Pizza, Proposals, and SBIR Pre-Release: 7 Things to Do to WIN

Written By Tracy Boyd

A founder’s guide for small businesses and startups exploring the Department of Defense (DOD) SBIR program—what works during pre-release so you don’t waste time chasing dead ends.

It’s here. The moment you have been waiting for. Small Business Innovative Research (SBIR) pre-release topics just dropped. This could be your shot to fund that R&D idea you have been daydreaming about for months. Maybe it is the perfect way to add a new feature to your product. Or maybe your almost-done tech fits the Direct to Phase II opportunity. Either way, the Department of Defense (DOD) opened the door. But don’t start mentally spending those non-dilutive dollars yet! Do what the experts do and what DOD SBIR awardees do, and follow the simple steps below. 

So now what? Where do you even start? And what is a pre-release anyway?

Tip 0: Before You Even Start Planning Your SBIR Award Dollars or The Proposal

  • Make sure you are DOD SBIR eligible. Your company must be 51% U.S.-owned, for-profit small business with fewer than 500 employees.

  • Register your company on SAM.gov. 

  • Be clear on your company’s mission and expertise.

  • Get familiar with how the SBIR program works. If not, phone a friend. Or Aligned Growth Solutions. We help with this all the time.

1. Review the Pre-Release Topics ASAP (SBIR Pre-Release Strategy)

  • Visit https://www.dodsbirsttr.mil/topics-app and filter for topics marked as "pre-release." Those “Open” topics might look tempting, but they can set you up for failure if you skip this step. When topics are “open”, you’ve already missed the best window to get ahead.  

  • During pre-release (usually a 30-day window), you can often talk directly to the topic’s Technical Point of Contact (TPOC)—AKA the person who cares about the problem you are trying to solve. These conversations can seriously increase your chances of winning. Don’t skip this.

  • Read both the title and the description. Titles are often vague or misleading. The gold is in the details.

Pro Tip: If you’re new to SBIRs, read the “front matter” at the beginning of the topic document. It’s long and dry, but it explains the SBIR works and answers 90 percent of your questions.

2. Decode the Acronym Soup

The DOD loves acronyms. If you do not know what something means, look it up and keep going. Even seasoned DOD insiders use cheat sheets. Do not let a few confusing terms scare you away from a great topic.

3. Mark Your “Maybes”

If a topic feels like it could be a match for your company’s mission or technology, flag it. Then do this:

  • Read the references listed in the topic

  • Research the sponsoring agency and determine if they are a good fit for your company

  • Look up any unfamiliar technology.

  • Sketch out what a solution might look like

4. Make a Go or No-Go Call (Avoid Wasted Time and Increase Your SBIR ROI)

Before you invest time, be honest about whether this SBIR is worth the investment. A first-time SBIR proposal can take 40+ hours of work.  Ask yourself:

  • Does the topic solution align with your mission?

  • Is this strategically valuable for your company?

  • What would the ROI look like?

  • Can you deliver on this contract if awarded?

  • Do you know of any other customers who would be interested in this solution or have the same problem?

  • Do you have team buy-in?

If you cannot confidently answer yes to most of these, it may be a No-Go—and that’s not bad.

Pro Tip: Do not sleep on the Go or No-Go decision. The most successful SBIR awardees say “no” way more than they say “yes.” This practice leads to higher win rates and more substantial returns on investment.

5. Contact the TPOC (Your Direct Line to SBIR Success)

If you are moving forward, contact the Technical Point of Contact (TPOC)  listed in the topic. Do not wait. Pre-release is the only time you can ask questions directly to the TPOC, and their schedule gets full. 

  • Ask thoughtful, specific questions. Do not pitch. Do not send a deck. Just try to understand their priorities.

  • What should I say? We teach companies exactly how to approach these conversations. It matters more than people realize.

6. Celebrate the Decision

Found a good fit and decided to go for it? Reward yourself for finding a new opportunity.  

Maybe with a glass of whiskey, a nap, waffles, or take-out pizza (is it just me, or is food always better when you don’t have to make it?). Whatever your thing is, celebrate the progress. You’re playing the long game.

7. Call in Reinforcements

If you are serious about submitting, do not go it alone. The best SBIR awardees bring in experts early. That means:

  • Strategic alignment

  • Compliance checks

  • Win theme development

  • Reusable SBIR Templates and content

  • Proposal coaching

  • A second set of eyes on your plan

SBIRs are absolutely doable and perfect for small, technical businesses like yours. But, as with all government programs, they are complicated and have a high learning curve. Writing a strong SBIR proposal takes time, and many companies submit six or more before they win one.

My advice? Don’t go it alone. Hire an expert who understands the ins and outs of the SBIR program, speaks the language, and genuinely wants to see your company succeed.

At Aligned Growth Solutions, we help founders like you focus on the right opportunities, connect with the right people, build stronger proposals, and develop a proposal library that saves time in the long run. We also provide strategic DOD insights that save you significant time and effort.

Curious about what that would look like for your business? Schedule a free discovery call and let’s talk.

Tracy Boyd