WEBVTT 1 00:00:00.330 --> 00:00:05.060 And welcome to the third episode of deconstructing SBIR. 2 00:00:05.060 --> 00:00:06.700 I am joined by Brittany Sickler 3 00:00:06.700 --> 00:00:09.020 from the Small Business Administration. 4 00:00:09.020 --> 00:00:12.340 Brittany is an Outreach and Partnership Strategist 5 00:00:12.340 --> 00:00:15.760 in the office of innovation. So I just have to ask, 6 00:00:15.760 --> 00:00:19.940 what does an Outreach and Partnerships Strategist do? 7 00:00:19.940 --> 00:00:22.560 Sure, great question. And first of all Dusty, 8 00:00:22.560 --> 00:00:25.000 thank you so much for having me with you today. 9 00:00:25.000 --> 00:00:26.340 I'm very excited to be here. 10 00:00:26.340 --> 00:00:29.740 So our office at the SBA you might know, 11 00:00:29.740 --> 00:00:32.240 is the coordinating office and agency 12 00:00:32.240 --> 00:00:34.260 for the SBIR program. We have the pleasure 13 00:00:34.260 --> 00:00:36.640 of working with not only DHS, 14 00:00:36.640 --> 00:00:38.860 but all the other agencies in the program. 15 00:00:38.860 --> 00:00:41.340 We work together in a variety of functions 16 00:00:41.340 --> 00:00:43.860 and in my role supports primarily 17 00:00:43.860 --> 00:00:46.280 the infrastructure, the groups around 18 00:00:46.280 --> 00:00:48.980 the country that are supporting entrepreneurs, 19 00:00:48.980 --> 00:00:52.360 through this process as they're looking at applying for funding. 20 00:00:52.360 --> 00:00:55.520 We do that through our partners, 21 00:00:55.520 --> 00:00:58.300 and the training outreach that they provide, 22 00:00:58.300 --> 00:01:00.420 and then I also coordinate our road tours, 23 00:01:00.420 --> 00:01:03.500 in trying to get all the agencies out to 24 00:01:03.500 --> 00:01:06.380 meet with and talk with entrepreneurs face to face. 25 00:01:06.380 --> 00:01:08.620 Which is perfect for our topic today, 26 00:01:08.620 --> 00:01:10.560 which is "Making the Most of Your One-On-Ones". 27 00:01:10.560 --> 00:01:15.560 In terms of your background, you have 28 00:01:15.720 --> 00:01:18.700 worked a lot in areas that are beneficial 29 00:01:18.700 --> 00:01:20.560 to small businesses. 30 00:01:20.560 --> 00:01:22.140 Do you want to tell us a little bit 31 00:01:22.140 --> 00:01:24.580 about you're previous work experience that is relevant? 32 00:01:24.580 --> 00:01:28.100 Sure, sure. No, I've had the last 12 years 33 00:01:28.100 --> 00:01:30.360 time working with small businesses 34 00:01:30.360 --> 00:01:33.320 in a variety of ways. So I've been involved 35 00:01:33.320 --> 00:01:36.180 in micro-finance, small business lending, 36 00:01:36.180 --> 00:01:39.420 to working out of the country in Guatemala 37 00:01:39.420 --> 00:01:42.660 with Peace Corps doing economic development work. 38 00:01:42.660 --> 00:01:44.840 So, quite a few kinds of businesses 39 00:01:44.840 --> 00:01:46.780 and different ways but all looking 40 00:01:46.780 --> 00:01:49.420 to either get started or grow. 41 00:01:49.420 --> 00:01:52.100 And so it's a great now to apply that to this context. 42 00:01:52.100 --> 00:01:55.100 Perfect! So you're gonna have lots of great advice 43 00:01:55.100 --> 00:01:58.180 and information for us. So we're here to 44 00:01:58.180 --> 00:02:00.160 talk about making the most of one-on-ones 45 00:02:00.160 --> 00:02:02.180 but there are some folks that may not 46 00:02:02.180 --> 00:02:04.260 know what that means. So can you tell us 47 00:02:04.260 --> 00:02:08.180 sort of what a one-on-one is for this purpose? 48 00:02:08.180 --> 00:02:11.400 Sure, sure. Yes, people often say, you know, 49 00:02:11.400 --> 00:02:14.140 make jokes about math or what kind of 50 00:02:14.140 --> 00:02:16.860 meeting is this? What am I signing up for? 51 00:02:16.860 --> 00:02:19.040 So typically when we have an event 52 00:02:19.040 --> 00:02:21.060 that's out in the public, whether it's a 53 00:02:21.060 --> 00:02:24.260 conference or road tour or some kind of 54 00:02:24.260 --> 00:02:27.340 SBIR focused event, we like to have 55 00:02:27.340 --> 00:02:29.300 one-on-ones with the agencies who are 56 00:02:29.300 --> 00:02:32.780 present to have slots and they range 57 00:02:32.780 --> 00:02:34.740 typically between 10 and 20 minutes, 58 00:02:34.740 --> 00:02:37.680 so on average a 15-minute slot to sit down 59 00:02:37.680 --> 00:02:40.180 and talk through where a company is in 60 00:02:40.180 --> 00:02:41.480 terms of their technology, what they're 61 00:02:41.480 --> 00:02:44.000 looking at, and how that could possibly 62 00:02:44.000 --> 00:02:46.980 fit in with an agency's priorities and mission, 63 00:02:46.980 --> 00:02:50.540 OK. So and these will be with government 64 00:02:50.540 --> 00:02:53.800 folks, and they could be SBIR program folks, 65 00:02:53.800 --> 00:02:55.940 technical folks, program managers. 66 00:02:55.940 --> 00:02:58.020 Sure, it's a variety, so yes, definitely good 67 00:02:58.020 --> 00:03:01.160 to know who you might be meeting with beforehand. 68 00:03:01.160 --> 00:03:05.040 So you can adjust your tone and your topic 69 00:03:05.040 --> 00:03:07.360 to their background whether they're looking at 70 00:03:07.360 --> 00:03:09.720 the entire agency or if they're coming 71 00:03:09.720 --> 00:03:11.940 from a special technology area. 72 00:03:11.940 --> 00:03:14.600 Right, and so as much as possible we try to 73 00:03:15.000 --> 00:03:16.520 provide that information ahead of time. 74 00:03:16.520 --> 00:03:21.520 Yes, yes. OK, great. So you know I'm 75 00:03:21.620 --> 00:03:24.240 talking to the small businesses, why should 76 00:03:24.240 --> 00:03:26.440 if this is something that they prep for, 77 00:03:26.440 --> 00:03:28.000 why would they want to participate in 78 00:03:28.000 --> 00:03:32.230 you know, in a one-on-one? What's the draw? I guess is the question. 79 00:03:32.230 --> 00:03:35.160 Sure, no, and it's a great question 80 00:03:35.160 --> 00:03:37.140 and hopefully it's easier for folks 81 00:03:37.140 --> 00:03:38.920 to understand once we go through some 82 00:03:38.920 --> 00:03:42.680 of our topics today. But, for a company, 83 00:03:42.680 --> 00:03:44.540 let's say it's a new formed company or 84 00:03:44.540 --> 00:03:47.780 it could be very established, but they have 85 00:03:47.780 --> 00:03:50.280 some technology, they have new products, 86 00:03:50.280 --> 00:03:52.820 or some kind of high-risk research 87 00:03:52.820 --> 00:03:55.740 and development that they're working on 88 00:03:55.740 --> 00:03:58.660 but they might not know exactly how they 89 00:03:58.660 --> 00:04:00.760 would interact. We do know that the 90 00:04:00.760 --> 00:04:02.600 agencies and SBIR are very different from 91 00:04:02.600 --> 00:04:04.840 one another, and so how can we best 92 00:04:04.840 --> 00:04:08.000 approach and make those interactions happen? 