Structuring an Effective CI Organization  

Michael Nash, Independant Consultant (US)
Full-Day Workshop

Michael Nash is an independent consultant providing aviation market analysis and strategic business support for winning competitive business.  Formerly the Assistant Dean for Corporate Relations at the University of Mississippi's School of Engineering, Dr. Nash recently retired from Lockheed Martin having spent over thirty years in the aerospace industry providing strategic business planning and market development in both the domestic and international markets.   Dr. Nash served as a Program Manager and Senior Engineer at Lockheed Martin's Transportation and Security Solutions organization in Rockville, Maryland where he was responsible for strategic market development including leading the facility's international Air Traffic Management market and competitive analysis activities.  Earlier he was Strategic Planning Manager for IBM Federal Systems Division in Gaithersburg, Maryland prior to its subsequent acquisition by Lockheed Martin.  He holds a Ph.D. in Engineering Science, is a Registered Professional Engineer, and is a life member of SCIP.

Structuring an Effective CI Organization

Description:
This workshop will provide guidance for structuring an effective CI organization to support both strategic business and tactical proposal requirements.  By building on a foundation based on an agreed business development process, a CI function can be established with clearly defined responsibilities which relate directly to needs of the parent organization.  When work products of the CI function are specifically related to business development responsibilities, they in turn form the basis for cost justification of retaining and developing CI professionals supported by sufficient staff, reference material, and travel budgets to accomplish their tasks in a timely manner.  

The morning session will begin by defining a Business Development process developed for pursuit of competitive contract opportunities.  Organizational responsibilities will be introduced for both the CI organization and for other organizations supporting the business development process. Common 'building blocks' of reusable Competitive Intelligence will be defined and a structured approach will be presented for developing Strategic Market Analysis and Strategic Competitive Analysis and for mapping products of these CI activities to specific Business Development Process milestones. 

The afternoon session will expand on the morning session by introducing tactical proposal CI work products including opportunity modeling and price-to-win.  Reusable CI 'building blocks' created for earlier strategic activities will be expanded to include more specific detailed information. This will be used to develop CI work products describing tactical competitive market position, probable competitive proposal offerings, and probable competitive pricing. Process CI models for predicting competitive proposal offerings and price-to-win developed by the presenter and used for international aerospace competitive bids will be described. 

Workshop Goals

• Learn the importance of relating CI organization structure to parent organization's business development process requirements.  
• Learn to define both strategic and tactical 'building blocks' of reusable competitive intelligence.  
• Learn the application of CI process to predict competitive offerings and price-to-win