Positioning to Capture Government Funded Research, Development, and Demonstration Projects

1. Positioning to Capture
Government Funded
Research, Development, an
d Demonstration Projects
Phil Winkler
Managing Principal
Government Contracting Specialists, LLC

2. Outline
Biography – Phil Winkler
Testimonials
Government Contracting Specialists, LLC
What’s New?
Government Contracting Experience at AP
Government Contracting Work Process
Government Contracting
Specialists, LLC

3. Biography – Phil Winkler
• Owner and Managing Principal, Government Contracting Specialists, LLC
• More than 30 years Government Contracting Experience, Air Products
Specific areas of expertise include:
Identifying strategic R&D & acquisition programs Managing agreements
Understanding the Government customer Protecting intellectual property
Marketing for funding opportunities Providing contract accounting
Developing winning proposals Government lobbying
Negotiating co-operative agreements and contracts Commercial item sales
• BE, Chemical Engineering, Stevens Institute of Technology
• MBA, Rutgers University
• Master’s Certificate, Government Contracting, George Washington University
Government Contracting
Specialists, LLC

4. Testimonials from Fortune 500 Specialty
Chemicals Company and ICCI
Government Contracting
Specialists, LLC

5. Testimonials from Weyerhaeuser and
University of Central Florida
Government Contracting
Specialists, LLC

6. Government Contracting Specialists, LLC
I formed Government Contracting Specialists, LLC to assist businesses and organizations
with research, development, and demonstration funding opportunities and commercial item sale
With the federal and state governments.
My consulting practice is focused on the area of clean energy, both fossil and renewables.
Current assignments include:
• Consulting with several Fortune 500 companies in the areas of biomass, biofuels, wind
energy and carbon capture.
• Introduced client to senior DOE – EERE personnel to begin positioning campaign; client is
now recognized as a key supplier of technical solutions to the biofuels area.
• Assisting client with existing contracts in all areas of contract management from timekeeping
to developing use fees for equipment used in the program.
• Assisting client in contract negotiations with the DOE in developing protected data
list, completing petition for advanced waiver of patent rights, and developing the subcontract
agreements.
• Assisting client with development of concept papers, proposals, and red team proposal
reviews.
Learn how to use government partnerships as part of your open innovation work process.
Government Contracting
Specialists, LLC

7. What’s New?
• Phil Winkler has been nominated to run for
President-elect, AIChE in the 2013 election
• Phil Winkler Appointed Member of the Advisory
Board Council with the Small Business
Development Center at the University of Central
Florida (UCF), Orlando, Florida
• Phil Winkler Appointed a Peer Reviewer for the
Illinois Clean Coal Institute
Government Contracting
Specialists, LLC

8. What’s New? (Cont.)
FY 2014 Budget Request Highlights
(all comparisons are to FY 2012 enacted levels)
• $69.6 billion for non-defense R&D, an increase of $5.9 billion or 9.2 percent
• $73.2 billion for defense R&D, a reduction of $4 billion or 5.2 percent. Cuts to DOD
R&D are targeted mostly at weapons systems development activities, leaving
increases for DOD's 6.1 basic research account ($2.1 billion, up 6.0 percent) and $2.9
billion for DOD's Defense Advanced Research Projects Agency (up 1.8 percent)
• $31.3 billion (up 1.5 percent) for the National Institutes of Health (NIH)
• $12.7 billion (up 18 percent) for DOE R&D activities, including $379 million for the
Advanced Research Projects Agency-Energy (ARPA-E) and $5.2 billion for DOE's
Office of Science
• $11.6 billion (up 2.6 percent) for National Aeronautics and Space Administration
R&D activities
• $7.6 billion (up 8.4 percent) for the NSF budget
• $754 million (up 21.0 percent) for NIST's intramural laboratories
• The President again proposed a one-time investment of $1 billion to launch a
network of up to 15 manufacturing innovation institutes.
Government Contracting
Specialists, LLC

9. Successful Technology Demonstration
Projects with the DOE and AP
Liquid Phase Methanol Demonstration Flue Gas Desulfurization
Eastman Chemicals Plant, Demonstration
Kingsport, TN NIPSCO Bailey Station, Indiana
Government Contracting
Specialists, LLC

10. AP Partnering with the Government (DOD)
Ballistic Armor Research
Forklifts Powered by
Hydrogen Fueling
Technology - DDDP
OBIGGS for C-17, F-22 Coatings for
Seawolf Submarine
Government Contracting
Specialists, LLC

11. AP Partnering with the Government (DOE)
ARRA Funded projects
AP Middletown Waste Energy
Recovery Project at AK Steel
DOE Award = $30 million
DOE Award = $71.3 million AP CO2 Capture Project Hydrogen
Production at Port Arthur, TX
AP Development of
Lower Cost Thin Film
Solar Cells
DOE Award = $253 million
DOE Award = $1.5 million Government Contracting
Specialists, LLC

12. AP Trexlertown Thin Film 2,000 Kw Solar Farm
July 12, 2011
Air Products “Flips the Switch” on its Headquarters Solar Farm
2MW Solar Farm Online and Delivering Renewable Energy to Corporate Campus
Today at a ceremony at its corporate headquarters, John McGlade, Air Products’ (NYSE:APD)
chairman, president and chief executive officer, flipped the switch on the company’s new 2MW solar farm
that is capable of supplying enough energy to power more than half of Air Products’ administration
buildings.
State of PA Solar Energy Program Award = $1.0 million
Government Contracting
Specialists, LLC

13. The most successful government funding initiatives within corporations are directly linked
to the business technology objectives and product/services strategies.
The GSC approach to establishing an external funding capability for research and
developing the Federal market can best be described by the following diagram:
Proactive Federal Market Development
Federal Market Strategy
Pre-Solicitation Business Development
Proposal Development, Submission, &
Negotiation
Contract Management
Government Contracting
Specialists, LLC

14. Proactive Federal Market Development
Once the Federal market strategy is completed and a repeatable set of
processes and capabilities (platform) are established through the appropriate
balance of internal resources and qualified third party partners, effective
execution can drive proactive management and pursuit of the Federal
opportunities:
Federal Market Strategy
Pre - Solicitation Business Development
Proposal A Development & Negotiation Contract A Management
Proposal B Development & Negotiation Contract B Management
Proposal C Development & Negotiation Contract C Management
External Funding Program Management
Months
Government Contracting
Specialists, LLC

15. Government Contracting Offerings
• Pre-solicitation Business Development
– Identifying strategic R&D & Acquisition programs
– Marketing for funding opportunities
– Commercial Item Sales
– Government lobbying
• Proposal Development, Submission, & Negotiation
– Developing winning proposals
– Negotiating agreements
• Contract Management
– Managing agreements
– Protecting intellectual property
– Providing contract accounting
– Focus Account Management
Government Contracting
Specialists, LLC

16. Marketing for Funding Opportunities:
1980’s to Present
• 1980’s – Positioning Unsolicited Proposals
• 1990’s – Positioning BAA’S
– Earmarking
• 2000’s – Earmarking BAA’S
– Positioning
• Recent – Reactive ARRA FOA’s
• Current - Position and Maintain Congressional Actions for
Program Increases; Policy Actions; Authorization bills.
Government Contracting
Specialists, LLC

17. Thank You!
Government Contracting Specialists, LLC
PHILIP W. WINKLER
MANAGING PRINCIPAL
2071 Chalmer Terrace – Suite 120
The Villages, FL 32162
philwinkler@gcspecialists.com
www.gcspecialists.com
http://www.linkedin.com/in/philipwinkler
CELL: (484) 515-9072
Government Contracting
Specialists, LLC