93 00:04:08.000 --> 00:04:10.460 And so when they're at the one-on-one, 94 00:04:10.460 --> 00:04:12.460 we have them, before they sign up, 95 00:04:12.460 --> 00:04:14.840 we typically have them sign up in advance, 96 00:04:14.840 --> 00:04:18.720 they are requested to fill out a quad chart, 97 00:04:18.720 --> 00:04:20.840 for those who understand a business model 98 00:04:20.840 --> 00:04:22.500 canvas or kind of that one page 99 00:04:22.500 --> 00:04:24.280 business plan. It's really good to focus 100 00:04:24.280 --> 00:04:25.720 on where the company is coming from, 101 00:04:25.720 --> 00:04:28.640 where their technology is, and then 102 00:04:28.640 --> 00:04:31.140 what their research will be focused on. 103 00:04:31.140 --> 00:04:33.780 And so that's a great base to start from 104 00:04:33.780 --> 00:04:36.120 and have that conversation and it allows 105 00:04:36.120 --> 00:04:39.200 the company to hear from the Program Manager, 106 00:04:39.200 --> 00:04:41.840 the Technical Expert from the agency side, 107 00:04:41.840 --> 00:04:44.420 how that might align together. 108 00:04:44.420 --> 00:04:48.000 Right, and so and they get the chance, I guess 109 00:04:48.000 --> 00:04:50.860 to speak specifically, rather than at 110 00:04:50.860 --> 00:04:53.100 a larger audience, they can say hey 111 00:04:53.100 --> 00:04:56.020 where you have to ask a question and 112 00:04:56.020 --> 00:04:58.590 and you know get an 113 00:04:59.000 --> 00:05:00.000 answer but you get to the back and forth. 114 00:05:01.780 --> 00:05:02.980 So specific to your particular want or desire. 115 00:05:02.980 --> 00:05:05.100 Exactly, exactly because we'll have panels 116 00:05:05.100 --> 00:05:06.820 and presentations and we'll ask for 117 00:05:06.820 --> 00:05:08.480 questions from the audience but those 118 00:05:08.480 --> 00:05:10.240 are typically answered in a general way 119 00:05:10.240 --> 00:05:12.640 so that they're relevant to the whole audience. 120 00:05:12.640 --> 00:05:14.960 Well the one-on-one is you're face to face, 121 00:05:14.960 --> 00:05:17.480 a little bit of a speed dating. 122 00:05:17.480 --> 00:05:22.360 Yeah, and so it gives the opportunity, 123 00:05:22.360 --> 00:05:27.360 I guess also to find out exactly how that 124 00:05:28.180 --> 00:05:30.920 particular agency executes their program, 125 00:05:30.920 --> 00:05:34.180 I know different agencies do different things 126 00:05:34.180 --> 00:05:35.980 like grants or contracts or those sorts 127 00:05:35.980 --> 00:05:38.800 of things, so you get to find out what's 128 00:05:38.800 --> 00:05:41.760 the amount, their schedule, periods of 129 00:05:41.760 --> 00:05:43.240 performance that vary across the 130 00:05:43.240 --> 00:05:45.840 different agencies, those sorts of things. 131 00:05:45.840 --> 00:05:48.740 Sure, and you know quite a few of those 132 00:05:48.740 --> 00:05:50.320 topics we do recommend that people look 133 00:05:50.320 --> 00:05:52.740 into before they show up at their one-on-one. 134 00:05:52.740 --> 00:05:54.280 Just so they can better take advantage 135 00:05:54.280 --> 00:05:58.220 of that time. The great thing though is whatever 136 00:05:58.220 --> 00:06:00.400 is coming up next in the immediate future, 137 00:06:00.400 --> 00:06:02.780 hopefully that experience, that Program Manager 138 00:06:02.780 --> 00:06:04.980 will be able to speak right to what 139 00:06:04.980 --> 00:06:08.660 that small business is. You know kind of in front of. 140 00:06:08.660 --> 00:06:11.720 So from the perspective of the government, 141 00:06:11.720 --> 00:06:15.560 I know that in doing these one-on-ones 142 00:06:15.560 --> 00:06:16.880 through the years and you've done many 143 00:06:16.880 --> 00:06:20.620 of them as well, I feel like sometimes 144 00:06:20.620 --> 00:06:24.200 The small companies don't necessarily understand 145 00:06:24.200 --> 00:06:26.600 why we're there, you know, what they don't 146 00:06:26.600 --> 00:06:28.270 necessarily see well what's in it for us? 147 00:06:28.270 --> 00:06:31.020 So can we chat about that for a little bit? 148 00:06:31.020 --> 00:06:32.380 because I do think it's important for them 149 00:06:32.380 --> 00:06:34.080 to know there is benefit for the government. 150 00:06:34.080 --> 00:06:36.200 Sure, so they don't think these folks are 151 00:06:36.200 --> 00:06:38.480 desperate to get out of their offices. 152 00:06:38.480 --> 00:06:40.400 No there is a, there's a huge benefit on 153 00:06:40.400 --> 00:06:42.620 the government side to have that interaction. 154 00:06:42.620 --> 00:06:46.480 Whether the it's able to provide a space. 155 00:06:46.480 --> 00:06:49.420 the agency can hear, okay, there's these 156 00:06:49.420 --> 00:06:51.000 kinds of technologies are being developed 157 00:06:51.000 --> 00:06:53.660 or adapted in this way. They can hear 158 00:06:53.660 --> 00:06:55.680 kind of what the capability is or the 159 00:06:55.680 --> 00:06:58.080 adaptability is across, whether its 160 00:06:58.080 --> 00:06:59.980 components or agencies. 161 00:06:59.980 --> 00:07:01.900 and there's times where there could be 162 00:07:01.900 --> 00:07:04.440 topic authors or people back in the 163 00:07:04.440 --> 00:07:07.700 headquarters areas. If that one-on-one 164 00:07:07.700 --> 00:07:10.340 Program Manager can go back and share, 165 00:07:10.340 --> 00:07:12.860 it's a really good feedback loop to say 166 00:07:12.860 --> 00:07:16.040 you know, all right, if this topic is of interest 167 00:07:16.040 --> 00:07:18.080 on the agency side, we know that there 168 00:07:18.080 --> 00:07:21.260 are companies from California, to Nebraska, 169 00:07:21.260 --> 00:07:23.880 to Illinois, down to North Carolina 170 00:07:23.880 --> 00:07:27.400 that are interested and working on this right now. 171 00:07:27.400 --> 00:07:29.440 And it gives the opportunity, because you know, 172 00:07:29.440 --> 00:07:32.200 there's market research involved in 173 00:07:32.200 --> 00:07:33.940 trying to determine, hey can we get, 174 00:07:33.940 --> 00:07:35.900 can we go out to small businesses for this? 175 00:07:35.900 --> 00:07:38.380 And will be getting a breath of 176 00:07:38.380 --> 00:07:40.980 innovation and ideas? And sometimes you can 177 00:07:40.980 --> 00:07:43.160 take a small piece out of a larger project 178 00:07:43.640 --> 00:07:45.880 that is providing a challenge, and now 179 00:07:45.880 --> 00:07:47.760 you know there's companies within that field 180 00:07:47.760 --> 00:07:49.960 that are interested in working on it 181 00:07:49.960 --> 00:07:50.800 and and that sort of thing. 