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Subject: Market Farming

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  • From: "Ava Devenport" <essenheal AT hotmail.com>
  • To: market-farming AT franklin.oit.unc.edu
  • Subject: Fwd: SBIR-ALERT - June 9, 2000
  • Date: Mon, 12 Jun 2000 06:47:52 PDT





From: "richard fowler" <richard.fowler AT pnl.gov>
Reply-To: "SBIR Alerting Service" <sbir-alert AT lyris.pnl.gov>
To: "SBIR Alerting Service" <sbir-alert AT lyris.pnl.gov>
Subject: SBIR-ALERT - June 9, 2000
Date: Fri, 9 Jun 2000 17:27:53

* * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * *
SBIR/STTR ALERTING SERVICE * June 9, 2000
* * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * *

The SBIR/STTR Alerting Service is a free service that provides bi-weekly
notification of SBIR and STTR solicitation announcements, news and
information, and Internet resources relevant to the SBIR/STTR programs.
This service is provided by the Economic Development Office of Pacific
Northwest National Laboratory (PNNL).

Back issues of the SBIR Alert are available on the World Wide Web. To
access these issues, connect to the site below, enter your email address (a
password is not needed to connect), select 'connect' then 'read messages.'
A keyword search is also available if you wish to search for issues
containing a particular subject or topic of interest.

http://lyris.pnl.gov/cgi-bin/?enter=sbir-alert

* Note: The next SBIR-ALERT will be posted Friday, June 30, 2000 *

NEWS IN THIS ISSUE

-- USDA FY 2001 SBIR Program Solicitation now open
-- SBIR Proposal Writing Tip of the Month

* * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * *
SBIR/STTR NEWS AND INFORMATION

-- USDA FY 2001 SBIR Program Solicitation now open

The Department of Agriculture FY 2001 SBIR Program Solicitation is now
open. The closing date is August 31, 2000. Phase I awards will be up to
$70,000, and Phase II awards will be up to $275,000. The topic areas for
the solicitation are as follows:

- Forests and Related Resources
- Plant Production and Protection
- Animal Production and Protection
- Air, Water, and Soils
- Food Science and Nutrition
- Rural and Community Development
- Aquaculture
- Industrial Applications
- Marketing and Trade

In addition, each topic has suggested subtopics listed as examples of
advanced applications or basic research of interest to USDA and are not to
be interpreted as exclusive.

The solicitation is available in html or pdf formats at the USDA SBIR web
site: http://www.reeusda.gov/sbir/. You may also request copies of the
USDA SBIR FY 2001 Program Solicitation from:

SBIR, c/o Proposal Services Unit
OEP/CSREES/USDA, Stop 2245
1400 Independence Ave. SW
Washington, D.C., 20250-2245
Phone (202) 401-5048

The material also may be requested via Internet by sending a message with
your name, mailing address (not e-mail), phone number, and list of
materials that you are requesting to psb AT reeusda.gov. Please be sure to
specify that you want the FY 2001 SBIR Program Solicitation. Quantities of
the FY 2001 SBIR Program Solicitation are limited.

For additional information, contact:

Ms. Ruth Lange
Assistant Program Director
Small Business Innovation Research Program
CSREES/USDA
Stop 2243
1400 Independence Ave. SW, Washington, D.C. 20250-2243
Phone (202) 401-4002
Fax (202) 401-6070,
E-mail rlange AT reeusda.gov


-- SBIR Proposal Writing Tip of the Month

The following proposal writing tip was provided by Gail & Jim Greenwood.
Past SBIR proposal writing articles written by the Greenwoods are available
on the Greenwood Consulting Group, Inc. (GCGI) web site at
http://home.att.net/~g-jgreenwood.

SBIR Proposal Writing Basics: Avoid Arbitrary Market Share Assumptions.
Copyright © 2000 by Greenwood Consulting Group, Inc.

