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[00:00:00:000] Homeland Security Science and Technology presents

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[00:00:08:870] [Host] The SBIR Program has a lot of events where they

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[00:00:16:249] technologies or companies capabilities to the government or industry representatives.

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[00:00:24:030] or interests and get guidance on how to proceed.

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[00:00:30:660] situation for a small business. Particularly if they are new

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[00:00:36:162] colleagues to put together some basic recommendations for how to

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[00:00:42:219] are based on past experiences. We will be portraying scenarios

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[00:00:49:120] more effective approaches. After each set we will chat over

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[00:00:55:750] actors so be prepared to be entertained.

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[00:01:01:840] [Small business Rep1] Hi, I'm from Always Learning.

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[00:01:07:177] about 10 people, down in the southern part of the state

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[00:01:13:297] 1500 square feet. My wife runs the company

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[00:01:20:780] We've hired a whole bunch of people from East West University.

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[00:01:26:123] some summer interns this year.

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[00:01:32:186] and we're looking to grow. We have some

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[00:01:38:258] expand nationally. We have some national exposure

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[00:01:45:360] we're really excited. I'm really excited to be here today.

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[00:01:51:780] Introduction: Do

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[00:01:58:198] Incorporated. Thank you for meeting with me today.

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[00:02:04:231] has been posting onto Fed Biz Ops and resesearching

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[00:02:10:288] My company has expertise in

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[00:02:17:126] behavioral and training areas. We have

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[00:02:23:216] and we have developed relationships and have

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[00:02:29:258] quality manufacturing. I was interested

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[00:02:36:330] talk about some of the products that we're developing and have developed

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[00:02:42:159] better solution. [Host] Now we will talk about the specific

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[00:02:49:600] in your video. [Small Business Rep1] I tended to wander in my introduction.

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[00:02:55:114] time. I talked about personnel, but I didn't talk about

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[00:03:01:213] I talked about where we were and even talked about

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[00:03:07:267] had in that square footage. Also I mentioned a

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[00:03:14:540] relevant to the discussion for the day.

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[00:03:20:105] conducting research ahead of time. I spoke to the capabilities

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[00:03:26:198] and then I gave information on how I can transition technology.

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[00:03:32:279] with hearing about the products that we developed.

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[00:03:39:090] [Small Business Rep1] We had a

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[00:03:45:210] about getting additional funding from DHS for that effort?

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[00:03:51:630] [Small Business Rep1] I don't remember. It was four years ago.

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[00:03:57:840] state is it in? [Small business Rep1] We finished up phase two.

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[00:04:03:192] The customer really liked it, they want to incorporate it

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[00:04:09:261] about doing a demonstration for them as well.

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[00:04:16:600] [Small Business Rep1] We want to further develop our topic so yeah we

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[00:04:22:780] Know the goal of the meeting: Do

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[00:04:28:156] with other federal agencies to develop robotic dogs

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[00:04:34:204] in adverse conditions.

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[00:04:40:288] in these areas where we can provide a robotic

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[00:04:47:300] less degradation than a live K9.

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[00:04:53:114] we'd have to apply some additional funding to be

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[00:04:59:159] machine learning techniques and

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[00:05:05:237] about 400k.

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[00:05:12:090] DHS so we can make sure that what we are planning in terms of that

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[00:05:18:900] Specifically, I was hoping to work with

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[00:05:24:132] team and I also watched a Facebook

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[00:05:30:207] Facebook page that talked about

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[00:05:37:180] opportunity to for us to be able to fit a DHS

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[00:05:43:330] [Host] Now let's talk about the dos and don'ts of knowing the goal of your meeting.

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[00:05:49:138] the topic number at my finger tips, so that when the discussion came

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[00:05:55:192] Also when it came to talk additional funding, I should have had

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[00:06:01:279] By not having those details, it looked like I was

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[00:06:08:300] [Small Business Rep2] I talked about how my product is currently being

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[00:06:14:123] this capability may be of help to the mission to the agency

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[00:06:20:174] may be able to benefit from this capability. Making it

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[00:06:26:255] person. I added an additional group of interest at the end.

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[00:06:33:060] and don't just broadly brush the whole agency.

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[00:06:40:216] [DHS Rep] What does your product do?

