so what? who cares? - neu.eduneu.edu/alert/assets/adsa/adsa20_presentations/15_wolff_harris.pdf ·...

So What? Who Cares? • Mission: Aviation needs new security technology

• Problem: Funding is challenging for start-ups – VC’s etc. need to see Govt. investment, a market

– Established companies get most DHS / TSA $

– Govt. personnel access is hard for small firms

– Burdensome, slow proposal/ award process (years!!!)

– If needed, SSI is a time/ logistics obstacle

• Solution: Make it easier! – Seek out small companies

– Streamline the BAA/ Grant submission process

– Fast, committed decision time (with feedback)

– More/ frequent smaller awards to small companies

– Streamline/ simplify contracting, accounting, SSI

UK FASS/ DASA (& CPB) Calls achieve this

2 Funding Routes

• Themed calls

• Exploitable AVSEC innovations

• 2 yr horizon

• £25M over 5 years

• Annual

– £83K avg Phase 1 award

– £302K avg Phase 2 award

– 58% to SMEs, 40% to new entities

– 2 mo. close of call to award

– ~6 - 9 mo. contract PoP

• Demo / networking event

Open to US, e.g. Client received 3 small awards in 2+ years

• Other ideas

• Quarterly calls

• <£120K/ Phase 1

• 1 Pager or full proposal

• <25 pages including

– Financials

– Management

– Resources

FASS Open Call

What’s it like to work with DHS and TSA? So What? Most of the people in this room have worked with these agencies … Who Cares? You MUST Be Prepared to accept the following: Have Patience Hire somebody who understands Gov’t accounting Be ready to spend $, lots of it … Select someone in your organization who will be your point man with the Gov’t Be ready to commercialize your TRL5-6 product! Don’t concern yourself with Program delays – they are inevitable! And, please understand that today’s priorities can be tomorrow’s unfunded programs!

The old adage applies “the good news is you won an award, the bad news is you won an award”!

However, Contractual rewards with the US government confirm credibility of your technical solution - your company can attract investors, collaborators and partners – it’s worth it only if you are prepared to follow step above.

And if you do not win, just stay engaged with the USG

Back up slides

Working with 3rd Parties

1. Financial support

“Outsource R&D”: Technology diversification:

Licensing/ buy-out: Transition product to marketplace

Product diversification Supplement product capability

Add non-core skills Synergy is key!

Improve existing products Add new products Expanded markets, revenue

TRL

Small Companies 3rd Parties

3rd Parties Small Companies

2. Development support

Govt. Relations

Data / Testing: threat materials

Hardware/Software

development

Large-scale testing

Add hard-to-hire expertise Temporary workforce

Access to live materials Workaround vs. storage

Independent testing More/ realistic test Test logistics

TRL

Connections Reputation SSI access