182 00:07:50.800 --> 00:07:53.440 So it kind of helps with both sending out 183 00:07:53.440 --> 00:07:55.400 small business, still getting innovation 184 00:07:55.400 --> 00:07:58.800 and doing market research all in one fell swoop. 185 00:07:58.800 --> 00:07:59.800 Yes, that is the idea. 186 00:07:59.800 --> 00:08:04.360 Yeah, great. So, I love them personally 187 00:08:04.360 --> 00:08:07.040 so it's neat to hear what all the small 188 00:08:07.040 --> 00:08:10.140 business are doing. But let's also talk 189 00:08:10.140 --> 00:08:13.100 about what not to expect in the one-on-one. 190 00:08:13.100 --> 00:08:14.960 So we want to make sure that as these 191 00:08:14.960 --> 00:08:16.940 companies are signing up and are prepared 192 00:08:16.940 --> 00:08:19.430 to meet with us, they know - hey these are things 193 00:08:19.430 --> 00:08:22.300 that that I won't be able to discuss 194 00:08:22.300 --> 00:08:24.700 or talk or are inappropriate for the one-on-one. 195 00:08:24.700 --> 00:08:25.480 So, what types of... 196 00:08:25.480 --> 00:08:28.060 I really do like to lay expectations 197 00:08:28.060 --> 00:08:30.100 because just so everyone knows, 198 00:08:30.100 --> 00:08:31.140 none of the program managers are 199 00:08:31.140 --> 00:08:32.760 showing up with a checkbook. 200 00:08:32.760 --> 00:08:34.820 You know, they're not ready to hand out 201 00:08:34.820 --> 00:08:36.000 any kind of funding. 202 00:08:36.000 --> 00:08:39.540 And then they're also not able to answer 203 00:08:39.540 --> 00:08:43.100 every kind of question. And so, especially on 204 00:08:43.100 --> 00:08:45.420 the contracting agency side, but also on 205 00:08:45.420 --> 00:08:48.180 the granting side, if there's a topic or 206 00:08:48.180 --> 00:08:50.980 solicitation, an RFP coming up, 207 00:08:50.980 --> 00:08:52.900 there can be definite restrictions. 208 00:08:52.900 --> 00:08:55.360 So talking about those specifics, if you 209 00:08:55.360 --> 00:08:57.660 know, hey, I would love to know... 210 00:08:57.660 --> 00:08:58.660 When we get there. 211 00:08:58.660 --> 00:09:00.560 Is there an opportunity for me? 212 00:09:00.560 --> 00:09:03.160 Will this fit in? Can you, can you just give me 213 00:09:03.160 --> 00:09:05.080 any kind of guidance on that? 214 00:09:05.080 --> 00:09:07.520 You know, they'll unfortunately have to 215 00:09:07.520 --> 00:09:10.420 say no maybe in a variety of ways if you keep asking. 216 00:09:10.420 --> 00:09:12.940 We can kind of tell these are 217 00:09:12.940 --> 00:09:15.260 the broad type, like would this be a topic 218 00:09:15.260 --> 00:09:16.920 that may be out in the solicitation, that sort of area, 219 00:09:17.760 --> 00:09:20.680 but we can't say either way whether 220 00:09:20.680 --> 00:09:21.960 there would or wouldn't be that. 221 00:09:21.960 --> 00:09:23.900 Sure, and there are agencies that 222 00:09:23.900 --> 00:09:26.120 tend to, you know, they'll follow, they'll have 223 00:09:26.120 --> 00:09:29.020 a very broad topics, and those come back often. 224 00:09:29.020 --> 00:09:31.380 And so, that is something that they can share 225 00:09:31.380 --> 00:09:33.700 with, you know, confidence of, you know, 226 00:09:33.700 --> 00:09:35.280 looked back the last few years at 227 00:09:35.280 --> 00:09:36.700 our agency you've seen... 228 00:09:36.700 --> 00:09:38.400 Seems likely there may be some areas. 229 00:09:38.400 --> 00:09:42.040 And then, I know we talked about this, 230 00:09:42.040 --> 00:09:45.020 we've both gotten the or heard about the 231 00:09:45.020 --> 00:09:46.700 ask for the debrief on previously 232 00:09:46.700 --> 00:09:47.780 submitted proposals. 233 00:09:47.780 --> 00:09:51.280 Yes, so that is one too where I think some 234 00:09:51.280 --> 00:09:53.660 companies are not necessarily confused 235 00:09:53.660 --> 00:09:55.820 but don't always know the right place 236 00:09:55.820 --> 00:09:57.580 that they should be getting the information. 237 00:09:57.580 --> 00:09:59.980 And so a debrief can be very important, 238 00:09:59.980 --> 00:10:01.780 especially if someone was unsuccessful, 239 00:10:01.780 --> 00:10:04.200 And we often find that when apply and 240 00:10:04.200 --> 00:10:05.760 are successful they've, they might have 241 00:10:05.760 --> 00:10:07.700 applied before and haven't quite made it. 242 00:10:07.700 --> 00:10:09.740 Right, and so the debrief can provide 243 00:10:09.740 --> 00:10:11.340 the opportunity for them to learn 244 00:10:11.340 --> 00:10:13.300 what the reviewers thought, 245 00:10:13.300 --> 00:10:15.320 and where they saw the weaknesses and 246 00:10:15.320 --> 00:10:18.440 then if they are able to resubmit, hopefully again, 247 00:10:18.440 --> 00:10:21.200 they'll address that in their resubmittal. 248 00:10:21.200 --> 00:10:24.920 Now the debrief though, each agency will 249 00:10:24.920 --> 00:10:27.000 approach it slightly differently as well, 250 00:10:27.000 --> 00:10:30.240 but that across the board, won't happen 251 00:10:30.240 --> 00:10:32.040 during these one-on-ones. 252 00:10:32.040 --> 00:10:33.680 and that's for a few different reasons, 253 00:10:33.680 --> 00:10:35.660 most of the time, the people that are doing 254 00:10:35.660 --> 00:10:39.600 the one-on-ones, they're not familiar with that proposal. 255 00:10:39.600 --> 00:10:42.020 They didn't come with every debrief in front of the agency's. 256 00:10:42.020 --> 00:10:43.160 When they are looking at large numbers 257 00:10:43.160 --> 00:10:45.060 of awards it's not possible to have 258 00:10:45.060 --> 00:10:48.340 that information transmitted in that way. 259 00:10:48.340 --> 00:10:50.260 And so we've set it up from the beginning 260 00:10:50.260 --> 00:10:52.080 that one-on-ones are not for debriefs. 261 00:10:52.080 --> 00:10:54.440 So if someone's waiting to hear back from 262 00:10:54.440 --> 00:10:56.160 their proposal, it's the same kind of thing 263 00:10:56.160 --> 00:10:58.160 thing of, they won't, really, they won't 264 00:10:58.160 --> 00:11:00.280 get any information, in that 15 minutes 265 00:11:00.280 --> 00:11:01.560 regarding their submittal. 266 00:11:01.560 --> 00:11:04.080 And I think it's also kind of important 267 00:11:04.080 --> 00:11:08.320 to understand that this is not, and we will 268 00:11:08.320 --> 00:11:10.920 and we'll go into kind of the prep and how 269 00:11:10.920 --> 00:11:13.380 to prepare next, but to be prepared, 270 00:11:13.380 --> 00:11:16.480 this is not going to serve in place of 271 00:11:16.480 --> 00:11:19.800 the small businesses market research entirety. 272 00:11:19.800 --> 00:11:22.200 Oh I'm sure of it, oh that would be magic, 273 00:11:22.200 --> 00:11:23.620 Show up and in fifteen minutes, 274 00:11:23.620 --> 00:11:24.380 And we would love to do it all. 275 00:11:24.380 --> 00:11:26.140 If we could we would. 