Deep tech founders, particularly those in aerospace in defense, are likely already familiar with the acronym-rich environment of government organizations. Many founders come from military backgrounds or have prior experience in the field. However, the landscape of government acronyms is vast and ever-evolving, particularly when it comes to procurement, funding, and emerging technologies. This guide aims to refresh this knowledge and potentially introduce new terms that have gained prominence in recent years.

In this post, we'll explore some of the most relevant acronyms likely to be encountered when selling to government organizations, with a focus on those pertinent to innovative deep tech solutions. We'll also provide insights into navigating this complex landscape as a startup founder.

The Alphabet Soup: Key Acronyms to Know

Navigating the Various Organizations

  1. DOD (Department of Defense): The overarching department responsible for national security.
  2. DIU (Defense Innovation Unit): A DOD organization focused on accelerating commercial technology for national defense.
  3. DARPA (Defense Advanced Research Projects Agency): The R&D arm of the DOD, known for high-risk, high-reward research.
  4. AFWERX: The innovation arm of the U.S. Air Force, aimed at fostering a culture of innovation within the service.
  5. NAVAIR (Naval Air Systems Command): Responsible for full life-cycle support of naval aviation aircraft, weapons, and systems.
  6. USAF (United States Air Force): One of the six branches of the U.S. Armed Forces.
  7. NASA (National Aeronautics and Space Administration): The U.S. civil space program and aeronautics research agency.
  8. FAA (Federal Aviation Administration): Regulates all aspects of civil aviation in the U.S.

Funding and Grant Programs

  1. SBIR (Small Business Innovation Research): A program that encourages small businesses to engage in federal R&D with potential for commercialization.
  2. STTR (Small Business Technology Transfer): Similar to SBIR, but requires small businesses to collaborate with research institutions.
  3. ARPA-E (Advanced Research Projects Agency-Energy): A government agency that promotes and funds research and development of advanced energy technologies.
  4. CDMRP (Congressionally Directed Medical Research Programs): Funds innovative research in various medical fields, including some with aerospace and defense applications.
  5. IRAD (Independent Research and Development): A mechanism by which the government reimburses contractors for R&D costs related to government contracts.

Technical Evaluation Terms

  1. TRL (Technology Readiness Level): A method of estimating technology maturity used by some U.S. government agencies and many of the world's major companies.
  2. SWAP (Size, Weight, and Power): A critical consideration in the design of military systems, particularly those that need to be portable or have limited space.
  3. COTS (Commercial Off-The-Shelf): Packaged solutions which are then adapted to satisfy the needs of the purchasing organization, rather than the commissioning of custom-made, or bespoke, solutions.
  4. ITAR (International Traffic in Arms Regulations): U.S. regulatory regime to restrict and control the export of defense and military related technologies.
  5. RFP (Request for Proposal): A document that solicits proposal, often made through a bidding process, by an agency or company interested in procurement of a commodity, service, or asset.

Operational Terms

  1. UAV (Unmanned Aerial Vehicle): Aircraft without a human pilot aboard, commonly known as drones.
  2. UAS (Unmanned Aircraft System): A more comprehensive term that includes the UAV, ground-based controller, and system of communications between the two.
  3. UGV (Unmanned Ground Vehicle): Vehicles that operate on the ground without an onboard human presence.
  4. USV (Unmanned Surface Vehicle): Boats that operate on the surface of the water without a crew.
  5. UUV (Unmanned Underwater Vehicle): Underwater vehicles that operate without direct human control.
  6. C4ISR (Command, Control, Communications, Computers, Intelligence, Surveillance and Reconnaissance): A term encompassing the systems and processes for gathering and disseminating information on the battlefield.
  7. JADC2 (Joint All-Domain Command and Control): The Department of Defense's concept to connect sensors from all military services into a single network.
  8. SATCOM (Satellite Communications): Communications using artificial satellites to provide communication links between various points on Earth.
  9. DFARS (Defense Federal Acquisition Regulation Supplement): A supplement to the Federal Acquisition Regulation (FAR) that provides DOD-specific acquisition regulations.

Navigating the Acronym Maze: Tips for Founder-Led Sales

  1. Do Your Homework: Before any customer conversation, research the specific agency or organization you're targeting. Each has its own set of priorities and preferred technologies.
  2. Speak Their Language: While it's crucial to understand these acronyms, don't overuse them. Demonstrate your knowledge, but prioritize clear communication.
  3. Focus on Value Proposition: In the world of DOD and DIU, it's not just about cutting-edge technology. Articulate how your solution enhances mission readiness or operational efficiency.
  4. Understand the Acquisition Process: Familiarize yourself with programs like SBIR and STTR. These can be excellent entry points for startups looking to work with the government.
  5. Navigate Security Concerns: Be prepared to discuss how your technology complies with regulations like ITAR. Security is paramount in this sector.
  6. Leverage Innovation Hubs: Organizations like AFWERX and DIU are specifically designed to help innovative companies navigate the complex defense acquisition landscape.
  7. Think Long-Term: Government sales cycles can be long. Be prepared for extended timelines and complex decision-making processes.
  8. Network Strategically: Attend industry events and join relevant associations. Personal relationships can be crucial in this sector.
  9. Balance Speed and Compliance: While startups often prioritize speed and agility, government entities place a premium on compliance and thorough vetting. Be prepared to adapt your pace to meet stringent compliance requirements without losing your innovative edge.

For founders leading sales efforts, the ability to navigate this acronym-rich environment while clearly articulating a value proposition is key. The job is to show how your deep tech solution addresses these needs in a way that resonates with the mission-driven culture of aerospace and defense organizations.

Additional Resources

At the early stage of deep tech, particularly when creating first prototypes or negotiating proposals for legislative focus, we feel it is best to work with folks who have vast experience in this area. These advisors or consultants typically have very experienced backgrounds in the military or military contracting, and can assist in getting into early grants or pilots with existing government contractors to speed up the process. One organization we highly recommend is BlackHays Group, feel free to reach out to us for an introduction.

Government organizations are most likely focused on a variety of opportunities, typical startup of advantages of speed matter but are less likely to influence a grant or customer deal. Areas like compliance and technical validation are often far more important.

As an additional resource, we recommend checking out HigherGov's federal government acronym search. This resource collects a vast number of acronyms and shows what institutions within the US federal government most frequently use that terminology.