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Copy of Proposal for 2014

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Sian Mitchell

on 23 January 2014

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Transcript of Copy of Proposal for 2014

Strategy for
Successful
Proposal Writing

Balancing Concept Generation & Writing
Initial Idea Capture
Capture of Basic Knowledge and Needs
Definition of Initial Ideas
Definition of Scope
Identification of Prior Art & White Space
Agreement of Scope
Sourcing of Appropriate Funding Mechanisms
Selection of Ideas
Ranking, Evaluation, Selection & Refinement


Research
Knowledge, Staff, Resources
Process
Tools & Processes
Budget
Communication & Quality
Maximising Success
Experimenting with New Sources of Funding
Compliance & Budgets
Where Will these New Sources Come From?
European, National, Local R&D Funds
Private Equity & Venture Capital
Self Funded
Minimizing Risk & Maximising Return
Proposal System Design
Pipeline Management
Knowledge Management
Configuration Management
Tool and Template Creation
Training Services

Use Best Practices and Best Tools for the Job
to gain
Time To Innovate
Knowledge
Budget
Time
Capabilities
People
Grow
Develop
Profit
Sian Mitchell February 2014
Foundations of Achievement
PEOPLE
Knowledge
Skills
Availability
PROCESS
PERFORMANCE
ISO:9O01
ASTA
CRM
Sharepoint
Innovation Process
IDEAS & WRITING
Quality
Funding
& Finance
People
Client Relationship Management
Project Planning & Management
Information Management
Funding
Due
Diligence
Credit Checks
Eligibility Checks
Budget
Planning
Incremental
Realistic Costs
Contingency
Realistic
Cost
Monitoring
Controlled Spend
Accurate Recording
Historical Data
Continuous Improvement
Best Use of Resource
Smart Purchasing
Cost Reduction
Quality Standards
Continuous Improvement
Make Best Use of Expertise in Research & Funded Programmes
Exploit Understanding of Purpose, Criteria & Implementation of Research
Utilise Knowledge to optimise Project Life Cycle
Client Engagement
Concept Generation
Call Alignment
Proposal Writing
Submission
Negotiation
Delivery
Knowledge of what's needed to Write & Manage, Successful, Relevant Proposals
Use and Adhere to Processes and Tools available
Objectives
Drive Success
and
Continuous Improvement
Funding programmes and project life cycle
WINNING and relevant concept
SMART Science & Technology
Excellence in Consortia, People and Resources
Strength of Co-ordination & Management
Defining Impacts, Benefits & Use
Structured Writing
Existing Knowledge, Best Practice Systems & Processes Best Tools for the Job
The Innovation Process
Joint understanding of expectations, needs, capabilities, priorities & strategies
Agree & Document

Do participants know this is an Innovation Process?
Agree & Document the Value Proposition

Are all the Stakeholders identified and known to us?
Identify Key Individuals

Invoices sent for works completed & scheduled as appropriate
Idea Generation
Do we have enough fit for purpose ideas which excite us and the Stakeholders?
50+
Aligned with agreed Priorities

Do the ideas meet the Good Idea criteria?
Identify & use THE QUESTIONS to receive ideas as answers

Are ideas aligned with Stakeholder needs and capabilities?
Carry out Idea Generation using Best Practice and the Best Tools for the job?

Do we have the right ideas to move forwards?
Ensure correct balance of knowledge is available within Idea Creation Team

Evaluate fit against original priorities and value proposition
Monitor and evaluate clients needs throughout the process as they may change
Exploration - Knowledge Gathering & Refining
Is the information being gathered sufficient to properly understand the ideas and their potential?
Understand the ideas thoroughly and have sufficient knowledge to select and agree the best

Be clear about facts, opinions and the difference between them
Ensure you understand the market

Does the idea already exist?
Complete NIT Analysis (Need - Information - Technology)

Would you benefit from an external Expert Opinion to support the case to the client?
Consult Networks of Expertise

