Network: July 1990

Network reader-to-reader advice.

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Peace Dividend

Thomas W. Oakes's company developed two specialized polymer coatings by winning grants from the federal government's Small Business Innovation Research (SBIR) program. But now that the feds are cutting back, Oakes wants to focus on the commercial market (Swords into Plowshares, April, [Article link]). How can his company make the switch "from scientist/entrepreneurs to entrepreneur/scientists"?

Mr. Oakes may want to call Sandia National Laboratories Federal Credit Union (505-293-0500) and speak to president Richard Rays. He is chairman of the Technology Transfer Task Force, a cooperative effort of Sandia National Laboratories and the Greater Albuquerque Chamber of Commerce. The program can help businesses that have relied heavily on defense contracting to refocus on the private sector. Its members try to find commercial applications for technology developed in federal facilities.

Dan Gear

Vice-President

Gearcon General Contractors Inc.

Albuquerque

We too have done work under the SBIR program, and have been fairly successful with it. Indeed, as a result of some research we did under that program, we started a new company to manufacture thermoplastic composites.

I get the sense from Mr. Oakes's letter that he has considered only the physical products his company has developed and ignored the other products of the research. We believe the real product of our SBIR research is intellectual property, protected by patents and know-how. Mr. Oakes may have a whole lot more than two products to sell. He may have proprietary knowledge, and patents that he can license. It was important for us to learn that we did.

Scott Taylor

President

S. R. Taylor & Associates

Bartlesville, Okla.

Regulatory Thicket
Kenneth Roberts's company helps small and midsize companies meet Occupational Safety and Health Administration and Environmental Protection Agency regulations. While he often reads that safety and health concerns are growing, he finds prospective clients uninterested. He asked Network readers for advice on selling his services (Heads in the Sand?, April, [Article link]).

Mr. Roberts can request a list of companies cited by OSHA for failing to meet regulations. He may have some luck marketing his program if he can get a copy of that. Also, I was at an all-day OSHA seminar recently, and it seemed many contractors do want to protect themselves against liability, especially since OSHA will likely be enforcing its requirements more stringently. These contractors are seeking education, not just waiting to be caught.

Mr. Roberts should concentrate on two major concerns. One, it's virtually impossible to comply with all OSHA regulations, so contractors want someone to identify the important points. Two, they are concerned with their liability for subcontractors' violations. No matter how the contract is written, the contractor is still open to lawsuits. That's a big concern, and if Mr. Roberts could address it, he'd certainly find his niche.

Jim Boyer

President

Boyer Development

Suisun, Calif.

Most businesses don't want to spend big money bringing someone in to establish their safety standards. They would rather spend a little on ready-made policies they could implement themselves. Mr. Roberts should write such policies, then advertise them in business magazines and in OSHA's monthly magazine. Also, he could publish these policies as software, which users could then customize. As these customers grow, they may need more in-depth help, and they would likely call Mr. Roberts first. Until then, he can make money selling the basics.

Donald B. Jackson Jr.

U.S. Navy

San Diego

One of the less enjoyable tasks I performed for my company was development of a safety and health program. The construction business has recently been targeted by OSHA, and we were subjected to four separate inspections last year. Mr. Roberts should study those companies currently being targeted by OSHA and the EPA, and consider patterns in industry and company size. Then he should approach such companies. A few hefty fines against a company are a powerful motivator.

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