Stacy Chin walks through how to pitch your innovation in an SBIR proposal. Start with a clear statement of what makes it innovative, list unique features, identify market gaps competitors can't fill, then show how your solution solves customer pain points and creates commercial value.
When I write these proposals with my clients, I like to dedicate a really hearty paragraph that explains why the technology is innovative. In fact, the first sentence starts off with, "This technology is innovative because..." and then fill in the blanks. You can also state, "There is no one in the market that can solve this problem by delivering A, B, and C." Afterward, mention the technology's key innovative features in simply a bullet point form. By doing it in this manner, it is super clear to the reviewers why your technology is innovative and how it can stand out in the commercial market. Another idea is to address the gaps in the market itself. Explain why none of your competitors is approaching the gap in the market the way that you are. And lastly, describe how your innovation is going to solve your customers' pain points. Here you can mention why your customers are all frustrated with all the other solutions in the market and then explain why your innovation is going to overcome those hurdles and save the day.
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