Does the client like the idea?
Ensure there is enough information to rank ideas and agree this with the client
Selection
Are the selected ideas innovative, exciting, relevant, credible, sustainable growth opportunities for the client?
Select up to 5 well defined, mutually agreed, substantial opportunities for the client
Align to appropriate timescale

Have we considered and Aligned Stakeholders with the selection?
Communicate shortlist and invite and evaluate feedback before agreeing ideas with client

Do we really believe it will reach the market?
Carry out Patent and Prior Art checks

Have our invoices been paid?
Carry out a risk analysis (technical, financial or both)
Research
Do we have enough information to make final selections and move forwards?
Obtain full understanding of Techno-economic challenges and opportunities

Check for prior Patents, SoA, other competing technologies or possible technology transfers
Conduct PESTLE Analysis (Political, Economic, Social, Technicologial, Legislatory, Environmental

Scope, evaluate and validate the Market Opportunity
Using Ranking Form and Criteria Evaluation Tool

Consider Techno-economic Risks
Final Selection(s)
Are these compelling, validated business cases?
Have mutually agreed, multiple, clear, tangible growth opportunities and action plans ready to implement

Have market conditions changed that could invalidate the project?
Monitor sector, liaise with clients, utilise appropriate time and skills from business intelligence team
Orientation & Priorities
50-45
Writing
Innovative Ideas & Writing
Best Practice Writing Processes
Writing Tools and Systems
Improve efficiency of people/skills matrix
Save time developing GANTTs & Budgets
Improve DOW & Handovers
Quality Standards
ISO9001
Concept Checking
Peer Evaluation
Appropriate Distribution of Workload
Skills - Experience - Availablility
Achieving Volume Targets
QUALITY
Concept
KPI's
If something is measurable, it is usually improvable
PEOPLE
Skills and Training
Knowledge and Experience
Satisfaction
FUNDING & FINANCE
Budget Planning
Cost Monitoring Financial Management
Cost Reduction
Knowledge
Time
Resources
PROJECT PLANNING & MANAGEMENT
Idea Capture
Concept Generation
Proposal Documentation
Financial Information
CLIENT RELATIONSHIP MANAGEMENT
Communication
Record Keeping
Feedback & Action
Monitor
Evaluate
Act
Quality Assurance
Quality Control
Editiorial & Document Review
Reference & IP Review
Compliance
Issue Resolution
Quality Metrics / KPIs
Process for Accomplishing Milestones
ISO 9001:2000
Depth of Knowledge
Management Team
Writers
Technologists
Project Managers
History & Experience

Strength of Network
I-Net & R-Net
Project Partners
Stakeholders
Other RTD/RTOs
Facilitating
- Staffing Plan
Roles
Authority
Responsibility
Competencies & Experience

Enabling
- Training
Program Level Needs - System & Process Use
Individual Needs - Skills and Knowledge

Rewarding
- Progression & Retention
Working Hours & Location
Staff Benefits, Reward & Recognition
People
Enable the Team by Providing the Best Tools, Training and Motivation
Plan
Risk

Info & Data Sharing

Stakeholder & Participant Links

Status Reports

Work Plans
Communication
Use What We've Got
and
Do It Properly
Historical Success
Regional, National & European Bodies
TSB Smart Innovation for SMEs
Eurostars
Patent Box
R&D Tax Credits

Know What's Available
Staff in Bruxelles weekly
Liaison with hundreds of partners each week
Interaction with our network of Academics and Researchers
Access VP & Private Equity Funds
Sources of Funding
Over €150m of Grant Funding Accessed for our Clients in 2013
Evaluate
Identification of Risks
Escalation Route & Resolutions

Plan
Identify Major Risks
Process
Lack of People
Lack of Resource
Lack of Technology
Insufficient Funds
Proposal
Quality & Novelty of Idea
Feasibility
Cost/Value Proposition
Lack of Knowledge
Managing Risk
Base Decisions on Knowledge
Know the Funding Mechanism
Apply Best Practices Common to all Proposals
Use Best Available Tools
Management & Mitigation
Log all potential issues
Identify & Rank Risk
Agree Responsible Person
Agree Time Frame and Required Outcomes
Act & Resolve
Monitor as part of Quality Meeting
Take Action immediately

Our Business Intelligence Team provides the intelligence required to embark on the NPD process,

Our full range of intelligence services
By combining the services for the needs of your project, you can tailor the intelligence we provide. All our services fit into a coherent process designed to successfully introduce innovations to market.

