitment for commercialization
44 Time and Budget
Phase II
Suggest time as appropriate can be more than 2 years
Suggest budget as appropriate can be more than 750000
Discuss time and budget with agency program director
45 Product Development Plan
Company information size specialization areas prior successes regulatory experience
Value of Project key technology objectives current competition advantages of proposed product
Commercialization Plans milestones target dates market analysis estimated market share ( 1st year and after 5 yrs)
Patent Status or other protection of project intellectual property
46 Future Directions at NIH to Assist Companies in Commercialization
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