276 00:11:26.140 --> 00:11:29.820 Definitely, definitely. So, no this is not 277 00:11:29.820 --> 00:11:32.140 to figure out secrets from, you know, 278 00:11:32.140 --> 00:11:34.520 this is the expert on, you know, 279 00:11:34.520 --> 00:11:37.660 developments in X technology area 280 00:11:37.660 --> 00:11:40.020 and I want to get the secret here. 281 00:11:40.020 --> 00:11:42.300 No we, and this is something that 282 00:11:42.300 --> 00:11:43.760 I look at with some of the partners 283 00:11:43.760 --> 00:11:46.200 on the SBA side, we work with all of 284 00:11:46.200 --> 00:11:47.380 these organizations around the country. 285 00:11:47.380 --> 00:11:49.260 There are Small Business Development Centers, 286 00:11:49.260 --> 00:11:51.640 There are Procurement Technical Assistance Centers. 287 00:11:51.640 --> 00:11:54.160 SBA even has some funding for federal 288 00:11:54.160 --> 00:11:57.360 state technology and fast partners. 289 00:11:57.360 --> 00:11:59.580 And so those are folks that are sitting down 290 00:11:59.580 --> 00:12:02.100 they're able to look hand-in-hand, 291 00:12:02.100 --> 00:12:05.740 especially if they have insight into SBIR, 292 00:12:05.740 --> 00:12:08.020 they can say exactly, you know, this is what 293 00:12:08.020 --> 00:12:09.360 you should be looking at, this is what 294 00:12:09.360 --> 00:12:10.560 you need to address as you're looking 295 00:12:10.560 --> 00:12:13.080 at commercialization, not just the 296 00:12:13.080 --> 00:12:14.020 the technology development. 297 00:12:14.020 --> 00:12:17.800 Right, which does go into the next subject 298 00:12:17.800 --> 00:12:21.820 with its prep. So, I think we've all had 299 00:12:21.820 --> 00:12:24.940 the one-on-ones, and sometimes companies 300 00:12:24.940 --> 00:12:27.160 sign up last-minute, you know, 301 00:12:27.160 --> 00:12:30.260 because there's an opening for them 302 00:12:30.260 --> 00:12:33.180 to oh we have, you know, DHS is sitting there 303 00:12:33.180 --> 00:12:35.160 and I will If I'm there and I have 304 00:12:35.160 --> 00:12:37.370 nobody in this particular time slot frame show up. 305 00:12:37.370 --> 00:12:39.280 I'll take somebody. And, and you kind of 306 00:12:39.280 --> 00:12:40.440 at that point, then do understand, 307 00:12:40.440 --> 00:12:42.040 well they may not have a chance to prep. 308 00:12:42.040 --> 00:12:43.880 But for the most part when the companies 309 00:12:43.880 --> 00:12:47.460 are going out there, it's to their benefit to prep. 310 00:12:47.460 --> 00:12:49.800 Oh yes, and that's one of the biggest 311 00:12:49.800 --> 00:12:51.640 misunderstandings. As a company would 312 00:12:51.640 --> 00:12:54.470 say I'm working on something to do with 313 00:12:54.470 --> 00:12:54.720 solar so I'm only looking at the say I'm working on something to do with 314 00:12:54.720 --> 00:12:56.400 solar so I'm only looking at the 315 00:12:56.400 --> 00:12:58.080 Department of Energy. And it's like well 316 00:12:58.130 --> 00:13:00.620 no actually, that could be also of interest 317 00:13:00.620 --> 00:13:04.300 to Army right now, and that is also within NSF, 318 00:13:04.300 --> 00:13:07.480 the National Science Foundation's purview. 319 00:13:07.480 --> 00:13:09.660 And so understanding that, you know, one 320 00:13:09.660 --> 00:13:11.480 technology is not necessarily going to 321 00:13:11.480 --> 00:13:14.220 be cornered. So on the prep side of things, 322 00:13:14.220 --> 00:13:15.840 we really do recommend there's a few 323 00:13:15.840 --> 00:13:17.200 different ways, because depending on, 324 00:13:17.200 --> 00:13:19.380 you know, where someone's coming from, 325 00:13:19.380 --> 00:13:21.740 if they just showed up to the event that day, 326 00:13:21.740 --> 00:13:23.040 they would have an opportunity 327 00:13:23.040 --> 00:13:24.700 at all these events, we have these 328 00:13:24.700 --> 00:13:26.380 five minute pitches. We have overviews, 329 00:13:26.380 --> 00:13:27.680 sometimes a little bit longer. 330 00:13:27.680 --> 00:13:30.240 But each agency, is in a concise way, 331 00:13:30.240 --> 00:13:32.760 putting their topics, putting what their 332 00:13:32.760 --> 00:13:35.580 agency is funding, the mission, and how 333 00:13:35.580 --> 00:13:37.340 the program is going to work out. 334 00:13:37.340 --> 00:13:38.700 So sitting through those is 335 00:13:38.700 --> 00:13:40.480 very helpful to get that overview. 336 00:13:40.480 --> 00:13:45.060 And I think there's, certainly, make sure 337 00:13:45.060 --> 00:13:46.520 it ties back to the mission. But I think 338 00:13:46.520 --> 00:13:50.200 there's also benefit in in doing some, 339 00:13:50.200 --> 00:13:52.080 you know, whenever possible, some research. 340 00:13:52.080 --> 00:13:54.100 You know, do research on what is, what is 341 00:13:54.100 --> 00:13:56.400 going on at that time current in the news 342 00:13:56.400 --> 00:13:58.420 and understand what their challenges are. 343 00:13:58.420 --> 00:14:00.340 So just because they do solar, 344 00:14:00.340 --> 00:14:02.340 well you do something with solar, 345 00:14:02.340 --> 00:14:04.480 but is that where their hang-up is? 346 00:14:04.480 --> 00:14:05.940 Is that now where their challenge is? 347 00:14:05.940 --> 00:14:07.660 What do you bring to the table 348 00:14:07.660 --> 00:14:08.580 that's different than what they've 349 00:14:08.580 --> 00:14:10.420 already gotten? And how do you bring something 350 00:14:10.420 --> 00:14:12.640 that is gonna meet their needs? 351 00:14:12.640 --> 00:14:15.340 Sure, sure. You know what is ground breaking 352 00:14:15.340 --> 00:14:17.340 and novel about what you are working on? 353 00:14:17.340 --> 00:14:21.200 There's a few different ways that companies 354 00:14:21.200 --> 00:14:22.940 can find that out before and it's not too 355 00:14:22.940 --> 00:14:24.280 heavy of a lift. I mean, we all know 356 00:14:24.280 --> 00:14:26.980 entrepreneurs, researchers, time is tight 357 00:14:26.980 --> 00:14:30.260 and people's focus is split in many areas. 358 00:14:30.260 --> 00:14:34.500 So on SBIR.gov we're able to have tutorials 359 00:14:34.500 --> 00:14:38.020 on all of the agencies. And it kind of gives 360 00:14:38.020 --> 00:14:40.200 a shorter overview and it leads 361 00:14:40.200 --> 00:14:42.560 to the agency's website. So people, if you can 362 00:14:42.560 --> 00:14:44.420 get hooked in you can go to DHS, 363 00:14:44.420 --> 00:14:46.020 And you can see specifics. 364 00:14:46.020 --> 00:14:48.380 You also can look at the topics there, 365 00:14:48.380 --> 00:14:51.180 the past topics that have been listed 366 00:14:51.180 --> 00:14:54.560 and past awards and see, alright, so under 367 00:14:54.560 --> 00:14:56.340 solar, what was awarded? 