Attachment 9 - General Business Development Assistance Examples v1.1 14Nov24.docx

Attachment 9 – General Business Development Assistance Examples

Attachment 9 - General Business Development Assistance Examples

Department of the Air Force Mentor Protégé Program

General Business Development Assistance Examples

The information contained in this document are examples of the types of General Business Development Assistance able to be provided under a Mentor Protégé Agreement. The example list is not intended to be exhaustive nor in any specific order.

The actual assistance provided under a Mentor Protégé agreement will be at the discretion of the Mentor.

No endorsement is intended or implied.

Main Categories

Organizational Management

Organizational Planning

Change Management

Business Development (BD)

Sales

Human Resource Management

Financial Management

Facilities Management

Contract Management

Understanding contract regulations of the Federal Government and Department of Defense

Business Ethics

Enterprise Risk Management

Executive / Leadership Coaching

Knowledge Management

Legal

Program Management

Certifications

Category Breakdown

Organizational Management

· Planning

· Organizing

· Organizational structure

· Staffing

· Leading

· Controlling

· Performance management systems

· Time Management

· Motivation

Organizational Planning

· Strategic planning

· Tactical planning

· Operational planning

· Contingency planning

Change Management

Business Development (BD)

· Business development strategy

· Market Research

· Competitive analysis

· Federal Procurement Data System – Next Generation (FPDS-NG)

· Marketing (7Ps)

· Product

· Marketing strategy

· Capability statement and presentation

· Price

· Pricing strategy

· Promotion

· Branding

· Communications

· Traditional (print, direct, outdoor, electronic (radio, TV), event)

· Digital (social media, search engine, e-mail, content)

· Place

· Website

· Marketplaces

· People

· Processes

· Physical Evidence

Sales

· Customer relationship management (CRM)

· Bid and proposal

· Proposal / bid management

· Contract negotiation

Human Resource Management

· Personnel management

· Human Resources Information System (HRIS)

Financial Management

· Accounting System

· Timekeeping

· Preparation for DCAA audit

· Budgeting and financial forecasting

· Cash flow management

· Financial analysis and reporting

Facilities Management

· Health and safety

Contract Management

Understanding contract regulations of the Federal Government and Department of Defense

· Federal Acquisition Regulation (FAR)

· Defense Federal Acquisition Regulation Supplement (DFARS)

· Air Force Federal Acquisition Regulation Supplement (AFFARS)

Business Ethics

Enterprise Risk Management

Executive / Leadership Coaching

· Vision and Strategy

· Organizational Structure and Design

· People Management

· Change Management

· Decision Making

· Communication

· Performance Measurement and Evaluation

· Ethical and Social Responsibility

· Continuous Learning and Adaptation

Knowledge Management

· Knowledge management system

· Intellectual property and protection

Legal

· Contract writing

· Corporate compliance

General Program Management

· Portfolio Management

· Program Management

· Project Management

Certifications

Definitions

Organizational management refers to the practice of planning, coordinating, and overseeing various elements within an organization to achieve its goals and objectives. It involves directing and guiding resources, people, and processes to ensure efficient operations and optimal performance. There are seven main principles of organizational management:

1. Planning involves setting goals, defining strategies, and determining the actions required to achieve those goals.

2. Organizing involves structuring and arranging resources, tasks, and people within the organization. It includes establishing a formal structure, defining roles and responsibilities, and creating relationships between different positions or departments.

3. Leading refers to guiding and influencing individuals and teams within the organization to work toward an organization’s goals.

4. Controlling involves monitoring and evaluating the progress of an organization to ensure it is on-track toward reaching its goals.

5. Staffing involves acquiring, developing, and retaining the right talent for an organization.

6. Time management involves prioritizing tasks, allocating time effectively, and optimizing productivity.

7. Motivation involves understanding individual needs and using various strategies to inspire and encourage employees to perform at their best driving employee engagement and productivity.

Organizational planning is the process of defining a company's reason for existing, setting goals aimed at realizing full potential, and creating increasingly discrete tasks to meet those goals. There are four types of plans:

1. Strategic planning: Strategic planning covers long-term goals with all the necessary resources to achieve these goals. It typically includes a timeframe from 1 to 5 years and is in alignment with the company’s mission, vision, and values.

