Nelson's Subjects

Helping small companies to develop new technology from idea to market, especially with SBIR

Getting SBIR

If You Don't Know SBIR

	How does it work?
	Can you get some?
	Which half of what you know is wrong?
	Do you need me?

If You Already Have SBIR Scars

	Does your Phase 2 proposal sell your idea?
	So you lost, now what?
	Can I schmooze anybody to help you?
	How much do you need me?

Contract Negotiation:
What are you entitled to?
What do the SBIR rules really say?
How does government think?
Can you keep the prototype?
Why should you ask Bob McIntosh?

Presentations:
Does your language undercut your story?
Should proposals sound like mystery novels?
Can you write a great sentence with verbs?
Do your viewgraphs touch anyone?
How about video?

Research and Development:
government R&D;
organization and strategy;
commercialization and dual-use;
government R&D policy

Small Business America:
Where are the 700 companies with BMDO SBIR?
Which of the 2800 proposers really have something?
Does the government do what it says it intends?

English Usage:
Will scientists ever learn "its" v. "it's" and "principal" v. "principle"?

Some Samples of Consulting:

Company A has a Phase 1 but no Phase 2 experience. It would like Phase 2 (it thinks). I help it decide what to ask for, help structure the request, search for interested people in and out of government, and advise on how to find whatever else it needs (capital and partners). Compensation: a low hourly rate plus a percentage of the Phase 2 award amount. Sometimes part payment in equity.

NOTE: You cannot pay for proposal preparation or general business advice from SBIR funds.
Nor can you pay a contingency fee to anyone just for getting a government contract.
Nor can you use the SBIR money to pay for work already done.

Company B, just forming, has a new technology with high commercial potential, but never had SBIR. I help it propose Phase 1s and then Phase 2s. Compensation: a low hourly rate plus a rising percentage of the SBIR award amounts.

Company C has had quite a few SBIRs but realizes that one group of its technologists is living on SBIR with no convincing moves toward the market. I lend the wisdom, small company knowledge, analytical skills, and a sense of humor for re-structuring the company. Compensation: a fixed hourly rate with large portion paid in equity of either the parent or any spinoff entreprises.

Company D is mostly commercial with some SBIRs. It has a problem negotiating Phase 2 with a DOD agency. I help it understand the agency and present its case. Compensation: a fixed hourly rate.

Company E had lots of SBIRs but wants a periodic strategic review of where it's going (whether it knows it or not). Compensation: a fixed hourly rate.

Business angels seek small high-tech companies to invest in. I introduce SBIR firms to investors who may want what they offer. Or venture matchmaker F wants private businesses to seek investment. Compensation: a percentage of whatever investment is made by the investors introduced.

Company G wants occasional advice on SBIR or government. I answer dial-a-question. Compensation: a fixed hourly rate (but no couch).

Company H has SBIR for new technology. I help it network in its technical world and lend general advice (but don't bobble detailed technical questions). Compensation: a fixed hourly rate.

Entrepreneur on-the-loose (just been bought out by $2B company) seeks a new product that he can build a company around. I match him with innovative developers. Compensation: royalty or equity position in the new enterprise.

Other Compensation Schemes: innovative win-win incentives considered

Prepared by Carl Nelson Consulting Inc, carl@carl-nelson.com