368 00:14:56.340 --> 00:14:58.260 Well if all of these companies are 369 00:14:58.260 --> 00:15:00.100 working on, or worked on something that's 370 00:15:00.100 --> 00:15:02.300 identical to mine, it's not ground breaking, 371 00:15:02.300 --> 00:15:06.000 and I'm not doing anything new to solve some of 372 00:15:06.000 --> 00:15:08.980 problems that the government is putting forward. 373 00:15:08.980 --> 00:15:11.480 Which is another good point. 374 00:15:11.970 --> 00:15:15.680 So and I think in addition to prep, 375 00:15:15.680 --> 00:15:18.200 and part of prep is knowing what you expect 376 00:15:18.200 --> 00:15:20.500 coming out of the meeting. So if you go in 377 00:15:20.500 --> 00:15:22.020 there and you're going to talk about your 378 00:15:22.020 --> 00:15:24.620 company, that's great information. 379 00:15:24.620 --> 00:15:27.020 But, going in and saying this is what I expect. 380 00:15:27.020 --> 00:15:28.420 So that the person on the other side 381 00:15:28.420 --> 00:15:30.640 of the table knows where you're trying to go. 382 00:15:30.640 --> 00:15:34.100 Is it that you need more information 383 00:15:34.100 --> 00:15:36.980 on where within, you know, you've done research 384 00:15:36.980 --> 00:15:38.640 took it as far down as you can go, but now 385 00:15:38.640 --> 00:15:40.240 you need more direction or... 386 00:15:40.240 --> 00:15:42.600 So, you know, what are the different ways 387 00:15:42.600 --> 00:15:44.940 and types of goals that you can talk about 388 00:15:44.940 --> 00:15:47.160 in terms of what you've seen be beneficial 389 00:15:47.160 --> 00:15:48.600 with it, a one-on-one. 390 00:15:48.600 --> 00:15:52.800 Sure. So in this area, you know, when people 391 00:15:52.800 --> 00:15:54.540 are looking at what they expect on the outside, 392 00:15:54.540 --> 00:15:56.900 you know, it does relate to what they expect 393 00:15:56.900 --> 00:15:59.120 or where their situation is in the beginning. 394 00:15:59.120 --> 00:16:01.840 So is this looking at follow-on funding? 395 00:16:01.840 --> 00:16:06.020 Are they an awardee? Or is this the first time? 396 00:16:06.020 --> 00:16:07.680 And so on the the follow-on side, 397 00:16:07.680 --> 00:16:10.180 I mean, even coming in with your award 398 00:16:10.180 --> 00:16:12.240 information, everything that you 399 00:16:12.240 --> 00:16:15.560 worked on, where that ended, you know, 400 00:16:15.560 --> 00:16:17.000 being able to talk with the agency about, 401 00:16:17.000 --> 00:16:18.600 okay where can this go from here? 402 00:16:18.600 --> 00:16:21.600 What are other areas within, let's say DoD, 403 00:16:21.600 --> 00:16:23.320 that this could be applicable? 404 00:16:23.320 --> 00:16:25.520 Now for the first time awardee, it's more 405 00:16:25.520 --> 00:16:28.880 the understanding of the variety of topics 406 00:16:28.880 --> 00:16:30.840 and then you know, plugging that in. 407 00:16:30.840 --> 00:16:33.240 And I do like to say that, 408 00:16:33.240 --> 00:16:36.040 sometimes people will sit down and they'll say, 409 00:16:36.040 --> 00:16:37.460 I've got it more than once, 410 00:16:37.460 --> 00:16:38.700 so what does DHS want? 411 00:16:38.700 --> 00:16:40.740 We want to protect the homeland. 412 00:16:40.740 --> 00:16:43.100 We want our home to be secure. 413 00:16:43.100 --> 00:16:44.700 So coming in, sometimes I think, 414 00:16:44.700 --> 00:16:46.580 people think the broader they make the question, 415 00:16:46.580 --> 00:16:48.300 the more room they give us to answer, 416 00:16:48.300 --> 00:16:50.020 but really it makes it more difficult. 417 00:16:50.020 --> 00:16:51.720 Sure, you get broad answers. 418 00:16:51.720 --> 00:16:54.080 Exactly, so broad questions, broad answers 419 00:16:54.080 --> 00:16:55.480 as we try to talk about. 420 00:16:55.480 --> 00:16:57.600 So the more specific they can make the 421 00:16:57.600 --> 00:16:59.980 questions to their needs, I think the better. 422 00:16:59.980 --> 00:17:03.480 Exactly, exactly and that's, that kind 423 00:17:03.480 --> 00:17:04.940 of goes down to our constraints 424 00:17:04.940 --> 00:17:06.900 to you of time wise. If there were a couple 425 00:17:06.900 --> 00:17:08.980 hours where you can really sit down 426 00:17:08.980 --> 00:17:10.900 and discuss and, and distill things. 427 00:17:10.900 --> 00:17:13.820 but we do recognize the time crunch. 428 00:17:13.820 --> 00:17:15.640 And so as much as we can do to have the 429 00:17:15.640 --> 00:17:17.460 right expectations beforehand. 430 00:17:17.460 --> 00:17:21.000 We have better prepared small companies applying. 431 00:17:21.000 --> 00:17:24.040 Right, and it makes it even more enjoyable 432 00:17:24.040 --> 00:17:25.000 from the government side, 433 00:17:25.000 --> 00:17:26.240 to have those conversations. 434 00:17:26.240 --> 00:17:31.240 So the one-on-one, this 15 minutes is 435 00:17:31.960 --> 00:17:34.020 likely not going to end with me 436 00:17:34.020 --> 00:17:36.100 saying to a company, all right, 437 00:17:36.100 --> 00:17:38.120 so if you just give me your information, 438 00:17:38.120 --> 00:17:39.600 Like you say - I don't have a checkbook 439 00:17:39.600 --> 00:17:40.980 and we're not likely to be able to 440 00:17:40.980 --> 00:17:42.340 go back and say, this person is going to 441 00:17:42.340 --> 00:17:43.900 to contact you and to give you an award 442 00:17:43.900 --> 00:17:46.200 even if it was capable of doing. 443 00:17:47.980 --> 00:17:50.540 I think there's always going to be a need 444 00:17:50.540 --> 00:17:52.780 for follow-up, and what can that follow-up 445 00:17:52.780 --> 00:17:54.280 look like that is appropriate 446 00:17:54.280 --> 00:17:57.730 and helps get further along in the path? 447 00:17:57.730 --> 00:17:59.800 Sure, back to specific questions during 448 00:17:59.800 --> 00:18:02.280 your one-on-one, you can ask if you can speak 449 00:18:02.280 --> 00:18:04.880 to someone about something specific to 450 00:18:04.880 --> 00:18:06.560 to your technology. And if so who that is 451 00:18:06.560 --> 00:18:07.880 and when you would do that? 452 00:18:07.880 --> 00:18:10.220 So you can leave with a point of contact 453 00:18:10.220 --> 00:18:12.800 that is right down, you don't have to go 454 00:18:12.800 --> 00:18:14.800 through you know four or five people to 455 00:18:14.800 --> 00:18:17.460 get to that person. You now have that. 456 00:18:17.460 --> 00:18:20.480 And that's great, and but unfortunately, 457 00:18:20.480 --> 00:18:23.080 so many times that's just not possible. 