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[00:06:47:060] who take historical data and perform the test

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[00:06:53:570] And trying to do combinations of approaches in "what if" scenarios

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[00:06:59:135] tell me how your product differs from

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[00:07:05:183] doing algorithms quite the way we're doing them.

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[00:07:11:261] leave at that for now.

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[00:07:17:294] [DHS Rep] So how does this product

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[00:07:24:570] lot of machine learning products on the market. Because we are trying to

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[00:07:30:162] of the K9 and advantages they bring to the situations

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[00:07:36:237] K9 behavior and training experts into the

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[00:07:42:249] that information for a more successful outcome.

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[00:07:49:240] dos and don't of differentiating your product.

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[00:07:55:153] stayed very generic and even when pressed I

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[00:08:01:207] because I was afraid of giving up intellectual property

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[00:08:07:246] Rep couldn't give me any help not knowing what I was doing.

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[00:08:14:180] abilities that I brought to the product that were

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[00:08:20:120] why I might be able to bring a different competitive advantage to

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[00:08:26:201] speak. This allows me to avoid divulging

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[00:08:32:240] who may not be experts in the technical areas that I'm developing.

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[00:08:39:090] [Small Business Rep1] We have another

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[00:08:45:690] It's a financial assistance tool that

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[00:08:51:147] you estimate your income taxes in real-time

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[00:08:57:201] it would be great for DHS to pick it up. [DHS Rep] How do you see this

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[00:09:03:291] [Small business Rep1] You have thousands of employees across DHS

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[00:09:10:390] employees that they care by helping them with their financial needs.

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[00:09:16:930] area currently. We don't have the expertise for this

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[00:09:22:144] would love to have something like this. You'd be taking care of your people.

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[00:09:28:228] [Small Business Rep2] We also have

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[00:09:34:291] Do you have any other resources we can use to find out

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[00:09:41:780] your seeking. [DHS Rep] Yes, we do. We have the

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[00:09:47:141] investment priorities and business opportunities. Here's a

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[00:09:53:243] [Host] So here's some dos and don'ts

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[00:09:59:267] [Small Business Rep1] I took the extra time to try to sell an additional product.

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[00:10:06:660] it was not within the mission that we were discussing that day

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[00:10:12:720] justify why I thought that she should still listen to me.

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[00:10:18:156] representative tell me about additional resources that may be helpful to me.

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[00:10:24:204] them, this will allow me to do research to get a better

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[00:10:30:282] Preparing for Follow-up: Don't

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[00:10:37:000] to thank you for meeting with me. Here is our product

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[00:10:43:390] And here is the companies profile with all the

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[00:10:49:117] that you are aware of, I'd appreciate you giving me a call.

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[00:10:55:177] [Small Business Rep2] Thank you for meeting with

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[00:11:01:228] but I also wanted to be able to follow-up with you with on any tailored

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[00:11:08:150] card and can I get yours so I can follow-up? [DHS Rep] Sure.

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[00:11:14:540] to the follow-up from your one-on-one meeting.

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[00:11:20:105] ended up doing is I gave the impression I was trying to empty my

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[00:11:26:186] information. Plus when I gave over my business card,

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[00:11:32:231] my business development manager as a adjunct to my

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[00:11:39:060] marketing and business development and not expect DHS

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[00:11:45:510] representative a small amount of information, but also gave the opportunity for

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[00:11:51:129] specifically for them. Then I gave them my business card

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[00:11:57:171] I had the ability to follow-up with them.

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[00:12:03:189] Be prepared. Provide relevant information on your

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[00:12:09:261] meeting. Be sure to speak to the needs of the representative with whom you are meeting.

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[00:12:15:294] Listen to the representative, don't take the whole time talking.

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[00:12:22:540] representative and if they do not proactively recommend next steps

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[00:12:28:870] Follow-up. Success is dependent on action from both

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[00:12:34:990] in electronic format. It is not uncommon you will not

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[00:12:40:183] Start with what you are given. Organizations and the folks

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[00:12:46:222] to gain a good connection also.

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[00:12:52:252] Find out more. DHS Small Business Innovation Research Program https://sbir2.st.dhs.gov/portal/SBIR

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[00:12:58:276] [Host] So when do you think the Hollywood producers are gonna call?

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[00:13:02:360] [Host] [Makes sad sound] hmmm.