All are backed by the knowledge and expertise of specialist consultants, together with software, resources, market reports, networks access, data and innovation tools developed to optimise the value of market intelligence. All are provided to your company at a far lower cost than the DIY option.

Horizon Scanning
Discover what is currently occurring in the technology pipeline, and what is technically possible.

Concept Generation
Generate and refine innovative concepts, starting from your existing intellectual and physical resources.

Customer-driven Intelligence
Quantify the value of concepts by receiving feedback on new or improved functionality, direct from potential customers and from third party reports.

Patent Landscaping
Define your freedom to innovate with analysis of concepts, patterns and opportunities in relevant intellectual space.

Innovation around Patents
Generate a technical path around existing patents (whether these are applications or already granted) where the patent landscape is crowded.

State of the Art Reviews
Comprehensively evaluate incumbent technologies on performance, economics and environmental sustainability.

Due Diligence on Intellectual Property
Get a third party view on the technical feasibility of your innovation, its potential market traction, estimated manufacturing costs, sustainability and realistic time to market.

Market Research
Gives you:
(a) data on market size, where possible broken down along the value chain and horizontally across incumbent players
(b) assessment of fundamental market logic – the drivers and influences, routes to market and patterns of competitor activity

Commercial and Business Planning
Your business plan researched and prepared, as a whole document or just particular sections. We can model the commercial aspects of your innovation commercial implementation of technology. Learn the to show internal rate of return, present value etc, highlighting aspects which are sensitive to market conditions.

Competitor Analysis
Receive an analysis of competitors’ strengths in terms of their technical offerings, profit and loss balance sheet, supply chains, customer base and strategic positioning.

Manufacturing Setup for New Production Facilities
Due diligence research and assessment for site and operational requirements. Receive specialist advice on state-of–the-art production processes and equipment, and company representation in the target country. The overall cost and risk are lower than doing it yourself.

Commercial Intelligence for NPD
Informed decisions are better decisions.
Road Map for Innovative Technology Business
Marketing








Sales
Business Needs Analysis
Road Map







Business Information
Concept Generation
Problem Solving







Evaluation
Idea Selection
Need
Information
Technology






Knowledge
Tools & Processes
Finance & Grants
Balancing the requirements of concept generation and writing
Hitting the required volumes on a monthly basis
Maximising Success Rate
Experimenting with new funding schemes
"How will you manage a team of up to ten proposal writers..."
Research
Project Mangement







Quality
Growth
Profit
Aligning People & Processes to deliver Performance
leap
reach
Clients
Referals
Delivery
Writing
Innovation Process
What do I Know....
?
After a while...
Some of the Best Tools for the Job...
ISO:9O01
ASTA
CRM
Sharepoint
Innovation Process
Tools
Optimise Use of Excellent In-house and Bought in Systems
Building on Our Strengths...
Balanced Concept Generation & Writing
Volume Targets Achieved
IDEAS & WRITING
Quality Standards
Continuous Improvement
QUALITY
KPI's
If something is measurable, it is usually improvable
PEOPLE
Skills and Training
Knowledge and Experience
Satisfaction
FUNDING & FINANCE
Budget Planning
Cost Monitoring Financial Management
Cost Reduction
Knowledge
Time
Resources
PROJECT PLANNING & MANAGEMENT
Idea Capture
Concept Generation
Proposal Documentation
Financial Information
CLIENT RELATIONSHIP MANAGEMENT
Communication
Record Keeping
Feedback & Action
Monitor
Evaluate
Act
Quality Assurance
Quality Control
Editiorial & Document Review
Reference & IP Review
Compliance
Issue Resolution
Quality Metrics / KPIs
Process for Accomplishing Milestones
ISO 9001:2000
Maximising Success...
Experimenting with New Funds...
Full transcript