458 00:18:23.080 --> 00:18:25.060 And part of it is making sure we get, 459 00:18:25.060 --> 00:18:27.120 we're trying to, we always try to make sure 460 00:18:27.120 --> 00:18:29.440 we're getting information to the right 461 00:18:29.440 --> 00:18:30.660 folks and we may not have those folks 462 00:18:30.660 --> 00:18:33.180 on the top of their head. A lot of times it is, 463 00:18:33.180 --> 00:18:36.160 hey we'll submit, submit this information. 464 00:18:36.160 --> 00:18:40.380 Or that's, yes, exactly, so yes, expectations too 465 00:18:40.380 --> 00:18:41.940 you're not always able to talk to a person 466 00:18:41.940 --> 00:18:43.700 right away. But sometimes it's just 467 00:18:43.700 --> 00:18:45.840 submitting a page or two pages, 468 00:18:45.840 --> 00:18:47.460 depending on the agency and the way 469 00:18:47.460 --> 00:18:50.280 that they focus, kind of a description, 470 00:18:50.280 --> 00:18:53.060 and then internally they'll distribute, 471 00:18:53.060 --> 00:18:54.840 and there's a process for that to take place. 472 00:18:54.840 --> 00:18:56.320 And so it seems like perhaps, 473 00:18:56.320 --> 00:18:59.100 there's a benefit to, for the follow-up, 474 00:18:59.100 --> 00:19:01.580 knowing, getting, and understanding 475 00:19:01.580 --> 00:19:03.360 what that feedback is from the 476 00:19:03.360 --> 00:19:04.000 person you're talking to. 477 00:19:04.000 --> 00:19:06.500 So tailoring the information you submit, 478 00:19:06.500 --> 00:19:09.000 So we, you know, your quad chart is great 479 00:19:09.000 --> 00:19:11.540 and it's got all the information. And many 480 00:19:11.540 --> 00:19:14.320 people use quad charts, and I like the concept 481 00:19:14.320 --> 00:19:16.300 but there may be a different quad chart to use. 482 00:19:16.300 --> 00:19:18.700 Oh definitely, definitely, the pie charts. 483 00:19:18.700 --> 00:19:19.960 Well you have this information in here, 484 00:19:19.960 --> 00:19:21.700 but this other piece is what you should 485 00:19:21.700 --> 00:19:23.440 highlight for DHS, this is important to, 486 00:19:23.440 --> 00:19:26.320 the ya know, the Navy, but this is where DHS's 487 00:19:26.320 --> 00:19:28.960 interest is lying right now, more so I think 488 00:19:28.960 --> 00:19:30.640 making sure you can tailor that information 489 00:19:30.640 --> 00:19:34.260 to capture the attention of the person you're trying to... 490 00:19:34.260 --> 00:19:37.020 Sure, I'll let you know the quad chart, 491 00:19:37.020 --> 00:19:38.600 you know, because it is generic, 492 00:19:38.600 --> 00:19:40.820 across all the agencies for these meetings. 493 00:19:40.820 --> 00:19:44.380 And a huge piece of why that was started, 494 00:19:44.380 --> 00:19:46.480 was for so many one-on-ones, you would get 495 00:19:46.480 --> 00:19:49.080 an entrepreneur who is so eager to talk 496 00:19:49.080 --> 00:19:50.940 about what they're working on, and sit down 497 00:19:50.940 --> 00:19:54.300 and talk to full 15 minutes on this crazy 498 00:19:54.300 --> 00:19:56.200 breakthrough and how amazing it was 499 00:19:56.200 --> 00:19:57.900 going to be and the time was up, 500 00:19:57.900 --> 00:20:01.000 they didn't get anything, they didn't get any any insight 501 00:20:01.000 --> 00:20:03.400 And it's fun to listen to, so it's hard to know 502 00:20:03.400 --> 00:20:06.080 Exactly, exactly. And so that kind of 503 00:20:06.080 --> 00:20:08.480 grounds people, and especially for those, 504 00:20:08.480 --> 00:20:10.180 and I think we've all heard them, 505 00:20:10.180 --> 00:20:12.020 that their idea of an elevator pitch, 506 00:20:12.020 --> 00:20:13.920 is the elevator ride up to the top of the 507 00:20:13.920 --> 00:20:16.560 Empire State, it's a long ride. Well no, we're 508 00:20:16.560 --> 00:20:19.060 trying to get, you know, smaller so that 509 00:20:19.060 --> 00:20:21.980 bit by bit we can build a really good intro 510 00:20:21.980 --> 00:20:24.000 between the company and the 511 00:20:24.000 --> 00:20:25.080 agency during that time. 512 00:20:25.080 --> 00:20:27.880 Right, and as you said before 513 00:20:27.880 --> 00:20:29.800 making sure you're not talking 514 00:20:29.800 --> 00:20:31.160 the whole time so you're with... 515 00:20:31.160 --> 00:20:33.520 Yes asking questions, you talked about 516 00:20:33.520 --> 00:20:35.020 the general questions and insight, 517 00:20:35.020 --> 00:20:36.720 it's really good for someone to come in 518 00:20:36.720 --> 00:20:38.500 with questions already prepared so they're 519 00:20:38.500 --> 00:20:41.500 not on the spot nervous, and what do I say? 520 00:20:41.500 --> 00:20:42.900 So then I default to something that's 521 00:20:42.900 --> 00:20:43.680 not relevant. 522 00:20:43.680 --> 00:20:45.060 And you can bring note cards, 523 00:20:45.060 --> 00:20:46.700 bring note cards, note cards are fine. 524 00:20:46.700 --> 00:20:51.700 So I think that highlighting 525 00:20:52.500 --> 00:20:55.840 what we've, we've kind of talked over thus far; 526 00:20:55.840 --> 00:20:59.940 you know, first thing, find opportunities 527 00:20:59.940 --> 00:21:04.160 for one-on-ones. So you've mentioned that 528 00:21:04.160 --> 00:21:06.660 the road tours, your organizing road tours. 529 00:21:06.660 --> 00:21:10.200 So I think we have some information 530 00:21:10.200 --> 00:21:12.000 about the upcoming road tours. 531 00:21:12.000 --> 00:21:14.080 But you have a really simple website 532 00:21:14.080 --> 00:21:15.280 address that you mentioned earlier. 533 00:21:15.280 --> 00:21:18.040 Yes, sbirroadtour.com 534 00:21:18.040 --> 00:21:23.040 OK, alright. sbirroadtour, one word, .com 535 00:21:23.160 --> 00:21:27.060 and it will have the dates for the upcoming, 536 00:21:27.060 --> 00:21:29.900 there's three, planning, there's three tours 537 00:21:29.900 --> 00:21:33.500 in 2018. There was one tour previously in April. 538 00:21:33.500 --> 00:21:35.120 This is the fourth year that they 539 00:21:35.120 --> 00:21:36.900 they've gone on, and we're hitting a 540 00:21:36.900 --> 00:21:39.960 whole slew of new states. And in fact the next 541 00:21:39.960 --> 00:21:42.020 road tour is coming up in a week and a half. 542 00:21:42.020 --> 00:21:44.220 Yes. Are you going? I'm going. Oh Good! 543 00:21:44.220 --> 00:21:46.640 Yeah, so let's hope everyone else is going too. 544 00:21:46.640 --> 00:21:48.460 There are still slots available, so on that website, 545 00:21:48.460 --> 00:21:51.540 you'll see the five states for that tour in June, 546 00:21:51.540 --> 00:21:54.280 that's in New York, Pennsylvania, Ohio, 547 00:21:54.280 --> 00:21:55.940 West Virginia and North Carolina. 548 00:21:55.940 --> 00:21:58.420 Anyone's welcome, even beyond those states. 549 00:21:58.420 --> 00:22:01.620 So make sure that they do their research, 550 00:22:01.620 --> 00:22:04.520 they prep for it, they know their approach. 