It's not uncommon for the commercialization description in an SBIR proposal
to indicate what portion of the market that the proposing company thinks it
can capture with its new SBIR-based product or service. For example, a
company may state "assuming that we can achieve a 10% market share, this
would give us annual revenues of about $40 million in this $400 million
market."

The problem arises when the proposer makes such a claim and does not
provide a basis for the assumed market share. In the example above, why
should the reader believe that this SBIR firm can get 10% of all the
revenues from this market? Too many firms assume that a fraction such as
this can be achieved "somehow," and leave it at that. The savvy reviewer,
however, is not willing to blindly accept such an assumption. In fact,
such unsubstantiated claims are so common that you can lose considerable
credibility with the reviewer by making one in your proposal.

As a solution, consider deriving or estimating your market share through
some reasonable process. For example, if you are developing a technology
that might ultimately be purchased by state highway departments, then you
might survey 10 such departments in various states to ask if they would
consider purchasing your technology when you commercialize it. If four of
the state highway departments express interest, then you have some basis
(by extrapolation) for assuming that about 40% of the market in all 50
states is interested in your approach.

However, we know that interest does not always translate into purchases, so
you might want to assume that only a half or a quarter of those who
expressed interest might ultimately purchase from you. This would suggest
that you might be able to reasonably capture 10-20% of the market.

Of course, there are many other factors that will influence whether you can
achieve this market share. Competitors may come up with products or
services that are deemed superior to yours. Consumer buying patterns or
preferences may change. Regulations may favor one technology over another.
Existing but inferior products may be favored over new, innovative ones
because customers are invested in, and comfortable with, the existing
approaches. Such uncertainties suggest that you should further understate
the fraction of the market that you think you can achieve, at least until
you have an opportunity to devise a thorough marketing strategy for your
new product.

In summary, avoid making unsubstantiated claims about the share of a market
that you think you can achieve when you commercialize your SBIR-based
technology. Derive a reasonable estimate of the market share, and explain
in your SBIR proposal how you came up with it. Be sure to show some level
of conservatism in your estimate of market share to account for the many
uncertainties that surround the level of impact that you will have in the
market place, including many that are beyond your knowledge or control.

Gail and Jim Greenwood may be reached at the following address:

Greenwood Consulting Group, Inc.
1150 Junonia
Sanibel, FL 33957
941-395-9446 (voice & fax)
g-jgreenwood AT worldnet.att.net (email)

If you have tips that you would like to share, we would be happy to include
them in future announcements.


* * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * *
CONFERENCES AND WORKSHOPS

NATIONAL

National SBIR Fall Conference, Seattle, WA, October 30, 2000. The National
Science Foundation, in association with the Dept. of Defense and the Small
Business Admin., is sponsoring the fall National SBIR Conference to be held
in Seattle Washington. Program Managers and representatives from
participating agencies will provide insight into how to work with their
respective agencies and answer your own special questions during the
one-on-one opportunities. Specific program details and registration
information will be posted on the following website as soon as it becomes
available: http://www.zyn.com/sbir/. Contact: Sharon DelaBarre at
360-683-5742 or sharon AT zyn.com for more information.


REGIONAL

SBIR Bidder's Course and WorkshopSM, June 16, Baltimore MD/Washington DC
area. This is a business development seminar focused on the "how tos" of
strategic planning, marketing and proposal development for potential SBIR
and STTR Bidders. The workshop will be sponsored by the High Tech Council
of Maryland, the Maryland Small Business Development Center Network
(Central Region) and Neighborhood Revitalization Solutions. For
information, call (410) 315-8101 or send E-mail to JADE Research
Corporation at SBIR AT win-sbir.com.

2nd Annual NIH SBIR/STTR Conference, Bethesda, MD, July 11-12, 2000.
Information about the conference, including registration, hotel information
and the agenda, may be found at: http://www.ncifcrf.gov/fcrdc/conf/sbir.
It is mandatory that all participants pre-register for this meeting (via
the On-Line Registration site). Due to strict space limitations, it is
recommended that you register promptly. For more information, contact
Margaret L. Fanning Conference Planning Services, SAIC by Phone:
301-846-1995, Fax: 301-846-5866, or E-mail: fanningm AT mail.ncifcrf.gov.

