Understand the Process

A clear understanding of the competition process at targeted agencies is vital to submitting a winning proposal. SBIR solicitations include a section called "Method of Selection and Evaluation Criteria" that provide a framework on how the "process" works at specific agencies, and should be studied carefully. But more complete information can be developed that will improve small businesses' competitive edge. This is achieved largely through communications with agency personnel and other knowledgeable sources.

Many questions can be asked that will shed light on the "process" when answered. For example: Who reviews the proposals? How are proposals ranked and selected for award? Is the work described in a topic needed for an agency mission? If so, how will the work be used, and who is the responsible person? Will agency personnel review proposal drafts? Answers to these and many, many more like them will help small businesses be better positioned for winning competition.

The competition process varies greatly from agency to agency. There are vast differences between the process at "peer review" agencies (e.g., NSF, USDA, NIH) and so-called "line review" agencies (e.g., DOD, NASA). At some agencies (e.g., DOD), the process varies widely among agency components (e.g., between Air Force and BMDO). What is learned about one agency may not apply at another. And what is learned about Phase 1 competition may not be fully appropriate for Phase 2.

Developing relationships with agency personnel and others familiar with specific agencies is vital to nurturing a solid understanding of the competition process. Priority must be given to this "learning" effort, and time and resources must be invested in it. This is not always easily done in small businesses, but the payoff through a win will be a happy return on investment. Conversely, minimizing investment in SBIR competition and losing is expensive in many ways.

Take advantage of opportunities to understand the competition process at the targeted agency. These include National and Regional SBIR Conferences, workshops, and opportunities to communicate with persons familiar with agency practices and procedures. The reward is worth it!!!