2. Tactical planning: Tactical planning includes activity and implementation details on how your organization will reach strategic goals (a separate document). Also, tactical planning timeframes are typically short (less than one year).

3. Operational planning: Operational plans cover what needs to happen continually, on a day-to-day basis, for different areas of an organization in order to execute the tactical plan. For example, you would typically have an operational plan for the Marketing department, HR department, IT department, and so on.

4. Contingency planning: Contingency planning is associated with risk management, because a good contingency plan will address both known and unknown risks. Such planning enables an organization to prepare for unforeseen circumstances that could harm their business.

Change management is a systematic approach to dealing with the transition or transformation of an organization's goals, processes, or technologies. The purpose of change management is to implement strategies for effecting change, controlling change, and helping people to adapt to change.

Business development (BD) is the process that is used to identify, cultivate, and acquire new clients and business opportunities to drive growth and profitability. A business development strategy is a document that describes the strategy you will use to accomplish that goal.

Marketing is the process of determining which products and services you will offer to which target audience, at what price. It also addresses how you will position and promote your firm and its offerings in the competitive marketplace. There are seven principles of marketing, referred to as 7Ps, that are used in the development of a marketing strategy. They are product, price, promotion, place, people, process, and physical evidence.

1. Product: What is our product? Quality and value, branding and imagery, user experience, features, warranties.

2. Price: What is the value and price of our product? Strategy, list price, discounts, payment methods, free elements, credit terms.

3. Promotion: How will people discover our product? Messaging, search marketing, social media, advertising, direct marketing, partnerships, offline marketing, word of mouth, promotions.

4. Place: How/where do people purchase our product? Website, marketplaces (e.g., Amazon, eBay), retail experience, international exports, wholesale, resellers.

5. People: Who de we hire and how should we act? Employees, founders, culture and image, customer service, training.

6. Process: How do we deliver our product consistently? Standardization, measurement, delivery, complaint handling, response time, research and development.

7. Physical Evidence: What should our environment be like? Offices/stores, packaging, equipment/facilities, cleanliness, interior design, music/sounds, small, staff appearance.

Market research is a business approach in which a company evaluates competition, market trends, and customer preferences before releasing fresh products and services. It entails gathering and evaluating data during product creation or marketing to assist firms in making educated decisions.

A competitive analysis is a strategy that involves researching major competitors to gain insight into their products, sales, and marketing tactics.

The Federal Procurement Data System – Next Generation (FPDS-NG), is the central real-time database for government contracting transactions. FPDS is the most comprehensive and definitive source for government contracting transparency data. It does not contain information on financial assistance actions such as grants, cooperative agreements, and subsidies.

A capability statement is a concise, one-page overview that shows what your business is able to do and deliver. Think of it as your business resume. The capability statement highlights your core capabilities and key performance elements that differentiate your business from the competition.

Pricing strategies are the methods and procedures companies employ to determine the rates they charge for their goods and services. Pricing is the amount you charge for your items; pricing strategy is how you calculate that number.

Despite being closely related, sales and marketing are distinct functions. Marketing focuses on creating awareness and building relationships, while sales focus on closing deals and generating revenue.

Sales is the task of converting leads or opportunities into new clients. Business development is a broader term that encompasses many activities beyond the sales function.

Proposal management is creating, submitting, and tracking a sales proposal or bid submitted in response to a request for proposal (RFP). It requires an organized approach to ensure that all necessary information is included in a proposal and that any changes made during the review process are tracked.

Customer relationship management (CRM) is a set of integrated, data-driven software solutions that help manage, track, and store information related to your company's current and potential customers.

Human resource management is the strategic approach to nurturing and supporting employees and ensuring a positive workplace environment. Its functions vary across different businesses and industries, but typically include recruitment, compensation and benefits, training and development, and employee relations.

A Human Resources Information System (HRIS) is a system that is used to collect and store data on an organization’s employees. It is a system for recruitment, performance management, learning & development, and more.

Financial management is the strategic planning and managing of an organization’s finances to better align their financial status to their goals and objectives. Depending on the size of a company, financial management seeks to optimize shareholder value, generate profit, mitigate risk, and safeguard the company's financial health in the short and long term.

An accounting system is what a company employs to record and manage its financial or accounting records, including income and expenses. It is guided by a set of accounting guidelines and procedures that help generate accurate financial documents, which are a ready reference for internal and external stakeholders to make effective business and investment decisions. It can be either manual or computerized.