551 00:22:04.520 --> 00:22:05.040 Yes. 552 00:22:05.040 --> 00:22:07.680 They have their goal identified. 553 00:22:07.680 --> 00:22:11.320 and I know and it's hard, we sometimes, 554 00:22:11.320 --> 00:22:12.540 we understand that we're throwing a lot 555 00:22:12.540 --> 00:22:14.500 of things out there in terms of suggestions. 556 00:22:14.500 --> 00:22:16.960 But, we do try to list it out easily, 557 00:22:16.960 --> 00:22:18.340 and one more thing back to the 558 00:22:18.340 --> 00:22:21.200 road tours, is if someone does decide 559 00:22:21.200 --> 00:22:23.420 to sign up for one of those events, 560 00:22:23.420 --> 00:22:26.400 they'll get through their registration, 561 00:22:26.400 --> 00:22:27.720 they'll get the opportunity to go to 562 00:22:27.720 --> 00:22:29.640 a scheduler system. And that system is 563 00:22:29.640 --> 00:22:31.060 something that we've been improving 564 00:22:31.060 --> 00:22:33.760 based on feedback from companies and agencies. 565 00:22:33.760 --> 00:22:34.360 Oh good. 566 00:22:34.360 --> 00:22:36.220 And so we have a list of all the 567 00:22:36.220 --> 00:22:37.880 agencies available, we recommend that 568 00:22:37.880 --> 00:22:40.280 people sign up as soon as possible, 569 00:22:40.280 --> 00:22:42.140 after they prioritized who they want 570 00:22:42.140 --> 00:22:44.320 to meet with. We even have links in there 571 00:22:44.320 --> 00:22:47.940 to overviews and websites for all the agencies. 572 00:22:47.940 --> 00:22:49.680 So if you're going through and you say 573 00:22:49.680 --> 00:22:51.460 well I'm not even quite sure what this 574 00:22:51.460 --> 00:22:53.420 agency looks at, maybe I know what 575 00:22:53.420 --> 00:22:54.760 the agency does, but what are 576 00:22:54.760 --> 00:22:57.000 they doing in SBIR? And so we try to 577 00:22:57.000 --> 00:22:58.560 make that as easy as possible. 578 00:22:58.560 --> 00:23:01.020 and like you said don't, don't sign up 579 00:23:01.020 --> 00:23:03.520 for all of them. You know, leave yourself open 580 00:23:03.520 --> 00:23:04.900 to see you some of the pitches 581 00:23:04.900 --> 00:23:06.620 and do some research and you know, 582 00:23:06.620 --> 00:23:07.920 use the most valuable... 583 00:23:07.920 --> 00:23:09.260 Definitely, because it's not going 584 00:23:09.260 --> 00:23:10.680 to be worthwhile if you sit down 585 00:23:10.680 --> 00:23:12.320 and in the first 10 seconds, 586 00:23:12.320 --> 00:23:14.340 you already know that there's not a fit. 587 00:23:14.340 --> 00:23:16.900 So we don't want a company to waste 588 00:23:16.900 --> 00:23:18.640 their time, we want them to focus on 589 00:23:18.640 --> 00:23:20.440 the places where they're going to 590 00:23:20.440 --> 00:23:22.200 hopefully be more successful. 591 00:23:22.200 --> 00:23:25.220 And so one of the things, and talking about 592 00:23:25.220 --> 00:23:28.060 follow-up and then going to, 593 00:23:28.060 --> 00:23:31.500 make sure you follow up. But then in resources 594 00:23:31.500 --> 00:23:33.100 for this whole thing, one of the, 595 00:23:33.100 --> 00:23:35.540 one of the things that I've been striving 596 00:23:35.540 --> 00:23:37.220 to do here, and we finally were able to do it, 597 00:23:37.220 --> 00:23:38.760 and I'm very happy about that was, 598 00:23:38.760 --> 00:23:42.140 make a sort of a complimentary to this 599 00:23:42.140 --> 00:23:45.920 session, which is a recorded do's and don'ts 600 00:23:45.920 --> 00:23:50.920 of one-on-ones. And so it is myself and a 601 00:23:51.240 --> 00:23:52.660 couple of my colleagues who are doing 602 00:23:52.660 --> 00:23:54.420 the acting, so you know, make sure you 603 00:23:54.420 --> 00:23:56.740 pay attention to the message and 604 00:23:56.740 --> 00:23:58.780 I know why actors get paid so much now. 605 00:23:58.780 --> 00:24:02.060 But, so what it is, is we've gone through 606 00:24:02.060 --> 00:24:04.060 some scenarios from you know, 607 00:24:04.060 --> 00:24:07.400 both of us having decades of experience 608 00:24:07.400 --> 00:24:10.960 in doing one-on-ones, and kind of 609 00:24:10.960 --> 00:24:13.760 role played those to show, because sometimes 610 00:24:13.760 --> 00:24:16.120 it's hard to say these things and then 611 00:24:16.120 --> 00:24:17.360 really understand what that looks like. 612 00:24:17.360 --> 00:24:20.520 So trying to give an actual, here's some 613 00:24:20.520 --> 00:24:22.340 some things we saw where people came and 614 00:24:22.340 --> 00:24:24.320 it wasn't as effective and then ones we saw 615 00:24:24.320 --> 00:24:25.760 where this was more effective. 616 00:24:25.760 --> 00:24:27.620 Definitely. Lessons learned. That's incredible> 617 00:24:27.620 --> 00:24:29.880 So thank you for putting yourself on the line. 618 00:24:29.880 --> 00:24:31.340 And doing that for us, Dusty 619 00:24:31.340 --> 00:24:34.280 Because no, it's true, the one-on-ones are 620 00:24:34.280 --> 00:24:36.300 in closed areas and so it's really, 621 00:24:36.300 --> 00:24:37.960 if you haven't ever done it before, 622 00:24:37.960 --> 00:24:39.740 you've probably not seen that happen 623 00:24:39.740 --> 00:24:42.560 and maybe you've taken part of matchmaking, 624 00:24:42.560 --> 00:24:45.340 or other similar events, and so you know 625 00:24:45.340 --> 00:24:46.900 what it is to sit down with someone 626 00:24:46.900 --> 00:24:50.820 one-on-one, face-to-face. But in this context, 627 00:24:50.820 --> 00:24:53.220 you know, we want to demystify this as much as... 628 00:24:53.220 --> 00:24:56.220 Right, absolutely, make it and make it fun, 629 00:24:56.220 --> 00:24:57.600 enjoyable and valuable for everybody. 630 00:24:57.600 --> 00:25:00.560 So I think we have a graphic that shows our 631 00:25:00.560 --> 00:25:04.900 website. And so there will be a red box there, 632 00:25:04.900 --> 00:25:06.760 if you go to the website which is 633 00:25:06.760 --> 00:25:07.860 on the bottom of the screen, 634 00:25:07.860 --> 00:25:09.560 and you click right on that, 635 00:25:09.560 --> 00:25:11.500 where that red box is, they will take you 636 00:25:11.500 --> 00:25:14.080 to the video for the one-on-one, 637 00:25:14.080 --> 00:25:16.080 and within the one-on-one there is a part 638 00:25:16.080 --> 00:25:18.960 where I reference the industry guide 639 00:25:18.960 --> 00:25:22.460 that DHS has prepared and this is the guide 640 00:25:22.460 --> 00:25:25.560 that is for, to help industry understand 641 00:25:25.560 --> 00:25:27.960 how to work with DHS. Which we understand 642 00:25:27.960 --> 00:25:30.040 is a difficult thing to understand 643 00:25:30.040 --> 00:25:32.420 from the outside. At the end of the video 644 00:25:32.420 --> 00:25:35.960 there is a link to, this is available electronically. 