Business Proposal for Investigating a New Market by shx94108

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									                       Partnerships and Proposal Forum

                         Office of Strategic Management

                                  Contact: Bob Sefcik 3-8445




Office of Strategic Management
Glenn Research Center at Lewis Field                           1
               What is happening in your organization
             regarding development of partnerships and
                proposals to capture new business?




Office of Strategic Management
Glenn Research Center at Lewis Field                     2
                                       OSM-Led Activities

       •    OSM New Business Development Web Site
            (http://newbiz.grc.nasa.gov)
              – Business Planning – Business Development Process (see backup)
              – Opportunities – Links to GRC and outside business opportunities
              – New Business Registry
              – Proposal Preparation – Guides and examples for proposal
                development
              – Measures and Targets – Objectives from a Balanced Scorecard
                perspective
       •    GRC-P1.7 New Business Proposal Process – proposal
            management and tracking (see backup)
       •    GRC-H-001 Proposal Development Handbook – proposal
            preparation tools and techniques
       •    New Business Registry – proposal tracking and recording
       •    Lore Wintools Subscription (11-seat license)
       •    Red Team review of proposals


Office of Strategic Management
Glenn Research Center at Lewis Field                                              3
                                OSM-Supported Activities

       • Member of various organizational teams investigating
         new business development
       • Team member for identifying new business
         development topics for the OAI Guest Lecture Series




Office of Strategic Management
Glenn Research Center at Lewis Field                            4
           What are your organization’s future plans to
          strengthen the Center’s competitive position?




Office of Strategic Management
Glenn Research Center at Lewis Field                      5
                     OSM Near-Term Plans (<6 months)

       • In the process of procuring a two web-based market
         intelligence services to provide early identification
         and qualification of potential business opportunities
       • Reviewing recently procured proposal development
         data to identify what information would be beneficial
         to GRC as is or modified – information will be posted
         on OSM NBD web site
       • Investigating the development of an automated NBR
         input page generated from the Proposal Cost Model
         to eliminate the need to input the as-submitted
         proposal data – lessons learned and close-out
         information will still be required to be input
Office of Strategic Management
Glenn Research Center at Lewis Field                             6
                                       OSM Future Plans

       • Investigate the use of a standard MS Word template
         to provide a more professional look for all GRC
         proposals
       • Investigate alternatives to provide professional
         proposal management services for large, strategic
         proposal efforts
       • Investigate alternatives for professional proposal
         preparation and production services for large,
         strategic proposal efforts
       • Provide management reporting to evaluate the
         effectiveness of GRC new business development
         efforts
Office of Strategic Management
Glenn Research Center at Lewis Field                          7
           What can the Center’s employees do to help
           their organization and the Center succeed?




Office of Strategic Management
Glenn Research Center at Lewis Field                    8
                   GRC Keys to Success - Management

       • Provide the strategic framework for all new business
         efforts
       • Communicate the “unity of purpose” within the lab –
         new business is everyone’s business
       • Provide a capability of responding quickly and
         resourcefully to new opportunities
       • Investigate and provide a portfolio of “available”
         financial capture strategies that may be proposed for
         cost sensitive solicitations
       • Continually talk to research staff, partners, etc. to
         keep abreast of activities and resource needs

Office of Strategic Management
Glenn Research Center at Lewis Field                             9
      GRC Keys to Success – New Business Functions

       • Identify those emerging research and development
         fields that present low barriers to entry
       • Continuously gather data and update your
         assessments
       • Learn everything you can about your target agencies,
         programs, research communities, or sponsors and
         the problems they have
       • Support management in providing the tools and
         resources to make the bid and proposal process
         more efficient for everyone involved



Office of Strategic Management
Glenn Research Center at Lewis Field                            10
                     GRC Keys to Success - Employees

       •    Be externally oriented
              –   Give the customer what they want not what you think they need
              –   View the big picture
              –   Learn about your target programs
              –   Consider networking part of your job
       •    Support business development efforts
              – All technical researchers at the PI level must support the
                development of their own research funding
              – Consider proposal writing part of your job
              – Recommend and support the promotion of GRC technologies and
                services in new, non-traditional markets
       •    If you can’t or won’t support our business development
            efforts, please do not make yourself a barrier to our
            success

Office of Strategic Management
Glenn Research Center at Lewis Field                                              11
                                       Backup




Office of Strategic Management
Glenn Research Center at Lewis Field            12
                   GRC Business Development Process
                         Period 1                             Period 2                        Period 3
                  Identify Opportunity              Analyze Opportunity                 Bid/No Bid Decision
                    Phase 1      Phase 2      Phase 3         Phase 4      Phase 5               Phase 6
                    Perform                    Establish       Develop     Conduct
                                 Qualify
                  Opportunity                  Analysis       Preliminary Opportunity     Bid Recommendation
                                Opportunity
                    Research                     Team          Concept     Analysis


                                                                                        GRC P-1.7 New Business
                                         GRC P-1.1 Planning
                                                                                           Proposal Process




                                  Interest/No Interest                        Pursue/No Pursue                Bid/No Bid
                                        Decision                                  Decision                     Decision

                 1. Business Development Process approved by the DSMT December 6, 2004
                 2. Business Plan Template presented to the DSMT December 6, 2004
                 3. New Business Proposal Process – BMS Board review in April and DSMT
                    review and approval in May
                 4. Modify CLP GRC P-1.1 Planning to incorporate Business Development Process
                    – BMS Board review and approval in May
                 5. Business Plan Template review and approval in May – concurrent with
                    approval of modified CLP GRC P-1.1
Office of Strategic Management
Glenn Research Center at Lewis Field                                                                                       13
                     The GRC New Business Proposal Process
                         and Associated Support Elements
                                 (Steps as Outlined in the Proposed CLP)


      4.1 Identify                                  4.3 Pursue/
                          4.2 Assess Proposal                          4.4 Coordinate        4.5 Prepare Draft
       Proposal                                     No Pursue
                              Opportunity            Decision       Proposal Preparation         Proposal
      Opportunity

                          Leadership/Partners                       Leadership/Partners     Leadership/Partners
     Web Services          BMS Procedures        BMS Procedures
                                                                       Documents               Documents
                             Documents             Leadership
                                                                      Web Services            Web Services
                            Web Services                                 Training                Training
                               Training                            New Business Registry         Funding
                                                                         Funding


                                                      4.8 Bid/No
      4.6 Conduct             4.7 Finalize                Bid
                                                                       4.9 Submit the           4.10 Report
        Review                 Proposal                Decision           Proposal            Proposal Results


                                                                        Web Services       New Business Registry
   Leadership/Partners    Leadership/Partners     BMS Procedures
                                                                                             Measures/Targets
    Review Services      Packaging/Production       Leadership
        Funding          New Business Registry
                               Funding


Office of Strategic Management
Glenn Research Center at Lewis Field                                                                               14

								
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