Focusing on the Goal: SBIR/STTR Commercialization

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Focusing on the GoalSBIR/STTR Commercialization

• Planning ahead and partnering for commercial
  success is key to winning SBIR/STTR, and
  long-term business success

Ray Friesenhahn SBIR Technology Transition
Manager Advanced Technology Scout TechLink January
19th, 2012
TechLink is an Authorized U.S. Department of
Defense Partnership Intermediary per Authority 15
U.S.C. 3715
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Importance of Commercialization

• Legislative intent of SBIR/STTR is developing and
  commercializing innovative new products and
  services from small businesses.
• Congressional focus on commercialization success
  pushing agencies to emphasize more each year.
• Companies with poor long-term SBIR
  commercialization record may be knocked out of
  competition for future SBIR/STTR awards.
• Your goal as a company should be successful
  commercialization, not chasing short-term .

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Partnering for SBIR ( Business) Success

• Few small businesses have all the skills and
  resources required to convince reviewers of their
  ability to innovate, develop viable new
  technology, and successfully commercialize it
• Research experience, lab facilities
• Marketing skills
• Manufacturing capabilities
• Government accounting experience
• Access to new, relevant markets (and servicing
  them)
• The most successful firms are best at partnering!

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Transition Critical Focus for DoD SBIR

• Goal is to convince the customer (DoD reviewers)
  that you have a clearly defined pathway to their
  end-product
• Credible RD Capability
• Strategic Partnerships
• Alliances with appropriate Primes
• Thorough familiarity with customers need and
  product use

Primes

Partnerships
Transition Bridging the Gap from RD to Systems
Applications

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Partnering with Primes

• Prime Contractors (Boeing, Raytheon, Lockheed
  Martin, etc.) often seek out SBIR companies for
  partnering.
• SBIR subcontract not significant to Prime, but
  future system enhancements, contract
  opportunities may be.
• For SBIR company, tremendous future business
  opportunities for subcontracting, even business
  acquisition.
• Caveat Get professional advice on IP, SBIR Data
  Rights, before signing agreements.

DoD Perspective Partnering with Primes shows
intent to transition technology, and capability
to do so.
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Key Phase III Contracting Advantage

• Per SBIR Program Policy Directive
• For Phase III, Congress intends that agencies
  give preference, including sole source awards,
  to the SBIR awardee that developed the
  technology. SBA will report such instances
  contracts to other than SBIR awardee to
  Congress.
• Per FAR Part 5 (5.202), Exceptions to
  publicizing federal contracts
• (7) The proposed contract action results from
  acceptance of a proposal under the Small Business
  Innovation Development Act of 1982 (Pub. L.
  97-219)

DoD Perspective If a Program Manager can get a
needed technology faster, and with less paperwork
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SBIR Data Rights

• For technology and technical data developed
  entirely at government expense, the government
  usually takes unlimited rights, and may use the
  technology and technical data as it wishes, even
  giving it to a competitor.
• For technical data developed under SBIR,
  government receives a limited license to use
  technical data for U.S. government purposes, but
  may not release or disclose technical data to any
  person other than its support services
  contractors for 4 years (5 years for DoD) past
  the end of contract, or any follow-on (Phase II
  or Phase III) contract.
• To maintain SBIR Data Rights, use the 7018
  Clause on reports, deliverables, contracts,
  enabling presentations, etc.

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SBIR Data Rights
  Contract No.          
  Contractor Name Contractor Name        
  Contractor Address Contractor Address Contractor Address      
             
  Expiration of SBIR Data Rights Period Expiration of SBIR Data Rights Period Expiration of SBIR Data Rights Period Expiration of SBIR Data Rights Period    
The Government's rights to use, modify,
reproduce, release, perform, display, or disclose
technical data or computer software marked with
this legend are restricted during the period
shown as provided in paragraph (b)(4) of the
Rights in Noncommercial Technical Data and
Computer Software--Small Business Innovative
Research (SBIR) Program clause contained in the
above identified contract. No restrictions apply
after the expiration date shown above. Any
reproduction of technical data, computer
software, or portions thereof marked with this
legend must also reproduce the markings. (End of
legend)
252.227-7018 Rights in Noncommercial Technical
Data and Computer Software--Small Business
Innovation Research (SBIR) Program.