Helping University Startups Turn Research Innovations Into Products Federal Agencies Can Actually Use with Brandon Klein
28m | Nov 11, 2026For university startups, working with the federal government can open the door to valuable opportunities, but getting from an initial research award to an actual customer is rarely straightforward. A technology might have enormous potential, yet still struggle to find its place within an agency's priorities, budget, or purchasing process. There are also unfamiliar requirements to navigate, relationships to establish, and decisions to make long before a product is ready for market. Understanding how federal agencies operate and what they need from potential partners can help startups avoid some of the obstacles that slow commercialization.
My guest, Brandon Klein, is the founder of Collaboration.Ai, a company that works with entrepreneurs, researchers, and government organizations to improve the way new technologies are discovered and developed. Brandon spent 20 years working in the corporate world before becoming involved in federal innovation programs in 2017. His experience includes supporting the Air Force's AFWERX innovation challenges, where he saw firsthand what can happen when researchers, small businesses, and government representatives get in the same room. In one early workshop, a conversation between participants uncovered a solution that helped move a project forward by six months.
Brandon and I discuss what university startups should know before pursuing federal opportunities, including the SBIR and STTR programs, intellectual property considerations, and the challenge of finding someone within an agency who can actually help move a technology toward a purchase. We also talk about preparing for the next stage of commercialization and how AI can help founders make sense of complicated government requirements. Interestingly, for someone whose business is built around technology, Brandon keeps coming back to something decidedly human: the value of showing up, asking good questions, and getting to know the people you're hoping to work with.
In This Episode:
[02:16] Brandon Klein shares his introduction to federal innovation and the importance of bringing researchers, businesses, and government representatives together.
[03:35] Understanding the difference between a promising technology and a solution that meets federal agency needs.
[05:46] Using AI to navigate federal funding opportunities, understand government terminology, and prepare stronger proposals.
[07:02] Building trust between universities and startups while clarifying intellectual property rights and responsibilities.
[09:12] Taking advantage of free state and federal resources to navigate SBIR and STTR programs.
[10:53] Communicating research discoveries to government customers and determining whether interest can lead to a purchase.
[14:25] Making valuable federal connections through networking events and meaningful conversations.
[16:04] Preparing for Phase III commercialization by anticipating technical, security, and contracting requirements.
[18:47] Managing the uncertainty of federal contracting and avoiding dependence on a single opportunity.
[20:18] How Collaboration.Ai helps connect innovators, small businesses, and government agencies.
[23:42] Keeping people at the center of innovation as artificial intelligence takes on a larger role.
[25:56] Rethinking traditional conferences to encourage more productive collaboration and personal connections.
[27:23] Brandon's practical advice for technology transfer professionals: Have three meaningful conversations in the next 30 days.
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