3. Final Considerations
In summary, there are two "tricks" to alleviating common mistakes and preparing a winning proposal:
1) Follow the Instructions!
2) Remember The Evaluation Criteria!
A great number of small businesses do not follow the detailed instructions included in the solicitation. It is extremely important to read and reread the solicitation and follow the instructions exactly as they are presented. Proposers who do not do this have little chance of success.
The SBIR program does NOT accept unsolicited proposals. Each proposal must respond to a specific topic outlined in the solicitation or it will not be considered for award.
Note that you are allowed to send similar proposals to more than one agency. This is a viable strategy for increasing your chances of being funded. However, make it clear to each agency that the proposed effort is responsive to their needs. (Proposal submission forms require you to identify all other agencies. Don't overlook this requirement. It is not difficult for the agency to determine when substantially similar work has been funded twice).
Your proposal should be either hand delivered and a receipt obtained or mailed "return receipt requested." It must be submitted on time.
If you do not win an award, it is worthwhile to write or visit the program manager for a debriefing.
In your communication, you should make it clear that your interest is in identifying how you might better compete in the future. Seek information on the strengths and weaknesses of your technical approach, on names of individuals or firms you might work with on subsequent proposals, and on appropriate budget levels for the kind or work proposed. You also should request a copy of the evaluations on your proposal, if these are not provided at the debriefing. Many agencies will provide you with these comments.
Do not be discouraged if you do not win. Instead, view the proposal preparation process as a learning experience and draw as many lessons from it as possible. Use the knowledge you gain in preparing your next proposal. Many successful SBIR winners have found that they had to go through the "learning curve" of proposal submission, debriefing, and submission of a new SBIR proposal.
If you are a small technology-based firm (including manufacturing, and service), SBIR is your R&D program. It provides your firm with an opportunity to obtain funds for high risk ideas that can result in new products and processes. In the process, you can serve our country and be paid for your contribution. By submitting only the highest quality proposals in areas you honestly believe you are competent, you will increase your chance of receiving an award.
