Grantwriting and Government Contracts for Small Business

Copyright 2014, Summit Contract Management

Catalyst CafeGrant Writing Session

July 8, 2014

Presented by Sandy DiCosola

The Grant and Procurement Process

Copyright 2014,Summit Contract Management

Step Two: Finding Solicitations


Finding Solicitations

Federal Business Opportunities www.fbo.gov

Grants www.grants.gov

SBIR/STTR www.sbir.gov

State of Arizona https://procure.az.gov/bso/


http://www.fbo.gov/

http://www.grants.gov/

Pre-solicitation

Many organizations offer a question & answer time period

Take this time to introduce your organizationand your idea

This is a critical time to ask questions

Is this grant a fit for your organization?


Solicitation

Start by reading from front to back

Does your innovation/services meet their criteria?

Is your organization eligible?

Do you need to register first?

Do you have the resources to write the proposal?

Can you meet the deadline? If not what is the funding cycle? Are there future opportunities?


Solicitation

After reading from front to back:

1. Review the solicitation checklist2. Go back and read the solicitation again this time preparing your own checklist3. Combine the two checklists and prepare a proposal preparation plan


Step Three: Proposal Writing


Registration

After reading the solicitation determine:

- Is registration required?

- Are you already registered?

REGISTRATION IS OFTEN THE 1ST STEP


Register in Grants.gov

Many proposals must be submitted using www.grants.gov.

Obtain a Dunn and Bradstreet Data Universal Numbering System (DUNS) number

Register in the System for Award Management (SAM)

Applicants should allow at least 21 days


System for Award Management(SAM)

Database for Government Agencies, Large contracts and Small Businesses www.sam.govNorth American Industrial Classification System (NAICS) code six-digit codes – define 20 industriesStandard Industrial Classification (SIC)Data Universal Numbering Systems number (DUNS) code – assigned by Dun & Bradstreet Corporation (credit reporting purposes)DoD uses Commercial and Government Entity (CAGE) code (automatically assigned)Must update your SAM registration annually


Grant vs. Contract

• Grant: research leading to commercial products and/or services. The contractor usually specifies the research effort and commercial opportunity. Not much involvement from the government.

• Contract: issued to companies who’s research addresses a problem or opportunity that the agency has specified.


Grant vs. Contract (continued)

• Grant: contractor responsible for specifying research effort and commercial opportunities- you need to show why your research is important

• Contract: agency identifies the problem or opportunity-you show a credible and innovative solution


Small Business Innovation (SBIR) Research Program

In 1982 the U.S. Congress established the Small Business Innovation Research (SBIR) Program to stimulate technological innovation, utilize small business to meet federal research and development needs, and increase private sector commercialization.


SBIR Mission

Support scientific excellence and technological innovation through the investment of Federal research funds in critical American priorities to build a strong national economy.


SBIR Goals are Four-Fold

Stimulate technological innovation

Meet Federal research and development needs.

Foster and encourage participation in innovation and entrepreneurship by socially and economically disadvantaged persons.

Increase private-sector commercialization of innovations derived from Federal research and development funding.


SBIR Program Highlights

Eleven agencies particpate

Three Phase Program-Phase I, establish technical feasibility-Phase II, continue R/R&D efforts -Phase III, pursue commercialization

Phase I – ~ $150K, 6 months

Phase II - ~$1M, 2 years

Phase III – SBIR


Proposal Preparation Plan

Who is your writing team? Are they 100% committed?Estimate how many hours are required from each team memberClearly identify who is responsible for each proposal section Create a realistic schedule – backwards from the proposal due dateHold a “kick-off” meeting and “mid-proposal” meetingHave weekly status meetings – no exceptions!


Proposal Writing

Plan on spending at least two months or more to write the proposalPaste the solicitation outline into your draftuntil the final document is preparedKeep the award/evaluation criteria in front of you while you are writingIf many writers involved – edit to ensure the proposal flows as if written by “one voice”


Proposal Budget

Is the budget realistic?

Does the budget match the proposed scope of work?Are your indirect costs within a prescribed range?

Is your price within the range that the granting organization is offering or expecting?


Proposal Review

Is the award or evaluation criteria identified in the solicitation?

Review your proposal with the award criteria in front of you!


Proposal Review (continued)

Colleague Review

- performed by someone in the area of expertise

Red Team Review

- performed by someone who was not part of the proposal writing team and is not an expert on the topic


Proposal Submittal

Electronic or Paper

If electronic “take a dry run” if possible Be clear about the deadline – typically no flexibility!

Submit several days in advance to allow for “Murphy the optimist”

Confirm granting entity receipt of your proposal


Proposal Follow-up

You’re getting an award - great let the fun begin!You’re not getting an award-request a debriefing preferably in person-find out if you can resubmitA debriefing is valuable information and treat it that way!


Final Tips

Know everything you can about the granting organization

Read the granting organization proposal tips

Do not procrastinate, your proposal will show it!

GOOD LUCK!!


Copyright 2014, Summit Contract Management

Sandy DiCosola, PresidentPhone/Fax: (520) 797-3408

Email: [email protected]: www.summitcontractmanagement.com

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Grantwriting and Government Contracts for Small Business

Economy & Finance