 Revenue Projections for the SBIR/STTR Commercial Plan
By Michael Kurek, PhD, BBCetc Partner
As you go about preparing the revenue projections for your SBIR/STTR proposal, be aware that reviewers will make two assumptions about your projections: 1) they're based on guesses, and 2) the numbers are over-estimated.
They are correct 99+% of the time. So your goal is not to convince them that yours are "conservative" projections, only that they are consistent with your commercialization strategy and your business model. Let me illustrate with some examples:
- If you plan is to license your technology, your Revenue Model will typically include license fees and royalties, but not product sales.
- Developers of complex or specialized software often enter the market by using their product to provide services to their customers, who eventually purchase the product for in-house use. In these cases the Revenue Model might include service fees that eventually convert to subscription revenue or product sales. Also, software customers often pay annual maintenance-and-update fees equivalent to 10-20% of the initial purchase price.
- If the commercialization plan involves joint product development with a strategic partner, pre-negotiated success fees (sometimes referred to as "milestone payments") are often paid to the junior partner as part of the partnering agreement. If the senior partner will also be responsible for marketing and sales, it typically pays annual license fees and royalties to the junior partner. Read on
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 Don't Forget the Consortium and Contractual Arrangements Document
By Andrea Johanson, PhD, Principal Consultant, BBCetc
If you are working on a submission for the upcoming NIH deadline don't forget about the Consortium and Contractual Agreements document. This is the section that many people forget or rush to do at the last minute.If you have a subaward/subcontract in your SBIR/STTR, or any other partner in the research who is providing you with services under contract, you must attach this document to your application package.This is the best place in your proposal to list and describe each subcontractor or service provider, and to give a brief description of their capabilities, role in the project, and deliverables. Then you should also give a paragraph describing how you (as the small company) are planning to manage these collaborations throughout the course of the project. Read on
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U.S. Patent and Trademark Office Offers Helpful Webinars
For participants in the SBIR/STTR program, understanding Intellectual Property (IP) Data Rights and U.S. and international  rules and regulations concerning patents, trademarks, and copyrights is crucial in order to protect your ideas and brand name recognition. The U.S. Patent and Trademark Office is offering a series of webinars covering all aspects of Intellectual Property protections to help you understand your IP Data Rights under the SBIR/STTR grant/contract. All webinars start at 1 p.m. ET.
- Monday, March 21 - Overview: U.S. Intellectual Property Rights and the SBIR-STTR Stakeholders
- Tuesday, March 22 - Basics U.S. Patent Practice for the SBIR-STTR Stakeholders
- Wednesday, March 23 - Trademarks in the U.S.
- Thursday, March 24 - Copyrights
- Monday, March 28 - Intermediate & Advanced Practice
- Tuesday, March 29 - Patent Cooperation Treaty (PCT) and Hague Strategies for Filing Abroad
- Wednesday, March 30 - International Trademark Portfolio
Register for the webinars
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More Funding Opportunities
Discovery Infrastructure for Clinical Health IT Apps Cooperative Agreement
Applications due 4/30/2016
Funding opportunity to improve provider's ability to discover health information technology (IT) applications (apps) that integrate with electronic health record systems (EHRs). This is a cooperative agreement, NOT a small business set-aside or SBIR project. Applications due April 30. More information
National Institute on Disability, Independent Living, and Rehabilitation Research (NIDILRR) SBIR Phase I
Each year, NIDILRR's SBIR program funds up to 10 Phase I feasibility projects for approximately six months for up to $75,000 each. After completion of Phase I, most awardees can compete for Phase II awards which can last up to 24 months for a total of up to $575,000. These projects are frequently related to the development of assistive technologies or other science-and technology-based products used to improve community living, health & function, or employment outcomes of individuals with disabilities.
National Institute of Allergy and Infectious Diseases
NIAID SBIR-Technology Transfer Direct Phase II (R44)
(RFA-AI-16-009)
Applications due: June 23 View solicitation
National Cancer Institute
SBIR Phase II Bridge Awards to Accelerate the Development of Cancer Therapeutics, Imaging Technologies, Interventional Devices, Diagnostics, and Prognostics toward Commercialization (R44) (RFA-CA-16-008)
Applications due July 13 View solicitation
The goal of the Rapid Innovation Fund is to transition innovative technologies that resolve operational challenges or save costs into acquisition programs. DoD seeks mature prototypes for final development, testing, evaluation, and integration. Those selected for award may receive up to $3 million in Rapid Innovation Funding and will have up to two years to perform the work.
Key Dates:
March 15 - Websites Open for White Paper Submission
April 15 -Amendment with Relevant Questions and Answers Posted on FEDBIZOPPS
May 2, 3 p.m. ET - BAA Closes for White Paper submissions
Mid-October - Full proposals due from offerors
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Onsite
SBIR Intro and Proposal Prep Essentials for NSF, NIH & DoDMar 22-24 - Blacksburg, Charlottesville & Norfolk, VA
Proposal Prep for NSF
Commercialization for SBIR-Stage Companies
University Participation in SBIR/STTRMar 25 - Norfolk, VA Commercialization for SBIR-Stage CompaniesMar 25 - Norfolk, VA
Proposal Prep for DoD
Please note:
Two representatives of the Navy SBIR Program will be on hand at this training to offer information, tips and advice and meet one-on-one with companies.
Webinars are 1-2 p.m. ET
Grants and Contracts Management Series
Apr 7- How to Prepare a Budget for SBIR/STTR Proposals
Apr 14 - What You Need to Know About Government Audits Apr 21 - Practical Strategies for Indirect Rate Development Apr 28 - QuickBooks and Compliance for SBIR/STTR Recipients Also in April:
Apr 12 - Essentials of SBIR/STTR Commercialization Planning
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Closes Apr 5
Closes Apr 5
DoC National Institute of Standards & Technology
Closes Apr 14
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The U.S, Dept of Agriculture will present:
Partnership Pays: Building a Relationship with ARS to Enhance Your USDA SBIR Proposal on March 29, 2:30 p.m. ET. This webinar will include an overview of the USDA SBIR program and the Agriculture Research Service (ARS) as well as information on how to develop a successful research collaboration (CRADA) with an ARS scientist and/or license an ARS technology. Information and registration
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who we are
BBCetc is nationally recognized for its expertise in helping technology-based entrepreneurs win federal funding through the Small Business Innovation Research (SBIR) and Small Business Technology Transfer (STTR) programs and use it strategically to propel growth. BBCetc capabilities include:
> Commercialization Planning
> Research Grant Assistance
> SBIR/STTR Training
> Grants/Contracts Mgmt
> Tech-Based Economic Dev Programs
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