645 00:25:35.960 --> 00:25:37.500 So we're trying to make that, 646 00:25:37.500 --> 00:25:42.500 demystify that as well. So that is the large 647 00:25:43.260 --> 00:25:45.560 part of what I had wanted to talk about. 648 00:25:45.560 --> 00:25:47.940 Are there any other resources at SBA 649 00:25:47.940 --> 00:25:49.280 that you'd like to make sure we touch on 650 00:25:49.280 --> 00:25:50.320 for the small businesses? 651 00:25:50.320 --> 00:25:52.580 Yes, I've mentioned most, but to kind of 652 00:25:52.580 --> 00:25:56.100 sum it up here quickly, going to SBIR.gov 653 00:25:56.100 --> 00:25:59.240 is going to be your best bet in terms of 654 00:25:59.240 --> 00:26:00.740 seeing that broader picture. 655 00:26:00.740 --> 00:26:03.760 So the tutorials, getting the websites 656 00:26:03.760 --> 00:26:05.440 for all of the agencies involved, 657 00:26:05.440 --> 00:26:07.600 looking at the past awards and topics, 658 00:26:07.600 --> 00:26:09.360 and also on the main page, 659 00:26:09.360 --> 00:26:10.840 there's a drop-down on the bottom 660 00:26:10.840 --> 00:26:12.200 that says local resources. 661 00:26:12.200 --> 00:26:14.520 And especially if you say, alright well I 662 00:26:14.520 --> 00:26:16.160 like the digital resources but, 663 00:26:16.160 --> 00:26:17.600 if I want to meet with someone one-on-one, 664 00:26:17.600 --> 00:26:19.380 what would that look like? In terms of, 665 00:26:19.380 --> 00:26:21.360 you know, not, sorry, not the one-on-ones 666 00:26:21.360 --> 00:26:23.180 but meet with someone beforehand, 667 00:26:23.180 --> 00:26:24.760 and maybe I want that market research, 668 00:26:24.760 --> 00:26:26.540 maybe I want, you know, more assistance 669 00:26:26.540 --> 00:26:29.120 with my proposal, who is around me if 670 00:26:29.120 --> 00:26:32.380 I'm you know, in Idaho, who can I meet with? 671 00:26:32.380 --> 00:26:33.940 And so you can click by state. 672 00:26:33.940 --> 00:26:35.940 you'll see the fast groups I mentioned, 673 00:26:35.940 --> 00:26:37.860 but you'll see others as well. 674 00:26:37.860 --> 00:26:39.280 You'll see small business development 675 00:26:39.280 --> 00:26:41.840 centers and beyond and so hopefully 676 00:26:41.840 --> 00:26:46.080 that information can help. We'll also have 677 00:26:46.080 --> 00:26:48.500 information on upcoming webinars and events. 678 00:26:48.500 --> 00:26:52.960 Is there, is there fast solicitation open now? 679 00:26:52.960 --> 00:26:55.420 Correct. So we're going to have a new group 680 00:26:55.420 --> 00:26:58.680 of about 24 organizations starting 681 00:26:58.680 --> 00:27:01.060 this fall to do training and 682 00:27:01.060 --> 00:27:02.260 help with small businesses. 683 00:27:02.260 --> 00:27:03.720 Okay, that's great, good to know that 684 00:27:03.720 --> 00:27:06.300 you guys are always pursuing stuff like that, okay. 685 00:27:06.300 --> 00:27:10.820 So I think that we have a couple questions 686 00:27:10.820 --> 00:27:13.480 from the audience that has stuck around, 687 00:27:13.480 --> 00:27:16.140 and we do thank you. So the question is: 688 00:27:16.140 --> 00:27:17.680 sometimes, these one-on-ones are 689 00:27:17.680 --> 00:27:19.580 the only way we have to talk to 690 00:27:19.580 --> 00:27:21.940 a government representative about my product, 691 00:27:21.940 --> 00:27:25.100 can I discuss possible opportunities outside SBIR? 692 00:27:25.100 --> 00:27:28.140 So I think, you know, we did kind of touch 693 00:27:28.140 --> 00:27:30.180 on that, I think that there are ways to 694 00:27:30.180 --> 00:27:32.300 have those discussions with the folks 695 00:27:32.300 --> 00:27:35.020 from, on the SBIR road tours, 696 00:27:35.020 --> 00:27:37.960 and at the conferences. I think we all recognize, 697 00:27:37.960 --> 00:27:39.260 that because we can't tell them, 698 00:27:39.260 --> 00:27:41.540 hey these are our topics that are 699 00:27:41.540 --> 00:27:44.500 going to be coming up, and you know, those topics 700 00:27:44.500 --> 00:27:48.200 are largely driven from the community, 701 00:27:48.200 --> 00:27:51.060 the scientific community and the end users. 702 00:27:51.060 --> 00:27:53.860 This is still part of market research 703 00:27:53.860 --> 00:27:56.620 and going back and being able to forward 704 00:27:56.620 --> 00:27:58.080 information from these small businesses 705 00:27:58.080 --> 00:28:01.200 about you know, this was something that I saw 706 00:28:01.200 --> 00:28:03.530 and it may be of interest and you know, 707 00:28:03.530 --> 00:28:05.340 do we want to do something in the future 708 00:28:05.340 --> 00:28:08.900 with this type of technology exploration? 709 00:28:08.900 --> 00:28:11.340 Sure, but I do, yeah, I do like to set some of 710 00:28:11.340 --> 00:28:12.820 the expectations though, because if you're 711 00:28:12.820 --> 00:28:14.680 going to meet with the plant biology 712 00:28:14.680 --> 00:28:18.020 specialist at USDA, they are very focused 713 00:28:18.020 --> 00:28:21.000 in that area so they might, I mean USDA is 714 00:28:21.000 --> 00:28:22.500 very large they're not going to be able 715 00:28:22.500 --> 00:28:24.280 to speak to all other opportunities. 716 00:28:24.280 --> 00:28:27.680 So your odds can be pretty low at some 717 00:28:27.680 --> 00:28:29.800 of the agencies, in terms of, 718 00:28:29.800 --> 00:28:31.560 who are you meeting with, again? 719 00:28:31.560 --> 00:28:33.160 And where is that going to lead? 720 00:28:33.160 --> 00:28:35.740 So, you know, my recommendations are 721 00:28:35.740 --> 00:28:37.460 always to try to find out some of that 722 00:28:37.460 --> 00:28:38.800 information before and realize 723 00:28:38.800 --> 00:28:42.320 that this is, you know, for the SBIR program. 724 00:28:42.320 --> 00:28:46.640 Great. Alright, so I want to thank you very much 725 00:28:46.640 --> 00:28:49.080 for joining us and bringing your vast 726 00:28:49.080 --> 00:28:52.380 and deep expertise in this, in this area. 727 00:28:52.380 --> 00:28:54.520 And look forward to joining you on the 728 00:28:54.520 --> 00:28:55.820 road tour and in a couple weeks. 729 00:28:55.820 --> 00:28:58.140 Yes, hopefully looking forward to 730 00:28:58.140 --> 00:29:00.620 seeing all you and feel free to reach out 731 00:29:00.620 --> 00:29:05.080 to us at SBIR.gov or to your email as well. 732 00:29:05.080 --> 00:29:10.080 We are putting up the STSBIR.program@dhq.dhs.gov 733 00:29:11.460 --> 00:29:13.960 so that's how you can reach out to us here 734 00:29:13.960 --> 00:29:16.460 at a DHS about our SBIR program. 735 00:29:16.460 --> 00:29:18.940 So thank you everybody for joining us 736 00:29:18.940 --> 00:29:23.940 and we'll see you on the next deconstructing SBIR.