Other events, with details to follow at a later time:

SBIR Conference, National Assoc. of Women Business Owners, Orange County,
CA, September 16.


If you are sponsoring or are aware of SBIR workshops in your area and would
like to post an announcement feel free to contact us.

* * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * *
SOLICITATIONS CURRENTLY OPEN

SBIR

NSF, due 1/4/01
NASA SBIR, due 7/14/00
NIH CY2000 SBIR/STTR, due August 1, December 1
DoD SBIR 00.2 (accepting proposals July 3), due 8/16/00
USDA SBIR 00-1, due 8/31/00


STTR

NSF, due 1/4/01
NIH CY2000 SBIR/STTR, due August 1, December 1


COMING SOON



* * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * *
SBIR/STTR INFO ON THE INTERNET

PARTICIPATING AGENCY SBIR WEB SITES:

Department of Agriculture
http://www.reeusda.gov/sbir
Department of Commerce
National Oceanic and Atmospheric Administration
http://www.oar.noaa.gov/ORTA/
National Institute of Standards and Technology
http://patapsco.nist.gov/ts_sbir/
Department of Defense
http://www.acq.osd.mil/sadbu/sbir or
http://www.sbirsttr.com/
Defense Technical Information Center
http://www.dtic.mil/dtic/sbir/
Air Force
http://www.afrl.af.mil/sbir/index.htm
Army
http://www.aro.ncren.net/arowash/rt/
Navy
http://www.onr.navy.mil/sci_tech/industrial/sbir.htm
Defense Advanced Research Projects Agency
http://www.darpa.mil/sbir/
Ballistic Missile Defense Organization
http://www.futron.com/bmdo/bmdo.htm
U.S. Special Operations Command (SOCOM) SBIR
http://www.socom.mil/smallbus04.htm
SBIR Interactive Technical Information System (SITIS)
http://dticam.dtic.mil/sbir/
Department of Education
http://www.ed.gov/offices/OERI/SBIR/
Department of Energy
http://sbir.er.doe.gov/sbir/ and http://sttr.er.doe.gov/sttr/
Department of Transportation
http://www.volpe.dot.gov/sbir
Environmental Protection Agency
http://es.epa.gov/ncerqa/sbir/
National Institutes of Health
http://grants.nih.gov/grants/funding/sbir.htm
Agency for Health Care Policy and Research
http://www.ahcpr.gov/
National Aeronautics & Space Administration
http://sbir.nasa.gov/
National Science Foundation
http://www.eng.nsf.gov/sbir

OTHER SITES OF INTEREST:

Small Business Administration
http://www.sba.gov/SBIR/
Project SBIR West
http://www.sbir.dsu.edu/
Wyoming SBIR Initiative Program
http://uwadmnweb.uwyo.edu/sbir/
SBIR Resource Center
http://www.win-sbir.com/
National SBIR Conference Center
http://www.zyn.com/sbir/
SBIR Internet Catalog Site
http://beagle.foresnt.com/
Small Business Technology Coalition
http://www.sbtc.org
State Science and Technology Institute
http://www.ssti.org
Greenwood Consulting Group, Inc.
http://home.att.net/~g-jgreenwood
PNNL Economic Development Office
http://www.pnl.gov/edo/business.stm
SBIR-Alerting Service
http://lyris.pnl.gov/cgi-bin/?enter=sbir-alert


* * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * *
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* * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * *
HOW TO REACH US

If you have any comments, suggestions, or would like to submit items for
the next issue please contact us:

Richard Fowler - richard.fowler AT pnl.gov - (509) 372-4332
Gary Spanner - gary.spanner AT pnl.gov - (509) 372-4296

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  • Fwd: SBIR-ALERT - June 9, 2000, Ava Devenport, 06/12/2000

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