Facilities management can be defined as the tools and services that support the functionality, safety, and sustainability of buildings, grounds, infrastructure, and real estate.

· Hard facilities management: plumbing, wiring, elevators, heating and cooling

· Soft facilities management: custodial services, lease accounting, catering, security, groundskeeping

· Lease management, including lease administration and accounting.

· Capital project planning and management.

Contract management is the process of managing contract creation, execution, and analysis to maximize operational and financial performance at an organization, all while reducing financial risk.

Business Ethics are the moral principles that act as guidelines for the way a business conducts itself and its transactions.

Enterprise risk management (ERM) is a methodology that looks at risk management strategically across an organization and its extended networks. It is the process of identifying, assessing, and controlling threats, dangers, or other potentials for harm to an organization’s operations and objectives and/or lead to losses. These threats, or risks, could stem from a wide variety of sources including financial uncertainty, legal liabilities, strategic management errors, accidents, and natural disasters.

Knowledge management (KM) is the process of identifying, organizing, storing, using, and sharing collective knowledge within an organization. Successful knowledge management includes maintaining information in a place where it is easy to access.

Program Management

· Portfolio management is the selection, prioritization and control of an organization’s programs and projects, in line with its strategic objectives, and capacity to deliver.

· Program Management is the application of knowledge, skills, tools, and techniques to meet program requirements. A program is a group of related projects managed in a coordinated manner to obtain benefits not available from managing them individually.

· Project Management represents a single, focused piece of work with a specific scope and defined output.

· Agile Project Management is a project philosophy or framework that takes an iterative approach towards the completion of a project.

· Kanban project management is a type of Agile methodology that seeks to improve the project management process through workflow visualization using a tool called a Kanban board. A key difference between Kanban and other Agile methodologies, such as Scrum, is that there are typically limitations regarding how many tasks can be in progress at one time. Project management teams will typically assign a specific number of tasks to each column on the board, which means that new tasks cannot begin until others have been completed.

· Scrum is a lightweight framework that helps people, teams and organizations generate value through adaptive solutions for complex problems.

· The Scaled Agile Framework® (SAFe®) is a set of organizational and workflow patterns for implementing agile practices at an enterprise scale. The framework is a body of knowledge that includes structured guidance on roles and responsibilities, how to plan and manage the work, and values to uphold.

· Agile Tools

· Disciplined Agile is not a framework, but rather a toolkit that focuses on the decisions you need to consider, the options available to you, and the trade-offs associated with these options. It shows you how to effectively combine strategies from Scrum, Kanban, SAFe®, and many other approaches in a tailorable and scalable manner.

· Waterfall Project Management is another popular strategy that takes a different approach to project management than Agile. While Agile is an iterative and adaptive approach to project management, Waterfall is linear in nature and doesn’t allow for revisiting previous steps and phases. Waterfall works well for small projects with clear end goals, while Agile is best for large projects that require more flexibility. Another key difference between these two approaches is the level of stakeholder involvement. In Waterfall, clients aren’t typically involved, whereas in Agile, client feedback is crucial.

All certifications shown below are examples of either certifications achieved under prior DAF Mentor Protégé agreements or examples of available certifications. The example lists are not intended to be exhaustive nor in any specific order. Actual certification efforts provided will be at the discretion of the Mentor on an agreement-by-agreement basis. No endorsement is intended or implied.

Certifications - Individual

Additional restrictions may be required for the inclusion of individual certifications (e.g., execution of an employment contract and requirement to pass assessment)

· Program Management Professional (PgMP) certification recognizes advanced experience, skill, and performance in the oversight of multiple, related projects and their resources aligned with an organizational objective.

· Project Management Professional (PMP) certification is an industry recognized credential for project managers. PMP demonstrates the experience, education, skill and competency required to lead and direct projects.

· The Society for Human Resource Management (SHRM) credential is for individuals who perform general HR and HR-related duties at work; or for those pursuing a career in Human Resource Management.

· Provider Specific certification (Representative examples only, not a comprehensive list, no endorsement intended)

· Microsoft

· Tableau

· Intuit

· Salesforce Page 2 of 2 Version 1.1 image1.png image2.jpeg