Tell How
SBIR Phase 1 solicitation instructions always emphasize presentation
of DETAILS in the work (or research) plan and usually state that the
work plan should constitute a substantial portion of the total proposal.
The solicitations also instruct proposers to tell WHAT will be done
and HOW the work will be carried out. For example, the NSF instructions
for the Phase 1 Research Plan state, in part: "The description should
include & WHAT is planned and HOW the research will be carried out."
The USDA Phase 1 Work Plan instructions say "and indicate HOW and where
the work will be carried out."
Work plans in draft proposals we review usually say WHAT is to be done
but often do not convey HOW the work proposed will be executed. Similarly,
formal comments from agency review processes highlight this deficiency.
Providing the HOW as well as the WHAT information in the work plan is
essential (though not sufficient) to achieve excellence in the proposal
presentation, and to secure the best chance for a win.
Crafting a detailed and well thought out work plan that provides the
WHAT and HOW (together with other required information) is hard work.
For example, it is much easier to say simply that "temperature will
be measured" without providing details HOW the temperature measurements
will be made—what instruments, what test facility, what range,
etc.
Careful, persistent, and disciplined teamwork is the best way to achieve
a quality work plan and proposal. While some highly skilled and experienced
veterans may be able to prepare a high quality work plan (and proposal)
in one or two passes, most mortals require an iterative process that
includes multiple critical review cycles.
Critical proposal reviews by experienced reviewers will identify voids
in the work plan (and other parts of the proposal), and identify especially
the need for more definition of HOW proposed work is to be performed.
The proposal preparation team must then respond to the needs identified
by the critical reviews, and fill the voids. Our experience suggests
that one review and rework cycle takes about a week, and that four or
five of these cycles generally leads to a high quality work plan and
proposal.
So, describe HOW proposed work will be executed, in addition to saying
WHAT will be done. Describing HOW proposed work will be done is key
to a high quality work plan and proposal, and for achieving a good chance
to win!!!
Reprinted from the Wyoming
SBIR/STTR Initiative (WSSI)
